Mark's Blog

Planning

2008-12-01T17:34:11Z

I would like to thank Becky Eaton in Scottsdale, AZ for this quote she shared with me:

“If you don’t design your own life plan, chances are you’ll fall into someone else’s plan. And guess what they may have planned for you? Not much.” — Jim Rohn

I just love this! It's so true...

The New Sales Funnel

2008-11-19T08:51:58Z

Does this look familiar? Yes, that's a loaded question.

This is a very familiar illustration in the realm of sales, it still holds true and probably always will.

How you work your prospects through the sales funnel has changed and continues to evolve into what I'm calling the Consumer Sales Funnel.

While you're filtering through your prospects to find the best opportunities, keep in mind consumers are doing the same thing. I've been writing about this a lot lately...the softer sell approach for today's consumer. This post is simply to illustrate that today's consumer has their own sales funnel for determining who they work with. There are no fancy Powerpoint presentations for it or diagrams like the one above because it's intuitive.

It goes like this:

Ask: Ask the consumer questions...NOT just leading questions.

Listen: Honestly listen to their answers and try to understand THEIR world. Believe me, today's consumer KNOWS when you're only listening for those opportunities to forward your own agenda.

Service: Give them what they're asking for. If they want a "free CMA" there are many efficient means by which to provide this...it should only take you 10 minutes or so to do. Don't worry that it's not totally accurate, as you're providing a price range. Your prospect (in the majority of cases) KNOWS that you can't be accurate without seeing their house. They just want some indication that you're willing to put out a little effort for them. In their eyes, this tells them that when you look at them you see a person rather than a paycheck.

Follow Up: Be prepared for initial rejection. Today's consumer tends to make first contact with a real estate professional much earlier in the decision-making process. Make sure you have long-term follow-up systems in place.

Respect: This goes back to a question I've asked frequently in my blog - Which do you like better, people or money? If you like money better, it will show in the way you treat your prospects when they don't do what you want. I'm not talking about the typical bumps in the road we always encounter when dealing with other people. I'm talking about being so caught up in your own agenda that you forget that it's a person you're dealing with. Don't be hasty to bombard them with emails every week or every few days. You'll get a lot of "unsubscribe" requests for sure. Once a month is a sensible long-term email strategy...as long as the emails are helpful and not salesy:)

These things are all that today's consumer is looking for. They just want someone they can trust, and these criteria are what will work you through their funnel. The results usually aren't immediate, but if you're willing to try it, you will find your database growing with people who will want to work with you and will happily refer people to you.

Today's Consumer: A Different Breed

2008-11-19T06:51:28Z

I recently had a phone conversation with an agent who was unhappy with his results with internet leads from various sources, including those from his own real estate company.

He made a statement which absolutely floored me: "If these companies were smart, they would charge each person $50 to submit their information as a lead."

Yep.

I asked this gentleman, "Would YOU pay $50 to submit your information to a website as a potential lead?"

He avoided a direct answer. "That's not the issue," he said.

That's EXACTLY the issue, and this is indicative of a mentality that I encounter with a lot of real estate agents who are frustrated with today's consumer. There are many agents with a sense of entitlement (i.e. above example) and this spells disaster with today's buyers and sellers.

Sure, there will always be those consumers that will give in to aggressive tactics, but I doubt they'll give you any referrals or repeat business. And they're becoming fewer and farther between because they now can protect themselves through vehicles like the do-not-call list and the internet.

As you deal with today's buyers and sellers, remember that they want the same thing you and I want...to know that WE matter. Today's consumer simply wants you to treat them the same way YOU would want to be treated in the same situation.

After all, isn't that what business is supposed to be...people helping people?

Today's Consumer: A Different Breed

2008-11-19T06:50:10Z

I recently had a phone conversation with an agent who was unhappy with his results with internet leads from various sources, including those from his own real estate company.

He made a statement which absolutely floored me: "If these companies were smart, they would charge each person $50 to submit their information as a lead."

Yep.

I asked this gentleman, "Would YOU pay $50 to submit your information to a website as a potential lead?"

He avoided a direct answer. "That's not the issue," he said.

After all, isn't that what business is supposed to be...people helping people?

Cold Calls - What Are YOU Afraid Of?

2008-11-17T13:10:27Z

If you're a real estate professional and you're afraid of cold calls, don't worry.

You're not alone.

There's a lot of good training available out there (I've found that Keller Williams has one of the very best educational support systems), but unfortunately a lot of real estate agents are just thrown to the wolves.

If you're afraid of cold calls, just remember that as a real estate professional you have the EASIEST cold calls of any sales arena. Period.

Why, you ask?

Because when you pick up the phone you know that about 99.9% of people you make first contact with DON'T need you right now. No pressure on you, no pressure on them.

Just introduce yourself, tell them what you do and that you would like to put them on your mailing list. You'll be pleasantly surprised at how receptive people will be to you. Now, there will always be some people who will be Grinches and Scrooges no matter how nice you are, but you will find many opportunities to meet and add new people to your database through cold calling.

Let's face it, all you're really doing is asking permission to stay in contact with them so they will think of you when they or someone they know needs an agent.

Honesty...your best value-added feature:)

Permission-Based Marketing...NOT a Trend!

2008-11-17T13:01:20Z

There's a wonderful article on RISMedia today called "5 Tips To Make Cold Calling Easier," with some great suggestions for those of you with CCA (Cold Call Aversion). The third tip in particular caught my attention: Use a permission-based approach

This is great advice, although the last statement in that particular tip really ruffled my feathers: "The latest trend in marketing is permission based marketing."

Ladies and gentlemen, this is NOT a trend. Look at the facts...today's consumer has total control of communication in the sales process. They don't have to answer your emails. They don't have to answer the phone when you call. They don't have to respond to you in any way until they're damn good and ready.

So here we have our dilemma...what is the best way to handle today's consumer? If you take offense to leads/prospects not responding to your emails, etc. and strike them off your list as "no good," congratulations. You've just saved the consumer a lot of time, and someone with more patience than you is likely to earn rapport and, ultimately, the deal.

You see, today's consumer is looking for someone they can trust...someone who really will help them, rather than an agent who is only on their own agenda trying to meet their "quota." Part of the process of earning their business is patience...if they're not ready now, make sure you put them in the appropriate long-term follow-up plan so YOU are the agent they want to work with when the time is right for them.

Gone are the days of tossing a lead to the side if they're not ready now. Persistance and consistency have never been more important, as today's consumers are making first contact with real estate agents earlier and earlier in the decision-making process. If your follow-up goes beyond 90 days, you've already set yourself apart from half your competition.

If you're going to earn their business, you can't pressure. You can't use the so-called "tactics" we've been taught for so many years. Yeah, there are exceptions, but overall you're losing business if you take the over-aggressive route today.

And don't look for this to change. The internet is not going away and from this point forward the consumer will always be in control in the sales process. The solution is simple...treat them the way you would want to be treated, and many of them will come to you when the time is right.

If you're finding that you're not getting very far with today's consumer (especially responding to leads through various lead generation services), look at HOW you're following up with them. Look at what you can do to reach out and earn their trust and gain rapport.

I'm reminded of one of my favorite Zen sayings: Fundamentally, the marksman aims at himself.

90 Days...That's NOT Follow-Up Anymore

2008-11-11T12:16:25Z

I've noticed in my coaching that a major missing piece with many real estate agents today is long-term consistency, which is almost inexcusible given the prevalence and simplicity of email drip campaigns.

Now, drip campaigns are not the "Be-all-end-all," but they are a virtually effortless process that, when used properly and with respect to the consumer's space, will allow you to consistently keep your name in front of a targeted group of people.

I dare say that if your follow-up lasts more than 90 days you've already set yourself apart from half your competition.

Check your follow-up system. Are you "purging" your database of people who aren't producing for you? There are many systems and coaches out there that encourage you to do this, but I'll ask you this question:

If you're purging your database of these people, how can you ever forge a long-term relationship that will be fruitful?

Today's consumer is making contact much earlier in the process on average than the traditional consumer and many agents are dropping the ball simply because they're not planning for the future. These types of prospects are the best because you can truly plan for them, forge a real relationship with them, and earn their business through their actions.

No, you're not going to win all of them. And if you're an agent reading this right now thinking of all the reasons why you shouldn't bother with this kind of follow-up, I'll counter that with the simple fact that if we think hard enough we can find reasons to not put out effort on anything. We can find reasons to not get out of bed in the morning.

Welcome to the future...if your current follow-up doesn't go beyond 90 days or is short term in one way or another, look at your results. If you're truly happy with your results then I can't really say anything. If you want better results and want a nudge in the right direction, drop me an email or comment.

Relax...Save Your Perfectionism For Later

2008-10-09T06:40:23Z

Procrastination tends to be a common by product of fear. In one of my very first blog posts, I talked about fear as the ultimate career killer. It's true. But fear manifests itself in many ways...some appear on the surface to be the very antithesis of others.

In today's market climate, is your fear of losing a deal or an opportunity causing you to be perhaps too eager to give an accurate CMA too early in the process with a prospect...and therefore jeopardizing your chances of earning rapport with that prospect?

Most real estate professionals I talk with are perfectionists and, understandably, want to give the most complete and accurate information they can in order to make a first impression. Today's consumer is more internet-and-computer savvy than ever before and very much has a "point and click" mentality. That is, they expect answers quickly when they submit inquiries online...or anywhere else for that matter.

A major key to success with today's consumer is the CMA Brief. It's called by many names...quick CMA, brief CMA, 5-minute CMA...the list goes on and on. In a nutshell, it's a handful of comps (active and sold) and a quick summary stating an estimate range in which the value of their house falls.

For the perfectionists I talk with, it's a hard concept to embrace because the information given in the CMA brief is not specific enough to the potential listing. Their tendency is to engage the prospect in conversation to try and get an appointment, rather than offering the CMA brief. This tried-and-true sales tactic is becoming less and less effective simply because today's consumer expects it...and they don't respect it. Simply put, today's consumer is tired of being sold and will tune you out and put up smokescreen after smokescreen if you do this. "I'm not interested." "I'm just curious."

Do these phrases sound familiar.

If you're a perfectionist and you're wrestling with just how to earn the trust of today's consumer, try stepping out of your comfort zone and offer the CMA brief when you get a lead who wants a "free CMA." In their heart-of-hearts, the prospect knows that you can't give an accurate CMA without seeing their house. They also know that once they let you into their house they're probably going to like you. No one wants to go through 2, 3, 4 of any professional to find someone they can trust. Today's consumer is doing their own due diligence (basically a filtration process) by asking for the "free CMA" which is the CMA brief.

And it's working.

Do you want to get ahead of your competition? Try it. The vast majority of your competition refuses to do it. Whether it's perfectionism, stubbornness, simple lack of education, or the lazy belief that they will somehow be able to have a career based on lay-down sales, I've heard all the reasons and the reality is simple:

Once a new lead/prospect has the CMA brief in their hands, they no longer look at you as a "salesperson" who is withholding information to try and get an appointment. They will look at you as someone who will truly help them because you've already made the inital effort.

Once you've extended the olive branch that is the CMA brief, you'll get your opportunities to let your perfectionism shine when the time is right for your prospects.

Thank You For Your Calls - Yes I'll Coach You

2008-09-29T18:19:31Z

I've gotten quite a few phone calls from agents asking for my services as a coach, as they weren't sure if I was an active coach.

I don't like to make a big deal about it, as that's not the intent of my blog, but yes - I do marketing and strategy consulting and coaching independent from the company I work for. If you would like my help, just call me and let's talk about it.

To those of you who have called and inquired already: Thank You. It's quite humbling to know I've already been able to help people I have neither met nor spoken with...all through this blog.

Thank you for reading my blog. I hope you all find something that helps you in some aspect of your business.

Cheers!

Trust Is Never A Given

2008-07-30T16:00:54Z

Just because you're a Realtor doesn't mean you're trustworthy.

Let that sink in.

That's what the general public thinks of you and that's why they're going to the internet for due diligence before making a commitment to an agent these days. It's a preconceived notion and, while it's not YOUR fault, it is justified by history.

Today's consumers throw up more smokescreens than ever before and it's for one main reason...they've either been burned or felt burned. There are hardcore sales tactics being taught in some realms of real estate that are focused on the bottom line rather than the consumer. While this may have "worked" in the past, we're all paying the price for it now.

If you have any doubts about the way you're being taught to do business, consider the source. If a lender or appraiser doesn't seem quite right, even though they're working out a great deal for you, do your research. Know who you're dealing with.

I received a disturbing email from one of my colleagues that has caused me to lose quite a bit of sleep. Here's a snippet of information from it:

The Miami Herald's investigative team reported on Sunday that the state has approved over 10,000 mortgage broker licenses for convicted felons since 2000; over 4,000 were issued to individuals who had been convicted of crimes such as fraud, extortion, racketeering, and bank robbery - crimes that are specifically prohibited by the licensing statute - and a smattering of licenses are held by felons convicted of violent crimes including 15 murders.

I'm not a person who gravitates toward sensationalism. I am a realist, however, and if there are this many mortgage broker/felons in Florida, what about the other 49 states? What impact do you think this may have had on the "crazy" market just a few years back that has created the real estate climate we're in now?

Integrity rules...no matter what we do for a living. Those of us who are trying to do things the right way are now paying the price for those who took advantage of the trust of both agents and consumers.

Now back to my original statement: Just because you're a realtor doesn't mean you're trustworthy.

Consumers are more savvy now than ever before and will be skeptical of you until you earn their trust. The aforementioned "crazy" market caused the image of real estate agents to take yet another hit. Rightly or wrongly, consumers will be skeptical of you at first.

Don't take it personally...just treat them the way you would want to be treated. You represent the image of the entire industry with every transaction you're involved with.

Is Fear Hurting Your Ability To Lead?

2008-06-27T09:59:46Z

I've long believed that fear is the culprit behind any and all of our failures. It may not be readily apparent in some cases, but if you look deeper it's there.

In my career, I've worked with some abysmal sales managers. In fact, most of the sales managers I worked with were abysmal. What's more, everyone on the sales team knew they were abysmal. What's even more, everone on the sales team (including the big dogs) talked about what poor managers they were. It was no secret.

There was no question about their ability as a salesperson. Their numbers spoke volumes. However, none of them were successful in training new people...and I mean REALLY training them.

I mean helping them to get better on their sales calls...NOT going with them and taking over all the time. That helps your immediate numbers, but does nothing to help your team member improve their skill set so they can be a fixture on your team for years to come. You wind up with someone who is confused and has no idea what to do about it. Then you wind up having to fire them and find someone to take their place. And the cycle starts all over again.

Look around you...it's everywhere. Static sales teams in all realms of business that have the same problems today that they had 5 years ago. Sometimes it can be circumstantial, and good people can be hard to find...but in many cases proper training and leadership is lacking. In many cases, managers try to control their people. Proper management requires loosening your grip, learning each person's individual strengths, and helping them to put those strengths front and center.

If you're struggling with motivating your team, you're not alone. It ain't easy. When you're a successful salesperson in any realm, you're successful because you did the right things to get there. It's easier to do those things than it is to teach them. That's a whole new ballgame and not everyone is good at it...but just about anyone can be good at it with the proper mindset. To do it properly requires you stepping outside of your comfort zone.

Here is a wonderful article about how to do it from RISMedia. Just click on the quote below to read the whole thing:

"While it can feel very risky to step away from your strong suit, it’s important for you to really understand how overuse of these characteristics is holding your team back.

Consider the risks of not changing, too, especially the likelihood that your best people will leave for places where they are encouraged to grow.

Then, think about the new skills you’ll be able to develop. As a great leader, you can focus on letting your team members have new ideas, make mistakes, see opportunities and enrich your organization beyond your individual abilities to do so. Consider how you need to develop to become a visionary, a mentor and a sounding board for your team."

I've worked for two great leaders/managers in my life: Jay McGee at On-Hold Systems in Baton Rouge, LA, and the Senior VP of the company I work for now (GetMyHomesValue.com) - Marc Hargraves. They both share the positive characteristics listed above, allow for honest mistakes - I've made plenty - and ultimately bring out the best in their teams.

Incidentally, if you need really excellent music and messages on-hold for your business, Jay is the best there is and I'm proud to say he's one of my dearest friends. He's also got the most reasonable pricing you'll find.

REALLY Effective Marketing for Your Website!

2008-06-20T11:40:42Z

There is a lot of confusing information available about marketing your website, and we are all inundated with myriad "great" strategies for doing it.

If you are confused and/or frustrated at the conflicting information you're getting from one resource to another, you must check out this link:

http://www.mortgagecalculator.org/real-estate-marketing

Special thanks to my good friend and real estate pro/extrordinaire/all-around-good-guy Dave Conklin for telling me about this. It is the most easy to understand resource like this that I've seen.

It will explain domain names, keywords and more in plain language that we all can understand. I hope you all find it as helpful as I do.

Cheers!

A Quick Tip For Your Direct Mail Efforts

2008-06-19T19:45:39Z

A big "thank you" to Duane Peterson of Koenig & Strey in Chicago for this suggestion for your direct mail efforts:

Remember the allure of a commemorative stamp.

Remember, your direct mail efforts are focused on human beings, and what can appear to be an afterthought can in fact be the very thing that causes one of the fickle humans in your database to take notice and (gulp) take action.

A commemorative stamp sure makes your mailer stand out amongst all typical lookalike stamps and those lovely Pitney Bowes meter stamps. Nothing wrong with those things, but when that's the norm it's pretty easy to stand out with a commemorative stamp.

Again, nothing works 100% of the time but I love creative thought like this...and it does work. I like this idea almost as much as the agent who told me she sent everyone in her database a 1 cent stamp when postage went from 41 cents to 42 cents.

Measuring Success With Door Hangers

2008-06-19T10:30:33Z

How much is enough? What kind of return should I expect? How much do they cost?

I get these questions frequently with regard to door hangers, and I've found just a very few agents who can give me solid numbers with regard to their success rate with door hangers.

If you're an agent who would like a measuring stick for what you can expect from door hangers, here is the info from my most recent coaching call this morning, a lady with 8 children who gave me the results of her recent expedition where she put out 10,000 door hangers:

10,000 door hangers: $299

Results: 12 listings

Walking around the neighborhood with your 8 kids: Priceless

When In Doubt...Ask Questions

2008-06-16T14:06:47Z

Perhaps the most common question I'm asked by agents concerning how to handle a lead is "What do I say?"

Meeting a potential client for the first time can be uncomfortable at times. Let's face it...if we're all honest with ourselves we can remember at least a time or two where we were uncomfortable breaking the ice with a new prospect.

Here's a quick tip to keep in mind when trying to earn trust and rapport with your prospects: When in doubt, ask questions.

People love to talk about themselves (anyone who's been to one of my webinars knows that I fit in that category...haha!). When you take the initiative to show interest in them, you will find that the majority of them will return the favor and respect what you say as well. Get them talking...and be ready to listen:)

Your most successful appointments will be the ones where you do the least amount of talking. Ask questions. Show interest. Receive answers. Close deals.

For a great article that goes into this in a little more detail, click here.

FREE Microsoft Word 2007 Tips and Solutions

2008-06-16T10:07:06Z

Kudos to Allen Wyett for this wonderful tip site! I've helped numerous agents get answers to Word questions (especially that pesky Word 2007) by referring them to this site, so I thought I would share it with all of you.

If you have questions or problems with Microsoft Word, there's a good chance you'll find your answer here by clicking on this link.

I hope you find the answers that you're looking for and if you come across a site that is particularly helpful to you, please tell me about it so I can share the info with my agents (and anyone else who's interested).

Cheers!

FREE Anti-Virus Software For You! (No Strings Attached)

2008-06-15T09:38:59Z

Click on the link below to download AVAST! anti-virus software...a FREE solution that is NOT a "trial" version to get you to buy an "upgrade."

It appears the fine folks at AVAST! still have faith in the honor system...the professional version of AVAST! has a price (and a reasonable one at that), but the home version is absolutely FREE! They just ask that you promise that you're using it for home use only. WOW!

I've been using it on my home computer and laptop and I love it! I hope you do, too.

Gotta give props to my mom and pop for telling me about this one.

http://www.avast.com/eng/avast_4_home.html

Just click on the link, then scroll down and click the "download" button.

Superb FREE Antivirus Software - Now THAT'S Good Marketing!

2008-06-15T09:37:15Z

Click on the link below to download AVAST! anti-virus software...a FREE solution that is NOT a "trial" version to get you to buy an "upgrade."

I've been using it on my home computer and laptop and I love it! I hope you do, too.

Gotta give props to my mom and pop for telling me about this one.

http://www.avast.com/eng/avast_4_home.html

Just click on the link, then scroll down and click the "download" button.

Brilliant Marketing In Action

2008-06-13T08:42:55Z

I saw this commercial last night and I don't think I've laughed this hard at a commercial in 10 or 15 years. It was on during the pre-game of the NBA Finals between the Boston Celtics and Los Angeles Lakers. I think it's great example of a funny idea (it's a Gas-X commercial...yeah, I know I'm a kid in a man's body) that is made arguably brilliant by the attention to detail.

When you're done laughing, notice these five things:

1. The casting is perfect. Each actor/actress is perfect for his/her part and executes flawlessly.

2. The man's facial expressions, especially in the opening sequence (a scream!)

3. The aching trombone tones in the background turn into a triumphant trumpet after he takes Gas-X

4. The slogan: "Pressure's Off" can be taken in two ways - the pressure's off the interviewee OR the pressure's off his...er...insides.

5. The timing! It really goes to show how effective and memorable a mere 15 second commercial can be when done right.

When you're looking at your own marketing efforts, forget how you think things are supposed to be done and focus on doing things the way you want them to be done to represent you. We're all different and have our own memorable quirks...make sure your marketing represents you.

We Can All Use A Laugh...Here's One For You

2008-06-13T07:30:08Z

When you're done laughing, notice these five things:

1. The casting is perfect. Each actor/actress is perfect for his/her part and executes flawlessly.

2. The man's facial expressions, especially in the opening sequence (a scream!)

3. The aching trombone tones in the background turn into a triumphant trumpet after he takes Gas-X

4. The slogan: "Pressure's Off" can be taken in two ways - the pressure's off the interviewee OR the pressure's off his...er...insides.

5. The timing! It really goes to show how effective and memorable a mere 15 second commercial can be when done right.

How YOU Can Reach The Top of the Search Engines...The Right Way

2008-06-10T11:07:30Z

I'm coaching agents every day on the importance of blogging and how it can help improve your position with the search engines. Consistency is the key and I've got the proof for you.

I'm really big on "practice what you preach," so I've been doing exactly that...including putting my own inconsistency on display to show the consequences.

Last week, after 4 and a half months of pretty consistent blogging, I reached the bottom of the first page on Google when you do a Google search for "Mark Boyd." When I began blogging in mid-January, I was nowhere to be found on the first 11 pages of a Google search for my name...now I'm on the first page and my goal is to be at the top or at least in the top 5.

I didn't do anything special. I was consistent.

I didn't "search engine optimize" my blog posts or do anything weird. I was consistent.

I didn't latch on to "hot" or "overhyped" topics to get attention. I was consistent.

That's all.

Nothing fancy.

Just honest communication.

Anyone can do it, and if you're not doing it...well, now's a great time to start! It's easy and fun. If you're not sure about it or have questions, shoot me an email or leave a comment.

This is a major key to being found online, and if you want to read my original post from when I started tracking my progress just click here.

FREE Marketing Tools!

2008-06-04T10:54:27Z

Lowe's has a WONDERFUL program for Realtors with some nice things to share with your clients and prospects:

* Lowe's 10% off coupon

* 5% discount on Lowe's gift cards

* Free Videos, Web banners, Monthly E-Newsletter and more

If you're not already using this, please check it out for yourself by clicking this link: https://www.lowesrealtorbenefits.com

The program is for Realtors, so you'll have to provide your NRDS ID#, but that's really it. I'm not affilitated with Lowe's in any way...this program was brought to my attention by my colleague Greg Leibrand, through his conversation with Sandra McDaniel in Lynchburg, VA.

She's using it and even has a link to the 10% off coupon on her website. Now THAT's some smart marketing. Thanks, Sandra!

FHA Made Easy

2008-06-02T11:25:40Z

I've been hearing more and more from agents about how much easier it is to deal with FHA loans. Yeah, you still have hoops to jump through, but it's better than it used to be.

How about more good news for the weary real estate professional? How about this:

Bill Glavin, special assistant to FHA Commissioner Brian Montgomery, says the FHA has been "inundated" with requests by business-strapped banks to become FHA-certified lenders. He expects the FHA to increase loan volume by 168.2% in fiscal year 2008 (ended September 30), insuring 1.14 million loans, up from 425,000 in 2007. The agency expects to guarantee $224 billion worth of loans in 2008" (These quotes are from a recent Forbes article.)

I got this information from Working RE Magazine, which I get by email. Click on the quote above to see more information, but be aware that it's basically them trying to sell a 40-page FHA report. Nothing wrong with that, and there are some other good nuggets of information on the page there for you. It's a good 40 page report, but in the spirit of honesty I wanted you to know before you click.

Here's to a wonderful second half of 2008 for you all!

Cheers

Link Building: Removing the Confusion

2008-05-30T12:31:10Z

Are you dissatisfied with the results from your website? There is so much information and technical jargon out there that it all gets ridiculously confusing after a while.

There are a million ways to get links to your site, and without people linking to your site you're going to find it very, very difficult to be found online. There are millions of websites in existence...how do you get people to link to YOURS?

My friend and colleague, graphic web designer Chad McComsey, created a chart that is far and away the best and simplest explanation of links I've ever seen.

Click on the image above to link to the webpage where you can download this chart for yourself.

I hope you all find it to be helpful.

Cold Calling - The 99% Rule

2008-05-28T15:25:22Z

What is your goal when you cold call? Have you ever asked yourself this question?

If you're afraid of cold calling or consider it to be a waste of time, ask yourself that question.

In my conversations every day with agents, I find that most agents who are afraid or think it's a waste of time simply have the wrong goal in mind when they make their cold calls. If you're one of these agents, remember this simple fact. About 99% of the people you cold call don't need your help right now.

If you use this as a reason to avoid cold calling (especially if you're a new agent), you're missing out on the building blocks of your future business. Now there are many ways to add people to your database, but ultimately you can't beat personal contact...and the sooner you have personal contact, the better.

Make your cold calls with the idea of getting permission to maintain contact with that person. It's that simple. If you find someone who's ready for an appointment right now, consider it a bonus.

Look at the simple logistics of it. What are the chances of you contacting someone out of the blue who just happens to need a real estate agent right now? You get the picture.

When you think about it, the best time to make your first contact with someone is when they don't need you. There's no pressure on either of you, and you have time to build value and trust through your followup (i.e. email drip campaigns, newsletters, personal notes, etc.). Just make sure you are consistent with your followup.

I've helped many agents overcome their fear of cold calling with this 99% rule, and I hope you all find it helpful:)