After 35 years in real estate, 3O of which was spent training real estate professionals, I get to retire. Just think, I have lived every woman’s fantasy: I have been paid to talk for the past 30 years!  Now it is time to do some other things, like kayaking, sailing, painting and spending more time with family.  What I am doing now besides my leisure activities are some special projects, writing, one off speaking engagements ... and, so that I don’t lose touch with you – my contact information is claudiawicks@msn.com.

I consider myself extremely lucky that I have been able to do what I absolutely love - train real estate professionals. I truly appreciate your help, support, friendship and laughter. What fun! Thank you sincerely for a wonderful career.

The other exciting news is that the popular Real Estate Base Camp classes on generating leads, business development, Internet marketing and social media will still be available. Dave Porter, a good friend and exceptional trainer, is taking over the business.  As the new CEO, he—and his staff—will teach the classes, manage the business and post informative, helpful training blogs. He is eminently qualified.

Dave’s bio:

Dave Porter has been involved in real estate and mortgage lending for more than 30 years. He is a nationally recognized speaker, trainer and writer. He has taught for: the National Association of Home Builders (NAHB), the National Association of Realtors® (NAR), and the Mortgage Bankers Association (MBA). He instructs the GREEN designation course for NAR and the Certified Green Professional CGP, CGA (Certified Graduate Associate) and CAPS (Certified Aging in Place Specialist). He and his wife of 32 years launched a national training program for lenders, GreenLending Specialist™.   Dave holds a BA in Education from Washington State University.

Dave is currently President of PorterWorks, Inc.—a real estate and building trades training and consulting company with a 20+ year history—and new CEO of Real Estate Base Camp. He is also the Area Manager for his team, the NW Performance Partners at Evergreen Home Loans.

Dave is an extraordinary trainer—and leads a team of staff and contract trainers with expertise in real estate internet marketing and technology, sales, and finance—who demonstrates excellence himself and inspires the same in others.

You’ll want to visit the PorterWorks Web site: www.porterworks.com to learn more about all that they offer. Also sign up to get regular updates on classes and the latest news in real estate by visiting: http://tinyurl.com/PWMailListForm and completing the contact form.

You can reach Dave at:dp@porterworks.com  or dporter@evergreenhomeloans.com

Thanks again,

 Claudia Wicks

(Formerly CEO of Real Estate Base Camp, now lady of leisure)

I grew up on the north side of Chicago in a large Irish enclave. 

Books have been written about that culture - and, they are all true! 

St. Pat's Day was a major cause for celebration. It was a fun day: lots of music, dancing,  parades and parties. The city of Chicago even dyes the Chicago River green on St. Pat's Day.

So, here is a merry thought on one of my favorite days of the year.

Many of you know about the new Agent Reviews available from Zillow. Agent Reviews allows you to ask your past clients to post a recommendation on Zillow. There is a lot of BUZZ around this feature. When someone goes to Zillow they can see many, many satisfied customers raving about what a great job you did for them.  According to Erik Qualman in his Socialnomics video, 78% of consumers trust peer recommendation. Only 14% trust advertisements. That makes these reviews such a powerful tool for you- especially when you consider how many unique visitors Zillow attracts each month. I thought this was such a great idea that I emailed Zillow and asked if they could create a link to the reviews for agents to use on their Facebook business page. They:

1. Responded immediately - practicing what we preach about getting back to Internet consumer inquires very quickly.
   
2. Were way ahead of me! They have a (FREE) widget you can use on your Facebook Business (Fan) page.

 Here's the widget information from Sara Bonert, Director of Broker Services at Zillow:

"There is one easy way for agents to spread the testimonial love they are getting.  Please check out this brand new reputation widget:

  http://www.zillow.com/webtools/widgets/agent-reputation-widget.htm 

Agents can hand pick the reviews that they want to appear in their personalized widget."

That makes your Facebook business page more valuable, rather like the recommendations on LinkedIn. Really, if I were searching for an agent, I would choose the agent who has many, really great reviews- wouldn't you?

Ever hear that? Or, ever think that yourself?

Most often I hear that refrain when someone doesn't want to prospect or take the time to utilize some of the social networking sites that are actually generating business for many agents. In this market we should be prospecting 2-3 hours per day. However, most agents really don't like to prospect. They don't always remember that they need to prospect in order to generate business. Or, perhaps they just don't know how. If you schedule prospecting time, you'll do it. If you don't schedule time it will never happen.

Consider making an appointment with yourself from 7:30-9:30 a.m. You can go online in your fuzzy slippers while having a cup of coffee.  This can be a fun and very painless way to prospect.

LinkedIn - set up a good profile: photo and bio.  Invite people to connect. Ask for recommendations. Join a couple of groups and participate in the discussion. If you checked your LinkedIn account twice a week, that would be OK. If you engage, you should start to receive referral business.

Facebook - set up your profile, invite friends. Engage DAILY, by posting or creating a link to an interesting article.  Add pictures.  Post comments on other people's posts. Set up a business page. Upload your listings; link your website and blog. Post neighborhood information and items of local interest. Remember, you can engage throughout the day, if you wish with your smart phone.

Zillow and Trulia - set up profiles, upload your listings or claim your listings if you have them syndicated for you. Add yourself to the agent directory. These sites get remarkable traffic each month. Join the discussions or answer questions from consumers.  Zillow has something new. You can ask for reviews (recommendations) just by sending out a link. That will provide exceptional visibility and credibility.

These are some fun and easy ways to begin. Make the time! Be consistent. It will be worth it to you.

How many top ten lists have you read since the first of the year?

•·         Top 10 Ways to keep your resolutions

•·         Top 10 ways to lose weight in 2011

•·         Top 10 tech tools to use in 2011

•·         Top 10 ideas on how to be successful in real estate in 2011

When it comes to technology it is especially disconcerting.  As agents we are always attracted to the newest shiny, bright thing.

We should pause to ask ourselves:

•·         How can this tech tool help me grow my business?

•·         Is it necessary?

•·         Do I have something that already works for me?

These lists are good triggers, however.  They remind us to analyze if the tech tools we are using are adequate for todays' consumer and if our marketing is working?

If not, now is the time to upgrade.  Consumers expect us to be able to use the tools they are using. If 50% of the transactions are first time buyers and 54% first time buyers are under 35 you know they are online and mobile. So the essentials are:

•·         Smart phone and mobile APPS for quick response

•·         Laptop or notepad for presentations

•·         Personal  website with web capture  (predictive marketing and analytics for lead generation
           and conversion)

•·         Contact management system to stay in touch

•·         Social networks: Facebook, LinkedIn and Twitter

•·         Syndicate  listings (Postlets) and content (Posterous)

•·         Profiles, Directory and Discussion on Zillow and Trulia

What are YOUR essentials for 2011?

What happened? Did you generate business? How do you feel about yourself?

How do you feel about the real estate business?

Success breeds success. Keep up the good work. You have a fan - that would be me. I get to talk about it. You get to do it.  My very best wishes for your continued success!

Claudia Wicks                                                                                                                                                                                  CEO, Real Estate Base Camp

Week # 13          ‘Twas the Night Before Christmas...

Whether you celebrate Christmas, Hanukah or Kwanza, this is a special time to be with family and friends.  Take the time to enjoy it! If you will be gone, make sure you have someone handling your business. Get the financial arrangement in writing. We need to take time to be with family and friends. They need our attention too!

The way to handle a getaway in real estate is to try to do everything you can before you leave. For example, I scheduled time to write this blog before Dec. 24^th, so it just takes 5 minutes to post.

If you schedule something, it gets done.  If you do not, nothing happens! This is especially true for social networking.  If you schedule it, you will do it!

I know when selling real estate, there is never a good time to get away. One of the managers I interviewed in Alaska has a top producing office with stunning market share for the size of the office. I asked him his secret to such a successful office. He told me he makes his agents take 4 vacations a year.  That way, they not only are refreshed, but they are very busy at least 4 times a year!  Haven't you noticed it ALWAYS gets busy when you are trying to get away?

Happy Holidays!

Week  #  12.          Drop-by

This is a perfect time of year drop by and let them know you are thinking of them. You can bring cookies, candy homemade jam, your annual calendar (they look forward to it!) or a poinsettia. Take a moment to visit. Let them know you care. Ask them for their email or confirm the one you have. Let them know you'd like to stay in touch. Ask them if you can send them your E-newsletter with homeowner tips and market updates. They will be glad to receive it. Remember, you are pre-sold. They have a new home thanks to you!

 Some agents really enjoy giving a holiday party. They invite their past clients and often include their neighbors.  It is a really great way to stay in touch. Agents tell me that often their past clients call them in early Dec. and ask them when their holiday party will be. They want to make sure they put it on their schedule, so they don't miss it.

What will you to do connect with your past clients?

Week # 11.    Convert Your Geographic Farm to an E-Farm

There are several ways to convert your geographic farm to an E-farm. Over the holidays is a great time to "drop by" and obtain emails. You can bring cookies, a little candy, homemade jam, calendars or even just a print copy of your newsletter.  This is a joyous time of year. Take a little time to visit. It will pay off. Let your geo farm know that you want to "GO Green" in 2011. Let them know you'll be sending out the same quality monthly newsletter that they are used to receiving via email. Ask them for their email so you can send it to them. Most people will be willing to do it - especially if you are there at their door.

Remember the goal: build your database. Let me show you my favorite graphic that demonstrates WHY you'll want to do this.

Most agents who farm (according to NAR) have a geographic farm of about 500. According to Glen E. Crellin, Director of the Washington Center for Real Estate Research, 7.5% of a geographic farm will convert to a transaction in an average year. That is a potential of 37.5 transactions for a geo farm of 500 prospects.

Now, consider having an E-farm of 2,000 prospects. If 7.5% of those convert in one year, that would be a potential of 150 transactions. If you are a good E-farmer you'll close some of those transactions.

More prospects = more business. You can add an unlimited number of prospects to your database and cultivate them until they are ready to buy and/or sell.

How will you add prospects to your E-farm?

Week # 10.        Now is the Time to Get Out and Meet People at Holiday Events

Just say yes...

Attend your church or synagogue, community events, theater, ballet and concerts. Go to parties! This can be a really fun time of year. It is also a wonderful time to meet new people and see old friends. It is important to be visible. This year agents have told me that they have lost listings and sales because people (their past clients and sphere) didn't know they were still in real estate. That can be crushing. Let people know you are in real estate. New people always ask, "What do you do?" After you tell them you are in real estate, the next question is, "How's the market?" People you haven't seen in a while will also ask you, "How's the market?"  Everyone wants to talk about real estate. Be positive, be out there. Wear your name badge whenever it is appropriate.

Obtain emails! Let them know you have a great E-newsletter with homeowner tips and market updates. Ask for their email and let them know you'd be happy to send it to them periodically.

Many agents host an annual holiday party. It is the highlight of the year for many of their friends, neighbors and past clients.

What will you do to enjoy the holidays and grow your business?