Cleaning Out Your Database Closet


real estate database cleaningToday I’m sharing a blog written by Debbie Hanlon for REMonline.com. Debbie’s clever metaphors explain why it’s so important to clean up your real estate databse. She even includes some great tips on how exactly to go about it!

Debbie writes:

Every now and then I get what I like to call the urge to purge. When that feeling comes upon me I go through my closets and pick out all the stuff I no longer wear, that is no longer in fashion or that, for some strange reason, has shrunk and no longer fits me.… Read the rest

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How to Bounce Back After a Lull in Home Sales


real estate salesToday I’m sharing a blog written by Jennifer Riner for Inman.  Jennifer’s topic is one that all REALTORS can relate to, and I think you’ll really enjoy her tips for how to bounce back after a slow time in real estate.

Jennifer writes:

In real estate, business tends to fluctuate depending on demand. You might experience months with little to no new business knocking at your door.

This is not abnormal, especially in a career where success is highly dependent on the local economy and, sometimes, the weather.… Read the rest

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Digging Deeper: Understanding Your Real Estate Prospects


iStock_000011860969LargeHere are two customer scenarios that come up periodically. The series of questions that follows will help you “get to the bottom of things”. The first one is all about identifying your Prospect’s true motivation, the  second one deals with “which agent to choose?”…

Scenario #1. Understanding Real Estate Prospect’s Motivation

Ever run into that situation when your prospect (buyer or seller) doesn’t reveal their true motivation easily? Sometimes they are vague, sometimes they’re unclear, and sometimes it appears that they’re not even sure how motivated they are.… Read the rest

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[INFOGRAPHIC] Experts Share the Worst Real Estate Marketing Mistakes You Should Avoid


churchillEveryone makes mistakes. No one can be perfect all the time. You probably already know that if you’re really trying, you’re bound to mess up. And at some point, failure is inevitable. Does that mean you shouldn’t try to avoid making a mistake? No. And with advice from some of the industry’s most knowledgeable real estate professionals, you can do just that.

We reached out to some of the most influential real estate professionals in the industry to see what advice they had for others.… Read the rest

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4 Foolproof Tips for Building Your Sphere of Influence


business_relationshipsHow much of your real estate business comes from referrals? If you’re anything like the many REALTORS® I speak with, it could be 60-80% of your business.  That’s a massive amount of your livelihood coming from one source!

While I happily sing the praises of prospecting phone calls and social media marketing, it can’t be denied that real estate is a business built on relationships, and your strongest relationships, or your Sphere of Influence (SOI), are your most reliable referral source.… Read the rest

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3 Reasons Why Email Marketing is Essential for Realtors


real estate email marketingReal estate professionals can feel pressured to out-spend one another when it comes to digital marketing. Fortunately, the best bang for your buck is an easy-to-use CRM like IXACT Contact. A recent article by EContent illustrated 3 key reasons why email remains the go-to solution for digital marketing. We’re going to share those reasons, along with some marketing tactics to help boost your conversion!

Jonathan Treiber, CEO and co-founder of RevTrax calls email “an incredibly viable channel for marketers.” Here are his 3 reasons why:

  1. Email is the least expensive communication channel that allows a brand to communicate directly with the end consumer.
Read the rest
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A New “ABC” Strategy for Real Estate Sales


real estate connectionsIn sales, we often hear the acronym “ABC” which stands for “Always Be Closing.”  It’s a strategy that encourages real estate agents to be persistent and focus on the end game.  To follow the ABC technique, a REALTOR® is constantly on the prowl for prospects, carefully nurturing leads, and staying highly motivated to close more sales. ABC is another way of reminding yourself to “keep your eye on the ball,” remaining aware of what exactly you’re working for.

While I agree that focusing on the end goal is effective, I wonder if there is some value in also concentrating on the process of getting there.… Read the rest

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Advice from a Real Estate Pro: One-A-Day


adding to real estate contactsI’m always after you to… “Add one new name every day to your database.” I’m talking about people you can follow up with in the future for referrals (or even direct business in the months to come). Two questions come from this recommendation… Where do I find them? & What do I say?

WHERE? In your day-to-day prospecting there are bound to be one or two individuals with whom you “hit it off”. It doesn’t mean that they are moving, it just means that you have a nice pleasant conversation.… Read the rest

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4 Ways to Secure Your Value as a Real Estate Agent


real estate valueToday I’m sharing a blog written by Kellie Tinnin for Inman.  Offering value is an important part of real estate sales, but can be tricky to keep in mind in the midst of a hectic schedule.  I love the way Kellie breaks this post down into 4 key steps to help you secure value as a REALTOR and stand out to prospects.

Kellie writes:

How do you create value that resonates with clients and consumers in an industry that is constantly flooded with information, hype and, sometimes, bad press?… Read the rest

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How to Breathe New Life into Old Real Estate Leads


reviving real estate leadsReal estate leads are extremely valuable. Leads that turn into prospects, then clients, then closed clients are especially valuable. But what about those leads that don’t turn into anything? Are they a dead end? Should they just be thrown away?

Not so fast. Old real estate leads are still important, they just need some encouragement. They may need a little help moving through the process. They need some extra attention.

That’s where lead nurturing comes into play. Not every single lead may be interested in buying or selling their home today, but that doesn’t make them less viable.… Read the rest

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