On Tuesday evenings at 6pm central time, I am fortunate to be a part of a Twitter chat with Real Estate Agents across the country. It is a fun, lively group of Real Estate Agents that comes together to share ideas on what they are doing to grow their business, what is working, what isn’t working and even talking at times about how to protect themselves when showing homes to strangers. All Real Estate Agents are invited to participate and I highly recommend you do! Such valuable information is being shared every Tuesday and the camaraderie is inspiring! Check it out on Twitter here: https://twitter.com/hashtag/RealtorsUnite. When joining on Tuesday nights, all you have to do is find us using that link or the hashtag #RealtorsUnite.
The topic for November 18th was Tried and True Tactics. Ideas discussed included things that you have to do to be successful as a Real Estate Agent.
Tried & True Practices
We started off the chat talking about our tried and true tactics, the things that we do everyday that helps us grow our businesses.
1. Be Timely
The first thing that was mentioned is that it is always important to return phone calls and emails in a timely manner whether it is to a client or a business partner. In this day and age this is really critical for any business. Clients know we are accessible all the time and if they don’t hear from us in a timely manner they get frustrated. Timely used to mean within a few hours. I would venture to say that today, timely to some could mean anything after 15 minutes is too long.
2. Talk, Talk, Talk
Simply taking the time to call clients or potential leads everyday can generate new business. This can be hard for Agents to do because it feels like a sales call, but if you are genuine with your intentions just to say hi, you shouldn’t feel weird about it.
3. Provide Value
When reaching out to clients it is important to provide something of value. Like the first point, you don’t want to call just to call and you don’t want to send something just to send something. Provide a list of referral partners that your clients can use or provide useful real estate information that actually pertains to your clients’ neighborhoods. Always provide more value than is necessary and your clients will love to hear from you!
Making the Time
Another trap we all can fall into is not making time to do the tried and true methods that are critical for business. Josh and Kevin shared with us this graphic from Stephen Covey’s 7 Habits of Highly Effective People that is good to use when evaluating your time and how to spend it..
I mentioned that I time block three hours every morning to work on my business instead of in it. I find that by working on the business first thing, it actually gets done, plus it energizes me to do the work in the business when I am finished. I challenge everyone to find a time block of at least two hours in the morning where you can focus on your business. I bet you will love the results!
Liz shared with us a great new idea to drum up buisness and to help your buyers all at the same time! Liz had a client that was interested in a particualr neighborhood so Liz got the addresses of houses her buyers were interested and dropped them a handwritten note. Talk about going above and beyond for your clients! Liz also farms these neighborhoods with personalized letters and marketing to benefit her buyers and to also let sellers know she is the expert in that area.
One thing everyone agreed on is that it is important to keep track of referrals and send out small tokens of appreciation whether the referral becomes a closed deal or not. Reward the behavior not the outcome! As an added bonus send the referral gift to their work to help with word of mouth marketing or hand deliver them to help spark a conversation. Either way you know it is a win when your client receives your gift and says “We need to send you more referrals!”
Tracking your marketing results is critical to understanding what works and doesn’t work for you. I think all too often Real Estate Agents don’t track their results because they are either too busy to do so or are scared of what they will discover. That if something doesn’t work they will feel that it is a reflection on them instead of on the marketing effort. (My side note, if you aren’t consistently doing the marketing, that is an issue in and of itself!)
Other reasons why Agents don’t track their results is lack of urgency and that sinking feeling finding out that you have spent thousands of dollars on an idea and it didn’t work. There are so many Agents that don’t track but as Liz pointed out, it is critical to the success of your business. You have to know what’s working and what isn’t!
It seems that everyone in the group is frustrated with Facebook ads. Everyone has tried them at some point in time, spent money, gotten likes but no sales from the Facebook ads. Talk about frustrating! Everyone agrees that this is an area they want to learn more about.
Our friend Michelle followed up from a promise she made in our chat on November 4th to show us her holiday marketing chocolates. Michelle shared her photo of her gift and we all were very impressed! Very classy looking!
Not only do we need #RealtorsUnite degrees, but we need the t-shirt! I am working to deliver that to all of you! We need #RealtorsUnite t-shirts to span from coast to coast!
Thanks to everyone that participated in this chat and especially our host Liz Tardo!
@NEDenverHomes (Josh Larsen & Kevin Root)
@CobbCoRealtor (Ben Thurman)
@JenSMarketing (Jennifer Snyder)
@MichelleRealtor (Michelle Silverman)
@RealtorMatthes (Matthew Coates)
@Msretro (Jlyne Hanback)
@AshisGrand (Ashley Grandgeorge)