RECR's Blog: December 2007

There has been a lot of buzz on AR about online lead generation companies recently.  And, I wanted to "throw my hat in the ring", as it were...

First off, let me be clear about one thing: Real Estate Client Referrals is NOT a "lead generation" company.  We are a full scale realty referral procurement agency with one primary goal -- To ensure that you make money using our network so that we can keep YOU as OUR customers for life!  The only way we have to do this is to ensure that we are delivering the best quality referrals on the net...and we have the closing ratio to prove it!  (Realtors have much the same goal with their clients...and any successful business has the same mindset.)  Having said that, Id like to show you a guide that will quickly explain the difference between US and THEM...

Online "Lead Generation" Services	Real Estate Client Referrals
Locked into a long-term contract. Early cancellation fee applies.	No long-term contract. Cancel anytime.
No exclusivity. Leads "recycled" and shared with other agents.	Exclusivity guaranteed. No "referral recycling".
No guaranteed closings.	1-5 GUARANTEED closings
Takes up to 30% of your commission on every closing.	You keep 100% of your commission
Charge monthly fees whether you get the leads or not.	No monthly fees - you only pay for referrals when they come in
No automatic follow-up with prospects.	Automatic drip campaign with your contact information, photo, and more
1-in-20 closing rate (not verified)	Independently verified 1-in-5 closing rate
No money-back guarantee	30 day no-questions-asked money back guarantee.

There are several websites that you can go to and get some additional information.  And I will leave it up to you as to what you need to see:

• www.realestateclientreferrals.com/home15.php  ---  This site has about 40 testimonials and a handful of video testimonials that agents have sent to us...including a video from Amanda King, Century 21's International Realtor of the Year '07.
• www.realestateclientreferrals.com/moreinfo.php  ---  This site is a short, concise list of what we will do for you and what you can expect to recieve from us.  It has a list of package pricing at the bottom of the page.  There are no testimonials on this site; no fluff, just the facts.
• www.realestateclientreferrals.com/terms2.php  ---  This site is our terms and conditions on our contract so that you can see exactly what you would be getting into....and how you can get out if you dont like it.  :-)

Lastly, I would like to invite you all to either call or email me directly.  My email is clintmiller@recr.com and you can reach me directly at 800-977-7058.  I look forward to hearing from each of you...And best of luck in '08!!!!

Since my company is based in Missoula, Montana, I don't know what homes generally sell for in your area.  It could be that you can't even buy a closet space for less than $200,000. And I understand.  That's why I'm happy to announce that Real Estate Client Referrals allows you to "cherry pick" referrals. In other words, if you don't want to receive any prospect's information who is looking to buy on the "low end" - you don't have to.

Never again will you have to deal with clients who just aren't in a position to buy according to the market in your area. This frees up your valuable time to work more closely with referrals who are ready to act and have met the right conditions to buy.

Is there a catch? Just one - and that is, you have to promise you'll be able to diligently work with these referrals and offer to help them with any questions they may have about the real estate buying process.  Just because they're internet referrals, don't treat them any differently than you would a walk-in prospect. 

In addition, you can "cherry pick" these kinds of referrals only with the purchase of one of our "Guaranteed Closing" packages. When you show that you're serious about getting good quality prospects, we reward you by letting you have the "pick of the littler" of referrals in your area.

That's all there is to it! You'll still benefit from the same proven services we offer all agents who join our client referral network, including:

•·         Guaranteed closings - If you don't close at least 1-4 times within a year, we'll keep sending you free referrals until you succeed.

•·         Personally verified referrals - Each and every one of our referrals has their contact information personally verified by our trained staff.

•·         A verified 1-in-5 closing rate. In addition to our guaranteed closings offer, we have had an independent verification agency survey our prospects and found that 1-in-5 of them bought or sold their home within a year. 

And of course, there are no monthly fees, no  annual fees, and no commission splits. You keep 100% of what you make.  Give me a call at 1-800-977-7058 (you can ask for Clint, or Mike). for more information and sign up to start cherry picking your referrals!

Thought you'd like to see a really interesting video from a fellow real estate agent, Amanda King from Century 21 in Bramptom, Ontario. She just grossed over $5 MILLION dollars in sales thanks to Real Estate Client Referrals - a unique real estate referral agency (not to be confused with lead generation - the two are as different as night and day!)

I should also add that Amanda was named as Century 21's International Realtor of the Year - a HIGHLY prestigous honor.  In fact, she gets nearly 40% of her business from us.   Where would you be if you knew you could get business like that - just by working with Internet referrals? It's amazing how the internet has transformed the real estate industry.

Click here and watch the video for yourself (don't worry, it's very short but VERY informative!)

If you would like to speak with someone about how we can assist you in your area, please contact Clint at clintmiller@recr.com or by calling 800-977-7058.

Hey Realtors,

I'm interested in hearing what you HATE most about lead generation companies. I know we've all heard horror stories about long-term contracts, cancellation fees, huge commission splits and all that. But I'm interested in knowing, what really bothers you most?

Have you tried a lead generator and had less than stellar success with them?

Have you been charged outrageous fees and have no idea where they came from?

Come on, let's hear it! Go ahead and vent :-)

From all of us at RECR to everyone in our AR family...

Have a wonderful, joyous, and happy holiday!!  May the love that was shown by Jesus to all mankind reflect in your hearts during this season of giving...and may you have the merriest of Christmases. 

Now, having said that....does anyone else's living room look like mine??? 

MERRY CHRISTMAS EVERYONE!!!

There are dozens of different lead generation programs online today, and it's hard to know who to trust. 

Here's my advice:  Don't trust any of them.  They're outdated - nothing more than dinosaurs caught in the world wide web.

Technology has already shaped the way we agents do business.  First with the MLS, then real estate web page listings, and lead generation services.   Each of these programs had a critical flaw in it, however:

That factor is "human interaction". 

Lead generators are far too impersonal and amount to nothing more than "screen scraping" names and numbers (often faked).  Why should you pay a chunk of your hard earned commission, or a monthly or annual fee to a company that just provides you with a name and phone number? Worse yet, how "real" do you think that phone number is and how "recent" was that person's request? 

All too often, the human factor is sorely overlooked - even moreso now that realtors have embraced the Internet.  How many times have you called on a lead only to hear, "Who did you say you were? I'm not interested in working with an agent...or even worse -- I'm not even buying/selling a home!".

Social applications and web services are just now starting to make their way across the web - also known as "Web 2.0", a term that involves groups of people branching out to share interests, information and opinions.  ActiveRain is one such community. 

Lead generators are just giant factories crunching and spitting out names and numbers.  Lose the lead generator and move up to the "2.0" version of prospecting:  Referral Agencies. 

A referral agency, such as Real Estate Client Referrals, does things differently.  Everything we do revolves around the "human factor". 

We use professionally designed websites to attract our prospects from across the U.S. and Canada. We offer them the opportunity to get free real estate services that most agents would gladly do at no charge (such as a CMA or getting them a list of homes on the market in their area).

 This gives them a great incentive to want to be contacted by an agent.  But we know that some people will just "take, take, take" and leave us with a fake name and number.  We delete those people from our system before you ever see them.  Obviously, they also don't get the real estate service either - so it pays them to leave accurate information.

Just to make sure, though, we also have a trained staff of verifiers who call each and every prospect and ask questions not just to verify the information they submitted, but also to make sure that they're not already working with an agent and that they understand an agent will contact them to give them the service or list they asked for.

What more could you want in a warm referral?

After all, I think real estate agents are some of the hardest working people on the planet.  Customers really don't understand how much work really goes into what we do.  We don't just get paid for being a warm body in a cold office cubicle.

So why should you pay money for just a name and a phone number?

Plus, we keep the "human factor" in mind with our customer service - the best in the business.  If you're not able to make contact with a prospect we send you even after we've verified them - we'll give you a new referral free.  If you have any questions or concerns at all, we're just a phone call away.

To get more information, just call 1-800-977-7058. We look forward to talking with you!

True story...

It was a lead generation company that almost made me quit the real estate business altogether. This company (who shall remain nameless though it's been all over the news lately) used to charge monstrous monthly fees. I believe I ended up getting 140 leads and only closing one.  Just one! It made my blood boil. I almost swore off internet prospecting altogether.

...Almost.

Because in the process, I learned some very valuable lessons from my mistakes. I carefully watched how this company did business and how they treated their real estate agents. I noticed and I swore that if I ever started a company, I would NEVER do things like that.  Things like:

• Sending me junk names or disconnected numbers - and hanging up on me when I called to bring it to their attention.
• Getting hold of a prospect, only to find out that they had no idea who I was or why I was calling. They weren't looking to buy or sell their home at all.
• Being put on hold or transferred endlessly through their so-called "customer service" whenever I had a question.
• Being forced to compete with other agents in the area over each lead that came in.

With things like these, what real estate agent in their right mind would even bother signing up? But the truth is... we need that extra income. Traditional walk-ins and phone calls aren't going to make ends meet.  I had desk fees, association fees, franchise fees... and I still had to work long, unforgiving hours to barely scratch out a living.

Then it hit me.  What if I started my own referral company? A company built from the ground up by agents - for agents.  A company where:

• You would never get junk names or disconnected numbers. If you did get a disconnected number, you could dispute it and get a new referral for free.
• We would personally verify each and every referral that came into the system to find out when they were looking to buy or sell, if they were currently working with a real estate agent, and how much they were looking to spend. If they didnt meet any of those qualifications, they never made it to the agent's email inbox.
• You would reach prospects that were actively looking for a real estate agent and were genuinely expecting to hear from you.
• You'd get the best customer service available. Friendly, prompt, reliable people who honestly want you to succeed and put their best effort into making sure that happens.
• You'd get exclusive rights to as many territories as you'd like (at no extra charge). Be sure that you could reasonably handle the referrals that come in from each area, though!

In March of 2003, I started that company - Real Estate Client Referrals and today, our company has helped real estate professionals make millions of dollars in sales.  Even Amanda King, a fellow Realtor(r) here on ActiveRain, and the Century 21 International Realtor of the Year, uses our program to account for over $5 million in sales - and nearly 40% of her gross income. 

If you'd be interested in learning more about how we can help you, and if you'd like to avoid the terrible experience I had with other real estate lead generation companies, I invite you to leave the "lead generation" concept behind - and move up to the next level of "referral procurement" and start getting verified, ready to act prospects in your e-mail.  Just call 1-800-977-7058 and ask for Clint or Mike.

I can't begin to stress the importance of proper client follow-up, especially around this time of year.

Seems the standard response to your clients is to send the obligated mass-produced holiday card. But what if you could do so much more than that?

What if you could effortlessly follow up with clients - no matter where they are in the buying or selling process -  for a whole six months after you initially contact them?

What if you could keep sending your prospective clients an update on information they'll find valuable, no matter where they are in the research process, such as how to properly prepare a home for showing, how to get the highest price for their home before they sell, and how to add thousands of dollars in value to the home with a $100 budget or less.

What if, at the bottom of each of these e-mails sent out to clients, they could see your personal photo, company logo, your e-mail address, telephone numbers and be able to get in touch with you immediately if they have questions? Wouldn't they easily remember the agent who took time out of their busy schedule to provide them with clear, easy to understand information that's valuable and timely?

Wouldn't your clients LOVE to have this information? Wouldn't they be thankful you took the time to write it up for them? And wouldn't you be smiling all the while, knowing that you didn't actually have to lift a finger? Now THAT is GREAT follow-up!

The whole process is completely automated from the minute a buyer or seller contacts you. We'd be glad to even show you the custom emails that go out with your information so you'll see exactly what your prospect sees. 

In addition, for every verified referral that comes into our system, you can leave notes about where they are in the buying/selling process (don't worry, the prospect never sees this information). You can also set appointments for home showings or contact meetings and be reminded of them before they happen. 

And, best of all, if you use the Top Producer contact management software, you can export all of this information into the program so that you always have an instant overview of who you're working with, how far along they are in the process, when you need to meet with them and so on.

Go beyond just the basics and get in touch with all the ways technology can benefit the real estate industry.  All of the things I've just mentioned are available free of charge to agents who join the Real Estate Client Referrals marketing program. It costs you nothing to get more information. Just call me, Clint Miller, at 1-800-977-7058

Best of Success to You in the New Year!

Attention all AR peeps...

I wanted to extend an open invitation to everyone to check out my company, Real Estate Client Referrals.  First off, let me explain that RECR is NOT a lead generation company.  We are a full-scale realty referral procurement agency that focuses on QUALITY referrals...with one single goal in mind: TO HELP YOU MAKE MONEY!

Here's what you get:

Verified referrals -- Real humans that actually want your help.  Anything less is not acceptable either to us or to you.

Exclusive territories -- Your area is yours.  No recycled referrals.  No need to cut your commissions to attract a client away from competition in your area.

Professional e-mail drip campaigns -- Keep your clients informed with professionally authored emails sent out in your name with your contact info associated with them.  This gives your prospects an easy way to reach you either via email, phone, or through your own website. 

Our verified 1 in 5 closing ratio -- The best in the industry, bar none!  Most lead gen services hit anywhere from 1 in 20 to 1 in 100. 

Pay for referrals as you recieve them -- No long term contracts.  No monthly fees.  No commission splits on the back end at closing.  You keep all of the money you make!

GUARANTEED CLOSINGS!  We are the only online referral company that can guarantee you will get closings off of our referrals.  The more referrals you take, the more guaranteed closings you recieve.  We do this because we are not in the business to rob agents blind...we are here to assist agents in getting closings and teaching them how to work internet referrals. 

I would be happy to discuss the availability of territories and pricing with any interested parties.  Please feel free to contact Clint Miller either via email clintmiller@recr.com or by calling me directly at 800-977-7058.

Are all internet referrals worthless? Of course not.  At least, not when you know how to identify where they are in the buying cycle and how to use this knowledge to your advantage when working with a prospect.  This blog post will show you how.

First, a common misconception among real estate agents is that Internet referrals are only out to waste their time.  If you approach a buyer who has contacted you on the Internet - realize that they're likely still in the very beginning of the homebuying process -- looking at what's for sale, figuring out how much they can afford, and so on. 

If you jump in and offer to take them around to open houses, shove paperwork in front of them and start talking about making offers and signing contracts - chances are the buyer will suddenly turn cold and unresponsive. The truth is, no matter how eager they may sound to buy a home - it's a major decision, and at this stage, they're just not ready yet.

Let Them Dream a Little

The worst thing you can do is "crush" you prospect's dreams at this point. If they're talking about a five bedroom home in the country, but their credit report is less than spectacular, you can't just jump in and drag their head out of the clouds.  Give them room to dream.  Reality will set in as you come closer and closer to making an offer, and they'll eventually be faced with the hard facts. At this point, you simply offer to answer any questions they may have, offer to give them a free list of homes for sale on the market and give them more information on the area itself.

Become More Proactive as Prospects Become More Active

Offer to give them recommendations on things they'll need such as a relocation service, a lender, a home inspector or appraiser as they come closer and closer to making a decision.  You may not think you're being proactive enough, but as the prospect's interest increases, you become more and more active in helping them. Remember, the absolute worst thing you can do is put pressure on a buyer to make a decision before they're mentally ready to do so.  It's the patient agents that become the rich agents!

What Else Should I Know when Working with Internet Buyer Referrals?

These tips and many more are available in our guide "Patient Agents are Rich Agents:  How to Work Effectively with Internet Referrals" that we provide free of charge to each agent that signs up for Real Estate Client Referrals. - With the market in such a downward trend, agents today cannot afford not to use technology to its fullest.  This free guide shows you how to work with Internet Referrals and become more productive in your office overall through web prospecting.  For more information, visit www.realestateclientreferrals.com/news/