For Real Estate Professionals

7 Smart Strategies for Following-Up with Online Leads

May 22, 2014


Great leads don’t do you any good if you’re not ready to turn them into business. Converting online lead into real-world clients takes skill and finesse, but with a few expert strategies, you can capture the best buyers and seller in your market. In this guide you’ll learn the go-to strategies for converting more leads.

Whether you’re new to online leads or just looking for a quick refresher, these are tips and tactics worth taking note of!

Having trouble getting the download? Email us at training@trulia.com!

The 5 Real Estate Mistakes You’re Probably Making this Spring

Jovan Hackley
May 22, 2014

Face it. We all have flaws. Whether or not we like to admit it, no matter how much you rock in business, we all have a few points that could stand improvement.

For agents, some mistakes, like devoting too much of their budgets on client gifts, can have a small effect on your balance sheet. Others, like this list, can be business busters that kill your bottom line and any future prospects.

Learn to break these business bad habits this spring and set yourself up for success in the seasons and years to come: continue reading

7 Seller Personality Disorders that Can Cost Agents

Tara-Nicholle Nelson
May 19, 2014

Psychological Red Flags That Mean You Should Not Take the Listing

Every agent knows that being an armchair therapist is part of the job. You have to hold the space for people to make major decisions about their money, their homes, their families and their lives in the context of the transaction they work with you on.  In the process, we often are called upon to help them think through things or, at the very least, to as they process them.

In the course of this necessary process, agents often witness a seller going from one extreme position to another on the opposite end of the spectrum in the course of a few months. If we refused to work with every seller who didn’t agree with 100% of our advice, we’d be in rough shape.  But there are misbegotten beliefs (which can change) and there are personality issues, which are lasting issues in the way that some people think about the world, make decisions, and interact with others.

Here are a handful of seller personality problems that you should run, not walk, from before you sign the listing agreement and sign up for a year – or more – of drama, trauma and expenses – instead of profits.  continue reading

What’s Really Important to Your Sellers? Chances Are, It’s Not the Sales Price

Geoff Bray
May 18, 2014

Here’s a crazy idea: Start adding value for your sellers by shifting away from the sales price you can get for them. For some agents, it may seem counterintuitive, but there is a high likelihood the price isn’t what sellers are focused on.

The most important question we can ask a seller when first sitting down to discuss the sale of their home is “Why are you thinking of moving?” This question can lead to a multitude of answers. Relocation, better schools, bigger home, smaller home, bigger yard, smaller yard or a nicer garage for when the hubby gets kicked to the “dog house.” Regardless of how we ask that all-important question, we almost never hear, “Because I want to get $375,000 for my home” or any other specific value. This is because consumers usually have a reason for their move, and it’s not price related. It’s time to stop obsessing about how much more money you can get them than the other agent. In this market where houses are starting to sell faster, getting more money than the competition doesn’t cut it for a value proposition.
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5 Smart Strategies to Win More Leads this Summer

Erin Renzas
May 17, 2014


The sizzling home selling season is here. May through August signals prime time to put your head down, pound the pavement and get deals done. In fact, this is the time of year when 60% of all homes are bought and sold. For real estate agents, the way you market yourself to potential buyers and sellers can be the difference between a record-breaking year and a series of missed opportunities! Now is the time to reinvest in your business to ensure that you have a solid stream of stellar clients all summer long.

Having trouble getting the download? Email us at training@trulia.com!

8 Listing Bloopers to Avoid this Spring + Summer

Tara-Nicholle Nelson
May 15, 2014

I once read an MLS property description that read simply: “This place is a mess!” The photos proved the agent’s point, though the uber-low list price compensated for the near-condemnable condition of the property.

Few things in our industry give agents as good a laugh as an egregious online property listing. Here are some bloopers and foul-ups that still crop up regularly. Note to self – don’t do the following:

1. Unfortunate photos.

Just because your phone has a camera doesn’t mean you should use it to take your listing photos. Seriously. Not all mobile phones are made equal.

Real estate listing mistakesWhile some may take listing-ready pics, many, many phones have resolution or lighting issues that produce low-quality, low-resolution images. Even if you outsource your photos, make sure you actually view them, versus letting your photographer or a team member handle this uber-essential step. I’ve seen agents pay for MLS photos that were clearly taken on trash day, because the dumpster was squarely blocking the home’s exterior.

Other listing photo blunders that are still surprisingly common include: poor photo selection, photo fraud (see #3, below) and failure to upload (see #2, below). It’s essential that you ensure there are photos of all the major features buyers use to screen properties in and out of their ‘must-view’ list. This includes the kitchen (and appliances), bathrooms and the frequently neglected front and back yards.

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3 Ways to Diffuse Clients’ Emotions when Stakes are High

Colleen Fischesser
May 14, 2014

Several years ago, a listing of mine had a near death experience; that is to say, negotiations nearly reached a terminal point…over an office chair.

I should preface the story by explaining this happened back in 2008, when buyers were a hot commodity with a plethora of listings to consider. The buyer and seller negotiated back and forth (and forth and back) until we were all cross-eyed with changes. Finally, the buyer accepted the seller’s counter… kinda, sorta. There was one small addition on what I had been told was a signed off contract. The buyer suddenly decided she had to have the seller’s desk chair in the home office, a personal item which had not previously been mentioned anywhere in the contract.

After peeling the sellers off the ceiling, I quickly realized their indignation wasn’t just about venting. They were seriously willing to kill the deal. They were that mad. Their anger was about to lose them a well-qualified buyer and a strong offer in a weak market.
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The 4 Biggest Listing Photo Mistakes

Jovan Hackley
May 12, 2014


Even when the market is hot and homes are selling fast, you’ve got to make sure your listing sets itself apart from competing homes in order to get the best deal. Pictures move the masses and if you’re not careful, they can move prospective buyers away from your listings online.

Check out these four buyer photo turn-offs to avoid and tips for making sure your listings are getting the right attention online! continue reading

Simple Scripts for Responding to + Converting Online Leads

May 10, 2014

Your first response to incoming online leads is a make or break moment! With a few simple tips and must-know scripts, you can set yourself up for a successful first conversation and convert more leads into real-world clients. Before you get started, remember! Whether you use one of these scripts or opt for a version of your own, speed matters when it comes to converting online leads to real world clients. Always respond to leads as quickly as you can in order to give yourself the best chance to connect with and convert your leads.

Get this must-have guide and learn how to effectively connect with potential buyers and sellers. In this guide, you’ll find a dozen customizable email and telephone conversation starters to get you on your way to winning more business.

5 Frightful Facts that Affect Today’s Buyers (and How to Help Them Overcome the Fear)

Jovan Hackley
May 8, 2014

Today, there’s an easy way to tell the difference between a real estate agent, a buyer, and a seller. Mention the word “closing” and the one that cringes is your number 2. Agents and sellers rejoice at the thought of a transaction’s end. For buyers (especially first timers), there’s a rush of very different, overwhelming emotions that come along with the finish line.

For many homeowner hopefuls, these cringe-worthy considerations are enough to keep them out of the run for real estate.

If you’re going to work with and close buyer clients in today’s real estate environment, you need to know this short list of fears you’ll be up against to get the deal done:

Fact 1: The Market Tanked

Most of today’s headlines are all about recovery, but the memory of the 2007-ish market decline is hard for many house hunters to shake. It’s no secret the concept of a the American dream took a hit and the fear of the unknown is still at an all-time high. continue reading