Rank #1: Episode 9 – What Top Agents Do Every Day To Be Successful
I recently met with Denise Wilson of Lawyers Title to discuss how she could help me continue to grow my business. Denise has been in the industry for several years and has a ton of knowledge. I knew she could help me and she didn’t disappoint.
You will need to listen to the whole episode to get all the details of my meeting and what I learned, but here is a brief summary below.
4 Big Takeaways…
Here are the big things I learned from Denise and what I will be implementing in my own daily routines to try to grow my business.
1. Pick up the Phone!
Oddly enough, the first thing she told me to do was block out time every day and call my sphere, leads, etc. She works with high producing teams that time block this for every member of the team every day.
2. Mindset is HUGE
Run your business like a business. Stay focused on the things you need to be doing. (like 20 calls per day). Lead Generation is what your business is all about. Focus on closing the deals the you don’t have, not just the deals you do have.
3. Be Consistent
This doesn’t just apply to marketing. We know that you need to commit to marketing long-term in order to see any results. But I learned that I need to do this with my sphere, my leads, my social media etc. Set up a system and stick with it.
4. You need Active and Passive Lead Generation.
It’s not enough to just have emails, newsletters and postcards going out. You need to have active lead generation going on as well. Phone calls, Door knocking, Open Houses. These are active (and free) ways to generate leads. Hustle. Sweat. Work.
Denise also shared some specific tools that Lawyers Title has to assist agents. I am now receiving a weekly summary of the FSBO’s in my area. I am also receiving a newsletter that I can forward to my database to assist them with monthly home maintenance. They even have an App that lets me show sellers see an estimate what they can expect to receive at closing based on a certain sales price.
If you haven’t done this already, I would suggest you schedule a meeting with your favorite title and escrow company to see what they have available to help you with your success. I of course would recommend Lawyers Title. They have the power of a large national parent company with Fidelity, but maintain local control and personal service. Again, a big thanks to Denise for partnering with me on my pathway to success.
Like what you hear? Share it with the world! Tweet: Hear what top #realtors do every day to be successful http://ctt.ec/6QHdP+ #reapodcast #realestate
May 30 2014
Rank #2: Episode 4 – Finding Success in a Niche – Sally Dillon
In this episode of The Real Estate Agent Podcast I interview Sally Dillon of The Hasson Company. We learn about her journey in Real Estate and what she did to position herself as a Top Producer, and more importantly, how she dominated her chosen niche.
Although both Sally and myself are in the Short Sale niche, its important to note that there are many niches that you can chose from and become the local authority in that niche.
Here are some options:
- 1st Time Homebuyers
- Property Types
The important thing is Be The Authority.
Sally started in 2002 at a small shop with no mentor and no direction. She did a couple of transaction and decide to join a company that was buying distressed properties and flipping them. During the next couple of years she closed several transactions for this company and gained a lot of knowledge about short sales and working with distressed homeowners. She also made several connections in this particular niche and gained confidence in the special knowledge that she had.
The hours became too much and begin impacting the freedom that she wanted in her schedule so she moved to another company to focus on traditional sales but also began purchasing distressed properties for herself and some investor partners.
Then it all went crazy…
After 2007 she was in a unique position to build her business by using her specialized knowledge to help distressed homeowners AND distressed agents who found their business shrinking before there eyes.
She joined a larger company and began putting the word out to agents that they could refer any short sales they came across to her and she would pay them a referral fee or partner with them on the listing. She did miss any opportunity to tell other agents or her sphere of influence that she could help people with their short sales.
She taught classes. She attended classes. She made the rounds, partnering with attorneys and accountants who were sure to come across distressed homeowners.
She is now at the point that she gets a lot of referrals just by reputation and has hired other agents to help her handle sign calls and the processing of the short sales.
If She Started Over
Sally said the #1 thing she would do if she had to start over is to get a mentor that she respected and that was good at their job. Find someone you connect with and build a relationship. Real Estate is all about relationships.
- Establish yourself as an authority in your niche.
- Use your special knowledge or experience.
- Use your unique personality to connect with your niche.
- Teach class, attend class, show up, be there, make connections.
- Don’t pass on opportunities to tell people what you do.
Sally is using a contact management system provided by her company to stay in touch with her sphere and offer them items of value through email. I am using a transaction management system called Realty Commander (FREE trial affiliate link) to process my transactions and then build my database with the info.
Like the podcast? Review it! – It helps others find it.
Feel free to comment below. You can also follow me on twitter at @MrDaveMcGuire or share this podcast with your peeps. Tweet: I’m Loving The Real Estate Agent Podcast! http://ctt.ec/pJEbc+ #realestate #reapodcast #knowliketrust
Thanks for Listening!
Jan 17 2014
Rank #3: Episode 7 – Double Your Open House Traffic
But I understand that they are important to building your brand and generating new leads. I just don’t want to waste my time on a Sunday afternoon hoping that someone has the time to stop by. I mentioned this to my Principal Broker, Garett Chadney, and he coached me through some very specific steps that I can take to ensure that my traffic increases during the open house.
In this interview, Garett breaks down his system for doubling his Open House traffic.We learn the following:
- Selecting the right property
- What signage to use
- The mindset about making it “an event”
- Online and Social marketing to get traffic
- Door Knocking to invite the neighborhood
- Lead capture during the open house
I can honestly tell you that once I got my head around the idea that this was more about building my brand and standing out amongst other agents, I really was able to get motivated to do a good job. It’s not about selling that particular house. Its about announcing to the world that you are an agent worth working with. You have the knowledge, the effort, the hustle that makes people want to work with you.
My open house was better than most of the ones I held in the past. I will need to tweak some of the things I did to achieve better results. The eventbrite idea is totally awesome, but I didn’t capitalize on my database to spread the word. I also didn’t allow enough time to invite the neighbors. I ran out of daylight before getting to everyone. I also underestimated the set up time for the signs and the amount that I needed. Those “flags” that Garett mentioned are something I will be ordering very soon, as my marketing budget allows.
Here is the open house checklist. Feel free to use it, change it, or ignore it.
Have any ideas for making Open Houses even better? What did we miss? I’d love to hear your thoughts.
May 06 2014
Rank #4: Episode 5 – My Marketing Checklist for New Listings
My Business is Growing!
2014 is off to a great start for me thanks to some referrals and 1 very specific marketing tactic I am using to get new listings. I promise to share that with you in a future episode. I need to work out the details with the company I am using to make sure that this tactic can work nationally and that the pricing is consistent and cost-effective in other areas of the country. I am also hoping to get a discount or promo code for REAPodcast listeners too! Stay tuned.
Focus on Listings
Because I want to grow my business by growing my listings I have really looked at my marketing and presentation when it comes to these new listings. I found that I was sloppy because I wasn’t trying to get top dollar for my seller since they were always in a short sale situation.
The Marketing Checklist
- Professional Photos – 7 exposure HDR photos. I get mine for $150 per listing. Flat fee.
- Unique Website – for $12 I can buy a domain through Bluehost and add as much info as I want to advertise the home. No flyers. No more ink cartridges, No more crossing out prices, etc
- Domain Sticker – The a “123main.com” website built, I simply place a sticker on the For Sale sign and direct any foot traffic to the website.
- Zillow/Trulia/Craigslist – This is where buyers are so this is where my listings are.
- Directionals – My Goal is to have SIX per listing. previously I was only placing 1 or 2 if any. More signs means more visibility. Helps with “Be Known”
- Social Media – Tweet it, Post it to Facebook, Pin it, Make a slideshow on Youtube. etc. Use something like Hootsuite to manage them all.
- Open House – Room for improvement. Help me out!? What works here?
- Broker Tour – Do these work? Talk to me…
- Just Listed/Just Sold Postcards – I am using these with a new twist and it is working well. More info coming soon…
Help A Broker Out
I’d love some feedback on this one. What is working for you that I am not doing? Anything on here you haven’t been doing that you want to try? I’d also like some feedback and info on Open Houses and Broker’s Tour. How can I do these with maximum impact so I’m not just playing cards and eating cookies all day.
Thanks for listening!
Mar 04 2014
Rank #5: Episode 6 – Direct Mail Marketing with Corefact
3 Listings with one postcard…
I have been using Corefact for the past few months with great success. Listen in as I interview Sierra Stewart, the Director of Sales for Corefact, as she tells us all about their revolutionary technology that increases the response rate for direct mail marketing while providing an estimated home value for the recipient along with lead capture for the agent.
I met with Sierra at the airport just before she was leaving the Portland area and you will hear some background noises and even a security announcement that caused me to pause and listen mid-sentence. I snapped this blurry photo while getting set up. Unpacking a bunch of electronics near the security check point made me a little nervous I guess.
Here is what is unique about Corefact:
Variable Printing. Each card has an individualized map with comp sales of the recipients home as well as a unique code that can be input into a website to reveal the estimated value of their home.
Call to Action: Enter the code to see the estimated value of your home.
Place a widget in your own website, or use www.realestatehomeprice.com which is already set up for you by default.
I have reserved www.clackamashomevalues.com for future use. I can send postcards to anyone in Clackamas County and direct them to this site to see the value of their home. As of April 2014, no one has received any cards advertizing this site so if you click through to check it out there isn’t much to look at yet. But I wanted to share it with you so you can see the potential. You can have your own branded domain catered to a specific sphere or neighborhood and use the Corefact widget to allow people to put their code in and see the value of their home right there on your own site. Pretty cool.
For $199, Corefact can build out a landing page for you.
2 things happen when the recipient enters the code into the website:
- They see comparables of sales around them.
- The broker gets an email notification of each address that has entered in the code so that you can follow up with them. (lead capture)
You now have the name and address of someone who might want to sell their home. You can then put them on your own drip campaign to convert them into a listing appointment. Here is the first follow up letter I send. Feel free to use it or modify it the way you want.
Here is what a sample postcard looks like with the address removed:
Higher Response Rates
Corefact averages a higher response rate of 2-4% on their direct mail versus an industry standard of about 1%.
Visit www.reapodcast.com/corefact (affiliate link) to sign up for your account. Enter coupon code “First10” to receive 10% off your first order. Up to $50 off.
You will want to enter your personal info. Upload a photo and logo to be used on your postcards. You can also upload a .csv file of your targeted market. I get a list of the 200 closest homes to each of my listings from my favorite title company and use the list for both just listed, and just sold postcards. I’ve picked up 3 additional listings in one condo development because of corefact postcards.
There are certain non-disclosure states where agents will need to provide Corefact with some additional information to be able to pull comparables. In non-disclosure states, the sales data is not publicly available for corefact to data-mine so they rely on the agent to give them more information.
Try a new way of Direct Mail Marketing with better lead capture.
Visit www.reapodcast.com/corefact to sign up for your free account. You only pay about $0.73 per postcard when you send over 100, postage included.
Input your name, contact info, picture, logo, etc to set your account up.
Choose the card you want to send and pick a layout for the front and back. They have several layouts to choose from.
Upload your .csv file that contains the addresses and specs about the homes you are mailing to. It is important to get the as much data as possible as they use 15 fields.
Visit the tutorials section here on the website to view the backend of corefact and to learn how to set up your account and order postcards.
Apr 04 2014