Category Archives: Agent Tools

The Disrupters: How Will They Change the Face of Real Estate?

Posted on by The Profitable Recruiter
11 Sep

by Real Estate Coach Judy LaDeur

The word we keep hearing in the marketplace is the “disrupters”.  What are they, who are they, and are they here to stay? My prediction is yes. Disrupters by their definition are an event or an organization that disrupts the flow of business as it has always been done.  They shake up the marketplace, and in some cases, change entire industries. A few disrupters that we have all seen in recent years are Uber, Airbnb, and YouTube.  They broke the rules, gained momentum, got sued, won, and almost overnight three major industries were forever changed.
Now we have some major disrupters in the real estate industry. Players who are not playing by the “rules” that we have established.  Mega-startups are presenting our best agents with huge checks which is not playing by the rules.  Companies are mad, and some are fighting back. But we have seen that in the past, so it’s not entirely new. They are offering virtual platforms, but that’s not new. Discount brokerages are popping up, but that’s not new either. So what’s causing all the commotion? I think it’s a lot of things all happening at the same time, but the real disrupters to our industry are technology and dollars — millions in private funding for the new start-ups.

Technology is being funded and fueled by hundreds of millions of dollars this year, and that is something that we have NOT seen in the past. That is the true disruptor. Why? Because we can’t stop technology from changing the face of our industry or changing the way that business will be done as we move forward. This is a change that is causing many Brokers to reinvent themselves and how they will do business in the future, while others will fight, kick, scream and refuse to budge from their position, for now.  What is different about this change is that the consumer is being educated about the new tools, the new technology, the new apps, the new transparency and the new way to buy and sell homes. This is impacting our industry at a grassroots level, which is the consumer.

Yes, there are many disrupters hitting many of you at the same time. For now, the major markets are the targets, and those Brokers are feeling it. It’s not just incentives for agents, but it’s incentives for consumers. New toys that the consumer can use to buy and sell, and that’s why I think Brokers and agents need to pay attention and up their game.

What’s the solution? Whether you are a Broker or an agent, there are three ways to keep those disrupters from disrupting your business.

#1: Build the relationships.  We are an emotion-based industry, filled with emotional agents, emotional buyers, and emotional sellers. Most people want to have that REALTOR that they trust at their side, and most agents want that Broker that they can see and talk to. As a Broker, what are you doing to build and maintain the relationships with your agents, your greatest asset? Most of them just want to know that they are appreciated and cared for. It’s also time to train your agents to build that trust and relationship with their clients and customers.  Remind them to stay positioned with their weekly emails, which are a great tool to keep positioned for referrals and repeat business.

#2: Set yourself, your agents and your company apart with specialization.  Be the expert in your geographic area, or your area of expertise or a niche. Those who set themselves apart have always survived the ups and downs of real estate and typically are the Brokers and agents at the top.

#3: Learn how to compete on value. People will always pay more for a product if you can show and prove value. I see this as the number one area that Brokers and agents should give special attention to. What is the value for each of your tools and services and can you PROVE the value?

If you are battling disruptors in your marketplace, sign up for The Profitable Sales Agent Today! Use Promo Code 50OFF to take 50% off your membership before December 1st! Click here to learn more. 

Business Planning for Real Estate Agents

Posted on by The Profitable Recruiter
26 Oct

A Framework for Success

By Judy LaDeur

Most agents spend more time planning their vacations than they do their business & their business pays for their vacation! That might sound crazy, but it’s so true. When that happens? Agents have no success track to run on which often means they get derailed.

Before we set our sights on the new year ahead – let’s take a look at the components that make for a great real estate business plan.

First, set a goal – and make sure it’s enough out of your comfort zone to be a stretch. That’s where the magic is. Secondly, get an accountability partner. That’s someone you like, respect, and are willing to listen to when they ask if you’re on track or off for that goal.

Next?

Work in reverse:

  • What is your income goal?
  • What is your average sales price/ commission received per closed sale?
  • Divide that to determine how many closed transactions you need.
  • How many listings and or sales? 60/40?
  • If you need 20 listings to sell and close, how many listings will that be?
  • How many listing appointments do you need?
  • How many buyers do you need?
  • How many showing appointments?

Calculate Your Action Plan:

  • If you need 20 listings to close and 5 usually expire unsold, you need 25 listings.
  • If you list 1 out of 2 listing appointments, you need 50 listing appointments this year.
  • Based on 50 weeks of work, 1 listing appointment each week.
  • How does that compare with last year?
  • What activities will you do weekly to generate at least 1 listing appointment?
  • Just listed/just sold postcards, marketing, networking for referrals, expireds, FSBO, etc.

Create Your Action Plan:

  • How will you increase your sales skills this year?
  • Which seminars or educational events will you attend?
  • What new activities will you do?
  • How will you reward yourself or others?
  • Some agents have a “minimum goal” and a “aggressive goal”.
  • The top agents always do what they do best and delegate everything else.
  • Your highest priority should be staying in front of potential clients.

Using this framework, you should begin to build a solid plan to hit your goals and thrive in the next twelve months. Profitable Sales Agent Members, be sure to Log into your accounts and check out the webinar on demand on business planning that we posted last week. It will walk you through this framework, and you’ll also find a downloadable business plan on the home screen for October.

Not a member? Start building your business to be a PROFITABLE one today!  Register for www.theprofitablesalesagent.com today with promo code 50OFF and save 50%. 

 

 

Be a Student of Life and Business

Posted on by The Profitable Recruiter
11 Sep

In Step With Career Agent Leonard Giarrano

by Julie Escobar

One of my dear friends in this business is a fellow by the name of Len Giarrano. We met in New York years ago and he’s just the kind of businessman you want to pull up a chair next to and let his wisdom and sage advice wash over you. He was kind enough to share some of his insights with our readers.

Here’s a little of what we learned:

Q: Thank you, you my friend. Can you start by telling us a little about you?

A: My name is Leonard Giarrano.  I started my career as a Hotel and Restaurant major, part-time community college restaurant management and marketing teacher. I found myself wanting a career and practice that I could help facilitate the interests of others like my Dad in his law practice.  At the same time, I wanted a vehicle to develop my own personal wealth.  Creating Wealth by author Robert Allen inspired me with its promised nuts and bolts of real estate for building wealth. And that led me to real estate, and I’ve never looked back.

Q:  Most agents coming out of real estate school have high aspirations and goals, but lack clear direction on how to even get started. What would your top three pieces of advice be to head them in the right direction?

A:  The master appeared as this student was ready.  I found a real estate office that had a spaced-training program that had recipes that I could apply myself to and get the foundation of listing and selling real estate in a defined area. Emphasis on a planned listing presentation chalk full of quality service techniques far and above the efforts of other agents.  You are going to WOW them with crisp, prepared professional presentation. Get high-quality business cards.

Q:  What common misconception do you think most agents have in terms of making it in today’s market and what myth-buster would you share with them?

A: Bottom line?  Real estate is about relationships and listings are (and always have been) the name of the game. Read Robert Allen’s book Creating Wealth, for some sound fundamentals.  Also, note that buyers will come as you build a practice from listings. Inspect what you expect as product knowledge is the fuel for confidence.

Q:  Building a Book of Business is one of the smartest things an agent can do, yet so many agents instead continuously “chase new business”. What advice do you have for building a strong sphere of influence?

A:  Get a personal core list of people you know and could pop by to say hello to for referral.  You will need an annual calendar and thank you notes.  Start a geographic community to focus on. Find an active market in both price point and volume as an area to focus your efforts.  There is a seller in that enclave that needs the services of a professional agent. A printed listing presentation that you share at the seller’s kitchen table with visual support materials will walk the conversation towards your representation. Raising the seller’s consciousness to the task ahead builds the needs of your service.  I am happy to share my 25-point listing presentation with anyone who asks.

Q:  That’s generous Len! Prospecting is a crucial component for agents (new and experienced) – what tips would you give someone new to the process?

A:  Get a foothold, identify an active real estate community of homes as a farm. Take a six-month snapshot of homes available listed and inspect those.  What is in-contract and 180 days sold?  Find an office agent that has a listing there.  Volunteer to run two weekends of open house.  Send a mailing campaign to invite people to the open house. Hand write an invitation to the immediate neighbors.   Develop a thick flyer to show your effort far and above the other local agents’ handouts. Buy 110-pound paper stock for 1st page of the flyer.  Next, 28 or 32-pound paper for remaining pages. Buy a tri-level clear plastic flier rack. Up front is the thick flier, next fliers on area info, schools, shopping etc. last and not least have pre-printed contracts (full price filled in) and all disclosures high-lighted printed on 28 or 32-pound stock. Snacks and bottled water for the open house and York Peppermint individual wrapped candies add a great finishing touch.  Collect as much information as you can and be sure to add those folks to your new database so that you can continually stay in touch.

Q:  Follow up is where a lot of agents fall short. Do you have any strategies for helping agents get over the fear of the phone and following up?

A:  I’m old school, so my first inclination is to say watch an old episode of Columbo. He was a master at follow up! Or just always look for something that is a fair trade item to get back in touch with all that you meet.  Example, you can offer entry to a drawing, local school information, a free survey, market analysis, home component content such as tips for their HVAC or even their home tech system.  Local restaurants and businesses can even supply you with coupons to send.  The key word is communication Share the item with an “As Promised” message which subliminally lets them know that you keep your promises

Q:  Any business planning tips that you think would be important to share?

A:  Schedule your prospecting and personal time off.  Early to bed and early am with some exercise, all in writing and in an obvious space for your and those that are part of your efforts to see what is on the menu for your shared success. I’ve also had great success with local small builders.

Q:  What are the top 5 tools or sites that you would recommend to new agents just starting to build their business and marketing platforms? 

A: Professional dress appropriate to climate, polished shoes, pressed clothing. Gals dress carefully look up Barnard University, a collegial fashion. Dress for success is a great primer. Equipment: Black or cordovan color, leather or vinyl letter or legal pad with pocket. Silver or chrome ballpoint pen, 25’ tape measure. Three-ring notebook with divides (three-hole punch). Dividers define priorities, year, month, at a glance, one-page worksheet for each day as a day planner. Next section seller leads, next section buyer registrations other sections to organize activities.  This book is your office. Two-hole punch and file folders with two dividers for your listings. Start a file on serious leads gives you an assumption to the listing.

Q:  Any last bits of advice for agents to take to heart?

A: This exciting and rewarding career is a practice so crush the fundamentals, own them. Invest in real estate to build your pension and retirement. You are ten years to a net worth of a million.

Q:  How can our reader’s best connect with you to share their success and referrals?

A:  Direct 941-724-0690, text to see if I can spare a conversation with you and give you the attention you need, e-mail an outline of questions you wish me to discuss with you. Leonard Giarrano, Associate Broker, RE/MAX Alliance Group, or email me at LVGiarrano@hotmail.com.

 

 

 

 

 

 

 

Agent Success Tips and Scripts to Share

Posted on by The Profitable Recruiter

From Real Estate Coach and Speaker Judy LaDeurreal estate coach Judy LaDeur

By Julie Escobar

Caught up with my friend and dynamo speaker Judy LaDeur to find out just some of what is making her new talk, How to Successfully Sell or Acquire a Thriving Real Estate Business, is getting so much attention worldwide.  What we came away with are some very valuable tips and scripts for competing in any market AND creating a salable book of business.  Share these with your agents — and even consider a round-table discussion to light a fire under agents who need to get on track and stay there!

Q:  Judy – we’ve both seen way too many agents leave this business after years and years of hard work with not much to show for it.  The bottom line reason? They spent too much time chasing new business and not enough time building their base.  What are your thoughts? 

A:  You’re right Julie.  One of the first things I tell agents is this: “If your business is not currently set up in a contact database management program, then the answer is probably NO.  To leverage your business and take advantage of this particular program (and have the ability to sell your real estate business at some point in the future) – that is the first thing you must do.  The program you select should have the ability to set up several categories and to place your clients into more than one category. The more categories you have, the more valuable your business will be.

The more people that you know and that you add to your base, the more valuable your business is when you decide to retire, relocate or leave the business for any reason. With regard to your database while you are still selling real estate, the more names you have, the more successful you should be if you work the system properly.  This is a relationship business, and your job is to build and maintain relationships on a daily basis. Your best sources of business in any market are the people you know.

A recent survey showed that 87% of people surveyed reported that they definitely would usetheir agent again, but didn’t because they can’t remember who they are or how to find them!”  Now ask yourself – is that YOU?

Q:  Great advice Judy.  And now’s the perfect time to get all of that data into a database.  I know that you always tell your coaching clients to delegate what they can, and inputting data would be a perfect job for one of the many college kids out of school right now-right?    How often do you recommend agents stay in touch with their sphere and farm?

A:  I’m still a firm believer in direct mail and layering your marketing. (Postcards, newsletters, email, handwritten notes.)  I tell agents to stay in touch 12 times per year with something of value in writing! Something tangible in their hands each month as well as actively engaging folks on your social media as well as personal contact is a winning formula!

12 Times per year send: 

  1. Newsletters that tell of your success and results with homeowner tips
  2. Social Media postings (and ways for them to find you on social media)
  3. Just Listed/ Just Sold postcards to your entire database
  4. Send information on the real estate market in general – neighborhood update postcards are great for this

See your past clients and sphere of influence at least twice per year.

  1. Stop by and visit when you are in the area
  2. Client parties 1-2 times per year
  3. Schedule lunch with clients who are great for referrals and encourage them to invite a friend to join you

Send personal notes 4 times per year.

  1. An update on the value of their home
  2. A thank you note for a referral
  3. Thanks for listing or buying your home with me
  4. Just writing to say hi and to see if you have anyone who could use my services

Talk to your clients at least 3 times per year. Here is a sample script to stay in touch with your clients.

Hi…this is (name) with (company name). I hope you and your family are well.  Do you have minute to talk?

Many people are curious about today’s real estate market. I was wondering if I could help you with any real estate questions you might have at this time?

Are you curious about the value of your home or perhaps you might have some questions with regard to what is going on in your neighborhood pertaining to market times, prices, etc.?

Are you looking to sell your home sometime this year?

As you know… I want to be your resource for everything real estate related.  Please call me if you ever have any questions.

Hi (name)…..my business is based on referrals from great clients (friends, people) like you. So before I go, can you think of anyone you know who might want to buy or sell a home now or in the near future?

I appreciate your help and if anyone should come to mind please don’t hesitate to call me! Thank you!

Q:  Great stuff Judy – and agents always love scripts!  We appreciate it!  What else should agents know to solidify their success in this competitive market? 

A:  I would tell them to remember the 10% rule.  10% of the number of people in your base of business will give you business or refer business to you every year if you ask for it. So, for a base of 500 people that would be 50 sales/referrals each year. Treat your past clients and centers of influence with respect because they are an asset that will allow your business to grow, and more importantly, will increase the value of your business when it is time to sell it!

Thank you so much Judy!  We are on the same page!  We always share the 3-7-27 rule of marketing with agents.  It takes 3 contacts for folks to remember your name, 7 to put your name with your business, and 27 to brand yourself in their minds.  Most agents stop making contact after 2 ‘touches’ — most transactions happen after 5!  There’s no time like the present to work ON your business not just in it!  

Want to learn more about Judy’s hot topic, How to Successfully Sell or Acquire a Thriving Real Estate Business?  Visit her site today at www.judyladeur.com!  

How to Create CUSTOMERS for LIFE

Posted on by The Profitable Recruiter

From First Contact to Closecustomer for life

By Real Estate Coach Judy LaDeur

To make it in this business for the long haul – you need to build a referral base. And that process?  Starts with the very first contact. Every person that you meet is a potential client, even if they currently know another agent. I always asked everyone that I met if I can send them my homeowner tips and ideas each month. They rarely say no. A NAR survey showed that 87% of all homeowners surveyed were happy with their agent and would use that agent again IF they could remember their name! That’s sad but true. I would say that 9 out of 10 times that I ask someone that I meet who sold them their home, I get the same response. They were really nice, but just can’t remember who they are. I have found that repetition of marketing materials, combined with personal contact, is the #1 thing that you can do as an agent to not only have those you know do business with you, but it’s also a great source of ongoing referrals.

When I started in the business, many years ago, I was “thrown in” and told to “hit the phones”. No one told me what to say or what to do. That has changed, and today’s agents have more training than ever before. Here’s the million-dollar question: If there is more training today than ever, why are so many agents still struggling to earn a living? Perhaps they are not doing the basics. This is a contact business, and if you are not selling or listing a home, you should be looking for someone who wants to sell or list a home. It’s just that simple

What does your pipeline look like? Your pipeline consists of the total number of active listings, combined with the number of buyers that you are working with, plus any prospects that you are currently talking to about listing their home or buying a home. You should have 25 people in your pipeline at all times. How many do you have right now? If it’s not at least 25, then it’s time to hit the phones!

Once they are your client, stay in touch weekly, providing reports and feedback to insure that they are happy. Most clients want results. Results require honesty. Is the home priced too high? Does it need staging? Our job is to deliver the “tough news” in a way that they appreciate and understand. I picked up many expired listings, through referrals, and each time it was the same scenario. They needed a price adjustment and staging or decorating. They were always willing to do what was asked, when they knew that it was the key to getting their home sold. If they were not willing to do what was needed to sell their home, I was not the right agent for them.

Happy clients are clients for life if you get the job done and stay in touch after the sale. If you stop chasing all the NEW commissions and focus on building a strong book of business.  If you put each and every customer and contact in a database that you can stay connected to week after week, month after month.

If you’re an agent who wants an easy, comfortable, effective way to stay in touch, visit www.TheProfitableSalesAgent.com and sign up for our weekly newsletters, training, social media tips, and agent tools. They weekly newsletters are perfect for staying connected in a way that positions you as a resource people can trust. They are filled with lots of great messages, tips for homeowners, and calls to action. If you’re a broker who wants to help your agents get on the fast track to successfully staying in touch, invite them to do the same. In fact, register in the next 45 days and take advantage of our 4th quarter special! Use promo code 50OFF any agent membership and save 50%!

If you follow these simple steps and you’ll have happy clients from first contact to close, and a source of referrals for life.  You’ll end up with a lot of great new friends too!

COACHING TIP OF THE MONTH: MAKE THE CALL 

There are many agents who take the listing and then don’t communicate with the seller because they have no idea what to say.  Here’s an idea: Contact each of your listings, without fail, every Tuesday.  If there has been absolutely no activity, simply tell them that.  Generally, though, even though nothing has happened with their particular listing, something has happened in the neighborhood.  Whatever it is, tell them and, if appropriate, discuss a price reduction. Studies show that sellers want lots of communication from their agent, so stay in touch and you will see that they are more likely to work with you to get it sold.

Start communicating effectively today!  Register for www.theprofitablesalesagent.com today with promo code 50OFF and save 50%. 

    

The True Value of Agent-to-Agent Referrals

Posted on by The Profitable Recruiter

An Interview with Top Agent Keith GroganKeith Grogan

By Julie Escobar

Networking in our business is a powerful thing – not only to continuously grow as a professional, but for the ability to connect with some very cool people.  I was fortunate in the last week to touch base with one of my favorite agents to follow online Keith Grogan.  He recently shared some valuable tips for agents about the real importance of nurturing those valuable agent-to-agent referral relationships – and how many agents fall short.  It was timely and on-point, and he was gracious enough to sit down for an interview to share his experience.  Here’s an excerpt from our interview:

Q:  First of all Keith – thanks so much for taking your time to share with our readers!  Can you tell us a little about yourself? 

A:  I spent twenty-four years in sales management with consumer product companies, managing both regional and national sales forces with a constant focus on team building. When I grew weary of spending all of my time on the road, I sought a second career, one that would require little or no airplane travel.  After serious consideration, I found that real estate would provide the most opportunity and I loved the concept of being in control of my income knowing that the harder that I worked, the more that I would make. What a great concept! Sixteen years ago, I partnered with one of Atlanta’s premier agents, Marsha Sell, who is now in her 43rd year of selling Atlanta real estate. We have a team that support our efforts and we cover Atlanta and the northern suburbs.

Q:  Your recent online advice to agents on why it’s SO important to build a strong referral network was on point — and so timely.  Can you share your thoughts on that with us?

A:  My business partner began building her network throughout the country years ago when most agents were only looking for ways to gain more exposure for their listings. Our referral base has enabled us to avoid the peaks and valleys that many agents experience because we have a good flow of referrals coming in throughout the year.

I see many, many agents who are so focused on the short term and get so wrapped up in each transaction and making sure that they get paid that they simply never consider the referral potential nor are they adept at knowing how and when to ask for referrals.

Q:  Too often agents are unresponsive, or unreliable when it comes to managing referrals and leads that come their way — can you share how you feel they are missing a big component of their business by doing this?  

A:  Over the past year, I have had the opportunity to place more outgoing referrals than in any year in the past ten years and I have been absolutely shocked at how difficult it is to place most of these referrals. In a huge percentage of the cases, it was nearly impossible to even reach the agent. More shocking to me was that, once I did reach the agents, most of them sounded as if they weren’t too sure that they wanted to take a referral at the time. I guess that they just had all the business that they wanted!

Of the referrals that were placed last year, I only received updates throughout the process from two or three agents. If you are trusting a client, a friend, or a family member with an agent in another area, you would think that just common courtesy would dictate that they would at least update the referring agent on date of contact, date of first meeting, time frame for purchase/listing, progress reports, purchase notification, and confirmation of closing. To me, that seems very basic but, sadly, that is not being done.

When I find an agent who is enthusiastic about a referral and who communicates effectively, I look for opportunities to give more referrals to that agent.

Q:  You have a LOT of social media fans for your terrific sense of humor and terrific posts.  You shared with me why you made the shift to humor – can you share that with the readers? 

A:  I had volumes of inspirational and motivational quotes and cartoons that I accumulated and used often during my years in sales management. In my early days on social media, I posted only inspirational, motivational, and informational posts. When the market changed a few years ago, I realized that most of my Realtor friends throughout the country were trying to stay afloat in uncharted waters and nobody was having much fun. I decided to shift the focus of my posts and, since that time, my goal is to bring a smile to at least one Realtor’s face every day.

Q:  I’d say you succeed in that goal every day Keith!  Now, if you had to give your best piece of advice to a new or experienced agent in today’s market – what would it be?

A:  Build your database, maintain your database, and work your database. The longer that you are in this business, the more of your business will come from your database. When you work your database and communicate properly with your database and sphere of influence, you can reach a point where you find that you are getting more clients, more listings, and making more money and you will find that you are working less to secure new business.

Q:  How can readers connect with you? 

A:  Keith Grogan, The Sell Team, Coldwell Banker Residential Brokerage,

www.facebook.com/KeithGrogan.TheSellTeam, www.twitter.com/SELLTEAM, www.sellteam.com.

Awesome stuff Keith – thank you so much for your insights and ideas.  You are a terrific example of professionalism and high standards in our business – and one heck of a funny guy to follow!  If you haven’t connected yet with Keith, follow his Facebook page today.  He’s always on point!  While you’re at it, be sure to connect with us there as well!

Being a PROFITABLE SALES AGENT means doing things sometimes in unexpected ways.  It means staying in touch.  It means developing those powerful relationships with other agents that will earn you a great reputation – and bottom line referrals.  Want to learn more about being a strong agent?  Stay tuned right here and become a Profitable Agent Member Today! Join in the month of February and take 50% off your membership with the coupon code 50OFF! 

Webinar On Demand: Strategies for Today’s Agents

Posted on by The Profitable Recruiter
13 Dec

We had an awesome group last week for our end of the year webinar where we shared the top five things agents should be doing right now to set themselves up for success in the new year. We also took a look at some of the best insights, tools, ideas and strategies that our guest speakers this year shared with us as well.  We hope you enjoy this webinar on demand.

Join us today and take advantage of our special offer of 50% off with the promo code 50OFF any 6-month or annual pro membership.  That’s 50% off everything you need to be in the right place at the right time when buyers are sellers are ready to make a move. 

 

Four Easy Listing Tools to Use This April

Posted on by The Profitable Recruiter

How to Help You Soar Past the CompetitionCompetition

By Real Estate Coach Judy LaDeur

April is the month to set yourself apart from the competition in the marketplace! The decision as to who to list with can be a daunting one for many sellers. Every agent will offer the basics, but the best agents have discovered that the easiest way to knock out the competition is to offer something that other agents do not offer, and that sellers want!

What do sellers want? They want to sell their home faster and for more money! For the month of April, we will feature a different tool or technique to give you the “leading edge” over your competition each week such as…

  • Pre-Listing book
  • Staging Tips
  • Solid Marketing Plan
  • Photography Tips

We’ve placed these tools and the collateral in your platform for your agents to use. We will also give you the tools that you need to compete.

The Profitable Sales Agent is a marketing platform filled with tools, tips and weekly e-newsletters, designed to keep you positioned with your clients and customers for life.  Each week you get a newsletter with valuable info for your clients, motivational quotes, social media tools, DIY tips and an action step for you, the agent, to stay ahead of your competition.  We also host an agent webinar each month in which we feature top agents from all over the world who are crushing it in their markets to share what they are doing differently.

A recent NAR survey shows that 86% of buyers and sellers would use their agent again IF they could remember who they are, or could remember where they work! The #1 way to dramatically increase your income, this year and every year, is to stay positioned with those who already trust you and the service you deliver.  It could not be easier with this newsletter which can be sent via email to your clients, weekly, bi-weekly or monthly.  You can also post the info to your social media page, or use it in your listing presentation.

Fire up your marketing today.  Sign up for all these powerful tools and more  at www.TheProfitableSalesAgent.com and use code 25OFF to receive 25% off your subscription. No contract, no obligation, you can stop anytime you do not see the value of this incredible program. 

Making Safety a Priority

Posted on by The Profitable Recruiter

Expert Advice from a Superstar Sales ProfessionalBarb

The topic of safety came up again this month, as I imagine it does all the time for agents all over the globe.  I was hearing a lot of rumblings from agents who were not taking as many precautions as they maybe should be for fear of meeting resistance from their sellers and buyers.  That’s scary!  There are ways to present safety precautions in a professional way, and I wanted to dive a little more into the topic.  Fortunately, I was able to turn to my social media friend Barb Erdmier to look to for some real-world answers.  She’s a powerhouse agent with a track record for excellence – and an eye for what it takes to keep agents – and clients safe in today’s often uncertain world.

We’re grateful for her insights!  Here’s an excerpt from our interview…

Q:  Barb, personal and property safety is paramount for both consumers and agents these days. What would you say are the top four ways that agents keep home sellers and buyers physically SAFE during the listing process and how?

A:  In regards to physical safety for sellers, I would have to say elimination of having open houses is paramount to safety. I explain to my sellers the reason I do not like having homes open is that we have no idea who the people are that are coming in. Nor, what their intentions are. Could be innocent or could be harmful. I inform my sellers to check windows and doors after private showings as well just to be sure all are locked. I also am finding shoppers ringing doorbells to ask sellers to view properties. I inform sellers to ask shoppers to contact me and to not let anyone into their home without an appointment. Sellers need to put all prescription medications and financial documents away during showings as well.

As for the physical safety of buyers? I would have to say top one would be to not visit properties without an appointment. It’s trespassing and they could be arrested. Also, some homeowners have aggressive dogs that must be removed prior to showings that could be wandering around outside. Seeing the property during daylight hours is always a good idea to avoid tripping and falling due to darkness.

Q:  How do they keep buyers and sellers financially safe?

A:  Sellers need to keep financial docs out of sight. Bank statements, pay stubs, checks, credit cards, tax returns, etc. Buyers need to work with a lender they can trust. Either recommended by their agent or family member.

Q:  Do you include that kind of information in your pre-listing and/or listing presentations? 

A:  Most definitely.

Q:  What extra precautions do you share with your colleagues in the industry to help them be safer in today’s world?  

A:  There are a ton of safety apps available for smart phones. Agent Safe, Personal Safety, Safer Showings, Real Agent Guard. Meeting a new client? Always get them in the office first. If that cannot happen, take a spouse, co-worker, or friend with you as an added precaution.

Q:  I spoke with my brother recently who is a retired homicide policeman and he said one of the most important things people can do is to listen to their intuition.  If that have that ‘feeling’ that something is off – to be on high alert or walk away. Developing that extra sense can be a saving grace.  Your thoughts on that?

A:  Oh heavens yes. On more than one occasion I have brought a man with me on a showing for a new client, only to have the buyer not show up. I’m thinking they drove by and saw me with a large male and kept on driving.  If for some reason I am by myself, I take a picture of the license plates of the buyer and send to my husband. I let the buyer know what I have done this as well so they know that they are being “tracked” if I may end up missing. My husband has full access to my showing schedule as does my office and assistant.

Q:  Any last words of advice for either consumers or agents — or both?

A:  The selling/buying of a home is an exciting time for all parties.  Just keep your guard up and be aware of surroundings at all times.

Q:  How can our readers connect with you?  

A:  Sure, I can be reached on my cell at 815-222-8866 or via Email at

barb@rockfordrealestate.com  or my website: rockfordrealestate.com. Also, everything social! Facebook, Twitter, LinkedIn, Pinterest, Instagram. You’ll find the links are on my website.

Thanks so much Barb!  Your insights are awesome.  Bottom line?  Safety is a priority for you and your clients.  Never miss an opportunity to go the extra step or to listen to your gut.  Stay safe friends and let us know your thoughts!

Creating Clients for LIFE

Posted on by The Profitable Recruiter

From First Contact to CLOSECLIENT FOR LIFE

by Real Estate Coach Judy LaDeur

If you are looking to build a referral based business, it starts with the very first contact. Every person that you meet is a potential client, even if they currently know another agent. I always ask everyone that I meet if I can send them my homeowner tips and ideas each month. They rarely say no. A NAR survey showed that 87% of all homeowners surveyed were happy with their agent and would use that agent again IF they could remember their name! That’s sad but true. I would say that 9 out of 10 times that I ask someone that I meet who sold them their home, I get the same response. They were really nice, but just can’t remember who they are. I have found that repetition of marketing materials, combined with personal contact, is the #1 thing that you can do as an agent to not only have those you know do business with you, but it’s also a great source of ongoing referrals.

When I started in the business, many years ago, I was “thrown in” and told to “hit the phones”. No one told me what to say or what to do. That has changed, and today’s agents have more training than ever before. Here’s the million dollar question. If there is more training today than ever, why are so many agents still struggling to earn a living? Perhaps they are not doing the basics. This is a contact business, and if you are not selling or listing a home, you should be looking for someone who wants to sell or list a home. It’s just that simple!

What does your pipeline look like? Your pipeline consists of the total number of active listings, combined with the number of buyers that you are working with, plus any prospects that you are currently talking to about listing their home or buying a home. You should have 25 people in your pipeline at all times. How many do you have right now? If it’s not at least 25, then it’s time to hit the phones!

Once they are your client, stay in touch weekly, providing reports and feedback to insure that they are happy. Most clients want results. Results require honesty. Is the home priced too high? Does it need staging? Our job is to deliver the “tough news” in a way that they appreciate and understand. I picked up many expired listings, through referrals, and each time it was the same scenario. They needed a price adjustment and staging or decorating. They were always willing to do what was asked, when they knew that it was the key to getting their home sold. If they were not willing to do what was needed to sell their home, I was not the right agent for them.

Happy clients are clients for life if you get the job done and stay in touch after the sale. If you are looking for a great tool to stay comfortably in touch, go to www.TheProfitableSalesAgent.com and sign up for our weekly newsletters. They are filled with lots of great tips for homeowners, and simple ways to stay CONNECTED.

If you follow these simple steps and you’ll have happy clients from first contact to close, and a source of referrals for life.  You’ll end up with a lot of great new friends too!

COACHING TIP OF THE MONTH

MAKE THE CALL 

There are many agents who take the listing and then don’t communicate with the seller because they have nothing good to say.  You contact each of your listings, without fail, every Tuesday.  If there has been absolutely no activity, simply tell them that.  Generally though, even though nothing has happened with their particular listing, something has happened in the neighborhood.  Whatever it is, tell them and, if appropriate, discuss a price reduction. Studies show that sellers want lots of communication from their agent, so stay in touch and you will see that they are more likely to work with you to get it sold.