9311718035_23ab0c5834Do you hate the idea of using a script on sales calls or appointments? Many realtors shy away from using a script because they don’t want to sound canned or robotic when talking to prospects and clients.

After all, many agents went into real estate because they love interacting with people. The last thing they want to do is kill that spontaneity and the personal touch that makes their job so enjoyable.

We have all experienced that awkward call from a telemarketer who can barely pronounce your name and reads tonelessly. But scripts don’t have to spell disaster all the time.
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8404984150_616882fa48_bAccording to Christine Comaford, Forbes Magazine contributor and author of the book Smart Tribes: How Teams Become Brilliant Together, 98% of the CEOs she works with are kept up at night by one thing: how to get and increase accountability in their business.

Why? Because increasing net income, improving performance, and achieving predictable revenue can all be attributed to raising the level of accountability in the sales process.

Realtor Rocky Wright knows this. He has developed a unique system of accountability that requires him to look no further than his own family for results.
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One of a realtor’s best and most useful tools is his or her sphere of influence. But what happens when your SOI seems to have dried up?

Keeping in touch with your SOI can be tricky. No one wants to pester friends, family, and former clients over and over.
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(09) Fall LeavesAs the weather cools and the leaves begin to fall, our thoughts turn to cold winter days and the festive holiday season to come. This is also the season when the housing market drops off, and you, like many other realtors, want to get as many of your listings sold before the holiday rush.

Even though selling in the fall means fewer listings and buyers after the peak spring and summer selling season, fear not. Autumn is the second busiest time of year for real estate and there are some definite benefits to selling during this time.

1. Nice weather brings out the buyers.

In many parts of the country, the fall weather is a perfect combination of sunny days and cool nights. People are out and about and are more willing during this time to come to an open house or walk around a prospective neighborhood.

2. Less competition means better commission.

The peak of the real estate season in spring and summer also means a lot of homes on the market. As this number drops off in the fall months, the competition will also dwindle. Buyers in the fall tend to be more serious and more urgent. There are fewer listings to choose from and they want to get moved in before the cold weather hits.

3. Fall colors increase curb appeal.

Second only to the greenery of spring, the beautiful falling leaves against still-green lawns and fall flowers make homes look warm and inviting. You can’t beat curb appeal.

4. Motivated buyers and sellers mean quicker sales.

Many sellers who held out for a higher price on their home during the peak season will be more willing to drop their price the closer they get to the holidays. This often leads to faster sales, especially since fall buyers are often more eager to make a purchase.

So how can you take advantage of the fall selling season?

Keep the following tips in mind when considering the autumn real estate market.

Revisit Expireds and FSBOs that have been on the market for a while.

Even if you didn’t have success with these leads in the spring and summer months, they might be more willing to use your services now that the summer is over.

Represent homes in fall mode on social media.

Marketing yourself on sites such as Twitter and Facebook can be very effective. Advertise your homes on these sites with creative, fall themes. For example, when describing homes, be sure to make them sound cozy and warm so that potential buyers will be able to imagine themselves settling into the home for winter.

Offer fall-related rewards.

For buyers who meet with you to discuss openings, offer some warm apple cider or a slice of pumpkin pie.

Create seasonal advertising.

Use an editing program to insert trick-or-treaters on the porch of the home or add a few autumn gourds to the front walk. Help buyers to see themselves and their families living there right now.

Selling a home in the fall months isn’t necessarily more difficult. It just requires understanding the market and planning accordingly. For more expert advice on how to grow your real estate business, contact us today.

 

lines-in-waterEvery fisherman knows that the more lines you put in the water, the more fish you’ll catch. You can experiment with bait, lures, timing, and locations but when it comes right down to it, two lines in the water statistically catch more fish than one.

Same goes for real estate prospecting. You’ll “catch” more leads if you pursue several modes of communication rather than sticking to one all the time.

When REDX talked to the most successful agents in the country, we found that 74% use at least three different prospecting methods in addition to picking up the phone. Try these favorites from the most successful agents in the country.

Mailers

The next most common form of communication after phone calls is mailers. Mail is most effective when it

  • Contains customized information that lets the recipient know that your are interested in their property
  • Is mailed multiple times until the property is sold or relisted
  • Provides information that will help the owner successfully sell their property (tips and tricks, etc.)

Though we always recommend agents include phone calls in their regular prospecting, we know of agents who have hit and surpassed the $250k earning level without phone calls because of effective mailers.

Door Knocking

It’s old school, we know. So you can imagine how surprised we were to find out that 58% of the $250k agents we interviewed knocked doors. In fact, they said they’d do it more if they had the time.

The key difference here is more in attitude than it is in actually knocking on doors. Mid-range earners often have the attitude that they are above knocking doors and lean toward more sophisticated prospecting tools.

The big earners all had the attitude that there was nothing more valuable than meeting people face to face, getting to know them, and showing them what could be done to help them sell their property.

Technology

While the traditional tools will always do a great job, high-tech tools are gaining momentum.

Social Media

We found that $250k agents were 43% more likely to use Facebook and 11% more likely to use Twitter as prospecting tools than $70k and under earners.

The most successful agents don’t use social platforms to simply list properties. They use them to engage with and educate their current and prospective clients. They get creative about soliciting business and follow up with past clients in an environment where readers feel comfortable and unthreatened.

Interactivity

$250k earners are about 41% more likely than $70k agents to use a tablet in their listing presentation.

Visual representations strengthen any pitch or relay of information. The ability to interact with a presentation also adds to the effectiveness.

Auto-Dialer

An auto-dialer is a computer program that provides up-to-date, at-your-fingertips information on properties then automatically dials the phone number for contact. A whopping 94% of $250k agents use auto-dialers.

No more wrong numbers. No more incorrect info. We take pride in Storm Dialer, our excellent auto-dial system. Find out more about it here.

Get more lines out in the water by thinking like a $250k earner. Use several of their favorite tools to increase your commissions now.

 

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