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Too Many Real Estate Leads? April 8, 2012

Posted by Darin Persinger in Marketing, Real Estate.
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Do you have real estate lead generation problem?

There is no such thing as a “Too Many Leads Problem”.

When you starting thinking like that, talking like that… the universe will listen and stop sending you leads.

You might have a “I have too many unmotivated leads” problem.

You might have a “I don’t know how to convert all these leads” problem.

You might have a “I have too many leads that don’t qualify for a mortgage” problem.

You might have a “All my real estate leads are mean and grumpy and I hate working with them” problem.

You might have a “None of my leads listen to my advice and wisdom” problem.

You might have a “All my real estate leads want me to show them a home at the drop of hat” problem.

You might have a “All my leads are completely unrealistic about the value of a home” problem.

You might have “My systems and time management skills suck and I can’t manage all my leads” probem.

But I promise you… there is no such thing as a ” I have too many leads” problem.

Click the link that reflects where you are in biz right…

Become Unstoppable February 1, 2008

Posted by Darin Persinger in Business Models, idea, Marketing, Real Estate, Scripts.
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3 comments

My business partner and I made a mistake. I made the mistake of the idea, she made the mistake of agreeing to it.

Based on conversations with home-sellers and doing some focus groups with people who had sold their home we created a business model that was pay less, get less or pay more, get more.

The mistake to this was home-sellers after the fact are rethinking a lot of things, rethinking about the commission they paid, was it worth it, what did our agent do. Before selling there home, they are not thinking these things. The home-seller is thinking about results. “Get my home SOLD!”

Seth Godin offers a great solution for Realtors right now. Do more than anyone in your marketplace and charge the same or maybe even a little bit less.

If you’re a real estate broker, you work in an industry where everyone used to charge the same fee: 6%. Now, though, discount brokers are turning up the heat on fees. Lots of brokers are unhappy with this.

The challenge is… what if you had to charge 7%. What if you had to charge more when everyone else was charging less?

What would you do? How could you make it worth it?

Now, just imagine what would happen if you did that at 6% or even 5%? You’d be unstoppable.

So instead of cutting services or marketing in this market, get creative and expand them. Offer more.

“Who Do You Know..” real estate script September 29, 2007

Posted by Darin Persinger in Coaching, Creative, Marketing, Real Estate, Sales, Scripts.
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2 comments

 Not the right property for a buyer?

Have you ever shown a property and it doesn’t work for that buyer?

Do you want to have even more buyer’s to work with?

Want to get an easy referral from someone that you are working with?

After showing a property and it’s clear that the property is not going to work for this buyer, ask them this question,

“Who do you know that would like this property?”

Just because it doesn’t fit their taste and style doesn’t mean that they don’t know someone who would like the property. Many times people that are looking at homes, know someone else that is looking at homes also or at least starting to think about it.

Try it. What do you have to lose?

Ikea has it figured out September 27, 2007

Posted by Darin Persinger in Business Planning, Coaching, Education, idea, Info, Marketing, Real Estate, Sales, Uncategorized.
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“You can do so much in 10 minutes time. Ten minutes, once gone, are gone for good. Divide your life into 10-minute units and sacrifice as few of them as possible in meaningless activity.”
— Ingvar Kamprad, Founder of the furniture brand IKEA

Sit At Floor Duty…Sit At Open Houses…Sit. Sit. Sit. September 20, 2007

Posted by Darin Persinger in Business Planning, Coaching, Contacting Your Sphere, Education, Info, Marketing, Real Estate, Sales, WTF?!?.
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In real estate sales, sitting any where is death sentence.

I read somewhere on Active Rain that an agent was suggesting to new agents to give people a break.

  • Don’t Direct Mail
  • Don’t Phone Call
  • Don’t Door Knock
  • Don’t anything

Their suggestion was to work your sphere of influence, sit at open houses, sit on floor duty and lots of other sits. I agree with working your sphere, but if you don’t take action on developing new contacts, you will fail. Let me repeat that.

You. Will. Fail.

I don’t have a link to this article, it made me sick. I’m sure the agent believed what they are saying. But see, I want you to succeed. Not to fail. I don’t know what the motivation was for this agent to write that blog full of sits.

Do you have a plan to develop new contacts?

Do you have a plan to be a Master of real estate contracts?

Do you have a plan to know your housing inventory?

Do you have a plan to provide value to your sphere?

Do you have a plan to earn referrals?

Develop plans and systems, but don’t sit. Don’t wait for business to find you. This is not retail. This is real estate sales. If you want to sit around and wait, go work at GAP.

Related Posts:

11 Things New Agents Do Wrong

Sense of Urgency

Making People Feel Important

Referral and Repeat Marketing

What can systems do for you?

Questions Real Estate Agents Should Ask Themselves September 9, 2007

Posted by Darin Persinger in Business Planning, Coaching, Event, Marketing, Real Estate, Sales.
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Doing an open house this weekend?

What did you do to promote it?

Did you invite the neighbors? Good chance they are the only one’s going to show.

How many people did you contact and tell about your event? Yes, event. If you are not making an event, treating it like an event, don’t do it.

How many directional signs did you put up?

How early did you put out the signs? I hope not the day of.

How are you going to spend your time at the open house when no one is touring your property?

Are you wasting time at your open house?

Making People Feel Important August 22, 2007

Posted by Darin Persinger in Coaching, Creative, Education, Event, idea, Marketing, Real Estate, Sales, Scripts.
1 comment so far

We have this thing in Camp 443 called the 10-5-15-5.

This stands for collecting 10 new names and their info a day. Contacting 5 people in your sphere of influence. Writing 15 handwritten notes to those people and the 5 is previewing 5 homes in the neighborhood to get knowledge of the inventory.

The learners in class today had trouble meeting their 10 new people. 10 new people a day is a lot after all.  There were many reasons why meeting 1o new people was so unattainable.

  • Didn’t have time.
  • Got busy with other things.
  • Didn’t run into 10 people a day.
  • Didn’t know what to say.

I tried to change their perception of meeting 10 people to add to their database.

Don’t worry about meeting 10 people. Don’t worry about getting their business card or contact information. Don’t worry about building your database. Focus on making 10 people feel really important and special today. Give a compliment. Say thank you. Show gratitude. Lend a helping hand. Focus on making 10 people feel really good and the other stuff will just fall into place.

Related Posts:

What Do You Do For A Living?

The Secret: Vision Boards

Building Your Real Estate Sales Business

Fear

Referral and Repeat Marketing July 14, 2007

Posted by Darin Persinger in Books, Coaching, Contacting Your Sphere, Education, Info, Marketing, Real Estate, Sales.
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This week I attended a training course by Phil Hollander of Morris Real Estate Marketing Group. Phil wrote a book called Referral & Repeat Marketing.

Phil had sent me a this book a few months ago and it blew my mind. Many of the systems that I have implemented at EDYN Real Estate are based from this book. Even though the book covers many topics and sources of business, Phil’s talk was focused on just your A List people. Here some of my notes from the class

Phil Hollander defined A List people into 3 groups:

  1. Past clients
  2. Referral Sources a)Business Circle ex.lenders, lawyers, inspectors          b)Personal Circle ex. friends, relatives, past co-workers
  3. Hot prospect-buying or selling in 3-6 months

Who goes into your A-list Database? Ask yourself this question,

Does this person have the ability and desire to A) refer me business and/or B) repeat business with me

Past Clients are your number one source of business

Two reasons why people will use you or refer you,

  1. They like you.
  2. They think you have knowledge and expertise.

In my blog post Contacting Your Sphere Part 4, I wrote about how agents market and present themselves,

Have you ever received a postcard from a chef in the mail on how to sell a home?
I’m not a  betting man, but I bet not.

Have you ever received a postcard from Peyton Manning on when the next neighborhood open house will be?
Probably not. That’s just silly.

But I have received recipe postcards from real estate agents. What do real estate agents know about a Salsa Chicken Black Bean Casserole? Why would you want the consumer to even think you do?

I have received football schedules from real estate agents also. Why do we do this?

Do sending football schedules and recipes make us look like a real estate expert and knowledgeable professional to our A-list people?

Related Posts:

Contacting Your Sphere Of Influence Part 1

Contacting Your Sphere Part 2

Contacting Your Sphere Part 3

Contacting Your Sphere Part 4

Contacting Your Sphere Part 5

What Can Efficiency and Systems Do For You?

11 Things New Real Estate Agents Do Wrong

Internet Empowered Consumer June 22, 2007

Posted by Darin Persinger in Education, idea, Info, Marketing, Real Estate, Sales.
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The Zillow Blog had a great  post about IEC’s (Internet Empowered Consumer) this week.

Generation Y are tomorrow’s home buyers. As a real estate professional, if you rely on the same marketing channels that you reached our parents with, you’re not likely to reach us. There are numerous ways to reach generation Y, you just have participate in the places where we spend our time. We hang out on social networking sites such as Facebook and Myspace. We read local real estate blogs. We search for homes online. We research everything. We expect almost instant responses when we e-mail someone.  We’re always connected. We don’t care to listen to “pitches.”

They also mention great tips from  Michael Russer:

  • IECs want control, so give it to them. Because of their anonymity, the online consumer is in control and likes it that way. The more you try to take control (as you might do in a typical sales situation) the more you will push them away.
  • IECs value their privacy. Take every opportunity to reassure your online prospects that their privacy will be absolutely protected by you and your staff.
  • Few are ready to buy or sell. I estimate that 19 out of 20 online leads are from consumers in the information-gathering stage, and are not ready to explicitly declare their needs. These folks are easily converted to transactions, but only if you know how to nurture them to the point at which they are ready to move.

Homebuyers and sellers in their 20 and 30’s grew up playing Super Mario Brothers. Guess what? They are still playing video games. They text message. They Facebook. They MySpace. They Twitter.

Do you?

Contacting Your Sphere Part 5 June 16, 2007

Posted by Darin Persinger in Coaching, Contacting Your Sphere, Marketing, Real Estate, Sales.
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        BE A PRO
So, we have been on a journey for the week, taking a look at what I call the 
            Lead Generation Model for Contacting Your Sphere

We have looked at how to Think Like A Pro to make sure we had the right mindset. We then looked at how to Act Like A Pro to insure that our actions are in alignment with what we want for our outcome. Then the next step is to Show You Are a Pro by demonstrating that to your sphere.The final step is to now look at how to “BE A PRO”. This idea stemmed from a blog I read at my friend, Anthony Clark’s

www.TulsaMetroBlog.com where he posts about the NAR stat that every American, on average, knows 5 people that will buy/sell real estate this year.How do you capitalize on this?Step 1. Send a letter to your Sphere letting them know about this NAR stat. Make them aware that they know 5 people that will have a real estate need this year and you would appreciate if they kept their eyes and ears open.

Step 2. Send the same thing in an email. Over communicate.

Step 3. Send a letter to your Sphere letting them know about your goals and let them know you NEED their help and ASK for their help.
For Ex.

Dear Friend,I hope to help 50 families this year enhance their life through real estate, either the sale or purchase. etc. etc. I need your help with this ambitious goal. Please know that when you refer a person you know to me that they will receive the highest level of service provided in the industry. Thanks for partnering with me on enhancement of your friends, family, neighbors and co-workers.

Then remind them again of the NAR stat, that they know 5 people that will have a real estate need this year. 
Step 4. Send the same thing in an email. Over communicate.Step 5. Make a phone call and ask for the names. Do not skip this step.

Step 6. When you do get a name or a referral, celebrate that person to the rest of your sphere. Send out a letter and email letting your whole sphere know that someone is helping you enhance another’s life through real estate.
Celebrate them. Recognize them. Make them Rockstars. Everyone loves to be recognized and will want to be recognized when they see you doing it for others.

Step 7. Keep calling. Keep asking.

Step 8. Repeat steps 1-8 but let your sphere know how close you and they are to reaching your goal. Partner with them and share your success with them. Make them feel apart of it.

This is my game plan for maximizing your sphere of influence. I hope you do enhance many peoples life through real estate with this Lead Generation Model. If you have ideas on how to improve this idea or you have others please share. If you have questions feel free to email me if you don’t want to leave it in a comment.

Contacting Your Sphere Part 4 June 14, 2007

Posted by Darin Persinger in Coaching, Contacting Your Sphere, Marketing, Real Estate, Sales.
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Have you ever received a postcard from a chef in the mail on how to sell a home?
I’m not a  betting man, but I bet not.

Have you ever received a postcard from Peyton Manning on when the next neighborhood open house will be?
Probably not. That’s just silly.

But I have received recipe postcards from real estate agents. What do real estate agents know about a Salsa Chicken Black Bean Casserole? Why would you want the consumer to even think you do?

I have received football schedules from real estate agents also. Why do we do this?

I know. We are trying to get our image, our brand in front of the consumer. We are trying to get a certain number of impressions with the consumer, to make sure we become top of mind and stay top of mind.

Why is that how we do it though? Recipes and sports schedules?

I think know we can do better and show our professionalism at a higher level.

So how do we show that we are a professional?

I see nothing wrong with postcards but what’s wrong with industry related material? What if we sent an updated list of just listed and just solds? What if we sent info on the best return of investment on a home improvement project? What if we sent info the average price, median price of homes in the neighborhood? What if we sent info that relates to their property taxes? What about info on decorating trends? How about the newest appliance trend? What if you promoted your website or blog? What if you sent info about how you can help with relocation, across town, state, or across the nation?

What if we sent info showing, demonstrating that we ARE a professional? People might look at us as professionals, and to us for professional advice, instead of looking to us for who the Packers play this Sunday.

Have ever noticed someone from across a room that was truly happy? They radiated. They glowed.
Have you ever had someone tell you that they are happy and you knew better?

See, I believe if you show that you are a professional, you don’t have to tell people you are a professional. Showing is a more powerful statement.

How do you show the consumer that you are a professional?

Contacting Your Sphere Part 3 June 12, 2007

Posted by Darin Persinger in Coaching, Contacting Your Sphere, Marketing, Real Estate, Sales.
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Imagine a truck driver that ran into a detour or hit a traffic jam and decided that they would not finish their delivery. It was to difficult and to much effort to make the delivery today.Imagine a mail carrier that felt it would just be easier to drop off all the mail at one house on the block and let that family sort it out and make sure it got to the right places.Imagine a sanitation engineer that decided that they would skip a few houses and not collect the trash and garbage. They decide that they will skip pick-up today and just do it next week.Imagine a 12 year old paper boy on his bicycle delivering some papers but decided to stop at the park and play baseball with his friends and skip the rest of his route.
Are those people acting like professionals?

“A professional is a person who can do his best when he particularly does not feel like it.” 
                  -Alistair Cooke

How do act like a professional? That is easy. Look at the people around you for inspiration. Does not matter the occupation, only their dedication, commitment and follow through to their occupation and profession. Acting like a profession goes far beyond the service and commitment to the consumer though. It’s about your commitment and service to yourself.

Professionals practice. Amateurs don’t.

If you are like me when you play a round of golf you might partake in an adult beverage or two. I show up at the first tee, stretch, take some practice swings and tee off. After I finish the 18th hole, I load up my clubs and I head home. Is this what a professional does? Do you think Tiger Woods routine looks anything like this? I seriously doubt it.
I have a feeling Tiger shows up early to the range to practice his swing, hit balls, try different shots and use different clubs. Even after his 18 holes of golf he heads back to the range to work on anything that did not work during his round or perfect something he was working on. He practices. I don’t. I just play. He is a professional. I am an amateur.

“You can’t get much done in life if you only work on the days when you feel good.”
                  –
NBA Hall of Famer/Jerry West

Acting like a professional means knowing what you know and knowing what you don’t and knowing the difference between those. I’m constantly amazed at the type of real estate agent I see at regional, national or even local training. I see TOP PRODUCERS. Always. Why are they there? They are already successful. Top Producers are acting like professionals and are being learning based. They are constantly improving on what they know and learning about what they don’t know. They are practicing. Acting like a professional is doing things you don’t want to do, on days you don’t want to do them. Acting like a professional is being learning based. Acting like a professional is knowing what you know and knowing what you don’t.

Related: Contacting Your Sphere Part 1

Contacting Your Sphere Part 2

Contacting Your Sphere Part 2 June 11, 2007

Posted by Darin Persinger in Coaching, Contacting Your Sphere, Marketing, Real Estate, Sales.
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THINK LIKE A PROFESSIONAL

What does this mean? Think like a professional. Well first off, do you know what kind of business you are in? If you think you are in the real estate business you are wrong. You are in the lead generation business, specializing in real estate with customer service as your focus. So first, realize and accept that lead generation is the most important thing. If you do not have leads, you do not have a business.

I do not feel that Starbucks makes the best cup of coffee but that does not seem to stop them from having a lack of leads for business does it? Starbucks knows that they are not in the coffee business. They are in the customized product and service business, specializing in the sale of coffee.See, no matter how good you are at this job or any other profession, if you don’t have someone to do business with, you don’t have a business. Gary Keller says,

 

“You can have a doctorate in real estate, outfox a professional litigator in a contract negation, appraise property better than anyone in your market, and have more financing knowledge packed in your head than a mortgage guru, and it won’t do you a lick of good without clients.”

I talk in my blog article FEAR about not letting your fear control your day. Jack Canfield writes in The Success Principles(TM): How to Get from Where You Are to Where You Want to Be that FEAR is:

Fantasized
Experiences
Appearing
Real

Some real estate agents FEAR calling their sphere of influence. These agents think it is easier to email or send a letter. Of course it is! (This is the wrong kind of thinking.) The agent can’t see the rejection when they delete the email or throw away the letter. An agent makes it easy for their sphere to say no, to reject them because an agent took the easy way out. Some of the big objections I get when coaching an agent about contacting their sphere are:

 

“I don’t want to interrupt my friends.”
“It seems weird to call them.”
“They know I’m in the business.”
“If they want help, they will call me.”

Those all are all limiting beliefs and lies you told yourself or more likely a lie you heard from a “more experienced agent” in your office. The truth is your sphere doesn’t know your are in the business. At best they might know, but forgot. Even if they do know, if you don’t tell them often and ask for their business they assume that you don’t want to do business with them. A professional thinks that is their job to ask for the business and to remind people of their services.The other truth is a lot of people think they can make it on their own and asking for help from family, friends, ex-coworkers, and acquaintances might make them look weak or desperate. A professional thinks that people who like and trust them want them to succeed. A professional knows that it is their duty to serve those people to the highest level and communicate with them on a systematic, regular basis.

So as a Professional think about how you can serve, help and offer value to your sphere of influence first. Think about who knows you, trusts you, likes you and wants you to succeed. Think about how to effectively and systematically communicate with your sphere. Think about succeeding with and through others. Think about that you are in the lead generation business, specializing in real estate. Think like a Professional.
Source: The Millionaire Real Estate Agent: It’s Not About the Money…It’s About Being the Best You Can Be!, by Gary Keller
Source: Eleven Things New Agents Do Wrong, by Darin Persinger

 

Contacting Your Sphere Of Influence Part 1 June 10, 2007

Posted by Darin Persinger in Coaching, Contacting Your Sphere, Marketing, Real Estate, Sales.
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I have recieved  a few emails on my blog 11 Things New Agents Do Wrong. Real Estate Agents have agreed that they know they have to contact their sphere and that is going to be the main source for their business as they start but are not sure how to do it. Here are some questions that I have recieved, see if any of these sound like yours:

What is the best way, letter, email, or phone call?
What do I say to them on the phone?
I don’t want to bother them, what is the easiest way?
Do I have to call them?
How often should I be in contact with my sphere?
What and who exactly is my sphere?

Here is what I consider the Lead Generation Model for Contacting Your Sphere.
Over the next week I will break the Model down into each of the four parts.

 

Sphere Real Estate

 

 

First, THINK like a Professional. We will make sure that you have the right mind set going into this. You are not a different person, but you are in a different industry now and you have to get your thoughts right with your actions.

Second, ACT like a Professional. To become a TOP PRODUCER who have to start thinking and acting like a TOP PRODUCER now. You can’t wait until you become a TOP PRODUCER and start acting like one, you will never become one.

Third, SHOW you are a Professional. Now that you are thinking like a professional, acting like a professional, it is now time to demonstrate to your Sphere of Influence that you have the knowledge base and the resources serve them.

And finally, BEING a Professional. That means how to ask for the business. What to say and how to say it. When to ask for business and how often but also how to give value back to your sphere. A professional doesn’t just take. What are you going to do to help your Sphere?

Are You Spending Your Marketing Dollars In The Right Place? June 2, 2007

Posted by Darin Persinger in Marketing, Real Estate, Sales.
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searching on home computer

I see different stats all the time like:

70% of buyers start their real estate search online
78% of consumers start their real estate process online
72% of buyers use the internet for property search.

Who knows what the real numbers are? Probably no one.
What I know is that in the circles I run, my family, my friends, my sphere, that number is probably closer to 95%.

So the question I have for you:

How much of your Advertising Budget is being spent in online advertising?

Are you spending 10% of your budget online? Probably not.
Are you spending 25% of your budget online? I bet your not.
Are you spending 50% of your budget online? I know your not.
Are you spending 75% of your budget online? Now I am just being ridiculous.

 Or am I?

Why are you not where the consumer is?

Watch Oprah and watch who the advertisers are during the program.
Watch a Packer Football game and watch who the advertisers are during the program.
Watch CNN or Fox News then turn to MTV or VH1.
 
Notice a difference?

Rule #1 of Marketing. Know your audience.

Glenn From Redfin Thinks Century 21 Is Attacking Him May 30, 2007

Posted by Darin Persinger in Marketing, Real Estate, video.
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Glenn Kelman, the CEO for Redfin, the online real estate brokerage in Seattle that came to fame with the 60 minutes piece a few backs recently wrote a post on his blog, Century 21 Runs Anti-Redfin Ad. 

Glenn states,

…it feels like a blunder for Century 21 to take us so seriously. Watching it, I was overcome with the elation of a high-school nerd after the prom queen noticed him enough for a put-down. And the ad falls into the same old trap, arguing that customers need help picking out a home. Most don’t.

Here is the ad and another one that Glenn attacks calling, sinister toned and corn-pone dreams of home-ownership and scaring you to death.

I kinda agree with Glenn on this one, a little bit. These ads aren’t so great. I think C21 can do better and I think we as an industry can do better.

The Reason Why I’m Seeing Fed-Ex Trucks Everywhere May 24, 2007

Posted by Darin Persinger in Creative, Marketing, Real Estate, Sales.
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Do you see it?

Is your logo this genius?
Do you have a logo?
Or do you just use your photo?
Don’t believe in the power of your own logo-look at your business card-
Why do Brokers have a logo but not agents?

You can read an interview with Lindon Leader, the creator of the logo, and find out how the arrow came to be inside the Fed Ex logo and what it means over at The Sneeze. Lots of great stuff.

How about Amazon? Ever notice the arrow there? What does Amazon carry?

Everything from A to Z!

I noticed along time ago at a UW Badger basketball game, at the old Fieldhouse, the new Big Ten logo after Penn State joined the Conference making there 10 11 teams.

If you are thinking about a logo, and I hope you are, less is more. A logo does not have to be a crazy graphic or a picture design.

Sometimes just a nice font and being a little creative will go along away.

Google Real Estate Tools May 21, 2007

Posted by Darin Persinger in Education, Info, Marketing, Real Estate, Sales.
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 Google has created a whole info page just for Real Estate Professionals on what Google has to offer to help you and your consumers. 

Google Tools For Real Estate Professionals.

Google Base= Where you can post your listings.
Google Adwords= This is online marketing at its best, being where your audience is. You can have adverstise on this site. Look to the right. That’s an example of Google Adwords.

Google Maps=Not only is this the newest trend in real estate searching but it is only going to get bigger and better. It’s not going away. People still drive around and search for neighborhoods, right? This virtually allows them to do the same thing.

Google Earth=Google Maps Cubed. This is 3D and alive. I don’t completley understand yet. When one of you has mastered all it has to offer let us know.

Google Business Center=Be there or get passed by.

Google Sketch Up=The same as Google Earth for Me. Very cool tool, I don’t know how realistic it is to use just yet.