Where are you getting your information?

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- Sep 1, 2010

Does your broker, real estate board or MLS provide you with up-to-date market info? Do you use Trend Graphix for the latest market trends? Do you use Realtor.com as a source of info or the new HouseLogic site? Do you read the ActiveRain blogs? Or, the RealTown blog? Do you subscribe to an e-newsletter, like Heinz Marketing Insights or an RSS feed from Inman? Do you read and research the information that your consumers are reading on sites, like Zillow, Trulia and Redfin?

In classes I always check to see if agents are keeping up with consumers. For example if you go on a listing presentation and don't know the Zestimate, you could get blind-sided. Your seller has researched it. You need to know what information is out there, so you can position yourself as the expert. You can say, "That is a good place to start. It is an interesting computer generated computation based on all of the properties in the neighborhood, not just the ones that have sold recently. I have brought you the current information on what properties similar to yours are actually selling for in the area."

Have you looked at Trulia's average price per square foot calculations? Your buyers will. Haven't you found that they are up to the minute on price per square foot, especially condos? Do they match what you are marketing?

As Realtors, we need to check out these sites and more to stay current with the consumers in the marketplace. They are driving this marketplace. They are driving the changes in how real estate information is searched and delivered AND using mobile devices to do so.

Are staying you informed?

What sites are you using for information? What mobile apps are you using?

New Mobile App!

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- Aug 26, 2010

A friend of mine shared a new tech tool with me. I checked it out.  Vyoo. It was developed by Atomray Labs, the same team that created Postlets. It looks terrific, and it is FREE. Look up www.Vyooit.com.

Here is some info from their website:

"Vyoo.it is a real estate mobile marketing application that extends your reach to people using mobile devices.Vyoo.it can optimize any existing listing for mobile access by quickly generating a mobile-friendly landing page. Mobile users will see this page; all others will be redirected to your existing non-mobile version. Shorten your listing page URL. No need to hassle with a vanity domain, we'll give you a short link that's both easy to remember and promote. You also get a QR code for your Vyoo URL. You can print these on your sign riders, printed flyers and postcards, newspaper advertising and, well, just about anything to promote your listing.

Let you easily share your links 

With just a couple of mouse clicks, you can share your shortened links and listing descriptions with friends, followers and fans on popular social media services like Twitter, Facebook and LinkedIn.

Why should I use it?

Most online real estate listings are not optimized for viewing on small screens. If your listing falls into this bucket, vyoo.it can generate a mobile-friendly landing page (called a "vyoo") along with a short link to make it accessible to mobile users. Non-mobile users will be seamlessly redirected to your standard listing page."

Let me know how you find this useful.

Your Competitive Edge for Listing Presentations

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- Aug 18, 2010

How many of you are using laptops or notepads for your listing presentations? According to NAR, 84% of consumers search for pictures of properties online. When you go on a listing presentation with a laptop or notepad, you have the ability to "show" your potential clients their competition.

Using a laptop or notepad helps you:

Price the property competitively because the sellers can see their competition. I do know some agents take their sellers to actually preview their competition. The computer saves you time, with multiple photos, virtual tours and videos.

Show your clients that you are a tech-savvy agent, able to use technology and the web. Remember according to NAR, 90% of consumers begin their search online. You can show the sellers online where and how you will market their home: with an individual property website, on your personal website, on your company's website, on your blog, on YouTube, and on your Fan/Business Page on Facebook, on Zillow, etc.

One of the agents in my listing class last week told me she takes her new iPad on listing presentations. She told us she takes most of the listings because of the "cool factor." Her sellers love it. Think of how using current technology positions her as the online real estate expert.

That is an effective competitive edge, especially when competing against seasoned agents with more experience. What is YOUR competitive edge?

Cruisin'

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- May 14, 2010

I had the opportunity to present classes at the IBA (Independent Broker's Association) Educational Conference and Trade Show a few days ago. It was one of the rare, perfectly sunny days in Seattle: the sky was blue, the water sparkled, and it was almost 70 degrees.  It might have been difficult to be in class all day, except the classes were held on one of the Argosy Cruise Ships. It was so much fun! There was a large crowd. They had the opportunity to hear my friend, Larry Christesen teach: Core Curriculum and the New Transition class or me teach: Generate New Leads Now- Painless Prospecting and RE.NET: Social Networks Bring You Business.

One of the reasons I wanted to blog about this particular event, besides the fact that is was so well done, was that there were quite a few  tech-savvy agents in my classes. They shared some web sites and tools that they are using to generate business:

Cevado.com - The representatives from Cervado were at the trade show providing a demo of their product. I checked them out after several agents and Doug Davis (Broker-Hallmark Realty) raved about their website. Cervado is  a web site that has a direct feed from the MLS and provides lead generation, web design and hosting, SEO, and IDX MLS searches. Many good websites have most of these features. Their competitive edge, in my opinion, was that they provide an automated Video syndication service that includes YouTube videos with social media integration to Facebook and Twitter. It was extremely impressive AND automated!

Onlywire.com -We were discussing tools to help you syndicate your content . One of the agents mentioned that she uses Onlywire because it is so simple and efficient. According their website: Onlywire syndicates your content to millions of readers with one button. Onlywire syndicates your content and articles to all of the top social networking sites.

Bringtheblog.com - a company that writes blogs for you. According to their website: Bring the Blog reduces the blogging time burden by writing meaningful, easy-to-read content and publishing it directly to your WordPress and/or Blogger blog every business day. The agent mentioned that this was a very good way for her to start, and she stays consistent.

Foursquare.com -a site that lets people know where you are. The agent went to FourSquare and updated his friends that he was in my class.  According to the FourSquare Wiki: Foursquare is a web and mobile application that allows registered users to connect with friends and update their location. Points are awarded for "checking in" at venues. Users can choose to have their Twitter and/or their Facebook accounts updated when they check in. In version 1.3 of their iPhone application, Foursquare enabled push-notification of friend updates, which they call "Pings."

Tweetdeck.com -According to their website: Tweetdeck is your personal browser for staying in touch with what's happening and connecting you to your contacts across Twitter, Facebook, MySpace, LinkedIn and more. Cary Porter (Owner/Broker) of the Cascade Team mentioned that Tweetdeck is an excellent way to reverse prospect. You use it to find people who are discussing an interest in buying or selling real estate in a given location and send them a tweet.

Thanks for a great day and thanks for so generously sharing with your peers what's working for you!

Best Ideas from the Expert Panel

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- May 2, 2010

The Expert Panel, sponsored by the Seattle King County Association of Realtors, was a huge success.

 The panelists provided so many great marketing ideas.  Here are some of the highlights by the panel members:

Mike Carpenter (Aka: Mike the Money Man) suggested that you try out social media tools and decide which ones you enjoy. If you can have fun with the tools, i.e. Twitter, you will be more likely to use them.  If, on the other hand, you perceive it as just too much work, you will just drop it.  Mike uses social networking to stay in touch with friends, his sphere and clients. Mike mentioned that social media tools help him do the things he is supposed to do. For example, Biznik.com is a way for Mike to be introduced to people online, but it is up to him to meet them face to face- either through a live networking event or a meeting at Starbucks.

Kendra Todd, former winner of the Apprentice, believes in creating a brand and knowing what you stand for before you go online. Her creative tagline is: "She's No Apprentice When it Comes to Real Estate." Kendra uses Facebook to stay in touch with her sphere - the most important source of her business.  She is on LinkedIn for more formal business connections.  However, she believes that social media is just one of the tools you should use to generate business. Kendra has a database of over 20,000 and uses a CRM (Customer Relations Management System) to stay in touch consistently with her database. That is one of the keys to her success.  Kendra suggests a database and a CRM system is essential to the success of a real estate professional.

Rich Jacobson ( Aka: The Kitsap Agent) has written over 1500 blogs. He is on social media platforms as well. However, his belief is that consumers would like real estate professionals to be open and transparent. They want to get to know you. In writing his blogs, Rich provides valuable real estate information, markets his listings and shares lifestyle features, like his love of family and life on Hood Canal- especially crabbing. His blogs allow people to get to know him before they even call him to come list their home or help them purchase a home. His blogs, which he "weaves into the fabric of his days," establish trust and rapport, so prospects come to him. Don't you think it is rather nice to have clients and customers raise their hands and ask YOU for help?

Each panelist shared their approach and their expertise so generously. One of the most valuable lessons is that each agent made sure they created their own brand and developed a consistent online presence. Most agents don't even think about branding themselves. Obviously, it works.   Thank you, Panelists!

How do I get started?

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- Apr 23, 2010

Many agents are not sure how to get started online. Many join Facebook because they know they need to connect with the first time buyers: Gen X & Y.  In class they often ask, then what...? Here are some steps to get you started online:

1. Build a personal website - According to NAR, only 34% of agents have a personal website.  Many agents are relying on their web page on their broker's site.  How many leads have you received from that web page? If it is the typical 1-3, you need a website of your own as well. That way you can be responsible for marketing you.

2. Post your profile and answer consumer's questions on Zillow Advice and Trulia Voices-These sites have so much traffic. Literally millions of consumers visit these sites per month. Last month Zillow was named the 2^nd most visited real estate site, with over 8 million viewers per month on average. Why do consumers go to these sites? They want info; they want a lot of info, without having to connect with a real estate professional to get that info. They may be early in the process and want to educate themselves before committing to an agent. Position yourself as the area expert.

3. Create a profile on LinkedIn and Facebook - These are the most commonly used networks for real estate professionals. Create a profile and invite friends. On LinkedIn ask for recommendations. On Facebook, engage socially. Once you have established a routine of engagement, you can add a fan page- which is your business page. Some of the experts say at minimum, participate on LinkedIn twice a week and on Facebook daily.

5. Post your profile on Twitter- Don't be put off by the newness of Twitter. For many agents this is an uncomfortable way to communicate. For the agents who understand how useful this tool is, it is a remarkable and easy way to communicate with friends, family, prospects, and past clients. It lets you stay in touch with so many more people than you could if you were picking up the phone. The best way to start is to follow 3 people, then "Tweet."  Once you get started, there are many applications and tools to help you streamline your online communications.

6. Blog-Everyone wants neighborhood news. When you blog, it is not like writing a "white paper." It is merely sharing info about what is happening locally, in the neighborhood.  The more you post, the more credibility you will build. The more you post, the more "Google juice" you will develop.   Be sure to link your blog to your website, Facebook and Twitter.

These are the most effective tips for growing your online business. What will YOU do first?

Is social media worth my time or a waste of time?

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- Apr 16, 2010

So many agents want to know what are other real estate and mortgage professionals doing to generate business in this market.  They often ask, "Is social media worth my time or a waste of time?"

Once again, a Panel of Experts will share their ideas about online marketing, social media and how to generate new business.  The panel consists of:

 Rich Jacobson, "The Kitsap Agent" from Windermere W. Sound, has written well over 400 blogs, and generated almost all of his business online thorough blogging and social media marketing. Rich was former Active Rain Community Manager who helped thousands of agents build a successful online presence.  

Kendra Todd is CEO of the Kendra Todd Group at Keller Williams, in Seattle.  Kendra was the youngest winner on the Apprentice and worked for Donald Trump for a year in Florida.  Kendra is a sought-after national speaker, a real estate TV show host and has authored 2 books. Kendra has many innovative multi- media marketing ideas to share.
 
 Mike Carpenter, Mortgage Broker with Elliott Bay Mortgage is an online networking expert who knows how to use the web to develop relationships with clients. He has a huge following on Twitter and knows how to stay in touch and engage both clients and future prospects. 

The Panel will be held at Seattle KC Association of Realtors on April 21, from 9:00 - 10:30 am to discuss generating online business through social media and online marketing. These Panel events are filled to capacity, so reserve your seats now: 425-974-1011. (Cost: $10.00 to SKCR to defray the costs of the Continental Breakfast, which begins at 8:30 am, and bring a can of food for the food bank, Northwest Harvest.)  

If there are questions YOU'D like to ask the panel - please feel free to post them and I will write up a summary of the best ideas and answers to Q/A. I have the opportunity to moderate the panel; I am really looking forward to this event. The ideas are so generously shared by the panelists who are donating their time to provide valuable information to their peers.

Sneak Preview!

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- Jan 5, 2010

In my last blog, I mentioned that I would share some excerpts from my new book, "Make the Move." Here is a preview of the cover- what do you think?

The premise of "Make the Move" is to help agents who have not mastered online marketing and systematized their business using Internet tools. The goal is to help them migrate their business online. My goal is to provide you with the information I have learned over the past 7 years teaching Internet marketing and technology training to agents and brokers. I will also share with you the best and brightest ideas of the top agents across North America. They have generously shared their ideas. We have all learned from one another.

So today, let's start with one of the Top Agents featured in the book- someone many of you already know, Donna Harris, as an Active Rain Rainmaker. Donna generously shared how she started an online business and how she now generates nearly 100% of her business online.

Donna's consistent blogging and the online presence that she has developed has generated high search engine ranking, Internet leads, provided a real service to her customers and allowed her to prospect painlessly.

Here's how to work with Internet consumers in Donna's own words:

"Working with Internet leads is different from working with the traditional consumers. You have to understand how to work with Internet consumers versus traditional consumers. The typical open house buyer, you get to meet. There is no anonymity. You know they are real, same with a sign call. You have the opportunity to talk with them. The Internet buyer, however, is just searching online. They may click on a pop-up without thinking about it. They insert their criteria; they are casually looking. You never know their actual price range. They still have anonymity; you need to follow-up differently. You can't push. You don't know their motivation. You need to stay in touch in a less invasive manner. Targeted drip e-mail campaigns work well for this. This just provides a way to stay in touch without constantly bugging them for an appointment."

NEXT BLOG- I'll share how Donna grew her database to over 3,500 prospects. Now that the book is almost ready- you'll be able to find it on my website in about 1 month- my future blogs will contain smart tips from the book garnered over the past 7 years as an Internet marketing innovator and some of the very best ideas from the Top Agents featured in the book, who so generously share their expertise

Are You Poised to Prosper in 2010?

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- Dec 3, 2009

Now is the time to complete your plan for 2010. This will allow you to get a jump start on the agents who will wait until Jan to begin to plan.  It will also allow you to create a mind-set for success.  While other agents are getting ready for the holidays, shopping and cutting back on their real estate activity, you can prosper.  This is the time of year that the top agents: finish their plan, write transactions that will close before the end of the year and begin to generate business that will close in 2010.

I mentioned in my last blog that I would share planning tips from Ray and Nimi Singhal, one of THE top teams in the Minneapolis area.

Here is what they have to say about the importance of creating a business plan, from "Make the Move."

The Singhal's believe planning is a continuous process.

"We plan every October through November for the following 12 months.  We analyze what we achieved for last 12 months we set ambitious goals and believe if we have accomplished 85 percent of our goals we have done very well. Then we look at areas where we didn't do as well as we anticipated. We also evaluate areas that we exceeded our expectations."

 Ray says that there are additional keys that have propelled him and Nimi to success: Being flexible and adapting to the market conditions; educating themselves to be able to help consumers regardless of market conditions, and building a large database.

Ray points out that lead generation became a very important part of their business. 

"We recognized early on that collecting emails and marketing online would be very important to our business," he said.  "Many people now collect email, but when we started not many people did.  We saw the value of building our database online and staying in touch by email is the most effective way to grow our business." 

Ray is matter of fact about the value of his database:  "If you have a large database, in a down market it is your bank.  If you continually stay in front of clients and prospects in good times, when the market shifts or the need arises, you will become their agent."

So - how much money do YOU want to make? How many transactions do YOU need?

How many prospects do YOU need in your database to achieve your goals?

Next blog, I'll prove some tips to grow a database so you can create YOUR "bank" and prosper regardless of market conditions.

It's all about the plan...

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- Nov 24, 2009

Many agents dislike the fact that this time of year, their managers ask them to develop a plan to give them a rough idea of their numbers for next year, so they can budget.  Many managers really take the time to review their agents' plans and help them establish worthy goals and an action plan to accomplish those goals.  On the other hand, there are many, many agents who don't have a plan. I am consistently surprised when I ask in class, "How many of you have a business plan?"  Only about 20% of agents raise their hand.  You are the CEO of your own business; you are responsible for the success or failure of your business. To be in business and not have a plan just doesn't work: Hope is NOT a marketing strategy!

Here are some tips from one of the most effective planners I know, Staci Dancey- one of the top agents featured in "Make the Move."

Staci is a wonderful role model for those agents who got into real estate to make more money and have more time to live the life they envisioned. She works 4 days a week and has almost doubled her income every year since she began. Staci is adamant about goal setting and the value of establishing a business plan and sticking to it. In developing her business plan, she always looks at the volume of business she's done the year before.

"I break that down into where it came from. You know, if you don't understand where your business came from, you won't know how to recreate it.

It's always been a numbers game. If you want to increase the odds of your success, you have to increase your numbers. You know that it takes so many ‘touches' or leads to get an appointment. Then you need a certain number of appointments in order to get a listing. Once you have a listing, you need many appointments to generate the sale, and many sales to earn a certain dollar number. The greater the numbers, the greater your odds of success."

Staci is steadfast in her commitment to time management and is not at all reluctant to suggest that some tasks are better performed by someone else.

"I always have had assistants," she says. "I've always realized that if you don't have an assistant, you are the assistant."

Have a great Thanksgiving holiday. We all have much to be thankful for.

Right after the Thanksgiving holiday, I'll provide you with some additional tips on planning from another featured agent.

More Excerpts from ?Make the Move?

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- Nov 17, 2009

Before I move onto some of the other agents featured in the book, I thought I'd add a few other comments from Donna Harris. Here is Donna, in her own words.

"I have grown my database with the Internet leads I have purchased. NAR says nationally the number (of Internet consumers) is 87 percent.  I'd rather spend my marketing dollars online.

 I also input my past clients into my database and my sphere of influence - actually everyone I meet or who contacts me. I have grown my database to over 3,500 prospects and clients since I started keeping track in 2004. I put them all on automatic drip e-mail campaigns.

Then, in 2006, I decided to start blogging for additional exposure. I knew that people were online, so I wanted to be there with them. Marketing is cyclical.  People used to cold call, farm neighborhoods, and have magazine ads.  Now almost every publication is online, because that's where consumers are searching.

Blogging provides national exposure, primarily Active Rain and Blogger.com. Search engines really like Active Rain and Active Rain handles all of the back end for you.

Consumers want information.  If you provide relevant information consistently about an area - localism - you show up on the front page of the search engines."

Donna is one of the most effective bloggers I know.  Donna consistently provides valuable info to her consumers. Google her...you'll find her right on top!

Sneak Preview!

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- Nov 3, 2009

In my last blog, I mentioned that I would share some excerpts from my new book, “Make the Move.” Here is a preview of the cover- what do you think?

The premise of “Make the Move” is to help agents who have not mastered online marketing and systematized their business using Internet tools. The goal is to help them migrate their business online. My goal is to provide you with the information I have learned over the past 7 years teaching Internet marketing and technology training to agents and brokers. I will also share with you the best and brightest ideas of the top agents across North America. They have generously shared their ideas. We have all learned from one another.

So today, let’s start with one of the Top Agents featured in the book- someone many of you already know, Donna Harris, as an Active Rain Rainmaker. Donna generously shared how she started an online business and how she now generates nearly 100% of her business online.

Donna’s consistent blogging and the online presence that she has developed has generated high search engine ranking, Internet leads, provided a real service to her customers and allowed her to prospect painlessly.

Here’s how to work with Internet consumers in Donna’s own words:

“Working with Internet leads is different from working with the traditional consumers. You have to understand how to work with Internet consumers versus traditional consumers. The typical open house buyer, you get to meet. There is no anonymity. You know they are real, same with a sign call. You have the opportunity to talk with them. The Internet buyer, however, is just searching online. They may click on a pop-up without thinking about it. They insert their criteria; they are casually looking. You never know their actual price range. They still have anonymity; you need to follow-up differently. You can’t push. You don’t know their motivation. You need to stay in touch in a less invasive manner. Targeted drip e-mail campaigns work well for this. This just provides a way to stay in touch without constantly bugging them for an appointment.”

NEXT BLOG- I’ll share how Donna grew her database to over 3,500 prospects. Now that the book is almost ready- you’ll be able to find it on my website in about 1 month- my future blogs will contain smart tips from the book garnered over the past 7 years as an Internet marketing innovator and some of the very best ideas from the Top Agents featured in the book, who so generously share their expertise.

Make the Move!

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- Oct 25, 2009

Now that the deluge has begun again, I look back on this summer. This was one of the most incredible summers we have ever had in Seattle. We actually had a summer! One of my favorite one-liners is, “Welcome to the Seattle Rain Festival, Sept through June.” During this wonderful summer, where we had a record number of days over 80 degrees and no rain for almost 4 months, I made a move to Port Ludlow on Hood Canal.

Having moved from downtown Bellevue, this more rural environment is so delightful. Everyday feels like I am on vacation: the air is redolent with the smell of salt water and pine trees. I have deer in my backyard. I am living in Paradise- actually, on Paradise Bay. The move was very beneficial in terms of lifestyle. When I commute, now it is by ferry boat vs. on congested freeways and bridges.

Making a move to enhance a lifestyle or to be closer to family or work can be so rewarding.

Now think of how rewarding it would be to make move (a lifestyle enhancement) for work- your real estate profession.

Can you imagine automating more of your work so you can do more in less time? I can. I have. Many agents have started using more technology. Really most agents have, at least to some degree: online forms, syndicating listings, digital photos and virtual tours of listings, email, etc. What about other enhancements? Are you migrating more of your prospecting and follow-up online? There are specific tools that will allow you to market yourself and your listings online. Many of them are FREE. Are you taking advantage of all of the FREE or cost-effective tools that are available to help you build relationships with more people than ever before? Have you created an E-farm - a database of prospects, clients and past clients that you provide valuable information to in order to position yourself as their real estate resource?

This summer with my move, I spent time writing a book on how to build your business online. I have included some examples from top agents across the country, who have built a database of literally thousands. Their business has not suffered in the downturn. The book includes: planning, online prospecting, managing a large database, using tech tools and building relationships using social media. It is called, “Make the Move- How to Move Your Real Estate Business Online.” I will have it available on my website within a month. My goal is to help you make it to the top! I will share excerpts from “Make the Move” in the following blogs.

It was a great summer; I hope you enjoy the book.

Something new at Real Estate Base Camp

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- Oct 20, 2009

Since I started Base Camp about 1 ½ years ago and have been teaching live classes, I have noticed a real need for some tools to help agents organize their business.

When we discuss business planning in class, only about 1/4 - 1/3 of the agents in class have written business plans. Of those agents who do have plans, only about 50% of those agents have broken down their plans into how many prospects they need to accomplish their financial goals. Many agents stop their planning at how much money they want to make and how many transactions they need.

On the Real Estate Base Camp web site, we have placed a FREE, downloadable calculator to help agents determine how many prospects they need to reach their goals.

• Go to: www.rebasecamp.com
• Click on “The Right Tools for the Job”
• Click on Products and download the calculator

We also have a Business Plan that you can purchase for a nominal fee if you don’t have a good template for your annual business plan. Many of the top agents begin their planning process in November to jump start their next year.

The other tool that is missing is a budget. Often, I will ask in class, “How many of you know how much money you have made year to date?” Truly, about ½ of the agents in class can tell me. The next question seems more of a challenge. When I ask, “How many of you know how much money you have spent on marketing year to date?” almost no one knows! You really want to run your business like a business. You also want to be able to know what kind of results your marketing dollars are yielding-what’s working and what’s not. There is a FREE sample budget on our web site that you can download and use. I would also encourage you to use analytics to measure your results. Google has very effective and FREE analytics tools.

Let us know how helpful you find the tools. We are committed to helping you make it to the top!

Incredible Panel

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- Oct 5, 2009

Seattle King County Association of Realtors and Real Estate Base Camp sponsored another great panel, featuring Matt Heinz (Pres. of Heinz Marketing), Rhonda Porter (CMPS and top producer for Mortgage Master) and David Gibbons (Dir, of Community Relations for Zillow). They each shared their areas of expertise- Matt on Marketing, Rhonda on blogging, and David on technology. The panel took questions from the audience. The panel advice wasn't limited to their areas of expertise. They were all so versatile and shared ideas on how to use technology, social media and marketing ideas to grow your business. They were all so generous, smart and very witty!

The biggest take-away from each panelist was:

Matt- know your customer. Social Media isn't effective if your customers aren't online. Know what they want and how to deliver the information in the way they'd like to receive it.

Rhonda- provide relevant information that will help your customers, potential customers and client be well informed and comfortable making decisions about real estate.  If you provide value, consumers  will get in contact with you to do business .

David- while everyone is excited about the newest technology and social media trends, it is important to remember that technology is just a tool to build relationships. It is vital to build the relationship. Technology merely makes it easier to build relationships with more people than ever before.

It was so valuable to hear from experts who are affiliated with our industry, so they understand it - yet  who also bring their perspective.  Often, we in real estate, tend to get myopic and lose focus on what is happening around us.

July 4th Prospecting!

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- Jun 15, 2009

One of the prospecting ideas that agents have used so effectively over the years is to send out an e-newsletter to their entire database wishing them a happy 4th of July and providing some tips to help ensure that the day is safe and fun. You could also post these same tips on your blog. Many people know what they need to do, but based on the fact that there are literally thousands of children, pets and adults hurt every year the safety tips are always a good reminder. You can obtain ideas for safety tips just by “Googling” the topic. The SPCA has some excellent tips for pet lovers like, “Never use fireworks around pets! While exposure to lit fireworks can potentially result in severe burns and/or trauma to the face and paws of curious pets, even unused fireworks can pose a danger. Many types contain potentially toxic substances, including potassium nitrate, arsenic and other heavy metals.” The tips don’t all have to be dire warnings. There are some excellent tips for alternate ways to celebrate. For example Lisa Holt, RN, MS offered this suggestion, “Try offering glow sticks as a safer, non-toxic alternative to sparklers this year.” Sparklers get hot enough to melt gold (1800*F). They are not safe in the hands of young children. Another excellent site for tips is the National Council on Fireworks Safety. Their mission is to educate the public. They have many safety tips such as:

• “Always have water handy. (A hose or bucket).
  
• Only use fireworks as intended. Don't try to alter them or combine them.
  
• Never relight a "dud" firework. Wait 20 minutes and then soak it in a bucket of water.
  
• Use common sense. Spectators should keep a safe distance from the shooter and the shooter should wear safety glasses.
  
• Alcohol and fireworks do not mix. Have a "designated shooter."
  

Wherever you find the safety tips (perhaps you even have a few of your own) write up a short paragraph or two, list the tips and wish your database a fun holiday. This is just one more way to stay in front of your past clients, sphere, neighbors and prospects. It lets them know you care.

What do YOU do on the 4th to connect?

Sold Signs - Yakima, WA

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- Jun 15, 2009

It is great to see more sold signs around town! Many agents are telling me that the market is picking up. It seems the tax credit for first time buyers is helping, the prices and of course the interest rates. At Gary Keller’s seminar which I mentioned a while ago, he shared the stats that 50% of the 2009 transactions are to first time buyers. First time buyers have usually started the recoveries of the past. Then the transactions move up the food chain. Is that what you are seeing as well?

While teaching a class in Yakima for the Yakima Association of Realtors, one of the agents showed me the SOLD signs many of the agents over there are using. Thought you would enjoy seeing what they are using as much as I did:

Exceptional Seminar

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- Apr 29, 2009

I attended a seminar presented by Gary Keller last week. It was exceptional. There were so many things that resonated with the entire audience. The special take-aways for me were:

•   The quote by Peter Marshall presented by Gary Keller: "Diamonds are made under pressure"

•   This is a defining moment in the marketplace and therefore in our careers: It needs to be the era of extra effort- average won't cut it. Choose the results you want; then match your effort.

•   Twice as many sales get made before noon.  Prospect in the morning.

•   Use time blocking: How you spend your time is how you spend your life. Block your time to achieve your desired results. The amount of money you make is a direct result of how you spend your time.

•   Learn and use scripts- you have to know what to say: when you prospect, when people ask you, "How's the market?" And, learn and use scripts when you are handling objections.

•   Last year first time homebuyers comprised 41% of all of the purchases.  That percent will probably rise to 50% this year. They are a great target market.

This info was just a glimpse of the information and ideas shared to help agents SHIFT their business to become more successful in today's market. I really liked the fact that Gary Keller mentioned: today, the biggest focus needs to be on lead generation.

# 4 The MOST important question: How is MY attitude?!?

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- Apr 25, 2009

We need to have a good attitude regardless of the economy!

Here are 10 bad attitude busters:

1.    Smile. Duh!  No Really!  Just smile. You'll be amazed at how much better you feel and the difference in the reaction you'll get from others.

2.    Do something nice for someone else. It ALWAYS makes you feel better. Help a co-worker by holding an Open House or help your elderly neighbor in with his/her groceries. Volunteer to bring the cookies to the kid's soccer game.

3.    Do something nice for yourself. As Realtors we are really good at doing for others, but not very good at doing something for us. Our generous nature sets us apart. It may also keep us from paying attention to what we need/want. Get in that last run on the slopes; see the new Animal Planet movie; have a manicure/pedicure or a facial. Sit and relax for 1 hour with a good book.

4.    Call your past clients. They think you are great.

5.    Get some exercise- any kind: a walk, running, swimming, Pilates, Yoga, Salsa dancing... This is a key ingredient in your happiness factor.

6.    Get together with friends and family. Make the time. It is vital. When you see yourself reflected back in the eyes of people who love you, it strengthens you.

7.    Don't listen to so much news. It really can be depressing.

8.    Listen to good music. It is uplifting.

9.    Don't hang around with negative people. If your office has negative people in it, tune out or don't send more than a few minutes there. If your friends are negative, for now don't spend as much time with them. Find positive people to reinforce your approach to the world.

10.  Take a minute to list the things you are grateful for.

Remember:

"Life is not about waiting for the storms to pass...
it's about learning how to dance in the rain!"      anon

What are YOU doing to keep a good attitude?

Question # 3: What am I doing TODAY to build MY business?

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- Apr 24, 2009

As CEO of your own business (most of you work with a broker, but you are in charge of the success or failure of YOUR business), you are responsible for business development:

Planning.  Budgeting.  Building Your Brand.  Marketing.  Prospecting.  Systems.  Follow-up.

Many people leave that to chance.  They say they are too busy.  But if they do not market and prospect, there will be no business - especially in this market.

                                      Hope is NOT a marketing strategy!

Start with a plan.  You need to know your numbers.  Every top agent treats real estate as a business-their business!  Decide what you want to earn.  Break it down into number of transactions needed.  Next, break it down into how many prospects you need to generate the income you desire.  Build a large database. Add to it every day.  Prepare a budget.  You need to know how much you are spending and what is working.  Today, eliminate ANY unnecessary expenditures.  In the last blog we discussed learning technology.  There are so many FREE and cost effective ways to market your-self online. Build your brand on social networks today.  That is where the Gen X & Gen Y buyers are. 64% of first time buyers are under 35.  Use your website to market yourself and your listings.  Syndicate your listings.  Drive traffic to your personal website with smart value propositions and use web capture to obtain emails.  A CRM -customer relations management system - is essential to stay in touch.  Agents aren't very good at consistently staying in touch- they just aren't.  (I apologize to the 12 people out there who are good at it!)  Find an automated system and use it.  Import your database and send out an e-newsletter or a market update every month.  Call people; we need to personalize our communication.  Check to see what is working- don't keep spending money on things that do not yield results!  Google docs have free spreadsheets. Google also has free analytic tools to help you see what is working.

Build your business a day at a time.  You're in this for the long term.  Right now it is a challenge.  The market always turns.  Lay the groundwork today for an extraordinary business.

And, most of all FOLLOW-UP!  Every day.  Schedule it.  If you schedule it- you will do it!

Gary Keller, who was in town for a seminar shared a quote from Peter Marshall that is so apropos: "Diamonds are made under pressure."

What are YOU doing to build your business today? 

Next... Question # 2

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- Apr 22, 2009

The next question we need to address is, "What new skill have I learned today?"

In order to accomplish this great habit of lifelong learning, think about the skills you need to learn to be successful in this market; then make a list of what you need to know.

Sample list:

•        How to negotiate? (Over the past several years that became a lost art- we only had to ask, how much over asking price do you want to spend.)

•       How do I handle selling foreclosures and REOs? (Essential today!)

•        How do I syndicate my listings?

•        How to take great photos to market my listings online? Or, who can I hire to do that for me?

•        How to use social networks?

•        How, where, what to blog?

•        How to organize and send a group email in Outlook?

•        How to use a CRM (Customer Relations Management system) to stay in touch?

•        How to use the functions on my new Smart Phone?

We can learn something new every day - especially in the Internet marketing and tech arenas. If we learn a little bit at a time, it is not overwhelming.

Schedule yourself! 

Sign up for a good class or designation class on negotiating and/or foreclosures.  Stop by a Mall kiosk where they have Smart Phones. Ask them to show you how to use it.  Schedule 1 hour per day, from 7:30 - 8:30 am just to try out and learn a new tech skill or marketing skill.  Go online and set up your profile on Zillow and Trulia- it is free; it is straightforward.  Try it.  Next, go in and read the Q/A on Trulia or Zillow- post a comment in your area of expertise.  Next try out something new online.  Check out websites.  Because of the recession, Microsoft is providing some free online classes on their products, so you can learn how to use some of the tools you have.  In this market, most agents spend at least 1 hour a day worrying- get into the game!  

You can do this!  Remember, a bite or byte at a time...

What have YOU learned today?

Question # 1

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- Apr 22, 2009

Let's start with the question I posted as number 1 in my last blog.  Although we all agree that we should start with attitude, I'll save that - the best -  for last.

What am I doing today to generate prospects?

Sitting at your desk waiting for the phone to ring isn't the way to generate prospects.  My favorite one liner (which I know I have mentioned before) is: Confucius say, Man have to sit at desk long time before roast duck flies into mouth.

Here are some things you can do to generate prospects:

Preview property so you have an incredible knowledge of the marketplace and can speak with authority. Don't sit there worrying about where your next transaction will come from.  Get up, get dressed, get out there!

Call your friends and family. Let them know that you have seen 5 new properties today that would be great investments.  This is definitely the time to buy!  Ask them, "Who do you know who might be interested in buying..." Have they considered acquiring a rental?  Let them know you'll stay in touch with other new properties that are coming on the market- they would like to know about them, wouldn't they? Ask if you could email them the info from time to time.

Call your past clients.  Ask how they are doing.  They actually may need your help - job loss, need to sell; having twins - need to move to a bigger home. If it has been awhile and you are hesitant to call out of the blue, you can say," Hi, this is Claudia Wicks.  I know it has been awhile.  I have been thinking about you..." Ask them how they are doing.  Ask for their email address to stay in touch.  Let them know you'll send them market info from time to time.

Participate in a networking event, join a gym or volunteer for something.  Meet new people!  Hand out your business card; ask for theirs.  Send them a follow-up email, letting them know you enjoyed meeting them.  Tell them you'll stay in touch from time to time by sending them market updates.

Open Houses have been much maligned over the past few years.  According to many top agents, traffic at Open Houses has picked up dramatically over the past month or so.  I know, it could be the better weather, but the prospects are venturing out.  That is a good way to meet new potential prospects- regardless if they are ready to buy or sell today.  A time waster is only a time waster until they have a life-altering event. Agents who advertise their Open Houses on Craigslist tell me they have more traffic- a lot more traffic!  It is free.  Why not?

Obtain more listings.  Some agents are telling me they don't want more listings because they are taking much longer to sell.  Their carrying costs are running pretty high.  The listings need to be very well-priced and in good condition in this market.  When you control the listings you control the inventory and the buyers come to you.  Make sure you are syndicating your listings online for 24/7 exposure, rather than using print ads today.  That will help your marketing costs and 87% of consumers are searching online. Online ads are FREE for the most part.

There are no magic bullets on this list, are there?  It is just good business sense.  We'll talk about online prospecting when we cover question # 3.  However, I attended a webinar put on by Active Rain earlier this week.  Bob Stewart and Brad Anderson mentioned that not all Internet leads tend to take 6-18 months. Bob said that the prospects generated by SEO using very specific neighborhood online searches (Seattle home, Green Lake neighborhood) tended to convert within 90 days.  Basically, they already had done their homework and knew what they wanted to buy and where they wanted to live.  That's smart marketing!

What have YOU done to generate business today?

Got a question?

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- Apr 14, 2009

What 4 things should you be asking yourself every day in this market?

1.    What am I doing today to generate prospects?

2.    What new skill have I learned today?

3.    What am I doing today to build my business?

4.    How is my attitude today?!?

What do YOU ask yourself every day in this challenging market?

Next few blogs, we'll answer them one at a time!

Upcoming Panel Questions

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- Apr 9, 2009

As promised, here is the list of questions for the upcoming panel. 

Dan Mc Comb - BIZNIK- Social Media Guru

What made you and your wife Lara, decide to build Biznik?

Why not just online? Why Business networking vs social networking?

Why live events as well?

How many people participate?

How many real estate agents?

How have people told you business networking has impacted their business?

Facebook- social networking

How does this social networking site differ from business networking?

Why should real estate agents join Face book?

How should they use it to grow their business?

Twitter- mini blog

Most people just don't "get" Twitter.

How does it work? What makes it useful?

Why would real estate professionals want to use it for business?

How does using social media for networking impact life and business?

Why do so many people do it?

Denise Seavitt - Database Diva- Online Lead Gen and database management

You were a pioneer in Internet lead generation several years ago? (What year started?)

What made you decide to develop a large database (pipeline)?

What made you decide to buy leads instead of just prospecting for them?

How many people (prospects, sphere, past clients, etc.) in your database now?

What has that done to your business?  (2 databases<why 2 instead of combining them?)

How do you manage such a large database?  How do you stay in touch?

Could you manage and cultivate a large database without an automated CRM?

What info do you send out? Do you still call? Do you drop by?

How do you add prospects? Who do you add?

How about your website? Why build a website? What has that done for your business?

Do you get leads from your web site? Market your listings online? Syndicate your listings?

How has online marketing changed your business?

What one thing would you recommend to agents to help them grow their business?

Rich Jacobson - Blog Master - Active Rain Community Manager

What made you decide to blog?

When did you start to blog?

Did you start with Active Rain? Do you blog anywhere else?

How often do you blog?  How do you schedule time to blog?

What do you blog about?  Tell us about Localism?

How has blogging helped you grow your business?

Do you receive referral business from the online Active Rain community?

Have you linked your blog to Face book, Twitter or Plaxo or other social networks?

What % of your business comes from your blogging and/or online presence?

Tell us about being community manager for Active Rain- what does that involve?

How has online marketing changed your business?

What one thing would you recommend to agents to help them grow their business?

What question or questions would you like to ask the panel?

A Chance to hear from industry innovators! Including AR's own Rich Jacobson!

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- Apr 8, 2009

Here is your opportunity!  Based on some great feedback, Seattle King County Association of Realtors and Real Estate Base Camp are sponsoring a Panel of Industry Experts.  

The panelists are:

Dan Mc Comb- Co-Founder of Biznik.com: named Seattle's top 25 most innovative entrepreneurs by the Seattle Business Monthly.

Topics: social/business networking, including Facebook & Twitter

Denise Seavitt- CEO of Seavitt Real Estate: database of over 3000

Topics: web marketing, database management

Rich Jacobson- Community Manager of Active Rain: blogger extraordinaire

Topics: blogging, localism, community building

They are generously willing to share their time and expertise about how to successfully use web 2.0 to build their online presence and grow your business.

Save the date:  April 29th, from 9:00 - 10:30 am. 

Continental breakfast and networking begins at 8:30am.  Seating is limited!  Call SKCAR: 425-974-1011.  To cover the basic SKCAR costs, a fee of $10.00 will be charged. Please bring a can of food for NW Harvest.

In my next blog, I'll share with you a list of questions I will be asking the panel.  Please post your comments and any questions you'd like the panel to address.

We'll be opening the Q/A to the audience.