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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.

Dave-6
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?

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On Marketing On Motivation

Are you a leader?

Leader
Are you paving the way?

 

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.

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On Marketing On Motivation On Real Estate

So you want to be a Top Producer!

So you want to be a Top Producer?

Daily decrease - Bruce Lee Quote

In 1992 a young man put together his life savings of 12,000 to rent a theatre to showcase his first play. One that he produced, directed and acted in. He had hoped to bring in 2000 people… only 30 showed up, and he knew them all.

However he did not give up, he continued to work odd jobs to fund the play again the following year, where the same 30 people showed up, and the year after, all the way till 1998.

This man however came from a childhood that was riddled with hardship and even getting to this point was, in many ways, a success. But it did not feel that way. He did not think he was even going to live to see 30. And yet he continued on.

In 1998 people came in droves to see that play and today Tyler Perry is worth over 400 Million.

What can you learn from Tyler Perry’s experience? I can assure you Top Producers do not chase silver bullets.

If you are feeling stuck in your Real Estate career and deep down you have this dream, but the dream has not come to pass, then this article may be helpful to you.

Whatever that dream may be, I will share with you a couple principles to follow to help make your dream a reality.

Tyler Perry did not give up after years of struggling to survive, you must hold the course and further more you must believe in the process. You must think long term.

Too many people jump from one thing to the next, trying this then trying that. Those with successful businesses, that have additional capacity, can often try many things at one time. But before you reach that place the “try this – try that” mindset will hinder you.

Tyler wrote “I only focused on the one play, and I continued to water the seed I had planted. Too many of my friends were trying this and trying that. Watering as many seeds as they could. But there is not enough water when you are spread too thin. Focus on one thing, continue to water that one thing. Water and believe, I would not stop believing. After the seed grows, then you can start to water other ideas.”

For Real Estate one of the most difficult challenges is to find what is worth watering. Especially when the result that appears most important (earning a commission) is actually holding you back from growing. Often this is because focusing on immediate results that only effect one part of your business will leave you in the same place, needing another commission. To see more on this See Jonathan’s Blog.

What do coach Brian Buffini, broker Gary Keller, and all the Top Producing Realtors have in common?

They have a powerful database of past and potential clients and leads.

If you take away one thing from reading this article today, I would encourage you to focus on your database list. Doing so will help you reach your goal.

If you have not yet started (More than 50% of Realtors have not) I would start today. And if you have started, then continue to water the seed.

Focusing on just this one task, attracting leads to grow your database, will move you into the path towards becoming a Top Producer.

Today I will do what others won’t so tomorrow I can do what others can’t

~ Jerry Rice

“But that is so boring!”

I was recently reading a blog by James Clear – How to stay focused when you get bored working towards your goals.

In the article James shares a story of a professional coach, who had trained olympic athletes. James asked him what separates those that reach greatness from those that do not. Initially James heard some of the usual responses…and then the coach said something interesting “…it comes down to those that can handle the boredom of training everyday and doing the same lifts over and over again.”

Essentially those athletes struggle with the same thing that every person does, lack of motivation and passion. However they continue to do the daily work, they continue to water the seed.

I encourage you – when you find following up with leads boring, or not fruitful – do not give up! Others felt the same and persevered and today they are Top producers. You can be one too.

Also if you email me directly [email protected], I would be happy to share with you some helpful scripts to get you started.

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