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Real Estate Emails That Make an Impact!

Real Estate Emails That Have an Impact

The other day I got an email from someone who has a very professional website. Their business is all about constructing a professional brand image online. I love their website!

There was one problem. The email was dismal.

It was full of grammatical errors. It was too short. It lacked a point. It gave a sloppy call-to-action that directed me to a blog post that wasn’t even connected to the company.

It did NOT make me want to work with that company.

Is that the impact that your emails have? Do they match up to your professionalism, or do they fall short?

You can create real estate emails that make a real impact and build your business. For every $1 in marketing, email marketing can return $44.25! If you’re not seeing that, consider making these changes.

Use the Right “From” Address

One of the most important aspects of an email is often overlooked – what “from” address shows when you email your list?

If it’s not a personal email that seems to be coming directly from you, you have a major problem. In fact, the “from” address of an email matters more than the subject line. And the subject line is vital!

People aren’t interested in irrelevant email, and an email that comes from a company (info@company.com, for instance) screams advertising. And an unknown Gmail address seems like spam. Instead, make sure that your name is involved. That way, your recipient knows exactly who is contacting them.

An effective “from” address has these characteristics:

  • Comes from someone the contact knows and trusts (you, not your company)
  • Helps readers find your messages if they get misrouted or put in the junk folder
  • Stands out in a sea of other email addresses

Be Personal and Engaging

Using your customer’s name – without overusing it, of course – is essential to making a connection with your reader. The subject line might say, “-Name-, thought you might enjoy this article” or something equally personal.

In addition, an email should always begin with the prospect’s name. That way, everyone feels like they are hearing directly from you even if the email is automated.

Once you have the personalization, be engaging! Don’t send boring, shop-talk style emails. No one wants to read that. Instead, focus on the following types of email:

  • Q&A: Answer common questions that your prospects have
  • Story-Based: Tell a story about something you encountered and then draw a short applicable lesson from it. The story should be fun – and don’t underestimate how much people want to know the real you!
  • Testimonial: Use a review or testimonial to share a great experience that a client had with you. It helps others want to work with you as well. Be sure to end with “This is why I love what I do”, along with a gentle call-to-action. No need to be too salesy.
  • Drive to a Blog Post. If you have a blog, consider having one email a month that directs people to the blog. That will get readers to your site so they can see your listings and other materials.
  • Having local events can be a great way to share information and get leads. Use your email list to promote any local appreciation or workshop events that you hold.

Be Entertaining

One mistake many Realtors® – and other professionals – make with email marketing is that they think their subscribers want to learn more information.

The truth is, everyone has far too much information. No one wants to learn more! Instead, you need to be as entertaining as you can be. Try to be 80% entertaining and 20% educating. That way, you are getting a point across, but you’re doing it in a really fun way.

Don’t feel like you have to be a professional comedian to entertain. All of us have silly, funny, or even embarrassing things happen in our daily lives that we can share. Those things are often great stories! By sharing a story about yourself, your family, or your business, you can be authentic while also selling your business.

Be Consistent

Are you worried about how often you email? Do you wonder if you email too much? Let me tell you a secret – there’s no magic number. The trick is to be consistent.

If you email once a month – sometimes – but are inconsistent, you’ll get complaints and unsubscribes every time you send an email.

On the other hand, if you set the expectation that you’ll email every week or once a month, and you actually do, you’ll get more engagement, fewer complaints, and fewer drop-offs. It’s not about how often you email. It’s about setting an expectation and being consistent.

Consider varying your emails to make them easier to craft and more predictable for readers. For instance, you could email weekly using a cycle like this:

  • Week 1: Just for Fun
  • Week 2: Testimonial and Ask for Referrals
  • Week 3: Story and Ask for Business
  • Week 4: Drive to a Blog Post

This way, you never wonder what to say next. Your readers will also know what to expect. The consistency will work wonders.

Email marketing is very effective. It just has to be done correctly. It’s also best done in conjunction with regular postcard and mailing campaigns. If you’re ready for your next batch of Just Listed or Just Sold postcards, let us help! We have tons of templates to choose from.

How do you use email marketing? Share in the comments!

Automation Tools for Real Estate

Automation Tools for Real Estate

Some Realtors® feel that automation is the death of personalization. That’s not true at all!

In fact, you can make your leads and customer feel even more attended to by automating a few things, while giving you more time for you to interact directly with the highest probability leads and give them the personal touch.

What Can Realtors® Automate?

If you’re not automating or using a Customer Relationship Tool (CRM), you’re probably doing something like this:

  • A lead emails you or fills out the form on your listing/website
  • You manually check your email (Hopefully, not too long after they reached out)
  • You follow up with them with another email, and try to schedule a time to get together, when you get a chance
  • You manually follow up when you can, and add them to your newsletter/e-blast list to possibly nurture the lead.

Or, your CRM tool can take over those responsibilities for you.

“Enter marketing automation. Most automation platforms allow you to set up workflows that dictate what email messages to send after certain actions are taken on your website,” wrote Inbound marketing expert, Matthew Bushery.

“You can even set up multiple emails following a download: one to thank the user, then three, four, or more emails over the span of months to provide them with your digest, newsletter, and/or promotional emails.”

Imagine CRM as a paid employee who follows up with leads right away, and manages your relationship with customers at every phase.

Should I Automate Social Media?

The jury is actually out on social media. There are those who have data they claim proves that using a third party automated social media tool (like Hootsuite) actually hurts at post’s performance and visibility.

“Using scheduling services such as Hootsuite, Viral Heat, or Sprout Social to schedule your Facebook posts will gain you only one thing: an even lower reach,” wrote social media blogger,  Ash Reed.

“That’s because Facebook recognizes, and penalizes these third-party apps, giving them less credibility than posts made directly on Facebook.  This is true for businesses that push their Twitter feed through Facebook as well.”

Keep in mind, Facebook has openly denied this. So it’s your call on what you want to believe.

What Automation Tools Are Good For Realtors®?

You will find a ton of tools out there, but Infusionsoft is one of my personal favorites. It’s a complete CRM tool that helps you automate your lead management, customer interactions, and marketing, all in one place.

“Those in tune with their audience (or those who would like to be) will love Infusionsoft,” wrote Matthew Toren, Mentor and co-founder of YoungEntrepreneur.com.

“Staying connected becomes second nature after importing and organizing contacts using tags and segmentation. Infusionsoft tracks and records leads’ behavior (like checking your website or archiving your emails), then scores each lead based on ease of conversion.”

In my own business, Infusionsoft improved my revenue 472% and my marketing ROI by 4000%. A good CRM tool like Infusionsoft can help you reclaim your valuable time, by handling the burden of doing everything yourself, while making MORE money than ever!

They can also remind you to follow up with clients and send out postcards, thank you notes, and other materials on time. If you don’t have print marketing ready to go, you should! Let us help get it ready for you.

How to Use Email Marketing in Real Estate

Email Marketing

Email marketing delivers an ROI of 4,300%. You read that correctly. This is surprising to most, but not to those who are doing it correctly.

The numbers prove that for every $1 spent, email marketing generates $38 in return-on-investment. This means Email marketing still remains the heavyweight champion of the ROI.

The good news is this powerful lead generator is predominantly under-used or misused, so you can really stand out immediately by doing things the right way.

Let’s take a look at how Realtors® can leverage this tool and turn emails into sales.

Even Email Marketing Needs a POSTAL Return Address

First, and most importantly, don’t leave yourself open to unnecessary and expensive fines.

This may seem counterintuitive, but always make sure your business snail mail address is somewhere in the body of the email – generally at the bottom. Otherwise, the FTC can slap you with a fine that would completely destroy your marketing budget for a whole year.

“With each separate email in violation of the CAN-SPAM Act subject to penalties of up to $16,000, there’s a lot at stake if you screw up. For that reason, and for the sake of marketing with integrity, it’s wise to educate yourself—and anyone helping you with your email marketing—about the law,” wrote Forbes Contributor, Nellie Akalp.

Avoiding this can be as simple as adding your business office address or a PO Box to your signature or footer.

You’re in Real Estate, So Provide Real Value!

To make the most of your email campaign, you need to do more than simply talk about all the great work you’re doing, and send out a weekly blast of your current listings.

People need to see you as an expert, not just a salesperson. So take an email marketing campaign as a chance to share tips, trends and helpful anecdotes that will entice your recipients to open your emails AND look for more next week.

Of course, you can share your current listings. But don’t lead with them. Lead with value, and add a link to your listings subtly in the body of the text, or in a soft-sell call-to-action at the end.

Tailor Your Message with Drip Email Marketing

You know you can automate the entire email process. But did you know you can actually automate the cultivation of an entire relationship? You can, with what’s called a drip campaign. Simply put, you’re automatically sending subscribers an email that’s specific to an action they’ve taken.

“For instance, those who visit your site and fill out a form could begin to receive a string of drip emails that slowly but surely nurtures them through your inbound sales funnel,” wrote marketing expert, Matthew Bushery.

“The first email could welcome them to your newsletter, while the second and third could provide an overview of your social media profiles and what you offer on your website.” Infusionsoft offers a great platform that allows you to fully customize email campaigns in exactly this way.

Create a Checklist and Use it

Ideally, lots of people are going to see each email you send. So make sure it’s as good as it can be.

You’re going to proofread the copy. Great! You’re going to use more than just one proofreader and have someone else read it too. Even better! But embarrassing mistakes aren’t limited to typos, so experts recommend a “pre-flight checklist” to look at everything. Most Realtors® don’t do this, and most pay for it in lost leads without even realizing it.

“Those marketers are leaving their program open to simple mistakes — like missing links, missing approvals or using the wrong audience segment — increasing the possibility of needing to send an apology email,” wrote Chad White of Marketingland.com.

When you implement these four strategies to getting the most out of your email campaigns, you will instantly put your email marketing ahead of most other Realtors®. You’re going to know how to avoid spam fines, provide information that really engages your audience, be more dynamic with a drip campaign, and create a checklist to follow before you hit send. These are the little things that set you up for success in email marketing.

While you’re revisiting your digital advertising, how does your print marketing look? Is it time for new business cards or postcards?  If you need new materials, you can easily create your own design online, and give your branding a quick refresh.

4 Tips for Those Just Starting in Real Estate

New Realtor® Tips

Getting started in any new industry is never an easy task. There’s always so much to learn, and often money is tight.

And with so many different marketing strategies and promotional ideas out there, how do you know which ones are worth investing in? How do you know what’s best to help you get started?

Real Estate is no different. Starting a new career as a real estate agent is fun and exciting, but can also be pretty scary and intimidating at times. Because of this, we’ve put together a list of 4 great tips for those just starting out in the business of real estate. Hopefully, you’ll find some of these helpful, especially when deciding where to invest your time and money.

Develop a System to Generate New Leads and Stay in Touch with Old Ones

Lead generation is, of course, extremely important to real estate. In fact, it’s important to pretty much any business out there. With that said, the best thing that you can do when just starting out is to develop a solid lead generation (and client retention) strategy right from the get-go. For example, you could send mailers out to people in your area or host an event for locals interested in buying or selling their homes.

Don’t do it just once – keep it going regularly by creating a system that will remind you when it’s time to reach out again. And once you have clients, you also need to keep in touch with them on a regular basis through phone calls, additional mailers, or via email, which brings us to our next point…

Email Marketing

A great way to both stay in touch with old clients and also reach potentials is through email marketing. Not only does email marketing have an awesome return on investment – 4,300% on average – but it’s also great for promoting new deals you might be offering or even local events that you might be hosting. Generally speaking, people who are on your email list have opted in to be there through your website, so they’re already interested in what you have to say – they want to hear from you! Don’t be shy. Keep them in the loop and informed about what’s going on in the industry.

Email marketing that uses automation, like Infusionsoft, can be a great way to make sure that no leads fall through the cracks and that you follow up on a regular basis – without having to drive yourself crazy with a mile-long to-do list.

Blog and Website

If you’re just starting out in real estate and you don’t have a website and blog yet, that should definitely be your first order of business. Having a website is pretty much a necessity in today’s world. The majority of people are looking online to find real estate agents, so you’re going to want to be where they are already looking. You can use your website to showcase current listings, share success stories, host your blog, and offer free information in return for email addresses so that folks will join your email list.

Blogging on a regular basis is a great way to provide your clients with useful real estate related information, such as what’s going on in your target neighborhoods, how to care for and organize a home, staging tips, and more. As a bonus, they keywords you use in those articles will also help to push your website towards the top of search results in search engines. Finally, an active blog will help draw people to your website so that they see your listings and learn more about you.

Design Quality Business Cards

Even though we live in an increasingly digital world, there’s just something about a physical business card that will never go out of style. A business card helps potential clients remember who you are, and makes it simple for them to recall your contact information when they are ready to do business with you. So don’t skimp on your business cards! Make them truly shine and stand out from the crowd. At Printerbees, we offer a wide variety of business cards – take a look at some on our website to get an idea of what you should be going for!

With so many people focusing only on digital marketing, there’s less competition in printed advertising that ever. Having high-quality business card, postcards, and flyers will help you stand out in your target neighborhoods and help you establish yourself as an exceptional full-service Realtor®.

When you follow these four steps, you’ll be well on your way to establishing yourself as a trusted real estate agent within your community. And even if you’re struggling at first, don’t give up – consistency is vital and over time you’ll really begin to develop a solid client list.

Are you a newer Realtor®? What’s the biggest struggle? Share in the comments!

How to 10X Your Production in the New Year

Multiply Realtor Production

As winter comes upon us, most Realtors® are facing the slowest time of their year. In a way, it’s nice to have time to spend with family during the holidays, but for many Realtors® it’s nerve-wracking as you wonder how the bills will get paid through the end of the year. But what if you didn’t have to worry? What if you already had enough in the bank to easily weather the slow season?

As we approach a new year, it’s natural to start thinking about new goals, new approaches, and new strategies. Here are some ideas that you can use to 10X your real estate production in 2016.

Focus Ruthlessly on the 20%

The Pareto Principle states that 20% of your activities create 80% of your results. The first step to 10X your production next year is to be ruthless about focusing on that 20%. During this slow season, write down the things that really help you hit your lead gen and appointment goals. Then, brainstorm ways to outsource or delegate everything else.

This may seem unrealistic, until you realize that hiring a VA can get you the help you need very affordably. A VA can go through your email for you and only forward you the important ones, which keeps you from getting sidetracked on meaningless things. You can also block social media on your computer during the work day, and use a written schedule to block out time for your lead producing activities.

The bottom line is that every hour you lose to candy crush, cat videos, and meaningless emails is an hour of business building you can never get back. Focus ruthlessly on the 20% of valuable activities, and cut everything else out. You’ll be amazed how much your business will grow.

Use a Written Schedule

I’m as guilty as anyone of having “shiny object syndrome”. However, when you want to 10X your production, you need to stay on track. A written schedule can do that for you. Only schedule time for things that build your business, not for goofing off or non-valuable activities.

The first step to using a written schedule is to set written goals for yourself. If you 10X your production this year, how many leads does that equal? How many appointments? Then, break those numbers down into 10 months – not 12, because you want to really zero in on activity during busy months and leave space for slower times. Then, set weekly goals based on those monthly numbers.

Once you have your weekly goals, build your daily to do list with those daily goals in mind. How many contacts do you need to get your daily lead number? How will you achieve that? With a focused schedule each day, you’ll be making daily progress toward reaching your 10X production goals.

Choose a CRM and Work Email Marketing

Email marketing is a great way to stay in touch with folks in less time than calls and door knocking. By having multiple databases, you can keep up with each group in a personalized way. Automation is key here – be sure to use a system that allows automated follow-up, because typing 50 emails a day is NOT value-added.

My favorite system, as you may know if you have read many of my blog posts, is Infusionsoft. It allows amazing customization and segmentation, and I’ve gone from following up with 70% of my leads to getting 100% without fail. That has done wonders for my business, and I know it would yours as well.

If you already have another CRM, though, just use it. Make use of the tools you already have, segment your database, and follow up regularly. I suggest having three groups: sphere of influence, new leads, and other agents. Each of these groups would require a different follow-up structure – set it up to be automated, and you’ll rarely have to mess with it!

Create Systems for EVERYTHING

The last piece of advice for 10X your production next year is to create systems for everything. When you have a system, it allows you to hire help without having to lose tons of time training people in order to maintain your quality. Anything you do can be documented and made into a system. Here are some ideas to get you started:

  • What’s the process a new lead goes through? Regardless of source, you can make sure all of your leads get high quality service.
  • What’s your process for preparing for a listing appointment?
  • What’s your process for onboarding a new buyer client?
  • What’s your process for onboarding a new seller client?
  • What’s your process for following up after a sale?

As you sit down to do this, it may seem overwhelming because so much you do needs to be systematized. However, this is really an amazing opportunity, because every system you create helps you save time, energy, and money while growing your business. Systems are an essential key to creating any significant production growth, especially when you grow enough that you need to hire additional staff.

Deciding to 10X your production next year seems audacious, but by following these four simple steps, you can definitely achieve it. Focus ruthlessly on the essential 20%, create a written daily schedule based on your goals, work your CRM and email marketing, and create systems for everything. During the slow season, make a plan – and next year, rock that plan!

Which of these tips would mean the most in your business? Share in the comments!  

How Realtors® Can Create Systems for Success

Realtor Systems for Success

None of us have enough time or mental energy to think carefully through every decision we make. Some decisions are worth a lot of thought – like whether or not to invest $1000 into your marketing. Some decisions are not – like whether to wear the red shirt or the blue one. Knowing the difference is a key to success.

You may be thinking that I’m being silly – no one wastes time on what color their shirt should be. (Oh, but we do…) But I’m making a broader point. Having appropriate systems is essential for success. Systems that automate what can be automated and leave you time – and energy – for the places that your personal touch matters.

Here are some specific ways that Realtors® can create systems for success.

Have a Daily and Weekly Routine

It can’t be emphasized enough how important routine is when it comes to handling the mundane portions of your life. When you go to bed, when you get up, how you prepare your family in the morning, and much more can be made easier when you develop a routine.

When you have a routine, you know that certain things are going to happen without fail. You don’t have to think about it, and you can easily tell others that specific times are booked. Some of the things to include in your routine could be:

  • Going to bed at the same time every night, and getting up at the same time every morning. This routine alone will give you tons of energy and help your body be ready for the day’s challenges.
  • Preparing for the week on Sunday night, and preparing for each day the night before. Whether you lay out clothes, check for key appointments, or prepare your breakfast or lunch ahead, you’re positioning yourself for a much more successful day.
  • Realtors® seem to always be on the go, and yet we rarely get real exercise. Scheduling specific time in the calendar for exercise is a key part of success – it will keep you healthier, help you burn off stress, and improve your focus.
  • As Realtors®, we don’t get vacation days very often. But we can schedule specific downtime into our days and weeks. Put it on the calendar and protect it as strongly as a client appointment. You need to refresh in order to be your best.

Use Technology That Solves Specific Problems as Part of Your System

It’s easy to buy technology that promises to make you better, faster, and more efficient, but do you have a specific problem that you’re solving? Does it fit into your existing work system? If not, the money is better used elsewhere.

When you buy technology, be clear on what problem it’s solving and exactly how – and when – you’ll implement it. Add the technology to your existing systems. When you have a clear goal and plan, you’ll be much more likely to reap the rewards of your investment.

Too many Realtors® spend a lot of money on tools to become more effective, and then never implement the tools. Obviously, this won’t make anyone more successful. Technology is an amazing boon to the real estate industry, but only if it’s the right technology for your specific practice and way of doing business. Invest wisely, and then implement promptly!

Automate Lead Follow-up

Speaking of technology… the tools we have available that allow us to do personalized, automated follow-up are unbelievable. As you know, I personally use Infusionsoft and have seen my lead follow-up reach 100% and my business growth explode as a result. I invite you to give it a try yourself.  But even if you don’t use Infusionsoft, you need to create a system to automate lead follow-up.

Remember that follow-up can be automated without being impersonal. A referral from a friend shouldn’t be treated the same way as a lead from the internet, but both can be automated. It’s just a matter of personalizing your system in the right way, and using different email campaigns for different types of leads.

You can’t afford to have leads fall through – a fail-safe system will make sure that you stay in contact with everyone you meet, whether it was yesterday or three years ago. You never know when someone will be ready to buy or sell.

Systems are an amazing way to reduce the drain of certain types of decision making. You can create routines and habits that make your daily and weekly tasks easy to execute. You can adopt specific technologies that fit your work systems. And you can automate your lead follow-up to make sure you’re not leaving any money on the table. These systems will help set you up for tremendous success.

What systems do you use that contribute to your success? Share in the comments!

Time Management Tips for Busy Realtors®

Time Management for Realtors

If there’s one thing I know we all wish we had, it’s more time. Realtors® have a ton of demands on their time – farming, answering inquiries, marketing listings, keeping up on social media, running clients to showings, managing their budget, and keeping their important partnerships intact. No one I know thinks real estate is a 9 – 5 job. But they still find it worth the work.

Fortunately, there are steps you can take to make time management easier. Here are four. Take a look at these and see what you can implement next week – you’ll be amazed at the difference it makes!

Automate Your Lead Follow-up

If you’ve read many of my blog posts, you know I’m a huge advocate of marketing automation. That’s because before I implemented it, I was losing 70% of my leads because I simply didn’t have time to follow up with everyone. Now that I’ve automated my follow-up, I lose ZERO leads. The transformation has been amazing.

Automated follow-up sounds very impersonal, but it’s not. I use Infusionsoft, and couldn’t be more in love with its versatility. You can customize not only the emails – which can include the customer name and other personalization – but the actual flow of email itself. Based on what the reader clicks, you can trigger different email paths. It’s the ultimate in reacting to each customer individually.

I wrote a post that gives far more details about this a few months ago, called “How to Have a Full-Time Marketing Assistant for $199/month”. Take a look if you’re interested!

Be Choosy with Social Media

I hear so many Realtors® say “You have to be everywhere on social media,” and it makes me cringe. You DON’T have to be everywhere. You simply can’t!! Instead, be choosy. Select 1 – 3 social media platforms that make the most sense for your business demographic and neighborhood. Then, do the absolute best you can with these. It’s far better to have a great presence on a few sites than an inconsistent presence on many.

Like all marketing and relationship building, consistency is the key to success. No Realtor® or real estate office can be consistent on every social media platform in existence. Instead, choose 1 – 3 and focus on building those relationships. You’ll end up with far better marketing results in far less time.

Consider Hiring a Virtual Assistant

In today’s world, you no longer need to have an on-site full time administrative assistant unless you want one. If you’re in a position where you could use the help, but can’t afford a full-time employee, consider hiring a virtual assistant, or VA. A VA is a contract employee that you simply pay an hourly fee. You are not responsible for office space, benefits, or anything else.

A general VA can do basic office work, filter email, answer the phone, mail outreach material, and more. This can make a world of difference in how much time you have available. If you need more specific real estate help, there are also real estate VAs available. These people are often former Realtors®, and can help with more specific real estate paperwork, deal with banks and inspectors, and much more. In either case, a VA is a great solution for an overworked Realtor®.

Systematize Your Prospect Outreach

A lot of us put a TON of thought into what we are going to send our prospects each month/week. We all know that we need a ton of “touches” before we’re going to make a sale, but often we panic because we don’t know what to say. But what if you created a system?

Decide on how many “touches” you want to do, and designate specific content for each one. Touch #1 could be a specific welcome email you write in advance. Touch #2 could be a newsletter. Touch #33 could be a Buyer FAQ. Whatever it is, decide and create it in advance. Then, when a new prospect comes in, they just go into the system. No more deciding what to send – just send the next item on the list. How much easier is that?!

There are tons of ways you can plan your day and organize your time. These four tips are actionable, solid approaches that will dramatically reduce the amount of time certain tasks require. If you put them into practice, you’ll be less harried and more able to focus on what you love – helping people buy and sell homes.

What do you do to focus your time? Share in the comments!

Five Ways to Be a Superstar Real Estate Agent

Superhero Real Estate Agent

Real estate is a profession with a high attrition rate. Some of this can be attributed to lack of preparation – getting your real estate license is very easy, and the process isn’t set up to ensure that you’re qualified for this business.

However, many other real estate agents have the potential to be amazing, but they defeat themselves. Here are five ways to avoid washing yourself out of a great career – and to instead become a superstar real estate agent.

Combine Online and Offline Marketing

Newer agents are very focused on online leads and online real estate marketing. That’s great, but the solid, effective practices of traditional real estate marketing are still important. Yes, have a website, a blog, social media, and even Periscope. But make sure you balance your efforts with postcard marketing, door-knocking, cold-calling, and many other traditional techniques.

Many real estate agents rely on online marketing as a crutch – they simply don’t have the confidence to meet people face to face, and so they convince themselves they can do everything online. It’s isn’t true. Not only that, but your lack of confidence will show itself online as well – hiding isn’t doing you any good.

Overall, as a real estate agent you need to build a network quickly. Your regular sphere of influence is a great start, but you need more than that. By doing neighborhood farming, knocking, and calling in addition to your online efforts, you’ll make better connections and get your name in front of prospects regularly. That will make a big difference in making you a successful real estate agent.

Practice Self Care

I don’t want to get too “woo-woo” on you, but taking care of yourself is vital if you’re going to be a superstar agent. One reason so many real estate agents drop out in their first year or two is that they simply burn out. Yes, it’s fun to commiserate about never having any weekends or time off, but it’s not a healthy way to live.

What’s an agent to do, though, since they DO have to work so many nights and weekends? My suggestion is to simply schedule yourself into your calendar like you would any client. Put three one-hour blocks per week in your schedule, label them “private”, and use that time to take care of yourself. A long lunch at your favorite restaurant, a pedicure, or even a nap can fill that time. Whatever it takes to nurture you.

Don’t let anyone intrude on that time either! You wouldn’t double book with another client, so simply tell folks that you already have an appointment at that time and suggest another option. You can’t serve others if you don’t take care of yourself. If you want to excel in real estate, consider yourself a client too.

Make Goals and Write them Down

When your goals are right in front of you each day, it’s much more motivating and it’s easier to focus. Make goals in more than just your real estate practice – have goals for business, family, finances, education, mental and spiritual health, and physical health. You don’t need five goals in each – that would be overwhelming – but knowing your top two in each area is helpful.

One reason it’s important to make goals in multiple areas is that it helps you remember you’re a multi-faceted person. Yes, you are a Realtor® and you want to succeed. But you are also a whole human being, and in order to be a great Realtor® you need to be a balanced and healthy person.

As you write down your goals for your business, take time to think about the steps needed to get there. You can use these steps – written down, of course – to help guide your daily and weekly schedule. If you need 10 listings this month, think about how many calls that is. Break it down and do enough each day to reach that total. By breaking each goal into steps, you’ll be much more likely to succeed.

Understand that Boring Repetition Creates Momentum and Success

Yes, it’s tough to make the calls every day, to send the postcards every week, and to do outreach and door-knocking. It seems boring and repetitive. However, remember that to succeed in real estate you need repeated success – listing after listing, sale after sale. The only way to get repeated, consistent success is to put in repeated, consistent effort.

One thing I notice about small businesses of all kinds, including real estate, is that there’s always someone out there who wants to sell you a shortcut. They want to tell you that you can avoid the boring repetition of real estate marketing and outreach, and simply become successful while resting on your laurels. I promise you, the only one getting rich on that strategy is the huckster. Don’t fall for it.

Anything worth doing has its exciting elements and it’s boring, repetitive elements. However, the ongoing work is what brings ongoing success. Don’t stop marketing because you made a few sales, unless you don’t want to make any more sales! Keep marketing, and you’ll keep making sales. Simple as that.

Don’t Waste Leads

I’m ending on this one because it’s astonishing how often it happens, and it’s so damaging to a real estate agent’s success. You get leads in so many ways, it’s very easy to let some – or many – of them slip through the cracks. Do you get a list of buyers from an open house? Do something with that! Don’t just let it languish.

One way to make lead capture easier is to use automated systems. I’ve talked before about how I use Infusionsoft to capture my leads and how it brought my revenue up 472%. Whatever system you use, use it consistently and you’ll find that your business is immensely more successful. Track every lead – social media, email, phone call, personal interaction, and more – and follow up. You never want to waste a lead.

I’m amazed how many Realtors® “wing it” when it comes to lead follow-up. They just seem to hope they remember to call or email the person. Sometimes they do – and sometimes they forget until it’s too late. Don’t be that person. Have an automated follow-up system so you don’t leave any money on the table with your leads.

These are five ways you can become a Realtor® success story, instead of another dropout statistic. Combine your marketing techniques, take care of yourself, write down goals, understand the impact of boring repetition, and don’t waste leads. Your success is right in front of you – go take it!

What habits ensure your success in real estate? Share in the comments!

Creating BUZZ in Your Marketing!

I got to sit down with two real estate marketing superstars – Dobbin Buck of GetUWired Web Services and Greg Harrelson of The Harrelson Group Century 21. Greg has over 20 years of experience in real estate, is in the top 1% of all Realtors® nationwide, and his office sells over 1000 homes per year.

It was a great conversation – watch below!

 

Topics discussed:

  • Marketing Automation
  • Print Marketing
  • How to overcome a “scatter-shot” marketing approach
  • How to understand prospect engagement and build relationships
    • Key tactics and strategies by minute 15!
  • Marketing automation services specifically for Realtors®

For more information about the detailed, Realtor®-focused marketing solutions we discussed, visit the link below. You don’t want to miss it!

Click Here for More Information!

If you don’t have time to watch the full video, the link will give you details of the marketing solution. However, be sure to come back and watch later – you don’t want to miss the in-person tips and strategies shared!

What did you enjoy most about our talk? Share in the comments!

 

3 Essential Marketing Truths for Real Estate

Three Truths of Real Estate Marketing

When you get into this business, it can be very overwhelming. You can feel like you’ve got tons of tactics, rumors, and ideas about marketing flying around your head, but you don’t know what to grab on to. As a result, many new agents get paralyzed and do very little.

Even Realtors® who have been in this business a long time are susceptible to similar overload. The online marketplace has brought dozens of new platforms and “must do” marketing tactics. It’s easy to get overwhelmed and either ignore online marketing or do a little bit, and badly.

Obviously, neither of these scenarios is a path to success. Many times it helps to step back and remember the principles that transcend platforms, technology, or rumors. Here are the three essential marketing truths for real estate.

Inconsistent Follow-up DOESN’T WORK

This is absolutely true ALL of the time, whether you’re talking about door-knocking, email, or social media. If you’re not consistent in your marketing, you’re not going to win the sale. Prospects need to see your face over and over before they feel the sense of trust needed to work with you on the biggest investment they’ll probably ever make.

In the book Millionaire Real Estate Agent, the Gary Keller advocates 33 touches per year for prospects in your database. He writes that for every 12 people you touch 33 times, you can expect two sales. How many people have you had 33 contacts with in the last year?

Keeping your follow-up consistent can be time consuming. That’s why I advocate marketing automation so often. I personally use Infusionsoft, and I’ve seen revenues increase 472% without increasing staff headcount at all.

Personalized Follow-up Matters

When I tout the benefits of automation, don’t get confused and think I mean “depersonalized follow-up”. In fact, personalized follow-up is essential in any marketing, especially real estate.

Buyers and sellers want to know that they, specifically, are important to you. If you treat them like a number, they’ll treat you like a number – and demand more for less. But if you treat them like a person, providing full-service real estate assistance, they won’t worry about the numbers – they’ll be so impressed by your professionalism that they’ll be happy to pay your commission.

When using marketing automation, personalizing your responses is important. That means a lot more than just making sure the email includes their name. It also means that you build systems that send different responses based on how your prospects act: whether they click a link, download a report, or don’t do anything at all. If that sounds complex, consider a service like GetUSales, who has specific automation packages for real estate agents where all of your systems are built for you. It makes it simple to implement marketing automation straight out of the box.

Combining Multiple Platforms Brings the Best Results

Too many people get hung up on the newest marketing platform. Unfortunately, that means that their other marketing efforts get abandoned. It’s not worth it to chase the new, shiny social media outlet – they never end! Instead, focus on your best platforms and stay consistent.

The best mix of platforms include in-person, traditional mail, and online outreaches. Taking advantage of open-house visitors, participating in community events, and hosting holiday parties are great in-person ideas. Traditional postcards and Every Door Direct Mail are great ways to farm an area – when done consistently, of course. And online, there are a host of social media platforms. Focus on one or two, as your time allows.

Successful Realtors® know that it takes multiple types of outreach to bring good results in real estate marketing, but they don’t allow themselves to get bogged down by doing too much. Instead, they choose a simple mix of online and offline efforts that allow them to maximize their time and return on investment.

With all the excitement, rumors, new platforms, and new marketing ideas that come out each day, it can be helpful to remember the basics. The three essential marketing truths of real estate are: 1) Inconsistent follow-up doesn’t work. 2) Personalized follow-up matters, and 3) Combining multiple platforms brings the best results.

How are you going to put those truths to work for you today? Share in the comments!