Real Estate's Most Popular Success Community

 

Not a Member? Join Now!

Breakthrough Ideas for Greater Real Estate Success!
Help Us Become the Most Valuable Network on Earth For Real Estate Professionals:

Real estate can be a tough business. Even top agents need a continuous flow of guidance, support and new ideas to keep going strong. When you share your tips, strategies and ideas for growing a more successful business, everyone wins! And if you submit an idea, you automatically become eligible to WIN a BRAND NEW iPod Nano. So don’t be shy: Tell us what you do to build and run your business successfully.

A Powerful Secret for Closing More Deals

Did you know that "educated" clients have significantly higher closing rates and present a fraction of the hassles and stress of "un-educated" clients?

When it comes to buying or selling, your clients want to know what to expect along the way, and what you're prepared to do when the inevitable problems arise.

Thomas Ieracitano understands this implicitly, and put together a brilliant strategy and presentation for educating his clients on the process of buying or selling. His strategy not only bonds clients to him, but makes his job a whole lot easier and less stressful.

Here's what he says (and check out the attached presentation he uses!)…

"I try to educate the customer upfront on how the real estate process works (purchase/sale) and what to expect along the way. I do this in my presentation graphically and verbally. It may sound simplistic, but we do this for a living and sometimes forget the customer does this once every 5-7 years."

How to Convert FSBOs Into Loyal Clients

"I like to work with FSBOs, which is my target market. (If you can't identify your target market then you don't have one, so find your niche and be an expert in it!)

"I like to approach the FSBO as a genuinely helpful REALTOR®. I offer to do a walk-though of their house and offer up ideas that may help them sell the property. I usually keep a couple of ideas tucked away in case I get the listing later.

"I also will offer to do comps to help them determine if the property is priced correctly. I am always available to answer any questions. The great thing is that I have generated business from this whether I get the listing or not. I offer to make professional looking fliers for them and give them a flier box that they can put outside on the lawn. The boxes are cheap enough when you buy 12 or more, and the fliers are also an inexpensive tool.

"After approaching the FSBO, I talk about disclosure, home warranty, fliers, price, condition, etc. I offer up FREE helpful information and some forms, like a sign in form, to help the FSBO sell the property. I offer to keep the flier box stocked for them with my professional quality fliers. I give them extra so they can fill the box, and check on it from time to time to be sure they use mine and the box is full.

"I also put a message on the back of the flier that offers a FREE report. I have one for buyers and one for sellers. I also offer one of these to the FSBO so that they can see I am not trying to steal their customer. I have a dedicated phone line with an answering machine so they can leave a message for me and get the FREE report sent out. This gives me another contact based on which report they choose. I have a step-by-step contact program to stay in touch with these people to ensure I don't lose them.

"If they don't use the fliers, I give them a FREE sign in form, to see who is looking at the property and capture potential buyers that way.

"If the FSBO property doesn't sell, which only about 7% do, then who do they come to? The agent that has been there working with them all along. Between the fliers and the sign in form, I have gotten as many as five transactions on a property I didn't even list!

"One seller had his property overpriced and refused to budge. He was one of those sellers who would only sell if he could get his price. The best part: Guess who he called when he tried to sell at a ridiculous price again? That's right, me. I came out and got two more transactions from a property I didn't list! I spend a few bucks, but I wound up with seven transactions for just doing a little work--being nice and helpful and, of course, a little creative and diligent about the follow-up. Not bad for a listing I never got on a property that never sold.

"How many of those transactions do you think I get if I act like the other agents in my office and just sit around and wait for the phone to ring? Zippo! Just under $20,000 for working a little smarter."

A Foolproof Way to Get Top Quality Leads

"Here's a different customer referral area - LAWYERS.

"Contact your local family lawyers who handle divorce, estates or trusts. Many times there is property involved that either needs to be disposed of because of a divorce situation or an estate inheritance distribution. A trusted REALTOR® recommended by the lawyer can be one less headache/heartache for the families involved.

"The lawyer's office is also a good source for referrals not only from their own cases, but in general discussions lawyers have with people. Check it out. Contact a couple of family practice lawyers in your area and talk with them about referrals to help his/her practice."

Horror Story: A “Minor” Mailing List Problem

"Obviously we have no control of who signs up to get housing information. I saw this on my Treo in the McDonald's drive-through and just had belly laughs. This was a lead gone mad."

---- Original Message ----

From: (NAME) Date: 11/11/06 9:18 am

To: "vicki@(domain).com"

Subject: Re: Property Matches for (NAME) found on Wednesday, November 08, 2006 11:16 AM

"I TOLD YOU! NEVER SEND ME ANYTHING AGAIN! JUST [BUZZ] OFF! I NEVER SIGNED UP FOR YOUR LIST! WHY WOULD A 14 YEAR OLD WANT TO BUY A HOUSE! DID YOU HEAR ME! I AM 14 YEARS OLD! SO LEAVE ME ALONE! YOU WERE STUPID TO PUT YOUR ADDRESS ON THIS EMAIL BECAUSE MY MOM WILL COME AND TALK TO YOU! SO PLEASE LEAVE ME ALONE!"

Issue #1109