how to get real estate listings

October 29, 2009

Where most real estate principals and directors fail

It’s rarely from one big mistake or reversal of fortune that leads to real estate business failures, although one is a very dangerous number in the business of selling real estate. Instead most failures come from a habit pattern of the leaders ineffectiveness in these key areas.

As mentioned by Fortune Magazine, the failure to deal decisively with people problems. Many of the real estate principals/directors I speak with often say that finding, training and keeping great sales people is a major problem holding them back from greater results. The best piece of advice I have on this subject is to hire slow and fire fast, and you should fire people at a time that suits you, not them. The chances of correcting their incompetence is remote to zero, although stubborn principals and directors continue to try. The only indispensable person should be you.

Principals and directors often fail to pay close attention to their core business and are easily distracted. In fact, most get bored with the key tasks that extract the most listings, sales and profits in their business and are easily lured away by more ‘sexy’ new ideas. Instead of looking for the next “big” thing, look to make tiny tweaks in the core results based functions of your real estate business.

What sort of functions I hear you ask.

Continually searching for new sales winners.

The way most are doing this it is little wonder they don’t do it as much as they know they should. Some of my clients have begun implementing automated systems to find, sort and qualify their sales people applications. So instead of employing someone to speak to 400 sales applicants per month and discard 396 from first interviews, the system automatically discards 95% of them leaving only 5% per month for possible first interviews. This means principals and directors are able to find more of the right type of sales people instead of wasting their time trying to help their struggling sales people turn it all around.

Increasing the number of people calling the office

This is an area most principals and directors fail to invest enough time in, trying and testing new ideas. This task alone will increase your office listings, sales and profits without even getting more sales people or even training your sales people. It is pure maths, the more “warm” prospects your sales team speak to the more listings they will get, the more listings they get, the more sales they will make and the more money and success for everyone. But before you can try and test, you need the ideas and what 98% of principals and directors have been taught or learned by looking at what their competitors are doing is a complete waste of time and money.

Building a company database fast

Most real estate offices and I am talking 98% of them are not focusing on and maximizing the growth of their database. This is a task that should be the focus of everything a successful real estate business does. If you ask most principals/directors if they want to be growing their database of contacts most will tell you they do, so why aren’t they? Frankly, they don’t know how because they have never been shown. Most old school real estate franchises implement new technology and offer it to their franchisees but this is rarely done from a marketing perspective of maximizing the office’s contact list. Instead these franchises just want their office owners to get more advertising as this helps promote the franchise. What about the profits you as the principal/director want to build you fortune?

Converting more of the prospects that contact your office into listings and sales

This can be achieved in 2 main ways:

1. Sales training, so your sales team are communicating with the prospects in more compelling ways.

2. Automated systems that follow up with your office contacts and pre-dispose those that are interested in selling to want to sell with your company, so that when your sales team call, the prospects are more receptive to them.

These are some key components to improving your real estate sales success.

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June 12, 2009

Recognizing Time Wasting Activities and How to Avoid Them

Recognizing Time Wasting Activities and How to Avoid Them

It is crucial to have an effective time management system in place to be a successful real estate agent.  Spend your time on the things that work the most for you. Whether it is getting real estate listings or working with buyers, use proven systems that work for you, and change the ones that don’t.  Think back to when you took your real estate course, and how they stressed time management systems and how important they are.  Here are some time wasting activities that you should always avoid:

1.     Not having a detailed plan in place to start your activities every day.  Implement a plan for short and long term to reach your goals.
2.    Avoid putting off unpleasant tasks.  Do them first, and get them out of the way. Your day will go smoother, and you will be more productive if you are not stressing about an unpleasant thing you have to do.  Stay focused.
3.    Not having an effective task management system in place.  Use technology and software programs to organize your tasks.   It is much more efficient.
4.    Allowing distractions and interruptions to waste your time. If you work in an office, try not to let other agents distract and waste your time by talking to you too much about non-related business items.  Be polite, but let them know that you not available to chat right now.
5.    Letting disappointment and negativity get to you.  Think positive and act positive even if things are not going your way. There is always a reason why things happen. Learn from mistakes and keep going.  Jump right back in.
6.    Working with unrealistic buyers and/or sellers.  Screen your buyers and sellers carefully to make sure they are motivated and don’t waste time on those who are not.

Committed to Innovation and Lifestyle for the Real Estate Professional

Best Wishes,

Barry Liddle

P.S. If you would like to earn and extra $60,000 to $150,000 even more in the next 12 months or less, while slashing your weekly work hours down to a normal 40 hour week, then take your FREE Test Drive of ‘The Freedom Factor’ Gold Memberhsip Program (valued at over $400) for residential real estate sales professionals, go to: http://www.listinginnovations.com/freedom.htm Now to find out more!

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May 28, 2009

Turning Your Real Estate Leads into Sales

Turning Your Real Estate Leads into Sales
Real estate lead generation is the name of the game. The object is to turn your leads into a real estate listing or a sale or maybe both.  Let’s take a look at the different types of real estate leads. Buyer leads, seller leads, for sale by owner leads, hot and cold leads.

Buyer Leads

Buyers who contact you through your website or other sources are looking for information either about one of your real estate listings, or they want to buy a home in your area and have sought you out to help them.  By screening them and finding out their motivation about how soon they want to buy and their price range, you have saved a substantial amount of time and will be able to find out if they are a hot lead or a cold lead.


Seller Leads and For Sale By Owner Leads

If a seller contacts you, the first thing you want to find out is what is their motivation for selling. If they need to relocate quickly for a job change, did they lose their job, is there an illness in the family, are they getting a divorce? This way you can determine if they are a hot lead or a cold lead.
As with buyers, you obviously want to concentrate on the hot leads first. Cold leads can turn into future sales and become hot leads later. Always keep in touch with cold leads because at some point they will be ready to buy or sell.
The same principles hold true for a for sale by owner lead.

Lead Sources
Your real estate lead generation can come from many sources depending on your real estate marketing program. Some real estate leads will come from your newspaper ads, others from your listings, your signs and open houses, your website, referrals from friends, past clients, other Realtors and vendors.
Every lead that you get should be considered a potential customer and a potential sale which may also generate a referral for you.  Think of each lead as a long-term relationship to be built upon and nurtured.

Responding to Leads
Leads should be responded to within 24 hours either by you or your assistants. Service is the most important criteria for most customers.   If you can give the lead the information and knowledge they are requesting, it will show them that you are responsive and hard working and someone they want to work with. No matter how insignificant the request may be, the customer is the most important asset a real estate agent has.

Committed to Innovation and Lifestyle for the Real Estate Professional

Best Wishes,

Barry Liddle

P.S. If you would like to earn and extra $60,000 to $150,000 even more in the next 12 months or less, while slashing your weekly work hours down to a normal 40 hour week, then take your FREE Test Drive of ‘The Freedom Factor’ Gold Memberhsip Program (valued at over $400) for residential real estate sales professionals, go to: http://www.listinginnovations.com/freedom.htm Now to find out more!

Referrals from other agents are a great source of increasing your business and should be part of your real estate lead generation business model.

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May 16, 2009

Easily Increase Your Real Estate Ad Effectiveness

Increasing Your Real Estate Ad Effectiveness

When it’s a tough real estate market and less favorable to sellers, your newspaper or Internet ad needs to stand out from the competition in order to generate favorable responses for the seller and for your business. Writing good ads will increase your real estate sales marketing effectiveness and can mean the success of your real estate business. If you are not effective at real estate marketing lead generation, you will never be able to grow your business and increase your income.

Components of a Good Ad

When writing your ad, think about how you are going to capture the reader’s attention, their interest, desire to know more information about the property and get them to contact you by telephone, email, visiting your office or coming to your open house.
The heading of the ad should contain a feature of the house that is important to the buyer you are trying to attract. An example would be if you have a listing that has five bedrooms. Obviously this is a family house and you want to attract buyers with families. So you would want to have a heading that emphasizes the number of bedrooms.

The body of the ad should have limited information so that the buyer needs to contact you to find out more information. Typically, buyers respond to ads that are in their price range or slightly higher.

Ad Guidelines

Here are some general real estate marketing guidelines for writing ads:
• Always be honest in your ad.
• Put your firm’s name and contact information, and identify that you are an agent so the public knows they are dealing with a real estate agent.
• Make sure the ad is written differently from other ads so it pops out.
• Emphasis the most desirable features of the property.
• If you have similar properties, then you can advertise them together to attract more buyers.
• Advertise in various price ranges with different property types.
• Change your ads frequently or rotate them so they don’t appear stale. Ads that are run the first time are always more effective.
• Always include the number of bedrooms and bathrooms and the price.
• The ad should inspire the reader to want more information by contacting you or requesting a showing.
• Have a mechanism in place for tracking responses to your ad. This way you can figure out which types of ads are bringing you better responses.
• Never include personal information about the owner or their motivation to sell without getting the owner’s written permission.
• Don’t use confusing abbreviations that the majority or readers will not understand.
• Don’t advertise obvious features that most homes have. Focus on unique features. Don’t advertise unnecessary information like acreage unless you are selling land.

Committed to Innovation and Lifestyle for the Real Estate Professional

Best Wishes,

Barry Liddle

P.S. If you would like to earn and extra $60,000 to $150,000 even more in the next 12 months or less, while slashing your weekly work hours down to a normal 40 hour week, then take your FREE Test Drive of ‘The Freedom Factor’ Gold Memberhsip Program (valued at over $400) for residential real estate sales professionals, go to: http://www.listinginnovations.com/freedom.htm Now to find out more!

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May 7, 2009

How to Improve Your Real Estate Negotiating Skills

Improving Your Real Estate Negotiating Skills

As a real estate agent, you are constantly negotiating with buyers and sellers, other agents, solicitors, building inspectors, and valuers . Improving your negotiating skills will improve your success. So how do you go about improving negotiating skills? Here are some general real estate sales tips regarding negotiating that you may want to follow:

1. Learn as much as you can about the other side’s motivations.

For instance, if you are attempting to get a real estate listing, find out why the seller wants to sell. Knowing the seller’s motivations will improve your chances of getting the listing.

2. Analyze all the issues. Be knowledgeable. The more knowledgeable party usually excels. If you are in negotiations with someone who is more knowledgeable, don’t show your lack of knowledge. Ask plenty of open ended questions like, “what will you do if that does/doesn’t happen?”.

4. Show confidence. If the other party believes that you are skilled, experienced and knowledgeable, you will get better results on your listing appointments and also for your clients when negotiating on their behalf. Dress the part of success. Look successful, act successful, but don’t be obnoxious or rude.

5. Establish a rapport with the other party. You need to assess the situation to see if the other side is going to be cooperative and the only way to successfully do this is to have at least a certain level of trust as soon as you can in your relationship.

6. Have a positive attitude. Be a solution based thinker.

7. Be patient. Being pushy will often lead to the other party withdrawing from the negotiation.

8. Be a good listener. Listening is how you will discover the other persons interests. While you are talking you are not learning anything about the other party and negotiation is all about knowing your prospect so you can best help them.

9. Have a reputation for personal integrity. Always keep your word and only tell the truth even if there is no chance of being found out, because at the end of the day you will always know that you are not trustworthy and this can often come across to other people you are looking to work with. We all have a great instinct, especially women and when you live by your word, it comes across to others and helps you defeat the obstacle of early trust which is and always wil be the biggest barrier to business.

10. Be able to resolve the conflict with acceptable compromises. Always be looking for win, win outcomes. The world is a small place and your service area is even smaller, sooner or later most people will either be looking for your services again or know someone who is. Even if you have to be tough on people as long as they feel at the end of the day that the negotiation is fair, they will respect that and feel comfortable to work with you again.

11. Always be friendly and act in a professional manner. Most people love down to each straight shooters. Pretend every prospect is someone you care about and respect and treat them accordingly.

Committed to Innovation and Lifestyle for the Real Estate Professional

Best Wishes,

Barry Liddle

P.S. If you would like to earn and extra $60,000 to $150,000 even more in the next 12 months or less, while slashing your weekly work hours down to a normal 40 hour week, then take your FREE Test Drive of ‘The Freedom Factor’ Gold Memberhsip Program (valued at over $400) for residential real estate sales professionals, go to: http://www.listinginnovations.com/freedom.htm Now to find out more!

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April 20, 2009

Real Estate Prospecting on a Limited Budget

Real Estate Prospecting on a Limited Budget

On a budget and need to increase your real estate business?  Here are some real estate prospecting and marketing ideas that won’t cost you much and can pay off with great results:

1.    Community Involvement.  Volunteer and join new groups that share your similar hobbies or interests. Join online business meet up groups like Plaxo.  Get involved in your religious organization, schools and local clubs.  It’s a great way to have fun and meet people who can turn into potential clients or sources of referrals for your real estate business.
2.    Seminars.  Offer to speak at a seminar by contacting local schools, club, libraries, universities or other organizations in your area, and ask them if they need an expert real estate speaker to talk to their members on subjects of interest to them.
3.    Teach at a school or university.  Teach a real estate class at a local real estate school or university.
4.    The Internet.  Use the internet to join free websites, blog, comment on blogs, or send out a monthly newsletter with helpful real estate tips.
5.    Advertise your success.  Put up newly listed and just sold signs and/or under contract signs.  Call people with your good news, or just send them a friendly email note.
6.    Use thank you notes often.  A handwritten note personally delivered to thank someone is a great way to prospect.  Send them to people that are not related to real estate transactions as well, such as a store or restaurant where you had great service. People will remember you, and you will feel good about it as well.
7.    Turn conversations into appointments. This is an important real estate marketing skill that will help you with your real estate lead generation.
Following these simple real estate agent marketing and prospecting tips will increase your business without breaking your marketing budget.

Committed to Innovation and Lifestyle for the Real Estate Professional

Best Wishes,

Barry Liddle

P.S. If you would like to earn and extra $60,000 to $150,000 even more in the next 12 months or less, while slashing your weekly work hours down to a normal 40 hour week, then take your FREE Test Drive of ‘The Freedom Factor’ Gold Memberhsip Program (valued at over $400) for residential real estate sales professionals, go to: http://www.listinginnovations.com/freedom.htm Now to find out more!

Referrals from other agents are a great source of increasing your business and should be part of your real estate lead generation business model.

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April 13, 2009

Discover Some Real Estate Marketing Tips

Real Estate Marketing Tips

Selling real estate in a tough market that is getting tougher every day is a challenge. Real estate agents need to try new and innovative ways to market themselves.  Being different in today’s real estate market is the key to success.  So how do you differentiate yourself from the competition?  Here are some real estate marketing tips that you might want to follow:

Different Business Model

You may want to try a different business model than the traditional real estate model. This might mean a different commission split, doing less work and having the seller show the property and assisting them with the closing transaction documents or negotiating. There are many different alternative real estate brokerage business models today, and you may want to try one of them and see if it works for you.

Become an Expert in a Niche Market

Find a niche and become the expert in that market.  If you want to work only with sellers in a certain geographic area or buyers in a certain price range, luxury real estate listings, etc. Whatever your niche market is concentrate on becoming the go to person in the area.

Offer Unique and Informative Information to Prospective Clients

Make sure you have a website that offers unique and informative information to your prospective clients. Do a survey and find out what information most buyers and sellers want and offer it on your website in the form of articles, blogs and newsletters.  You may want to do podcasts for instance. Podcasts are like having your own radio show that your potential customers can download and listen to at their leisure. You could combine the podcast with your virtual tours of your real estate listings.  Give information about neighborhood events, restaurants, movies, local stores, services and local tourist attractions. Offer information that is interesting to your visitors and make them want to work with you.

Committed to Innovation and Lifestyle for the Real Estate Professional

Best Wishes,

Barry Liddle

P.S. If you would like to earn and extra $60,000 to $150,000 even more in the next 12 months or less, while slashing your weekly work hours down to a normal 40 hour week, then take your FREE Test Drive of ‘The Freedom Factor’ Gold Memberhsip Program (valued at over $400) for residential real estate sales professionals, go to: http://www.listinginnovations.com/freedom.htm Now to find out more!

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April 5, 2009

Real Estate Lead Generation from Other Agents

Real Estate Lead Generation from Other Agents

Networking with other Agents is a great real estate lead generation source.  There are many opportunities for real estate lead generation from other Agents inside and outside your geographic area, including other countries.  Building a referral business from other Agents is a good way to increase your sales and your income.

Real Estate Marketing to Other Agents

One of the best ways to market yourself to other Agents in your geographic area is to hand out your cards to them whenever you have the opportunity.  If you are showing another Agent’s listing or attending their open house, just introduce yourself and leave them your business card. You can mention casually your specialty areas, and that you pay referral fees for any leads that they may send you.

Sometimes, it is a good idea to team up with another agent preferably in your office or your company that works a particular neighborhood that you are not familiar with. Let’s say you have a lead for a real estate listing in an area that you don’t normally work, and you decide that you want to refer it to another real estate agent that specializes in that area.  If geographically convenient, you may want to share your real estate listing by co-listing the property with the other Agents in order to get the listing.

Marketing to commercial real estate agents is another good source of real estate lead generation. Commercial agents have clients that also need to buy and sell their homes.  Commercial real estate agents generally do not get involved in residential real estate transactions.
Marketing yourself on the Internet as the expert in your area will get other Agents who have clients that are looking in your area to contact you, especially if they are more than 75 kilometers away.  With the Internet today, Agents can do business easily with other Agents in countries all over the world.  Also, you may want to do a direct mail campaign to other Agents.

Realtor associations and other business and related organizations and clubs are a good source of meeting other Agents and vendors who can refer you business as well.

Committed to Innovation and Lifestyle for the Real Estate Professional

Best Wishes,

Barry Liddle

P.S. If you would like to earn and extra $60,000 to $150,000 even more in the next 12 months or less, while slashing your weekly work hours down to a normal 40 hour week, then take your FREE Test Drive of ‘The Freedom Factor’ Gold Memberhsip Program (valued at over $400) for residential real estate sales professionals, go to: http://www.listinginnovations.com/freedom.htm Now to find out more!

Referrals from other agents are a great source of increasing your business and should be part of your real estate lead generation business model.

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March 31, 2009

12 Publicity Tips For Agents

Generating Publicity

Real estate agents should take advantage of free publicity whenever they can.  Many agents do not spend enough time generating free publicity.  There are many ways to do this.  Here are some tips for generating publicity for yourself:

12 Free Publicity Tips for Real Estate Agents:
1.    Call local reporters in your area and invite them to coffee or lunch. Tell them about you and your real estate niche that you specialize in. Getting to know the local media is the best way to generate publicity for yourself.  Establish yourself as a credible source for real estate information.
2.    Fax, email or mail real estate industry reports, articles from magazines and trade publications about real estate industry trends.
3.    Explain to the media about the tough problems that real estate buyers and sellers are facing in the marketplace. Credit issues, foreclosures, buyer’s market, seller’s market, etc.
4.    Submit your opinions to newspapers and magazine editorial pages.
5.    Do podcasts.
6.    Establish yourself as an expert writer for local and regional publications or trade associations.
7.    Write blogs about interesting real estate tips and topics.
8.    Do public speaking engagements. This is a great way to get leads from people in the audience.  Be sure to bring plenty of business cards or brochures about your services.
9.    Teach classes at local universities and real estate schools.
10.    Call local television stations and ask them to contact you to comment on real estate industry stories they are doing in the area.
11.    Send press releases to local media when you are hosting a charity event or holding a special event.  Make sure the event is no older than one week though.
12.    Hire a publicist. This may be expensive, but well worth the money.  Remember, the more you get your name out in the public, the more business leads you are likely to generate to increase your income.
Source:

Committed to Innovation and Lifestyle for the Real Estate Professional

Best Wishes,

Barry Liddle

P.S. If you would like to earn and extra $60,000 to $150,000 even more in the next 12 months or less, while slashing your weekly work hours down to a normal 40 hour week, then take your FREE Test Drive of ‘The Freedom Factor’ Gold Memberhsip Program (valued at over $400) for residential real estate sales professionals, go to: http://www.listinginnovations.com/freedom.htm Now to find out more!

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March 22, 2009

Melbourne Bootcamp – Sold Out

Just a quick note to let you know that the “Listing Innovations 2009
Automated Real Estate Profit Systems Bootcamp” in Melbourne on
March 31 and April 1 is now SOLD OUT.

In the unlikely event that someone has to pull out at the last minute,
I’ve set up a “Priority Notification List” to let you know if any places
do become available.

You can join this group here…

http://www.listinginnovations.com.au/bootcamp

…and you’ll also be the first to know about future events.

Best wishes

Barry Liddle

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