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- Early Warnings – Signals shot up for the digital consumer transition back in 2011. Morgan Stanley released a rich and detailed report that mobile web searches will reign supreme in 2015. Also in 2011, Corcoran CEO Pam Liebman noted that mobile searches influence how REALTORS® should market their listings. REALTORS will compete for prospects looking for houses via Google Maps.
- Research – To layer onto the argument, Google and the National Association of REALTORS® co-developed a study – Digital House Hunt – that measured “Google real estate searches on mobile devices grew 120%…from 2011-2012.”
- The Social Sell – Before taking the social leap, consider your core client base. Do they tweet or skim Facebook? To ensure you’re crafting the right digital strategy to reach your prospects and clients, survey their habits. Likewise, guide your own research using this detailed social media channel comparison infographic from Leverage.
- Mobile Business – We’re busy people. Unfortunately, our schedules often bar us from physically travelling to home viewings or for agent office visits. In fact, REALTOR® and real estate thought leader, Lawrence Brown, reveals that he has a client for whom he’s sold many homes, but hasn’t yet met in person. Like with social media, it is vital to match the prospects or clients’ habits to guarantee a sustainable business.
- 3 proven strategies to persuade sellers to price their properties appropriately
- 9 common objections and how to respond to win the listing
- How to defend your commission by emphasizing your value
- Online resources you can use when negotiating the sale price
- Why you should never ask “why?” in a negotiation
- How to agree, counter and close to easily overcome objections
- When to use presumptive closing statements and alternative closing statements
- How to close buyers using emotions, not features
- Overcome those seller objections before they even ASK
- Stop winging it and start NAILING it with more confidence, ease and real results
- Learn what you need to work into your presentation to obliterate their concerns before they object
- Acheive more when faced with objections – you’ll know exactly to say and when
- Get price reductions more easily to get more properties sold
- How to write copy that resonates with the core values and preferences of your target market
- Which communication channels work best to attract, engage, connect and convert prospects
- How to fine tune your marketing to gather more responses and receive a greater return on your time investment – both online and offline
- How to “narrow-cast” instead of “broad-cast” your marketing messages to become the celebrity authority in your marketplace
The New Reality
Digital and mobile platforms serve as a key foundation for today’s consumer market based on ease of use and convenience of finding the right home. Erase the notion of this as a trend. Consumer behavior has already pushed this mainstream.
Today, your prospects are only a click-away from finding the right home, but they lean on you to guide them through the negotiations, legalities and paperwork. Imagine this scenario: a prospect happily finds their dream home online, but the happiness sours when faced with the barrage of physical paperwork and emotional red tape. If you’re not digital, then why should they consider your business?
Thriving in the Digital Market
Our market overcrowds prospects with potential REALTORS®. Communicate and work with your prospects via digital methods like they do. By matching their efforts, you’ll proudly boast a successful real estate business that leaves clients fulfilled with the property that speaks to their dreams and matches their reality.
So be sure you are serving your customers on their terms and where they want to interact with you. Given consumer trends, they’re probably already waiting for you at the other end of that wireless connection on their mobile device.
This post was written by Michael Presnall as part of a post exchange with DocuSign. To see our contribution to their blog, click here.
About DocuSign Inc.
DocuSign®, The Global Standard for Digital Transaction Management™, helps organizations of every size, industry and geography accelerate transactions for dramatic ROI, increased security and compliance, and enhanced customer experiences. DocuSign’s DTM platform delivers the easiest, fastest, most trusted and secure global network for sending, signing, tracking, and storing documents in the cloud.
Since there’s no shortage in online tools for agents – but choosing the most useful ones is not always an easy task – here’s a great resource for your real estate needs: PropertyShark.com.
With a wide-ranging customer roster that includes agents from companies like Douglas Elliman, Stribling & Associates and The Corcoran Group, PropertyShark has positioned itself as a real estate data powerhouse due to the vast amount of property information it offers. While initially developed as a New York-centric service, PropertyShark has gradually expanded its coverage to the entire US, with a rapidly growing user base in states such as California, Massachusetts and Florida.
PropertyShark’s main purpose is that of easing the work of real estate agents throughout the US by providing access to complete and reliable property information – ranging from property characteristics (square footage, number of stories, year built, zoning, you name it) to sales and mortgage history, property taxes and even building photos.
In addition, it gives you both the name of the property owner and his or her contact details with phone number, where available. Tools are also provided for those who want to dig up more information on the owner of a property – giving pointers on how to identify the name of the owner (or his/her representative) even when hidden behind an LLC. Find all this information and more in each property’s report!
Tip: To add the ‘wow’ factor, print a property report with your name and photo or company logo on it! Through its branded reports feature, PropertyShark allows agents to add a customized header to any property report, so that when you present it to clients, they will naturally assume that you have invested a great deal of time and effort into preparing such an elaborate report.
And since they have all this ownership information, why not offer a lead generation tool to go with it? PropertyShark’s Leads section can help you boost your direct mail efforts with relevant mailing lists and ready-to-download mailing labels – with owners’ name and addresses. If you’re a residential broker looking for potential home sellers, you’re going to love this feature!
Let’s say you’re interested in finding single family homes that have been sold quite a few years ago and that might be headed back on the market sometime soon. Simply insert your criteria and build a list – complete with owner’s names and contact details. Download the list and start contacting potential clients.
A nicely put-together comparables tool will help out with the property estimation process. Their comps section allows you to narrow down your search for recently sold properties in a certain area by applying a wide array of filters meant to help you choose only the most relevant properties – returning a much more accurate result than many other websites do.
If you have not yet had the chance to check out PropertyShark data and services, why not take it for a spin? Setting up a free PropertyShark account only takes a couple of minutes. But if you’d prefer reading some extra reviews beforehand, check out what other real estate professionals had to say:
“PropertyShark is an indispensable tool that helps us perform our due diligence efficiently and effectively when we are helping our development clients understand an acquisition opportunity. We also use PropertyShark to reach out to prospective townhome clients using the mailing list feature. It is a great custom solution that fits well with our personal brand of service.” – Donald Brennan, Principal and Licensed Broker for Brennan Realty Services
“PropertyShark has helped me in evaluating and collecting property information around the tri-state area. It has enabled me to find property history, comparables and ownership information, as well as many other types of real estate information that would normally take days to research through other services. PropertyShark is a one-stop real estate online search engine. No other online real estate service comes close.” – Robert S. Klein, Senior Director for Kalmon Dolgin Affiliates, Inc.
Have you used PropertyShark to help a client (or yourself) before?
Disclaimer: Both PropertyShark and Point2 are part of the Yardi family of companies.
If you haven’t already entered our Google Authorship contest, it’s not too late to do it. You are guaranteed to win a free featured agent ad on Point2 Homes. Additionally, one lucky contest participant will win a one-year subscription to Point2 Agent Professional.
Dozens of Point2 Agent subscribers have entered the contest, and results are already showing up.
Let’s try a general real estate related search on Google, like “port elgin real estate.” As you can see, jasonsteele.ca is showing up with an enhanced result:
Or let’s try “north okanagan real estate:”
These are all enhanced results made possible by a proper authorship implementation. This means more traffic to the agents’ websites, as they stand out from regular search results. It is estimated that the click-through rate of search results that show a person’s photo next to the link – as shown above – can be increased by 30% or more! Looking for other ways to use Google+? Check out our beginner’s guide for real estate agents.
Ready to jump in? Just leave a comment at the end of the blog post announcing the contest before October 31st. We will announce the grand prize winner on Monday, November 4th.
What if we could show you a way to get more listings more easily? And get them without more work, money or effort?
Get the secrets of what a defined marketing program with your strategic partners will do for you!
Our favorite hostess Terri Murphy teams up with expert loan coach Michael White to share what listing activities and strategies you and your partner lender can deliver that provide exceptional market differentiation. Learn how to pack the WOW you need to create more listings that, when marketed well, will lead to more sales!
This 36 minute coaching call delivers the full scoop on what agents need to win more listings, more easily.
You will learn:
- How mortgage professionals & REALTORS® can work together to secure more listings
- The step-by-step action plans you need to get more listings
- About the best new mortgages & refinance opportunities that can help your buyers & sellers
- To create real differentiation in your service model
Why this webinar will change your bottom line?
Terri listed and sold over 100 properties a year for over 20 years. She knows just how strategic partnerships can help get more listings that sell. This is her proven system that works!
What: Success Series Webinar ft. Terri Murphy & Mike White
When: Thursday, May 9th
Time: 10:00 AM Pacific/ 12:00 PM Central/ 1:00 PM Eastern
Who can attend?
- REALTORS® are invited to invite their mortgage professionals
- Guests of your REALTORS®
Terri and Mike offer the key activities that agents and their loan partners can do to make more sales, more easily!
Success Series Webinar with Bernice Ross, Part 2: Recap
“Will you reduce your commission?”
That’s about the last question you want to hear from potential home sellers after a killer listing presentation, right? But no matter how stellar of an agent you are, it’s probably happened to you. Buyers, sellers, everyone wants a deal. It’s up to you to convince them that they are already getting a deal… by choosing you to be their agent who helps them get the best possible price for their home.
To do that, you’ll need tools that will help you stay confident and in control in the face of even the most notorious seller objections. Enter the real estate script: game changing negotiation dialogue that is professional, straightforward and, most importantly, effective.
Our most recent Success Series webinar with real estate author and coach Bernice Ross taught participants how to use scripts to dig deeply into price objection and establish a solid commission defense. Bernice shared:
After you watch the webinar, visit Point2 University to take our free e-learning course, Overcome the Toughest Seller Objections & Close More Sales. You can revisit the scripts from Bernice’s presentation, learn how to address additional seller objections and print out the course materials for future reference.
Success Series Webinar with Bernice Ross: Recap
We really like this house, but we want to keep looking.
We want a better area.
It’s cheaper for me to rent.
Now what if you knew how to respond to those common buyer objections in a way that would help you close the sale while still allowing the buyer to feel in control?
It’s possible. We promise. Renown real estate coach Bernice Ross showed us how to do exactly that in yesterday’s webinar. In less than an hour we learned:
Are you ready to watch the recording? Click here.
You’ll quickly discover that questions are the secret to controlling client negotiations. Bernice has also included 8 helpful closing scripts that will guide you through many buyer transactions.
Register now for the second webinar in this series: Overcoming Seller Objections. Bernice will be back with us on Thursday, April 18th to share great scripts that will help you land more listings. You won’t want to miss this!
Do questions from prospects and clients sometimes leave you tongue-tied? Real estate coach, author and trainer Bernice Ross gives you the winning edge on how best to respond to those buyer and seller objections that cost you money!
Join Point2 and Bernice Ross for our April webinar focus: Scripts for Success!
Real estate scripts provide a way of being prepared for any situation. They give you effective language that will express your goal. Knowing the right thing to say at the right time will help you get the results you want and close more sales.
Mark your calendar for April 4th and April 18th when Bernice shares sales-boosting script tips:
No more off the cuff, stumbling around when presented with a push back. Join Bernice and she will share how you can script your way to more sales and more success!
Click here to register for Thursday’s webinar now to learn game-changing scripts for buyer interactions. Space is limited.
What: Success Series Webinar ft. Bernice Ross
When: Tursday, April 4th
Time: 10:00 AM Pacific/ 12:00 PM Central/ 1:00 PM Eastern
Stay a step ahead of the pack, register now for Bernice’s April 18th webinar, too, to discover script dialogue that will help you work with sellers!
Did you know there are four generational consumer groups in our marketplace right now? And that each one of these groups responds to your marketing and communication differently? Point2 has the scoop for you!
Terri Murphy, real estate communication specialist, will share her expert marketing tips with you. See more returns on your marketing investment when you learn communication strategies that zap the generation gap.
You will learn:
Get ready to maximize your selling potential by making easy tweaks to your client communications. Click here to register now.
What: Success Series Webinar ft. Terri Murphy
When: Thursday, March 21st
The webinar is now over.
Are you one of the 100 MILLION people a day that watch video? We bet you are! With video dominating the attention of such a massive number of people on the planet, real estate agents need to get on board and fast. It’s time for you to learn how best to implement video into your marketing messages.
Point2 to the rescue! Thursday’s upcoming Success Series webinar features the real estate industry’s leading video expert, Michael Krisa. He knows exactly how to maximize the video power of the iPad, and he’s going to share his strategies with you.
Why don’t more agents use the iPad to shoot video? Most likely it’s because they think it’s expensive, complicated and won’t look good. But that’s just not true.
Michael takes the complexity out of video. In this webinar, he’ll show you an easy way to use the iPad to shoot and upload great-looking videos.
Cutting edge video will help your listings stand out from the competition. Your videos will give people a way to know, like and trust you before you even meet. Video helps you “make the connection” with any prospect. Using an iPad makes video simple, fast and inexpensive to produce.
Video isn’t limited to profiling a home or a neighborhood. Connect with today’s prospects by using video to demonstrate the lifestyle of area shopping centers, parks, schools and local events. Michael will show you how to become the “celebrity authority” in your marketplace by learning new ways to use video to become a top marketer.
If you are serious about staying ahead of the competition, mark your calendar now for Thursday, March 7th and register by clicking here!
What: Success Series Webinar ft. Video Expert Michael Krisa
When: Thursday, March 7th
Time: 10:00 AM PST/ 12:00 PM CST/ 1:00 PM EST
Thanks to everyone who registered for and attended our first Success Series webinar, “How to be Red Hot in a Cool Listing Market”, with Terri Murphy! We had a near-capacity crowd who learned key success-building strategies such as:
How to best use LinkedIn – leverage the value of implied endorsements by giving and getting recommendations.
On YouTube – One of the most-searched phrases is “how to”. Create your own personal channel and implement the use of playlists to segment your videos, with one segment being how-to’s and information for buyers and sellers. Example video idea: The 5 Biggest Mistakes Most First Time Buyers Make
Marketing Calendar – design your posts and videos to coordinate a convergence strategy for your editorial and marketing calendar.
Headlines and Blog Posts – before posting a subject line, check out the title for the emotional response valuation in addition to interest building.
Blog engagement – encourage engagement by asking a question at the end to garner responses and conversations.
For those of you who missed it, you can review the recording and learn how you too can be red hot! Also, you can download Terri’s Receipt Template and Letter to Sellers right here. These documents are only available to download for the next ten days, so act fast!
We want your feedback! What do you do to be successful in cooler markets? What in today’s webinar resonated with you? Other thoughts or feedback regarding topics that you’d like us to cover in future Success Series webinars? Let us know!