RECR's Blog

Webster's: The Real Estate Edition

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Fri, 16 Jul 2010 08:58:49 -0400

Let me start of by saying that this is satire. And this should be read with that idea in mind. It is intended to be humorous. Nothing more. Ok?

Let me also state that I have posted this before...but, its Friday. Im lazy.

As long as we understand one another, you can keep reading...

Common Man's Dictionary to Real Estate Advertising

1 car garage: Sure, you can drive your Ford Escort into the garage but there is no room to open the door.

Advertisement: A tool used by business to get money out of people that don't have it for something that they don't really need.

And much, much more: Truthfully, nothing else comes to mind. But, we can't tell you that.

Auditor: Person that arrives after battle to finish off the wounded.

Bank: Loan shark.

Beachfront property: No hurricane insurance available at any price.

Bedroom in basement: The basement has a 1' by 2' window you might be able to squeeze yourself through as an alternative to burning to death in a structure fire.

Bright and sunny: No window treatments or venetian blinds are included because previous owners simply nailed Pikachu blankets to the window frames.

BRILLIANT CONCEPT: Do you really need a two-story live oak tree in your 30-foot stained-glass sky dome?

Broker: What buying a house is going to make you.

Budget: Written proof that you can't afford the things you want.

Build sweat equity: The house is not habitable currently and unless you plan on working your hind end off to make it livable, it would be easier to bulldoze this place and live in a tent.

Cape Cod: Stylized after a 74 yr old lobster fisherman's garage.

Cash Flow: The movement your money makes as it disappears down the toilet.

Cathedral Ceiling: You will go broke trying to heat this place. It would be easier to set fire to the couch.

Charming: Small. See also, "Tiny". Snow White might fit, but five of the dwarfs would have to find their own place. See also "Cute," "Enchanting," and "Good Starter Home."

Close to all amenities: The backyard is a shopping mall parking lot.

Close to Schools: You will spend a generous portion of your morning and evening commute stuck behind buses in just about every street you attempt to take to avoid them.

Comfortable: One coat closet larger than the "Charming" home.

Commuter's Dream: Located at the bottom of an off-ramp right beside a truck stop.

Completely Remodeled: Not only does this statement give the company attorney a stroke, it also usually means new kitchen counter tops and a vanity sink in the bathroom.

Complete remodeling in 1992: Hurricane Andrew...'nuff said.

COMPLETELY UPDATED: At the advise of the listing agent, the seller has decided to remove the metallic gold shag carpeting from the living room and replaced the avocado colored stove.

Contemporary: The house is at least 15 years old.

Country living: Too far from anywhere to drive to work...or to shop...or get to an emergency room in time to prevent bleeding out from a paper cut.

Country in the city: A grotesquely overpriced large lot with a 2 bedroom house built before World War I that used to be on 100 acres that have been split off and sold to a Home Depot and a car dealership. Yes, there is a Starbucks in the parking lot.

Cozy: Not a single room could fit a full sized bed. And, the toilet doubles as a kitchen counter when you close the lid.

DARING DESIGN: It's a warehouse.

Desirable neighborhood: This "charming" house is extravagantly overpriced thanks to being located next to a neighborhood where the snobs live.

Doll-house: Tiny place filled with ugly knick-knacks.

Easy Care Yard: Acres of Red or White rock used to systematically cover actual useful space.

Easy freeway access: Located right on the noisiest arterial street closest to the freeway.

Easy to heat: See “cozy”.

Efficiently designed kitchen: The kitchen is too small to fit two people at the same time and everything you need to reach is simply done so by turning around. The down side is that in order to open the stove, you have to step into the living room.

Everything's Been Updated: Sure, they updated all the things inside the house...but the house itself has been condemned.

Executive neighborhood: Everyone's last name in this area is Jones. And yes...you are required to keep up with them.

Extra Storage: Four coat hooks nailed on the back of the front door.

Gated Community: There is a reason it is gated...Every seen 'District 9'???

Great Starter Home: House has 4 rooms. Two of which are additions.

Handyman Special: Forget It! You don't have the skill required to make this home livable.

HI-TECH/CONTEMPORARY: Lots of steel shelving with little holes. You know...the kind your dad used to store tools on in the basement. There is also a lot of glass in places most people wouldn't put it.

Wont last long!: This home hasnt sold in 374 days after two price reductions and the sellers have finally given up hope on making any money on this sale so they dropped the price another $20K.

Immaculate: Remove your shoes. Chances are the carpet is white along with the walls, furniture, cabinets, appliances, and the family pet.

In-city living: The house comes with a deadbolt lock on all windows, a bar across the door capable of stopping a battering ram...and a moat. Being outside in this neighborhood after dark will probably require an armed escort.

Institutional Investor: A active housing investor from 2006 who is now locked up in a mental institute.

Just available: The previous owner just died on the premises. That is the only way anyone would want to sell a home in this market unless they are trying to save a foreclosure. Hope you don’t believe in ghosts.

Large family room: The basement can hold a couch and a chair...which is more than can be said for the living room. Just try to keep the kids from eating the exposed insulation.

Lots of storage space: The basement is too small to be called a family room.

Low maintenance lot: No yard. The kids will have to play in the street. Or, maybe in the shopping mall parking lot.

Luxury Living: It has a Jacuzzi tub. It's leaning against the wall of the garage. But, at least it has one.

Market Correction: The day after you buy a house.

MUCH POTENTIAL: Steer clear unless you have a lot of money and actually believe your blind dates really did have nice personalities. See "Ready to Rehab," and "Fixer Upper."

Must see inside: Yeah...that's cause the outside is ugly.

MUST SEE TO BELIEVE: An absolutely accurate statement. It is hard to drive that kind of pain home through the eye without actually using a sharp instrument and a forceful thrust.

Market Correction: The term your broker/agent uses for a market crash while telling you that your house is worth 37% of what you paid for it.

Meticulously maintained in the original condition: The avocado-colored appliances are 50 years old. Minimum.

Modern: It doesn't have a dirt floor and it is insulated with something other than beaver pelts and flour sacks.

Motivated sellers: Subtract 15% from the asking price and see if they counter.

Natural setting: Forget about planting anything because the deer will eat everything in your yard but the sagebrush and knapweed.

Near transportation: an Amtrak train goes through the backyard roughly every 15 minutes, day and night.

Neighborhood Watch: Your next door neighbor has binoculars trained on your house. Your movements are tracked and reported to the police any time you have company.

Newly remodeled kitchen: The 50-year old cabinetry and faucets have been replaced with cheap modern equivalents.

Nice Condition: Apparently "nice" means different things to different people. See also: "Lipstick on a pig".

Nighttime Security: The street lights located on all corners of the home completely eliminate darkness 24 hours a day. Sleep is impossible.

No need to preview: Yeah, because if you did, you wouldn't show it!

Old charmer: Herbert from Family Guy lives next door.

ONE-OF-A-KIND: Ugly as sin. The neighbors hope the place burns down so their property value goes up.

Park-like setting: There is a tree located somewhere on this block.

Partial mountain view: You can see the tip of (insert name of local mountain) if you climb the roof and stand on a chair.

Pet friendly neighborhood: Various forms of organic matter are constantly deposited in your front lawn despite the fact that you don't own any pets.

Plenty of Parking: The stadium across the street has ACRES of parking spaces available.

Practicing Water Conservation: Yeah, the lawn is died. No one watered it. Ever. (Thank you Steve and Heather Ostrom!)

Prestigious: Expensive. Probably not worth it, either.

Prime Location: We have already had better offers from more qualified people than you...don't ask.

Quaint: Buy a wall paper steamer so you can get that crap off the wall without having to gut the entire place.

Ready to move in: The interior has been painted with one coat of cheap paint and the shag carpeting has been raked and shampooed.

Ready to remodel: This place is about to collapse; you will have to invest twice the asking price in remodel before you can move in. Seen the movie "The Money Pit"??

Recreation room with wet bar: Basement has been sheet-rocked, painted and has a faucet.

Reduced To Move: See also: "Walmart Rollback"

Rent With Option to Buy: We know you wont be able to qualify for crap...But, if you can make steady payments, it works for us.

Safe Neighborhood: Regardless of your attempts at privacy, your neighbors will continue to attempt to peer through the slits in your Venetian blinds. See also: "Neighborhood Watch"

Seasonal creek: There is a 4 foot wide, 6 inch deep muddy ditch that runs across the property...And it only fills up after a good rain or during spring thaw.

Secluded setting: The only thing further away from civilization is a polar ice cap. Grizzly Adams once lived here.

Show and Sell: In other words, the listing agent will be doing no marketing and the stubborn seller doesn't want it staged.

Shows Well: The seller actually cleans the place up before you bring your buyers over.

Sophisticated: Plain. White walls with zebra print rug and furnishings. A large piece of abstract art is in the dining room and a canvas the size of a Chevy hangs on the wall covered in what appears to be pantyhose, tin foil, and computer diskettes.

Spacious: We knocked out a wall and expanded the living room into the garage.

Sprawling ranch: Inefficient floor plan that appears to have been designed by a drunk monkey.

Storybook: This house is old and the roof is not flat. See also: "Little House On The Prairie"

Stunning house: The house is not ugly...the interior, on the other hand...

Sunny corner lot: There are no trees anywhere near this property located on the corner of the two busiest streets in town.

Sunken Tub: The tub isn't sunken...it fell through the floor. The remaining structure is only capable of holding water or a body. Not both.

Territorial view: Great view of your neighbor’s bedroom window and "private" hot tub with the glass roof. If you lean hard against the glass and look hard to the left, you can see a broken down Pontiac in the alley.

Three season sun room: Putting screen up around your front porch does not make it a "sun room".

TLC: Tear down, Level and Condemn!! (This after a Realtor told me her country property needed just a little TLC...Upon visiting, I promptly fell through the front porch up to my knees!)

Townhouse: A 3 story walk-up on the north side that is sandwiched between two others that look exactly the same. Not only can you hear your neighbors fight, but you hear when they play music, watch TV, use the bathroom, or blink.

Tudor: A quaint two bedroom where both bedrooms are now in the attic which is not insulated.

UNIQUE CITY HOME: Used to be a warehouse.

UPPER BRACKET: No, this doesn't include you. See also: "Executive Neighborhood" and "Prestigious"

Usable land: Vacant lot. Probably filled with broken glass, nails, large rocks, bicycle parts, and Jimmy Hoffa.

Victorian Sweetheart: Once you steam off the wallpaper, you will need to strip off 14 layers of lead-based paint.

Walking distance to (insert noun here): There is nowhere to park your car within 20 minutes of this house.

Well Below Market: We keep having to reduce the price on this shanty because nobody wants it.

Will Help Finance: Soooo....the owners know they're asking too much. And, taking that into consideration, they are more than willing to "help" you get into this house that you can not qualify on your own.

YOU'LL LOVE IT: No. No, you wont.

Feel free to add your own in the comments!!! Id love to see them!!

Follow Clint on Twitter and make sure you go to the RECR fanpage and become a fan!! If you have any questions about RECR, please call Clint at 800-977-7058.

How To Stop Facebook Emails From Posts You "Like"

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Fri, 23 Jul 2010 08:22:13 -0400

Dear Facebook user,

LOVE Facebook??

HATE Facebook emailing you every comment of every person you know (or dont know) on every post you "like" or comment on??

ME TOO!! So, I took a couple minutes and figured out how to stop it.

1. Find your "Account" settings button (upper right on your HOME screen)

2. Click on it.

3. Click on "Account Settings"

4. Click on NOTIFICATIONS

5. Scroll down to "Wall Comments"

6. Turn off the email comments by removing the check marks (click on them to remove)

7. Dont forget to SAVE!! (Scroll down and click on SAVE CHANGES at the bottom of the list...)

Bingo! Bango! Bongo!

No more email notifications when people write on your wall, or anyone else's wall that you may have commented on or "like"d.(You will still receive notifications on these actions in the notifications icon at the top of your FB home page...)

Yup. You're welcome...

Clint

Follow me on Twitter. Or, if you are intersted in connecting on Facebook, check out my group. If you want info on Real Estate Client Referrals, you can call me at 800-977-7058 or email me at clintmiller@recr.com.

Is Your Tagline a Tripwire to Your Career?

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Mon, 19 Jul 2010 09:59:10 -0400

Lets take a test.

Name the companies that use the following tag-lines.

1. The Real Thing
2. The King of Beers
3. Mmm mmm mmm mmm good
4. Good to the last drop

Pretty simple stuff, right?

Coke is the "real" thing. (After all, Coke was first on the scene in the cola world. So, you can either have the real cola, or an imitation, right?)

Let's look at Budweiser. Long has it been known that Budweiser is the "king" of beers. (It doesn't get any better than being the king. The king is the top of the heap, the head honcho, the alpha dog. Why would you associate with something that isn't the best??)

Campbell's soup is "mmmm mmmm" good.

Maxwell House coffee really is "good to the last drop".

Recognize the pattern yet? Did you catch what was being said?

All of these tag lines have been used by these very successful companies for years. Not because they are excellent brand references that people have literally heard for years...although that is certainly true...but because they SELL! Not only do the help sell the product, they sell the brand. In other words, when you hear that phrase, you automatically know what brand they are talking about.

How much more effective could your advertising be if you treated your tag line -- your branding slogan, if you will -- as a sales opportunity rather than a contest to see who can come up with the cutest catch-phrase??

You can immediately improve your own tag line and achieve better results from your advertising by simply changing the words you use to words that actually mean something. For example, what's the more effective tag line....

1. Your (honest, hard-working, professional, friendly...feel free to insert any other adjectives here) real estate expert...for life!

Or...

2. Working to deliver the best results for you. Always!

I can tell you from personal experience, if I had a dollar for every time I have seen the first one on a website, business card, flyer, postcard, etc, I could retire. It is probably one of the most over-used and, forgive me for saying so, weakest tag line an agent could use.(Hey, someone has to be honest with you...)

If you are using this (or something like this) as your tagline, you are wasting valuable space that could be used to help build your brand!

A chain is only as good as it's weakest link. Your tagline is no different. There are a group of words that are used in real estate advertising that just simply don't deliver the punch that the agents thinks they deliver. Here is a list of words you should avoid:

FRIENDLY -- Of course your friendly. You work in a position that requires it. I have never met a single agent ever anywhere that doesn't possess the ability to at least fake his/her way through an appointment appearing to be friendly. (Go to an appoint and be an ass and see how far that gets ya...)

PROFESSIONAL -- (Ummm.....Duh! I would hope you are professional...) Why would you waste valuable advertising space promoting something that the client is already expecting to exist merely by the fact that you hold the position that you do? McDonald's food is safe to eat. Fords will help you get from point A to point B. My service is professional. See the problem??

HONEST -- See 'friendly' and 'professional'. (Again, this is expected of you already. Why waste your time trying to talk about something that is automatically implied?)

HARD-WORKING -- I have met very few agents in this industry that are not working hard. I have met a bunch that don't work very smart, but I think all of them work hard. Do you really want to be measured by how many more hours you will spend working for them versus how many hours your competition will put in? Or, would you rather be measured by how much more effective you are at selling homes?

Pretty much any word that you can use as an adjective about yourself falls into this category including knowledgeable, reliable, trustworthy (dear Lord, please don't use this one!!) etc...

Now, by the same token, there is a group of powerful words that can be used to deliver a better message about your ability and maintain the aspects of your ability that the client is already assuming exist within you. Those are:

RESULTS -- People are buying results when they hire you. It only makes sense to promote that fact in your tag line. You are hired to sell a home. That is a result that your client wanted. Bring that to the forefront so that other clients know you can deliver those results.

DELIVER -- Delivering something is hugely important. You are bringing them something they want. I order a pizza...I don't want to go get it. I want it brought to me. Bring me something I value and I will pay you for it. Do it well, and I will tell other people.

BEST -- Being the best at anything positive will bring you results. Be the best blogger in your area, you will get clients from it. Being the best at any aspect of your job gives the ability for you to leverage this aspect and you will get new clients coming to you because of it.

YOU -- If your advertising is a message to a potential new client, why talk about yourself? Why not talk about what they want? Using the word 'you' implies that a specific focus on the individual client and will create a connection between you as the agent and them as your customer.

GUARANTEED -- The value of a guarantee is implied by the client, not you. Offering something that is guaranteed implies that you are true to your word; you can produce a desired result and are willing to back it up. Guarantees provide that same feeling of confidence in your clients by removing doubt and potential risk.

LARGEST -- It has long been thought that there is strength in numbers. The size of an organization has typically been thought as being the 'safest' choice merely based on the size. Remember, nothing draws a crowd like a crowd. So, whatever you can say about being the largest in your market space will help you. It doesn't have to be the largest brokerage. It could be the largest internet presence, the largest service network, etc.

There are certainly more words that fall into this group, but I think you get the hint. Your tag line isn't about a catchy slogan or a cutesy jingle. It is your very first attempt at selling your client that you are the best choice for them. In order for this to work effectively, you should be talking about what THEY want from you rather than what you want to be seen as in their eyes. Talk about what the client wants...not about patting yourself on the back for possessing those same qualities they automatically assume exist merely based on the fact that you hold the position that you hold. Therefore, choose your words carefully.

Need more clients?? Real Estate Client Referrals can help you!! Fan us on Facebook; Follow Clint on Twitter; Call 800-977-7058 for more information on how we can help you make more money!

The Touch Stone: How Hunting "Hot" Leads Is Bad For Business

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Tue, 22 Jun 2010 09:03:12 -0400

Have you trained your brain to shoot yourself in the foot???

Let's start with a little story........

As a young boy, Tan had always heard of stories handed down by his father and his father's father of a magical rock that, when held by someone, would grant them any wish. It was called a 'touch stone'. (A person would know they found the touch stone because the stone would be smooth and round...like a ball...and warm to the touch.) And, as luck would have it, it was said to be along the shore of a small lake near the village that Tan grew up in...

After hearing these stories for his entire life, Tan decided he was going to make it his mission to find this magical 'touch stone'. So, he started walking around the lake. Every stone he saw, he would pick up, feel it for warmth and visually inspect it for shape. If the stone didn't adhere to the physical attributes that Tan wanted, he would pitch the stone into the lake so he didn't have to worry about having to check it again. Over time, Tan had convinced himself that he knew instantly if a stone he had grabbed was the mythical touch stone or not and would immediately hurl the stone into the lake.

Days; Weeks; Months went by and Tan had cleared thousands of stones from the shore of the lake....picking up each one and then pitching it into the lake.

Finally, one one cold morning, Tan grabbed a stone that was warm to the touch. And the stone was round like a ball. And, at that moment......Tan pitched it into the lake.

(Pause for reflection)

The moral of the story??? Treat every stone like it is a 'touch' stone.

Let me explain...

If Tan had gone about his quest with the idea that every stone that came across his hands was the touch stone, he would have known immediately that he had found the stone when he came across it. Instead, Tan had trained himself into thinking that every stone he found was not the one he wanted...and by pure instinct and practice, threw them all away...including the one he really wanted.

According to NAR, only 7% of ALL clients that indicate they want to buy a home actually are interested in buying right now....a "HOT" lead, in other words. (In case your math skills are lacking...that means that 93% of ALL clients are going to be buying or selling outside of 30 days!!) And, that is also true for internet leads. NAR also states that less than half of all internet leads are actually contacted by an agent.

Agents have to re-learn. Agents have to re-group. Agents have to retrain themselves.

Instead of viewing every internet lead like a rock...treat it like gold. Treat it like a touch stone. Treat every lead like it is the best lead you have ever had. Follow up with the client diligently, timely, and with respect. Give them the information they require when they require it and work hard to make yourself THE resource that the lead thinks of when they need something. Do this every time. Without fail. Every time.

Why would you do this, you ask? Why would you spend so much time working on something that might take months to get to a closing rather than looking for something that will close in a shorter amount of time??

Well...aside from just being good business, the main reason is to train yourself...to train your mental and physical reactions so that, when you do grab that ball-shaped stone that is warm to the touch, you don't automatically toss it into the lake because that is all you know to do with it...because that is all you have practiced. It is all you know.

Make sense yet???

If you would like more information on how RECR can help you find that touch stone, please contact Clint at 800-977-7058. Or, fan us on Facebook. And, if you are on Twitter, you can connect with Clint there also.

Improper Lead Follow-up Costs You Money!

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Thu, 10 Jun 2010 12:57:57 -0400

Daniel Dima Batsalkin is a brave man...

Not that many people would publically admit this level of fail. But, he did. And, I give him credit for it. I also give him credit for his feature post below...and for allowing me to re-blog it.

Ouch! Not Doing Lead Follow-Up Just Cost Me $18,125!

I thought I would share this story in the hopes that it would hurt a little less.

A few months ago through prospecting I got a decent lead. The prospective client owned an investment home that was rented but had negative cash flow monthly. I followed-up with an e-mail and that was that.

The lead sort of got buried on my desk and I found it today, a few months later. Of course I picked up the phone and here's how it went ...

Me: "Hi there ... this is Danny following-up to see how everything is going with the house at _____."

Prospect: "Oh, I never heard back from you ... I actually listed it a few weeks later with someone else and escrow closed last week."

Me: "Good for you! What did it sell for?"

Prospect: "$725,000"

That's right folks ... 2.5% of $725,000 is $18,125. Ouch!

Not doing proper lead follow-up just cost me $18,125!

-- Danny

I have long preached about lead follow-up and it's importance.

To put it simply: The leads you have in your database are in other Agents’ databases as well. Whoever calls them and meets with them first wins the game.

Improper follow-up costs you money. Don't believe me??? Ask Danny......

If you would like more information about RECR and how we can help you get more referrals, contact Clint at 800-977-7058. Or, follow me on Twitter. Or, fan us on Facebook!

Slurping Google Juice with Slideshare

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Wed, 09 Jun 2010 08:35:09 -0400

RECR Reaping Rewards in SEO Via Slideshare

Being an internet marketing type person, I am constantly on the hunt for new and innovative ways to:

Market my company
Maximize SEO for the content that I have currently
Develop new ways to generating content that can keep Google happy

And, one of the ways I have found recently that is working very well for me is Slideshare.net.

Slideshare is a presentation hosting site that allows users to "Upload and share your PowerPoint & Keynote presentations, Word & PDF documents and professional videos...". And, I am happy to say, it has terrific Google juice associated with it.

Roughly about 10 months ago, I created a Slideshare account, put up a couple presentations, and then completely forgot that I had it. Recent changes at my company required that I reinvestigate this option for document storage.

And, after seeing how many views my presentations has gotten in those 10 months, I started converting some of the blogs I had written in the past into PowerPoint presentations and loading them on to my Slideshare account.

And then something magical happened...

For local search results, my Slideshare account is #1 in Google!! (#1 for natural search...ignore the paid slots.)

The really funny thing is...the presentation that is listed as #1 is the one that I put up 10 months ago!!

But, and perhaps even more impressive, through Google Analytics, I have found out that this same presentation has crept up from #10 on national search rankings to #6 in just the LAST 4 WEEKS!! (This result was determined by taking out the local search recommendations out of the equation. Thus, making the search as pure as possible based on the search terms above only on an national level.)

So...want another way to kick your "Google Juice" consumption up a notch?? Get on Slideshare and start posting presentations. It works!!

If you want more information about RECR, contact Clint at 800-977-7058. Or, follow him on Twitter. If you are on Facebook, you can fan us on our FB fanpage!

3 Simple Steps To a Video Blog

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Fri, 28 May 2010 08:22:37 -0400

I have avoided using video for a long time.

Considering how easy it is to convert a blog post into a video, I realize that I was merely afraid of failing at the expense of succeeding.

Anyone can do this...

3 Simple Steps To a Video Blog

Step 1: I wrote a blog post. http://activerain.com/blogsview/1585683/working-internet-leads-requires-just-that-work-

Step 2: I turned that blog post into a SlideShare presentation. http://www.slideshare.net/RealEstateClientReferrals/working-internet-leads

Step 3: I turned that SlideShare presentation into a video.

If you would like more information about Real Estate Client Referrals, please call Clint at 800-977-7058. Or, fan us on Facebook. Also, if you are on Twitter, follow Clint!

Top 10 Things People Fear Most....And The Follow-Up Call

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Tue, 25 May 2010 09:06:08 -0400

Top 10 things people fear the most......

10. Dogs -- I have to admit, I am not afraid of dogs. I am not even afraid of the dogs I probably SHOULD be afraid of...

9. Loneliness -- Again...this is one that I do not have to deal with...I am ok with it. But, I know many people that do have to deal with this daily.

8. Flying -- I love to fly. My wife would rather rip her fingernails out with pliers than board a plane.

7. Death -- Pretty deep subject...I would say I fear the death of those I love more than my own mostly because I don't want to deal with it or think of my world without them.

6. Sickness -- There is a difference between being sick...and being SICK. I can handle a cold or the flu. I have lost people close to me to disease...I don't even want to get SICK.

5. Water -- I don't have a fear of water, but I hate having water splashed in my face...even in a pool.

4. Financial problems -- I have had lots of money. I have had no money at all. I have survived both.

3. Insects -- Yet another fear that I do not have to deal with...but, my sister would rip down a cinder block wall to get away from a spider. Her fear is so deep, she will actually go into shock.

2. Heights -- Ok. Gut check time... I am afraid of heights. It's not the height that bothers me, really. It is the thought of falling that far and hitting the cold, hard ground and breaking bones that scares me. Being up on a wobbly 20 foot ladder?? Oh hell no...

1. Public speaking -- I admit, I have a bit of this...but, I'm getting better. I know people that pass out having to give speeches. I have seen people get sudden attacks of laryngitis, nausea, even require oxygen and medical treatment.

So, what does all this have to do with follow-up phone calls??

Fear.

I think that a generous portion of why people do not do follow-up calls (or continue to do them beyond call number 2...) is fear.

But...the question is.... Fear of what??

Fear of the phone? ...of making a mistake? ...of being annoying? ...of pushing a potential client away? ...of possibly hearing the word 'No'?

Yes. Well, maybe not a fear of the phone per se...(that's a bit ridiculous, right?) But, the others?? Yes.

I have actually had agents tell me the reason they do not make more phone calls to follow-up with clients is they are afraid of pushing them away by being too annoying, potentially causing them to tell them they are not interested any more.

Now, considering that a generous portion of an agent's job on a day-to-day basis is lead generation, doesn't this seem counter-intuitive?

A roofer can not be afraid of heights. A surgeon can not be afraid of blood. A pilot can not be afraid to fly. And...a real estate agent can not be afraid of making follow-up calls.

"Fear is nothing more than a feeling. You feel hot. You feel cold. You feel hungry. You feel afraid. Fear can never kill you." ~~ Joel Grey as 'Chun' in Remo Williams: An Adventure Begins

Although this situation probably isn't as extreme as that Chun was referring to above, the systematic failure to make follow-up calls based on fear may not kill you...but, it will kill your career.

To overcome this fear...remember one thing: These prospects contacted you asking for information. It is your job to get it to them. And, until you do that, you have not done your job to the best of your ability. In other words, until you get that prospect on the phone with you, you have to continue to call because you have not done your job yet.

When a hurdler sits at the starting line, they focus on the finish line, not on the hurdles. When asked why they do this, they state that if you focus on the hurdles, you will hit them.

Dont focus on the hurdles...focus on the goal. The calls are your hurdles. But, getting your client the information they require is the goal.

Real Estate Client Referrals can help you learn more and earn more. If you have questions, call Clint at 800-977-7058. Or, fan us on Facebook. Or, if you are on Twitter, follow Clint.

Working Internet Leads (Slideshow...)

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Mon, 24 May 2010 11:23:45 -0400

Back in April, I wrote a featured article on working internet leads.

I turned it into a slideshow and posted it on Slideshare.net on the Real Estate Client Referrals account...And, I liked it so much, I thought I would post it here to see how it converted to a blog post.

I have to admit...I think it looks very slick. What do you think??

Working Internet Leads

View more presentations from Real Estate Client Referrals .

Cats VS. Dogs.......The Choice Is Obvious. (Re-posted from the Friday Funnies File)

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Fri, 29 Aug 2008 09:29:33 -0400

HOW TO GIVE A PILL TO A CAT

Sit on sofa. Pick up cat and cradle it in the crook of your elbow as though you were going to give a bottle to a baby. Talk softly to it.
With right hand, position right forefinger and thumb on either side of cat's mouth and gently apply pressure to cheeks while holding pill in right hand. (be patient) As cat opens mouth pop pill into mouth. Allow cat to close mouth and swallow. Let go of cat, noticing the direction it runs.
Pick the pill up off the floor and go get the cat from behind sofa. Cradle cat in left arm and repeat process. Sit on floor in kitchen, wrap arm around cat as before, drop pill in mouth. Let go of cat, noticing the direction it runs.
Scoot across floor to pick up pill, and go find the cat. Retrieve cat from bedroom, and throw soggy pill away. Bring it back into the kitchen. Take new pill from foil wrap, cradle cat in left arm holding rear paws tightly with left hand. Force jaws open and push pill to back of mouth with right forefinger. Hold mouth shut for a count of ten. Drop pill into mouth.
Pry claws from back legs out of your arm. Go get the cat, pick up half-dissolved pill from floor and drop it into garbage can.
Call spouse from backyard. Kneel on floor with cat wedged firmly between knees, hold front and rear paws. Ignore low growls emitted by cat. Get spouse to hold head firmly with one hand while forcing wooden ruler into mouth. Drop pill down ruler and rub cat's throat vigorously. Retrieve pill from goldfish bowl and cat from top of closet.
Retrieve cat from curtain rod, get another pill from foil wrap. Make note to buy new ruler and repair curtains. Carefully sweep shattered Doulton figures from hearth and set to one side for gluing later.
Get spouse to lie on cat with head just visible from below armpit. Put pill in end of drinking straw, force mouth open with pencil and blow down drinking straw.
Check label to make sure pill not harmful to humans, drink glass of water to take taste away. Apply Band-Aid to spouse's forearm and remove blood from carpet with cold water and soap.
Retrieve cat from neighbor's shed. Get another pill. Place cat in cupboard and close door onto neck to leave head showing. Force mouth open with dessert spoon. Flick pill down throat with rubber band.
Fetch screwdriver from garage and put door back on hinges. Apply cold compress to cheek and check records for date of last tetanus shot. Throw T-shirt away and fetch new one from bedroom.
Call fire department to retrieve cat from tree across the road. Apologize to neighbor who crashed into fence while swerving to avoid cat. Take another pill from foil wrap.
Tie cat's front paws to rear paws with garden twine and bind tightly to leg of dining table, find heavy duty pruning gloves from shed, force cat's mouth open with small spanner. Push pill into mouth followed by large piece of fillet steak. Hold head vertically and pour one cup of water down throat to wash pill down.
Get spouse to drive you to the emergency room, sit quietly while doctor stitches fingers and forearm and removes pill remnants from right eye. Call at furniture shop on way home to order new table.
Arrange for SPCA to get cat and call local pet shop to see if they have any hamsters.

HOW TO GIVE A DOG A PILL

Take pill and wrap it up in bacon.
Throw into the air.

If you would like information about www.recr.com, please contact Clint at 800-977-7058

PUBLIC SCHOOLS IN LISTINGS?. . . DO IT!. . . IT WILL RESULT IN MORE SHOWINGS AND PERHAPS A CONTRACT!

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Wed, 12 May 2010 16:50:55 -0400

I have written several blogs in the past about what to say in listing ads/announcements. This is a great reminder to include SCHOOL INFO!

Via Lenn Harley, Homefinders.com, MD & VA Homes and Real Estate:

PUBLIC SCHOOLS IN LISTINGS - DO IT! IT WILL RESULT IN MORE SHOWINGS AND PERHAPS A CONTRACT!

SCHOOL INFORMATION IN LISTINGS IS OPTIONAL.

HOWEVER, IF YOU WANT TO SELL THE HOME YOU JUST LISTED. . . . .

Take a few minutes and put the information in the listing. Many home buyers and agents search by:

"HIGH SCHOOL"

"MIDDLE SCHOOL"

"ELEMENTARY SCHOOL"

I can remember a time when, in Northern Virginia, you couldn't upload a property listing in the MLS without the public school information included. That was before our present MLS system, so perhaps some listing agents didn't realize that this information has alwasy been an important data field.

It's important.

Buyers are smart. They have access to public school test scores and ranking. All they need to know is "which school"?

Clearly, the listing information should be verified with the school board, but having the High, Middle and Elementary Schools in the listing report is at least a start.

Afraid of the risk?? Make a note for buyers to verify the information.

Want to sell the property?? Include the schools in the listing report. Your new listing will be returned in many more searche results by agents and buyers.

Courtesy, Lenn Harley, Broker, Homefinders.com, 800-711-7988.

This article inspired by Robert Earl.

10 Potential Potholes on the Foreclosure Buying Road

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Tue, 09 Feb 2010 08:08:40 -0500

Let's face facts...buying a foreclosure isnt exactly a simply process. In fact, some would say the entire process sucks.

But, it can actually be even worse than you thought originally for your client without recognizing these 10 simple red flags. Knowing what to look for can save your clients thousands of dollars in the long run...

1. Air Quality: The air quality inside will tell you a lot about the over-all condition of the home. Musty or dirty smells can mean mold and mildew has developed. Perhaps a water leak...perhaps a leaky roof. Make sure you include air and surface testing in your home inspection. Yes, it costs money. But, that is a few hundred dollars well spent.

2. Peeling, bubbling or discolored paint: 9 times out of 10 this is caused by moisture...moisture that can cause mold. Swelling in walls or ceilings or a musty odor immediately point to water damage. Make sure you check the major surfaces in all areas around the kitchen and bathroom and UNDER these same rooms as well.

3. Missing sinks or other fixtures: We have all seen the news stories of disgruntled home owners that have been foreclosed on tearing out kitchen cabinets, toilets, sinks, etc. Make sure that, if the home you are looking to buy is missing these things, that they were removed properly and not simply torn from the wall or floor. That is the difference between replacing a toilet and replacing a wall, a floor, some plumbing, and a toilet.

4. Unheated during the winter: If the home was winterized properly, you have nothing to worry about. But, if not...there is plenty to worry about. Without it, water in pipes can freeze cracking seals, cracking pipes (both inbound and outbound) and potentially causing major water damage. Check all water lines leading to and from water heaters and all fixtures and the drain lines leading to the main sewer line until it leaves the structure.

5. Fungus growth: Fungus requires water to grow. If you find mold, there was or is water there. However, water flows downhill. So, look for the source of the water above where you find the mold.

6. Blocked drains: Blocked pipes will cause any number of potential issues including a sewage backup. Make sure all of your drains work properly and toilets flush with no issues.

7. Older homes with lots of renovations: Check with the city. Hopefully, these major renovations are tracible by being able to pull permits for the work that was done. Many older homes had asbestos (either in the insulation or in the tiles used). Make sure that any disturbance to this type of material was handled by trained professionals and that they potential risk is eliminated.

8. Excessive painting: Any "fresh" paint is subject to inspection. Especially if they felt the need to paint the molding, doors, even the wood floors. This is one of the main ways that people try to cover up the existence of mold. Out of sight, out of mind, right?

9. Discolored subflooring: When you are inspecting the basement, make sure you look up. Check out the subfloor above your head. Make sure you look for any evidence of discoloration or darkening stain residue. Also, look for holes in the subflooring that moisture could gather and create potential hazards later. Inspect those well to ensure they are dry and dont contain mold already.

10. Dingy walls or black cobwebs: If the walls have a dingy grey film on them or the light fixtures have a thin black cobweb-type appearance, you may be dealing with soot damage. Soot damage would be from several potential sources: a previous fire; a plugged chimeny associated with a wood stove; maybe even a malfunctioning furnace. Have your chimneys professionally cleaned and make sure that the furnace is tested by people that know what they are doing.

Yeah, you can get a great deal on a foreclosed home. But, knowing what to look for when in the buying process is the difference between getting a great deal...and buying a money pit.

If you would like information about Real Estate Client Referrals, please contact Clint at 800-977-7058. Also, become a fan of RECR on Facebook. And, if you are on Twitter, follow Clint!

"Raise The Bar" Is For Cowards!! (Is It Your Responsibility To Monitor Your Peers Professionalism?)

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Tue, 11 May 2010 08:22:45 -0400

Yeah...I know.

Believe me...my jaw hit my desk too when I read that statement during a debate on whether or not I had a responsibility to notify a broker as to the unprofessional actions of one of his agents.

A little background for you...

My company uses email campaigns to fish for agents as any marketing company does. One female real estate agent in Mississippi called my phone off of the emails and proceeded to cuss me like a drunken longshoreman. (This is a "professional" real estate agent, mind you...)

Roughly five "f" bombs and a whole host of other flavorful inuendos and suggestions of where I can put my client's information later, I decided I would call her back. Irritated to no end, I dialed her phone and was directed to her voicemail. (Figures...)

So, at that moment, I politely told her I recieved her voicemail and that as a professional courtesy to the company she works for, the broker that she is under, and the brand she represents, I would be more than happy to make a courtesy call to her broker and let him know how she was representing the company. I also gave her my phone number in case she wanted to call back to attempt to rectify this situation.

After waiting an hour for a callback, it took about 17 seconds to google her cell phone number to find her information on the company website and a direct phone number to her broker. I called him up, explained the situation, and he was FURIOUS that any of his agents would act in such a way. He told me it "would be handled" and he apologized to me yet again as we got off the phone.

To this day, I have no idea what happened, if anything. But, as an advocate for continued education, increased professionalism, and elevating the standards of the real estate industry, I believe it was my right...perhaps even my duty...to let the broker know.

So...My question for you is this: If you know of an agent that is acting in a manner that is ridiculously unprofessional, do you have a responsibility to notify the broker of their behavior? If this was one of YOUR agents, would you want to know that this is how your company was being represented?

You can follow Clint on Twitter, or fan RECR on our Facebook page. Or, if you have any specific questions, please contact Clint directly at 800-977-7058.

Working Internet Leads Requires Just That -- WORK!

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Tue, 06 Apr 2010 08:35:41 -0400

** Disclaimer -- Hard-knock advice contained here. I usually write things with humor, sarcasm, and a certain lilt that most enjoy. This has none of that. Toughen up. This is about as serious as I can get without thinking I need coffee...or a vacation.

As one of our Facebook fans recently put it, “Internet leads are the new office phone call!”

The truth of the matter is that the internet lead is here to stay. And according to a recent NAR stat, 94% of all home buyers searched on the internet BEFORE they ever contacted an agent. So, agents have had to adapt to take advantage of this accepted fact.

But, the general opinion on internet leads is that these prospects are anywhere from six months to two years from making their purchase. And, in some cases, this is surely true.

But, the factual statistics simply state that the majority of internet inquiries are exactly the opposite. This data reveals that the vast majority of internet-generated leads are six months or less away from sealing the deal. Specifically, research has shown that a generous portion of all internet leads are only 4 months or less away from making their purchase.

In truth, internet leads tend to:
• Be better educated
• Buy more expensive homes
• Use a Real Estate Professional
• Have higher incomes
• Have a shorter search time
• Stay loyal to their Agent
• View fewer homes

So, why is it that sooo many agents have such a hard time converting them into prospects and, eventually, into a closing?

Well, to quote Bob Stewart of ActiveRain...

"...it's not because the leads were bad, it's because you (the agent) were not good at working them."

Working an internet lead is different than working someone that walks into your office or even calls you on the phone. And, the reason most agents fail at working internet leads is that they do not recognize that these individuals are merely gathering information. And, as such, they may be gathering it from multiple sources.

They have surely signed up on more than one website. There is no implied loyalty here. Don't fool yourself into thinking that you are the only person they are talking to...or your site is the only one that they are checking. Thinking that you are the only resource they are checking at this point is setting yourself up for failure.

So...The goal here -- Be THE source that they should go to...Be the expert. Be the leader. Be the most responsive, best educated, and MOST WILLING to help them get the information that they need when they need it. Doing that will put YOU in the forefront in that buyer's mind. Make yourself stand out.

Which brings me to my closing point here: Follow-up phone calls. (Notice I didn't say anything about emails.)

Most agents simply do not call an interent lead. Fail. They email them. Fail. That is setting yourself up for failure. It is a cop-out. It's the easy way. And, in the vast majority of internet inquiries studied, it does not work!

Of the agents that call those inquiries, most agents do not call an interent inquiry more than two times. Fail.

You have to remember that by signing up on your website, they are asking for information. They want something you have...and it is your job to get it to them. Don't worry about "being a bother" or thinking that you are going to offend them.

(Does that happen once in a while??? Sure... But, that doesn't mean it happens ALL THE TIME! Ever have your order get screwed up at the drive-thru window?? Yup....everyone has. But, you still go through it, don't you. Same concept.)

Text them right away. Don't text?? Call them! Call them several times. They are asking you to do your job. Following up with them is your job. That requires calling. Don't call once. Don't call twice. Call twice a day for 5 days, if that is what it takes.

What is the worst that can happen?? They tell you not to call them any more?? Awesome!! At least that way, you have an definitive answer as to whether or not they are serious, right? The serious inquiries will want to talk with you. And, the ones that aren't will tell you not to bother them. Either way, you were successful.

Following up with your leads is your job. Learn how to do it properly. And, if you can't, hire someone that can. You will close more deals! You will be a better agent! You will make more money!

If you want more information on working internet leads, check out Real Estate Client Referrals and see how we can help you achieve that goal. Call Clint at 800-977-7058, or follow him on Twitter. And, if you are on Facebook, fan us up.

I Can Read Your Mind! (It might be April 1st, but Im not joking!)

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Thu, 01 Apr 2010 08:38:11 -0400

Yes, I can! (Ha! Bet you didn't know I heard you say "No you cant" before you clicked that link, huh...)

Really. I can read your mind. And, I can prove it.

Let's do a little exercise.....Get a piece of paper and a pen. Got one? Ok...(Yes, this is going to require your participation. Trust me...it wont hurt.)

Pick a number between one and ten. Any number will work. Write it down at the top of your paper and then circle it. It will be needed again in the future.

Ok...a little light math is required here. (I hope I don't burn anyone out...)

Take your original number and multiply that number by two. Write that new number down on your paper.

Now, add eight to your new number. Write down that resulting new number. (Cross out the previous number to avoid any potential confusion. Sometimes all these numbers get to look the same...)

Now, take your resulting new number and divide it by two. Again, write down your new new number and cross off the old one. (Are you still with me???)

Now, subtract your original number from your new new number. And, again...write it down and cross off your previous number.

Now the hard part...(Ok, not really...But, go with me on this for the suspense factor, ok?)

I want you to assign a letter to the number you have in front of you. If your number is a 1, then the letter is an A. If it is a 2, then the letter is a B. 3 is a C, 4 is a D, and so on... Write down what letter you got.

Now, I want you think of a country that starts with that letter. Any country. Could be in the Americas...could be in Europe. Anywhere. Just pick a country. (Got one yet???) Ok...write it down next to your letter. (Yeah, I know...there is a lot of writing in this. Just go with me on it.)

Now, whatever letter you had...move to the next letter in the alphabet. (It's the alphabet, people...its not that hard.) If you had an A, you new letter is a B. If you had a B, your new letter is a C...etc.) Write down that new letter.

Now, I want you to think of an animal that starts with that letter. Could be any animal...anything at all. Big. Small. Doesn't matter. Pick one and write the animal down next to your new letter.

Now, I want you to think of the color of that animal. (Pretty sure you can guess what to do now...) Write it down under the animal.

Ok...Pencils down.

Now, its my turn...

(Please...be quiet. I have to concentrate.)

Slowly rubbing my temples while appearing to be concentrating really hard...

Tapping into the cosmic powers of the universe... (Secretly hoping I turned off the coffee pot at home before I left today cause cleaning that up sucks...)

Ok. Ummm...I'm sorry. But....

THERE ARE NO GRAY ELEPHANTS IN DENMARK!!

Told ya I could read your mind...Have an awesome April Fool's Day!!

If you would like information about Real Estate Client Referrals, contact Clint at 800-977-7058. Or, follow him on Twitter. If you are on Facebook, become a fan!