Tag Archives: real estate marketing tools

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.

Don’t Let Your Brokerage Get Caught In “The Shiny Penny Syndrome”

There’s one thing for certain about the real estate industry–there is no shortage of gadgets, downloads, software tools, or marketing services targeted to brokerages. And as a broker, it’s easy to get distracted – you’re afraid you’ll be left behind if you don’t take advantage of the latest and greatest thing out there. At Weichert®, we call this “The Shiny Penny Syndrome”.

Essentially, this occurs when a company jumps to chase a shiny, new opportunity, service or product instead of focusing on mastering the basics of running a business. Often, these products and services offer to make your lives easier by saving time, helping to maximize efficiency, effectively marketing your brokerage, getting more listings or even helping your business survive the latest economic crisis.

It’s important to learn to navigate this minefield, if you are a broker looking to grow in a challenging housing market. There are so many shiny pennies out there that it’s easy to end up jumping from one promising new real estate tool or marketing idea to the next in an increasingly rapid and costly cycle, while the core elements of the business like how to recruit, write an effective business plan, maximize agent production and monitor key performance indicators get less attention than they deserve.

These shiny pennies are marketed so well and with such urgency that brokers often forget to ask pivotal questions like “How will it fit in with my current business goals?”, “What real results will it bring?”, “Where will I go for support?” and “What operational changes will be required in order to actually get the benefits of the product?”. Most Brokers know they must adapt and innovate to stay current and effective in an ever changing landscape.  The real challenge is knowing how to balance innovation with the basic activities and systems needed to run a successful brokerage and build a business.

Innovation With Purpose

A key to successful innovation is to focus on the benefits to your core customer and core operations, rather than innovating for multiple seemingly attractive, trendy options. Important questions to ask when considering a new product, technology or marketing service include:

  • Will this help me achieve the business goals I’ve set for myself this year?
  • Will this help me or my agents better service and communicate with our customers?
  • Will its use enhance the credibility of my brokerage or my agents?
  • How can I measure the effectiveness of this investment in 3 months, 6 months, a year?
  • Am I committed to doing the work and training necessary to use the tool or process effectively and consistently?

Strategic growth through planned and proven marketing for brokers

One of the things an affiliation with a credible Real Estate Franchise Company can provide is a guide who can steer you to the best of real estate innovations while keeping your business plan on track. The Weichert System gives you proven, productive systems, technology and activities to implement for nearly every aspect of your real estate business, including real estate marketing, selling systems, recruiting, a lead system and business management. With comprehensive training, ongoing support and expert coaching from our real estate professionals and a parent company with first-hand brokerage experience, you’ll feel relieved knowing you have people in your corner. You’ll never have to go it alone again. Our support staff will work with you to map out a road to growth.

At Weichert, we’ve already paved a road for success. All you have to do is take it. Visit us today at https://www.weichertfranchise.com.

Phone Not Ringing? Learn to Generate Real Estate Leads in Unexpected Ways

There is nothing more stressful to a real estate agent as the sound of silence while waiting for the phone to ring with calls from clients, referral partners, and prospects. If your phone is not ringing as often as you’d like, try augmenting your traditional avenues with something new. Thanks to technology, there are more creative ways to connect with your sphere and drum up business than ever before. Here are a few cutting-edge ways you can generate new leads to complement tried and true door-knocking and direct mail.

Social Influencers

Social media influencers aren’t just for selling makeup and music, they’re also great for selling real estate and promoting your content. Reach out to local influencers in your area via Instagram and ask if they would be willing to collaborate with you to help you gain exposure with your local market. Many of them will be willing to do this for little to no cost but the impact can be tremendous.

Amazon Alexa Flash Briefing Skills

Statistics are proving that more and more people are turning to voice and AI for their information needs. In fact, it is predicted that by 2019, at least 50% of all online searches will be done using voice assistants like Siri, and Alexa. To capitalize on this trend, develop your own Amazon Alexa Flash Briefing skill so you can deliver daily doses of real estate tips, local happenings, stories, and market updates to your sphere. This will allow you to stay in touch every day in a valuable way and positively position yourself as the local real estate expert.

Webinars

People love to learn through webinars! They allow you to get the information you crave without having to leave the comfort of your home. They also allow business owners like you to build an audience of trusting followers. Webinars on topics like first-time homebuyers, how to prepare your home for listing, and financing options offer you a valuable way to get people into your sales funnel in a concentrated way. To make the most out of your webinars, build an automated funnel that will cycle your students through the webinar and send follow-up emails that nurtured them until they are ready to buy or list with you.

Use Video

Video is a great way to get your face in front of consumers and cover a large area. It provides a more intimate form of contact than an email or standard social media post. If you do it often enough, people will feel as if they know you, even if you have never met. Take quick selfie videos of yourself with real estate tips or community insights to establish your credibility not only as an agent, but as a neighborhood expert. Consider a video email service like BombBomb to record and send regular video communications to your sphere of influence, instead of regular emails. These services integrate video right into your email and often have CRM capabilities so you can see who is engaging so you can target them for further follow-up.

Find Your Train Station: New Spins On Proven Strategies

Jim Weichert jump-started his business at the local train station by consistently handing out cards, shaking hands, and getting in front of the community in a way people hadn’t tried. He knew that if he wanted to earn clients, he would have to reach them in a creative and interactive way. He understood that with connections comes clients. His consistency with connections paid off. Now you don’t have to stand at a train station (although you could) to initiate consistent contact with your farm. Think of the internet as your train station and use its many platforms to creatively engage with your connections on a consistent basis and that phone will start to ring.

For more information about tools and systems that can help you maintain consistent contact and transform your connections into clients, go to https://www.weichertfranchise.com or call 877-746-2067.

 

Franchise Success Spotlight: Weichert Affiliate Dennis Murphy—Weichert, Realtors® – Donahue Partners

A Harvard University education has long been associated with some of the most extraordinary individuals in American Society. Harvard Alumni names read like a who’s who of American history, including global business leaders, politicians, diplomats and presidents.

To those distinguished alumni we add one more name: Cape Cod based Weichert® Broker, Dennis Murphy, owner of Weichert, Realtors® – Donahue Partners.

While a history degree from Harvard is not a requirement for success as a real estate broker, in the Cape Cod market it doesn’t exactly hurt either. It certainly speaks to his lifelong love of Massachusetts and his decision to settle in the Cape Cod Area. For Dennis, the path to real estate had more to do with Marge Donahue, Dennis’ grandmother. Marge was a beloved figure around the Cape who founded her own agency in 1963, which she ran until her passing in 1998.

“My grandmother was an inspiration to me,” says Dennis. After a stint doing advertising and marketing in New York City and being National Sales Director for America’s #1 market share television station, Dennis took over the independent agency in 1998.

The Road To Weichert

The 2008 recession hit Dennis’ brokerage hard. In 2009 he built out a new office but he was struggling to recruit and train agents. Dennis began to realize that he could use help. Dennis continued forward but in 2015 he met with Bill Scavone from Weichert and began to think seriously about an affiliation.

“I was very interested in their lead network,” says Dennis, “We actually did a test where we acted as a customer and used competitor websites to initiate contact, which were actually two other franchisors we were considering. In each case we never got a call back at all despite multiple attempts. But inquiries made on the Weichert site were rock solid at 3 minutes per response.”

This coupled with the clear and well developed systems Weichert showed Dennis really sealed the deal. In 2015, Dennis and his three agents signed with Weichert and became “Weichert, Realtors® – Donahue Partners”.

The Weichert Experience

The biggest difference Dennis felt after his affiliation was an overwhelming sense of relief. As Dennis puts it, “No more Dennis island.” At last he did not feel like he was in this alone.

With a full support team, Dennis suddenly felt like the wind was at his back. There were regular training sessions, such as “Sharpen the Saw” which are two-day management-level seminars for training and networking that Dennis still considers invaluable. There were regional Broker Council meetings right near Boston 3 times a year where he could interact with his peers.

Then there were the tools and systems. A full Fast Track training program to get new agents up and running and productive fast?  Done. A step by step program for recruiting? Done. A program for promoting open houses that actually works? Done. A completely elevated and professional looking listing presentation that could be customized though an online digital platform? Done. In fact the DOORS listing presentation was so effective and liked by his agents that he saw his closing rate rise significantly as agents used it and became more comfortable delivering it.

Another favorite benefit of affiliation for Dennis is simply the peer to peer relationships in the Weichert network. Both formal and informal meetings give Dennis access to a wide network of individuals inside and outside his market who are willing to help. That is the very culture of Weichert.

The Future With Weichert

Dennis only needs to look at his bottom line to know that some good things are happening. With a team now of close to 20 agents, Dennis has seen his GCI triple in 2 years and has met his entire previous year GCI in only 3 quarters in 2018. Dennis has his eyes on a second office in the mid-Cape area and is looking to hire 10 more agents in 2018.

But the best part for Dennis is that whatever the future may bring, he knows that Weichert has his back.

The Weichert Culture of Support

Being a Weichert affiliate is a partnership, a collaboration, done with great respect for what you’ve already achieved and learned.

After all, you’ve already built a successful business. We can help you do more.

For more information on becoming a Weichert Affiliate, call 877-567-3350  or visit weichertfranchise.com.