Friday, September 25, 2015

Three Common Opportunities With Internet Leads

Are You Taking Advantage Of The Three Common Opportunities with  the Internet?
generate leads online
The eBook 3L Blueprints: Leads, Listings and Leverage , published by Keller INK, offers a collection of snapshots on the topics that matter to the agents of our industry. One of the most important topics is lead generation. Without leads, you have no business. There are hundreds of leads waiting for you online. Here is a peek inside the book and a look at three common opportunities with internet leads.
Opportunity 1: Management of leads.
The use of an ISA is helpful for filtering and nurturing leads. Staffing this role means having someone solely dedicated to long-term follow-up and spending the time necessary to bring a lead to an appointment, which increases conversion rates.  However, it is important to note that the use of this  position also increases an agent’s lead generation expenses, and it may take considerable time to break even when adding this role to the team.
Opportunity 2: Building grassroots platforms to boost SEO.
Building a specialty or niche Internet platform, and filling it with unique evergreen content that buyers and sellers find both useful and purposeful, will drive traffic to the website and boost SEO in the long run.
Opportunity 3: Creating a collection of  online reviews.
Deciding to work with an agent is similar to that of a consumer making any product purchase, where what other people have to say about their experiences can make or break the decision. By focusing on building online consumer reviews and providing past clients with a platform to provide reviews, agents can influence the decision of other consumers on what agent to work with.
Ready to generate more leads, listings and leverage online? Learn from Gary Keller and Tony DiCello who hosted a Mega Camp 2015 panel discussion with top-producing associates Ben KinneyRyan TollefsonDan Wisdom and Heather Upton. They share the unique ways that they used the Internet to generate leads, win listings and create leverage for their business.

Wednesday, September 23, 2015

Disrupt the Market with More Value

Mega Tech 2015 challenged agents to reimagine how technology can shape the real estate experience.
Keynote speaker R “Ray” Wang, the Principal Analyst, Founder, Chairman of Constellation Research, Inc.  and author of the best selling book Disrupting Digital Business, explained why 52 percent of the Fortune 500 have been merged, acquired, gone bankrupt or disappeared since 2000; and it’s not technology driving the change. It’s a shift in how new business models are created in the new post-sale, on demand, attention economy.
“You must understand how business is shifting to understand how it will impact your market and your business. If you aren’t saving client’s time or capturing attention, you’ve lost,” Wang said. “The pace of change in technology is fierce and this tech convergence powers digital disruption.”
 Top 10 Things Happening in the Digital Disruption
  1. Digital disruption is more than just a technology shift. It’s about transforming business models and how we engage. 
With the move from the Sony Walkman to the Apple iPod, consumers effectively stopped buying complete CDs and instead sought to pay for individual songs, respectfully the disruption meant spending dropped from $6 to $.99 a song. Not much long after, the iPhone came along and killed 27 business models across digital cameras, maps, navigation devices, flashlights and watches. “Think about, in your business model, what can you do to transformationally change the experience and to change the way you deliver.”
  1. We move from selling products and services to keeping brand promises in an attention economy.
It’s about the brand and the mission. People selling products are giving away products to sell services. “Business are not competing with another brand; they are competing for your time and attention. If you don’t save them time or money, they are gone.
  1. New unit cost pricing models enable disruptive business models to thrive.
Dollar shave club is an example, selling shaves as a service. Imagine the smallest unit of something you could sell to shift the way you think and change the way you package experiences.
  1. Data is the foundation of digital business. Every touch point, every click, every digital exhaust is relevant insight.
More insights allow you to see what’s happening. After examining the commonalities of top sales representatives at one company, data revealed they all started in customer service and support so this was applied to sales training.
  1. If 20 percent of your revenue is not an insight stream by 2020, you won’t have a digital business model.
Creating brand new experiences based upon information and insights from data and the value of the information enables brand new selling experiences and business models.
  1. You can be the content, the network and the arms dealers. The digital winners will figure out how to vertically integrate all three.
Amazon, Google and Microsoft can do the network, the content and the technology; and each company remains determined to disrupt.
  1. Digital artisans emerge as organizations with the best math and design will dominate in a winner takes all world.
We need to humanize digital to bring the left and right brain together.
  1. People to people (P2P) democratizes distribution which strips out friction and transaction costs.
Tesla has done this by fundamentally destroying the auto dealer network by delivering direct. “If you are not adding value in the transaction, you will go away.”
  1. Design for customer segments of one.
The key is conduct one-to-one marketing, while providing mass personalization via marketing automation. Predictive intelligence is the future. By anticipating what people will do next, which results from machine learning, we can model people’s behaviors and market to them accordingly.
  1. We serve five generations of customers and workers, by digital proficiency, not by age.
Don’t use age as the segmentation; use people’s level of comfort with technology to determine how you interact with them.
“Digital Darwinism is unkind to those who wait. Focus on the brand and the mission and put new models into place using data, not gut decisions, to jump start growth and disrupt business. Disrupt or be disrupted,” Wang concluded.

Monday, September 21, 2015

Lead Generate the Roof Off Open Houses

Open houses can pack a big opportunity for lead generation into a few hours on a Sunday afternoon. If you leverage these events correctly, you’ll be increasingly finding and converting more leads. During Family Reunion 2015, agents Chris Suarez, Kasia Olek, Judy Teasley and Laurie Reader offered their best advice for tapping into the lead-generation power of open houses. And they are going to share it all with you.
open sign.tileOlek, who started her career in Tulsa, Oklahoma, without knowing a single person, used open houses to build her business from the start.
Today, 28 percent of her closed business is linked directly to open houses, proving her models and processes truly work. “I treat each open house like a shop,” she says. “The intention is to convert at least one piece of right-now business from every open house. Everyone else that comes I put into the database.”
  Open House Best Practices
Olek’s has a holistic open-house process based in best practices:
-On Monday, let client know their open house is Sunday
-Advertise all week long on every website and social media platform
-Call past clients who live nearby and ask them to bring people they know to drive traffic
-On Thursday or Friday, sign goes up in front of the home advertising the open house
-On the day, post directional signs at every neighborhood entrance and corner
-Show up early to knock doors and get as many neighbors to show up as possible
Participation Required
Agents on the panel said to make open houses part of the job description and not just something that happens when you have free time. South Florida-based Reader and her team host 175 to 200 open houses per year and all agents participate, buyer and listing specialists included.
Have a Plan
Knoxville, Tennessee-based Teasley plans open houses a month in advance. “We have a little get together ahead of time so the seller knows how it’s going to go,” she says. She also runs ads in the local newspaper on Saturday and Sunday. planning an open house
Are you ready to get more out of your open houses? Register for KWU’s Family Reunion Encore webinar presentation on September 23 at 1 p.m. CST and learn more.

Monday, September 14, 2015

The Key to Real Estate Agent Safety

September is Real Estate Agent Safety Month
As with any occupation, there are occasional hazards. For real estate professionals, some of the safety concerns are unique to our industry.
Recently, the importance of safety hit home for one Keller Williams associate who received a threatening phone call. The caller threatened the agent with violence at an open house. The agent and her team took the call seriously and cancelled all area open houses for the day. The police were immediately notified and thankfully no one was harmed. This incident is one of several that have rattled an entire industry.
You are the key to your own safety. Fortunately, now there are more safety training and resources available than ever.
Industry Response
In response to recent increased safety concerns, National Association of REALTORS® (NAR) has taken several initiatives to promote safety education.
On September 9, 2015 NAR offered four webinars presented by several safety experts with plans to announce new safety initiatives. Topics ranged from safety tips for rural land professionals to technology safety and everything in between. For more information on the panels and speakers, visit NAR.
NAR also plans to release The Little Red Book: Rules to Live by for REALTORS® will expand on ways agents can update their own safety protocols.
Expansion of safety initiatives expands beyond NAR. Local associations across the country are implementing new safety protocols. Check with your local association for updates on safety initiatives and training. For example, The Georgia Real Estate Commission created a free agent safety manual.
Keeping Your Team Safe
Safety should be a focus all year long, not just in September. Consider sharing a safety tip at each monthly team meeting to remind everyone that safety comes first. You can also schedule periodic safety meetings using webinars and training tools from NAR.
You Are The Key To Your Safety key to safety - real estate agent safety
  1. Be aware of surroundings.  Proactively learn as much as possible on the people and possible animals associated with each property showing. Continually conduct risk assessments.
  2. Put phone down when driving.Agents spend a lot of time communicating. However, talking and texting on the phone while driving is dangerous.
  3. Have a buddy. When you host open houses or meet clients for showings, have an assistant or another person with you, if possible.
  4. Always let someone know where you are. For showings, tell someone the client’s name and contact information, showing address and estimated time on site. Have a response plan that escalates in force should you not return within a given amount of time.
  5. Have clients fill out information forms. NAR has free downloadable resources, including a prospect information form, which you can customize and use. The form collects important identifying information that should be kept on file at your office.

Tuesday, September 8, 2015

How to Build a Massive Listing Inventory Without Calling FSBO's & Expireds


FREE 3 Hour CE Class!

HOW TO BUILD A MASSIVE LISTING INVENTORY WITHOUT CALLING
FSBO's & EXPIREDS

We have limited spots available so
make sure to register early!
Register for FREE with eventbrite

Registration Deadline
September 18, 2015

September 21st with 
Matt Green
Keller Williams South Valley
1864 W. 12600 S. #6
Riverton, UT 84065

from 11:30 am to 2:30 pm
(11:00 am check-in)
Lunch will be provided
You will leave this class with a fully developed strategy to dominate your market and build significant, lasting brand awareness that will generate an ongoing stream of business.  Learn scripts used by some of the top KW agents in the country and the marketing pieces they use to support their strategy.  Explore models to put the strategy on autopilot and hold it accountable in just a few minutes each week.
 
Class Reviews:
"Very effect in sharing his knowledge & implemented ideas with success in his own team."
 
"Very knowlegeable & the class was of great value!  Open houses seem exciting and productive!"

"This was an awesome class!  Great info., amazing ideas!"

"Great information!  OUTSTANDING Instructor!!"

"Great detail!  Helped me to have a whole new outlook on lead generation" 

About the Instructor:
The Utah Luxury Group is consistently one of the top producing teams serving buyers and sellers in Park City, UT.  In 2014 The Utah Luxury Group closed over $27 million in sales in the Park City market and the Utah Life Group closed over $27 million in sales in the So. Ogden market. In 2011 Matt was recognized in Utah Business Magazine’s "Forty under 40" which recognizes forty of the most influential business professionals in Utah under the age of 40.  Matt is currently the Regional Director for Keller Williams Utah.

In 2008 Matt received the REALTOR of the YEAR award from the Park City Board of realtors. Matt spent 4 years serving on the Board of Directors for the Park City Board of Realtors and was its President in 2007.  Matt’s exceptional sales performance was recognized in 2008 when he was named the top producing sales associate for Keller Williams Utah and in previous years his production has placed him and his team in the top 10 of the nearly 70,000 Prudential Real Estate agents nationwide. Matt’s passion for the Real Estate profession will be immediate evident. 

Friday, September 4, 2015

Sourcing Sellers: A Look at Lead Generation

You know you need them, but do you know how to find sellers?
Searching for Leads

Generating leads is your business’ bread and butter. Without a lead, there’s no client, which is why you dedicate a good deal of time to cultivating prospects. We have proven techniques that will help turn you into a lead generation machine. You might be surprised to see that many of the lead generation ideas are already right in front of you!

It All Starts With Building Relationships

Client Referrals
Some of your most promising seller leads can come from clients which is one of the many reasons to take good care of them. Put the “finish on the finish” by thanking buyers and giving them a creative closing giftInclude a stack of your business cards with the gift. And, ask clients to share them with anyone they know in need of a real estate agent.
To continually nurture client relationships, hold periodic weeknight social networking events and holiday parties for clients, their friends and families.
Christie Cannon Referral Strategy
Read how KW Luxury Agent Christie Cannon is building a strong client relationship-based business
Be Involved In Your Community
Sponsoring a local charity or sports team is also a great way to build community connections and generate leads. One way to achieve name recognition in the community is by having your name on the support roster or special event marketing materials.
Online
Social media is a great tool as well. With 1.4 billion users, Facebook should be a lead-generation priority. A Facebook business page will give you access to essential features, such as contests creating calls to action and scheduling quality posts. Create a LinkedIn company page; join groups that include local community members. Blogging once a week can increase your business’ website traffic. Content across social media should be informative, include interesting images and spark conversation. Regularly post tips, innovative ideas, neighborhood information and insight into you as a person.
 Calling FSBOs and Expireds
Pursuing for sale by owners and expired listings is another good way to find motivated sellers. Most sellers trying to sell their own property are unsuccessful, whether due to poor marketing or overpricing. Contact sellers from Craigslist FSBO listings and offer your services. Pull a list of expired listings from your MLS.
Lead Generation Ideas - Cold Calling FSBOS and Expireds
Jeff Glover shares how he is focusing on the fundamental tasks of cold calling and telephone prospecting to build and grow his business.
Your Network
Don’t forget your networks. Try these sources for leads:Group of People interacting
  • High school or college alumnae chapters, meet-ups
  • Local parent groups
  • Your place of worship
  • Running or other athletic groups
  • Attorney friends in real estate, family law, divorce
  • Retirees, or those nearing retirement

For even more lead-generation ideas, browse through the library of lead-generation articlesfeaturing success stories and tips form top-producing agents.