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!
Gina Wade holds the key to address only submissions.
In a recent webinar, Gina explained that she has gotten more clients out of address only submissions that she has from a lead with an email address or phone number.
Crazy, right? Traditionally, these are harder to come by, and a lot harder to nurture…but Gina seems to have the system down pat. So the real questions is…how does she do it?
I had the pleasure of chatting with Gina about this system, which she completely deconstructed for everyone to learn. Address submissions are hard to master, take a bit longer and can often not yield the best results. But Gina swears by them, even saying that she’s “old school with address only submissions. I’ve gotten more clients from addresses than I have from anything else.”
Let’s jump into her process and see what techniques you can add to your business, to make sure you’re getting more clients from address submissions.
When an address submission comes in
When Gina initially has a lead come in, she organizes it in a few different ways. She’ll, first of all, provide the lead with an abbreviated CMA so she can give them an approximate home value. Gina mentioned that this document is usually a few pages, and includes all the information they would need to sell – just not an exact value.
From here, Gina makes sure to send the letter with a nice stamp, and in a hand-addressed envelope. Gina mentioned during our conversation that she loves adding fun, and attractive qualities to her letters because it’s more enticing for people to open. She also admitted that its a lot more fun for her!
Address Submission Follow up
After the initial letter is sent, Gina told us that she waits a total of 90 days before sending an additional letter. We chatted about the importance of giving you leads enough time between your first and second contact, as you want to be remembered, without adding pressure to the conversation.
In this second letter, Gina makes sure to provide her lead with just enough information to want, or need to follow up. This means she’ll ask if they have any questions, if they require any more information, and finishes it off by reminding them that right now is, in fact, the best time for them to sell.
The second letter can be in any style you choose, as this letter doesn’t need to follow any specific format. The purpose of this letter is to reach back out and re-open that line of communication and curiosity. Gina still feels as though using attractive stamps, and a hand-addressed envelope goes a long way – so these are things you can play around with!
For more information, and an example of Gina’s follow up system – click on the link below and download your personal template!
Address submissions are difficult, yes. Even Gina mentioned during our conversation that most of the time, she doesn’t even get an email or phone number from these submissions.
However, Gina is getting roughly 50-100 Address submissions a week, which means that she could have upward to 400 letters sent out in one month.
With that in mind, take a moment to think about how many people out of those 400 will likely contact her back. If you’re dedicated to your practice and put in the time to create and send handwritten letters – the Real Estate Goddesses will reward you with full contacts.
Each of these methods has been proven to work for Gina and can be adapted to your business plan, and style. We recommend whenever downloading documents and systems, to test them out for yourself and change them to best fit your personal voice. Implementing someone else’s methods directly into your follow up structure may not work as well for you, as it did for them.
It’s important to remember to test these and make sure you find the right algorithm for yourself.
To test your market, and to learn more about the many education platforms StreetText has, book a demo with us now! If you wanted to watch Gina Wades Webinar in full, click here to watch it!
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.
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.
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.
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.
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!
Sometimes the best sales are ones that occurred organically, and referrals are just that. A conversation from one person to another about how great you are, how quickly you close deals, or how you go above and beyond for your clients. It’s one client telling their friends and family about your brand.
Word of mouth is a powerful way to build your brand, but can occasionally be difficult to break into. It’s virtually free marketing – which is why its so important to break into. Gaining clients organically saves you time, money, and also let you know you’re doing well enough to be talked about within your community.
With all of that in mind, let’s talk about some tactics towards building your brand by word of mouth.
People refer who they trust
It might be a cliche statement, but trust me when I say it’s all about trust. People want this tip to come from a reputable source – someone they can count on. Whether this is the opinion of a social figure they find trustworthy, or a friend or family member.
More and more, people are trusting different sources for word of mouth referrals. This can be anything from customer reviews, testimonials or even news publications. Think of the last time you scrolled through Instagram and noticed your favourite blogger posting a picture with a new brand of workout gear they’re trying.
Instagram is one of the top places where people can advertise a brand, and followers migrate to whatever their favourite socialite is showing off.
I’m not telling you to build an Instagram account and start advertising left and right (you totally can…), but I am telling you how important word of mouth is in today’s world from a social aspect.
The same goes for podcasts and purchasing something based on the podcasts sponsors. Trust me, I’ve done it! I’ve purchased several things based on items my favourite podcasters are selling because I trust their referral and opinions of the product.
I know exactly what your next question will be….”So how does this apply to me, Elysse?” Well, I’m glad you asked!
This is an important mindset to keep when searching for leads. If your leads trust you and your brand, they’ll more than likely turn into a client and even a sale. Building trust with the families and people in your community will go a long way when increasing your word of mouth referral.
Network, follow up, and start meaningful conversations.
Engagement will naturally build trust in your brand. The more people see and hear things about your brand, the more comfortable they’ll be when reaching out to sell their home.
Forbes magazine writes that “you should give them a reason to talk! Talk about amazing products, great service, insider knowledge, social elevation, incredible stories, unbelievable facts or even funny disclosures.”
Give it a try – what do you have to lose?
Consider your wow factor
Another key component is that everyone needs a wow factor. How do people remember you? What are you doing to stand out? Often times, people brush off the importance of providing leads with a little coffee card, or holiday treat. Do you want to be remembered for your service right? Well, this is the first step.
Dazzle leads right from the starting gate with a small token of your appreciation for reaching out. A great example of a company that does this is Starbucks.
Typically, if you go through Starbucks drive through with a dog as your co-pilot, they’ll provide you with a dog-friendly treat for your furry friend. This truly keeps me coming back, because they provide me with something nice for the dog standing awkwardly in my centre car console while I reach for my iced coffee.
Small actions like this will make you stand out, make people talk about the cool things you’re doing, and get people to keep coming back for your services. Stand out over the additional agents in your area competing for the same lead.
If someone puts a little care into who I am as an individual, I’ll trust their motivations are genuine and feel more inclined to follow up in the future, and talk to their friends about you.
We also recommend considering local shops before popular places. People will find value in how you know the community and the places people enjoy to go.
Does your lead have small children? If so, send them an ice cream voucher! Do they have a dog or a cat? Send them something for their pet! Trust me, these small actions go a long way.
How does this apply to Real Estate?
Be social, be active, be noticed. We’re in the age of social media, where everything is accessible, and everyone is at our fingertips. If people can get to know you vis social media and have an idea of who you are, they’ll be more comfortable approaching you.
Post about your clients, families you’ve worked with and your connection to your community. Someone who is active and known is much more approachable than someone who is a bit of a mystery.
People want to know they’re interacting with a real person. Someone with a personality and isn’t just there to make the sale. I want to know just as much about my agent, as I’m sure the agent wants to know about me.
Creating a business page Facebook account will give your leads the chance to get to know you before they contact you. Get a nice recognizable picture, client testimonials, and a personal bio. These will allow for a little bit of transparency in your life and business.
Consider the power of giving your clients different ways to talk and share their stories with you. Let your clients know you value them and look at them beyond being a sale. Give them reasons to naturally rave about your services.
At the end of the day, a sure fire way to build word of mouth referrals is to just ask. If you have a great working relationship with your clients, ask them if they know of anyone else selling, or even buying in the near future.
There’s no harm in asking for it – if you don’t ask, you’ll never know!
StreetText gives you the opportunity to make the first connection and start that conversation through Facebook Marketing. What are you going to do to keep that conversation going? How are you going to grow your word of mouth referrals?
For more information, click below to book a demo, and to see how StreetText can help you start conversations.
Everyone always wants to improve their business. Whether that be through communication, efficiency, conversions or networking. We each have areas in which we can grow and develop – so why not use different tools and apps to help us get there?
Apps and digital tools are becoming the way of the future. Open the app store, search any keyword and I assure you…there will be an app for it. It’s important to take advantage of the good apps and tools to make sure we’re optimizing our business, and filling gaps where and when we need.
In this article, we’ll show you all the apps you should be using to better your business and to aid in filling any gaps you have in your systems.
Have you always wanted a personal assistant, but love doing things yourself, or can’t afford one? Do you have trouble keeping yourself organized or lose track of appointments?
If so, this app could tie up all of your organizational lose ends! 24me is a personal assistant app that will keep all of your plans, appointments, and even banking centred to one location. 24me makes it easy to contact everyone and get it all done. With everything bundled into the palm of your hand, you’ll never have to worry about needing a personal assistant again. The best part about this app? It’s Free! Oh…and it sends you notifications….That’s pretty cool too. To take a closer look, click here to learn more.
Available for iOS and Android
Remember the Milk
Remember the Milk is for the forgetful part in all of us. Use this app to keep you reminded on just about everything in your life.
Are you often so swamped that you forget to send your lead that email or text message? Do you wish you could pass off a task to a co-worker or assistant? Well, with Remember the Milk you can. This app was built to help you remember the things you need to get done. Never again will you forget to follow up with your leads! You can program the app to remind you via twitter, email, or any other social media platform. You can also pair it with any type of social media to get reminders where and when you wish, as well as text messages and emails. Organize things the way you want…the way that works best for you.
Once you have this app, nothing will ever be forgotten. To take a closer look, click here to learn more.
Available for iOS and Android
BombBomb can help you connect with a lead on their time, without you having to be there in real time. How do you ask? Well, BombBomb allows you to record a video and send it to your leads. This can be good for that initial connection, introducing yourself to leads, or providing information from a distance.
Video correspondence is becoming more and more popular, especially since with BombBomb, you can email your leads the video message you create, or upload it to any social media platform. Take a look here to see if BombBomb fits into your business!
Looking for someone who already uses this? Check out our profile piece on Donna Swanzy who swears by BombBomb to make connections. Click here to read more.
Available for IOS/Android – Mac & PC
Top Producer & FiveStreet
Top Producer is a real estate CRM, built to make your life easier! Top Producer can help you create instant alerts for your device, it’ll help you contact prospects, create reminders, and notify you when you get a lead.
This CRM allows you to organize everything on your plate, from leads, appointments, all the way to email flow. Top Producer also created FiveStreet, which is an automated system that connects with your leads within 5min of them contacting you. Five Street increases your chances of connecting with a prospect because of its speed! For more information on both tools, click here to learn more!
Zapier is an app integration app tool that will help you connect all of your apps to one location.
Zapier becomes exceptionally useful when connecting your StreetText account with other applications. If you have ever been looking for email parsing, or wonder how to export your addresses, then Zapier is for you! With Zapier, you can export all of your contacts to a CSV file, which puts them in a more adjustable format. Zapier can also integrate any other app you may have so you can automate posts or notifications to make your life easier.
To better your business, we recommend adventuring into one of these apps. They’ll make your life and business easier to navigate and relieve so much stress. For more information on how we use these apps, and what we recommend for your StreetText account, click below to learn more by booking a demo.
We’re always working hard to make sure our clients have exactly what they need to succeed. We’ve recently developed some new worksheets to make sure you’re approaching address submissions in the best way possible! We’re not quite ready to launch everything at this time….BUT we wanted to make sure we gave you a sneak peek at some of the content we’re creating.
Naturally, address submissions are a bit harder to nurture, since approaching someone at home can be a bit daunting. The idea around these sheets is that they’ll give you a walkthrough of what you’ll need to do for each address submission, in a step by step format. This way, when you do receive address submissions, you can own them with confidence. We’re going to provide you with the steps, and all you’ll have to do is execute them however you see fit for your brand and your personality. Whether this be a handwritten letter, small gift, or a typed out note. Here’s an example of what we’re talking about:
We’ll provide you with the breakdown so you have the chance to build your own systems! Seen above, you’ll receive the Goal of the letter your sending, Content you should include in your address only letters, as well as an Example letter to give you a breakdown of how it should look.
There is no perfect equation for turning address submissions into full-blown leads. You’ll have to try some different systems to see what works best for you. The purpose of these is to steer you in the right direction and to create something that’s yours and that is successful to your brand.
These will be available shortly for StreetText clients in three different forms, with an additional Best Practices form to guide you through any questions you have regarding the address submission process.
If you would like any more information on content being created or would like to set up a demo to get more insider tips, click on the button below! We would be happy to tell you more about how StreetText starts conversations.
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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Working in Real Estate requires you to be good with people, and to be a good communicator. But have you ever considered the importance of being a strong leader, and how it may help your brand?
Leadership no longer just pertains to CEO’s and top management and should be something you consider implementing in your day to day for a variety of different reasons. Simon Sinek says in a popular TED talk that “A good leader should make you feel safe.” As humans, we have an instinctual need to feel safe in our surroundings. Whether this is in our home life or work, we’ll always make choices that allude safety.
So with this in mind, and when considering your leads, why would you want them to feel anything other than safe when they connect with you? This is where leadership comes into play. There are some key things to remember when being a good trustworthy leader. Let’s see how many you have.
The First: Being able to communicate
Being a good communicator is huge when it comes to making connections and building a strong foundation to being a good leader. The more clear, and present you are when communicating, the more people will trust what you’re saying and trust you have good intentions. It’s also important to provide people with eye contact while listening. Eye contact is one of the first steps to gaining trust and projects confidence. Looking someone in the eye instead of a shifty unstable glance will establish a stable foundation, one that forms confidence and trust.
The Second: Be true to your word
If I tell you I’m going to provide you with something and back out at the last minute, will your trust in me be tainted? Being authentic with your word, and following through is important when becoming a strong leader. Your leads are reaching out because they need someone to guide them through one of the biggest steps in their lives. To keep building that trust and safety, it’s important for you to be transparent and real with what you’re communicating to leads. Don’t overpromise anything and keep a close track of the information you’re providing your leads.
The Third: Be authentic and confident
Find your voice and be authentic to who you are as a person. People will be more willing to interact and connect with someone who’s authentic and real, rather than someone who builds connections off of a fake persona. This will be based on your morals, values, beliefs and the traits that make you authentically who you are. Your leads will trust you more if they understand who you are, and what you stand for as an individual.
The Fourth: Being positive
It sounds simple I know, but positivity goes a long way when building trust and exuding leadership. When all seems lost, and things are looking rough, having a positive direction and outlook will make your leads feel comforted, and cared for. People often lose positive outlooks on a situation, but taking the time to point out the silver linings in a scenario will make them feel more comfortable. Lastly, be encouraging. Offer someone advice, guidance, or even feedback on a situation. This will help build a strong trusting relationship.
The Fifth: Be funny!
Humor is comforting. Break the ice, tell a joke, or tell your leads a funny story. Making connections with humor makes people so much more approachable and neutral. People can often be so professional that they become hard to connect with, so finding a balance between professionalism and humor is a very valuable trait to share with your leads. You don’t by any means have to be on call 24/7, but make yourself someone people can rely on for a contact. When you make yourself more open and available for contacts, you’re making your leads feel of value, and that they’re the most important person at that time. Making yourself available is the best way to build loyalty with your leads.
It’s important to provide your leads with everything they need while they’re looking at listing their home. Often times, they don’t have a lot of insight on the market or industry, so it’s up to you to lead them through this process. These traits not only enhance your leadership skills, they motivate, create insightful moments for the people around you, and guide your team and community towards success. Consider adopting some of these traits, or even enhancing some to make sure you’re the best leader you can be. We have here at StreetText, which means now it’s up to you to continue leading the way.
Our team is expanding, and we want to say hello! Here is a little insight into who we are at StreetText, and why we love what we do. We’re a growing team, devoted to starting meaningful conversations, and embracing our inner superheroes!
Jonathan Whiting – Co-Founder
Alter ego: Superman
Jonathan is the co-founder of StreetText, and began growing the company with his brother Stephen and friend Art Bosma in 2009. From launch, things have been exciting and consistently building. Jonathan and Stephen had a big vision to create a cross-channel tool that introduced users to their potential customer first. In 2013, StreetText first started creating automated posts to Facebook. The growth continued when StreetText enabled users to post to YouTube, Twitter, LinkedIn, and Kijiji. From those, Facebook showed the most promise.
Fast forward 6 months and StreetText was experimenting with boosted posts to Facebook. We tried different content types with little luck at first, until things clicked – Our first Facebook Ad client started seeing a huge response to his posts. It wasn’t long before StreetText had clients signing up from across Canada, and then the US the following year. Facebook was proving to be a much better opportunity than all previous channels combined. Soon StreetText’s Facebook lead capture product (Lead Magnet) overtook their other offerings. The decision was easy – Lead Magnet became StreetText’s sole focus.
On a more personal note
Jonathan and Stephen are both South African-born Canadians. Jonathan Inherited an interest in computing and electrical tinkery at an early age from his father, who is a believer in win-win economics. This interest eventually directed him towards web development. Jonathan also loves anything with a bit of adventure, and won’t hesitate when it comes to traveling, skiing, and cycling.
Stephen Whiting – Co-Founder
Alter ego: Ironman
Stephen is the co-founder of StreetText, and began growing the company with his brother Jonathan and Art Bosma in 2009. Stephen has a wealth of knowledge from his Real Estate background, which allowed him to have incredible insight on what agents need to succeed. During this time, he further realized that agents have to wear many hats to succeed in the Real Estate world. What seemed clear to Stephen was that agents got into the business because they loved connecting with people, and helping others through some of the biggest decisions of their lives. What he noticed they didn’t love was spending time trying to figure out how to get in front of the great people in their community. This realization then became the beginnings of StreetText, as a way to helping great agents find and start the conversation with new leads.
Stephen’s position gives him an opportunity to meet regularly with StreetText’s great clients, and to work closely with our growing team. He spends his time enhancing the product and experience for our clients and the leads they generate through StreetText.
On a more personal note
When Stephen is not in the office, he loves listening to audiobooks and doing anything outdoors with his family, especially if it includes a view.
Jordan Scheer – Client Account & Facebook Ad Wizard
Alter ego: Catwoman
Jordan has been a part of the StreetText team for 3 years. Jordan initially started as the CHRP girl and would spend most of her days setting up listings for the “Canadian Home Renovation Program” for our Mortgage Broker and Realtor clients. After a few months, she slowly transitioned into a support role when our client database continued to grow. In 2015, StreetText introduced a new tool for our clients and Jordan became eager to learn more about Facebook advertising. Now, she spends her days setting up Facebook advertisements, making sure client accounts are ready to rock post sign up, and answers all calls through the StreetText support line.
Jordan graduated high school at 16 in Manchester U.K. and was on her way to becoming an accountant when she decided to move to Canada. Shortly after high school, she was approached by a sales representative for a new condo development company in Kelowna. This is where her love for Real Estate began.
On a more personal note
Jordan has a phobia of frogs, she doesn’t drink coffee or tea, she loves photography, and likes going to the gym…(sometimes).
Markus Willard – Lead Specialist & Facebook lead Generation
Alter ego: Captain America
Markus has been with StreetText for just over two years and is a very familiar voice to most of you. Markus knows 2 things very well: Facebook Lead Generation and Facebook Lead Conversion. If you’re looking for an abundant supply of listing and buyer leads and someone who can get you results in less than 7 days you’re talking to the right person. Let’s start a conversation. He’ll show you in 5 minutes how you can add a dozen more transactions in the next 12 months!
On a more personal note
Markus has two little boys at home, adventurous and outgoing, much like him and his wife. He is originally from California, which means he has settled in nicely in the “California” of Canada, Kelowna. In his spare time, Markus loves CrossFit training, keeping active and focusing on nutrition. Markus has also been on the Price is Right, as well as the Jeff Probst Show, which makes him quite the Celebrity figure.
Angela Miller-Kolp – Office Administrator
Alter ego: Wonder woman
Angela has been working with StreetText since 2011, which makes her one of the team veterans! Angela does a number of things with StreetText, but you might know her best from hearing her lovely voice on administrative calls, as well as occasionally on our support line.
On a more personal note
Angela was born and raised in Northern British Columbia and moved to Jasper where she met and married her Husband. She has been residing in Kelowna for the last 18 years. Angela has a son who is soon to be graduating High School and belongs to the Kelowna Pipe Band Society where she Highland Dances.
Logan Prest – Inside Sales
Alter ego: Hulk
Logan is a former realtor and brings years of first-hand industry knowledge and experience to the team. Active in the community, Logan volunteers his time coaching his son’s local baseball team and organizing fundraising events. Logan loves being active and participating in any sporting event. Logan even dedicates every evening of his week to playing a different sport in local leagues!
On a more personal note:
In his spare time, Logan enjoys hiking, camping, playing baseball and hockey, which means Kelowna has everything he needs to stay fit and entertained! Logan has an 8-year-old son, who is following his dad’s love for sports. Logan keeps it Canadian with his favourite teams, which include the Toronto Blue Jays, and the Vancouver Canucks. Logan also has a fear of snakes, which is a downfall in Kelowna’s desert climate.
Nick Prouten – Inside Sales
Alter ego: Batman
Known for being a globetrotting salesman for the forces of good, Nick began his career orchestrating deals with some of Silicon Valley’s biggest tech companies and is excited to bring his diverse background of experience to the StreetText Team. Nick worked as a Real Estate assistant, and in recent years began his venture towards obtaining his Real Estate license.
On a more personal note
Nick lives on a hobby farm with bees, loves going to the gym, and initially moved to Kelowna from Vancouver, BC. Nick has done a healthy amount of traveling, spending time in San Francisco, as well as other parts of the world. Nick has also spent time studying fine arts, specializing in painting and creative development. When not binge watching Netflix, Nick can be found painting or enjoying Kelowna’s active lifestyle in just about any season.
Elysse Bujold – Marketing
Alter ego: Scarlet-Witch
Elysse has been living in British Columbia for the last 10 years and plans on sticking around for a while. After finishing her degree from the University of British Columbia, she began her career working in online and mobile gaming and fell in love with the world of tech. Elysse is excited about being with StreetText, diving into writing and letting everyone know about our mission and our desire to start meaningful conversations.
On a more personal note
Elysse is very active at the gym, hikes most weekends, and loves spending time with her friends or hunting for new vinyl for her collection. She loves adventuring and touring around to new destinations in British Columbia. She has a degree in photography, loves cinema, and theatre. Elysse hates spiders and prides herself on knowing all the words to Don McLean’s American Pie.
We’re a team passionate about starting meaningful conversations. We are focused on sharing our knowledge, educating, and bringing you exactly what you need to meet prospective clients. StreetText is where the conversation and connecting starts, so let’s start chatting. Leave a comment and say hello! We’ve told you a bit about ourselves…now it’s your turn.