Posts by guest:
- 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
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!
Today’s guest blog is brought to you by Dylan Cline - one of the amazing customer care representatives here at Point2.
In today’s real estate market, we can see more clearly than ever that having the ability to easily tailor your website to fit the needs of your customer is an essential part of having a strong online presence. To that end, I want to bring to light a tool – or more accurately, two tools – which are going to be able to help you achieve this goal.
This service recently came to my attention when one of our customers asked about the ability to have users upload files, photos, and blueprints directly to him through his public website – a service Point2 doesn’t offer natively. Some coworkers and I pooled our collective knowledge, and out of that union we found JotForm, a powerful one-two punch which provides highly customizable forms for your website, as well as the option to upload files directly to your existing Dropbox account. (You DO have a Dropbox account, right? If not, it’s time to make one! We’ll come back to this in a second.)
This is an incredibly powerful tool, and it provides you everything from the ability to add forms and capture data from Facebook, to the ability to take payments through trusted vendors like PayPal, ClickBank, and Google Checkout. The more in-depth you wish your form to be, the more complicated it’s going to be to set up – however, that said, there is a fantastic User Guide which goes over nearly every question I could think of, which you can access through this link.
Now, moving on to the highlight of this little blog post: The ability for a client to upload files directly to your existing Dropbox account. Now, those of you who have Dropbox already and know what it is may skip over this next paragraph. For those of you who are wondering exactly what I’m talking about, Dropbox is another free service which provides you the ability to host files online, which you can then access from any computer with an active internet connection (in fact, for those of you with smart phones, you can get the app). So if you haven’t already set up an account with Dropbox… what are you waiting for?! Did I mention it was free? You can sign up for the service by clicking this link.
Once you’ve got your Dropbox account set up, the next step to getting your customers the ability to upload files through your website, is to sign up for JotForm (or if you’re already signed up, integrate your Dropbox account), by going to www.JotForm.com and following the on-screen prompts. Once this has been completed, you’re nearly set! The last step is to simply find an existing template which uses the Dropbox integration (Templates available here), or create your own from scratch.
Once you have your custom form, or your new upload page, simply copy the code provided in JotForm, and paste that into an “Advanced Content Module” within your Point2 website. The form will immediately show up on the public end of your website.
Now, one last note: as with all free services, both Dropbox and JotForm offer more space and the ability to use more forms with paid subscriptions. For most users, the free service provided will be more than you’ll need – however, if you find yourself hitting your limits, both services provide upgrades at a reasonable price for a great reward.
I really cannot say enough good things about these two tools. The fact that they integrate so well with each other, and with Point2, is really just “icing on the cake”.
Most consumers rarely engage in selling or buying real estate. It is therefore natural for them to not be fully aware of the intricacies of the industry, as let’s say an investor might. One of the greatest advantages of having a REALTOR© represent the consumer, be it buyer or seller, is to benefit from their extensive experience in the business, with the ultimate objective of securing the best deal possible. However for this to happen, the REALTOR must be ‘contracted’ by the consumer in order for them to ‘represent’ them.
Without a contract, the perceived ‘representation’ is limited to the agent conveying information provided by the other party, buyer or seller, that the buyer or seller must then analyze and make their decisions upon. This is referred to more as working ‘with’ the customer, rather than working ‘for’ them. A far cry from an optimal position, in as far as the customer is concerned.
True value and advantage lies in the customer’s ability to tap the agent’s extensive negotiating, neighbourhood insight and overall expertise, to their advantage. To benefit from their recommendations on how to approach the negotiating process, rather than just relaying to them an asking price and carrying back counter offers. As a home buyer, you want your agent to put serious skills to bear, much like a lawyer might. But they can legally only do so if they are under contract to ‘represent you.’
While the benefits of remaining free to work with one or more agents may seem appealing to some, there are many risks associated with such an approach. Carolyne Realty Corp. has a great write up on representation that covers the subject in far more detail and might be a good read for any buyer or seller. Realtor.com, on its website, also stresses the importance of proper representation when consumers are ready to take their search from online to real-life. Not just in securing the best deal possible, but also to access accurate data and facts about a property before making the leap.