Hey friends - check out this great little widget / app that Gary Hayes (@garyphayes) at Personalize Media created.

This shows just how FAST Social Media is advancing - WOW! Share this post with anyone that still thinks Social Media (Twitter, Facebook, Blogs etc.) is 'Just a Fad' or isn't essential for their business!

JUMP IN! Don't let the world pass you by! Start today friends, Engage!

Great discussions are happening about RPR and the transition to enhanced data or parcel-based MLS systems.

Aggregators are looking for ways to integrate the myriad of information around a specific property record and present this to their end users; whether that is the REALTOR, consumer, service providers or a combination thereof.

An associate of mine (Thanks, Jon) pointed out that the big argument is whether real estate professionals are in the SERVICE business or the INFORMATION CONTROL business. I don't however think that the debate should really be about whether the REALTOR is in the Service business or the Data business.

The Real Estate Professional is *absolutely* in the service side of the transaction business.

In fact, the value added by a Broker/Agent is that of a trusted advisor - a more accurate description might be that of a transactional facilitation consultant. On the data or information side of the discussion, it's not the REALTOR that is at the center. That would be NAR and outside organizations. In the discussion of parcel-based MLS systems, at the end of the day the essential role of the REALTOR does not change. What may change is the access to readily avaialble information.

If you think about it, this is consistent with the 'normal' progression of the industry and technology over time. Think back to when we had the option to add the 'Agent Simple' product from REALTOR.com for example. What did this do for the REALTOR? For the Consumer? At the time there were doomsayers crying on every corner 'disintermediation is near!!', but what actually occured was a natural evolotion of the industry:

• The consumer matured
  
• Access to information increased - for all parties (this is the natural course of technology, business, and free society)
  
• The REALTOR's ability to more effectively and efficiently facilitate transactions increased
  
• Our relationship to the buyer / seller did not change

Rather than being 'put out' of the deal, the REALTOR instead found that they could more effectively measure, manage and close their pipeline of business - often increasing the number of clients and transactions they were able to handle at once.

This is what technology, information, and business tools can, and should, do for your business.

On the flip side, we also saw that with an increasingly informed consumer, the Real Estate Professional had to step up their game. Indeed the information was now available on every property, every REALTOR, every market - and there was an expectation which drove us all to get better at what we do.

Instead of debating the 'whether or nots' from a position of fear or nervousness, I encourage each of us to embrace the change for what it is - Simply stated: the next step in the ever-changing landscape of the Real Estate Business.

The good news is this: We all get to choose not only what we do, but also how we do it. Will you leverage the change to advance your business to new levels of service and reach? That is, as always, entirely up to you.

The great thing about the National Association of REALTORS is that they are working for us all regardless of those individual choices - to ensure that our position of Consumer Service and Trusted Advisor / Consulting remains strong and viable. . . both today and in the future of Real Estate. I for one am excited about the future!

A Great question came up the other day at one of our Business Networking Lunches: "Should I market my business on Facebook?"

Now, the simple answer is YES! ...But wait, there's more.

As it turns out, the owner of this particular company was concerned that his direct competition would work their 'Fan' (now 'Likes') list to take away their client base - via cold-calling and other social media prospecting activities.

Now there's one I hadn't heard before, and I was just about to discount their concern when I began to really think about it. I believe it's actually a valid concern. Imagine you are in a service industry - let's take something with a monthly subscription for example, say Insurance or Investing. If you were to create a FB page to aggregate your client base, you would be culling your entire book of business into a publicly visible page where your competition could swoop down and sic their telemarketing pros on your key revenue stream - significantly impacting renewals and/or upgrades.

Sound a bit paranoid? Perhaps. My response was that the vast majority of Real Estate professionals have embraced social media with their clientele - and that they are a largely disloyal bunch (that's us, the clients of the REALTORS). We are readily available for any other Broker / Agent to pursue, prospect, cold call, or pop-by (with a nice Apple Pie... thanks Mr. Buffini). So here's the $64 question: Do they (REALTORS) do it? - And if not, then why not?

Valid points all.

Rather than answering on my own, I present it here for the consensus. . . along with my '2 cents' as well.

Point #1: Your customers are ALWAYS available for your competition to prospect and recruit. If your industry is not contractual enough to protect your core business / revenue stream, then you are either stressed out beyond all hope already OR you have systems (read: Superior Customer Service / Loyalty Programs) in place to preserve and prolong your valuable relationships.

Point #2: If *you* don't show up there, rest assured that your competition WILL. That said, if your client is participating in Social Media (and they are) understand that they will find your competitor. Not only will they find them, they'll be all the more convinced that your competitor 'speaks their language' and is relatable to them - this is a dangerous situation for you, and potentially hazardous to your book of business.

Point #3: Think Abundance, not Scarcity. Stop focusing on the potential 'Loss' that Social Media could bring. The Social Media pie is WAY BIGGER than what you have access to without it. Even if you were to lose 10% of your client base, it is my belief that you would stand to gain another 20-30% of business over the next few quarters by 'showing up' where your clients, prospects, and referrals live - and that's Social Media.

Point #4: Check your referral volume. The #1 reason for engaging in Social Media is to leverage Referrals from existing 'Fans' - - your 'Key Influencers, your 'Raving Fans', your 'Happy Customers' can share, recommend, forward, suggest, and REFER you business unlike anywhere else.

Remember friends - we don't 'own' the customer. We are just 'stewards' with the wonderful opportunity to serve them, for as long as we bring superior value to them in the marketplace. Engage and Appreciate. Social Media is one of the very Best ways to Stay in Touch to Stay in Business.

Embrace the Change - Stay in Touch!

-Tim!

Tim Mancuso is a musician, public speaker and the former VP Sales & Marketing for Social Media startup ViewMyLife. He is focused on training and coaching business owners and entrepreneurs on leveraging traditional and new media to Stay in Touch with their clients, prospects, and key influencers. Follow On Twitter @TimMancuso or connect on Linkedin.com and Facebook.com

 

Too often in marketing and advertising we focus on the 'cost' of the program or run.

While this is essential to operating a sound business, the real consideration must be the question: 'What is my return on this investment / ad spend?' As an example, I'll tell the tale of 2 Brokers (Real Estate - but you can fill in your own industry here as well).

Let's call one Big Joe and one Little Joe.

Big Joe and Little Joe both had the same need: marketing effectively to short-sale prospects. The solution they were presented was to automate a custom marketing campaign via postcard / US Mail to the weekly NED (Defaulted Loans) list in their local market area(s). Now, the cost to set this up was fairly inexpensive, but it required commitment on both Big and Little Joe's part to engage with their target audience via campaign, over time.

Little Joe decided to send only the 1st mailing, and then determined that since he hadn't gotten a response he would discontinue his effort (the campaign). Big Joe on the other hand, remained committed to his original plan and continued his campaigns over the course of 3 mailings (3 separate groups, with a 5-card campaign to each group member over a 6-week period). Big Joe had the proper perspective: To fully assess the ROI on the program, he needed to allow the program to 'run it's course'. From there, he could later easily evaluate the effectiveness (ROI) and determine if it was worthwhile to continue with that specific marketing effort.

So what was his ROI you ask? Well, for Little Joe, the return was Nothing. In fact, considering his initial investment of time, money and effort, he actually LOST money with his campaign.

Big Joe later shared that he 'earned a $4,500 commission from a 59-cent postcard' and that his continued marketing will be paid for in full for the next 24 months and beyond. In actuality, Big Joe invested more than that 59 cents - but you see his perspective and the difference. Making the phone ring and getting that ONE deal from your marketing is what the goal is - every time. ROI is essential.

Remember to count more than the cost when assessing your marketing plan. Count the Return on Investment as well.

If you need more help, you can contact me today to learn more about 'what works' - - and also what doesn't. It will save you time, money, and trouble.

Best to You! -Tim!

Tim Mancuso is a speaker, trainer, and author working with business owners and real estate professionals throughout the US. He is the Co-Founder of the GLS, and is currently working on his upcoming book on relationship marketing for business owners.

Connect on LinkedIn ** Facebook ** Twitter

'Down Market' Means it's Time to Market!

With the current real estate market crunch many people have pulled back on their marketing spend. Successful businesses however are Increasing their marketing – here’s why:

• Less Competition: The downturn in the economy and marketplace tends to ‘clean up’ the industry, reducing the overall number of service providers and thereby increasing your potential ‘odds’ of gaining business

• Separate the Wheat from the Chaff: As a general rule, only those providing a solid service and/or product will be able to ‘ride out’ the slow-down. Part-time players, ‘Johnny-come-lately’ types, and non-committed businesses will typically flock to other industries…or pull way back on their exposure and marketing…allowing the professionals to ‘shine’ through even more brightly.

• Marketing and Branding Increase: The reductions listed above result in a corresponding reduction in marketing and advertising hitting your core customer. This means that your marketing voice has an increased potential to be heard by your target audience.

• Lower Marketing Costs: The decrease in business marketing hits the segment of marketing service providers fairly hard – for example, as advertising inventories increase, you’ll find that the cost/M more affordable, and many other systems are offering significant discounts and special promotional pricing to bring in (your) marketing business. Basically, it’s a buyer’s market for marketing.

Remember, people haven’t stopped buying, selling, and investing – it’s just a slow down in a cyclical marketplace, a repeating trend which you can make it through. The best strategy to adopt is to determine if you are going to continue through the down turn, and from there recommit to your marketing and capture market share so that when the market turns upward – you are already there and well-positioned for long term success and profitability.

Find your niche, determine your plan and level of commitment to growing your business, cut unnecessary costs, track ROI for all spends, and grow your market share dramatically in this economic downturn.

-Tim Mancuso || www.TimMancuso.com

 

Tim Mancuso is a Trusted Advisor and Consultant focused primarily on the Real Estate Industry. Mr. Mancuso is currently looking for opportunities, contract and full-time engagements while continuing his training and speaking within the Real Estate community. Mr. Mancuso was Co-Founder / VP Global Sales for MyREALTY.com and the GLS - Global Listing Service and has over 20 years experience as a Technologist, Trainer, Coach, Recruiter and Speaker.

'Where Market Knowledge, Solid Technology Implementation, and Great Service meet - you will undoubtedly find Success.'        - T. Mancuso

Hello Friends, it's been a bumpy Dec./Jan. in the industry here in Denver, for sure.

What once was LandAmerica, became Lawyers Title Co. and then was acquired by Fidelity - in itself not a bad thing at all, as Fidelity is a top shelf Company that knows how to run Title Operations.

The challenge began just days after the acquisition; Dec. 24th the order came down to reduce the employee force by as much as 30% (here in the Denver Metro market area - I can't speak for the rest of the country on this).

That left a LOT of wonderful and talented people out of work for the Christmas and New Year Holidays - and beyond.

Unfortunately that also concluded my time with the organization. I will sincerely miss my comrades over at LandAmerica / Lawyers Title / Commonwealth Title and sincerely apologize to our clients for any inconveniences to their business caused by this merger/acquisition.

Well, - That's That!!

So, to explain why I haven't been blogging, I've been regrouping, thinking, and prayerfully considering that all important question: 'What Next?'

More to come, I'll keep you all posted as we move forward together through this year of change and challenge - here's to a FABULOUS 2009 Everyone, All Around!

Best to You,

Tim Mancuso

Ph: 303-828-7968

Tim Mancuso is looking for opportunities, contract and full-time engagements while continuing his training and speaking within the Real Estate community. Mr. Mancuso was Co-Founder / VP Global Sales for MyREALTY.com and the GLS - Global Listing Service and has over 20 years experience as a Technologist, Trainer, Coach, Recruiter and Speaker Tim Mancuso - Industry Expert and Global Director of Sales

'Where Market Knowledge, Solid Technology Implementation, and Great Service meet - you will undoubtedly find Success.' - T. Mancuso

Okay, so I was looking around for the 'Top Gifts' for 2008, like I do every year.

- It's quite fun to see what 'everyone' thinks is best and what we end up with here at home, etc. (Gives you a good idea how much TV the kids are watching, too!)



So here's the challenge, this year it looks as if the retailers have figured out that they can leverage this info as a sales and marketing ploy - a full 95% of the articles I found are posted by the retailers themselves! - Needless to say, they do not agree on what's 'Tops' on our lists this year.

So I put it to you all - Techies, Old-Schoolers, Kids, Parents, and the rest of us - What is YOUR Top 5 gift list this year?

Thanks for sharing and have a Very Merry Christmas Indeed!!

In Service,
Tim Mancuso - District Manager
Ph: 303-596-9838
Tim Mancuso is serving as District Manager for Lawyers Title Insurance Corp., and was Co-Founder / VP Global Sales for MyREALTY.com and the GLS - Global Listing Service. Mr. Mancuso has over 20 years experience as a Technologist, Trainer, Coach, Recruiter and Speaker Tim Mancuso - Industry Expert and Global Director of Sales
'Where Market Knowledge, Solid Technology Implementation, and Great Service meet - you will undoubtedly find Success.' - T. Mancuso

This week some of our Nation's largest commercial real estate players approached the Administration (Congress, the Treasury Dept., and others) to ask for help in the form of bailout money due to the current economic picture.

Key to this is whether or not 'Joe and Mary' taxpayer approve - after all, we are the ones that will inevitably be paying this bill, not Congress.

Estimates were given that over the next 36 months and estimated $530 B (that's BILLION) in commercial mortgages will be due for refinancing. 2009 estimates are at $160 Billion.

The challenge lies in the collapse of the credit markets, which could potentially cause owners to go into foreclosure or even bankruptcy if they are unable to secure the new loans (refinance).

I don't think we've seen the end of industry execs heading to Washington with their hats in their hands, perhaps it's only begun.

My youngest made a good point in all of this, asking if 'this happened before or just now' -- we told him this was quite different than any other time in our Nation's history.

He said "Well, he did say we'd get a change..."



Out of the mouths of babes, eh?!

Merry Christmas 'rainers all!

In Service,
Tim Mancuso - District Manager
Ph: 303-596-9838
Tim Mancuso is serving as District Manager for Lawyers Title Insurance Corp., and was Co-Founder / VP Global Sales for MyREALTY.com and the GLS - Global Listing Service. Mr. Mancuso has over 20 years experience as a Technologist, Trainer, Coach, Recruiter and Speaker Tim Mancuso - Industry Expert and Global Director of Sales
'Where Market Knowledge, Solid Technology Implementation, and Great Service meet - you will undoubtedly find Success.' - T. Mancuso

The Federal bank, credit union, and thrift regulatory agencies yesterday posted their new Identity Theft information and it is available for you to review and share with your clients and sphere.

If you haven't yet known someone affected by this, the odds are that you will by the end of 2009. Each day, consumer identity theft grows at an alarming pace.

A few key excerpts from the recent release: (note: you can download the brochure in .pdf format via the link below)

You can fight identity theft - Here’s how:

• Never provide personal financial information, including your Social Security number, account numbers or passwords over the phone or the Internet, if you did not initiate the contact.

• Never click on the link provided in an e-mail you think is fraudulent. In addition to stealing your personal information, the link may contain a virus that can contaminate your computer.

• Do not be intimidated by an e-mail or caller who suggests dire consequences if you do not immediately provide or verify financial information.

• If you are unsure whether a contact is legitimate, go to the company’s Website by typing in the site address or using a page you have previously book marked, instead of using a link provided by the e-mail.

• If you fall victim to identity theft, act immediately to protect yourself. Alert your financial institution. Place fraud alerts on your credit files. Monitor your credit files and account statements closely.

• Report suspicious e-mails or calls to the Federal Trade Commission through the Internet at http://www.ftc.gov/bcp/ edu/microsites/idtheft/, or by calling 1-877-IDTHEFT (1-877-438-4338). To learn more about keeping your money safe, visit the http://www.mymoney.gov/scams. shtml Website.

To download the new brochure click on the link below.
Download the Brochure Here
This is a great piece to share with your clients, incorporate into a direct mail campaign or website / newsletter update, and just share with as many people as you know.

The 'bad guys' are getting smarter and smarter about finding ways to 'steal' this information from YOU - make sure you take steps to protect yourself, the return on that little investment of time and prudence is excellent!

In Service,
Tim Mancuso - District Manager
Ph: 303-596-9838
Tim Mancuso is serving as District Manager for Lawyers Title Insurance Corp., and was Co-Founder / VP Global Sales for MyREALTY.com and the GLS - Global Listing Service. Mr. Mancuso has over 20 years experience as a Technologist, Trainer, Coach, Recruiter and Speaker Tim Mancuso - Industry Expert and Global Director of Sales
'Where Market Knowledge, Solid Technology Implementation, and Great Service meet - you will undoubtedly find Success.' - T. Mancuso

Today we have made the change from LandAmerica to Lawyers Title Insurance Corporation. This is due to many factors (none of which I am qualified to discuss here - friends and associates can contact me for updates directly) and by no means represents a change in my business or employment / companies.

I appreciate the calls and emails, and wanted to leverage this forum to clarify that we are continuing forward with our Super Service and that I am here to assist you with your Training, Coaching, Mentorship, Technology, Marketing and Title needs as always.

Thank you again for your questions and concerns - Happy Friday!

Tim Mancuso
Direct/Cell: (303) 596-9838
Connect on LinkedIn
District Manager
Lawyers Title Insurance Corp.
6501 S. Fiddlers Green Circle, Suite 100
Greenwood Village, CO 80111
tmancuso@landam.com | http://www.landam.com
Fax: 866-596-5226