PROSPECTING + LISTING
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Volume, Consistency and Quality
Is it possible to find a formula for real estate success? Mark McLeod believes that in some strange way there is: volume multiplied by consistency multiplied by quality. Over the years I have seen a significant number of agents attempting to build businesses without having each of these three aspects in place: volume, consistency and quality. This is a voluminous…
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Look After the Listings You Lose
EVERYONE KNOWS THAT their existing customers should be regularly followed up after the successful sale to build an ongoing relationship. Ian Grace demonstrates how to take this further and follow up on the listings you never had. How often does follow-up happen, for example with a car salesperson? Not very often, most would say. But sadly, it’s the same with…
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What seven questions your vendors should be asking you
Tom Panos on Sky Business news this week said that there were 7 questions vendors should be asking agents when interviewing them. Could you answer them? Bad agents are going to be DEVASTATED with this videoBad agents are going to be DEVASTATED with this video. Good agents will send it to their database to win more listings. Here are 7…
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How community involvement can help you gain a competitive edge
Is your business engaging with the local community in which it operates? If it isn’t, it is missing out on many benefits, not just for those around you but to the bottom line. In this article, Benojo’s Martyn Ryan looks at the many benefits of your agency becoming involved in community programs and how to get started. Getting started Community…
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Market your listings to the right people on Facebook
Facebook have recently made more changes to their algorithm which again better favours content from your friends, rather than what you may be posting to attract new clients or buyers. But there is a way that you can more effectively target your content, whether it’s listings or other social content to the right audience on Facebook using some clever big…
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Listing Ahead Of the Curve
WE’VE ALL HEARD THE SAYING ‘slow and steady wins the race’ and real estate agents should take heed of this when they’re prospecting for new listings. Josh Phegan explains why you need to think about listing ahead of the curve – for the future. THE IDEA OF listing ahead of the curve may make you think you need to list…
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Constants amid the Chaos
The ability to find consistency as the days throw chaos at you is where you will find success, says Mark McLeod. I OFTEN REFER to our day as being divided up into constants versus variables. This means that there are things that you have control over, the constants, and we can argue that the chaos is often the variables. Often…
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Community Engagement: 5 Business Building Ideas
THE MOST EXPENSIVE part of doing business is finding and keeping new clients. In this article Tanja M Jones shares five simple creative collaboration strategies that meaningfully position your brand into the minds and hearts of your local community. IT CAN BE HARD to stand out in a noisy real estate crowd, where every brand wants to be seen and…
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The Secret to Success
Fears halt many potential real estate careers in their tracks. Josh Phegan examines how to beat the devil inside and take the path to prosperity. Success – it’s all up to you. That may be blunt but it’s the truth. You’re the only one that can carve out a successful real estate career for yourself. The trouble is many people…
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8 Steps to Owning Your Market
CONFIDENCE IS A POWERFUL THING. When abundant it can propel a boom; when lacking it crumbles markets. Optimists with a plan lead in real estate, so how can you take charge in a more challenging market? Claudio Encina shares his eight steps to local area market domination. This year, if you are finding yourself in a less confident marketplace with…
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The Referral System That Really Works
THE DIRECT TRANSLATION of the Latin phrase Quid pro quo is ‘something for something’. You can use this to your advantage to to create partnerships with the local community who will be only too happy to promote your business in return for you promoting theirs. Ian Grace explains a tried and true marketing strategy that can help you win new…
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Starting Out Right: The Road to Success
REAL ESTATE CAN BE A MINEFIELD, particularly when you’re new in the business. With the dawn of a new year and with many fresh-faced agents joining the fold, it’s important to start off on the right foot. High-profile real estate coach and trainer Josh Phegan has some top tips on how to jump-start your year. Sometimes, the problem lies in…
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Hitting a Homerun
JUST AS BASEBALL’S Sandy Koufax was known for his devastating curveball, many a vendor has been known to create a tricky situation as a result of a challenging question. Josh Phegan explains how to smash your vendors’ ‘curveballs’ out of the park. FOR THE unprepared agent, a listing presentation can quickly become a minefield of ‘should haves’ and ‘would haves’…
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Almost Famous
THEY SAY IT CAN take anywhere from six months to six years to become known as a trusted real estate advisor. But who has time to wait? Geoff Grist shares some personal marketing and branding strategies that can set you head and shoulders above your competition. BE KNOWN FOR SOMETHING Anyone famous is famous because they are known for doing…
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Focus On the Fundamentals
WHAT CHALLENGES ARE in store for 2016 and how should you meet them? Peter Hanscomb of Belle Property says you need to deliver on core values and building lasting relationships. IF YOU WANT to be a successful agent over the next 12 months, you’ve got to focus on the key fundamentals of your business. Forget about whether the market is…
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Old vs New
BOB Dylan sung that the times were changing, and it’s an adage that rings true in today’s real estate world. That’s not to say that everything old is now worthless, but it’s equally true that everything old is not new again. Instead there are new, modern ways to approach age-old processes to ensure you, as an agent, are performing at…
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It’s Not Just The Extra Mile; Every Inch Counts
Many years ago the term ‘customers for life’ was bandied about the industry as if it was going to save the world. I have discussed many times with our teams the need to have a marathon runner’s attitude to our clients: long-term relationships, longterm commitment and long-term engagement in communities. Why do some agents approach these critical aspects with a…
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Always be Questioning
One of my favourite movie scenes is the amazing Alec Baldwin in Glengarry Glenn Ross when he screams at the sales team, “It’s ABC – Always Be Closing – you close or you hit the bricks!” Aggressive, powerful, successful; but unfortunately in 2015 redundant. Don’t get me wrong; the ‘close’ is still an essential part of a real estate agent’s…
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Making A Move
IT’S AN AGE-OLD QUESTION that both excites and perplexes many real estate agents: When is the best time to expand into a new market? This questions is usually then closely followed by ‘How do I decide which areas to expand into?’ and ‘How do I ensure I’m successful?’ On the one hand, expanding your business is exciting; but on the…
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Nine Simple Ways To Take Your Email Open Rate Through The Roof!
DID YOU KNOW THAT increasing the open rate of your email broadcasts by just a few percentage points has the potential to win you a heap of extra listings? Anything north of a 20 per cent email open rate is considered good. If you have a thousand contacts and you can nudge that up to 25 per cent, you’ve just…
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Tactical Listing
JOSH PHEGAN EXPLAINS HOW client-centred tactics and preparation will win the listing every time. TACTICS ARE the key to delivering a winning listing presentation. Just as footballers would never run onto a field without a game plan, real estate agents should not approach a listing presentation without preparing their tactical approach. The listing presentation is your chance to win potential…
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Skimmers, Sceptics and Soakers: are You Reaching Them All?
CARL QUESTED ANALYSES the different ways we read and process information. Our marketing needs to appeal to all three groups, so how can this be achieved? WHEN AGENTS create their marketing, they rarely have a consumer testing group set up to check their message is on point. Usually they’ll write something they themselves would like to read, get it spell-checked…
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Top 10 tips for improving your listing presentation
Yes, folks – Tom Ferry is coming back to Australia for AREC 15. If you’ve never experienced Tom before, here is a taster. In Episode 10 of the #TomFerryShow, Tom walks you through 10 ways to freshen up your listing presentation so you can win every listing! Watch this video and make sure you leave with these top takeaways: –…
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Marketing Battle Plan
SOMEWHERE THIS MORNING, in the neighbourhood where you make a living listing and selling real estate, someone woke and decided to sell. If they didn’t call you, it’s probably because they didn’t know you, says real estate marketing expert Ray Wood. THERE ARE many of these opportunities lost and it’s happening multiple times a day to agents everywhere. Today, property…
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41 (Not So) Crazy Things to Make You Stand Out as A Real Estate Agent
SHORT ON IDEAS? NOT ANY MORE! Peter Hutton shares his top tips on how to give your brand distinct appeal over the competition in 2015 WOULDN’T IT be nice to stand out? Really stand out so that you become one of the top five per cent of real estate agents in your area? Standing out from all the other agents…
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Direct Mail: Reassuringly Expensive
IF YOU ARE BECOMING DISHEARTENED with low open rates in your email campaigns, it could be time for you to consider another option with an almost guaranteed open rate of more than 90 per cent. Due to the perceived prestige of print, direct mail appears to be making a high return comeback on the marketing scene. THEY ALWAYS start the…
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Defending Your Fee
CHEAPER DOESN’T ALWAYS MEAN better when it comes to selecting a real estate agent, but convincing sellers of that can be difficult. High-profile real estate coach and trainer Josh Phegan explains how to determine your worth and then how to get it. YOU KNOW the market. Your number of sales is on the rise. So are the prices you’re selling…
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Stop Calling People on Fridays
HIGH-PERFORMING AGENTS can usually reel off the key numbers associated with their business: appraisals per week, appraisal to listing ratio, average sale price, average commission and listing conversion rate. Do you know which activities work best at what times? Chris Chapman of Fletchers Real Estate says it’s about working smarter, not harder. ONE OF THE first things I was told…
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The Goose That Lays The Golden Eggs
MICHAEL CHOI LOOKS at how to protect your most important source of income. DO YOU remember the fable about the goose that laid the golden eggs? There was once a very special goose who laid a golden egg every day. The couple who owned her were becoming rich because they could sell the beautiful golden eggs and make a lot…
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Get the lead, then don’t be beaten!
Solid leads are both the lifeblood and the bane of real estate agents’ existence. When you’re converting leads to listings and sales you feel invincible and suddenly all is right in your property world. Without leads or without converting leads, you have no listings and without listings you can’t make sales. The trouble many agents face is avoiding the ebb…
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Our Exclusive chat with Chris Heller
Chris Heller achieved his real estate license in 1983 when he was 20 years old, and started selling properties in 1989. That’s more than 3,100 houses in the last 27 years. Chris arrives in Australian in less than two weeks a keynote presenter for two sessions at the Ideas Exchange in both Sydney and Melbourne. Still known as ‘Heller the…
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Don’t let your leads slip away
My father was recently telling me the story of how one day he decided to clean out his office. After being in real estate for well over a decade he had an enormous amount of paperwork in filing cabinets. Every time he went out to see a potential clients to do a quote, he would start up a new client…
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Calling clients, do you love it or loathe it?
Whether you like it or not, I am afraid the phone is a big part of our success, either in your own business or in any career where you have clients. Face to face contact is always my preference but is not always possible from a time perspective to stay in touch with everyone regularly in that way. Story by…
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Instant trust, is it possible?
It has often been said that gaining someone’s trust can be your biggest time saver in Real Estate. Often this can take a long time in itself while you build a strong relationship. But what if you could speed up that process and make it happen much more quickly? There is scientific evidence now to suggest you can, and it…
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Is there a ‘winning sales personality’?
Dave Eller disputes the commonly held belief that there is a winning sales personality, looking at some of the ideal traits you really need. Upon meeting people and telling them that I work in real estate, I often get the reply that they think they would be good at real estate sales as they “are outgoing, friendly and even persuasive”.…
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