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Marketing Habits of Successful Realtors®

Marketing Habits of Successful Realtors

Successful Realtors® have the same number of hours in a day as struggling ones. The difference is the most successful ones have built amazing habits to fill those 24 hours – and that includes their marketing habits.

Sure, successful people can invest more money into their marketing campaigns and grow their success to even greater heights. It’s a virtuous circle when you’re on the right side of it.

But there are a number of good habits and things you can do that don’t cost you any money. They just take a bit of your time and commitment.

So here are some free habits that most successful Realtors® share.

They’re Never Too Busy for Marketing

The words “too busy for marketing” are not in their vocabulary. Is Coca-Cola too big to worry about marketing? No, they’re the biggest because they always focus on marketing. And successful Realtors® are busy because they focus on marketing.

So set aside some time every month to work on your marketing plan, and put it on the calendar.

“Like anything else in business and life, the key to marketing success starts with making time for it. Block out a certain amount of time each day and/or each week that you’ll devote to marketing (for example, one hour a day or five hours a week total),” wrote Rieva Lesonsky, CEO of GrowBiz Media.

“This time might shrink a bit when you’re super-busy, but marketing should never disappear off your to-do calendar altogether. If you need motivation, think about the last time you had no business in sight. Brrr.”

They Use Proven Marketing Tools, Not Trendy Ones

Not all tools are created equally. Most will seem amazing when they burst on the tech scene. But many will fold or become obsolete because you’ve even updated the software.

So before you upgrade to a new client relationship management tool (CRM) or appointment booking software, consider the time it takes to transition all your data and systems to this new tool, and how much would be wasted if you do it again in a year.

Free tools are no longer free if they cost you too much of your time.

They Blog and Contribute to Other People’s Blogs

The blog is not a trendy marketing tool. It’s a prerequisite these days.

Find time each month to blog. This could be twice a month or twice a week. It doesn’t matter how often you do it. The important part is that you stick to your schedule and it becomes a habit.

Also, try to find opportunities to blog on other people’s sites. These guest blogs are massively helpful in boosting your search engine optimization (SEO), because they will have a link back to your own site. They also help establish you as a thought leader in your area.

So look for opportunities that are outside of real estate, but could still use a Realtor’s® perspective. For example, pitch a story to a parenting blog about what new parents will need in a new home.

When you write a guest post, be insightful, be helpful, and let your personality shine through. But do not take this as a chance to sell yourself. Your expertise should do that for you.

They Have Exclusive Marketing for Their Existing Network

You can’t afford a giant billboard off the highway. That’s OK. You don’t need one yet.

You are going to generate most of your new business through old customers and contacts. In fact, 75 percent of a real estate agent’s business comes from referrals and word of mouth. So focus a lot of time keeping in touch with your existing clients and contacts with things like newsletters, and thank-you notes. And don’t just rely on email – take the time to invest in proven printed materials!

These four tips give you somewhere to start. Set aside time to do these things, using proven marketing tools. Also find the time to blog, and work on your existing network of contacts. You’ll find that success will come much more easily when you have the right habits!

5 Success Tips for New Realtors®

New Realtor Success

When starting out as a Realtor®, it can seem really tough to find clients and enjoy a high level of success. There is a lot of competition in this industry! But, don’t get discouraged – you can find success and build a name for yourself. Here are five tips help you launch a successful career as a Realtor®.

Set Your Goals and Come Up with a Plan

Just like with any other business venture, a Realtor® needs to have a business plan. I don’t necessarily mean a long, formal, complex document. In your business plan, you define your marketing strategy, your target market, and your overall plan of attack. By having a document to refer to, you can avoid many pitfalls that new Realtors® face. Every Realtor® should treat their job of selling homes as a business. You’re in business for yourself, so make a plan to succeed!

Concentrate on a Niche to Develop Trust

As a Realtor®, you will have a lot of competition, and it’s hard to stand out from the pack. One way to do so is to have a niche. You could specialize in, for example, luxury homes, condominiums or homes in the countryside. With a specialization, you can build a name for yourself as a Realtor®. Then, you will have an easier time attracting clients via word-of-mouth. Remember, when you select your niche, you should make sure that it’s a viable one as you don’t want to paint yourself into a corner.

Use Social Media to Build Relationships and Gain Referrals

Social media is a great tool to build contacts and relationships and gain referrals. Ideally, if you are a new Realtor®, you should choose one to three social media platforms that your ideal customers spend time on. Don’t overextend yourself, but invest time in forming relationships online. By signing up for social media accounts and providing up-to-date, relevant and interesting information, you can communicate with current and potential clients with ease.

Focus on Promoting Listings to Increase Your Visibility

Print media and traditional mail is far from dead, especially for Realtors®. You can stand out and generate interest in your listings and your business with a variety of printed material. Just Listed Postcards help you let potential buyers know about a new property on the market, and seasonal postcards can help you maintain your relationships with your prospects. Printed materials sent in the mail are very effective and can help you target your ideal clients.

Find a Mentor to Help You Avoid Common Mistakes

A new Realtor® will make mistakes, and it’s part of the learning process. It’s easy to waste money on ineffective strategies, and a new Realtor® can easily lose clients without knowing why. That’s why it’s important to try to find a mentor in the industry. It helps you avoid costly and time-consuming mistakes. When you find a mentor who matches your style and is willing to show you the ropes, you will be light years ahead of other new Realtors®.

As a new Realtor®, you must have a plan, define your market and take advantage of social media. To market yourself better, you need to use printed postcards and advertising to get people to check out your properties and stay in touch with prospects. By following these ideas and learning from people in the industry, you will be well on your way to finding success as a Realtor®.

What other success tips do you have for new Realtors®? Please 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!

How to Reignite Your Fire For Real Estate

Reignite-your-inner-realtorWe all know that our real estate gig isn’t always roses and unicorns. In fact, I bet there are a lot of days you wonder why you’re even in this business! It’s a times like this that we have to remember our “why”, recall our past successes, and reignite our fires to move forward again.

Unfortunately, those things are easy to say, but it can be hard to know practical ways to do them. Here are three ways to get out of your rut and reignite your passion for your real estate business.

Remember Your Why

Think back to when you became an agent, whether that was years ago or months ago. Why did you do it? For family? For flexibility? For income potential? Whatever your “why” was, revisit it again. If it still resonates, put it up where you can see it. A picture of your family on the corner of your computer screen, a picture that means freedom to you on your cell phone – whatever it is, keep it front and center.

If your why no longer resonates – maybe your kids are grown and gone, or you’ve divorced, or the 9-5 you hated is a distant memory – find a new one. Take some time and brainstorm about what your real estate career can really bring you and what makes you excited to do it each day. Then, put your new “why” where you’ll see it every day.

Set Big Goals

There’s something really exciting about thinking big, and it tends to jar us out of our complacency and disappointment. What’s a goal you can set for yourself or your real estate business that seems huge to you? Set that goal. Think about how it would feel to accomplish it. Visualize your success.

Then, set about breaking it down into actionable steps. By setting smaller sub-goals for 30, 60, and 90 day increments, you can make your big goal achievable. With this focus, you’ll find your motivation returning as you work to make your big dreams a reality.

If you get discouraged on your journey to your big goal, look back and take stock of the progress you’ve already made. Remembering past times that you were able to achieve what you wanted – including launching your real estate career in the first place! – will boost your confidence and help you more forward with courage.

Focus on Self Education and Improvement

One way I sometimes get out of a rut is by reading a book that is motivational or instructive. In this way, I can access the courage, motivation, and success of another person and let it become my own. This is a great way to get that fire rekindled as you face another Monday.

In addition, sometimes there are practical things you can do that would helReignite Your Firep make your days more rewarding and less draining. Reading about time management, goal setting, best practices in real estate, and more can make a big difference in furthering your career.

Finally, look around and see who you admire that you can ask to be your mentor. This should be someone with a positive attitude about the business – you don’t need someone dragging you down! It should also be someone trustworthy who has achieved some of the things you want to achieve. By having a mentor, you’ll have someone to share your struggles with who can encourage and coach you in person. That type of assistance is extremely valuable as you build your career.

Zig Ziglar once said, “People often say motivation doesn’t last. Well, neither does bathing. That’s why we recommend it daily.” Don’t feel bad about yourself if you often need to add fuel to your internal fire. Everyone does! By keeping your “why” front and center, setting big goals, and taking advantage of educational and inspirational books and people, you will be well on your way to keeping your passion and succeeding in your career.

To your success!