RECR's Blog

The world needs another blog about how important it is for agents to build and maintain a positive social media presence like Eskimos need ice. 

But, I'm a big fan of technology.  I figure anything that is out there that can help me do my job better, more efficiently, and with less effort on my behalf has to be a good thing.  Plus, I'm a numbers junkie.  Numbers and statistics to me are undeniable proof that certain truths exist. 

And, I guess I'm not the only one that feels that way.

The 2008 Use of Technology Survey tracks the current trends in technology.  The survey is conducted in the 3^rd quarter annually and is sponsored by the California Association of Realtors.  For the purpose of the survey, agents are asked about everything from computers to phone and internet usage. 

Some of the statistics that I read don't really surprise me.  For example, according to the survey, 93% of Realtors use email, 90% use the internet to check online listings, 89% use the net to check the local MLS, 59% use it to access brokerage websites, and 55% of users access the WINForms electronic forms online.  But, aside from those, here is a stack of statistics that I read that stood out....

• On average, 48% of a Realtor's business originated on the internet in 2008!  That is up from 44% last year.  This is expected to increase to as high as 60% in the next 3 years!  (If you ever needed a reason to start working in social media and getting your name out there for clients to see...Here it is!)
• On average, 33% of agents use a laptop or tablet computer in the field.  Again, that is up from 27% from last year further proving that agents are taking advantage of the technological advances to help in both presentations and closings.  70% of those that use a laptop in the field use it for listing presentations.  That alone is up from 2007 by roughly 13%.
• As a sign of the struggling economic issues associated with housing currently, only 13% of agents bought a new computer in 2008.  That is down from 20% the year before.  (This does not surprise me in the least...everyone has had to cinch the belt down a bit...)
• 58% say that keeping up with emails is the greatest technological challenge.  (I spend probably 3 hours of my day just responding to or generating emails.  So, I would have to agree with this.)
• 11% say that they send their clients an electronic newsletter via email.  (I'm surprised that this is as low as it is...maybe that is because I work for an internet company and literally everything we do is online.  Maybe I'm desensitized...)
• 45% honestly believe that the technology that they use gives them a competitive advantage over other agents in the field.  (That would explain increase in people using it.  If you weren't using it before and were getting clobbered in the field, you would want to use it now.  Makes perfect sense...)
• And, the kicker ---- ONLY 7% of agents that responded to the survey say that they participate in an online group/forum or post blogs!!  (Are you kidding me??  I don't know why I'm surprised at this statistic...but only 7%??  That means I'm ahead of the curve by 93%!!)

Now, I don't know about you, but some of these statistics are just incredible to me. 

But, even more incredible to me are the statistics that were quoted in the 2009 Social Media Marketing & PR Benchmark Guide published by the Marketing Sherpa.  This marketing survey is taken annually to measure the power of social media with reference to companies big and small across the country and globally.

• 76% of the companies surveyed agree that social media is dramatically changing the way that companies communicate with potential and existing customers.  (The practice of marketing and communicating with customers isn't dead...but, it is changing!)
• 48% of companies that were surveyed all plan on INCREASING budgets with regard to online marketing and social media. 
• By the same token, the same businesses in this survey are all planning a decrease in spending in "traditional" forms of marketing
  • 22% are decreasing spending on telemarketing
  • 52% are decreasing on direct mailings
  • 57% are decreasing on events such as trade shows
  • 60% are spending less money on print media
  • 83% are decreasing spending on radio or TV ads

And, the most impressive statistics of all...

• 94% of the companies agreed that social media can directly influence the reputation of a company's brand in the eyes of it's potential customers.
• 91% agreed that it is effective in ensuring brand awareness.
• 87% agreed that social media has improved their specific search engine rankings and can increase website traffic.
• When asked what factors were stopping companies from setting up a social media presence, 46% of the companies surveyed claim that there isn't enough knowledgeable staff in place to help support the effort.  (Considering the massive number of consultants and "social media gurus" that are out there, I find this number to be a bit off...But, hey, what do I know?)

Now, having said all of that...I fully realize that writing a blog about how important social media is in this market is a lot like giving a firearms demonstration to the NRA...somewhat futile since 99% of the people that will see it believe in it already. 

But, as far as I'm concerned, these statistics are convincing enough to make anyone with any form of connective brain tissue realize that having a social media presence isn't optional any longer.  It's needed.  Not only is it needed, it's mandatory if you plan on keeping up with those around you. 

So, start blogging.  Join social networking sites like Facebook, LinkedIn, ActiveRain, and Twitter.  Get your name and your face out there as much as humanly possible. 

Times change; markets change.  And, with those changes, adaptations must be made by those that intend to survive.  In this internet-ruled world, social media is now king.  You can either adapt to that change...or be overcome by those that do -- Your choice.

If you would like information on www.recr.com, please feel free to contact Clint Miller at 800-977-7058.  Or, follow me on Twitter on www.twitter.com/recr.

I have never made any secret of the fact that I work for an internet lead generation company.  And, having been at this company for nearly 5 years, I do believe that, when worked properly, internet leads can and will make you money.  But, as with anything in life, there is no "magic pill" that will allow you to automatically be successful.  This remains true for anything in life, but is especially true when discussing real estate...more specifically, internet-generated leads.

Really, what it boils down to is this: If you suck at follow up...internet leads are not for you.  (By the way, did you know that an internet-generated lead degenerates by 50% every single day that it sits without an initial contact?  How fast do you follow up with your internet leads?  Three days?  That lead is now worth 12.5% of what it was when it first came in!  One day?  50%.  Bottom line, if your answer includes the word ‘day', it is not fast enough!  In fact, if you can not respond within the first 12 hours, you probably failed.) 

I've written previously about agents that are admittedly too lazy to work the clients they already have...and about how working your leads can lead to great things. 

But nothing has driven this point home more for me than the story of Barbara Ripple.  Barbara works for Real Estate Brokers in and around Winston-Salem, NC, and is quite possibly the most tenacious agent I have ever met.  Her tenacity and her exemplary follow-up skills have set her up for an agreement that is every agent's dream. 

Here is her story in her own words:

When I first received a call from Real Estate Client Referrals, my thoughts were, "Why not take a gamble?"  So, I did.

Several referrals were sent my way and, when I would call them, my thoughts were, "This is a joke".  One client couldn't afford to buy clothing, much less a house.  One had a recent foreclosure.  But, as they came across my desk, I would keep calling and asking questions to make sure that they were indeed a valid buyer that could get qualified for a home loan.  Those that were obviously bogus I would return for replacement - something that Real Estate Client Referrals was more than willing to do.

I called on one referral for a young lady wanting to buy a home.  When I called, her father answered the phone and chewed me out. "My daughter is NOT buying a house! She is going to college to be an attorney!  Don't you EVER call back!"

Once the screaming subsided, "Yes sir!" I replied and I politely asked him to have her call me back when she had time to explain as to why she would say she was looking to buy a home on a website when it wasn't the truth.  I figured it was worth a shot just in case.  He agreed to pass along my number.

About a week went by before Alisha called me back to apologize for her father's attitude and explained the ‘misunderstanding'.  It turns out her boss was the one looking for the home.  She just put in her information as a contact.  I asked if she would mind if I contact him directly.  She had no problem with this and gave me his phone number and I proceeded to start contact with him.

It took me roughly a week or more to get hold of Alisha's boss.  But, once I was able to establish contact, Alisha's boss explained that he was indeed looking for a list of property for a "relative" of his and wasn't sure he would need an agent...just a list of available property.  He runs a local general contracting and construction company and wasn't certain if he would be doing this sooner versus later...the usual ‘blow off'.  I agreed I would provide him with one with the agreement that, should he require the services of an agent, he contact me first. 

The next day, I was reading the local newspaper and there was an article about Alisha's boss being involved in a rehabilitation project with the city and he had a $3million grant to rehab homes that would be sold to HUD qualified buyers directly by the city. 

I immediately contacted him again and said I saw the article, congratulated him on his success, and again offered my services to help him find a house.  During this call, I thought it was important for me to let him know that I had a suspicion that he wasn't looking to buy for a relative, but was interested in property for his rehab project.  He complimented me for my tenacity and we set up an appointment with him at his office an hour away from mine.  I said I'd be interested in working with him to find these homes for his rehab project and he agreed we would be talking about that at the appointment.

The next day, I met with him at his office to discuss this opportunity.  At that meeting was the Mayor of the city he was doing this project in - And I walked out of this meeting with an exclusive buyer agency agreement with him and the city for 25 developed properties and 10 vacant lots!!!  I will be getting a commission on the purchase of these properties from the city!!!  And, when the properties are rehabbed, I will be the exclusive agent for listing and selling these properties!! 

I want to thank you all for listening when I would call complaining about one thing or another.  I appreciate your professionalism in dealing with me.  And, now I want to thank you for another reason!!  This situation has literally changed my life!  I never would have discovered this amazing opportunity were it not for that "bogus" referral from Real Estate Client Referrals!!  Thank you so much!!

To Barbara, I would like to say, "Congratulations!"  Thanks to your ability to delve a little deeper into this matter, you are being rewarded!  (Referrals are not often what is written down on the piece of paper handed to you or the email delivered to your inbox.  Sometimes, the real meat of the issue has to be discovered with just a little perseverance and some good old fashioned hard work.)  It is your willingness to go the extra mile with this initial contact that has set yourself up for such a successful endeavor.   Nice work!  You earned it!

To those that are reading this post, I would like to say: How many of you would have given up after that first phone call?  How easy would it have been to hang up the phone angry over the situation, blaming the lead source for delivering such a bogus lead - perhaps even blogging about "how bad lead generation companies really are" - and admit defeat because you received a ‘NO' from a potential lead??  How simple it would be to just delete that email, throw away the contact info, and completely walk away from the situation without further investigation?

And, if you had done just that...how big of a mistake would that have been??? 

Every referral - every lead - deserves to be worked.  Work your leads!  Great things happen when you do! 

If I can help you with any questions you might have about receiving internet leads from Real Estate Client Referrals, please do not hesitate to contact me.  You can reach me at 800-977-7058, or follow me on Twitter. 

By TwitterButtons.com

Photos courtesy of www.istockphoto.com

I decided I needed to get a new pair of shoes.  The ones that I have are a couple years old and, quite frankly, a bit worn out.  So, I decided to head to the local ShoeEmporiumMart and get myself some shoes.  I knew exactly what I wanted...and in what section of the store to find it.  As I entered the store, I saw a couple customers browsing and 3 sales attendants by the cash register. 

As I stroll past them, one of them says, "Hi. I will be right with you."  Assuming she was discussing something important and required time to finish her discussion, I went on my own. 

Fine with me...I know what I want anyway.  I head over to the shoes I want and the specific shoe I am after is not on the shelf.  So, I hunt around for a couple minutes only to figure out that there is absolutely no rhyme or reason as to how these shoes are shelved...and decide I would "hunt down" that kind lady that said she would help me. 

After a minute or two of looking, I find her at the counter again chatting with the other two sales reps about her obviously too intense weekend of drunken debauchery.  I ask her if she knew where I could find my New Balance 820s in a 4E...and without even skipping a beat, she says to me and I quote...."I said I would be with you in a minute". 

I don't think I have to tell you what happened next.  Suffice it to say that I got my shoes from FootLocker instead. 

You see...like this example, some aspects of your sales ability are painfully obvious to your customers.  But, some of them are much more subtle than this example...Subtle enough that you probably don't even know that you are doing them.  But, your clients know.  Believe me! 

So, here are some ‘subtle' and some not-so-subtle ways that you literally destroy your relationship with your clients.

Be inaccessible.  One the primary complaints I receive from the clients I refer to agents is that the agent is hard to reach.  Heck, one of the major complaints I hear from other agents is that some agents are hard to reach.  Don't answer your phone.  And, when someone takes the time to leave a message, don't worry about calling back.  After all, if they want to reach you so bad, they will just call back, right? 

Talk more/listen less.  Youre the important one here.  Youre the expert.  What they have to say is not important at all because you have all the answers.

Be dishonest.  Nothing will turn off a client more than being dishonest.  The phrase ‘a web of lies' implies that it takes a lie to cover up a lie.  And another one to cover up that one and so on. 

Ignore simple manners.  Whether you like it or not, your manners matter to your clients.  Go ahead...keep your clients on hold.  Talk on your cell phone about nothing that relates to your clients that are standing right in front of you.  Use profanity and disrespectful language around your clients.  Say something negative about another client in the presence of one of your clients.  Go ahead...it's the truth, right?

Take "No" for an answer.  That's right...just give up.  Automatically assume that the client will never work out because you heard the word ‘No' the first time you contacted them.  After all, only the "serious" customers that are ready to go right now are worth your time.

Don't get to know your customers.  Ignore the important things in their lives.  Don't worry about birthdays or anniversaries.  Forget that they have 4 dogs they treat like children.  Ignore the fact that the ugly vase on the mantle is actually Great Grandpa George.  Don't get to know them on a personal level...its not required anyway.  After all, they are just walking dollar signs, right?

I would bet that 98% of the people that read this will already know why you shouldn't do these things and come up with the next logical step in this conversation: Well, what should I do instead?

Simple. 

BE ACCESSABLE!  Answer your phone whenever possible.  Reply to all messages and email within a maximum of 6 hours.  Make sure that your clients understand that you are there for them and that you appreciate the fact that they trusted you enough to want to contact you.

LISTEN!  You were given two ears and only one mouth.  That means you should listen twice as much as you talk.  Take the time to listen to your clients.  What they have to say is important to them.  Therefore, it MUST be important to you.  Ignore your rehearsed responses to standard objections and tailor them to fit the specific needs of your client's concerns.  Make them feel important...because they are!

BE HONEST!  Be honest to a fault, if need be.  In this market, clients need an advocate that is out for THEM not THEMSELVES.  Say what you mean.  Don't beat around the bush about facts that need to be said.  Even if what is needed is a smackdown...it would be better for you to do it and be honest about it than to be deceitful and then get caught in the lie later on.  You have one shot to build trust...don't blow it.

USE YOUR MANNERS!  For sales people that want to reach the top rung of the ladder, there is no substitute for patience, civility, and good old fashioned manners.  Say ‘please'.  Say ‘thank you'.  Make eye contact with people when they are speaking to you.  Open doors for people.  It sounds silly, but these things are not just marketing gimmicks designed to make a client happy.  They are the tried and true marks of good character.

FOLLOW UP!  Whether you want to believe it or not, sometimes "no" means "not right now".  I see this every day with my company.  Agents simply give up after the initial contact with a potential customer because they were told "no".  It has been proven time and again that it takes seven points of contact for a consumer to remember who you are and why you are trying to contact them.  So, it is up to you to ensure that happens.  Call your prospects.  Email your prospects.  Work your leads.  Don't just give up initially because you didn't get the answer you wanted on the initial request.  Sales isn't a McDonald's drive-thru.  You might have to ask more than once...or twice...or eight times.  I work with an agent currently that just landed an exclusive agency agreement on 35 properties because she followed up on a referral from my company that screamed at her on her initial phone call.  (If you want to hear the whole story, contact me...be happy to share.)

KNOW YOUR PEOPLE!  Notice I didn't use the word ‘client'.  I have said time and time again that this is a people business.  You deal with people.  And, they should be treated as such.  Get to know them on a personal level.  Use that to your advantage.  Remember their kids' names; their dog's name.  Ask about the things in their life that are important to them and make them important to you as well.  By the same token, allow them to get to know you.  Developing a rapport and trust is mutual.  It has always been true, you must be able to give before you are proven worthy to receive.  That rule holds true here also.

It is a hard and fast rule of business that it costs six times more money or time to cultivate a new client as it does to retain a current one.  And, in this market, I would bet it costs even more.  Extraordinary customer service skills will only lead to successful retention of your clientele.  And that will ensure that your sales career will never die.

If you would like more information on Real Estate Client Referrals www.recr.com, please contact Clint at 800-977-7058 or on Twitter at www.twitter.com/recr. 

I have been involved in sales for the better part of 20+ years.  I've sold everything from advertising to insurance and have set sales records in the process.  But, I never really tried to sell anything.  What I tried to do was show people that what I had to offer to them was of value and explain to them how it can help them.  And, that style hasn't let me down even today.

So, it goes without saying that the one thing that I have always disliked about sales is the standard "hard-sell" style.  You know...that pushy, in your face, unrelenting style that basically causes people to cave in out of either fear or out of wanting the barrage to end.  The buying parties are usually left with a sense of "being dupped" or just angry about they way that they were treated throughout the buying process.  This usually results in the  burning of any bridge that could be used for future sales either by the sales rep or any sales rep from the same company or industry.  This would also eliminate any potential chance of getting a referral or testimonial from that customer. (Have you ever bought something from someone that you didn't like??  If you did, you questioned the purchase when you were done, didn't you.  That's what I'm talking about here.)

Having said that, below is a list of 6 things that anyone can do to adjust themselves from a hard-sell approach to a soft-sell approach.  This transition can be done by anyone and should be done by everyone that is serious about trying to survive in this industry. 

1. Take a look at the old concepts of marketing - What images do you conjure up when you think about marketing?  Do you think of the pushy ‘used car salesman'?  Or, does your mind flash through the last telemarketing call you took during dinner?  If this is what you think of when you think of marketing, then you probably shouldn't be doing your own marketing.  Hire a virtual assistant to develop some things for you that are current and fresh.  Take advantage of the resources out there that are designed to help you succeed rather than floundering on your own.
   
   
2. Don't equate marketing as "sales" - Most people that attempt to market themselves are scared as to whether or not they will succeed or fail.  The worst thing that can happen to you is to start equating marketing as sales.  Marketing is merely an attempt to differentiate yourself from others in the same industry.  When done right, your clientele will increase, your "advertising" expenditures will decrease, and your profit margin will reflect your efforts in a positive manner.  But, this may take time.  So, be patient.  (Marketing is not advertising!  "Marketing" is differentiating yourself from others in the same field.  Sometimes it is costs money...sometimes, it is free.  "Advertising" is the cost of boring or ineffective marketing and it always costs money.)
   
   
3. Don't think you are taking from others when giving of yourself - I have worked for years helping agents get more clients and it amazes me that most people think they are taking from someone when they are actually offering of themselves.  Instead of thinking about taking from prospects, think of it as giving your prospects reasons to work with you.  Provide your prospects with the information they require and use this information as a "give and take" to get more information from them. 
   
   
4. Develop an "elevator" speech - An "elevator speech" is a short, memorized response that you should deliver whenever someone asks you what it is you do for a living.  I prefer to answer that question with a question.  For example, instead of saying, "I am a real estate agent.", you should say, "You know that stressed-out feeling people always get when they buy a home? My job is to help them to relax and enjoy the process."  This type of tactical response will automatically cause the other person to inquire more about what it is you do and possibly how you can help them.  That is your green light.
   
   
5. Ask permission to continue - If you are making a cold call, get permission to continue.  It will make the person on the other end of the phone feel like their time is respected.  However, in the process of this, don't commit to any time frame.  If they do have time to talk...make your points short, concise, and understandable.  If they do not have time to talk, attempt to schedule a follow up phone call.
   
   
6. Give info to get it - I touched on this a bit earlier.  Always give of yourself first before you start to require information from your clients.  Focus on your ability to assist them with whatever they may need.  Use this to help establish a rapport with your client...one based on trust.  This will make them far more likely to work with you.  This included your marketing efforts, your website, emails, anything that is designed to be a contact point between you and your prospects.  This level of vulnerability will instill trust in others and a desire to want to work with you.

If you are in real estate, you are in a service based industry.  The old ways of the "hard sell" approach used by sales people of the past are dead and gone.  Your focus should be on service.  Market yourself properly and assist those that need your help.  Provide the information required in order to develop trust between yourself and your prospects.  And use that to help move your clients forward into a more comfortable and much more pleasing buying experience.  Your clients will appreciate it.

If you would like more information about Real Estate Client Referrals and how we can help you make more money, please contact Clint at 800-977-7058.  Or, follow me on Twitter at www.twitter.com/recr. 

Occassionally, I get feedback from agents that use Real Estate Client Referrals as an assistance method to thier current marketing.  Yesterday was no exception. 

As I made my way to my eventual goal of INBOX 0 (and no, I dont think I will ever hit it...) I came across an email from my good friend and Real Estate Client Referrals agent (and fellow ActiveRain blogger extraordinaire), Matt Stigliano.  I have known Matt for some time now and had numerous conversations with him prior to him becoming involved with Real Estate Client Referrals.  He and I have maintained a relationship that has moved beyond personal and professional respect to inlude actual friendship.  So, eager to hear how he is doing, I open the email to read this:

"I have to say, I'm a skeptic at heart - when anyone promises me more business, I usually laugh and politely tell them "thanks but no thanks."

I had heard of Real Estate Client Referrals through various websites I frequent, but wound up talking to Clint Miller one day. We spoke at length and I never got any sort of hard sell, we were just chatting about business. When I asked questions, I got answers. Good solid answers with no run around attached to them. After thinking it over for a few days, I decided to take a shot at it.

Since then, I've received a pretty regular stream of referrals. Since the referrals have already had contact with someone at RECR, they know I'm going to be calling and most have been very easy to speak to. The ice has already been broken and they are receptive to what I have to say. Since they've already been checked out, I don't have to try calling "Mickey Mouse" for three weeks at 867-5309.

The best part about RECR is that you can "dispute a referral." Been trying to contact someone and getting nowhere? Just tell your contact and they work to replace the referral with another one in your account.

If a referral isn't working out, you're not chasing your tail all day trying to draw blood from a stone. Because they give you full contact info, you can call, write, or email the referrals too, something most companies I've seen don't offer (they give you email and maybe a phone number) and you already know the basics of what they're looking for.  You just need to contact them and start building the trust and relationship (RECR can't do everything for you).

With the Gold and Platinum packages you get a guaranteed number of closings - How can you go wrong with that logic? Close on a $100,000 house at 3% and you've made a profit already. And because you're the only agent in a given area, you're not fighting other agents for the same referrals.

I know there's plenty of skeptics in this world, as I said, I'm one of them. I'd be more than happy to answer your doubts if you'd like. I am a firm believer that if something's worth it, I want other agents to know."

Matt Stigliano, Realtor®
Exit Realty North - San Antonio
matt@RErockstar.com

Real Estate Client Referrals is not like those other lead generation companies out there. If you have questions, please contact me at 800-977-7058, or email me at clintmiller@recr.com.  Or, if you prefer, you can follow me on Twitter at www.twitter.com/recr.

So, you want to make more money in real estate sales, huh?  Well...I'm fairly certain you aren't the only one.  I think we all do.  And here are 5 ways to help:

• Do something NOW! - Too often, agents lull themselves into this false sense of reality that preparing to do something is the same thing as actually doing something.  Endless attempts at coming up with a plan, meetings, conference calls, strategic alliances with others in their market, etc are nothing more than a waste of energy, time, and brain matter unless you actually ACT ON THEM!  You must do something productive that will lead you to a commission...and you MUST DO IT NOW!  And, while you are doing that, have a reward in mind that you can get when you do get your reward from doing something.  Quit wasting your breath by saying that you are "doing what you love" or "following your passion".  Let's be honest for a second...does anyone really LOVE selling real estate?  I mean, honestly...Don't you use the money you make from your job as the fuel for the fire of your true passion?  I know I do! I don't love my job...In fact, there are days I hope my building gets hit with a thermo-nuclear weapon.  But, I REQUIRE my job to allow me to fulfill what I truly am passionate about...No one ever laid on their deathbed and said, "I just wish I could stay one more day at my desk at that job I loved so much..."
  
  
• Don't convince yourself that this is a ‘numbers' game!   Sure, lead generation is important and will always be a cornerstone of this business, but it's not about the numbers.  It's about the people.  You are in the ‘Helping People' business.  That should always be the very first and most important aspect of your business.  Track the numbers...I'm not saying you can get away without doing that.  But, help your people first!
  
  
• Position yourself to reap future rewards!  I don't have to tell you that markets across the country are in a massive state of upheaval.  Heck, you're probably more of an expert on that than I am, to be sure.  Offices closing, people leaving the industry to get "a real job", prices falling like a rock, foreclosures running rampant...All of this is creating OPPORTUNITY!  Now is the time to take advantage of those things.  Adjust your business model to accept changes in the market and position yourself to take the shot when the chance arrives.
  
  
• Avoid procrastination and ‘getting caught up in the little stuff'.  Every night before you go to bed, write down just a couple things that are important and need to get done the following day.  Don't procrastinate on those things.  Get them done.  Simple rewards like that will free up the mind and reduce your over-all ‘workload'.  Also, do what actually matters first.  For example, if you are writing a blog and a customer walks in the door that says they want to view property, QUIT WRITING and show them a house!  Seems dumb to most of us that I have to say that...but that's the simplest way that I can think of to make this point.  Just because you have a list of things you WANT to get done doesn't mean you have to ignore important aspects of this job to do them.  As my mom always says, "Life is what happens while you are trying to plan your life."  Smart woman.
  
  
• Make your business fit your life, not the other way around.  If you want to have a life outside of your career, then develop boundaries that will achieve this goal.  And, stick to them!  If you don't, you will end up with no life.  And that is a sad existence for anyone.  Also, along the way you will be told all kinds of ‘street-sage wisdom'.  Do yourself a favor...Ignore it!  "Work smarter, not harder" is wonderful advice, in theory.  Great idea.  But, in this business in this economy in this market, you have to bust your hump every single day.  I'm not saying you shouldn't work smarter.  I am saying you MUST work hard!  Figure out a way to combine the two, and you will succeed.

If you would like information on how Real Estate Client Referrals www.recr.com can help you work smarter, please contact Clint Miller directly at 800-977-7058.  Or, follow me on Twitter at www.twitter.com/recr.

This one a little different for me...

As you all know by now, Im a Twitter-a-holic.  And, by being such, I have developed relationships with some of the best agents around the country.  I currently interact online with nearly 700 real estate professionals in all walks of the industry.

One of the people I interact with regularly is a wonderful young woman in Fredericksburg, VA, by the name of Sarah Stelmok.  Sarah is a wonderful person, a consummate professional, a continuing education trainer, and a dang good blogger.  (She is also currently taking referrals from www.recr.com in several areas...which means I like her A LOT!!)  Aside from that, I highly recommend you check her out at www.sarahiouslyspeaking.com.  In short, this lady is on point. Period.

So, imagine my surprise when Sarah contacted me last night and asked me to read a blog post that she was working on...I almost fell out of my chair!  With what can only be considered as a squeal (much like the one that would be uttered by a 6yr old girlscout when surprised) I agreed...and what I read was not only good...but great.  So, with her permission, I am posting the entire blog here!

You're Not Doing It Wrong, I'm Just Doing It Different

I've stopped counting the number of times I've been told that social media is a waste of my time, or the number of times someone has referred to it as a "young person's tool", or the number of times someone has rolled their eyes when I've mentioned that I Tweet.      

I entered the real estate business in 2004.  I was trained at a very well-respected company by well-respected agents.  I was told to learn from their experiences.  My first month on the job consisted of reading real estate books, waiting on my license to come in.  I read about keeping in contact with my clients via newsletters and postcards.  I read about the power of numbers.  I read about print advertising and attracting buyers and sellers through print media.  I read until I figured out that even blind squirrels stumble across a nut or two.  I had a desk in the "bull-pen" and the advantage of watching some of the company's top producers in action.  I never observed people coming in to the office to work with the elite agents because they had received an insightful newsletter.  I never heard their clients mention the fantastic recipe they had received from their agent either.  What I did see was the need for the client to be guided by this agent.  Their clients needed to have access to their knowledge and their professional sphere.  They worked with these top producers because they believed they did a good job.  I also noticed that the top producing REALTORS had taken time to cultivate their audience.  They didn't start out in the business as the elite.  They worked their way up systematically and developed a following.  As a young agent, age-wise and experience level, this was a very important phenomenon to behold.

But, ever diligent, I remembered my early training and the advice that so many had bestowed on me and plugged away at the newsletters, postcards, and stagnant website.  I followed the lead my company was offering and questioned very little.  However, nothing ever felt right.  I applied for and received the production awards.  I touted my production from the roof tops.  I looked the part, dressed in my REALTOR-wear - slacks, button-up shirt, and heels, but I didn't believe in the part.  I didn't feel comfortable in the skin I was told to live and work in.  I was truly acting my way through real estate. 

I was bored and it was only my third year in the business.  My numbers were good, but there was no joy in my career.  So, I began exploring the blogging world.  And everything finally made sense.  I realized I didn't want to talk at my clients; I want to talk WITH my clients.  I want my clients to take advantage of my knowledge.  I want them to have the ability to respond to what I tell them and question what I tell them.  I wanted my clients to be able to interact with me.  I want to engage those in my community and in my profession.  I want to build a following, not because of an end product, but because of the possibility of continued growth.  I want to BLOG. 

Social media has been a natural progression for me.  I am always amazed at how many people I touch every day and how many people touch me.  I am also always amazed at the feedback I get via comments or personal emails about my blog posts.  Social media has allowed me to grow in ways I didn't think possible.  It's not about the number of hits a blog site gets, or the number of readers.  Social media isn't a numbers game.  Having the most "friends" or "followers" doesn't mean much if what you are promoting lacks substance.  Social media is about the relationships that develop and the trust that follows.  Social media is about the big picture.         

I'm not saying that blogging is for everyone.  And, I'm not saying that if you're not blogging you're doing it wrong.  What I am saying is that blogging feels right for me.  Blogging feels right for my clients and it feels right for my business.  You're not doing it wrong; I'm just doing it different.

If you would like information on www.recr.com and how we can help you make more money, contact Clint Miller at 800-977-7058.  Or, follow me on Twitter at www.twitter.com/recr. 

Being in the industry that I am, I deal with agents all day long in just about every state in the union.  Some of the agents I work with are as solid as they can get...others, not so much.  But, the one thing that I do know is that all of them WANT to be successful.  It's just that some of them have the ability to ensure that it happens to them.

You can WANT to be successful with all your heart - The fact of the matter is that you will only be successful if you work hard, work smart, and avoid the pitfalls that the majority of agents hit at some point in their career...usually within the first 2 years.  According to recent statistics, as many as 50% of new agents are no longer active within one year.  And 75% of them are done within the first 2 years. 

My question is - Why? 

Is it because they don't know how it works?  Is it because they think this is easy?  Perhaps it's because they are "visionary" and plan on breaking new ground wherever their butt lands...

News Flash -- New agents don't come into the business to fail.  No one takes on a new career with the specific purpose of being the low man on the totem pole.  But, few realize that this job is just that...a job.  It's work, people!  In fact, it's hard work.  And by being such, you must have certain skills and apply some effort to make sure that you succeed. 

Now, with today's market, there are certain factors that are working against new agents. 

• There is an ever-widening space between what the consumer wants and the performance level of certain agents.  Agents require better training, coaching, and communication skills (online or offline) than ever before.
• The market (in most areas) has become more challenging then ever before.  Agents can't just jump in and get "easy sales" to get their feet wet.
• Committed, long-term oriented agents (seasoned veterans) are taking a much larger share of the market leaving less for new agents.

So, with those factors in mind, this list of 10 mistakes that new agents make regularly should help you stay on track...and make it past the first 24 months of your career. 

1. Don't think that there are multiple ways to start.  There aren't.  Despite everything that I have said about this being a "numbers" game in the past, it is sales.  And sales is a numbers game.  
2. Don't try to "do it differently".  Fast food joints and cell phone kiosks are full of people that thought that they had a better way to go about getting prospects.  If you are not out there talking to as many people as humanly possible about real estate and trying to turn business your way, you will fail.  Lead generation is quite possibly the most work a new agent faces, but one that will lead to the greatest reward in the long run.
3. Don't rely on others for business.  Your manager isn't going to give you clients.  The other agents in your office aren't going to give you clients.  If that were the case, your commissions would be much smaller.  If you want business...go out and get it.
4. Don't fall into the technology spiral.  This job isn't about tasks and technological advantages (although, those help!).  It is about people relationships.  And if you are not out there helping people and talking with people and letting people know what you can do for them, you will be flipping burgers in no time!
5. Don't think that a deal is ever "done".  I had a manager once tell me that the sale isn't over until you are eating the steak that you bought with the money that you got from the bank after the check cleared.  And, my immediate response was, "But, if I want to eat that steak again, shouldn't I keep in contact with that person?"  In this business, the sale is almost never over...because you can sell that person again.  Or get a referral from that person in the future.  Maintain your relationships with your clients and they will monetize in the long run.
6. Don't start off "part-time" without a clear strategy to go "full-time".  That's right.  If you have to start this business part-time, you MUST have a full-time mentality.  This job requires at least 50hrs per week.  If you can not commit to that right away, make sure you have a plan in place that allows for a move to full-time within a specific time frame.  "Part-time" is a disservice to your clients and to your officemates.  Also, Managers - Do not hire someone that is going to go part-time without a firm commitment of a full-time placement.  You are wasting your time, effort, and money without it.
7. Get coaching often and make sure your broker is on the same page that you are on.  If your manager cant commit to helping you be more successful, maybe you are in the wrong office.  (Managers - You're goal should be to ensure that you commit 100% to the success of a new agent.  They need you.  Without you showing them the way, the likelihood of them falling on their faces is 75% in 2 years.  As a manager, a 25% success rate should be infuriating!)
8. Don't base your office choice by the commission structure of the office!  Don't base your decision to work for one office or another on the payment structure of the office.  You need to sell real estate.  In fact, you need to sell LOTS of real estate.  So, choose an office that will allow that to happen.  The money will come as you sell more. 
9. Invest in your business!!  Many agents decide that they cant invest in their business until they "get successful".  When is that going to happen?  How will you compete against all of those other agents that are doing what you are not?  How will anyone find you to work with you?  Why would someone want to work with you if you don't at least appear to be successful?
10. Don't do this if you are "seeing if its right for you".  The last stat I read was that 50% of new agents got into this business to see if it was a good fit for them.  If you are not 100% committed to being a success at this business, you are wasting your time, your manager's time, your broker's time, your client's time, and everyone's money.  As a very wise Jedi Master once said..."Do.  Or do not.  There is no ‘try'".

I realize that some of these words might be a bit harsh...be a bit difficult for some of you to read.  But, they are true.  Your success or failure rides directly on your shoulders.  So, make sure you choose and environment that will help you get where you want to be.  Pick a manager that is committed to your success.  Find people that will tell you the truth - even when you don't want to hear it.  And, develop a plan of attack that requires you, your manager, and your broker to be committed to your success.  If you do that, you might make it beyond that 24 month time frame and have a long, successful career. 

If you would like more information on www.recr.com and how we can help you get more clients to work with, contact Clint Miller at 800-977-7058.  Or, follow me on Twitter at www.twitter.com/recr.

Many of you know that I am from Montana...Born and raised.  I love it here...but, I have noticed that there are a few unalienable truths about living on Montana that just don't quite parallel to other areas of the country.  And, with that in mind, I decided to post this list of things that you will encounter living here...Enjoy!

 If "vacation" to you means going shopping for the weekend in Great Falls, Billings, Missoula or Bozeman (while the kids swim at the Comfort Inn).....You might live in Montana.

If parking your car for the night involves an extension cord......You might live in Montana.  

If you consider it a sport to gather your food by drilling through 8 inches of ice and sitting there all day hoping that the food will swim by.....You might live in Montana.

If you're proud that your state makes the national news primarily because it houses the coldest spot in the nation......You might live in Montana.

If you have ever refused to buy something because it's "too spendy"......You might live in Montana.

If your local Dairy Queen is closed from November through March.....You might live in Montana.

If someone in a store offers you assistance, and they don't work there.......You might live in Montana.

If your dad's suntan stops at a line curving around the middle of his forehead......You might live in Montana

If you have worn shorts and a parka at the same time......You might live in Montana.

If your town has an equal number of bars and churches.......You might live in Montana.

If you know how to correctly pronounce Butte......You might live in Montana

If you measure distance in hours......You might live in Montana .

If your family vehicle is a crew cab pickup.......You might live in Montana.

If you know several people who have hit deer more than once......You might live in Montana.

If you often switch from "heat" to "A/C"in the same day and back again.....You might live in Montana.

If you can drive 65 mph through 2 feet of snow during a raging blizzard, without flinching.....You might live in Montana.

If you see people wearing hunting clothes at social events.....You might live in Montana.

If you've installed security lights on your house and garage and leave both unlocked.....You might live in Montana.

If the largest traffic jam in your town centers around a high school basketball game.......You might live in Montana

If you carry jumper cables in your car and your girlfriend knows how to use them.......You might live in Montana.

If there are 7 empty cars running in the parking lot at Wal-Mart at any given time.......You might live in Montana.

If there are more people at work on Christmas Eve Day than on opening day for deer rifle season......You might live in Montana.

If you design your kid's Halloween costume to fit over a snowsuit.......You might live in Montana.

If driving is better in the winter because the potholes are filled with snow......You might live in Montana.

If you know all 4 seasons: almost winter, winter, still winter and road construction.......You might live in Montana

If you can identify a southern or eastern accent.......You might live in Montana.

If you consider Red Lodge exotic.......You might live in Montana .

If your idea of creative landscaping is a statue of a deer next to your cottonwood......You might live in Montana.

If the sunbelt to you means Miles City.......You might live in Montana.

If a brat is something you eat......You might live in Montana .

If finding your misplaced car keys involves looking in the ignition......You might live in Montana.

If you find 0 degrees a little chilly......You might live in Montana.

If you would like more information about www.recr.com and how we can help you get more clients, please contact Clint Miller at 800-977-7058.  Or, follow me on Twitter at www.twitter.com/recr.

If you follow me at all...you know that in just about any given moment, you can find me involved in one conversation or another on Twitter.  Usually more than one...And the day that this conversation occurred is no different. 

See, I was talking with Tamara Dorris about lead generation.  We were talking about the fundamental importance of lead generation and the fact that most agents simply don't have enough leads and why I think most agents simply fail when it comes to this activity.  Below is an exerpt from that conversation from Twitter (If you don't use Twitter, I am talking to Tamara here):

@tamaradorris A high percentage of agents are just lead starved. They just don't have enough leads in the first place.

@tamaradorris Most agents operate on a subsistence level and then wonder why they don't have more clients. It's because they are lead starved.

@tamaradorris Whether they use their own lead generation efforts or rely on brokers, websites, etc...Most agents simply don't have enough.

@tamaradorris Lead generation should rank within the top 3 things an agent must do DAILY. Cold calling, buying leads, sending emails or newsletters, etc.

@tamaradorris What ever the effort used, it MUST be done daily.

@tamaradorris And, those that have the leads to work, don't dedicate the time required to do it effectively...or lack the ability to do it right.

Yeah, I went there.  Most agents simply fail at being able to work a "lead" into a client.  More on that in a minute...

During this conversation with Tamara, a good friend of mine and fellow Twitterati, Todd Waller, sent me an email with a story that directly proves that last point.  Todd's email is listed below:

"My business partner made $365K last year.  He compiled a list of all of his leads, internet generated or other, and, while at the copier, was asked what the list was (by a newer agent).  Instead of answering, he simply grabbed the list, handed them to the agent and said, "If I told you that you could make $365K just simply by calling these folks, would you do it?"

Know that the agent said????

"Nope. (That's) too much work."

Never mind agents having enough leads or not, they don't want to work (the ones they have)!!

This entire conversation was also witnessed by another fellow Twitterati, Vance Shutes, who stated that it "made his jaw just drop".

TOO MUCH WORK!!  *That* was his answer?  It's too much work???  It's too difficult to make a phone call??  It's too hard to follow up with YOUR potential customers to ensure that YOU have an income????  Good grief.

Now, many of you know that I work for an internet-based referral service.  And, in my position, there is no more powerful tool than the phone.  That is how we sell our product...over the phone.  Roughly around 75% of my sales on any given day are to people that received a cold call from me at some point.  Whether that be the same day or weeks prior, at some point I had to speak with them...usually numerous times.  If I didn't speak with them, they would never know who the heck I am or what I am doing. 

Also, without that initial point of contact, they would never have become my customer.  And, without continued follow-up contacts from me, they never would have remembered who the heck I was or why I was calling in the first place.  It was me speaking to them and developing a rapport with them and discussing their needs that lead them to the decision of working with me.  And, agents are no different.

Opportunity is usually passed by because it comes knocking on your door dressed in dirty over-alls and looking like hard work.  Im fairly certain Edison said something like that once. 

You see, much like Mr. Too Much Work above, these activities appear to be hard and scary.  Most agents fail at this activity simply because it's "too hard" or "too time consuming" or "never leads to anything for me" or any number of excuses. 

I hear a lot of excuses from agents as to why they are in such dire straights.  Unless you are independently wealthy and can just sit back and wait, you have to make one of these two choices.  Taking the current state of the economy and the industry as a whole out of the equation, with regard to this fundamental requirement of lead generation, it boils down to laziness or fear. 

Laziness usually cures itself.  Either they realize that they just can't sit back and wait for business to land on them and must become proactive to seek it...Or, they go and get a "real job". 

Fear, on the other hand...that's a much harder obstacle to overcome.  One of the best quotes about fear I ever heard was from the movie REMO WILLIAMS: AN ADVENTURE BEGINS by a character called Chun played by Joel Grey.  "Fear is nothing more than a feeling.  You feel hot.  You feel cold.  You feel hungry.  You feel afraid.  Fear can never kill you."

Agents have to realize that they are in an industry where rejections occur.  If you are scared of hearing the word "no", you are in the wrong business.  And, if you do not overcome that fear of rejection...and the fear of hard work...you will fail.  End of story. 

Agents like the one in Todd's email lack both the skill set required to be successful at effective lead generation and the intestinal fortitude to be able to actually get it done.  Even if Todd's partner had given the list to the agent and the agent overcame his fear and called, would he be able to effectively convert those leads to clients with the attitude that it's just "too much work"?  Probably not. 

So, how do you make lead generation easier?  Well, there is really no way to make it "easier".  But, there are thousands of ways to make it more effective.  One of the ways that I make my lead generation efforts easier is blogging and social networking as whole.  But, not because that is the solution...because its not.  I use it because it allows me to build a rapport with others so that I can effectively trip a "trigger" that will spring them into action.

What am I talking about?  I am talking about the emotional triggers that every single human uses when making a decision.  There are 7 of them in total and I added a quick line or two after explaining what the trigger is and how effective agents use them to help push contacts into becoming clients.***

The Friendship Trigger - Activates both trust and agreement through bonding on a social level. (SOI at its core.  These are friends, family, close acquantances, etc, that you rely on as your base clientele. You want them to react to your friendship and work with you as a result.)

The Authority Trigger - Activates acceptance through expertise. (A perfect example of this is people that specialize in REO property...or specialize in luxury property. That makes them an "authority" and those that need this type of specialized help would instinctively choose them as a result.)

The Consistency Trigger - Motivates consistency with past actions and repeat contacts. (Follow up!  Follow up!  Follow up!  Remember, it's the squeaky wheel that gets the oil.  So, squeak!)

The Reciprocity Trigger - You give, you receive. (Use the services and businesses that your clients own or work at...and they will do the same for you.)

The Contrast Trigger - Side by side comparisons of options to make one more attractive than the other. (From listing presentations to financing options, we do this all the time probably without knowing it.)

The Reason Why Trigger - Emotional reasons to make decisions and actions. (Buying is an emotional thing. So, we keep coming up with emotional reasons to say yes.)

The Hope Trigger - Instills positive expectations to help persuade one side of an argument.

Whether you know it or not, you are using something to your advantage to get someone to buy from you.  Regardless of which trigger you are trying to hit, you are doing one of the 7 above.  Or, perhaps more truthful, you are applying pressure on more than one of these triggers.  Either way, one of these 7 things above will make someone buy from you.

I'm not going to sugar coat it.  Lead generation is hard work.  But, without it...you are not going to survive for long.  It MUST be done.  And, it must be done EFFECTIVELY!  If you don't know how to do it, ask someone for help.  If you don't know how to do it right, ask for help!  Make sure you gain the knowledge to be able to do it right before you are forced to make a choice between real estate and Burger King.  Or worse yet...develop the attitude that it's just "too much work".

If you would like help with your lead generation, contact me, Clint Miller, at 800-977-7058.  Or, follow www.recr.com and Clint on Twitter by going to www.twitter.com/recr.

*** For more information on the 7 triggers, go to www.seventriggers.com!