In 2003, Former Defense Secretary Donald Rumsfeld referred to the then recently-launched Iraq War as a “long, hard slog,” referring to the Herculean effort that troops would have to go through to secure victory on the battlefield.
Fortunately, in the world of real estate sales, violence isn’t necessary. But “slogging” sure is. And there’s nothing “sloggier” than cold calling – dialing one’s way down a list of cold contacts.
But it’s part of any sales career – especially in the early days, when you have little money and few resources, but lots of time on your hands and steel in your heart.
What do we know about cold calling? Is it really effective? Is it realistic to set appointments and build a business by relying on smiling and dialing?
The Keller Center at Baylor University did a study involving real estate agents dialing from a list of numbers to which they had done no previous marketing. Each of the 160 agents in the study committed to calling this list for one hour each day for seven days. The agents used a standard script.
Of the 160 agents who said they would make the calls, only about 50 actually did so – which accounts for a good deal of agent attrition right there. Let’s look at the numbers. continue reading
We’re ready for it! Are you? Trulia is gearing up for its best year yet at this year’s REALTORS® Conference & Expo from November 7 – 10 in New Orleans.
With 17,000 real estate professionals from across the country scheduled to attend, this promises to be one the most exciting events of the year. Here are the top reasons you should stop by booth #1401 to hang out with Trulia at NAR: continue reading
Fall house staging has to be sharp, because your listing has to sell if you want to close the year out on a high note and leave your sellers feeling satisfied.
Here five ways to help your clients make their real estate listing stand out and get their home sold before the holiday season hits!
These days many sellers are selling to move on to another property. Chances are, your listers have a vision for both the property want and the new furnishings to make the new space into their dream. For sellers who have the budget, encourage them to shop ahead. The dream furniture and non-permanent fixtures for their new space may help their current property sell faster.
Before you bring up house repairs, find out what your seller’s always wanted to do with the home and never got around to completing. This, sometimes emotional, trip down missed-out memory lane can help you make the case for improvements you know will make the home move.
Sometimes helping sellers revisit their dreams for a property can unlock easy ways to market it as the dream home for someone else. continue reading
Want a home designed precisely to your tastes? It’s no longer a homeowner luxury. A building in San Francisco is now offering custom details to some of its penthouse suite renters.
In a recent press release, rental placement agency RentSFNow announced that the 3035 Baker building in San Francisco, CA will be offering two penthouses that renters can customize, including two free hours of design services from local interior design firm LOCZIdesign.
Why? They want to appeal to renters who desire a living space that’s beyond “builder-grade,” a space that reflects their individuality and personality. “Do-it-yourself personalization is becoming more commonplace in every aspect of life,” says LOCZIdesign founder Paige Loczi. As the release states:
“While apartments have long touted ‘customization,’ those options are typically paint and minor cosmetics whereas 3035 Baker offers complete build-out options including top-of-the-line appliances, countertops, cabinets, flooring and other features including paint and finishes.” continue reading
Real estate can be contagious, some say infectious, and yes…even hereditary. Families with generation after generation of real estate agents are more common than anyone would think.
They’re also pretty easy to spot. Here are six signs you’re raising an agent and you’ll be coaching your “little ones” through managing their first closings one day.
When your seven year old starts strategically placing (and moving) his or her lemonade stand in efforts to bring in the big bucks, you might have a deal-maker on your hands. An innate sense of the importance of location is a clear sign that a kid has a closer’s charisma running through their veins.
If your former infant is willing to sell anything, including their school supplies, know that your grandkids might get fed by commission. If your child sees a payoff where others see essentials, you’re raising and entrepreneur. continue reading
Before a sale goes sour, there are signs. Some of the are as clear as dial-tone in your ear. Other signs are subtle, sneaky, and creep up on you and your sellers like a venomous transaction-killing spider ready to murder your commission.
Don’t let your clients and deal fall prey to these seven serious signs that signal seller self-destruction:
The clearest sign that a seller is bound—or about—to self-sabotage is when he or she stops listening to their agent. If you’re recommending a price, repair, staging or other advice and are always met with objection, start the countdown to meltdown.
Serious sellers are willing to go the extra mile to get the deal done. If you hear resistance to paying closing costs, making repairs, or extreme nervousness about the home inspection at the start of the transaction, you may be in for a rough or impossible ride. continue reading
When it comes to the fall and winter seasons, you need to do everything you can to keep your business booming all the way through the end of the year. Do you have a strategy for turning your leads into real-world clients?
How you respond to and manage your leads can be the difference between a closed deal and a missed opportunity. But knowing how to make a stellar impression and engage a lead can be a challenge. With this 7-day action plan, you can master the smart strategies that will help you convert your leads to
“I think I’ll send my new patient a $50 Macy’s gift certificate to thank her for allowing me to perform her annual physical,” said no doctor, ever. Come to think of it, my hairdresser, accountant and lawyer have never gifted me, either.
Yet real estate agents, somewhere along the line, came up with the notion that they absolutely must provide a closing gift to clients. Who thought this one up? Nobody really knows.
However, the agent that first gifted a client must’ve found the practice successful, because it was quickly copied and has now become standard practice.
Does giving a gift to a client make you memorable? If that was the case, more service industries would probably take up the practice. I don’t know about you, but I return to my hair stylist every month because I love the way she cuts my hair. My accountant saves me money on my taxes. So, is it the gift that makes clients remember you, or was it your performance?
Let’s take a look at some of the pros and cons of giving closing bribes – err, I mean, gifts – to real estate clients.