Increasing your revenue requires strategic moves. What is the mindset of big players? How should you treat your leads to increase your revenue? What are the immediate steps you can take to get results? On this episode, we are joined by real estate coach Don Cunningham to talk about making it to the next level.
You just have to put something in place that is different from the way you’ve been doing it. – Don Cunningham
Three Things We Learned
Treat each lead like solid gold
In real estate, each lead matters. A good conversion rate is around 4%, and losing even one lead could hurt your business. Put in place a lead nurturing system and make sure you get as many reviews on websites as possible to increase your credibility.
Be consistent with your marketing efforts
Be consistent with your marketing efforts even after your campaigns succeed. Since your potential clients are already flooded by a large number of agents who want their listing, they won’t search for you unless you’re actively pursuing them by investing in direct mail or online advertising.
The big four of increasing your revenue
There are 4 tactics you can use to increase your revenue:
Increase the number of transactions
Ask for a higher commision
Raise your average sale price
Lower your expenses
It’s kinda like the stock market. By the time someone tells you it’s a good deal, it’s too late. -Don Cunningham
Present that mindset that you can deliver their wish on their timeframe. -Greg McDaniel
Direct mail marketing works in the form of brochures with relevant information. Usually, receivers save the brochures that show the prices properties are being sold at nearby. That kind of information is useful for them. Most brochures end up in the trash bin because they speak all about the sender and has nothing useful for the receiver. When they need a real estate agent, they will most likely call the one on the back of their saved brochure.
Don Cunningham is the founder ofFidelity Coaching Inc. He is a real estate expert and a business development consultant who helps realtors, lenders, sales executives, and small business owners fulfil their dreams through classes, one-on-one coaching, group coaching, and more.
Clean properties, in an excellent state and in a good neighborhood, sell like hot cakes. But how do you go about selling a property that doesn’t seem to attract any buyers? How can you make the walk-ins more enjoyable and leave a good impression? On this episode, our good friend and marketer Glenn Twiddle speaks about “selling the unsellable”.
Your facebook page with your paid feature is like a radio station, and if it’s not on the air all day, every day, then don’t bother.– Glenn Twiddle
Three Things We Learned
The 4 points checklist that makes a property sell
There are four factors that influence the fate of a listing:
The presentation of the property in person
The promotion tactics
The price point
Overly invested vendors slow down the process
Vendors can’t be objective when it comes to their own properties, nor do they know how to take the market’s pulse. Instead, perform a professional evaluation of the property. Take a look at the allowances that are missing and the overall appearance of the property (cleanliness, decor and home essentials). Make sure you’re the one who has the last word on the price point, the changes that need to be made and the promotion tactics.
Be omnipresent on social media
Lots of eye-catching photos, detailed copy and small investments towards engagement will boost social proof. Social media marketing is all about consistently producing content that causes people to speak about you and makes it easier for your business to find prospects.
This is the trick—once they envisioned the paper, they mentally said to themselves, “I will raise my family in this home.”– Glenn Twiddle
There are four things that I say to a vendor when a property won’t sell. I say it is either agent skill, the presentation of the property in person, the promotion and the price. – Glenn Twiddle
Selling a property that’s been on the market for a while now can be tricky, but it all comes down to analysing which one of the 4-points on the checklist the vendor isn’t ticking. If you want to blow your competition out of the water, always focus on discussing the root problem with the vendor before marketing the property.
Glenn’s history includes being a Real Estate Agent, Sales Manager, Sales Trainer, Real Estate Principal and Business owner and Clinical Hypnotherapist. He started as a Salesperson and quickly became the number 1 salesperson in the competitive inner city Brisbane apartment market. Glenn has trained and mentored thousands of real estate agents in his capacity as a Sales Trainer for the Real Estate Institute of Qld (REIQ), Coldwell Banker, the number one real estate franchise in the WORLD, Brisbane Apartment Sales, Alto Real Estate, Ray White Centre for Excellence, LJ Hooker, Richardson and Wrench, and many others. Go to http://www.glenntwiddle.com.au/ for more information.
It’s really hard, and nearly impossible for a corporate brand to really connect with people. Why is it more effective to brand yourself instead? Why will you find more success from just being yourself? How can you practically start showing off more of your personality online? On this special episode, we join you LIVE from Australia with Glenn Twiddle and Brian Casella to talk about building an authentic personal brand.
No one can build a rapport with a corporate brand. -Glenn Twiddle
Three Things We Learned
Take people along the ride of what you’re doing
If you want to attract people based on your personality, bring people along to where you’re going and show them the guy or gal behind the suit. When you do that, you will stand out and attract your true tribe.
Don’t be afraid to go live
Going live is huge right now, and it’s something you should definitely add to your personal branding. There are so many options and ways to leverage live, and you don’t have to look at it like a job. Try to have fun with it.
Make it easier for people to find you
All your social media presences and handles should be the same, you have to make it simple for the person on the other side. If you put a 4 step process to following you online, no one is going to find you.
When you have humility, that’s leadership. -Greg McDaniel
If you’re not willing to repel somebody you are not going to attract anybody. -Matt Johnson
People don’t really get attracted to you just showing the polished and super branded side of you. You also have to give people a behind the scenes look into your life. It will attract a bigger audience of people who will really fly your flag, and it will open doors in business. Think Gary Vee and how he is able to take you along for his journey and his day-to-day. Anyone who owns a small business and has a measure of control wants to appeal to everybody but you cannot think like that. If you’re not willing to repel somebody you are not going to attract anybody. The mindset of thinking bigger and dominating your market as a brand is to build “You Inc”.
Referrals are one of the best ways to build a sustainable business. Are they that hard to get? How can you build a referral machine in your own business? On this episode, our guest Gayle Zientek shows us how she built a referral based business by practicing social media listening and sending out personalized cards.
I don’t send cards to people to get business. But business comes because I send cards to people, because of how I make people feel as they interact with us. -Gayle Zientek
Three Things We Learned
1. Act on a prompting
Choose a type of interaction with the people in your database and act on a prompting. Comment on their successes, and contact them when they’re in need. Aim for at least 5 interactions and one meaningful conversation every day.
2. Use social media in an intentional manner
Look for important events that should be mentioned. Ask for their mailing address, and send them a card with photos of their friends, family, or themselves. This subtle reminder that someone took the time to think about them will increase your chances of being remembered.
3. Show gratitude
After you’ve received referrals from the people in your database, don’t hesitate to surprise them with a small gift or a card that expresses your gratitude.
I will remember you to other people, and that’s the key. -Gayle Zientek
Showing people that you care about their accomplishments, special moments, or grief builds strong relationships, and strong relationships are the key to repeat and referral business. Doubled by the law of reciprocity, sending out personalized cards with the photos of the receiver or a loved one on the card helps make a lasting impression. That’s how you stand out in this business.
Gayle Zientek started her real estate company with her husband in Southwest Michigan. Today, she is a successful realtor with over 15 years of experience and the owner of theRealtors business by referral send-out cards Facebook group.
LinkedIn doesn’t have to be a digital version of your resume, you can bring it to life. What are some of the new strategies you can employ to go viral? What should your goal be with your content? Do people prefer polished content or something more unscripted? On this episode, LinkedIn expert Tracy Enos is back to drop more knowledge on making LinkedIn work for you.
Storytelling has always been great in marketing, it draws people in. -Tracy Enos
Three Things We Learned
The less it’s scripted the better
People like unscripted sharing because it makes you more human and approachable. It also allows you to show off your own personality which is great.
Don’t skip the basics
The foundation of any good strategy is knowing your prospect, defining them according to demographics and psychographics and building a profile up based on that information. Only start your marketing once you’ve done that.
Take time to learn from the people doing it right
One of the things a lot of us skip when we start a new strategy is actually taking the time to find out who is doing it well. It’s an important step because it helps us have a better understanding of what we’re trying to do, and then we can model our strategy accordingly.
There’s an art to curating somebody else’s content, aggregating it and putting your own spin on it. -Tracy Enos
Everything comes back to doing the basics exceptionally well. -Matt Johnson
The goal of LinkedIn is for you to connect with and grow your market, so don’t get too caught up on going viral. Take the time to showcase your authority and the vulnerability of not being perfect, people are really into that. If you get yourself in front of the camera and it’s off the cuff and there’s no professional studio, you will get a more positive response. Make sure your profile is human, but don’t forget to use it as a marketing tool so include things like calls-to-action in your posts. You’ll be surprised how many leads you can get.
In this episode, we talk about great apps and strategies to sell property fast. Have you ever wondered what the best apps are for real estate? Or wondered what’s the best way to use them? What are the potential benefits of selling at an auction? Matt and Greg are joined by Dave Fresquez, a master of tech, to talk about how to best use tech and auctions to sell properties fast and for a lot of money.
It’s all about marketing and positioning, and can you position it in such a way that it’s worth what you want to charge to the buyer. -Matt Johnson
Three Things We Learned
Videos are a great tool
Videos are an easy way to make your desired first impression. People love fun videos, and if you can grab them with something unique and very much your brand, you’ve already made the right first impression. Make something short and fun to tell the world who you are.
People love quizzes
Quizzes are an easy way not just to get people involved with your brand, but they’ll be interactive and will act as a mobile add. If you’ve made a fun quiz, people will want to share it with their friends and family, plus they’ll associate your brand with fun.
Auctions are a great way to sell certain properties.
When it comes to luxury homes or houses that have been on the market a while, auctions might be the best way to go. Auctions create a certain sense of urgency because people start thinking about deals and getting a good one, so it’s not hard to fill the seats. When it comes to luxury homes, auctions might be the best way to go because there’s nothing else to compare the property to, so it really comes down to what people are willing to pay.
“Using video is a great way to capture their attention. You only get one first impression and a quick nice video is a good way to do that” -Dave Fresquez
“You start building relationships with business owners who already have relationships with the homeowners you want to work with” -Matt Johnson
In this episode we talked about two very different things: Tech/apps, and luxury auctions. Tech and apps are a great place to start and use to build and actioning luxury properties is a great place to end up. This episode is filled with great apps you can get started with today, but also with great tips on how to use them. Although actions sound risky, we broke down the benefits of it, and some best practices for making sure you can sell the property for as much as possible.