My book “The Honest Real Estate Agent” is now available in audio book form. This has been a long-term goal of mine and I am so happy to see my book on Audible.
I had this thought yesterday when I was exercising:
“It’s not what you do that determines your success in life but rather how you feel about yourself when you are doing it.”
This is my new mission in life to help other people feel better about themselves so they can do inspired work. A high level of self-esteem and self-confidence are the foundation for high performance in individuals.
Respect Your Customer’s “Inbox”
I sign up for a lot of email and newsletter lists online to see how other people market themselves.
I feel the most important takeaway I have learned from email marketing is to respect your customer’s inbox. You might be wondering why I use the word “customer” in this context? It’s appropriate because it was an exchange of value–I gave the person my email address with the expectation that I would receive emails which were of interest and helpful to me. A fair trade. We get bombarded everyday online by websites wanting our email address. Remember this when you get an email address from a prospective customer. Be responsible with your email marketing.
I’m writing this post this morning because last week I signed up to be on a person’s email list to have access to a training type video–I signed up on the evening of September 30. Since then I have received 14 emails from this person trying to sell me one of his products. Crazy!! I have lost respect and admiration for him even though he is recognized as an expert in his field.
Have you had a similar experience lately? I sure hope not.
I’ve been a Realtor since 2003 and I have paid attention closely to training programs provided to new and experienced Agents. I’ve noticed three fundamental problems with most of the training programs offered to new Agents by their respective company:
The biggest problem I see with most Realtor training programs is they don’t spend enough time helping Agents understand how important it is to build their own website and do content marketing. What usually happens is most of the training consists of the following: “You need to get a Facebook page and start a blog.” That’s it and then most Agents don’t know where to start.
This is why I have created a new Group Coaching and Training Program Online to help Agents build their digital presence in a cost effective manner that will help them get new clients (not fans, not likes, not traffic) but real, genuine customers in a relatively short timeframe. My program is called “The Internet Real Estate Agent.”
There is no one way to be a Realtor but it is important to look to the future and think long-term. When you build a strong website and online presence it’s going to help you generate new clients year in and year out. One of the challenges we face as Realtors is the up and down nature of our compensation—we can have 5 Closings in one month and then we might go 5 months without one closing. The beauty of generating new clients through your website is that your website is open 7 days a week, 24 hours a day. We get busy helping our Buyers and Sellers and then we stop or slow down marketing full-time. A strong website designed to connect you with new clients will help offset the up and down nature of our business.
This is a proven method I have used myself and each year I get a minimum of $1M to $2M directly from my personal website. These are customers that contact me by calling me or emailing me as a result of seeing my website and then ask me to be their Realtor.
For more information and to sign up: The Internet Real Estate Agent, click here: http://mariojann.com/
The class starts on October 14th so sign up today because enrollment is limited.
So, You Wanna Be a Real Estate Agent… How Much Does it Cost to Go Into Real Estate? Part 2
Guest Post by Jennifer Allan-Hagedorn
I hope you were able to complete your assignment from last week to do an honest assessment of your financial situation.
Today I’m going to help you figure out how much it costs to get INTO real estate and to BE IN real estate on a monthly basis. Of course, any figures you see here are purely estimates and will vary widely depending on the state you live in and the office you eventually work in. And, I’m sure I’ve forgotten a few items in my list of expenses and perhaps included some that won’t apply to you. But I did my best ;-]
Of course, you’ll also need to factor in the cost of your gas, increased cost of car insurance (since you’ll be using your car for business), cell phone charges, health insurance if you aren’t covered elsewhere, wardrobe expenses, computer equipment and programs, home office expenses (increased utilities, etc.), and probably other stuff I haven’t thought of, but I hope this makes it clear that getting into and staying in real estate isn’t something to be taken lightly from a financial perspective.
But here’s some good news.
Contrary to what you might hear, you don’t have to spend a fortune marketing yourself in your early days – and it’s not necessary to purchase every gizmo-gadget and techno-toy available. In fact, the majority of effective marketing for new agents costs nothing or very little. If you enroll in the follow-up newsletter to this one, or in one of our rookie training programs, we’ll help you figure out where to spend your precious marketing dollars, but for now, the good news is that you don’t have to factor in a significant amount of money for self-promotion in your early days.
So, how do you feel about your financial readiness to enter a real estate career so far? Please feel free to share your thoughts!
Next time we’ll talk about a part-time versus full-time real estate career.
Jennifer Allan-Hagedorn began her writing career after ten years of selling real estate successfully in Denver, Colorado. She was dismayed at the low level of professionalism she frequently encountered in the real estate industry and, with her “soulful” message, hopes to encourage the real estate community to self correct the negative stereotypes of the profession.
Jennifer’s message to agents is that they should strive to be competent real estate advisers, rather than competent real estate prospectors. She urges agents to respect the intelligence of their clients, rather than attempt to insult that intelligence with aggressive closing techniques. She preaches that agents should appreciate the significant commissions paid by their clients, rather than complain that they, themselves, are not appreciated.
Allan-Hagedorn is the author of seven books about real estate and one of the industry’s most popular bloggers. She is also an avid dog rescuer in the Panhandle of Florida.
To learn more about Selling Real Estate with Soul, visit Jennifer’s website www.SellwithSoul.com
In “The Real Estate Sales Secret,” I discuss breadcrumbs; little clues or signs of success.
This year I am guessing my company will hire about fifty new agents. How many of these will have a fruitful, positive, and motivating year? That’s an open ended question, one that I hope is answered with a high number. It’s also a question the answer to which is within your control as an individual at your company.
I have been taking notice of what some of the newer agents are doing to be successful; what breadcrumbs are they leaving? By successful, I mean not just closing deals, but also looking happy and motivated, living an impassioned life.
Here is what I have been noticing from newer agents who are having good success:
More than anything, I see them actively in my office. There is no specific time they seem to be here, or even amount of time. I just see them routinely.
100% of the new agents I am seeing have success emanate humility — they act humbly. They have not been posturing, vocalizing past success, or “making lots of noise.”
Additionally, 100% of the new agents whom are having success have been asking lots of questions. I see them routinely asking the receptionist questions. They ask lots of questions of our managing broker. They ask me lots of questions. Listening is power, and these people are just soaking up power.
The successful new agents I notice vary in age, race, and even in “look,” BUT they all smile routinely. They all laugh at my jokes too (at least they are faking it!!!).
They are individuals, not having started in a team framework.
They are consistently seen educating themselves, trying to understand things they don’t, or, aren’t good at.
By no means is this a comprehensive scientific study. Having said that, I found it interesting, when I thought about the breadcrumbs of successful new agents, that they were all doing the same things. One of them even signed a nearly $1,000,000 waterfront sale, closing this week (congrats to a dreamer Brian O’Neal!).
In these clues, hopefully there are some areas you see that can and will improve your life and your business. If people are doing things or behaving in a certain way, and, on a small scale, demonstrating success, other new agents, and, we tenured agents, can learn from them.
Here’s to the rookies!
Anything is Possible by Mario Jannatpour
Anything is possible when you believe.
Anything is possible when you believe in yourself
Anything is possible when you care
Anything is possible when you love
Anything is possible when you are loved
Anything is possible when you have friends
Anything is possible when you work hard
Anything is possible when you can laugh at yourself
Anything is possible when you don’t give up
Anything is possible when you have confidence in yourself
Anything is possible when you wish upon a shooting star
Anything is possible after listening to your favorite music
Anything is possible after watching an inspirational movie
Anything is possible after watching a concert at Red Rocks
Anything is possible when you feel
Anything is possible after you create
Anything is possible when you believe in your work
Anything is possible when you know your purpose in life
Anything is possible when you smile
Anything is possible when you’re happy
Anything is possible when you help other people
Anything is possible when you take pride in your work
Anything is possible when you are an expert
Anything is possible when you stop listening the negative voices in your head
Anything is possible when you just do it
Anything is possible when you feel the flow of life
Anything is possible when you treat others the way you’d like to be treated
Anything is possible when you have goals and dreams
Anything is possible when you know where you’re going
Anything is possible when you get better day after day
Anything is possible when you show up everyday
Anything is possible when you’re exhausted, you’re tired and yet you keep going.
Anything is possible when you push yourself beyond your limits
Anything is possible when you dig deep down and feel your strength
Anything is possible when you care more about other people than yourself
Anything is possible when it’s a sunny day and the sky is blue and it’s so blue you can’t even describe its beauty.
Anything is possible after watching the sun set over the ocean
Anything is possible after hiking in the Colorado mountains
Anything is possible when you smell the fresh pine trees in the mountains
Anything is possible when you look up at the stars in the sky at 2:00 o’clock in the morning.
Anything is possible when you travel the world.
Anything is possible when you listen more than you talk.
Anything is possible when you take time out of your day to help another person even when you are busy.
Anything is possible when you take risks
Anything is possible when you have friends and family who support you and challenge you to be a better person
Anything is possible when you have a mentor
Anything is possible when you are a mentor
Anything is possible when you visualize your future
Anything is possible when you create good habits
Anything is possible when you choose to be a better person
Anything is possible when you don’t give up after facing hardship and challenges
Anything is possible when you keep moving forward
Anything is possible when you are honest with yourself
Anything is possible when you believe
Anything is possible:
A significant number of people ask me:
“How do I find a listing?”
I am going to offer some specific, real, anecdotal ways here. First, I am going to give you some interesting (I think) personal facts and/or statistics with regard to my experience finding listings. This is mostly from my experience only, having sold for about ten years since age 24:
This is not to say these marketing media do not work; they can and definitely do, for some people. It is safe to say, however, that too many agents rely on the tools above to “hopefully” fill their pipelines. It is also safe to say many agents spend way, way too much time with these illusory marketing tools (especially when practiced without intent and consistency).
Here are some (surprising?) ways I actually get listings:
1. DRIVING. Yes, driving. The statistically significant majority of sellers still hire someone they like and get along with. These are interpersonal phenomena that require human contact. When I am stumped for business, I go on slow drives, talk to people, engage them, and let them know I am looking for sellers. Consider this: who knows about a listing first? Generally, the people who live around that person know for months, or years, in advance. These people, neighbors, freely offer great market insider information. Additionally, and importantly, people see my face in the places I want to sell. I would say this tactic leads to 20% of my business.
2. LISTING BAD PROPERTIES. This is a joke, kind of. No property is a bad property, but, if a seller has a unique/tough situation, even having tried to sell, if you can list, market, and sell that property, you develop a perceived “expertise” for that category of sale. This expertise is referred more than easy, conforming sales. An example might be a piece of land with wetlands. It might be a little tougher to sell it, but, when you do, you have a specific competitive advantage over other agents for this type of parcel. I would say this accounts for about 20% of my business.
3. SPECIFICITY. Many people just ask for referrals. I ask for specific referrals: “Jim, do you know anyone with a really bad fixer? I need listings like that right now, they are selling easily in my market.” Or: “Samantha, everyone seems to be calling me for lakefront property right now. Can you please keep an eye out for lakefront for me?”
I haven’t seen a study published on why this might work, but, my hunch is a specific request is more personal, and, requires more thought from the person you are addressing. As a result, I think it lodges in folks’ minds better than “Know anyone selling?” This probably accounts for about 15% of my business.
4. ANGER. I love this one. I look for people whom dislike agents, or, had a bad experience. If they are upset, they really wanted to sell, but didn’t. I repeatedly call on people whom have shown angst for real estate practitioners, because I know they have energy for the process. I would say after someone reacts with anger 3-5 times, they say (about 90% of the time, no kidding): “You really are persistent, aren’t you?” To which I reply: “I knew you would come around!”
Ironically, once they come around to trusting you, they generally are the easiest customers to work for. This is probably only about 5% of my business, but, it’s fun so I do it.
5. SECONDARY QUESTIONING. If you are talking to someone about selling, and, they clearly aren’t going to be a customer, take advantage of the fact you have someone in person. Ask them anything, anything, anything (!), about real estate in their locale with respect to real estate: “Okay, it’s clear you love where you live and are going to stay here for a long time, what’s the other coolest house in your neighborhood?” They may introduce you to that person, for another conversation. The idea is to be continuously keeping real estate in the front of your, and their, minds. By doing this, you are cultivating a garden of leads. This is probably about 10% of my business.
Listings do not grow on trees.
Unless, you plant forests.
Plant a listing forest by talking a little longer, asking a little more, and laughing a little harder. This insignificant amount of extra energy has made all the difference for me, and many other tenured agents.