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How To On Marketing

How to respond to negative Facebook comments on your ads

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. pexels-photo-267399 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.

Have confidence

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!

For questions, book a demo now!

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How To On Marketing

How to train your brain into enjoying door knocking

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.

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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.

Try meditation

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!

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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.

Conclusion

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.

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Case Studies Interviews On Marketing

“I’ve already doubled my deals from last year”

In just six months, Dave has already doubled his Real Estate deals from last year.

Dave Ehlke is a real estate agent in the Minnesota area, Forest Lake to be exact. He’s a husband, and father of two who left his job in corporate America to follow his dream of working in real estate. Fast Forward three years later, and Dave is already rising to the top of the real estate world.

He had success early on in real estate, but was having a challenge growing his business beyond the plateau of repeats and referrals.

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Real StreetText client, Dave Ehlke, RE/MAX Results – Forest Lake, Minnesota

Online lead generation was important to Dave, but it turned out to be more difficult to “crack the code” than he anticipated.

Before he started with StreetText, half of his problem was not being able to find the right Facebooks ads and algorithms to keeping leads coming in. Now, StreetText does it all for him, which means monitoring ads is something he no longer has to do.

Dave Ehlke has been with StreetText for over a year and is seeing tremendous results in his target areas through his Facebook lead generation.

Dave values time with his family. Because Dave has a busy work schedule and is devoted to his family – StreetText helped him take his online lead generation off his plate.

Dave shared his mind set, “If I need to get out 100 letters, I won’t do anything else until they’re done.” He’s dedicated to his practice and takes time to finish everything because every detail is important to his success.

StreetText is giving him time to focus on the activities that generate business and serving his clients. For Dave, nothing else happens until his important tasks are taken care of. Dave has a deep-rooted drive to succeed and will do just about anything to make sure he’s on the path to success. Now when his follow up is done, he feels good knowing he can go home to his family while his lead generation is taken care of.

Now, Dave is closing several deals a month. These are single family homes starting at $225,000 – $270,000. Dave is growing an exceptional amount in his area.

Dave Ehlke, RE/MAX Results – Forest Lake, Minnesota

I asked Dave how he is converting his leads into transactions? Dave explained that he immediately dissects each leads that he gets through StreetText.

He shared that in order for him to approach the lead properly, he does an extensive amount of research into who they are, what they do, and where they live. Dave wants to know everything he can to make sure he’s providing his leads with what they need to list their home, and potentially purchase another.

After he gets their information, they’re instantly set up on a monthly postcard campaign. He’s also regular with door hanger campaigns for address submissions, where his 10 and 12 year olds bring around coffee cards and other small promotions to make sure people are remembering him.

Dave put a lot of importance on providing value and keeping these promotional items local. Giving someone a gift card to their favorite bakery is going to be leaps and bounds more valuable than sending them to a Starbucks.

During our 30 minute conversation, I could tell that Dave had a very strong sense of community. He is a father of two, working to better his family, and helping as many as possible in his area. Knowing his community is a huge part of who he is as a realtor because he’s a working professional – but he’s devoted to being a part of his leads life and affecting them in a positive manner.

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Real StreetText client, Dave Ehlke, RE/MAX Results – Forest Lake, Minnesota

Not only does Dave work hard to help each of his leads, he works extremely hard on personal goals that he targets on a daily, weekly, monthly and quarterly basis. He mentioned during our conversation that these are important for him to keeping on track and reaching all of the benchmarks be wants to obtain professionally and personally.

Dave mentioned that StreetText helps him take his business to the next level to reach his professional goals.

A lot of people are really focused on the sale, which is important to Dave… but he brings a very humanistic quality to the industry. His professionalism, mixed with his desire to make lasting connections makes him a natural in the real estate world.

His ads are relevant and getting great clicks, so there’s nothing else to worry about. He also mentioned that it’s his most affordable form of marketing, and he is excited for what else will come with his time with StreetText.

My final question to Dave was one that often leaves our realtors a little perplexed. I braced him for the obscurity of the question, and asked: “If you had the opportunity to turn back the clock, and give yourself one piece of advice from when you first started off in real estate, what would you tell yourself?”

Dave paused for a moment and replied with a confident statement.

“Keep doing you, and keep focusing on yourself.” Dave added that if he could, he’d explain to his past self that this industry is a roller coaster but to keep trusting in himself, and keep moving forward. He returned to the personal development, and personal growth he works so hard towards. Keeping himself focused and grounded would have been the best piece of advice he would have given himself when first starting. Have you ever thought about what yours would be?

To learn more, click on the button below and chat with one of our Facebook conversion specialists!

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Tutorials

How to: Changing your automated StreetText emails

Have you been wondering how to change the automated emails that are sent to your leads, from your StreetText account? If so, this is the article for you!

Below, we’ll walk you through how to access the email section in your account, and discuss how you can alter these to best fit your lead and your personality.


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After logging into your StreetText account, you’ll see all of these available links on the left-hand side of the screen.

To access your emails, click on the lightbulb icon on the far left side of that screen.

 

 

 

 

 


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From here, you’ll be able to see an email tab.

Click on this drop down.

 

 

 

 

 


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After clicking on the email tab, a drop down will appear with an ‘Email’ tab and an additional ‘New Email’ button.

To edit automations, click on the ‘Emails’ tab located in the highlighted image.

 

 

 

 

 


 

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Once you click on that tab, you’ll be brought to this screen. Here, you can choose which emails you decide to edit. We always recommend editing the emails going to leads, as these are the ones you can personalize. To edit this, hover over the link and click on the edit button once it appears.

 

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On Marketing

What drives the most successful sale?

How well do you sell? How do you interact with your leads?

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How well do you sell?

The Challenger Sale is a book written by Matt Dixon and Brent Adamson that asks the reader “what drives the most successful sale?” Not only does this book question the reader’s understanding of their sales methods, it sheds light on some of the most effective methods.

So, what strategies drive the most successful sale teams and individuals? What are some of the most effective methods?

Matt Dixon and Brent Adamson explain that there is a variety of different seller profiles that contain different skill sets, and qualities. Each of these different profiles will yield different interactions and transactions. These range from the Relationship Builder, all the way to the Lone Wolf. Here are some of the qualities and profiles.

1. The Relationship Builder:
Has a strong focus on professional and personal relationships with their leads
Reaches out to prospective leads early
Does everything to meet their leads needs

2. The Reactive Problem Solver:
Works to make sure leads won’t run into any problems
Highly reliable and detail oriented
Work to make sure any issues their lead may encounter are fixed as quickly as possible

3. The Hard Worker:
Does not give up easily
Someone who shows up early, and leaves late
Always interested in personal development and being the best they can be

4. The Lone Wolf:
Very instinctual and confident
Might be a rule breaker, but it typically yields results
They are the least common profile among salespeople

5. The Challenger:
Loves to debate and really understands the business
May challenge your thinking
Assertive and great at communicating with leads

What sales profile do you identify with? Do you alter your sales profile based on your lead and their personality? Do you carry aspects of each profile? Let us know in the comments below. We would love to hear about your profile characteristics.

Want to read more? Take a look at Sydney Waits, an expert in relationship building. 

Categories
On Marketing On Real Estate

3 Pillars of leveraging your tasks to grow your real estate business

Sailing Quote - photo by Tom Bech

Doing the right things is more important than doing things right.
Mark Suster

The theme of this article is improving your business by leveraging your existing systems. Arnie Leedholm, a Real Estate Agent based out of Calgary, Alberta, is a great example of a man who being in the business for 30+ years is leveraging his years of experience with new technology.

#1 Not all tasks are made equal

Stephen Covey created the very well known “time management matrix”. The grid does a simple job of highlighting the important activities that we need to focus on. Often our natural inclination may be to spend more time on urgent tasks, many of which are not important. It’s a grid that successful business people rely on as a reminder of what activities to focus on to maximize the effectiveness of their time at work.

Stephen Covey Important versus Not Important Grid

While this is a great graph to illustrate what differentiates important tasks from others, it doesn’t do justice when differentiating important tasks themselves. When you understand and apply this next principle you will begin to see your time having an even bigger impact on the growth of your overall real estate business.

#2 The majority of your results are coming from 20% of your activities

The 80/20 rule, which I’ve referred to in previous posts, is the principle that 20% of your activities account for 80% of the results. That begs the question, are you prioritizing that 20% of activities? Some important tasks effect all of your business, some important tasks effect some of your business and some important tasks effect only 1 part of your business.

Think of the difference between setting up lead generation or hosting an open house for a client. Both are important tasks, but only one of them will continue to impact your business in the future.

#3 If you prioritize your big important tasks your business will grow.

Arnie Leedholm is already a successful agent. He has a good reputation in Calgary and has many repeat clients that refer him. Nancy Wijngaarde wrote this about Arnie,I have worked with Arnie Leedholm for many years in buying and selling real estate and he is someone I can always count on for his knowledge and advice.”

The reality is that in order for you to grow your business beyond its current size you need to go beyond your current sphere of influence. In real estate one of the key important activities that you do to grow your business beyond your sphere is paid marketing.

Arnie turned to Facebook as a way of increasing the number of clients he was reaching beyond his sphere. Arnie says he chose to use StreetText’s platform, “to help me find clients as they already had credibility with me.”

Arnies years of experience paid off. He knew where he needed to invest his time and money to grow his business.

Is paid marketing right for you?

Marketing is divided between 2 groups. Branding and direct response. Big companies like Nike and CocaCola focus on branding. But it’s expensive. Whereas, direct response campaigns give you leads but often don’t build your brand.

What if there was a way to get the benefits of both in a single campaign? Fortunately, there is. It’s called Solution based marketing. And big ad agencies like Harmon Brothers have been using it for years. Solution based marketing speaks to a problem that a person has and then provides them with a solution to their problem.

Solution based marketing on Facebook can build your brand in 2 ways. Firstly, your business page is displayed to every person that sees your ad. No different than a billboard. Secondly, you establish delight and trust by delivering on the promise and then staying in touch with them (dripping on them) over time.

The good news is with StreetText you can launch Solution based marketing campaigns on Facebook to drive leads in just a few clicks.

“I signed up to StreetText and within the first few weeks had a buyer sale and at this time after about 8 weeks, I have 6-8 very solid leads I am working with.”

Arnie Leedholm

Creating an effective campaign

Mark Suster, a 2x entrepreneur and VC says that you need to ask yourself these 5 questions when creating a marketing campaign.

  1. With whom are you trying to communicate?
  2. What messages are you wanting them to receive?
  3. What is the best channel to reach these people?
  4. If they receive your message what actions (if any) are you hoping for?
  5. How will you handle those responses

At first glance, creating effective marketing and answering these questions might seem a bit daunting. The great news is that if you’ve been in real estate for a while you already have systems or good habits in place for handling responses to your inquiries. This is where your experience allows you to use technology to leverage it.

Here’s what I mean.

Those first 4 questions can be answered using marketing experts and technology. Whereas the last question needs to be answered by yourself.

Arnie Leedholm, a client of StreetText, is seeing success growing his business because he has experience doing the correct follow up. He already knows that he can handle responding to his leads. He’s leveraging our technology and his experience and knowledge in Real Estate to maximize the effectiveness of his marketing time and energy.

As Arnie wrote, “As in all of these types of marketing there are a lot of low quality leads, which are not the fault of StreetText. But amongst these contacts are some real gems…serious qualified buyers. If one does the correct follow up, this program really works!”

Understanding the 80/20 rule and how it applies to your business will greatly enable to you prioritize your tasks based on the long term effect they will have on your business and your life. By using this approach to audit the tasks you currently do you may be able to eliminate that some of the dreaded unimportant non-urgent activities that are only wasting your precious time

 

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