One thing a real estate agent loves more than anything is someone who is eager to sell. It makes his job so much easier if his lead turns out to be ‘hot’. So what are some of the keys to finding the eager to sell person? Very often it depends on what is going on in their life.

If a person cannot afford his repayment and the bank is about to foreclose, then he will be eager to sell quickly. This is because if he can sell up before the bank forecloses, he will be able to pay off his debts and so his credit history will remain good. Liquidating his assets means that he can stay afloat. Then in the future when things are better for him financially, his ability to get a loan will not be impaired.

When people get divorced, they need to sell their house to split up their assets evenly. These people incur large legal fees and so are anxious to sell quickly to pay their bills. Emotionally they want the deal to be done quickly so that they can achieve distance from their pain and each other and start afresh. When you offer to help them sell, you are doing them a favor.

A death in the family may precipitate the decision to sell up and move away from painful memories. In such a case the person will be eager to sell quickly. You are helping them to achieve their goals of starting a new life. They will appreciate a courteous and sympathetic approach that you must never fail to give it to them.

Another way to find an eager seller is when you see a property that is in really bad repair. It has broken windows, peeling paint and is generally seedy-looking. This is likely to mean that the owners cannot afford its upkeep and may even have been served a Notice to Condemn. They will certainly be eager to sell their house and you may be able to either fix it up and sell it, or flip it to another investor who does that sort of thing.

So where do you find these people who are in trouble and need your help? Yes, word of mouth plays a small part and once you are in the real estate world that will come to you. But there is a surer way.
The local office of the County Recorders is where you should begin your research.

Here you will find posted the Notice of Default, given when people have not been able to keep up with their mortgage repayments; the Notice of Divorce and the Delinquent Property Tax Notice.

Tags: Email Lead Generation, Finding Real Estate Seller

Leads are crucial to successful real estate agents because a percentage of your leads will convert to customers who are eager to buy or sell. Without customers the agent has no business. If you have no leads, life becomes exhausting and business unappealing. One of the primary tasks for a real estate agent is to generate leads.

With no leads you will need to spend all weekend sitting around open homes in an effort to attract a customer. You will spend heaps of time cold calling, which will irritate the recipients of the calls and make you suffer from a feeling of rejection when they hang up on you. Worse still, you may have to continually ask your friends and family for some leads or referrals.

Leads may be generated online if you have a website. Make full use of technology by looking into lead generating software. You can buy software like The Silent Salesperson that will help you create your own personalized CD-ROM. It is inter-active too, so that a relationship can be established between you and your qualified lead - which will soon be your customer.

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People love technology; they will be much more likely to play a free CD-ROM than read an advertising brochure. Handing or mailing people a CD-ROM tells them that you are right up there amongst the most pro-active real estate agents. You’ll get a tsunami of qualified leads swamping your email box.

Of course finding the leads is not the only problem. You may get tons of leads from various places - you can even buy lists of them - but it is what you do with the leads that is ultimately the most important thing. Leads must be converted into paying customers. A lead-tracking inventory system is a good idea for organizing all the leads you get. No point in getting leads if you lose them or fail to follow them up because you lost the contact details, or thought they were too cold to bother with.

If they are cold leads then you can warm them up by sending out the right emails, postcards or whatever else you like to use, to them. You need to make them familiar with you, your services and the fact that you know what their problems are and can handle them. Once they begin to associate you with what they need and feel that maybe you can help them specifically, then they become warm leads who are likely to respond to you in a positive way.

Tags: Real Estate Leads, Real Estate business, Real Estate prospecting

What is the quickest way to waste money in real estate? Market to an area that is too wide and diverse. Just imagine all those pamphlets and flyers going out to thousands of people who are not interested in them. You may as well throw your money in the trashcan. That’s where your carefully thought-up marketing campaigns are going. So what to do? Choose a niche.

There are so many niche markets to choose from that it would be impossible to have enough agents to cover them. Conversely, there are millions of realtors who are all vying for a big piece of the bigger pie. You can choose your niche in many ways. Geographically may be the easiest, then you would probably choose an area that is close to where you live. Makes sense to cut down on traveling costs.

Or you may choose an ethnic group, especially if you are fluent in another language. You may decide that you love vacation homes, the elderly, or the world of business people. These are all legitimate niche groups. Many are sure to be under-served by a realtor. They may get some of those many generic brochures, but since they are so generic and offer nothing of value, out they go.

Once you get to know the neighborhood that you’ve chosen for your niche, you will be able to target its specific problems and perceived needs. Once the people suddenly realize that here is someone who knows about them, how they feel and what they need, guess whom they will be contacting when they need a realtor? Your brochures will end up stuck on their refrigerators with magnets. Hey, you could always stick the magnet on the back yourself.

So do you have marketing dollars to throw away, or will you choose a niche market and become a big fish in a little pond. You need to serve up quality information with a frequency that will keep your name in the minds of your target niche. It’s impossible to do this with a huge area. There is no way anyone person could get to know the specifics of a whole city - or even half of it. Most agents like to target an area of somewhere between 500 to 1000 homes.

Doing this will eliminate most of your competition. You can be the expert - and will be - on your area. You’ll enjoy it so much because you are working within the area of your interests. And you’ll soon be so familiar with it that other realtors will begin to ask you for advice.

Tags: Niche Marketing, Real Estate Leads, Successful Marketing

It’s official; real estate agents really do need an Internet presence. Why? Official reports declare that these days people interested in buying a home look for it on the Internet before they have even contacted an agent. They go to the Internet before opening a newspaper, especially if they want to buy in a different region. Have you ever tired to get newspapers from other regions? And if they want to sell their home, they tend to put it into an MLS because they want to save paying the agents fees. So if you want to be where the action is, you need to be on the Internet.

It’s not only the popularity of the Internet that should make it attractive to an agent. If used properly, the Internet with all its attendant features like email, sign up forms, auto responders and newsletters, will cut your advertising costs dramatically. Spend a few minutes to add up your postage costs for all those fancy flyers you just sent out. Then compare it with the cost of sending via email. And what about the printing costs in the first place? You can design and send ads via the Internet without using all that paper. Half the time it just gets thrown in the trash anyway. And if the email gets deleted, at least it hasn’t cost you money.

Another reason for an Internet presence is that it will save you time. You can set those emails to go out at regular intervals - daily, weekly, or whatever you desire. This all happens while you are doing other important things. Time is money, so why not automate as much as possible in your hectic schedule?

If you are working for yourself, you may find having an Internet presence means that you have no need to maintain an office. Think of the overheads you’ll save if you simply have a smaller office at your home and let your website be your showcase. If you are just starting up, this could be the way to go. It is possible to reach a much broader area from the Internet than it is from your downtown office. Think of your website in the same manner as you do your mobile phone; indispensable.

People expect you to have a website these days. It is now considered old-fashioned not to. A web site can be generating new leads for you, while you are out on the job chasing up leads from yesterday. It’s like having a partner - one that never sleeps and you don’t have to pay a wage to.

Tags: Real Estate business

Once you’ve decided to utilize technology to help your business succeed, you’ll want to make sure you don’t get into trouble with complaints of sending Spam. Spam is an email that you didn’t want, didn’t ask for and have no interest in, sent by someone you don’t know or maybe know but dislike. It could even be sent by someone you do like, but you still didn’t want the darn thing clogging up your email inbox. In other words, it’s being pestered with ads without permission. And it’s illegal.

You don’t want people to complain you sent them Spam, because it will ruin your reputation and have a negative impact on your business. So how do you avoid it? Firstly think of the customers you will be emailing. Are they from a purchased list? If so they are considered ‘cold’, that is they don’t know you, so why would they care to receive email from you? Do they even have an email address? If they do, you might want to send them a postcard alerting them that they will soon be receiving an email from you and why.

If they are from your demographic location, they could be considered ‘warm’. Obviously this is better than cold. But the rules as per CAN-SPAM, still have to be observed. Unless you provide an opt-out form you are operating outside the rules. You also need to provide an opt-in link - that is, for email or newsletter requests from your website.

You’ve probably received them yourself. You want a newsletter from an interesting website so you sign up and give your name and email address, then you get a page that tell you to click on the link that they’ve sent to your email address. This ensures that you are a real person and that you have given your permission for them to send further email. But don’t use your company email provider for an email marketing campaign. It is not built to send too many emails at once and you could crash the server.

You also need to craft your email carefully to avoid Spam filters. Some words shriek SPAM! Words like free, special offer, new and exciting and lots of exclamation points. Always strive to look and sound professional in your email. Sure, you can write in a bright and breezy style, but remain professional in what you say. You wouldn’t turn up at the office in a bikini, would you?

Tags: Avoid Spam

Email plays an important part in every business these days. It is quick, easy and cost effective. You can automate the process many times. But if you want to achieve a specific result, then you need to have a specific script in your emails. Before you can know what you need to say, you need to work on knowing your customer. This includes knowing what their pain is likely to be, so you can supply the answer to it and thus eliminate their pain or problem

For instance, they may need to sell their house and everyone knows it’s a buyers market. If you craft your email to address this problem specifically, including what to do about it, your prospect will almost jump through the computer to get your help.

Some points for an attention-grabbing email script are: -

• Introduce yourself immediately. Be courteous.
• Be succinct. Get to the point without rambling on about things that are not relevant.
• Set yourself up as the expert. To do this, immediately state the problem your client may have and your solution to it. “We know it’s a buyers market, but we still have satisfied customers….”
• Be creative and different to the rest, but don’t detract from your main message with frivolous graphics or icons. They will seem unprofessional.
• Include a call to action. “Phone me right now on (phone number) for an appointment.” Is better than, “I’m here when you need help.” Which suggests they can defer any action to a latter date.
• Use language that is definite, like … “We specialize in….”
• Name drop. Rather than bragging, simply state that you were able to help customer XX with their problem. This will help them to feel they can trust you.
• Use the correct jargon for the industry or you won’t seem like the expert you claim to be.
• Sell the appointment for further discussion, rather than the product - or in this case, the service. You can’t do that in the limitations of an email.
• Be bold and specific. Rather than ask when would be a good time for an appointment, ask: “Is 11 a.m. this Wednesday convenient or would next Wednesday be better?”

Email is one of the easiest ways in which to keep in contact with your prospective leads or customers. You can make the task much simpler with auto responder software. Some allow you a free trial or $1 for the first month, so it is easy to choose the right one for your needs.

If you want to learn more about email prospecting I recommend WTpower

Tags: Email Scriprs for Prospecting

A big part of a realtor’s business is done on the telephone. If you are not used to making phone calls, some scripts could be useful, but practice them with a colleague or someone else so that they will sound natural.

One thing about using scripts is that you can never be quite sure what the other person is going to say, so you can’t go by a script completely. Cold calling is not easy and it does help if you have some idea of what you are going to say before you start. Always start by introducing yourself and the business you work for, first off.

• Keep it informal. A bright, casual approach is best. Speak as if you are talking to an acquaintance. Use their name if you know it.
• Be courteous. There is never any excuse for rudeness - not even if they are. Some people may be rude if you catch them at a bad time. Forgive them mentally and move on.
• Never ask how they are; this gives them a chance to say they are too busy to talk.
• Get to the point quickly. No one wants to chat about the weather with a perfect stranger.
• Sound positive and optimistic; it’s catching.
• Never sound apologetic. It has a negative connotation.
• Use a touch of humor where possible. People like to laugh and it disarms them.
• Be professional and never say anything that could be construed as sexual harassment.
• Make sure their number is not in the DO Not Phone list, or you could be in for a hefty fine.

Scripts are available for purchase online, or you can make your own up, depending on what you want to happen. For instance, if you want to find out who is likely to be selling their house in the neighborhood you could say something like: -

“Hi, I’m Jack Sprat with Lean’s Real Estate. Who do you know that is thinking of selling at this time?”

If they don’t answer for a moment, they may be thinking, so don’t interrupt with more chat. Wait until they answer.

If you ask, “Do you know of anyone who wants to sell their house?” that makes it too easy for the person to simply say, No, and hang up. By saying “Who do you know…?” you are actually prompting their thought processes to think who they might know rather than give a yes/no answer.

If you are simply trying to get your name out there, you could ask: - “Who handles your real estate needs?” As against, “Do you have any real estate needs.” - again, this type of question makes it too easy to answer No, and hang up.

From there it is a simple thing to ask if you could put their name on your company’s mailing list. You do have a monthly newsletter going out, don’t you?

Tags: Telephone Scripts

Once you’ve gone to the trouble and expense of a marketing campaign, you’d hate to find out that you’ve made a mistake that is costing you in terms of leads, not to mention advertising dollars. So what are some of the things you need to avoid?

One main mistake is to do the same as everyone else is doing. You look at the competition and think they seem to be successful, so you copy them. Big mistake! There are many realtors out there. They all want to buy and sell property. If all but one look and sound the same …and that one is you, guess who the customer is going to notice? So dare to be different, stand out from the crowd and give the customer value by addressing their problems, not just trying to sell yourself.

And that is another mistake that you need to avoid; telling the customer how clever you are at selling property. Certainly, you need to be clever, but you don’t need to tell them. Show; don’t tell is an adage for authors that is also pertinent for realtors. Showing the customer how you deal with a problem, letting them see you in action is far better than umpteen brochures declaring how smart, clever and quick you are.

Another mistake that realtors can make is to depend on one or two forms of advertising at the expense of others. Use all the technology that you can get. Most people who want to buy a home now search on the Internet as a priority; they don’t read the newspapers first. Sure, it takes time and effort to get a website up and running - and to maintain it, but many tasks can be automated these days. Why leave a gold card on the table?

Only half using technology. If you need training, go get it. The frustration of trying to do something that you are not sure how to do may give you - or your boss, an ulcer. Besides, if you train to do it properly, you’ll save time and money and your boss will love you for it. He might even pay for the training.

You have designed a great poster advertising everything in just the right way and it’s even got your phone number on it. But no mention of your website address. Research shows that people remember names far more easily than numbers. Names mean something to them. If you have a website, you should certainly have the address on all your advertising.

Another mistake is to be inconsistent. You don’t follow up a lead because you had a lot of rejection that day and this will be the same. Know that feeling? Stay positive; on the law of averages, it should turn out to be a gold nugget.

Tags: Marketing Mistakes

It is important to keep track of your CRM in any business. In real estate - as with any business - the customer is of prime importance. No customer will want to deal with someone who constantly forgets his needs, appointments, or anything else about him. That will make him feel of no importance. And when you have lots of customers, you will find it impossible to keep all their details in your head.

You can transfer the details to a notebook, of course. Then you end up running out of space on that page, so you have to continue on another page that is further along because the next one is filled with details about another customer. So in the end your notebook is a scribbled mess that no one can understand - not even you. You lose phone numbers, miss appointments and forget the details of the sale; not good for business.

There is a much better way and the name of it is software. Today, there are many CRM software applications that are suitable for either large or small business. They make keeping track of all those details an absolute breeze. It’s like having a robotic secretary that never forgets a thing and never forgets to remind you about it. Forget the inefficiency of paper and go to technology for your needs.

Already got it? It’s that thing on the computer that is used for a calendar or phone book. Then learn to use it in the way that it should be used. CRM software is a powerful tool if used properly. You can keep and update the entire history of a customer or a lead. It’s right there in front of you with the click of your mouse. You’ll never be so organized. You can create reminders about deadlines and when you need to make that important phone call. These will pop up automatically, then with the click of your mouse, you can open up all the pertinent information about that client or lead.

You can send an email to the customer with another click. Or get this: you can click on the phone icon and the customer’s number will be dialed automatically. The time of the phone call will be logged automatically. The software automatically keeps a record of the email and orders and the times they were sent. What else can it do? You can print mailing labels, log faxes and keep simple records. How good is that?

Pricey? Buy the one that is suitable for your needs. You’ll save money by freeing up your time to be used elsewhere.

Tags: Track CRM

Your real estate business will only be as successful as your marketing campaign; therefore it is essential to get your marketing campaign right. No matter what you use for a marketing vehicle you must constantly test, analyze and tweak to see which part brought in good or bad results. Once you know this you’ll be able to decide if it can be improved - or if it should be dispensed with.

Six important elements of your marketing campaign are: -

• Marketing purpose
• Marketing objectives
• Presentation
• Information
• Venue and
• Expectations


Marketing purpose seems to be obvious. You want to get leads to buy and sell property so you can make a profit. But wait! If your goal is to have happy and satisfied customers, you will still achieve the first goal - and probably do so more quickly. So your marketing purpose is actually to establish an emotional relationship with the customer based on your brand or service; this includes trust and respect.

Marketing objectives. The main objective here is to get your name out there where people can recognize it, draw their attention to your product or service and let them know how it will improve their life. You also have to give them the opportunity to purchase the service.

Presentation: Use everything at your disposal to achieve a meaningful and stimulating presentation. New technology is wonderful for this, but don’t forget the tried and true methods of advertising, brochures, postcards, newsletters and the like.

Information. The customer needs to be instructed, informed, involved and entertained. The last will enhance the first three objectives. High-pressure selling or hype of any kind will turn your prospective customers away in droves. They have seen enough of it and are cynical. Humor will make them laugh - and keep reading.

Venue encompasses presentation but is more, in that it includes where your presentation will take place; websites, shop windows, newspapers, magazines, television and radio. Make use of them all.

Expectations: yours, your manager’s and your customers. To start with, what are your own expectations? You will want a good ROI, but Rome wasn’t built in a day and you can’t expect to be an overnight success. It takes time to build good presence, gain trust and respect and get your campaign going. Your manager will be pleased to see the leads roll in, but he doesn’t expect you to be superman - at least not all the time. It bears repeating; your customer is the most important part of the equation. Once you get happy customers everything else will start to fall into place. If you don’t you’d better get out there and start analyzing and tweaking your campaign to see what’s missing.

Tags: Successful Marketing

Having a presence in your community is an important part of being able to generate leads. Why? Because if you are a respected member of your community, i.e. you have ‘presence,’ then trust is established and people feel that they will not be ripped off when they deal with you. This is so necessary for a real estate business because that is recognized as one place where sharks abound. So how do you get presence in a community, establish trust and make a successful business?

One important way is to join clubs and organizations. Lions Club, Rotary Club are often featured in the local paper for the good work they do. If you also become the treasurer or secretary of the club, your picture will be in there along with the article. This will make your face known and you will gradually establish a presence. People will associate you with that club and good work and so you will become a trusted member of the community.

It need not be even as formal as the two clubs mentioned. You could simply attend the PTA meetings of your children’s schools. You could be an active member of your church or play golf on Saturdays. Wherever members of a community gather to conduct any type of pursuit, from schools to recreational clubs, is a good place for you to establish a presence. But you must actually make people notice you, don’t just be a wallflower.

A realtor whose face and reputation is known will often have people call him or her when buying or selling is being contemplated. These are known as hot leads and realtors are extremely happy to have as many as possible. There are other creative ways to establish a community presence.

You could write letters to the editor of your local paper on a whole range of issues, not just real estate. People read it and begin to know what sort of person you are, what you feel passionate about and what makes you tick. You could also establish a real estate newsletter for the local paper if you wanted to. But don’t just do one thing, more than that is necessary to establish presence.

You can do a similar thing with your blog, but there, people have to be motivated to look it up, while with a newspaper, they read it for other reasons than real estate dealings. You can write newsletters to be delivered around town, or placed into various places of business that attract good crowds.