Jeff's Coaching

Part 3: Is Your Internet Presence All It Should Be?

2008-07-18T20:01:09Z

Last post we talked about visitor anxiety and I mentioned friction...let's briefly cover that now.

Definition of Friction:

the rubbing between two surfaces
clash of opinions

Thesaurus:

resistance
abrasion
chafing

When talking about websites friction is encountered when a visitor is asked to take some form of action, this could be

Filling out a website form
Being asked to "click here" to...(whatever)
It could be you are asking them to call you or send you an email to get more information

The most friction occurs when we are asked to provide personal information in exchange for something of perceived value. The more information, and what you ask a visitor to give you, the more friction you create.

I've been dealing with web visitor conversion since 1998. What I've found is that contrary to what many think, more information makes for a better quality lead, is not true. It just means you receive more bogus information from a potential lead. Let's face it...if someone doesn't want to give you their real name and email they'll just enter: John (or Jane) Doe - email: 123@321.com Phone: 555-555-5555 unless you have a qualifying process.

Consider this...more and more companies send you an email, after you fill out a form, confirming...the email is active and yours. They qualify the information...now they have to make the conversion from lead to client.

I've been testing the response rate from the three options below, which do you think creates the most friction for a website visitor?

Filling out your name, phone number and email OR
Asking someone to pick up the phone and call you OR
Click a link to send an email

You'll find out in the next post which creates the most friction and which creates the least. (We'll be using "leads" as our measurement.)

Happy Sales,

Jeff

"Everything around you is changing...are you?"

Profile: http://activerain.com/jeffscoaching

Website: http://www.ImpactYourSalesNow.com

Break the Rules! http://www.ImpactYourSalesNow.com/lead_generation.html

Part 2 of: Is Your Internet Presence All It Should Be?

2008-07-16T16:52:42Z

In the previous post I wanted you to answer 4 key questions to help you determine what you want from your site. The first question asked was: What is your objective? In this post we'll dig into that question a bit deeper to see if I can provide some insight for you.

What is your objective with your website or blog?

To generate leads
An information source
Communicate with Clients
Create a "Sense of Community" - local links
Niche Marketing Tool

There are several reasons why this is such an important question for you to answer...
it sets up the "reason", "measurement" and "expectations" for your site. Without answering this question you are flying by the seat of your pants, your spending money and your probably complaining that you never get any business from your site. Please take some time to think about what you want your site to do for you.

You may have multiple objectives for your website...
however I think for most they want it to generate leads. However, most agent sites aren't set up that way and neither are their company's.

Focus on reducing visitor anxiety...
When we visit a site we experience both anxiety and friction. Anxiety is what we experience when a site has too many options, too many "things", an unclear message as to what the site offers me, etc. -for example, did you know that sites with only two columns perform better then sites with three? Look at Google...talk about an anxiety free site. Simple is better.

Look at your site and see if you can reduce the anxiety your visitor's experience. The four questions most visitors ask themselves can help you reduce anxiety and make your site more effective, they are:

Where am I? (Clarify what your site is for)
What is being offered to me? (What do I or can I have access to?)
How do I benefit? (List 3 to 5)
What do I need to do now? (Call to action)

I hope you found this post informative. If you would like feedback on your site send me an email through AR. Next post we'll talk about friction...what it is and how to minimize it.

Happy Sales,

Jeff

Is Your Internet Presence All it Should Be?

2008-07-09T19:33:34Z

A Step-by-Step approach to help you begin to develop a complete internet strategy.

I have received comments and questions pertaining to "having a complete internet presence"...what is it, what should it include and how should it work. First of all not everyone wants or needs the same things from their internet presence...there is not a "one-size-fits-all". A complete internet presence can be a large undertaking...because of the "possibilities" available this will be a series of posts...so be sure to get notified of new comments.

The first place to start is to figure out what you want, need and are willing to invest in the way of time and money.

Grab a pad of paper and write down the following questions - leaving yourself enough room to answer them:

What is your objective? - What do you hope to accomplish with an internet presence? That could be to generate leads, a place for prospects and clients to get real estate information, it could be used as a means of communication with your clients, it could be for a specific community (niche market), etc.
How many hours are you willing to invest each month, week and or daily?
How much money do you want to invest (set up, annually and monthly)? Maybe it's a big fat $0 or $25 a month...remember this is an exercise to help you determine what your complete internet presence will be.
What return do you expect to receive? This could be prospect leads, referrals, hits, seach engine ranking (this can be a great listing tipping point), personal exposure, property exposure, etc.

The next post, in a few days, will begin to break down those questions and look at what is available to you to create and or have a complete internet presence.

Until next post...if you have any comments or want specific questions answered please comment here or shoot me an email.

Aloha

Jeff

http://www.ImpactYourSalesNow.com

Are your clients using Top Producer?

2008-07-05T20:09:00Z

I was wondering if I could get your comments on Top Producer 7i or 8i. I have noticed several agents migrating away from Top Producer to other programs, such as Microsoft's Outlook.

As a title rep I am curious what you are hearing from your clients about Top Producer 7i or 8i. Anything?

Are your clients using Top Producer?
What do they like about it?
What don't they like about Top Producer?
Are they having problems using Top Producer with their Smart Phone?
Paying to access your own database

This is not a scientific poll or survey but I will post a cumulative results report.

Thank you for taking just a moment to provide your feedback.

Make it a great day!

Jeff

http://www.impactyoursalesnow.com

http://www.impactyoursalesnow.com/dumping_top_producer.html

Are you using Top Producer 7i or 8i?

2008-07-05T20:01:12Z

I was wondering if I could get your comments on Top Producer 7i or 8i. I have noticed several agents migrating away from Top Producer to other programs, such as Microsoft's Outlook.

I am curious what current Top Producer users think about:

Paying to access your own database
Having to Export your data to create labels or form letters
Is the program quick or cumbersome?
Are you having issues with your smart phone...do you feel "held hostage" with the limitation of choices?
Are you considering using another programs? If so, which come to mind?

This is not a scientific poll or survey but I will post a cumulative results report.

Thank you for taking just a moment to provide your feedback.

Make it a great day!

Jeff

http://www.impactyoursalesnow.com

http://www.impactyoursalesnow.com/dumping_top_producer.html

Outlook Tip: Streamlining customer correspondence

2008-06-04T17:03:45Z

Creating a Client Communication Strategy - Part 3: Streamlining customer correspondence

This post is lengthy but well worth you time to try this out...it's been a great time saver for me.

There are many things to consider when creating a Client Communication Strategy...one of them is How to Streamline your Customer Correspondence.

As a salesperson, a big part of your job is creating new business opportunities; you do this by sending out regular sales correspondence to customers so they think of you when the topic of "real estate" comes up. To streamline this task of correspondence (follow up with your customers and prospective customers with letters and e-mail messages) typically, you'll type or paste the same form letter into a lot of letters and e-mail messages to complete this task. And that can take a lot of time, no matter how fast you type.

Time becomes an issue...
You are busy. With your busy schedule, finding the most efficient way to reach as many potential customers as possible should be a top priority.

Using Microsoft Office Word 2003 and Microsoft Office Outlook 2003 you create and customize business form letters, whether you're sending them as an e-mail message or by Snail Mail.

Save time by setting up a custom sales letter toolbar in Word 2003 so that the letters you need are always within reach. Whether you are sending one letter or 100 letters or sending an email to one person or 100 you can send the same message to a specific group of people quickly and efficiently by using Outlook and Word.

Create and send letters with a few clicks of a button
Microsoft Office Word and Microsoft Office Outlook 2003 offer you an easy way to use AutoText entries and a custom toolbar to create and send your letters.

Important To use a custom toolbar with Outlook, you must be using Word as your e-mail editor. To set Word as your email editor go to Tools > Options > Mail Format Tab > Click in the box "Use Microsoft Office Word 2003 to edit e-mail messages".

Write your letter once...
An AutoText entry is stored text or graphics that you want to use on a regular basis. A custom toolbar is a place where you can store your AutoText entries.

Write the AutoText entries for your letters

In Word, type the text that you want to store as an AutoText entry or open an existing letter that you often use. An example is below:

Dear <First Name>,

I enjoyed our phone conversation earlier and am looking forward to our live online training session next Wednesday at 9am. I'll be sending you the access information and the handout 48 hours prior to the training.

In the meantime, if you have any questions please call me at 206.850.9996 I would be happy to answer them.

Sincerely,

Jeff Graves
www.ImpactYourSalesNOW.com

Highlight the text of your form letter.
On the Insert menu, point to AutoText, and then click New.
In the Create AutoText dialog box, type the name of the sales letter, in our example we'll call it "Training Confirmation".
Click OK.

Set up a custom sales toolbar
Now, let's create a custom toolbar where you can store your form letters.

There are three steps to setting up your custom toolbar:

Create the toolbar
Add a new menu to the toolbar
Add your AutoText entries to the new menu

Note After you create a custom toolbar, it is available in all programs that use Normal.dot (or the Normal template). The reason you see the toolbar when you switch between such programs as Word and Outlook, is that they both use Normal.dot. After creating a custom toolbar, you might be prompted to save changes to Normal.dot. If you don't save changes, the toolbar you've added won't be available the next time you open Outlook or Word.

Create your toolbar

On the Tools menu, click Customize.
In the Customize dialog box, on the Toolbars tab, click New.
In the New Toolbar dialog box, in the Toolbar name box, type the name you want. For this example, type Form Letters.
In the Make toolbar available to box, select Normal, and then click OK.

The New Toolbar dialog box closes, and a new, blank toolbar appears on your screen next to the Customize dialog box, which remains open.

Add a new menu to your toolbar

In the Customize dialog box, click the Commands tab.
In the Categories box, click New Menu (this may be at the bottom of the list).
Drag New Menu from the Commands box to the toolbar you created.
On your toolbar, right-click New Menu.
On the drop-down menu, select the words New Menu in the Name box, and then type the name of the menu i.e. Buyer Letters.
When you're finished, click the Form Letters toolbar or press ENTER.

Now your toolbar has a menu on it - but the menu is empty.

Add your letters to your "Buyer Letters" menu

In the Customize dialog box, click the Commands tab - you'll see two columns: 1)Categories and the other 2) Commands
In the Categories column, click AutoText.
Drag your AutoText entries one at a time from the Commands Column to your Buyer Letters menu on your new Form Letters toolbar.
Click the Buyer Letters menu to see the new menu you just created.
Now you have your Form Letters toolbar - complete with a snazzy Buyer Letters menu containing all your letters just for buyers. Of course you will want to create a Sellers and maybe Transaction Letters Menus.

Form letters at your fingertips

Now all you have to do when you want to write a sales letter is open Word and click the Buyers Letters menu on your Form Letters toolbar, and then select the letter you want...it is automatically inserted into your Word document...personalize it when necessary and you're ready to print.

How about using it with email...
Start with a New Email Message - hey...there's your new toolbar... it now appears with the other toolbars and you could shoot the letter out via email. Click the Buyers Letters menu on your Form Letters toolbar, and then select the letter you want and voila!

Whew! That was a long one huh?

If this seems like a lot of work...it really isn't once you get started. To save time though...if you have your letters ready you can add them all to your new toolbar one right after the other.

That concludes this blog post...

I can help you increase your skills using Outlook - they're guaranteed to save you time and money.

Jeff - Technology Trainer and Perseverance Coach
www.ImpactYourSalesNOW.com

Do you use the same letters over and over?

2008-06-04T01:05:41Z

Outlook Users:

Look for a post coming in a few days about how you can take letters you use all the time and very quickly access them, and copy and paste them into a email or mailmerge letter. And "no" you won't use the Copy and Paste actions.

Intrigued? Look for it to arrive here no later then this Thursday.

Jeff

How important is planning and persistence?

2008-06-02T11:53:06Z

Whether you have been in real estate for years...or you are newly licensed, planning and persistence is key to your success both now and in the future.

How important is planning and persistence anyway?
We all know your Marketing (Direct Mail, Internet and Blogging), Referral Business and Business Planning is key to succeeding in your business month after month and year after year.

Below are two versus - yes from The Bible - that stress the importance of planning and persistence:

Planning...
The plans of the diligent lead surely to plenty,
But those of everyone who is hasty, surely to poverty.
Proverbs 21:5 (NKJV)

Persistence...
"And so I tell you, keep on asking,
and you will be given what you ask for.
Keep on looking, and you will find.
Keep on knowcking, and the door will be opened."
Luke 11:9 (New Living Translation)

Create a plan and be persistent and you will succeed!

Happy Sales,

Jeff - Persistence Coach
www.ImpactYourSalesNow.com//free_class_list.html
www.ImpactYourSalesNow.com/coaching.html

There is only one reason why agents fail...

2008-05-29T19:08:40Z

Are you ready? Here it is...

If an agent fails it's because they didn't contact enough people.

Simple isn't it?

Of course it's never that simple is it...well in this case it is ;-)

If you stop contacting people (marketing, advertising, drop bys, direct mail, phone calls, etc.) you will go out of business. Even if your business is 100% referrals - eventually you would no longer be top of mind and you know there is always another agent right behind you.

You've got to let people know what you are doing!
You've got to get others to sing your praises!

Did you know...

50% to 80% of agents quit within their first 12 months.

Steps you can take to prevent you from becoming a statistic...

There are two primary stumbling blocks for people who are in sales, they are:

Self discipline
Accountability

Self Discipline is key. Some people have it, some don't. Those that have it don't usually need to worry about stumbling block #2: Accountability.

Those that don't have enough self discipline can get it by working hard, being "aware" of what they are and are not doing, and being held accountable.

Take it One Step at a time...
As a Perseverance Coach I help agents and title reps work through the two key stumbling blocks (self discipline and accountability). Below is a starting list I use when I begin working with a new client:

What do you want your business to be...what's your vision of it?
What have you been doing to make your vision a reality?
What are your action steps?
Time management - this is a very in-depth look at your activities, what you're doing, why you're doing it, what you're not doing, why not...this is huge!
Marketing 101 - don't laugh...most agents don't have any marketing background or training.

I have to wrap this up. If you would like to learn more about perseverance coaching - shoot me an email or go to www.ImpactYourSalesNow.com/coaching.html

I'm curious...what would you pay for training on Outlook

2008-05-28T02:34:12Z

I know you are real busy...but if you could take just 60 seconds and share your thoughts...that would be great! I'm interested in finding out how and what agents think about getting technology training they want and need.

What would be your first step to finding someone who provided training on Outlook?

Go online and search?
Ask people you know?

What is the most important to you when you need training...

Cost
Specific Topic
How much training you'll receive (i.e. 1 hour, 2 hours, etc)
Complimentary Tech Support
Convenience

What would you be willing to pay for a one-on-one session that lasted 60 minutes?

Would you be willing to take a live training session online?

No travel...(no traffic or parking problems)
Teacher student interaction...all done in real time over the internet (watch and do) and a phone line (listen and ask questions).
The topic could cover exactly what you want to learn
Easy to schedule a time that is convenient for you
You could put the traiing to use right away

What topic is of most interest to you...

Creating Form Letters and Address Labels
Using Categories to Simplify Your Communication with Clients and Prospects
Sorting Your Database to Communicate with a specific group of people in a manner that is relevant to them
Don't Loose Your Hard Work - Back Up Your Data
Getting Your List into Outlook - Importing a file

Thanks again for your input

Jeff

The 7th Area Critical to Sales Success - final post in a series

2008-05-21T11:21:39Z

Persevere (a doer who acts) with Accountability
This may be the most difficult discipline for sales people to accomplish on their own.

Many people suffer from what I call "The Excuse Pattern Syndrome".

Definition: Often using excuses for not taking actions that are uncomfortable, new or just don't like doing.

When we avoid doing things that are uncomfortable or that we just don't like to do...we usually use the same excuses to convince ourselves (and others) that "it wasn't my fault I didn't get around to ______". We can often times "justify" why we didn't do something...putting the blame somewhere else.

I have run some errands
I have to talk with all the people at my office
I have to re-wrtie my To-do List
I have to do more research before I could...

What did you HAVE TO DO to avoid what you SHOULD DO?

As a coach I've heard all kinds of excuses. The word excuses is used when the reason for not "getting to it" is just that...an excuse...a justification.

Do you find you get a little defensive about certain tasks you keep putting off? Are you beating yourself up for being such a "wimp"? (I'm not calling you a wimp...but that's what your self-talk is telling you huh?)

It's not my fault that...

I didn't contact people I know to let them know I was in real estate...
I didn't put together a thorough marketing plan
I didn't do it

When we allow these excuse patterns to exist we're the loser, no one else.

There are legitimate reasons to not get a particular task done...you know what they are. Just like you know when the excuse you are using is just that...an excuse.

Solution...
Get yourself an accountability partner...someone who won't pacify you and let you off the hook too easily...someone who will encourage and lead you through those challenges one step at a time. Persevere!

Happy Sales,

Jeff - One step at a time...Perseverance Coaching that's affordable
www.ImpactYourSalesNow.com/coaching.html

Legal Pad Trivia Question...

2008-05-21T02:25:49Z

Do you know why Legal Pads are yellow?

Hmmmmmm

Well maybe because.....nah

It could be that....no not that either.

Because yellow is known to vitalize and stimulate the brain.

Yep, I knew it all along.

How can you use that little piece of trivia?

Can you use it to stimulate your mind?

Can you use it to stimulate your audience with your marketing? Hmmm.

Happy Sales,

Jeff

Legal Pad Trivia Question...

2008-05-21T02:25:03Z

Do you know why Legal Pads are yellow?

Hmmmmmm

Well maybe because.....nah

It could be that....no not that either.

Because yellow is known to vitalize and stimulate the brain.

Yep, I knew it all along.

How can you use that little piece of trivia?

Can you use it to stimulate your mind?

Can you use it to stimulate your audience with your marketing? Hmmm.

Happy Sales,

Jeff

Legal Pad Trivia Question...

2008-05-21T02:24:20Z

Do you know why Legal Pads are yellow?

Hmmmmmm

Well maybe because.....nah

It could be that....no not that either.

Because yellow is known to vitalize and stimulate the brain.

Yep, I knew it all along.

How can you use that little piece of trivia?

Can you use it to stimulate your mind?

Can you use it to stimulate your audience with your marketing? Hmmm.

Happy Sales,

Jeff

Legal Pad Trivia Question...

2008-05-21T02:23:42Z

Do you know why Legal Pads are yellow?

Hmmmmmm

Well maybe because.....nah

It could be that....no not that either.

Because yellow is known to vitalize and stimulate the brain.

Yep, I knew it all along.

How can you use that little piece of trivia?

Can you use it to stimulate your mind?

Can you use it to stimulate your audience with your marketing? Hmmm.

Happy Sales,

Jeff

Legal Pad Trivia Question...

2008-05-21T02:22:54Z

Do you know why Legal Pads are yellow?

Hmmmmmm

Well maybe because.....nah

It could be that....no not that either.

Because yellow is known to vitalize and stimulate the brain.

Yep, I knew it all along.

How can you use that little piece of trivia?

Can you use it to stimulate your mind?

Can you use it to stimulate your audience with your marketing? Hmmm.

Happy Sales,

Jeff

Outlook Users...Custom Contact Form

2008-05-20T09:30:43Z

Has anyone taken the time to create a Custom Contact form?

I'd love to hear your experiences with this.

I have created two - one about 4 years ago with Outlook 2000 and another within the last 6 months. I found it a little frustrating when it came to exporting (to back up the data) and importing...I couldn't get it to do either. I did not try exporting as a .pst file...I always export as a .csv.

I know there are "add-ons" you can buy...any feedback on your experiences with that would also be appreciated.

If you've attempted and or succeeded with the custom form...I'd love to hear about it?

Mahalo

Jeff

Outlook Users...Creating a Custom Contact Form

2008-05-20T09:27:20Z

Have you taken the time to create a Custom Contact form?

I'd love to hear your experiences with this.

I know there are "add-ons" you can buy...any feedback on your experiences with that would also be appreciated.

If you've attempted and or succeeded with the custom form...I'd love to hear about it?

Mahalo

Jeff

Outlook Users...Custom Contact Form

2008-05-20T09:24:44Z

Has anyone taken the time to create a Custom Contact form?

I'd love to hear your experiences with this.

I know there are "add-ons" you can buy...any feedback on your experiences with that would also be appreciated.

If you've attempted and or succeeded with the custom form...I'd love to hear about it?

Mahalo

Jeff

Outlook Users...What do YOU WANT TO KNOW?

2008-05-19T21:05:38Z

Dear Outlook Users,

What would you like to learn about Outlook?

I provide training classes - all done live online and mostly one-on-one training. In fact more an dmore of my training is being done remotely...this is where I do the traiing directly on your computer...so you get trained and we get the work done.

Anyway, I'm curious what areas you have challenges with...what frustrations you might have.,,etc. I would like to be able to post tips that are relevant to what YOU WANT TO KNOW.

I look forward to your comments.

Jeff
www.ImpactYourSalesNOW.com

Outlook Users...What would YOU like to learn?

2008-05-19T21:03:50Z

Dear Outlook Users,

What would you like to learn about Outlook?

Anyway, I'm curious what areas you have challenges with...what frustrations you might have.,,etc. I would like to be able to post tips that are relevant to what YOU WANT TO KNOW.

I look forward to your comments.

Jeff
www.ImpactYourSalesNOW.com

Outlook Users Only...

2008-05-19T14:36:03Z

Do You Have a Communication Strategy?

Outlook can be a phenominal tool to help you communicate with your sphere to genereate more leads...are you using it? Have you taken the time to set up a communication plan that is so critical to your future success...especially in this market.

Oh, we know some agents have been able to get by just "winging it". Those days are gone!

According to an agent with the NWMLS here are the agent "key turn ins" for the first 4 months of 2008:

January - 200 key turn ins
February - 200 key turn ins
March - 200 key turn ins
APRIL - 4000 KEY TURN INS. That is not a typo...4,000 agents quit!

I know you're smart...

I know you are educated...

Do you know what you're doing?

Before you get all defensive and jump down my throat...read on...

What I mean is...

Do you have a communication plan?
Do you know what you are doing next to generate a referral?
Do you know who you are contacting?
- ...about what
- ...and what your objective will be
- ...and the action you want them to take?

I might be preaching to the chior...but we all know the 80/20 (90/10) rule applies. Do you think 80% have a detailed communication strategy and plan or not?

Happy Sales,

Jeff
www.ImpactYourSalesNOW.com/coaching.html

Outlook Users Only...

2008-05-19T14:34:17Z

Do You Have a Communication Strategy?

Oh, we know some agents have been able to get by just "winging it". Those days are gone!

According to an agent with the NWMLS here are the agent "key turn ins" for the first 4 months of 2008:

January - 200 key turn ins
February - 200 key turn ins
March - 200 key turn ins
APRIL - 4000 KEY TURN INS. That is not a typo...4,000 agents quit!

I know you're smart...

I know you are educated...

Do you know what you're doing?

Before you get all defensive and jump down my throat...read on...

What I mean is...

Do you have a communication plan?
Do you know what you are doing next to generate a referral?
Do you know who you are contacting?
- ...about what
- ...and what your objective will be
- ...and the action you want them to take?

I might be preaching to the chior...but we all know the 80/20 (90/10) rule applies. Do you think 80% have a detailed communication strategy and plan or not?

Happy Sales,

Jeff
www.ImpactYourSalesNOW.com/coaching.html

The 7 Critical Areas of Sales Success - Area 6: Elevate Your Status...become "an authority"!

2008-05-19T12:08:01Z

An excerpt from my coaching...

6 Criteria needed to become a Local Resource or a Local Expert

Be visible frequently
Be consistent by being committed - don't start something you'll stop in 4 months...commit to at least 12 to 15 contacts per year (6 to 8 by mail)
Become recognizable - your marketing should have "a look" that your audience can recognize instantly (personal branding)
Find out what your audience wants to know - establish a "help line" on your website or use the voice mail system at your office not as a direct line but as a help line or "Got a Question?" This can help you provide your target market with exactly what they want.
Become knowledgeable about your Audience (Target Market)
- Neighborhoods: Know that stats for their neighborhood
  - Current Active and sold listings
  - What is the price trend - up or down - what % etc.
- Businesses
  - Who is their customer
  - How can you work together to increase awareness of your businesses?
  - What impacts their business? Is their business expanding or contracting?
Become a Community Activist
- Neighborhood Block Party
- Multi-family Garage Sale Day - provide the directional signs and help promote it via your website, blog, attach a flyer to your property flyers, get the neighbors to promote it as well...maybe even the local businesses.
- Organize a 2 hour park clean-up
- Neighbors Helping Neighbors - 3 or 4 times a year organize a short Neighbors Helping Neighbors party - this could be promoted in your newsletter, on your website, etc. Get local businesses involved and maybe a church or two. Keep the work time simple and short to get more involvement.
- Write an article for local newspapers...or use ad space to post a short article.
- Send out a Press Release to the local papers about a news worthy topic, and that you have expertise in that area and would welcome an interview.
- Is there a small weekly paper that could use a "Local Expert" to write and answer readers questions about real estate
- Create a fund raiser for a cause that is close to your heart.

In the last year I have used both the Press Release and contacted smaller weekly papers to increase my business...both have worked for me and they can help you too.

Last November (2007) I was in charge of a fundraiser our church does each year - The Maui Relay - it was our fourth year and we exceeded the previous years fundraising. It was a lot of work...and for a great cause - Christmas gifts for kids who otherwise would not have had any - such a reward to impact kids and families in this way.

The motivation was striclty for the kids. There was a side benefit though, I was out talking to business owners about becoming a sponsor...it gave me a purpose to contact them that wasn't business related...it was empowering and very gratifying. I can't say that I received any business from it...but that was not my intent. But I do have relationships now that I didn't before...and that is priceless.

Become the Local Expert and you will develop trust with your audience.

to Impact Your Sales NOW go to...

www.ImpactYourSalesNOW.com - One 60-minute training session Free
www.ImpactYourSalesNOW.com/coaching.html - Free 30-minute session

An interesting N.A.R. Statistic

2008-05-17T11:28:31Z

The National Association of Realtors says...

"Less than 20% of all realtors have an annual marketing plan.
Of the ones that complete their plan, 80% are multimillion dollar producers".

I believe this was statistic was from 2006...but it still holds true today. In fact, most would have to agree that with today's market it is so much more critical to have a marketing plan.

If you have a plan....GREAT!

If you don't...stop flying by the seat of your pants...stop doing business by accident. Take one or two days to create a plan.

I will layout a plan in a future blog...in the meantime if you want help getting started contact me through AR. I really enjoy marketing and have been fascinated with for years. In college I amjored in Business with a focus on advertising/marketing. I continue to study and test makreting strategies every week - all geared for the real estate industry - both online and offline.

Things to think about...

Define Your Target Market (is it a niche or general market)
Our wants drive the majority of our purchases...what does your TM want?
What is important to TM
How do they prefer to get their information (online, print (i.e. publications), direct mail, etc.)
Your list...how iwll you get a "quality" list
Frequencty * Visibility * Consistency * Recognizability (is that a word?)

Good luck and Get 'er Done!

Happy Sales,

Jeff
A Marketing Maniac

PS Area 6 "Elevate Your Status!" of The 7 Critical Areas of Sales Success will be posted soon