How to Get Unlimited Real Estate Sales Leads Using Social Media

Having a social media presence today is critical to all real estate agents who want to improve lead generation. Since social media is all about relationship building, omitting it from your business plan would be like leaving the roof off your house.

 

Making consistent social media postings — posted at least two times weekly — will create meaningful connections. You can then be top-of-mind for these connections any time someone needs to buy or sell their home.

 

Mastering social media to generate leads is easy, and it all starts with a desire to learn from the right teacher. Start with a platform you feel most comfortable with or one you like and master it.

 

The following is a mini “how to” guide on social media marketing for real estate agents to get you started. You will also learn some statistics about social media to keep you motivated and help you understand why it’s so important to be active on it as a real estate agent.

 

Why Social Media Marketing for Real Estate Agents Works So Well

 

To do social media the right way, it helps to keep perspective on why social media marketing works for real estate agents.

 

First of all, everyone’s on social media. Pew Research studies show that 69 percent of all Americans over the age of 18 use it. Looking just at people 18-49, 83 percent of them use social media. That alone is pretty incredible. You will also find plenty of adults over 50 on social media, especially Facebook, with 61 percent of all adults 50 to 64 having a Facebook account.

 

So, posting on social media is bound to get attention for your real estate business, but it also makes you feel like part of the community. Creating social pages gives you a place to put up photos, interact with potential leads, amplify your marketing messages and actively engage online with people in your community.

 

Depending on your business goals and your typical market, you may want to choose some social platforms over others. Learn more about each platform, the benefits they offer and some tips on how to use them in the sections below.

 

Facebook

Being active on Facebook will bring you the biggest returns if your goal is to reach a lot of people in your area. You can expect to find most of your community on Facebook, including local businesses and 38 percent of people over 65 years old. Start by creating a dedicated business page and posting a few images of your recent closed/sold listings. Use your page’s “invite” feature to invite as many friends, family and past clients to like your page as possible. You can import your email list to see if anyone on it is also on Facebook.

 

Facebook’s “Create an Event” feature is perfect for hosting get togethers that can earn you leads. The feature lets you quickly invite a bunch of people, and it reminds them when the event gets close. People in your community also see a post on their timeline every time someone marks that they are “going” to or are “interested” in your event, helping you get more publicity. This feature makes it easier to get people to come to your open houses, appreciation events and anything else you do.

 

Make sure to keep your Facebook page current with any activities you have been doing throughout the week. I always make sure to take pictures with my phone during events or big moments so that I can use them to get more attention on my posts. Nothing gets people clicking on a post like a happy-looking family in their new home! Posting these pictures regularly helps people in the community feel closer to you, especially if you tag someone.

 

I recommend posting at least twice a week, and checking for replies or messages daily. The best posts ask people in the community something like: “Where’s your favorite place in town to get pizza?” or “Tell us a story about your favorite feature from your childhood home.” They’ll generate lots of comments, and each person interacting with your page increases the chance others will see it.

 

If you have had a slow week, you can always share articles about how to make buying or selling a home easier. Writing your own articles is a great idea if you have the time, and if you are short on time you can follow pages like HGTV and Realtor.com and share their posts.

 

Creating a group on Facebook can also help keep people engaged with your page while growing the relationships you create online. Make your page locally focused and valuable to the community. Your page can be focused on your business, like “current homes for sale in town” or it can be something like “[Your Town] Handyman Tips” for homeowners looking to do DIY repairs or find good businesses in their area.

 

Instagram

Instagram is hugely popular with the younger crowd, and a growing number of adults are using it now, too. Real estate agents can benefit because local businesses have found huge success by posting on Instagram. People like seeing news and updates about their area as they scroll through the photos.

 

Making an Instagram profile is super easy, and it can share lots of data from your Facebook page. For instance, you can instantly connect with anyone who follows you on Facebook with the “Find Friends” option.

 

Instagram is 100 percent focused on photos, so use it to post the cream of the crop photos from current listings or your activities. If you have an event coming up or a particular listing you want to highlight, you can add text to photos using an app like “Over” or “Piclab.” Search for these apps on your phone to add them. Make sure all photos look beautiful and interesting since people are more likely to unfollow anyone who posts unattractive or uninteresting photos.

 

Also, make sure you have a contact link on your profile so that people can get in touch with you after seeing your posts. You can switch it to be a link to your email address or your business phone number — whichever you prefer — by going into your Edit Profile settings. Use the text captions on your photos to remind people that if they want more information on your services to use the link in your profile.

 

Twitter

Twitter has fallen off a lot of people’s radar lately, and only 21 percent of the population uses it overall. BUT — and this is important — Twitter posts (“Tweets”) can appear in search results on Google, and they can be embedded in things like news posts. So, even if someone doesn’t follow you on Twitter, they can still see the things you post.

 

For this reason, many marketers recommend that businesses use Twitter as a way to keep track of ongoing news and updates. You can post quick, easy links to listings with headlines talking about their neighborhood or number of beds/baths. You can also post about upcoming events, things people would look forward to in the community and local news, such as new neighborhoods being built. You can also use Twitter to share photos or promote blog content from your website.

 

Not every real estate agent needs a Twitter account, but those that do create one should update it at least three times a week and check back regularly for responses and questions. Twitter users tend to be impatient if they need something from you!

 

YouTube

YouTube doesn’t work the same as other social media platforms, but it still happens to be a great resource for real estate agents who want to host video content. People love watching videos these days, and with mobile phones they can watch them anywhere. According to one source, people spend a third of their time online watching videos.

 

Video production for your YouTube channel requires investment in a camera setup, lighting and a microphone. You can spend most of the video talking in front of the camera, but you can make videos more interesting by cutting in footage of home interiors and exteriors. Hiring a professional videographer for your listings can therefore be a good way to generate footage to use on your channel.

 

So, what kind of videos should you post? Anything informative and helpful. You can give people tips on how to buy or sell their home, such as information on how the closing process works step-by-step. You can also give information about your local area, such as neighborhood profiles or popular local restaurants. Keep videos under the five minute mark to make people more likely to click.

 

Pinterest

Pinterest has a high number of female participants — 26 percent of the U.S. population and 38 percent of all women! The platform lets you upload photos with short captions, kind of like Instagram but in a much busier and more interest-focused layout.

 

Make sure any posts you upload to Pinterest have the most relevant categories possible. Do not be afraid to mark everything as “real estate” since plenty of Pinterest users will have a business focus. Pinterest also makes for a good spot to post infographics or teaser images for your blog with text overlayed on it.

 

Connect your Pinterest to your Facebook and Twitter account to find followers and make cross-posting across platforms easier.

 

LinkedIn

LinkedIn was made for professionals, but even professionals need homes and can become leads! Connecting to other professionals in your area can also help you become top-of-mind for referrals.

 

I personally use LinkedIn as a go-to place to post all my blog articles. People who read them often send me “connect” requests, helping me grow my audience and my leads. You can even pay to promote your articles. Doing so gives them a guaranteed chance of showing up in front of people in your area. You can also filter your ads to show up in front of select people in certain industries, like choosing nurses for a side of town with a big medical community.

 

Mastering Social Media Marketing for Real Estate Agents

No matter what social media platform you use, stay consistent and keep at it to win more leads and referrals.

 

If you post regularly, respond promptly to people who comment. Remember to promote everything you do through your page — you are basically creating a lead generation machine as you interact with everyone in the community.

 

Cindy Bishop is the Managing Director for Cindy Bishop Worldwide a real estate speciality education and training school.

 

 

Events for Business Building

The most important asset in your business is your database.  Your database is the people you know, and should include every single person who fits into that category, including your family and friends.  It should also include your SOI or Sphere of Influence —   if you’re not sure what a Sphere of Influence is, it basically means anyone that you’ve ever “touched” personally or professional in your lifetime.  This can include past clients, current clients, client prospects, and pretty much anyone breathing.  Your babysitter, veterinarian, grocery store clerk, nail technician, garbage man, children’s teacher, and even the guy that washes your car can all be within your sphere of influence. 

 

A lot of agents resist adding people to their database because the person is not looking to buy or sell at this time.  This is a huge mistake.  It doesn’t make a difference if they are buying or selling now or not.  For starters, the majority of your database is not finished with buying property for their entire life.  Most of them will buy or sell something again at some point within their lifetime.  For those who won’t buy and sell, they all know someone who will.  So, to put it another way, 15 % of the people that you know will buy or sell this year, and 100% of the people that you know will know someone else who will buy or sell this year.  Don’t discount anyone’s value or delete them from your list simply because you’re assuming that they don’t have a buyer to bring to you. 

 

 The best way to reach people is in a way that makes them “stick”.  A top way to pull this off is to have events.

 

Events are an amazing way to build your business database.  Here are a few ways to make your event the best business builder possible:

 

Build your Brand —  Do you know what Kleenex is?  How about Ziploc bags?  What about Styrofoam?  What if I told you that every single one of these was a brand name, and not a product name.  For example, most people will say “binder”, “hole-puncher”, “pizza”, or “can opener” because those are products that do not have very strong brand recognition.  But if someone says “Sharpie”, you know that they mean a permanent marker that comes in a variety of colors and sizes.  If they say “Velcro” you know that they mean a type of fastener.  These brands have dominated the market so thoroughly that people reference their name and instantly everyone else knows what they’re talking about.  You need to strengthen the daylights out of your brand so that you’re the “Cindy Bishop” of real estate agents in your market.  I’ll have future posts on how to build your brand if you want to read more about this topic.

 

Invite Everyone -  There are all types of events so you should have no problem picking one that fits your style that a variety of people would want to come to.  You can even have multiple events.  The most important thing is to invite every single person you know and encourage each person to bring guests, so that you can expand your network and meet people you don’t already know. You can also invite local businesses as well.  A friend of mine has “appreciation parties” for people in her area that are often not thanked enough for their jobs and service to the community. She has had events for the military, teachers, nurses, and other such first responders and school and hospital support staff.  These people love to attend her functions because it makes them feel welcomed, appreciated, and important.

 

Don’t Sweat the Small Stuff — So many people get so caught up into the details that they sweat the small stuff and don’t plan their party. Don’t become overwhelmed, don’t worry so much about the appeal of the event that you’re unable to start executing it.  Just start doing something, take an hour or so each day to devote to the planning of your event, and the rest will fall into place.  The most important thing is to just make it happen.

 

Make Your Brand Luxury - Your network is going to become a Fan Club if you do this thing right. Whatever events you have need to be top shelf. You shouldn’t spare any expense because this will be how you are remembered (or how you are not remembered).  People will think more highly of you or more poorly of you based on how you made them feel at this event. Plan it out and estimate the cost high, then find sponsors to pay for it. You shouldn’t have to put a dime into it, your contribution is your time that it took to organize and plan each detail of the event. Collect the sponsor fee’s in advance of committing to anything. Make sure you are giving them their money’s worth with a program guide, a displayed banner, or some other kind of mention of their name and services.  Be careful here, if you’re promising someone that they can display or present at your event, that’s all you can do— you cannot promise them that your clients will use them for services, as that is unethical and illegal in many states.  Check with your broker if you have any questions about what you can and cannot do regarding “trades” and “marketing.”

 

The cost for an event can be anything. Some of the events I have had were as little as $500 to upwards of $15,000. Regardless of the cost, I had it paid by sponsors. Plan the event, figure the cost, and get it covered. This is about doing as much as it takes to make the right impact.

Sponsors are your real estate team; title companies, lenders, termite companies, financial planners, etc. 

 

If your event is done well and everything is presented right, you will have the event filled with people instead of having to pull teeth to get people to show up.  The more attendees you have, the more impressed people will be, but the fewer the people that show up, the less impressive you are— and people will remember that when it’s time to find a Realtor® to sell their home.  Because event planning involves much of the same coordination, planning, personality, and determination as real estate does, many people will use your event as an indication of how good of an agent you will be. 

 

Be an Amazing Maestro — To have a good business, you have to be a leader. So, lead your team just as a maestro would lead his orchestra.  Share the event with several agents to cut the cost down and gather their sponsors as well. Do not have more than one sponsor for a particular field. They feel used and the value of the event for them diminishes. You want your sponsors to be excited and want to be active in many of your events. Treat them like royalty.   If you have volunteers or a team helping you throw the event, delegate responsibilities to each person and make sure they pull their own weight.

 

Pick a Fun & Appropriate Event Theme -  Event Themes are endless.  Your party can be held in a local concert hall, arena, bar, reception hall, restaurant, friend’s house, or other venue.  You can have a traditional party where people walk around, drink, and mingle, and try choosing a fun theme.  Some examples would be a garden party, circus party, costume party,   mystery spy party,  roaring 20s party,  holiday party (Christmas, Halloween, Valentine’s Day, Easter),  or a masquerade party, just to name a few. 

 

You could also choose a local facility to rent out to capitalize on the theme they already provide.  This could be an amusement park, paintball center, laser tag arena, movie theatre, night club, botanical garden, zoo, park, or even a party bus.

 

Make sure that your theme is appropriate and classy, and reaches the desired demographic of people.  For example, if the majority of your buyers and sellers are young families with children, you may consider having the party at Chuck E. Cheese.  if the majority of your buyers and sellers are elderly folks that are empty nesters and downsizing, you may want to consider having Bingo or Shuffleboard as events, for example.  If you cater to young professionals in the city, a nightclub might not be a bad idea (as long as you don’t pick anything too scandalous),  or if you’re trying to target farmers or rural areas, maybe you’d be better off with a barbecue.

 

Finally, make sure you have some good “activities” planned.  Many people often confuse an event with activities.   You don’t want to have a fabulous party with beautiful costumes and decorations and then nothing for the guests to do!  For example, you would never rent out a movie theatre and not pass out popcorn or play a movie.   Make sure to get some performers for a circus party, horses for a ranch party, or anything else that’s theme appropriate.

 

Here are some more ideas for activities:   Photo booth or holiday specific photos, karaoke, cookie creation, ice sculpting, historic tour, ghost walk, horseshoes, bobbing for apples, or hay rides,

 

And ideas for entertainers:  Jugglers, clowns, princesses, cartoon characters, people in costume, singers, actors, celebrity speakers, and face painters.

 

Activities that can be done in rented spaces are endless.

 

Finally, here are some ideas for “themed” foods:  Popcorn, apple cider, pumpkins, chocolate fountains, ice cream bar, cake, cupcakes, cookies, cake pops or balls, or any other appropriate food (ribs for a barbecue or caramel apples for a Halloween party, for example).

 

 

 Make Sure Your Event is Safe -  Make sure you have a team in place to help you out to screen each attendee at the door (especially if your event is open to the public).  You’ll also want to have whoever is required by the venue or by law.  If it’s a bar, for example, you’ll need to have a legally trained bartender as well as a bouncer.  Most other venues will require that you hire an off-duty police officer or security guard in order to be able to rent their space. Finally, be sure to get a release signed by each and every one of the attendees, and include a photo release on that document as well.  If you don’t have an attorney that can draft this, you can find some amazing (and free) templates online, or through legal subscription sites.

 

Don’t Slack on the Marketing During Your Event - The entire point of this event is to build connections, so don’t blow it.  Make sure you talk to each of the guests and make notes if you have to for who is who. If you need to enlist your team’s help, it might be a good idea to ask them to help you write down each person’s name and keep notes of who everyone is, where they work, the spelling of their name, and their contact information. Get plenty of photos of everyone including you and your sponsors with attendees.  This will also serve as a wonderful thank you and tool for the sponsors to be able to use to share and post and connect with the attendees down the line.  Try to encourage your helpers to get each attendees name right, even if they have to write it down, so that you can post each person’s name with the pictures as well as send out some kind of follow up or thank you.  Also, do a Facebook Live or some other kind of live video so that you can post the crowd’s reaction to show how much fun everyone is having.  Make sure to upload these videos to your page so that the people who did attend will be able to watch them again later, and share with friends.

 

Follow up with your Guests after the Event -   This is the fortune…. the follow up!  The entire point of having this event was to network and add people to your database, so if you miss this step your event was for nothing.

Initially, send a thank you to each and every attendee within 3 days of the event.  Let them know that you’ll be sending something special to them by the end of the year.  A calendar is an amazing idea for a gift, you can use the pictures from the event and caption each picture accordingly.  It’s something that everyone can use, and it will help your guests relive your party all year round. Second, make sure to connect with each guest via all of the social media channels — LinkedIn, Facebook, Twitter, and Instagram.  A lot of people prefer to keep in touch via social media now than through e-mail, as it becomes a digital rolodex. and is an easy way for them to keep track of contacts.  Third, make sure to get the pictures and media from your event up on your personal Facebook page, your business page, and your website. Everyone needs to hear about this fabulous event so they can comment while those that failed to attend will probably never miss another event.

 

This is how you create a fan club. Work hard on your business to build that Fan Club Tribe, then have fun watching it grow and flourish.

 

Cindy Bishop is the Managing Director of Cindy Bishop Worldwide, a real estate education company specializing in Continuing Education and Business Development to the Real Estate Community. Cindy is an active coach specializing in real estate agent business development.
cindybishopworldwide.com
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Securing a listing using Powerful Presentations

Securing listings comes from the ability to present powerful presentations, communicate, and actively listen.
This is the key to your success. 

Let’s talk about how to obtain and securing listings. Since Listing Agents Last, it’s super important to know how to do this.

An assortment of stats is available online for the best sources of leads. By far, regardless of what source you look at, sphere of influence and referrals stand out above the rest usually as high as 85% of the lead generation sources. If this is true, then why do we spend time on anything else?

Now that you know where your leads come from, let’s look at how powerful you can be at securing listings without blowing it.

Too many agents love to hear the sound of their voice. This includes hearing about their designations, clubs, and success stories. While a good referral story or testimonial doesn’t hurt, the prospective client is only interested in their own well-being. Today, there is a lot less talking. Between texts and emails, people are thirsty for personal connection and interaction. This is another reason why leads are plentiful when you are involved in clubs, civic organizations, and other groups that interest you including your family and friends. They already know and trust you.

How do we stand out? Agents have been working on perfecting the art of securing listings for decades. While some have the secret sauce, and walk away with more results than the average agent, others are still waiting for their first listing…AND you want listings because Listing Agents Last…Remember!

So, what IS the Secret Sauce to Success?

I believe the personal emotional connection is the secret. I also think you have to find your own style instead of copying someone else’s. It would be like wearing someone else’s shoes comfortably which isn’t likely. The connection is achieved with a combination of active listening, good communication, and a lot of perceived common interests. All of this results in being singled out as someone to trust.

Planning a listing appointment should be personal. Google the owner of the property to find out as much as you can so you can discover an emotional connection with them. Be sure to listen and respond to what they say. When preparing for the meeting, be sure to ask the prospective client what their expectations are from the presentation. Securing the listing isn’t as much about facts and figures as it is about building or strengthening the relationship so they can feel comfortable with you.

One of the best ways to secure business success is solving problems. “The bigger the problem the bigger the paycheck”. After testing this out, I can tell you it’s true. Consumers want their problems solved and since about 95% of them are followers, that leaves you as one of the 5% that have to be the leader. So lead and solve their problems!

What should you include in your presentation? Definitely what the Seller wants. Here is a list of inclusions we consider important for them to consider you:

1. Pricing Strategy-Pricing is a range of value. While you are the leader at the listing appointment, the Seller needs to retain the power. As such, offering a range of value after carefully going over where that range came from is great for your relationship. This way, they see where the value range came from and are likely to be more reasonable about their selected value through your good education. You will give them the power to select their asking price understanding their decision and taking responsibility for it.
The Price Line is an amazing tool and easy to do. All you need at your presentation is a piece of blank paper and three magic markers: royal blue, green, and black. Draw a black line. Take the Active, under contract, and sold comps. The sold properties are listed on top of the line in value order and the active/under contract below the line in value order. Let the prospective Seller fill in the figures since they are coming right off of the CMA. Be sure to include days on the market (DOM). Ask them to put their house on the line as well and put their DOM with their listing price. You may find fewer issues when you get your Seller involved. I always found this worked like a charm and bonded the relationship with the seller.

Know the inventory-You are the expert in your business and the prospective client should be impressed by your knowledge. If you haven’t already done so, look at each active listing you are using as a comparable for their property. If you can’t see the under contract or sold properties, then let your fingers do the walking and call the listing agents to find out how those properties compare. Take a tour of active listings with your prospective client as part of your presentation. Sims used to say that “an educated consumer is our best customer” and this is very true. Don’t be afraid to thoroughly educate.

2. Presentation/Technology-Most Sellers prefer to avoid being wowed by all of the stuff you are going to do because you are wonderful. It’s best to talk to them with a bulleted summary and hopefully you asked them to gather recommendations about you by calling a list of previous sellers if you have them. It’s always best to provide your prospective client with the ability to obtain a “live” testimonial if possible. Using a technological approach usually encroaches in the relationship building.
Hopefully, you prepped for the presentation by asking them upfront what they expect. It is good to have handouts; such as, the market analysis that you will go over with them, a talking sheet with bullets on what they need to know, etc. Keep the presentation simple and clear to understand.

3. Clients Goals-Finding out what the client goals are is critical. For example, let’s say they are moving to another state because of a job relocation. They have teenage kids and don’t want to move. You need to understand where they are so you can take them to where they are going. Help them with a great agent where they are moving to, point out the positives that are waiting for them in their new location, and listen to keep the communication open for the best experience for everyone.

Often times the agent takes it personally when the Seller seems upset or angry. The agent is rarely the reason. They probably don’t want to move unless it’s for a larger home or closer to family. Ask don’t assume.
That is one example of many. The best way to handle all of your listings is to communicate and be a great listener. Be their advocate and protector.

Securing listings is more important now than ever. Listing agents do last and securing listings are the bread and butter of your real estate business model. You can handle many transactions if they are listings rather than buyers. 

So, get out there and build your business by securing listings.

Cindy Bishop is the Managing Director of Cindy Bishop Worldwide, a real estate education company specializing in Continuing Education and Business Development to the Real Estate Community. Cindy is an educator and active coach specializing in real estate agent business development.

 

How to Plan the Perfect Open House

How to Plan the Perfect Open House

             

Have you ever spent time and energy planning an Open House, just to have less than five people attend?     Have you ever had a ton of people show up at your Open House, and been unable to convert a single one of them into a sale or a future client?  Are you unsure about why your Open House failed?

 

Open Houses are now more important to the real estate agent than ever.  A report in 2015 by the National Association of Realtors Home Buyers and Sellers indicated that 48% of home buyers cited the Open House as an important source for most of their information.   The reasons for this are obvious, for many it’s the first time that they’re getting to smell, see, and feel the home in person.   It’s also a way to see what other people think of the house, which is a powerful push in a person’s perception of a particular home.

 

I’m Cindy Bishop of Cindy Bishop Worldwide. I pride myself not only on being a successful real estate agent with over 28 years of experience, but a knowledgeable and helpful trainer and coach.  I’m committed to making everyone who comes into contact with me succeed, and have compiled the following open house tips for you, both from my own experience, as well as teaching and coaching friends of mine.    Use them to succeed, and contact me if you have any questions at all!

 

Here are the best ways to make your Open House perfect:

 

1.    Pick a unique property, that’s easy to find.

 

We often don’t have control over which property we’re showing, but when we are able to select a house at which to host an Open House event, we should look for properties with the following:

 

*  A direct route to them with very few turns.  Street names are easy, and street signs are visible.

*  Properties that are well kept, and visually pleasing from both the inside and outside.

*  A home with some kind of “conversation starter”.  It has a unique feature, and is not just four walls. It might have an infinity pool, a walk-in closet, or a newly redesigned kitchen.

*  Your signage should be larger than life.  On the event day, you need something to make the signs stand out even more.  Balloons are often used, or you could even try streamers, or pinwheels.  Be creative, just try to find something professional, but that catches the light and people’s attention.

 

2.  Have your Open House event at the right time.

 

*  Don’t have your event after dark.  Plan your event to end at sunset.

*  Consider having a separate open house preview, for neighbors only.  And then an open-to-the-public type of event later.  Neighbors love this preview event concept, because it makes them feel special, and they love suggesting who should live in their neighborhood.  It also allows them to start thinking of friends and family they want nearby, and they become part of your sales force for you, as well as your advertising force for the actual open house.

*  If you do have an event only for neighbors, consider taking out a camera and interviewing and recording them talking about the neighborhood.  This is something you can add to your website, or social media, or have on repeat loop during your Open House.  For example, imagine how powerful it is to have a recorded testimonial from a mother in the area about the school district?

*  Don’t pick a date and time where people are not available, for example, the majority of people work Monday through Fridays from 8am-5pm, and may not be free on a Wednesday at 3pm.   Additionally, people are usually not free on holiday weekends.

 

3.  Make your Open House event the right vibe, and the more exciting, the better!

 

*  Entertaining music is a possibility, but be careful that it’s not distracting and that you avoid certain genres or language that may be offensive.  Music may be seen as a way to cover up noises or mechanical failures in the house.  Make sure that you’re sensitive to how the music is being perceived.

*  Snacks are a must!   Try wine and cheese, or beer and wings.  The most important part about the food is that it needs to match what type of neighborhood you are in.   Fried chicken and hamburgers probably aren’t appropriate at a million-dollar listing, but champagne and caviar probably aren’t appropriate in a first-time homebuyer situation, either.   Just a word of caution; however, if you are serving alcohol, be very careful about who you serve.  You may even want to get someone on your team to help you out with this. The last thing you need is for someone to drink at your open house as a minor, or someone to drive off over intoxicated and get into an accident. If in the right kind of setting, having comfort foods is especially welcoming and makes many visitors feel more at home.   Careful to avoid foods with bad odors or smells, as you don’t want them attributed to the home.

*  Consider leaving a hand-written sign to “Help Yourself” along with a list of ingredients, so that visitors feel like they are able to eat the snacks provided without fear.

*  Consider having a slideshow or interactive photo board featuring the home at various times of year.  You may want to show the home off in summer months, for example, if it’s currently January and the garden and pool are frozen over.

*  Consider making a table, desk, or station with local school information, neighborhood information, etc.  The more resources you can provide, the better.  You want the guest to stop at this station and pour over the resources, and ask as many questions as possible.

*  Make sure to engage each and every visitor so they have are interested, and want to stay longer.

 

4.  Don’t just advertise your Open House, create buzz around it.

*  Create an event on social media, and share it with all of your friends and clients, as well as everyone on your e-mail lists.  Facebook ads have become an amazing resource for reaching a ton of people in your area that wouldn’t have been in your networks otherwise.  And it’s incredibly cost-effective, for what it does.   You should filter the Facebook ad to include only people in targeted zip codes.  You can also un-invite or exclude people who work for other realtors or competing brokerages.

*  Flyer surrounding businesses and schools in the area of the listing.  Knock on as many doors as possible.

*  Visit neighbors’ homes with nice newsletters or invitations.  The nicer the invitation, the higher the chance that they will pop in to see what all of the fuss is about. Some agents even suggest using wedding style invitations.

*  Don’t just advertise on one channel.  You can try Facebook events, Twitter, your own website, your e-mail list, your newsletter, NextDoor.com, and even Craigslist.  Just make sure you follow all of the appropriate advertising and marketing laws as designated by your brokerage and state laws.

 

5.  Logistics, Logistics, Logistics

 

*  Make sure everything is in order so that you look your best, and the house looks it’s best.   it should be clean, lightbulbs should be new, dust should be gone, air fresheners should be working, the climate should be controlled. I’ve even heard of certain agents baking cookies in advance of the big event so that the house feels and smells extra homey.  

*  Consider removing clutter, which makes navigating the home difficult.  You can also remove or hide offensive art, or anything that might make someone feel uncomfortable. But be careful-  make sure the homeowner doesn’t just throw the clutter into closets or cabinets!   People care more and more about storage these days, and if it looks like the cabinets and closets are busting at the seams with junk, they’ll automatically assume that the amount of storage space in the house is not sufficient

*  Use natural light to your advantage.  Make sure all window treatments are open and all curtains are drawn.  All light switches should be turned on, regardless of where they are.  You don’t want someone afraid to go in the basement, or thinking they aren’t allowed to enter the garage.

*  Make sure the home owner is not present.  The last thing you need is them having an emotional breakdown because they are going down memory lane, or answering a question incorrectly. People also feel uncomfortable freeing roaming when the person who owns the property is looking over their shoulder.

*  With that said, valuables, if left in the home, should be secured.  At the very least, you should know what they are and where, and make an inventory of them.  I strongly advise you insist that the home owner take them out of the property before the open house, so you’re not held liable for them in case of damage or theft.

*  Use your team.  If you are alone at an Open House, you may be spread too thin.  If you leave for a minute to check that a sign on the corner hasn’t fallen down, you may miss someone who pops in to find no one there.    Have one person for signage and the guest book, one person on food and drink detail, and that leaves you free to talk to and engage guests.

*  Have a loan agent or lender on hand, in order to answer any potential questions the home buyer may have about the process.

*  Make sure you have the necessary paperwork required.  You can print out a copy of the MLS but it’s strongly suggested that you make a booklet, flyer, or something more personalized to the property, and to yourself.

*  Make sure you know the neighborhood, and have done comparisons of values in the neighborhood. You may lose credibility if someone asks you a question and you’re unfamiliar with this territory, and I’m sure you’d rather look like a pro!

 

6.  Use the Personal Touch

 

*  It’s not enough to have each visitor sign in.  You should take detailed notes on your conversation with each person.  If you can’t remember this, a helpful suggestion is to hide a notebook or tablet inside a kitchen drawer, and make notes as the day goes by.

*  You should remember one thing about each visitor and bring it up at some point during their tour of the home. “Jerry, wouldn’t this be an amazing place to store your golf clubs?”

*  Don’t try to sell anyone.  They will come to you, and request the information they need, when they need it.  This is a time to establish relationships.  Your only objective should be to make this home (and yourself) memorable.

 

7. Follow Up

 

*  Add all visitors to your e-mail list, as well as your newsletter list.   AM Open House is a great app and resource to make sure you’re keeping on task with this.

*  For those visitors who were seriously interested in the home or in you, handwritten cards should be sent out thanking them for coming, and encouraging their business in the future.  Take out that handy notebook you stashed, and make personal notes in each card.   They’re more likely to keep it the more personal it is.   Above all, make sure your contact information is on each card.

*  Some agents even send videos.  You could forward on a Facebook live video of the open house, or send a YouTube video of the listing.   You could even send some kind of greeting card video for a special way to say “thanks for attending!”  BombBomb is a great resource for this type of video.

*  Text message is a wonderful way to contact people, and has a 95% open rate.  It’s less invasive than a phone call, which people may avoid answering if they don’t know a specific caller.  Send a very specific text message with a thank you, the property address, and more information on the property, or a link for more information.

*  Send a follow up to the follow up starting with the subject header “I forgot to tell you…” -  You can then point out a feature you neglected to tell them about on the current property, or even point out other properties that you may have listed, if this one fell short for them.

 

Of course, the best resource for an Open House is a coach, who can suggest strategies unique to your community and clientele.  Not only is this more effective, but a coach should follow up with you to make sure that everything went smoothly, and question each step if it doesn’t.

I’m happy to meet your coaching needs, and can be contacted through either one of our
websites.

 

Cindy Bishop is the Managing Director of Cindy Bishop Worldwide, a real estate education company specializing in Continuing Education and Business Development to the Real Estate Community. Cindy is an active coach specializing in real estate agent business development.
cindybishopworldwide.com
bestrealtortraining.com

 

 

 

 

 

 

The Power of a Self-Directed IRA for Real Estate Investors

The Self-Directed IRA enables investors to purchase (i.e. Buy & Hold / Fix & Flip) properties with untaxed dollars within a Traditional IRA and collect rent or earnings from a flip, tax free until distributions are made at retirement. The Roth IRA allows earnings and rents to remain tax free for life.  Once Roth IRA distributions are made at retirement, only those earnings after distributions are taxed. The power of untaxed dollars provides tremendous growth potential for your personal real estate investment portfolio and typical returns of 10% - 14% including asset appreciation.

 

A Self-Directed IRA allows you to invest your IRA savings into what you know and understand. Some examples include:

 

Rental Properties	Buy / Fix / Flip	Hard Money Loans
Mobile Homes	Auctions	Real Estate Options
Promissory Notes	Short Sales	Tax Liens

 

These are just a few examples of Real Estate investments that can greatly increase the earning power of your IRA.

 

What is a Traditional Self-Directed IRA?

 

Based on the amount of any contribution you make to your IRA, you can deduct that amount from your earned income. These contributions are tax free until the time that you withdraw those funds, typically starting at age 59 and a half to avoid early withdrawal penalties. You may convert your Traditional IRA to a Roth IRA at any time but you must pay the taxes on the conversion amount.

 

What is a Roth Self-Directed IRA?

 

A Roth IRA contribution is an after-tax contribution into your IRA. However, any earnings realized within a Roth IRA are tax free for life.  An example would be the rental income from the purchase of a rental property (that was purchased using Roth IRA contributions) would be tax free for as long as that property remains inside the Roth IRA. 

 

Are there any IRA investment restrictions?

 

Yes, they are called Prohibited Transactions which include:

 

·         Life Insurance Premiums

·         Collectibles such as: artwork, antiques, stamps, etc.

·         Conduct business transactions and/or commingle assets or services with a “Disqualified Person”

 

  

Who is a disqualified Person?

 

Pretty much everybody in yours or your spouse’s vertical family tree: Parents, Grandparents, Children (and their spouse’s) and Grandchildren (and their spouse’s).

 

The way ahead

 

Many folks are well versed in property flipping, selling and renting. However, there are those that would like to invest in Real Estate but are hesitant in making the first step. A recommendation for these folks would be to work with a Wholesaler who will work with you in both investment projects (flips) and purchases of a rental properties. They should also provide property management services, usually a 10% fee of monthly rental income, and can work with your IRA management group. I work with Alpine Capital Solutions in Indianapolis.

 

So, look at your current returns in your IRA and ask yourself can I do better? Opting to control your own investments through real estate could significantly grow your retirement nest egg and provide more opportunities to enjoy those golden years.

Author and Contributor:

Mark Hensel
Real Estate Consultant

RE/MAX Executives

703-405-7819  Mobile/703-498-2602  Office

Mark@SignatureHomesVA.com

4 Daily Habits to Adopt for Success in Real Estate & Life

 

Good habits are the foundation of wealth. If you watch successful people you will see their day is filled with consistent habits that save time, improve focus and ultimately help accomplish more daily. Get Up Early. Make the first two hours of your day the most important. It will not only set the tone for the day but will give you a game plan for everything else that follows.  These two hours can be used for activities you enjoy such as exercise, meditation or completion of a project or activity from the previous day. The early morning is free from distraction allowing you to do more of whatever you enjoy.  20 Minutes Of Learning Daily. It is important in any business to know what is going on at all times. Trying to master every aspect of the business may seem intimidating but is less difficult if you spend some time on it daily. Regardless of how busy you may be you can squeeze twenty minutes of learning into your daily routine. You can find this time on an audiobook driving to or from an appointment or on the treadmill as you get some exercise in. Make Lists & Set Goals. Success is often easier if you plan exactly what needs to get done. Before you go to bed you should plan for the next day. Tackle the toughest task first and go from there. Planning your goals not only makes you efficient but gives you a sense of direction and purpose.  Track Progress. If you don’t know what is working, is impossible to gauge the results? At the end of every day you should take some time to evaluate what you did to build on your progress. If you failed to do anything, you need to ask yourself why and then develop a new plan to stay on track. You ultimately control where you go in Life . Changing habits is never easy but is essential for growth.  Start by incorporating these four habits into your daily life and see the difference it makes towards your success. by Simply Chic Home Solutions Sheli Schneider

Powerful Presentations

Powerful Presentations are not reserved for just listing and buyer appointments. Presentation skills should be utilized in any conversation you are having with consumers.

Today’s consumer has a new sophistication level and expects their real estate professional to be as forward thinking and savvy as they think they are.  Presentations to the consumer must be powerful and straightforward without misrepresentations and your message clearly communicated. The consumer of today wants convenience combined with a new level of service for less, in addition to a number of other components that drive the bid to win customer care.

If you feel you are losing potential listings or buyers, then it’s time to make some alterations to your approach. Since we only get one chance to make a first impression, it’s important to avoid blowing it. Many agents deliver a communication style they feel is effective when it actually isn’t. Some agents feel they are showcasing an enhanced level of professionalism that should give the potential client confidence to work with them only to discover someone else has just listed their house. If this sounds familiar, then it’s probably time to work on your ability to actively listen and effectively communicate.

 

Meeting the needs of the consumer by providing the information they think they desire to understand the home buying and selling process can be tricky. Many consumers are not really sure what they want.  So, when making your presentation, it becomes a platform for highlighting your value in a way the consumer is interested in building a relationship with you. Many potential clients want to know you care and showcasing your concern by sharing the information they really need to know is the best way to get there.

The consumer can typically see a phony baloney from a mile away. One of the best ways to build confidence is by being yourself and providing them with the facts of what lies ahead. Don’t hold back…tell them the truth and help them sort through it. If they want to list their house at an unreasonable price, discuss strategies to minimize the risk of hurting their marketability and ultimately themselves. Suggest they secure an appraisal so they get an expert opinion. Telling them the truth while leaving room open for alternate opinions is a great way for you to lead them while they maintain the control they need.

Let’s go through 8 key business boosting elements in preparing for a memorable presentation:

1.  1.   Have a Story and a Mission Statement. Letting others know why you do what you do as well as the Stories to illustrate your experiences in business and life brings your prospective client closer to you more quickly. It’s all about building that strong lifelong relationship. If you need help with ideas for your Story line, visit ted.com or Craig Worthmann’s video on “What’s Your Story”. Get them wired to listen to stories. Be contagious!

2.    2.  The Simile. Clear communication comes from a variety of skills. One of those skills in better understanding between you and your prospective client by using Simile’s. This helps others see what you are saying more clearly. For example…Q: How did you like the painting contractor selected to get your house ready for sale? A: He was like the Leonardo Da Vinci of Painters for his gifted quality and style. Similes help people understand what you do when using the words “like” or “as”.

3.  3.     Layout. People respond to color.  When you make your decision on a PowerPoint or Google Slides or whatever means you select, be sure to use researched color. My favorite is always blue because research has shown it tends to be a good trust color. Some agents opt for an outline or checklist. Whatever keeps you on track and keeps the consumer engaged is great. You just want to make sure it’s your style and not someone else’s.

4.   4.    Questions. Asking questions and listening to the responses is a fabulous way to build that rapport. Too many agents are preparing their comeback instead of actively listening. Start asking questions from the time the interview is booked. You will learn a lot about how to craft your presentation so it is a home run.

5.   5.   Motivation. Find out what is motivating them to buy or sell. Do they really want to move, are they being forced because of their job, and specifically where their emotional state is on the topic. This knowledge will help you achieve better results through better understanding and handling of their emotions while securing their trust and confidence. You don’t want to walk in for a listing appointment with a happy face thinking about that big commission assuming they are happy when they are miserable about moving the kids again.

6.    6.   Active Listening. Understanding how the consumer thinks is a key ingredient to a successful presentation. You can find out how to communicate with your client just by listening to them. People want to be heard and most salespeople are on send rather than receive.

7.   7.    Less is more. One of the biggest issues with presentations is the overkill. Trying to cover too much ground or include things like graphs and technology that the consumer has no understanding or real interest in can be a deal killer. Plan your presentation by framing it properly and focus on your delivery.

8. 8.      In their shoes. In order to connect with different types of clients, real estate agents need to understand the different generations of people today to remain relevant. From Gen X to Millennials to Baby Boomers, you have to know who they are so adjustments can be made in your approach. The younger client uses tech devices to communicate.  Many only want to receive texts or emails.    In order to remain current and compliant, we need to learn new methods to understand how to work with everyone. 

Get out there and practice your Powerful Presentations!

Author:
Cindy Bishop is the Founder and Managing Director for Cindy Bishop Worldwide Real Estate School.