10 home-sale marketing mistakes | Inman News

10 home-sale marketing mistakes Inman News

Firm Foundation needs to have strong database

An excellent Keller Williams teacher, Dick Dillingham, presented a workshop on how to develop a business plan yesterday. "A Goal without a plan is just a wish", he said.  The main building block to a successful career as a Realtor is the database.  So, here is the assignment that you need to work on daily.

1. Add as many names to your database as you can daily. Remember, each person knows at least 200 other people.
2. Put everyone in! Include Realtors you meet at Family Reunion or other Real Estate functions. Someone you met from Texas may need a Realtor to refer to in your hometown.  Or you may need to refer someone to a Texas Realtor some day.  Collect business cards from local vendors. Remember local dentists, pastors, plumbers, accountants, people from church and their children getting married, all need houses! They all need to know you!      
3. Fine tune your database.  Throw out duplicates, update contact information (reason to call?), keep good notes on them so you remember your last conversation, who they are and where you met them. A name without any contact information or point of reference means you don't know them and they don't know you.  Change that, if you can. Try to find their contact information somehow.  If you can find their number, call them to apologize for not keeping them in your loop, and from then on, definitely contact them regularly. Calling to apologize is a great reason for calling!  If you can't find them, delete them from your list. 
4. Aim to connect with every person on your list, somehow, every month. Connecting can be accomplished in many ways: phone call, email, e-newsletters, social media messages, comments on their posts, chatting on IM, birthday card,  postcards, note cards, letters, drop-by visits with gifts, lunch, mailable branded items of value like magnets, sports schedules, etc.  Take a class on the 33 Touch and 8x8 programs and come up with a plan, a simple system that works.
5. Work your database so that barely mets and haven't mets become mets and eventually raving fans!  Your mets and raving fans will be happy to refer friends, family and coworkers to you.  Treat them like gold for they are your source.
6. Concentrate on adding quality information about each name as you add it to your database: name of newborn, birthdates, anniversary, settlement date of home you sold them, and notes about the transaction. In their file, save a HUD from the settlement to send end of year, a picture of them, a picture of their new home, new child, or of their current home if they are an out-of-state buyer.  I also recommend keeping a log of email messages exchanged during a transaction.

I will be asking you to bring a report weekly to your coaching session showing how many new and improved names you have added to your database.  Growing your database is addictive and fun!  And it is foundational to your successful real estate career.  So Get growing!!

CALL RUTH PARKER, C2S COACH for Keller Williams Realty Midway   484-784-2124
 

First things first

It is always fun to start something new, to be able to act on something that has just been a dream before.  What happens often though, is that when you hit the ground, you don't hit the ground running. 

Thats what it is like for new licensees.  They struggle to pass the state exam, some will even admit to crying tears of joy when the examiner stamps "passed" on the certificate.  Of course the tears are dry by the time they arrive home and say calmly, yes, I passed.  But the hopes and dreams spring up again and are hard to contain.  Hopes of making big bucks to pay off the house, the student loans, the mounting credit card debts, or the upcoming wedding are almost impossible to squash.  The dream of driving a nice car to a nice office, having many friends who all love to refer you to others, a color coded calendar overflowing with appointments for listings, a brand new laptop with state of the art programs guaranteeing you the best brochures, the best website, the best leads, the best of everything, and of course, the dream of your family beaming with pride at your popularity and success.  Hopes and Dreams.

Then you start interviewing with offices, you find the one that seems like the best fit for your lifestyle and culture, the one that has the classy interior and especially the one that has a promise of training!

If you are like some new licensees, the air starts leaking out of your high hopes balloon very soon, even before your business cards are delivered or your MLS membership is done.  Why?  The reality of realty is that selling homes and being a success is hard work and the foundation needs to be built good and strong before you can launch from it.  First things first.  The difference between the ones who make it and the ones who drop out the first year is the integrity of the foundation built first.  Productivity coaching helps you satisfy your thirst for knowledge, pack as many classes and stories into your head as you can hold, learn, practise and apply the scripts and the lessons until they are cemented, and grout your enthusiasm with answers to your questions.  When you have formed your base, mastered all the foundational training, then you can start doing the things that will bring you confidence, wisdom and success.

The Productivity program that you are embarking on is to help you do just that: form the foundation first, form it well, form it strong, and then launch your career from it within the next three to six months.

Your Midway Coach, Ruth Parker

Build or Rebuild? that is the question.

We see it all the time.  The once million dollar producer agent now struggles to cap while the new whipper snapper high school graduate rushes to success the first year in the business.  The market shifted, the methods of selling shifted. The technology aspect of marketing left many paper dependant agents in the dark, peeking around the edge of their computer monitors in fear of the rapidly growing e-beast that was reportedly gobbling up people's time and identity.  Of course the idea that the new whipper snappers were successful was over blown in the minds of the paper pushers, because of fear.  Fear that they never would catch up to the demands of the new technology.  But basically, both need to start from the same point.  A fresh foundation needs to be formed for both.

The new agent needs the experience and wisdom earned by the older agents.  Thats where their confidence will come from, giving them the ability to be bold.   The Wise agents need the enthusiasm and tech ease of the new agent.  Some are starting from scratch, some are dismantling the old foundation but retaining the wisdom. Both are hoping for a new day, intensive training in the new ways and a renewed burst of energy for doing the work to be successful in real estate now. 

This program called Catalyst for Success is for all, a foundation building and training program that a successful career for every agent can be launched from. 

Sign up today with Productivity Coach, Ruth Parker
Keller Williams Realty Midway will provide you what you need to cap the first year!!