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Case Studies On Marketing Strategy

“I’ve gotten more clients out of address only submissions”

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!

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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!

Gina Wade – Follow up letter

Important things to remember

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!

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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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How To On Marketing Strategy

5 tips on how to turn address only submissions into contacts

It’s much easier to call, email, or text a lead…so why is it so hard for us to go door to door? Why is approaching someone directly such a scary thought? Most of us approach people every day and it’s not at all a big deal. We purchase our morning coffee from a total stranger, we sit next to a total stranger on the subway to work and end our days buying groceries for dinner from a teller we’ve never met before. Every day we put ourselves in positions where we’re interacting with strangers – and it doesn’t seem to faze us. So why is the idea of going door to door so difficult?

We all get address submissions, and they can sometimes be overwhelming. So here are 5 tips for making these interactions much easier, and how to turn them into full-fledged contacts.

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1. Introduce yourself: provide your lead with a bit of information on who you are, and how you’re going to help them.

This can be done in many forms. If you’re feeling incredibly brave, you can introduce yourself in person. This can often be a very successful method for some, however, if you believe you aren’t able to do the bold introduction, say hello through a nice handwritten card, or a typed letter. These are the easier methods for some,  and they also save time. Leads are busy, just like you and I…so dropping off a letter might be a better option when giving your leads an introduction. You’ll have a better chance of getting an email or phone number by adding some personal touches to your address only interactions. Click here to see an example of the methods Donna Swanzy uses to close deals.

2. Use this initial interaction as a way of enticing them, but keep them wanting more – be direct with your purpose and who you are as a realtor.

Provide them with the information they’ll need to bite at the chance to sell their home. Since you haven’t done a walkthrough of their home to know what its true value is, provide them with a few numbers of similar homes in the area or an estimate. If someones interested in selling, they’ll want to know exactly what their home is worth – which means if you provide them with a rough idea of the cost, they’ll want to contact you again to get a firm idea of their property value. Give them just enough in that first letter to make them incredibly curious.

3. To leave a lasting impression, provide them with a small token of your appreciation for reaching out.

This could be a coffee card or coupon for your favorite ice cream parlour. Something that’s personal to your neighborhood and makes your lead think “wow they really know this neighborhood.” Giving them this small item will let them know you’re appreciative of the contact, and make you stand out from the other dozen realtors in your area. You want to have a ‘wow’ factor that makes you stand out amongst the crowd. With this, they’ll be more inclined to give you a call or send you an email about the evaluation.

4.  Provide them with a list of past clients so they can look into contacting people for information.

This will put them in a bit more of a comfortable position when considering selling and when considering reaching out. If your lead can contact past clients of yours to see how you function, how you sell, how doing business with you was, it might allow them to be a bit more comfortable contacting you with follow up information. Word of mouth is a powerful tool, so having past clients talk you up will help with any type of lead you have in the future.

 5. Consider that every lead will be in a different situation.

Empathize, or ask why they’re selling. Get to know the reasons why they want to move on from this specific property. People will appreciate you getting to know them, and understanding why they reached out for the evaluation in the first place will show value and trust. It’s also important to consider that people do things at their own pace. Keep nurturing your address only leads, because people might not be ready to sell right away. Don’t give up on them, and provide them with the support and guidance they may need for making the decision to sell. They might just need it all for a rainy day.

For more information on address only submissions, Facebook marketing strategies, letter examples as well as the best ways to contact your leads, book a demo with us today!

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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. 

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On Marketing On Real Estate

Why online leads are waaaay more likely to work with you than you think

When you are bombarded with a busy schedule – appointments, re-stocking flyers, calls, contracts, leads and listings to follow-up with – prioritizing your time is essential. You’ve probably witnessed agents who’ve been really busy one month and then stuck in a lull the next. Whereas top producers have systems that work on their business while they are busy working in their business. It’s why they are consistently active with deals month-after-month. Online leads provide you with new deals when the other agents are slowing down.

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How do you advance your business when you are busy?

This is a great question to ask and a good problem to have. It means you are moving into the next stage of your business.

The answer is leverage. For a Realtor there are two types of leverage. People and Technology.

Having a part-time assistant can streamline your business and make your time more effective. An assistant can handle some of the repetitive tasks like weekly emails to your client database and lead database. A Realtor’s schedule is unpredictable. Whereas an assistant can have a consistent schedule which makes it much easier to do the important growth building tasks week after week.

Millionaire Realtor Breffni McGeough says, “If you’re task-driven and you get your tasks done, then you don’t have to worry about commission because people come to you.”

The second leverage you can setup is technology. Most critically, lead-generation technology. Tried and true activities like door-knocking and mail-out campaigns work. But they are painful. These activities demand your time on the street and you have to go one-by-one. The system we’ve designed enables you to do this in much better way.

StreetText leverages Facebook to digitally door-knock on thousands of potential home buyers and sellers, everyday. While you are busy closing deals or following up with an inquiry, StreetText is working on your business. When setup our technology is working on your behalf generating new business – putting you above the clouds.

If you don’t have a steady stream of incoming leads you need to stop everything you are doing and start generating them. It’s the lifeblood of every real estate agent. And it’s something you need to do really well.

~ Gary Keller, “The Millionaire Real Estate Agent”

Why online leads are way more likely to work with you than you may think

Would you agree that it’s worth focusing your marketing time and money where real estate business comes from? I think most people would agree with that.

According to Realtor.org real estate clients come from 3 main sources. (2014 Profile of Home Buyers and Sellers)

Referrals, client database, and lead generation.

Here’s a quick breakdown of where home Buyers and Sellers clients came from in 2014.

Home Buyers:

1. 40% of home buyers found their agent through a referral.

2. 12% of home buyers worked with an agent they had used before to buy or sell a home.

3. The remaining 48% of home buyers were available through lead-generation marketing.

Also noteworthy:

Two-thirds of buyers only interviewed one agent before choosing their agent.

88% of home buyers reported that they would recommend their agent.

Home Sellers:

1. 38% of home sellers found their agent through a referral.

2. 22% worked with an agent they had used before.

3. The remaining 40% of sellers were available through lead-generation marketing.

Also noteworthy:

70% of home sellers only contacted 1 agent.

83% of home sellers reported that they would recommend their agent.

But how well do online leads convert?

Well we’ve recently released our survey of 5000 online leads generated for a large brokerage. The leads were tracked from capture to the conveyancing office. Of the 5000 leads generated, 3500 were Buyer leads and 1500 were Seller leads.

The results of the study showed that 678 of the leads closed a transaction at the brokerage within 12 months.

Here’s why it works for busy agents

Busy agents usually have a few things working for them. They have an assistant or tools that help them stay in touch with their client base (database). Secondly, they have a drip-email system to nurture their leads. Also, they tend to be generating some leads through various forms of marketing already.

Busy agents can leverage these existing systems to make online lead generation a good fit for their business. Isaac Verge, a high performing agent based in Windsor Essex Ontario, implemented StreetText in his business. Isaac has good clients and a good reputation in his community. But in his own words, “I decided that the risk of using the advertising budget I was currently spending to try something new would be small.”

Isaac’s assistant does all initial follow-up calls to his prospects generated through StreetText. He then goes to the booked appointments. By working with his assistant he is able to leverage his time much better. As far as results go, Isaac says, “With StreetText I have had more positive contacts with buyers and sellers and it hasn’t cost me anymore than I was spending already.”

Conclusion

Digital door-knocking (online lead generation) offers one of the greatest opportunities for Realtors of this generation. This is going to be the difference that separates real estate agents who put in place digital marketing from the rest.

StreetText is for people wanting to seriously grow their lead database list. It is an automated system that generates leads with really good marketing. The benefits of StreetText will easily help you get in front of new buyers and sellers, capture leads, meet prospects and advance your business.

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On Marketing On Real Estate

How to grow your real estate business month over month

Coal Harbor Vancouver

“You cannot be a spectator to opportunity” – Lance Schafer

Standing on the stage during an award ceremony is a great opportunity to celebrate the achievements you made during the prior year.

A career as a real estate agent has many benefits – namely a flexible schedule, the freedom to be your own boss, and good commissions. With those benefits comes competition. While not everyone loves it, I appreciate competition. It’s one of the contributing factors to the improvement in our quality of life over the past 100 years. Professionals competing with one another to provide better quality service and products. In turn everyone benefits.

However, competition can be daunting. Looking at the stats of some of the biggest names in the business can seem mythical rather than motivating. Even worse, is seeing a new guy stacking up the awards in just a few years. What is their secret?

Before we get into their secret, lets talk about mindset. Gandhi once said,

“The future depends on what we do in the present.”

A few years ago I heard of the concept of future and present self. To put it plainly, our present self is what we actually do and our future self is what we think we will do. Gym memberships work on this principle. I think I’m going to work out 3 times per week for the next year, because my future self is awesome. So I signup to a gym membership. Turns out that my present self doesn’t agree and in the end the gym pass goes unused.

Some people have figured out how to use this concept of future/present selfs to our advantage. For example, one company asked their employees if they could save money. Unanimously everyone said, “no”. So they asked them if they could save some money in the future. You guessed it, everyone said, “yes”. So the company started a program where their employees could opt to have 10% of their paycheck deposited into a savings account of their choosing. One year later their employees were saving more than double the national average.

This future/past principle can work for you as well.

In his book, As a Man Thinketh, James Allen writes that “All that you accomplish or fail to accomplish with your life is the direct result of your thoughts.”

Often the toughest critics is us. Subconsciously we put up walls. Fortunately, we can choose to think differently. Everyone has the power to silence their own self critic. If you hear a negative thought like, “Well of course they can do, they have [ fill in the blanks ]” change it with, “That’s encouraging, if they can do it… I can as well.” Changing one’s thoughts motivates oneself to find a solution to the inevitable next question, “Now how do I go about doing it?”

This comes to my final point, before we get to answer the question “How do these competitors rise so quickly?”

Can you meet or beat last months sales? If you did it last month, can you do it again this month? Maybe it was your worst month of the year, so it’s easy to know you can do better. Maybe it was your best month of the year and meeting it will be enough of a challenge. The point is, rather than focusing too much on where you want to be, focus on doing as well or better than you did last month. Do that month after month and you will be surprised where that takes you.

Okay, finally let’s get to the most important part. What are these guys doing?

Darryl Reuter, a Realtor out of Kelowna, (yes I’ve written about Darryl a lot) is doing really well. But he wasn’t always this busy. He said he always knew that the top producers in his market were doing something to be consistently busy, but he wasn’t sure what. They do 3 things.

1. Referrals

2. Repeats

3. Leads

Every time they close a sale, sell a home, find a great deal for their client … they ask for a referral. “I really enjoyed working with you, do you know of someone else who is considering buyer or selling?” They ask this question every time. If someone doesn’t refer you, well it’s a good indicator of how well you served them.

Add your previous client base to your “stay in touch” list. Send birthday cards, holiday cards, you name it. Make it a weekly task to send out cards on Monday for the next weeks events.

Finally, once you have the previous 2 activities part of your normal weekly process – then you are ready for lead generation.

Lead generation requires weekly email nurturing, follow-up, phone calls and time looking at properties. It takes work and time for a lead to mature into a client. That is why agents who have the first 2 systems down do really well with lead-generation. Lead generation adds consistency to business. It fills in the gaps between a referral, repeat client or a lucky introduction. Furthermore, lead-generation is repeatable and a good system can be reinvested in to produce more results.

We do offer an excellent lead generation program through Facebook. However, I advise you to get the first 2 systems down first. And most importantly, do whatever you can this month to meet or beat last months numbers.

Have a great month and look forward to hearing your thoughts in the comments.

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On Motivation On Real Estate

20 Mile March to Success

Success Motivation Hike Photo by Zach DischnerBefore I go to bed at night I iron a shirt or two, I constantly do this Sunday through Thursday night as part of an evening routine to set in motion the following day.

Because this has become a habit, once I start the process my body and mind immediately go into the sleep routine and I just follow the steps all the way to bed like clockwork.

Also I mentally prepare for success the following day. For my job I do not need to wear dress shirts. So why would I bother spending the time to iron them week after week? Because I take what I do seriously, and I remind myself of it each night before I go to bed.

When my alarm goes off at 5.30 my subconscious knows it is “go time.”

I hate ironing though and often I have to iron 2 shirts a night to get the job done by Thursday evening. So when I am feeling “more in the mood” I often want to iron as many as I can in one evening, saving me work later in the week. However this would be a mistake…

The 20 Mile March

In 1911 Roald Amundsen and Robert Falcon Scott set out to make history. They both wanted to be the first explorer to reach the South Pole.

As you can imagine the trip was treacherous and cold. Both men however had very different approaches to how they would accomplish the task.

Amundsen stuck to a specific routine. He would travel 20 miles per day, in good and bad weather. It was tempting for him to push hard on the clear sunny days, but he restrained his team.

Where he felt the most difficulty in this restraint, was the knowledge that his competitor may use every opportunity to press ahead when he had stopped. However he stuck to this, and even in the worst weather his team pressed ahead to achieve their 20 miles.

Scott in contrast pushed incredible hard on the clear days, he would push his team to exhaustion. And on the bad days he was known to write in his journal that he could not imagine any man venturing out in the bad weather.

Amundsen however was out in that weather on his 20 mile march.

It is worthy to note that there were a few days that not even Amundsen would travel. However by the time he reached the North Pole he had on average travelled 15.5 miles per day, 360 miles ahead of Scott.

Scott had no daily routine and as a result he kept slipping further and further behind. By the time he reached the South Pole, a month later, he was discouraged to find a flag already in place.

By this time Amundsen was already 500 miles ahead on his return trip.

Scott and his entire team perished on the way back.

For more on this read Jim Collins book Great by Choice

In your Real Estate business, it is important to remember this key principle.

The 20 mile march:

  • It sets in place good habits
  • Helps maintain momentum
  • Allows you to take on the right amount of work at the right time
  • Allows you to work within the recourses that are available
  • Helps you win in the good times and the bad times.
  • Keeps your growth constant
  • Helps set balance within the company and within yourself
  • Is measurable

Practical Use:

This of course can be a challenge. “Make hay while the sun shines” right!

How many Realtors do you know that go up and down like a yo-yo? Exactly for that reason, Realtors work on the business under their nose and hustle until they are exhausted. Suddenly things change and now that same agent goes through a dry spell while they try to find ways to drum up new business. This cycle of course further confirms in that agent’s mind to work super hard again when the sun shines because they “need it”.

Rather than working smart. Doing what is required each week without crashing and burning, and in turn seeing long term growth and success.

Compare the above example with a Realtor who sets a weekly habit of what MUST be done. And includes in the week to run a Marketing program to attract new leads.

When the sun shines and things are getting busier the Realtor does not hit the brakes on the marketing or the follow-up required. Instead, this Realtor either hires on help to handle the increased work load or chooses to pass on some more time consuming “deals”. Never forsaking the “boring” weekly tasks.

As the sun goes behind the clouds and most Realtors are panicking for business, this Realtor is doing business from the leads he has been generating week after week. In fact his database is so large that he has brought on another full-time agent to help grow his business.

This is the 20 mile march.

It is not glamorous and can often be boring to follow, however it recession proofs the agent’s business and sets in the weekly required tasks to be successful in the long term.

Hope you find this useful.

“How you spend your day, is in fact how you live your life.”

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On Marketing On Real Estate

How to add rocket fuel to a flat lining Real Estate business

Rocket launch - Photo by Steve Jurvetson

There are some really good Realtors out there, maybe you are one of them. And you are wondering, why is it that my business isn’t growing as fast as it once was?

If your business is flat lining, or it’s growing at a steady pace, and you want to take it further – I’m going to show you how to do exactly that.

Gary Keller says that there are 3 things every Realtor needs to work on: Listings, Leads and Leverage. It’s true, work on those three things and your business will grow. But, we can’t forget the underlying reason that allows everything else to work.

Your reputation.

Reputation is like the soil. Plant anything in bad soil and it won’t grow. There are some agents that are only after a quick sale, we’ve all met one (or two) in our day. These agents burn their relationships with their clients and other agents. They may see success for a short while, but it doesn’t take long before they are changing careers.

A solid reputation is built by putting your clients first, fighting for their best interests, and following up with simple thank you cards and house warming gifts. I was having a conversation with the owner of a business last week. He’s purchased and sold numerous properties. He surprised me with a remark he made, “I won’t be using that agent again, he didn’t go out of his way for me, not even a thank you card that said, ‘I know there is a lot of choice out there, thanks for using me.'”

Reputation is established with how we start – and end – our deals.

If you have a solid reputation in your community then what I am about to tell you will pay dividends.

Businesses usually flatline when:

1. They have existing clients and are serving them well, but no new clients are coming in the door.

2. They have a healthy business – are working on systems, have an assistant, are asking for referrals… but their costs have grown with the additional deals they’ve made.

How to add rocket fuel to a healthy business:

1. You need to inject new prospective clients into the mix.

When you have fundamental systems in place, like good follow-up, an admin, and referral systems, you are in the perfect position to accept new prospective clients.

Here’s why.

Systems give you leverage. When you get a new lead, it’s pretty hard to follow-up and still show homes and serve your clients when you are a one-man or one-woman band. Some agents remarkably can do this really well, but they are the exception. Usually what happens, is the existing clients get priority. The house sells and lo-and-behold there are no new deals in the pipeline.

With systems your admin can do the follow-up calls, book appointments to view homes, and/or send CMA reports. Assistants enable you to be on the road with your clients while the important daily and monthly tasks continue to get done.

At some point you may have that Aha moment. Suddenly it makes sense why some agents seem to be growing so quickly while others not.

Garry Keller says, “If you don’t have a steady stream of incoming leads you need to stop everything you are doing and start generating them. It’s the lifeblood of every real estate agent. And it’s something you need to do really well.”

What he doesn’t say is that it takes a lot of work to follow-up with each lead, add them to drip-emails, and send bi-monthly nurturing emails. This is why agents that have assistants are able to be waaaay more successful with this strategy.

2. You need to re-invest back into marketing that works

You may use any number of techniques to generate inquiries. Likely you’ve invested into your website, print ads, web banner ads, TV, radio, flyers, billboards, bus stops,… the list goes on and on.

When one of the channels attracts a prospective client and they turn into a deal, take a percentage of the deal and re-invest it back into that same form of advertising. What you are doing is adding nutrients back into the ground. Again the soil analogy.

If it worked once and you invest back into it and it produces again.. you now have a strategy that you know you can rely on to get more deals and grow your business.

3. Look at strategies other Realtors are doing that are working

One thing I learned about Real Estate early on is that Realtors that have good strategies tend to be quiet about them. This can be a bit frustrating for other agents who are trying to learn about good strategies to grow their business.

Fortunately, I interviewed Top Producing agent Isaac Verge here and asked him some questions about what he’s doing to grow his business.

4. Most importantly, invest in Facebook farming

Full disclosure: StreetText provides Facebook farming. That said, I am a huge advocate for it for another good reason. I’ve been working in online Real Estate marketing since 2008 and I’ve seen nothing that has even come close to being as effective as Facebook at generating prospect introductions.

In 2009 I worked with 2 agents to create a website that was specific to a local real estate development. In the end it worked well for the agents and provided a good return-on-investment. I’ve designed and created funnels with paid banner ads running on local portal sites, run inbound blogging strategies across networks of real estate sites, worked with Youtube listings, Twitter and LinkedIn postings. All of which were effective in their own way. But, none of them come close to what Facebook farming is providing.

In conclusion:

A flat lining business is a good thing. It means you are doing a great job of servicing your clients and your priorities are where they should be. Having systems in place that generate referral and repeat business are extremely important. The best part is that these systems will enable you to run much more effective lead follow-up campaigns.

If you would like to learn more about how StreetText’s Facebook Farming strategy can help you add consistency and growth to your business, click here to visit our product page.

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