THIS IS SOOO AWESOME!!!!

You can barely toss a random trade magazine or scan through a blog post without there being some reference to fact that real estate agents should be embracing social media. Whether that be blogging to help market themselves or having a business page on Facebook...just about everyone everywhere is agreeing that this should happen on as many levels as can be handled.

The really funny thing is I think this phenomenon is actually hindering a fundamental issue that has plagued (and continues to plague) the real estate industry as a whole --- the fundamental lack of communication between agents and clients.

This issue is no more prevalent than where I work. I deal with this very thing on a daily basis. And, the number one complaint that I get from the prospects that we send out to our member agents is that they never hear from the agent. Yet, when I go to check on the agent, I can see that they have updated Twitter 14 times during the day and have 12 new Facebook status updates and written 2 new blogs.

Really?? You told me you "didn't have time to speak with that client" I sent you....yet, you had time to play Mafia Wars for 3 hours??

Now, before you start to judge me and my position on this matter, I understand the need for the social media profiles. I get it. I actually created the marketing position I am in at my company because of them. I understand. I don't knock you for that.

But, to apply effort in that direction without taking the required time to speak with your clients is cyber-slashing your own wrists. Sure, you might get an additional client or two...maybe pick up a new listing thanks to that blog you wrote. Awesome.

Here's the real deal -- If you suck at follow-up communication with the clients that you already have, getting more clients isn't going to make it any better for you. AND, if you cant follow up on the people you are working with right now because you feel the need to increase the size of your mafia or play Texas Hold'Em with your college buddies on Facebook, all you are doing is turning another good client into a real esate agent hater. Now that person is going to tell everyone they know what a schmuck you are and to never use you (probably naming your company or brand in the process).

Thus...All you are doing is making your actual job HARDER! And, you are making it harder for everyone else in your office, your company, your brand, and your general line of work. 

Nice job. Those agents that are out there busting their tails really appreciate it. (Can you smell the sarcasm yet??)

One of the best things anyone ever told me with regards to sales is to do all your follow-up first. Get the hard stuff out of the way so that you have time for the fun stuff. (That is why we have dessert AFTER dinner!) Calling your mom or your beer-drinking buddies can wait. Call your clients first. Get that handled. After all, they are the ones that will be paying your commissions!

Why in the world would you want to hinder your potential income by pushing them away?? Seems counter-productive to me. Can you afford to just push away money?? Yeah, I didn't think so...

Your clients are expecting to hear from you. Making them wait for information they requested is not smart. In fact, it's rude. Don't push them off. Don't wait until the afternoon or the next day. Making them wait only causes them further frustration and builds up a level of disdain for you and your profession.

Call them. Get it over with...it will relieve them...AND it will relieve you because it has been dealt with -- good or bad.

Social media is a power tool. And with great power comes great responsibility. That responsibility lies right on your shoulders. Don't push away the things that pay your bills -- your clients -- because you have to get a new status update posted about your pedicure or feel the need to tweet about your football team's shoddy performance the night before. That's dessert. Take care of your meat and potatoes first.

If you would like more information on Real Estate Client Referrals, please contact Clint at 800-977-7058 or follow me on Twitter. If you are on Facebook, fan us up!

Whether you want to admit it or not, you are using something to your advantage to get someone to buy from you.  You do it all the time.  Sales people are the kings and queens of taking advantage of the things we call “buying signals” and applying leverage in whatever way we can in order to get a deal done.  I know I do it all day long here.  You may think that you don’t, but you do.  And, if you really believe that you dont...you are lieing!

What am I talking about??

I am talking about the fact that we, as salespeople, take advantage of the emotional triggers that every single human uses when making a decision. 

There are seven of these triggers in total.  And, regardless of whether or not you have been aware of this list in the past, you are keenly aware of how to use them to your advantage.  These emotional triggers are the very things that everyone uses in order to make a decision.  They include:

The Friendship Trigger – This trigger activates both trust and agreement through bonding on a social level. Essentially, this is the trigger that you apply directly to your sphere of influence.  You use this on your friends, family, close acquantances, etc, that most sales people rely on as their base clientele.  They can also include past clients that you speak with on a regular basis.  The application of this trigger is specifically designed to leverage your friendship with them in the hopes that, when needed, they call upon you because you are friends.  Social networking to build business fits into this category also.

The Authority Trigger – This trigger activates acceptance through expertise.  A perfect example of this is agents that specialize in REO property or in high-end luxury property.  That specific specialization makes them an "authority" and those that need this type of specialized help would instinctively choose them as a result.  Another example of this is the multiple designations that an agent can get and list behind their name in an attempt to seemingly appear to have more authority or training than another agent by comparison.  This trigger is specifically designed to cause someone to choose to work with you because you have the knowledge to be able to help them.

The Consistency Trigger – This trigger motivates potential customers by causing them to recognize consistency with your past actions and repeat contacts.  In other words, this is your follow up skills hard at work.  (As a smart person once said, it's the squeaky wheel that gets the oil.)  You leverage this trigger every time you follow up with a lead or schedule appointments (and keep them!) with potential customers.  You want your potential customers to recognize that you are consistent in your efforts to earn their business and you will be there when they decide to move forward based on your previous attempts to earn their business. 

The Reciprocity Trigger – In short, you give, you receive. This trigger is based on the idea that you use the services and businesses that your clients own or work at and they will do the same for you.  For example, if you use the services of a mechanic locally, when he needs help with buying a home, he contacts you.  This is also the “you scratch my back, I scratch yours” trigger, if you will.  If you have a client that needs a roofer, you know who you will recommend because they are good at what they do…AND you know that person will recommend people that they hear about to you when they need your service or expertise. 

The Contrast Trigger – This trigger is the one that is used any time you do a side-by-side comparison of options to show that one is more attractive than the other.  Any time that you list the pros and cons of given options, you are leveraging this trigger. 

The Reason Why Trigger – This trigger is specifically used to invoke emotional reasons to make decisions.  Buying is an emotional thing. So, we keep coming up with emotional reasons to say yes.  This trigger is based on ‘thinking with your heart’ and not your head.  When your clients see things inside a home you are showing that ‘they just love’, this trigger has been tripped.  Instictivly, you will remember that and remind them of that, if needed, at a later date in order to leverage this memory to assist in a decision.

The Hope Trigger – This trigger is specifically designed to instill positive expectations to help persuade one side of an argument.  In other words, this is the application of positivity.  In order to effectively leverage this trigger, you have to get your client to “see the bright side”, as it were. 

Whether you know it or not, you are using one of these to your advantage to get someone to buy from you.  Chances are, you are using more than one of them at any given time with any one of your potential or current clients.  In fact, in some instances, you have probably used all of them in order to get a deal done.  

If you would like more information on Real Estate Client Referrals, please contact Clint at 800-977-7058.  Or, hit me up on Twitter at www.twitter.com/TheRealClint. And, while you're at it, fan us up on Facebook!

Also, for more information on these seven triggers, you can check out www.seventriggers.com.

My good friend Matt Stigliano spent some time at REBlogWorld recently...

Despite the pains of jealousy, I am reblogging this awesome post of his!!

I recently read an article that really sparked my interest.  The article was simply a basic list of the ways that someone could re-invent themselves by investing time and effort into the one asset that all agents have - Themselves. 

The key principle to this article was the fact that, despite this uncertain market, there are people that appear to be striving to make their own abilities better and five ways to do so.  Below is the list that was in the article...and a good healthy dose of my own explanations as to why this is so important in this uncertain market.

IMAGE: You chose a career in real estate to be an independent business person.  So, do you carry yourself in a professional manner?  Do you "look the part"?  Do you have your business cards on you?  Are you showing that you are proud of whom you work for or what you do?  Whether you want to believe it or not, your image IS your first impression.  Make sure that the impression you are making is the on that you actually want to make.  There are some places where you can get away with blue jeans and a nice shirt.  There are other places where a suit is more appropriate.  Dress the part!  Maintain your personal image.  Get your hair cut or styled.  Ladies...get your nails done.  Guys...shave every day.  (Believe me, I realize that sucks ...I'm a guy...I understand.  But, its 2 or 3 minutes...and it makes a ton of difference to those around you.)  I actually know of one agent that wears a tuxedo to all of his closings.  That is part of his image.  It is what sets him apart from the rest.  (His name is Todd Waller out of Ann Arbor, Michigan, and he works for RealEstateOne.  But, you can get more info on him and his Team366 at www.blog.team366.net.) 

TRAINING: Aside from the mandatory requirements involved, you should try to find as many different options to better your ability as you can.  Take the time to sit down with your broker to discuss some in-house training options.  If you know of any free options for training, jump on it.  Any training you involve yourself in will only re-emphasize the skill set you already have developed.  So, it will not be wasted time or effort.  You never know, you may learn something.  (Also, anything that you can learn about social networking...that is a must!  Trust me on this...this is a skill that does require some time to master, but you will not regret it!)

NETWORKING: Making yourself known in the community by getting involved with community events is a great way of networking with some of the more influential people in your market.  Get involved with the community.  Start working with the Chamber of Commerce.  Go to PTA meetings.  Join Toastmasters.  Get involved in your local neighborhood activities.  Surrounding yourself with such innovative, like-minded people will help you with both your image and your over-all success.  Most people do business with people that they know on a social level.  So, networking like this is a key to success in a troubled market.

MENTORING: They say that the teacher will always learn something from the student.  Become a mentor for younger agents.  Help them be successful.  This will cause you to make sure that what you are doing is what you SHOULD be doing.  It will help you cross your ‘T's and dot your ‘I's, as it were.  Besides...there are times when you can actually team up and work together for the success of each.

YOU: Seems weird that I have to add this since this entire post is about you.  But, if you are not taking good care of yourself, you will not have the energy or the will to commit to the rest of this list.  Take care of your own body and mind.  Get sleep.  It is probably more important than anything else you can do for yourself.  Make sure you get some exercise.  (In this industry with showing property and running from one location to another, that usually isn't hard...but you should do 30 minutes of cardio every day.)  Eat right.  (Did you know that eating an apple will actually wake you up better than a cup of coffee??)  Bring fresh fruits with you on your appointments and eat them when you can.  Avoid the drive-thrus.  If you don't know where else to start in your investments in you...look in the mirror and start there.

If you would like information on how to get more clients, please contact Clint at 800-977-7058.  Or, visit www.recr.com.  Or, follow Clint on Twitter at www.twitter.com/TheRealClint.

DO NOT USE Real Estate Client Referrals?? I don't think so!!

Suchita Kahlon was skeptical. Very skeptical!!

After doing a little research online and finding a few posts telling her not to sign up, she questioned as to whether or not it would be good idea to give Real Estate Client Referrals a try...

But, after speaking with a couple of other agents that had been using RECR to great success, she decided to give it a try and signed up for a minimum package of referrals.

The rest you can read for yourself in her own words:

I have been with Real Estate Client Referrals since March 2009. I have already closed a number of deals from the leads that I have received!! RECR is an amazing and reliable referral system and, even when the market was slow, RECR was consistant in sending me solid leads. It's worth every single penny that I have invested!!  RECR is the best investment that Realtors could do for themselves.

Suchita has purchased additional referrals from RECR since her initial success!! If you would like more information on Real Estate Client Referrals, please contact Clint at 800-977-7058 or follow him on Twitter at www.twitter.com/TheRealClint