Tag Archives: real estate leads

How To Win the Real Estate Listings Battle

As we all know, one of the biggest challenges we’ve been faced with in the recent real estate market is the supply of listings. They are at a premium. So how does your company be the brokerage of choice when it comes to competing for listings that are out there? The good news is that by stepping up your game and in some cases, rethinking techniques both tried and new, you really can improve your ability to compete and win these clients. By delivering a stellar experience before and during your listing appointment, including an equally powerful listing presentation, you can give yourself a tremendous competitive edge. Here are some key ingredients of both.

Provide a Listing Experience.

We use the term “experience” here with great deliberation. The days of throwing a quick CMA together based on a few publicly available local sales is not going to cut it. In 2019, if you really want to stand out to buyers and sellers, you’re going to have to do more than that. The client experience with you starts the moment you first contact them to the day you complete the transaction (and beyond!) and every moment in between. Use all the tools and technology at your disposal to show them you are energetic, up-to-date and on top of the details. Don’t let your agents be tempted to discount commission. Instead, agents should use the entire listing experience as an opportunity to showcase their value by explaining how their skill set and resources will deliver the most desirable results. The entire client experience must show that you are professional, tech savvy, and someone they can trust to navigate the process.

Trust. Getting to know the client and their needs should be built in to the listing process, in addition to creating the presentation itself. Taking the time, demonstrating that you have listened, truly understand the home’s unique attributes and that you will do what you say you will do, will go a long way toward reassuring the Client that they will be in good hands.

Be Detailed. Be Consistent. And Show Exactly What You Will Do.

The listing presentation itself can speak volumes. A powerful template used consistently by your agents is the first step to ensure all clients receive a consistent experience from your brokerage. It should be customized to the sellers to make them feel special. The other benefits to having a set template is that it will give off the impression that much time was spent putting it together, adding to the consumer experience. The plan should walk the seller through all the steps of the process and clearly outline all the agent will do to sell the home. This helps paint a picture for the seller and puts their mind at ease that the agent has it together, is organized and has a very clear plan to get the job done. An agent simply giving a presentation that’s “All About Me” is not going to make the seller feel that the agent has their best interests in mind.

Make the Impression Last, Even After You’ve Gone

One of the common reasons that a listing is lost is that potential clients are left with too many unanswered questions after the agent leaves. One of the best ways of solving that problem is to give a comprehensive, professionally branded listing presentation, but make sure you leave behind something that summarizes all you discussed for them to review and digest.

Branding: A beautifully branded booklet that unifies your brokerage mission statement, your company values, and what makes you unique will showcase how committed you are. You can bet that sellers will see your listing presentation as an example of how you would represent them should they hire you.

Marketing Strategy: It can be easy for sellers to become confused between the offerings of various agents vying for their business. If the listing presentation clearly explains the marketing strategy that you plan to use for their property and the unique capabilities of your brokerage, it will be easy for them to understand what your team brings to the table.

Systems & Tools: Buyers and sellers are more educated than ever and they will favor agents that have proven systems and high-tech tools on their side. Outlining the technology resources that you implement to deliver the best possible results will show them that they are not just hiring an agent, but rather a large extended infrastructure of people, processes, and technology that brings diverse expertise and action to the problem of selling their home.

Weichert franchisees and agents have experienced first-hand how a listing presentation that incorporates each of these elements can elevate the overall listing appointment experience and significantly improve their success rates. Through our DOORS listing presentation and associated processes, Weichert agents clearly communicate their value, expertise, available resources and detailed, multi-channel approach to their marketing.

Give Yourself An Edge

As an independent broker, it can be hard to stand out from the pack. That’s why you need to make the most out of every listing lead you get. That’s also why a partner like Weichert can be so valuable to you. One of the investments we make on behalf of our affiliates is a great Listing Presentation and providing a system of listing a property that includes all the things discussed above. With our tools and an agent’s attention to the customer, it’s a winning combination for your brokerage again and again to help you win the listings game in your market.

For more information about this and all the tools and systems available to Weichert affiliates, visit weichertfranchise.com or contact the team at Weichert Franchising today at 877-567-3350.

How to Appeal to Downsizing Boomers

When the kids move out and mom and dad retire, the expense of that big house and all that property maintenance can start to feel like an expense they don’t really need. This is the mindset driving downsizing for many Baby Boomers. As an experienced broker with deep knowledge of your local market, you and your team are uniquely qualified to help them with this transition. And make no mistake, this is a transition, not just a buying or selling of a home for most Boomers. It represents a change of life, finishing one chapter and opening a chapter on the next part of their story. Your ability to facilitate an empathetic and informed approach to this market can be a highly rewarding and mutually beneficial endeavor.

Put Yourself in Their Shoes

Whether you are a Boomer yourself, or a young broker/agent working with older clients, the first step to winning over the Boomer business is to put yourself in their shoes. Even more so than working with Millennials, Boomers have a story, a well-developed one, and your ability to relate to it in a real way is what they need to see before they will trust you with their business. Treat their home with great respect be it big or small. It is the place where their memories were carved. Let them tell you their story and if you win their business, remember it as you show them homes. Find common points of reference, but emphasize the excitement of the new.  For Boomers, turning the page may be tinged with sadness, but your ability to be empathetic while emphasizing the positives of change, will make their transition much easier and leave you feeling good long after the deal is closed.  Do this right and they will also become a great source of referrals for other Boomers in the same situation.

Play Matchmaker with Your Boomer Leads

Being the responsible broker that you are, you know it is important to take careful control of your inbound leads and care for them accordingly. As such you may want to consider that a lead opportunity with a Boomer, may merit some special considerations. For instance, Boomers who are downsizing often feel more comfortable working with agents who have similar interests.   Pay careful consideration to match all of your Boomer leads with the type of agent that is best suited for their needs, best matches their life experience, or has a particularly positive personality.

You Have to Be Where the Boomers Are

One of the best ways to scale your business as a real estate broker is to network strategically and build meaningful relationships with referral partners. If you are striving to attract Baby Boomers, you would be wise to seek out valuable connections with other professionals that frequently work with this group. Home care providers, assisted living facility managers, estate planners, estate attorney’s and those working in finance are all excellent connections that could help to build your referral business. LinkedIn is great for forming these relationships, just as joining local networking groups like BNI or the chamber of commerce.

Since you already have your thumb on the pulse of buyers and sellers, you know very well that they all want relationships with people they trust. When it comes to attracting downsizing Baby Boomers, credibility, trust and empathy will go a long way.

Winning with Boomers Requires the Right Philosophy

When Jim Weichert said, “People buy people before they buy your product or service,” he was describing all real estate business relationships, but this is even more true for today’s Baby Boomer generation. It’s this philosophy that drives all our processes and systems and is fundamental to success.

Authenticity breeds success, that’s the Weichert way. If you are looking for solutions to get your brokerage on the path to growth, contact us to see how we can help. Go to https://www.weichert.com/ or call 877-567-3350.

 

The Power Of Brand

Brand is a powerful thing. Yet, many real estate brokerages underestimate its power in attracting consumers.  A successful brand can be leveraged to establish trust, credibility, and ultimately, success. Many successful owners have worked hard to build a name for their company, which has helped lead them to where they are today. However, for many brokers, building a brand that people instantly trust and want to engage with, can be challenging. Where do you start? How do you compete? How do you make yourself memorable?

Customer Service: What Does It Really Mean?

It is not news to anyone that customer service is a top priority to consumers, but in real estate, it’s all about customer service. So what exactly defines quality customer service for real estate agents and brokers? While many brokers agree on some key elements of this, it’s surprising how many different answers you get. According to NAR, buyers and sellers have named honesty, technology, and regular communication as their top priorities in terms of customer service. No matter how you define it, it’s what the customer values that’s important.  Take a look at your company. How would you rate your brokerage and your agents in these areas? If they’ve not been a priority, make them priority in your operations. By focusing on these areas, you’ll be on the path to delivering the best service possible in your market. But consistency is also critical. Good brands deliver consistent experiences. It’s why customers keep going back. Define and post your unique definition of customer service for everyone to see and make sure your entire team trains on it and keeps it top of mind. When everyone defines service in the same way, using the same tools, that’s the beginning of building a real brand experience that means something to people.

Effect on Lead Generation

It’s a simple fact. The strength of your brand has a direct impact on your ability to generate inbound leads, which can directly affect the success of your company.  As a broker, you want to ultimately build a brand that magnetically attracts buyers and sellers which you can hand-off to your agents. That makes you valuable in the eyes of your agents. The struggle for many independent brokers is that they simply can’t invest the kind of money in branding and lead generation that large, national real estate companies do. At Weichert, the lead generation challenge is one of the biggest reasons that independent brokers turn to us for help.  The Weichert national lead generation strategy creates a constant stream of quality leads, by leveraging both digital marketing and technology. Not only does Weichert cultivate leads inside your market through our lead network, but it provides lead opportunities from our rental company, relocation company, and referrals from our network of over 500 offices across the country.

Brand Touch Points

A silent brand is no brand at all. You can’t build a brand that generates leads and recruits new agents without implementing a system of regularly reaching out and touching your community with events, ads, content, volunteering…and yes, even Open Houses. In fact, the more that you get your brand in front of consumers in your service area, the more brand recognition and credibility you will achieve. It is human nature to feel comfortable with things you are exposed to repeatedly, but make sure it looks consistent. These touch points create a connection and understanding with your brand that makes doing business easier down the line. The brokerages that are able to touch their community the most will be the one buyers and sellers think of when it’s time. As a broker your job is to use all your knowledge and skills and all the media and personal channels at your disposal to get your brand out in the world, and keep it there.

 

Independent Broker Independence VS. Big Brand

Many independent brokers feel like affiliation means giving up their identity, their independence, and everything they’ve built and learned over time.

But what if that wasn’t true?

What if you could maintain your independent operating style and culture, while plugging into the benefits of national branding, lead generation, recruiting systems, agent education systems, technology, coaching and more? What if someone could really show you how to do this in a proven way that has taken others like you to the next level of success?

If that sounds like the kind of brand you’d like to be part of, give us a call today to find out more: 877-567-3350, or visit us at weichertfranchising.com.

Recruiting Strategies For 2019

As 2018 draws to an end, you and the rest of the real estate broker universe are actively thinking about how to make 2019 your best year yet. A big part of that plan is sure to be how you will attract more sales associates to your brokerage. If you’ve hit a plateau or feel like you need new tactics, it may be time to take a fresh approach to your recruiting strategy in the new year. Here are a few thoughts on recruiting strategies for 2019.

Get Serious About Instagram & Facebook

Yes, you have heard for some time that Instagram and Facebook are important platforms for real estate professionals, but are you using them actively for something other than home sales? It turns out that these portals have a role to play in recruiting agents, as well as buyers and sellers, but unless you are consistent about staying active and engaged on each of them, you won’t see results. By having the right connections, and being active on these portals, agents will see your brand as dynamic and active and you will increase the number of touchpoints you have with other professionals. When using these portals for recruiting, here’s a few things to keep in mind.

  • Start and grow a FB group to engage the agent community that’s different from your general group for consumers.
  • Use 10-20 hashtags on every Instagram post to increase your reach.
  • Take the initiative by commenting on other’s agent posts, asking questions, and sharing valuable content relevant to the people you hope to recruit.

The key here is to be helpful. Both your content and your comments should give people real and valuable information. What you give freely, you will receive in return tenfold.

Get Yourself in Front of the Right People

While there is no dispute that technology has earned its place in real estate recruiting, face-to-face connections will never lose their value. The more you can get yourself, your name, and your brand in front of interested recruits, the faster you will grow. One way in which Weichert affiliate brokerages have achieved recruiting success is hosting a weekly career night at their offices. With careful promotion and consistent scheduling, this activity helps each of our brokers shake hands with interested candidates and take that first step to bringing them onboard or into the industry.

Get A Buzz Going

One thing experienced agents will evaluate is what value your brokerage brings to their business. That can take many forms, one of which is lead gen. At Weichert for instance, we invest in a national lead network from generation to qualification to distribution, which is an extremely powerful recruiting tool. We cultivate leads from Weichert.com with over 3 million visitors a month, which supplements an agents’ own activity. Another is tools and resources. Weichert, for example offers one of the best Listing Presentation tools in the industry. Still another is your company culture. Creating an environment of support and open communication empowers agents to do their best.  Agents talk to each other and if they love where they work, they talk about it. That kind of talk can ignite a fire of interest around your brokerage that will attract agents like moths to a flame.  It’s these kinds of dynamics that makes working for a Weichert brokerage so popular.

Recruiting Isn’t Easy, but Weichert Makes it Easier

Have you done a check-up of your recruiting strategy lately? If there’s one story our brokers tell us over and over, it’s how much easier recruiting was once they affiliated with Weichert. Sustained agent recruiting is one of the keys to achieving your brokerage dream, and no one does more to give you the right recruiting tools and strategies than Weichert.

If your brokerage could benefit from better recruiting systems, contact us to see how we can help. For more information about the Weichert system, go to https://www.weichertfranchise.com or call 877-567-3350.