Real Estate's Most Popular Success Community


Not a Member? Join Now!

Breakthrough Ideas for Greater Real Estate Success!

31 Ways To Build A Profitable Business - Part SEVEN

In this installment, you'll discover a simple, step-by-step way to maximize the effectiveness (and profit) of every marketing dollar you spend…

Get Four New Listings a Month With This FSBO “Back Door” Strategy

Today you're going to learn a very shrewd, smart way to generate clients from FSBO's - and they're NOT listings! Check out how agent John Carle snares 3 to 4 solid buyers every month AND 1 or 2 listings to boot…

"In this tight market, FSBOs have become increasingly sophisticated and knowledgeable. The old tactics of, 'I can get you more money' and, 'Are you sure you want to waste your weekends?' are falling on deaf ears.

Why? Because sellers know as well as we do that it's a load of BULL!

"I have my buyer's agent call every FSBO in the market. (Ed. note: FSBOs can be called because they usually run ads, so an agent is really responding to a promotion - hence, you're clear from the 'no call' lists.)

She explains to them that she's NOT calling to list their home, that in fact she CAN'T list their home even if she wanted to (because she's a buyer agent). She's calling to see if they have bought their next home. If they haven't she offers them her services, including instant home-matches, CMA's on any property they take an interest in, etc.

She usually secures 3-4 solid buyers every month. Of those, at least two of them end up needing to sell their home in order to purchase. We (our agency) ends up with that listing because they suddenly become VERY motivated once they have a deadline to get their own home sold.

It's an easy listing appointment every time.

"This approach is effective for several reasons. First, the FSBO isn't expecting it. They only expect Realtors® to call them to try and get the listing. That's what we've always done.

Second, it offers them something of value, something of value from their point of view. They know that finding a home through a Realtor doesn't cost anything. It's the seller that pays the commissions.

Because they're receiving something of value from us first, it builds trust between us. That's very useful when it comes time for the eventual listing appointment.

"There are critics. There always are. Sure, we don't get EVERY listing. Sometimes they sell on their own. So what? She still gets the buyer end. That's better than most agents get."

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.

Drive Dozens of Quality Leads To Your Site With This Simple Ad

Looking to boost your web site traffic? Here's a great example of "offline to online" marketing that's a proven winner for agent Blaine Tranecki. Check out strategy (and ad) right here…

"Regardless of your years of experience in the business, or the number of listings you have, here is a way to get local website activity.

I secured a domain name that drives dozens of good quality leads to my site every month. I advertise a small 4 x 6 display ad that says the current number of residential listings in our local board (say 4563 for the week). The ad looks like this:

Over 4563 Homes Available

You can vary the description to work for your town, city, county, subdivision, whatever market you want.

Every visitor seeking this information naturally leaves a trail. Then they get my rather enthusiastic follow up.

Base on my testing, it's key to have plenty of white space, making the ad stand out. I hope this will work as well for others as it has for me."

Quick Tip…

“I had a 'high end' home for sale that was not selling. I researched and found a list of decorators in the NJ/NY area and sent them the info on the house with a note that said, 'You may know of a client looking for a special estate home such as this one. Please feel free to share the enclosed brochure with them. Not only will your client be grateful, you may gain a whole new project to work on!' I got an excellent response from this! It was a win-win situation for everyone!”

Submitted by Sally Ponchak, REALTOR®

Horror Story: “What’s Your Sign?”

Years ago, as a new agent, I needed a sale to justify staying in real estate. I was asked if for 50% of the selling commission if I would close a sale for an agent who was unable to work due to illness. Needing the sale and being assured that the customer was ready to write the offer, I said I would.

I met with the customer at 8:00 a.m. and showed the property for what was to be the fifth time. The customer loved the house and showed every buying sign known to the whole of mankind, but at the end of the showing I was told she needed a little time to think.

I asked if I could meet with her at her place at 1:00 p.m. and she agreed. Promptly at 1:00 p.m. I was at her front door (with a filled out contract in my briefcase). So we sat down at her kitchen table to talk. She had just baked a huge batch of chocolate chip cookies and offered me some.

We discussed the sale, but each time it came time for her to sign she would back away from the contract while I would continue to nibble on the cookies, stalling for time.

Finally she smiled and asked to sign the contract, and I passed it over thinking that I was a great agent. Then she pulled out her horoscope and pointed at it. It said, 'A very persuasive person will guide you into doing the right thing for you'.

Yes I am still in real estate and yes it was the right house for her and a very good deal. If there is a moral to this story it's that you must be persistent. You may never know what motivates your buyer."

Issue #1123