Mark Mathews is one of the world’s best big wave surfers. Mark has surfed many of the world’s heaviest and biggest waves including Cape Fear, NSW, Teahupoo, Tahiti, Jaws, Maui and The Right, WA. Every time he faces a wave he faces the possibility of a broken neck or even death. You may think that it takes some kind of extraordinary human with a bizarre breath holding capacity and courage for days to keep doing this year after year at age 37.
Surprisingly, Mark doesn’t see himself as special. In fact he says he’s just a normal guy with average athletic ability and an introvert who manages over-anxiety.
When he was 17 years old his mother became deathly sick with a very treatable disease. However at the time doctors didn’t know what she had. So Mathews was struck with the possibility that he would be supporting his mom for the rest of her life. He was invited to do a magazine shoot for surfing, and because it meant he would earn an income, he decided to do it.
But when he got to the location the waves were easily 500% bigger than anything he had surfed. He says there’s no way he would have done it if it hadn’t been for the fact that his mother was sick.
He always thought that surfing big waves were out of his league. Later he described it as a surreal moment. He did it and because of that experience he suddenly had the intrinsic confidence that he could surf at this level.
A couple weeks ago I wrote about NFL Seattle Seahawks’ coach Pete Carroll. He said that he considers it his job to prove to his athletes how good they are and he does everything he can to build their confidence. He plays tape for them to watch, has them run reps, shows them, tells them, and repeatedly builds them up until they believe it.
Because, Carrol says, when they believe it and the going gets tough then they rise up and face the challenge.
Scott Mann is a retired U.S. Army Green Beret. He has been in many hostile situations where he was shot at and worse. Scott said something that stood out to me.
When he was in Afghanistan he and his troops would demonstrate leadership. They would go on the rooftops and defend against the Taliban. Week after week. Until one local farmer decided to join them. Then another. Then another. From this experience he learned how to create trust and connect with others.
People build confidence by observing, by learning, and by being given the opportunity to “do reps”. Until they eventually come to their own conclusion that they can do it. Everyone of these people experience fear. They aren’t superhuman. They are real people.
Courage isn’t the absence of fear, it’s going forward despite the fear.
Scott Mann says to business leaders alike, “Connect like your livelihood depends on it. Because it does. Because we are meaning seeking emotional social creatures.”
These 3 heros have one thing in common. They are confident that you have the ability to play at the same level.
Take a guess: How many times have you sent emails, text messages or left voicemails to leads this past year? Here’s another question, how many times did you reach out before giving up on the prospect?
When it takes 7-13+ touches to deliver a qualified sales lead, it’s no wonder that the average industry conversion rate is so low.
This is in part, why many agents rely on drip email to stay in touch. Email helps us connect, communicate and coordinate but is it overused? We receive an average of 94 business emails every day. It’s no surprise that it takes weeks, months and sometimes years of emailing prospects before they respond. Bottom line, the benefits of email often come at the expense of time.
Can you wait 3 months for your first consultation and 4-5 months before you see a deal from online leads? That takes a lot of commitment to your strategy and strong mental staying power. Using drip email to nurture your leads is a “must do” but it is a long game strategy.
Fortunately, the team behind StreetText has developed another way.
Save time: How to create custom text message introductions with StreetText
Today you’ll learn how SMS can trim time off of your lead nurturing through the power of automation.
The automated SMS feature allows you to make connections through a primary means of communication… text messaging. More leads replying, more conversations starting and all happening faster than they’ve ever been before. The results we’re seeing are fantastic.
Best of all, you can respond from within the conversations tab in your StreetText account, or take the conversation over directly with your phone.
The automated feature will function a lot like a drip email campaign. The text messages will go out to leads on a schedule. Once the lead replies to the message, the automation will stop, and you can interact with them via text as normal!
What is Drip Text Messaging?
You are probably familiar with drip emails, but have you ever heard of drip text messages? The idea of drip nurturing came from drip irrigation. It was a way to water your prospects to maturity automatically in order to get the same or better results than one would when having to water them manually. Well, today we would like to introduce you to drip text messaging.
It works just like drip email, only with the sole intention of starting conversations.
Setting up your text message automation workflow
If you want to supercharge your follow-up workflow, tailor custom text messages to your communication style. Let’s get started.
Start by hitting the “New Workflow” button, which will open up a blank template to work with.
Next, click “Add Trigger” link, which will open up a window to choose how you want to start your workflow automation.
When the window opens, pick the type of automation trigger you want to use. If this is part of your lead capture process, choose a form. Make sure you choose a form that includes a field for a phone number.
Note: SMS automations can only be sent to contacts that provide their phone number. It’s important to make the conversation feel as natural as possible and to provide value to your contact. For that reason, StreetText’s system will automatically hand the conversation over to you as soon as a response is received and will stop sending further automated messages. That way, once the conversation is started, you can personally assist your new contact.
Next, pick the form step you want to include in the workflow. To increase form conversion rates, StreetText forms can be broken down into micro-commitment steps. The added benefit is you can create unique workflows depending on how your lead interacts with your lead capture forms.
Click the “Add Event” button.
Congrats! Now you are ready to add a personal text message response :)
Click “Add Action” directly below the newly added trigger
A popup window will open. Next, choose “A text message” under the type of action
Enter the message you want to send.
Click the “Add Event” button, and congrats your first text message is created!
Wasn’t that easy?
Now your text message will send automatically whenever a new contact fills out that form. Add a couple more messages with delays and you will be able to customize how you reach out to your new contacts, automagically!
Okay, that’s cool. Now, how is it working?
What do you respond to faster? An email or a text message? Most of you will probably have the same answer – especially when the average person checks their phone more than 94 times a day.
Turns out the same is true of your online leads. They respond much faster to text messaging. Here’s an overview of what we’ve been testing and the results.
So far, more than 40% of people are replying to the automated messages, and of those, more than 50% are currently interested buyers.
With that in mind, why would you wait to connect an automated SMS drip to your lead capture system?
Automated SMS feature
Does StreetText have a campaign setup and ready to go?
Some people would prefer to have this solution, without having to think of what to say. No worries, StreetText can provide you with that as well.
StreetText will set you up with an 8-day text message campaign designed to start more conversations.
When the messages go out, they are sent by your ‘new’ assistant Julie
Julie automatically texts every lead on your behalf and touches base with the lead over the course of 8 days. She’s been built to personally start conversations for you, while always providing value over the course of the 8 days the messages are being deployed.
Stats show that 80% of leads will respond within the first 7-13+ contacts… especially since the average human checks their mobile device at least 94 times a day. With numbers like that, it’s a no-brainer why we wanted to build a tool that helped you get your name on a frequently checked platform, automatically.
The results are in, text messaging is starting more conversations faster than drip email, by a lot. Email is still important as we know, as people are more comfortable sharing their email than their phone number.
We believe that providing value is the best way to make a great first impression with your prospects. Text messaging is the same. Conversations start when you provide useful and actionable questions. Technology like this is about making it easier to connect people, not to replace that human-to-human contact. Once the contact is made, StreetText’s SMS gets out of the way.
The next time you need more conversations with leads… oh wait, now you can rest easy knowing that StreetText is taking care of starting conversations on your behalf, no matter how busy you may have been last week.
Interested in checking out StreetText’s conversation manager? Feel free to Book a Demo and say “hello” to your personal conversation manager.
Let’s be honest. Calling strangers can be very off-putting and that is why not many people enjoy doing so. It’s hard to form an organic and lively conversation with a person who you know nothing about. Not only do you not know their personality, interests, or their stage in life, you also don’t know what mood you are going to catch them in, how they are going to react to what you have to say, or the style they like to converse in.
No wonder that some agents never call leads before they’ve had other forms of interactions with them. That means that they are leaving a big opportunity on the table.
The good news is there are techniques, that once mastered, will make calling strangers easy and effective and, in return, tremendously help your bottom line.
So how can one have that perfect conversation with a lead on the phone? Here are the steps that we’ve designed after talking to a number of our successful agents, analyzing and summarizing their phone techniques.
Here is the 6 steps process to follow:
1. Call them ASAP (Speed to Lead Technique)
According to Leads360 research, leads called within 1 min is 391% more likely to be reached. Staggering, isn’t it? But it makes sense. When you receive a request from a Facebook lead, it means people just saw your ad and were interested enough to request the information. This also means they are on their computer or smart phone and are not busy with anything else. The sooner you can call them, the higher the chances that you will reach them in the right mood. Even waiting 3 minutes, brings your chances down to 98%, while calling an hour later only leaves you with a 36% chance of getting in touch.
As Julia Hurley, a top producing agent with Keller Williams Realty, Knoxville TN, says: When a new Facebook lead comes in, “You call them now, right now, right now”.
2. Gather Ammunition
When you call, you want to come through as someone who is knowledgeable and has done his or her homework.
This is when Social Profile information that you get with StreetText becomes really valuable. Scan through it to understand who your lead is as a person, what their interests are, what the like to do and so on. Look for things you have in common. This will be a huge help in building a new relationship, developing trust, and creating rapport.
Also, make sure to pull up an address or a listing on your computer or phone. Having it in front of your eyes will allow you to ask specific questions as the conversation goes along.
As you are talking, add a compliment or two, something like “Looks like you have a beautiful home” or “Oh, wow, really nice choices on the property, good job!” A small touch like this helps establish that you are a nice and caring person and will bring the other side a little bit closer to you.
3. Create a Strong Custom Opening
With the surplus of junk calls, we all get it’s understandable that people can be a bit defensive when they pick up the phone and do not recognize the number.
When you call, you want to have a strong custom opening that can help you to disarm your lead. Within the first few seconds, you can immediately show that you are a competent professional who knows what they are talking about and that you came prepared. Take a look at this opening line:
“Hi, my name is Jonathan and I am calling from Keller Williams. How are you?”
Now compare it to something like this:
“Hi, Susie, my name is Jonathan and I’m with Keller Williams. I was calling to follow up about the property valuation for 435 Main Street. Looks like you said you’ve done some renovations recently, live a beautiful area, and are planning on selling within 6 months. How are you today?
The first line is what most agents would use when calling their leads. They rush to introduce themselves but don’t mention anything about the other person or the reason why they are calling. Often what the other person is left thinking is: “That’s great, but what is this all about?”.
The second opening is a lot more powerful. It tells the other person who they are, that you’ve got some information about them and that it is going to be an informative call. Inserting hyper-personalized data points helps you disarm the lead right at the very beginning. It’s virtually impossible to say no to someone who’s done their homework and it flatters you out of the gate.
You cannot see it, but at this point, they are probably nodding their head (“Oh yea, I did to that!”or “ Yes, I did request that!”) or at least they are thinking “I’m not sure where they got this from but that sounds familiar”.
Here is another example to use:
“Hi, Susie, my name is Jonathan and I work with Royal LePage. I was calling about the request you made to be alerted to new homes before they hit the market, I see you received our first list and were interested in homes between $300,000 and $500,000. How are you today?”
To use this technique, jot down two to four talking points or insights that prove you did your homework, such as:
My name is ____________ and I’m with _____________.
I was calling about ___________ and I noticed _________, __________, and _________. How are you today?
4. Start a Human Conversation
Now that you introduced yourself, told them what you are calling about and that you have a value in front of yourself, it’s time to start a more personable conversation. How do you do that?
Use Acknowledge Respond Pivot technique (ARP)
You can start by saying something like: Tell me a primary reason why you inquired about XYZ? Or why did you look up a property on Facebook?
They might say that they were just looking around, don’t have interest in selling, or just wanted to know more about listings in their area.
And this is key. What they are telling you in these words is “I don’t want to be SOLD. I want to learn MORE before I’m ready to sell”. As sales professionals, we are taught how to sell. The best approach when you are working with a client is looking at it through their eyes. You don’t what them to see you as a threat, you want them to see you as an ally.
And this is exactly the time to use ARP technique (Acknowledge Respond Pivot). This technique allows you to align yourself on their side, as a person who is not trying to sell something, but a person who really gets them, hears what they are saying and are here to help.
This is how it works:
The first thing you want to do is to Acknowledge them. If they say “I was just on Facebook, looking around, I’m not interested in selling”, repeat exactly what they said, verbatim. “So you were just on Facebook, looking around and are not interested in selling, no problem!”
And than Respond: “So, I’ve got your address pull up right here and it will not take more than five minutes and I’ll have your property value to you.”
And than Pivot by redirecting the conversation in a way you want to go. “How long have you owned the home?” Pivot gets a conversation back to being human and back to working together versus against them. This way you’ve affirmed them, you’ve heard them, you’ve given them a response, and now you are pivoting into a direction you want to have the conversation going
5. Dig Deeper
Now that you’ve got them to this place, you want to start Digging Deeper – this will give you the ammunition that you’ll need later on the call.
You’ll want to start asking questions like:
What’s the number one reason that you are moving right now?
How many homes have you sold before?
Have you ever worked with a real estate agent before?
What was one thing that your real estate agent did that bothered you the most?
What’s the ideal time frame for selling your home?
Make sure you are taking notes of what they are saying. These answers will help paint a picture of who they are and how serious they are. You are also letting them know that you are really trying to understand their needs.
As you are moving through the conversation, building a rapport, probably laughing as you are telling some good stories, you want to take their responses and start repeating it to them at the end.
“So you want your property evaluation because your neighbor sold their home?” and they’ll say “Yes!”, or “So your family is growing and you’ll need an extra bedroom at some point. right?”, “Yes!”. “You like to entertain and you’ll need a bigger patio?” “Exactly!”
What you are doing is that you are telling your future client that you’ve heard them and you are going to help them meet your needs and that is very important.
6. Give a clear reason to meet
The last step is you want to do it to give a CLEAR and OBVIOUS reason to meet. You need to let them know that it’s in their best interest to meet you in person. Maybe you’ve given them a CMA, but it’s only approximate. You have to see the renovations or conditions of their house. You really need to walk through the property to get an accurate idea of what it is. That way they know there is a clear obvious reason for you to have that appointment.
It’s the same way for buyers. You can tell them that it sounds like they have a clear idea of what they are looking for. You actually have couple homes that meet those criteria right now, why don’t we schedule a time where they can come and take a look. The worst thing it will give them an idea of what’s in the market in their price range.
No matter what the reason might be, present it in a way that speaks to them and shows the obvious advantage of meeting in person.
Using and mastering these techniques will help you reach and win opportunities that you might have been leaving on the table before.
Another amazing part of these techniques is once you get good at them, they can be done by anybody on your team, not just by you. You can practice and role play with your assistant or other members of your team to help them get confident and comfortable. You can customize the script the way you need.
When your team member makes that call, the ultimate goal should not come through as you are trying to sell something but as somebody who is professional and sincerely wants to help. They should mention that they are calling on your behalf and at the end of the conversation book an appointment for you.
When you achieve that, the payback is huge. Now, you’ve taken it from a job that you had to do a job that anybody on your team could do. That means you can focus your time and energy on what you are doing best – meeting your clients face to face and growing your business.
We live in a pretty amazing world today, thanks to the tools around us, we can make a big impact with a little amount of money and time… If lead generation is done correctly.
Here is a strategy you can use over the next 7 days to engage new home seller opportunities.
Note: please don’t use this if you are expecting a ton of listings to come your way in 7 days. The reality is you will use a strategy like this to meet sellers early in the selling process. I am not saying you won’t win your next listing in 7 days, I have witnessed that myself. But it is unlikely, and it is unlikely because of two important facts. Trust and Timing. (Which we will dive into shortly). Agents who believe in treating their leads like referrals build trust almost naturally.
What is a digital door knocking test?
I am going to show you how in 7 days you can digitally door knock on 100’s or 1000’s of homes in the exact location you want to attract new listings and how to establish trust immediately with each one all for $99 including Facebook ad budget. Sounds like a pretty amazing strategy to test, right? That is because it is, and it’s unlike no other. I will leverage some free trials during the 7 days. So the cost structure would change after 7 days, but at least you will be able to fully test the strategy with no risk other than $99 and about 1 hour of your time with HUGE upside. Once set up, it can keep running for as long as your business needs. What is one more listing worth to you over the next 3 months?
Important fact number 1: Trust
If you were meeting a seller for the first time, do you think they will just hand you their home? It can happen… but you should probably approach it by adding value. You only have one chance to make a good first impression. And you have just been given an incredible opportunity to meet someone and now blow them away with how much you care about their needs and their home by providing more and more value. Some of the strategies I will show you actually help accelerate the trust process. It allows you to build trust without even meeting the client.
Important fact number 2: Timing
This one surprises a lot of Realtors, but If you think about it, it makes sense. Agents often want sellers ready to list tomorrow, and who doesn’t. But by the time the seller has made that decision they most likely have already started a conversation with at least one Realtor. In fact, the reason they have not phoned you is that you are not on their short list. But you can be the first agent they call. Use a strategy like this to get in front of sellers early making sure you ARE the agent they want to work with. Build that equity now. Get in front of them early. The stats show that most seller leads are 3-6 months out. Because agents don’t understand this concept, they unintentionally burn the lead or do not take it seriously in the first week. This means that eventually they’ll have no way of staying in touch or adding value. In 3 months the lead can’t even remember the agent when they are more serious.
Okay now let’s get into the strategy.
StreetText + Zapier + BombBomb = Ability to build relationships with home sellers early StreetText is the leader in providing agents proven Facebook ads, and they do everything. They will set up your ad, create a funnel to capture leads, provide you a dashboard to manage your leads and provide 1 on 1 calls over the 7 days explaining how your ad is performing and strategies to convert your leads. Also, there is no commitment required, so unless you decide to sign up to StreetText nothing happens after the 7 days. Zapier allows you to connect applications, and is very easy to use. For your convenience, we even made a quick video showing you exactly how to connect StreetText to BombBomb. Using this alone will save you tons and tons of time, because as soon as new real estate leads come in instantly BombBomb can send your video to them. How cool is that, right? Its pretty safe to say that BombBomb is the leader in video emailing. It is a great way of building trust early. I have even included a video showing you what to say to your new seller opportunities. It only takes you a few minutes to set this up and now you are able to meet people long before you meet them face to face.
Here are the step by step instructions:
StreetText (Time required 5 min)
Step 1. Create a $99 7-day market test 1. Start by clicking this link and entering in your City. Think of the exact zip or postal code you want to attract more listings in. Then think of the neighborhood the zip or postal code is in. So, for instance, let’s say I wanted to target zip code 92101 which is found in the neighborhood of Little Italy of San Diego. I could enter that. I could add more zip codes too, but for Little Italy, there is only one zip code so I will just enter the one. 2. So in this example, I would put. City: San Diego Neighbourhood: Little Italy Zip/Postal Code: 92101 3. Now select “Add Your Facebook Page” After you click YES on the pop up you will see your Facebook Business Page. 4. Then add your Phone number and Company Name. Then click “See Your Ad” This is NOT your ad, the StreetText team will put an ad together for you. But it gives you a quick perspective of what the ad could look like. 5. Now Click “Let’s Get Started” 6. Enter your billing details, click verify, and then on the next page review the order and make sure you check the two checkboxes and then click set up. Congrats! You are done! StreetText will take it from here, the only other step is you need to accept the request from StreetText to run the Facebook ad on your business page. If you need help or you get stuck feel free to reach out to StreetText 1-888-287-4686 or book a demo at a time that works for you.
Next up Zapier (Time Required 10 min)
Step 2. Connect Zapier to save time 1. Click “Sign Up Free” 2. Next Click watch the below below on how to “Make A Zap”
Congrats! You are well on the way to meeting new home seller leads in your market of choice! There you have it. You just put in place a system to generate seller opportunities AND engage with on autopilot. Give yourself a pat on the back!! Well Done!
We’re all working to be successful in some capacity. Wether that be as a Real Estate Agent, a mother, father, friend, business owner or as a working professional. At points, each of these things will cause you to struggle and probably even second guess what you’re doing and your goals. But how can we get a control over these feelings, and push our motivations into high gear?
One of the most important things to remember when tackling your career or when working towards reaching your goals – is to remember who you are as a person, and focus on the things you want and need in your life.
Often times, there are moments in your life where you feel as though you have to do something because everyone else around you says so. So much of people’s day to day revolves around conformity and what society tells us to do.
The good news? The direct line to your success is to know yourself, and know what you need and want as a person. Here are 5 different ways you can identify, and begin pushing your life towards success – right away.
1. Know who you are, and what you need
It’s important to identify your purpose, and what you’re striving for in your life. For the longest time, I was working to please the people around me – and lost track of identifying what was important for myself and my personal goals.
Its vital in this industry to have a level of personal and emotional intelligence. Make sure you know yourself and how you function in the world. Because you’re dealing with clients from day to day, it’s important to remember how you function so you can have the best experience possible with each person.
If at every interaction, you’re working to please everyone – and accommodate every different personality, you’ll burn out a lot faster than you’ll want to.
Above and beyond that, knowing your capacity and what you want and need will attract the right people. Your leads will be attracted to a confident, and capable person who’s ready to tackle any feat.
2. Pave the way, and be a leader
Like we said…we know this is a hard industry. You have so many people you’re competing within your areas – and you want to be the best you can be. With that in mind, it’s difficult to not outwardly compare yourself to others, and hold yourself to a certain standard.
Well, it’s important to hold yourself to a standard, but remember that standard should be one you make for yourself and not benchmarks you know others are reaching for. This will be the first steps towards growing your leadership abilities.
Leadership is all about confidence in yourself and knowing what you want. If you’re confident in your directions, others will be too. That confidence will also allow you to grow in ways you probably never thought you could. And since people are attracted to leadership and confident personalities, this will help with the connections with each of your leads. Before you know it, that confidence will spread and grow your word of mouth referrals, and client base.
3. Positivity goes a long way
Let’s face it…no one likes a negative Nancy. Yes, sometimes life is really hard – and bad things happen to good people. At the end of the day, being negative only makes the situation more negative for yourself and your leads.
If you run into a rough or weird situation with one of your leads, look for the silver lining. Because this is one of the biggest decisions of their life, and a huge step for them – a bad situation will probably be magnified x10. So with that in mind, make sure that you’re putting a positive spin on any negative situation.
Problem solving skills will also come in handy here. Sometimes you can’t take the route you wished you could – which means you might have to find a different path. Your leads will appreciate a problem solver, and someone who is willing to go the extra mile to make things work for them.
4. Learn how to be empathetic
I know it sounds cliche, but listening will get you a long way.
You leads might be first time buyers or sellers, which means this is going to be a huge move for them. Take time to listen to what they want and need, because this will go a long way.
Since this is such a huge transition for some – remembering that empathizing with what they’re going through will go a long way – and make the experience better for everyone involved.
5. Choose to be happy
Like we said earlier…sometimes bad things happen to good people.
From your day to day, it’s your choice whether you want to live a positive happy life or dwell on the bad things. Deciding to be happy might be the harder rout sometimes, especially if you’ve had a really hard day. Try to keep perspective, and remember that every situation has a silver lining.
You are in charge of your own happiness, which will ultimately lead to your own personal success.
We’re all trying to reach more people, with the best content we can. With the end of 2017 approaching, why not consider some new and different approaches for 2018?
StreetText is all about education and growth. We love learning new systems, and new tactics to help you grow your business. We are also aware that reaching leads through door knocking and letters can be the hardest and take the most time. But don’t worry! We’re here to provide you with a few different systems, and tactics that you can try in 2018.
Address submissions & initial contact
We’ve seen many realtors create introductory packages, for their address only leads.
From time to time, our users will get what we call ‘Address only Submissions.’ These occur when leads fill out the valuation request, but only leave their home address.
This doesn’t happen often, but when it does its a good idea for our users to have systems in place to ensure these are still a successful method of reaching out to a lead.
First off, we recommend reaching out to them in some aspect. A lot of people will get address only submissions, and bypass them completely because they believe they are hard to convert. There are a few tricks to them, however…which start with an initial contact.
Most of the time, our users decide to send their address only submissions an initial handwritten letter. This shows the lead that the person they reached out to for the valuation is personable, and committed to taking the time to reach out. Nothing shows more devotion than a hand written letter. Those take time, and energy to write, and send out.
Handwritten letters are also more commonly opened than a standard postcard campaign or a typed letter. People are always curious of who they maybe got a letter from, and open it almost immediately.
Instead of sending your leads an initial letter, consider sending them a package. Matthew Nicolas is a fantastic example of this, as he sends his leads something called the ‘Holy Smokes’ package.
This package is sent with a Purolator packaging so its validity is a lot higher. People who receive a package sent from Puralator, they are much more likely to open it, than a regular letter.
If you don’t quite have the budget for this method yet, that’s alright! The good news? You have a few more options.
Instead of sending a Purolator package, you can send letters, coffee cards, and other items in a different envelope. This can be an envelope made for documents, an envelope with a different design, or even something a little more artsy. The point of making this a little different is to catch your leads eye and send them something they’ll want to open.
We always want to add value to anything we send leads. With letters, the first component will be to send the handwritten letter. But are there more ways to add value to letters, that isn’t just through a handwritten letter?
The answer is YES! There are so many different ways to add value to your letter campaigns. The most popular? Sending Coffee cards.
Often times, this is the easiest approach for realtors. Providing leads with a simple coffee card is intentional, adds value, and provides them with that ‘wow’ factor.
It’s no secret that often times realtors get objections. At some point in your career, you’ll encounter a person or a lead who will give you a negative experience. Unfortunately, this won’t just occur in your professional life. You’ll experience objections and negative comments just as a human being. The good news? There are tricks to making objections positive, as well as turning negative comments, into positives. We’ve chatted with Gina Wade, who has provided us with expert opinions on how she handles objections, and how she might turn a negative comment, into a positive!
The negative parts of the internet
Unfortunately, there is no avoiding this. The internet can be a harsh place because in most cases, there isn’t face to face contact. People find it a lot easier to hind behind comments, and say exactly whats on their mind. As great as it is for people to have opinions, and to say exactly whats on their minds…sometimes it can hurt a little more than it helps. The trick? Making sure we look at these comments in the most neutral way possible.
Gina reminded us that one of the most important things to making sure the negative comments on the internet weren’t bothering her was keeping her self-confidence. Because of some negative comments and objections, Gina explained that she began second-guessing herself and things she was doing as a realtor in her business. She told us this was her first mistake. “I thought I was doing something illegal or something,” she explained. You are your own person, with your own individual goals and career objectives. No one can take these away from you, or say that they are inferior, as they are yours and no one else’s. Keeping this confidence in your work, and what your doing is vital when making sure the negativity doesn’t affect you and your goals.
How to deflect
Gina mentioned that she’d often take a negative comment, and try to make it into a positive. When we were chatting during her 60min education webinar, she shared a ton of her own personal strategies. Amongst those, was her ability to turn a negative comment into a positive. “Someone commented on one of my ad’s and said something like…Sure, I’ll sell my house for a million dollars…” Gina took this comment and replied with the following… “You never know!! ;)” Gina was able to take this person’s negative, and difficult comment – and make it into something playful and more positive. It shows her confidence, as well as her perseverance to succeed, which is a very strong quality to have as a real estate agent. We never encourage you to interact with negative comments or edge people on. If you cannot respond with a good, positive response, we always recommend taking different measures with the post. This will be case by case, as every situation is different. We trust you to make the best decision for your business!
Removing the comments
One of the best things about running your ad’s through StreetText is that you have the ability to look through any comment on your ad and remove them. Gina mentioned during our conversation that the interaction she has on her business page, and advertisements is super important to her, and in keeping a healthy lead flow. Gina makes it a point to check her ad at least once a day to filter through any negative comments, or reply to anything positive! The online interaction is really important because it shows you’re devoted to your practice and your prospective future clients. Comb through those comments…delete things that you cant swing into a positive, and make sure you’re getting exactly what you want through your comments and Facebook engagement. You are in control of your ad’s engagement, and it only takes a few moments a day to manage!
We’ve said it before, and we’ll say it again…we know that some agents may not be too keen on the door to door communications. Maybe you have it down pat, in which case – you can utilize this article in another facet.
Address only leads can sometimes be the most fulfilling, generate more referrals and yield great results.
The trick to getting here is training your brain and preconceived ideas of door knocking and altering them to positive thoughts and actions towards your business. The brain is naturally designed to promote survival and provides us with ‘happy’ chemicals when those needs are met.
If you naturally feel uncomfortable or have an unsettling feeling about door knocking – then your survival instincts will tell you this isn’t something you should subject yourself to.
The good news? This can easily be trained into a positive.
This concept can be applied to just about anything in your life, so if you’ve mastered the art of door knocking, consider using these techniques in other areas of your life.
Your brain can be trained to enjoy or dislike just about anything. Following these few steps, will guide you to a place of positivity, and allow you to approach door to door knocking with a better and brighter perspective!
Spend your day looking for positives
Throughout our day to day, it can sometimes be difficult to always search for the positive. We’re either stressed about a listing, dealing with a difficult client, or even bogged down by personal stresses with a spouse or friends.
With that in mind, and all of the things that may be causing you stress – try to find three things a day that are positive and affirmative actions in your day.
The size of these positive things doesn’t really matter. Each can be as small as smiling to someone when you see them on the street, or asking a stranger how their day was. Any three things that you can look at and say “I felt good about that.”
We become in control of our emotions and are no longer relying on our survival instincts to get by.
By doing this every day for 45 days, you’ll likely start looking for the positives in most situations, instead of looking at the negative, or survival feelings we’re so used to. Training our brains in this manner can only benefit us, especially when it comes to address only leads.
Instead of saying, “Man that client was really hard to chat with today” or “I’m really sad I didn’t sell that home today” … look for the positives in those situations.
Instead, try saying “I’m really proud of how I handled that difficult conversation today” or “I didn’t sell that home today, but I’ll have another chance tomorrow!”
Baby steps. We know that some days will be harder than others. Start small, and eventually, the positive vibes will flow more naturally.
Meditating can be healthy for several reasons – and yes we know…also very difficult.
But trying to meditate once a day, or even a few times a week can start you on the path to a happier, more positive life.
When training the brain to be more positive, we also have to consider reducing stress. Meditation is one of the methods we can do this. By focusing your energy, and calming your mind you can reduce agitation, and even regulate emotions. Regulating emotions can allow you to look at situations a little more clearly, which is key when looking at something you see as a negative.
If your head is clear, and emotions are regulated – you can look at a situation from the right perspective. With that clarity, maybe address only leads won’t be so scary!
Meditation can also improve self-awareness and our concentration. Being self-aware when going door to door is key, as it allows us to be confident in our presence – which in turn provides us with a more positive experience.
If you’re interested in meditation and the positive lifestyle changes that come with it, consider starting with a meditation app. Headspace is an app that provides you with the brain training you may just need to make those address only submissions a little more positive.
Talk to people
Reaching out to other realtors can sometimes be hard, we know. Especially if you’re in a competitive area.
But consider reaching out to people who have mastered the art of door knocking. Their positive feelings and comfort with it have the potential to positively educate you – and change your outlook on the things that make you uncomfortable.
Think of it as a mentorship. The most positive thing you can do for yourself is to continuously challenge yourself and educate yourself on self-improvement, as well as business goals.
Remember, we’re looking to train the brain into a more positive outlook. Whats better than asking people who feel positive about the thing you are scared of.
Training the brain can be hard to master. With the right dedication and willingness to change, you can alter any negative thought into a positive. Give it a try! Start by building small goals, and see if they manifest into anything bigger. Who knows, maybe once you’ve completed a week of re-training your brain, 45 days won’t seem so hard.
Click on the link below to book a demo with us to learn some techniques to accompany your positive thinking. StreetText can provide you with tips, insider info, and best practices when reaching out to those leads.
Have you ever responded to an email inquiry and then heard nothing back? It can be really frustrating. You take the time to respond to someone who says they are interested in your services, and then … crickets. The frustration can grow when you get multiple inquiries, send multiple emails, and still get no responses.
The problem is, it’s much too easy to simply stop responding to inquiries.
That said, the process of writing an email that gets responses is actually easy, when you know what to do.
We have a handful of awesome email examples from our top agents that can help with some of that uncertainty.
Did you know that there is an ancient art behind responding to inquiries? Inquiry responses, AKA Inquiry Fulfillment, has been around a long – long – time.
In fact, it’s practically a science. Talented copywriters have documented their processes to turn written inquiries into sales since type-writers were still considered high tech.
And, the crazy thing is, that when you apply their process to email, it works!
The tragedy is, that too many people treat response emails as an afterthought. All the time and energy goes into the ads and capture funnels. In the words of one these copywriters, Robert Bly, “Simple letters can carry powerful ideas just as easily as ads.”
The key to successful inquiry fulfillment? Be friendly, courteous, and helpful. Tell the reader how you will help them solve their problem.
Here are 7 writing tips:
1. Thank the prospect for the lead. “Thanks for your interest!”
2. Highlight key sales points. You may feel compelled to include every reason a person should work with you but don’t. Instead, pick one or two of the pertinent points and emphasize that in your email. “Unlike conventional … we provide a personal service that is … for your needs.”
3. Tell the reader the next step they need to take in the process. Make it easy for them and suggest a course of action. “In order to provide you with a list of homes that match your needs, please send me the home requirements you are looking for.”
4. Write in a conversational tone. Your email is from one human to another. Not a corporate entity or auto-robot. “Warmth, humor, understanding and an eagerness to be helpful are what make you the super real estate agent you are.”
5. The word “you” may be the most important word in your vocabulary. A “you” orientation means thinking about what the reader needs, wants, and desires. It means not touting your own horn. Remember, a response email is a personal communication, not a cold response. Write about how your services “will help you understand the market and be better prepared to sell your home for the best return.”
6. Be concise. Less is more in emails.
7. Make it look professional. Proofread for errors in spelling, grammar, and content. It’s your name on the line.
Subject lines are critical to getting your email opened. You can craft the world’s best email, but it’s a waste unless people are reading it. Here are a few that some of the top sales professionals are using to get their emails opened.
After an Initial Inquiry
Re: [initial inquiry]
[name], quick question
After No Response
Are you still interested in [what they inquired about]
This is the easiest one to get wrong. You’re a helpful person, you’ve written in a friendly tone, you’ve followed all 7 guidelines above and put together a detailed response answering every question they had.
The biggest reason someone doesn’t respond to you? It’s because they got every question answered and don’t need anything else (yet). The second biggest reason people don’t respond is because they don’t trust you (yet).
So it’s important to answer their questions, almost. You want to answer enough to establish trust and provide value. But you also want to give them a good reason to respond to you.
Here’s an example:
“Thank you for your inquiry for a home valuation. I’ve done some research in your neighbourhood and see that there is a big price difference between houses in your size range. I’ve attached a list of recent sales in your area. However, without a walkthrough of your home, I can’t give you an accurate value. Please let me know what time works best for you to see your property.”
In this email, the inquiry was for a property valuation. While it’s possible to give them a valuation without seeing the property, it’s not in either persons best interest to do so. You want to build a relationship with them, and they want to get the most accurate valuation they can. By leaving the valuation out, you give them a good reason to respond to you.
Writing emails that get responses isn’t hard, not when you understand the process. Here are 5 templates you can use, tweak and test that follow these principles to get conversations.
Use Case: After An Inquiry
Subject – Re: Property Inquiry
[Name], thank you for your inquiry about 394 Main St.
The home is in a beautiful location, if you haven’t already seen it I would definitely recommend you view it in person.
We have availability to view it
Tuesday between 9am-3pm
or Saturday 9am-4pm
Please let me know what time works best for you?
Use Case: Get an 80% Response Rate After a Voicemail
Subject – Sorry I missed you
I just called to [explain your purpose].
In my voicemail, I mentioned that I’ll try you again on [date and time], but feel free to reach me whenever works best for you at [phone number] or shoot me any questions via email.
Use Case: After No Response
Subject – Are you still interested in [topic]
Are you still interested in [topic]?
Use Case: After No Response
Subject – Do you need help?
Let me know if you need any help with [topic]?
Use Case: Old Lead (3-6 months)
Subject – Re: House Hunting
Hi [name], I just wanted to check how your home search is going? is there anything I could be doing for you?
Good luck with your emails. Please let me know in the comments below how your follow-ups are going. Please share any suggestions or great tips that you’ve found are working for you! As other readers will appreciate it.
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Do you ever feel like you want to do it all, and get it all done your way? Do you truck through your workload with purpose and drive, but occasionally feel bogged down my the amount you have to do, or how you organize your workflow and leads? Do you ever wish you had an assistant to help you through your day to day?
If so, and if you’re the type of person to do it all yourself, then this article is for you. Some people function well without assistants, but at times we understand if it gets to be too much and you become overloaded. To make sure you’re keeping up to speed without an assistant, take a look at these 5 tricks to keeping your life organized and on track so you close as many deals as possible!
Stay cool, calm and collected
Understanding what you can do, and what you’re able to achieve is the first step to getting it all done. After you get each lead through StreetText, don’t panic! Chances are you’ll have a lot coming at you at once, so making sure you stay cool, calm and collected is important before tackling everything in front of you. Start thinking about how to organize your workflow or the areas you know you need better organization. What is stressing you out the most? Start a checklist or a sprint board and focus the task that takes priority. Take things on one at a time, and as organized as possible. Take a few deep breaths and even meditate to refocus your mind.
The honest answer to this is not many people use pen and paper anymore. Smartphones have taken over as our primary source of note taking, so start using it to your benefit. Every time I have an important task, grocery list item, or even action item I’ve given myself from a meeting, I’ll text it to myself so I get the notification at a later time. This way, I’m notified of the note and can move the task to a more organized location later. You can even download a different note taking app to see which method works best for your lifestyle. This will range from formal notepad apps to an easy ‘post-it note’ notification. Try a few different things out and see what works best for your lifestyle.
Put things where they belong
Having a home office is great because everything is accessible and always at your fingertips…but clutter can sometimes take over and start to disorganize your day-to-day. It’s important to make sure this space is clear of clutter, and that your virtual space is organized too. Organize your leads any way you prefer, but make sure its a system that works for you. Colour code them, write them out on a whiteboard and erase them when they’ve been contacted. Yes. This takes time and work, but leads need nurturing too. They don’t list without a little bit of work. Click here for some tips and tricks to make your home office that much more organized.
Understand what your priorities are
It’s important to understand what you need to do, when you need to do it. Often times, people pile tasks on their plate. This is great, because it gives you a lot to do, but it’s important to know what tasks need to get done because they are vital tasks, and what can be put on the back burner. Not to say that some of your tasks aren’t important, but some things can wait. It’s understanding what tasks you NEED to be done to keep the ball rolling smoothly. Imagine you’re holding a bunch of different boxes, some big and some small. In order to hold them all, and not drop anything you may need to put some of those smaller boxes down in order to properly deal with the larger ones you’re holding. You can easily move those smaller ones later.
Sometimes its easy to take home with you, but it’s important to remember that leaving work at work, and home at home will keep you properly balanced. It’s important to stay driven and focused on your business objectives, however, you do need time to recharge to make sure you’re staying focused and successful. Take time with your family, friends or even co-workers. Recharge, and focus on having a healthy mind so you return to work ready to go.
StreetText is here to help you start those conversations. Book a demo with us today for more tips, tricks, and how to generate seller leads on Facebook.