lead generation: 10 Ways to Make Prospecting Emails More Effective - 01/31/12 02:37 AM
The object of an e-mail is NOT to get it opened and read. The object is to get a response. As you probably already know, most decisions we make are based on “EMOTION”. Use specific words, sequences, and phrases in your email copy to dramatically improve your response rate.
10 Ways to Make Prospecting Emails More Effective: Start your e-mails with the words: “As you are reading this, you will discover ___________ (then fill in the blank with your message). That sets the emotional lure for what is to follow. Start by giving the recipient no choice but to read it … (2 comments)

lead generation: Does Prospecting Equal Profits? - 07/12/10 07:15 AM
I probably don't have to tell you how exciting it is to cash commission checks every month! If you love that feeling like I do, then you've probably figured out that prospecting almost always equals profits...
You see, most agents and loan officers don't want to prospect. It doesn't come natural to them. You might have noticed that you are reluctant to prospect sometimes and that your co-workers are too.
80% of agents don't won't to overcome their reluctance..."it's just too hard." 20% of you have discovered that the more you prospect, the more commission checks you cash.
I'm talking to … (0 comments)

lead generation: What's The Point of Social Media for REALTORS? - 06/29/10 03:01 AM
I wonder if anyone has ever taken the time to fully explain to you what the point of social media is?
Most people tell me the point is to be seen/heard/read.
After you read the report below you are going to look at the point of social media totally different. As a preview, let me just say this...if you are using it during business hours, it should be about growing your business.
When you discover that focusing your social media on growing your business is not as easy as it sounds, you'll probably just want to get out of it.
Most … (2 comments)

lead generation: The 5 Power Words to Persuade Your Prospects - 06/22/10 03:47 AM
If you're like most real estate professionals, you're going to quickly realize just how simple, yet effective, using these 5 power words is.
I've had many agents tell me that when they started using these 5 single words, they took their prospects from "I'll think about it" to "Let's do it!"
The Five Power Words Are:1. Until - "Some people say that until they learn all the ways we market their home."
2. Realize - "I wonder if you realize just how many people will be coming to your open house when you work with me."
3. When - "When you … (5 comments)

lead generation: The Two Most Important Equations In Real Estate - 06/08/10 08:32 AM

If you're like most agents you value the freedom and flexibility of being in the real estate industry as well as the money you can make.
After working directly with 1000's of agents across the country here are the two most important equations I've noticed when it comes to getting what you value out of your job...
1. Freedom and Flexibility = DisciplineIf you want free time, then be disciplined with how you use your time. If you want more money to spend freely, be disciplined with how you spend your money.
If you want to take more vacation time be more disciplined … (0 comments)

lead generation: Get What You Want Out of A Mastermind - 06/07/10 06:52 AM


I'm really excited for you! You can get whatever YOU value out of an upcoming mastermind!
Just imagine one place on-line where all the best (of the best) real estate professionals congregate to help each other...not only is it fun and entertaining, it will help you create more opportunities to close business.
The more you get involved, the more you get out of it.
It hasn't existed until now.
That's why I partnered with Dennis Rogov of REALTORS Mastermind to launch a webinar series this Thursday at 4pm Eastern.
If you're like most real estate or mortgage professionals you're … (0 comments)

lead generation: Is Social Media A Good Business Decision? - 05/27/10 08:08 AM

Doesn't social media seem a little too good to be true?
It seems a little like the housing boom (and bust) doesn't it?
Everyone is telling you to get in now or you'll miss out. Well, that's not always the best advice.
(Shhhhh....everyone telling you that has a financial stake in you being on social media...shhhhh)
Why are you on social media sites?I think it's because you want to be top-of-mind and social media helps with that. That's why I'm on it.
Here are the simple facts: You need to have a Facebook and Active Rain account. You need to have … (40 comments)

lead generation: This Is What's Happening in Charlotte - 03/30/10 06:36 AM
As most of you know, the coaches at the Real Estate Inner Circle coach people from all over North America. Because we have a broad range of clients, we get a perspective about what is going on in all kinds of markets.
This inevitably leads to people asking me about what the market is like in Miami, or in San Diego, or in Boston. And as you can guess, the people asking me about Miami are usually 3,000 miles away from Miami, and so on.
When I get a question like this I immediately think, "uh oh, this person is looking … (0 comments)

lead generation: Can You Avoid Lead Gen Over the Phone? - 03/08/10 04:48 AM
YES!
If you're super excited by that answer then I have bad news.
Of course you CAN avoid lead generation on the phone, but you simply won't be a successful as you want to be.
Now, I understand how important having a web presence is. Quite frankly, its indispensable and my company is designing some systems to help agents manage and improve their on-line presence. But at the end of the day, its main function is to support your face-to-face and over-the-phone lead generation and prospecting.
For some reason, people look at the internet as magic bullet. The telephone was … (5 comments)

lead generation: "But I Learned All This In Training Already!" - 02/19/10 04:09 AM
Lorraine is an agent in the South Western US who is fairly new to the business.

She attended various training classes offered by her franchise and also the local Board of REALTORS™ and she knows the material inside and out.

Quite frankly, Lorraine is a very bright woman.

She recently requested a GPS for Success coaching call and had lots of questions.

The interesting thing about Lorraine was despite looking for answers, she constantly remarked that, "I learned that in training", "I already know this"… etc.

I began to see a problem with Lorraine.

… (5 comments)

lead generation: 6 Things Coaches Do To Facilitate Lasting Change and Increase Profitability - 12/10/08 07:09 AM
Part 4 of 6
#4: COACHES KNOW THAT LESS IS MORE. Paradoxically, coaches often help people become more efficient by getting them to do less. In a book called Working Ourselves to Death, Diane Fasel writes that people who put in the most effort “are not the best producers in terms of efficiency and creativity.” Instead, the most successful individuals are the ones who strike a comfortable balance between their work and personal lives. Many clients I work with grapple with trying to do too much, and wind up feeling trapped by their current circumstances. Typical scenarios include trying to meet unrealistic deadlines, … (2 comments)

lead generation: 6 Things Coaches Do To Facilitate Lasting Change and Increase Profitability - 12/02/08 05:18 AM
Part 3 of 6
#3: COACHES LOOK BENEATH THE SURFACE.  Have you ever heard the story of the gentleman who loved classic Ford Thunderbird automobiles? He regularly attended car shows and read all the magazines about classic cars. One day he attended a classic car auction and he saw a beautiful 1956 Ford Thunderbird in just the color he loved. When the auction started, he made a couple of bids and to his surprise, he was the winner of the auction at a price that was $15,000 below what he had estimated it would cost. Later, when his dream car was shipped and … (3 comments)

lead generation: Many REALTORS® Having Their Best Year Ever In 2008 - 10/29/08 08:36 AM
It may be hard to believe, however many REALTORS ® are having their best sales and income year ever in 2008. I know some of you are already thinking “that’s impossible.” Well actually it is very possible. In a year when many REALTORS® have become discouraged, have declining sales or have left the business altogether, some REALTORS® are thriving by using a few simple techniques that anyone can use. We’ll get to those in a moment. Many in the main stream media want you to believe that the housing market is the worst it has been “since the great depression.” Quite honestly, … (3 comments)

lead generation: It’s Different In My Market - 10/22/08 04:54 AM
As I travel the country giving seminars on how to overcome prospecting and lead generation reluctance (see www.yourcalltosuccess.com), I hear a common theme from agents. Many agents believe that their market is different, that they are facing unique challenges and that selling real estate is easier or better “somewhere else.” The reality is any agent can be successful (regardless of what the “market” is doing) if they focus their time and attention on the six income producing activities that lead to success in this business.
Top producing agents focus 80% of their time on these six activities:
Lead Generation/Prospecting. Lead Follow … (3 comments)