Allen F. Hainge's CyberStar(r) Blog

Want To Dominate A Neighborhood? Here's One Way!

Allen F. Hainge, CRS (AFH Seminars) — Sun, 25 Oct 2009 14:51:35 -0500

CyberStar® Ira Serkes of Berkeley, CA asked the following question on private CyberStar® Google Group: "You or someone you know dominates a real estate neighborhood or community. How did you/they do it?"

"We had lots of great replies from our members. I'll share this one from CyberStar® Dave Robison ("Utah Dave") of Robison & Company Real Estate, Salt Lake City, UT. Dave is a unique talent who approaches his business like a busines. Take the time to examine his Web site with its unique features here.

Here is Dave's reply to Ira's post:

"We dominate a neighborhood called Daybreak here. How did we do it?

We got involved in the community by volunteering there. We donated time, my moving trucks and money to the community.
We sent post cards to the community monthly for the first couple of years.
We have a presence in all community newsletters.
We created a Web site specifically for homes for sale in the community.
Lived there! (Yes, we know a ton of people from living there.)
We focus on Neighborhood Tours. An awesome tool, it is our version of open houses that creates excitement and shows we dominate the neighborhood.

Of course we don't get everything in there, but people believe we dominate the market there because they always see us. Although we dominate it, we don't act like we do. We have a sense of gratitude, and we try to work well with everybody else. We don't go in for bragging about our being the best agent there. No bashing other REALTORS® in there. We are simply grateful, and we try to be kind and generous to all. One example: we take other agents on our Daybreak tours, take other agents clients and let them have prizes etc.). It's about creating goodwill."

Success in real estate isn't that difficult if you do what successful agents do. Dave is definitely successful, so I hope you'll follow his lead!

BTW: Dave wrote on the business advantage he gets from the "Crystal Ball" feature of his site....you'll see it on his home page...in my eBook, "Digital Essentials for Today's Agent." It's one of 228 great tips from my CyberStars® on using today's technology the right way. You can see more about the book here.

It's a great day here on the lake in Reston...hope it's a great day wherever you are, too!

R.E. Techology eBook: Discount For VA's

Allen F. Hainge, CRS (AFH Seminars) — Sun, 18 Oct 2009 17:45:43 -0500

As you know if you have followed my posts, I really promote agents using a Virtual Assistant...both in the classes I teach, on my blog and here on Active Rain.

I have just completed an eBook, "Digital Essentials for Today's Agent." 228 tips on using technology from 128 from my CyberStars(r). One of the sections, of course, is on the need for and effective use of a VA.

I would like you Active Rain VA's to be my "Connectors," influential folks who can get the word out on the eBook so that it gets into more agents' hands and helps their business.

To that end, I am happy to offer you a discount off of the $29.95 eBook price.

Just send me an email to my direct email address, afh1@ix.netcom.com with a link to your site. I'll get back to you with the discount amount and the code to use in order to get it.

Again, I applaud what you do. Together, we can increase our impact on professionalism and production in the real estate industry.

It's a great day here on the lake in Reston...hope it's a great day wherever you are, too!

The Turkey Vulture & The Smart Real Estate Agent

Allen F. Hainge, CRS (AFH Seminars) — Sun, 18 Oct 2009 16:49:34 -0500

While on my balcony overlooking Lake Anne the other day, I saw a buzzard lazily floating. It was covering a lot of territory as it surveyed the scene below.

As with all such birds, it floated in lazy circles and only occasionally flapped its wings. It was a perfect example of maximum results with minimum effort, as the buzzard covered a wide expanse of lake and shore using air currents rather than its own energy.

I like that system: maximum results with minimum effort.

Real estate should be like that, I think...and thanks to today's technology, it can be.

Basing your business on a good real estate database with its automatic followup systems, continuing through automatic prospecting systems such as Real Pro Systems or Gooder's Rainmaker E-Central through online contract-to-closing systems, the tools are there that let you "float" as you cover the basics of real estate.

Maybe it's time for you to "float" a bit more, use less effort while covering even more ground? If you do, you'll find more time for "life." Think about it.

It's a beautiful day here on the lake in Reston...hope it's a beautiful day wherever you are, too!

(Reprinted from Allen's blog for agents, CyberStar(R) R.E. Tips & Techniques)

Check out Allen's new eBook, "Digital Essentials for Today's Agent," here. 228 tech tools/tips and strategies from 128 of Allen's CyberStars®!

2,086 Items In My Inbox!

Allen F. Hainge, CRS (AFH Seminars) — Wed, 07 Oct 2009 09:37:13 -0500

At the moment, I have 2,086 items in my inbox! This is crazy, absurd and unproductive to say the least.

Email is a tool, just like a hammer. It is a tool to use when needed. It is designed to get more done in less time and to help me be more productive. 2,086 items in my inbox is pretty good evidence, however, that I am not using this tool very well at all. The backlog of items creates a swamp of "maybe to-dos" and items to check that cut down on my productivity as soon as I turn on my email each morning or check it during the day.

As usual, I received an answer to my problem from one my CyberStars®, top agents who use technology as the backbone of their businesses. We have a Weekly Topic on our private list serve, and this week's topic as "Getting Organized." CyberStar® Brad Korn of Blue Spring, MO (http://www.bradkorn.com) submitted a great tip, and his post gives me hope there is a solution to my problem. He picked up the idea from the book, "Getting Things Done," by David Allen, and I'll pass along part of what he shared.

"There is an incredible method for processing all that email that piles up, but before you do that get your email box to zero! That's right: zero! Go through each email and ask yourself: can I take care of this in 2 minutes or less? If so, take care of it and delete it. Everything else should get filed into a folder other than your inbox. If you create an @ sign in front of the folder your folders will go to the top (as they do in Outlook) so that you can easily view them without scrolling down through all the folders. Use labels that allow you to segment different tasks: @actions, @errands, @projects, @waiting for, @phone, @home, @office, etc. File accordingly by dragging the email into the appropriate folder.

"There are some folders you will check every day, and you get to do the things you feel like doing. If you have been on the phone with a nasty client and don't want to talk to anyone the rest of the day, avoid your @phone folder. Do something in your @computer folder instead. You get the idea and, believe me, it helps!"

Taking action, I began this as my first task this morning.....it works! I feel better already without as much clutter, and I love the idea of being able to go to just the right folder for just the right task. Thanks, Brad!

Hope you don't have 2,086 emails in your Inbox. If so, however, try Brad's tip and let me know how it works!

It's a beautiful day here on the lake in Reston...hope it's a great day wherever you are, too!

(For more tips on using technology to build your business, pleased check out my new eBook, "Digital Essentials for Today's Agent," here!

Social Media, The Burglar & The Real Estate Agent

Allen F. Hainge, CRS (AFH Seminars) — Mon, 05 Oct 2009 17:51:30 -0500

Just posted an article to my blog: "Social Media, The Burglar & The Real Estate Agent." Hope you'll check it out....included some good information on building your business. Find it at here.

Also hope you'll subscribe...it's free, and I try to give you continuous tips from my CyberStars(r) and other sources to help you make more money, save more money and save more time!

It's a great day here on the lake in Reston...hope it's a great day wherever you are, too!

Regards,

Allen F. Hainge, CRS

Senior Instructor, CRS 206 Technology Course

Decisions, Decisions...What Technology Works & What Doesn't?

Allen F. Hainge, CRS (AFH Seminars) — Sun, 04 Oct 2009 15:55:45 -0500

Ever wonder what technology is worth investing in and which is not? We know we need to use today's technology to meet the needs of today's consumer, but there is so much out there, only so much money to spend, and we want to make good decisions. We need technology that works for us, that makes us money, saves us money and saves us time.

Here are a couple of things I have learned over the years that should help you make the right tech purchase decisions:

Rarely, if ever, buy a product pushed by the sponsor of a seminar, especially at a free seminar. There a lot of Web site providers out there, for example, and many are pushed by speakers working not on their own but for a site provider company sponsoring the seminar. Too many of these sites, most actually, will not make the agent any money. There are only a few template sites out there that are worth investing in. We often fall victim to the impulse buy at such seminars, winding up with an inferior product.

See what an agent who uses technology in building a successful business gets...and then get it. I rely on my CyberStars® for advice when I need to buy/use a technology tool. They are good businessmen and businesswomen, they network with other successful agents, and the rarely make mistakes when it comes to a buying decision. I ask them, and then I follow their advice.

Here, for example, is a list of what CyberStar® Mike Parker of HUFF Realty, Florence, KY (Northern Kentucky) uses. You can see Mike's Real Pro Systems Web site here.

Dell Latitude notebook computer with an "air card" for wireless connectivity
Fujitsu ScanSnap S510
Blackberry Curve & iPhone smart phones
Respond real estate database
Pat Zaby's Marketing Library
Digital camera
Flip Video HD digital video camera
ISSUU online presentations
Real Pro Systems Gold Website
AnnounceMyMove viral marketing
Social media (in order of importance)
- Facebook
- LinkedIn
- Twitter
- Plaxo

And here is the technology used by CyberStar® Jane Wolf of Legacy Real Estate, Midland/Odessa, TX. You can see Jane's custom Web site by Sizzling Studios here.

Fujitsu ScanSnap
Palm OS Treo 700
PdaNet wireless modem for smart phone
Toshiba Satellite Tablet Computer
Personal Web site from Sizzling Studios
IDX link on Web site
Market Snapshot from Top Producer
Blog
Adobe Acrobat Professional
Visualtour.com virtual tours
Postcards from Color For Real Estate

Both Mike and Jane contributed their lists for my new eBook, "Digital Essentials for Today's Agent," and I thank them. Their lists just might serve as a starting point for building your tech arsenal and avoiding mistakes!

It's a beautiful day here on the lake in Reston...hope it's a beautiful day wherever you are, too!

For more ideas on what technology to use...and how to use it...please check out Allen's new eBook here!

CRS Core Courses & Designation? Skip 'Em!

Allen F. Hainge, CRS (AFH Seminars) — Wed, 30 Sep 2009 09:20:26 -0500

Skip ‘em. Unless you want to join the top 4% of the wage earners in real estate, that is. Unless you want to be part of a group that averages $106,500 closed gross commission per year as opposed to the non CRS designee average income of only $38,500 according to NAR statistics.

Skip ‘em. After all, you know for sure that the public doesn't care about designations, right?. You've heard that before, and you believe it. Never mind that the goal of the courses and designation is improving you and your business so that you can reach more of today's consumers and do more business.

Skip ‘em. After all, you have better things to do with your time than to sit in a 2-day CRS core course and spend all that money to do so, right? You have a business to run. You can't waste time taking the best in-depth course taught by the best real estate instructors in the real estate industry, right?

Skip ‘em. After all, you're doing fine, aren't you? Even though you're doing it all yourself, working too hard for the money you make, losing too many prospects and listings (read "money") and too often ignoring what is truly important in life (family, friends, personal growth) because you're working too much. Here's a secret: the CRS core courses are designed to prevent all of that! More income + more time = a better life!

Skip ‘em. After all, you probably don't need to know:

How to design a business plan that insures your business grows (CRS 200)
The latest techniques and strategies used by top agents to get more listings in less time (CRS 201)
How top agents sell more buyers in less time and don't waste time in their cars showing so many houses to "buyers" who aren't buyers (CRS 202)
How to build your personal wealth (CRS 204)
Financing and tax strategies (CRS 205)
What really works when it comes to Web sites, social networking, digital imaging, automatic followup systems, how VA's can double your income and more (CRS 206)
How to generate more referrals...and not just from a "geographic farm" but from all over the US and the world (CRS 210)

Before I make my pitch, a disclaimer: I have the CRS designation, and I am a Senior Instructor for the CRS 206 technology course and proud to be one of the 19 best real estate instructors the real estate industry has to offer. That said, here's my pitch: if you are serious about building a profitable real estate business, you would be foolish not to take the 2 day CRS core courses and not to apply for your CRS designation when eligible.

As for my course, the CRS 206 Technology Course? Here are only some of the "best ideas" as reported by some of the students in my last two CRS 206 courses in Waltham, MA, and Bryan, TX. Take a moment....look through all 35 of them. If you utilize all 35 of these ideas in your business, maybe you don't need the course after all.

A workable, profitable Web strategy
Reworking my Web site to provide complete consumer information
Different Web site types and providers, pro and con
The value & uses of stealth sites
Spending one hour a day on my technology....it works!
How & why to add video to my site
How easy it is to use the Flip Video Digital camera and upload to YouTube...simple!
Snagit for screen capturing, annotating and emailing to prospects inside the email message
Marketing uses for Microsoft Publisher....love kid business cards!
Have purchased 5 new (good) domain names & have hired a VA!
Picasa for photo editing and "sexy" shows
Information on Virtual Assistants...not only how to but the specific recommendations
I am contacting a VA to design my web site and implement a drip followup campaign with all my prospects.
Sven Andersen's discussion of his use of the virtual assistants
Specific resources successful agents use in their day to day business and some of the first hand sharing of this information in class.
Just start small and do a couple of things to change and move your business forward.
I learned that you don't have to do it all yourself and if you try to, you probably won't be as successful as you really can be!
Using the mail merge function in Top Producer more effectively
Eliminating unnecessary expenses (I've saved $140 p/mo so far!)
Using technology to save time so that I can spend more time with my family
Purchased a new Smart Phone
Uses for Bluetooth and wireless router at home
The need to get my CRS designation
Using Google Groups for agent networking and working with my clients...and it's free!
Using Google Earth to market my clients
Marketing with AtomSmasher signs and billboards
Loaning out the "pre-loaded" GPS to buying clients
Photo editing: using canvas paper to produce an "oil painting" of listing prospect's home
Three top automatic lead management systems and what they can do for me
Advantages of using a real estate specific database instead of Outlook
Using free eBooks from Issuu for my CMA's and listing presentations....cool eBook format, and easy!
Microsoft Publisher for my presentations and TinyURL.com
Using the right domain name...I've already purchased 5 based on my area
Creating a network of other top agents using technology
The variety of multimedia presentations that can help my business w/both buyers and sellers

On the other hand, maybe you do need to take the CRS 206 and the other CRS core courses. Think about it....they will change your life!

It's a great day here on the lake in Reston....hope it's a great day wherever you are, too!

Check out Allen's latest eBook, "Digital Essentials for Today's Agents," at http,://CyberStarTips.com

You Really CAN Make It To Your Kid's Soccer Game This Weekend....Here's How!

Allen F. Hainge, CRS (AFH Seminars) — Fri, 25 Sep 2009 14:08:50 -0500

You are planning to get to your child's soccer tournament, concert or play this weekend, right? Or to that exercise class you know you should take? Or to that long overdue date with your spouse or partner that will keep the relationship fresh? Or just get off by yourself for a massage or a serene walk in the woods?

No? Ah....I know why: you are "too busy" selling real estate. YAnd I know that you will get to those things "sometime."

You are not alone, you know. So many agents put off the really important things because they are "too busy."

And I know the causes, too. You can't get to that soccer tournament Saturday because you have to do everything, even the "small stuff," yourself. You have bought into that old axiom, "Nobody can do it like I can!" You don't realize that clients are more interested in finding the right home than they are in you. That ol' ego gets in the way, doesn't it?

And you fear losing a transaction, right, maybe the one that will come from that out-of-area "buyer" you're showing houses to this Saturday, even though you really don't know if they are ready, willing and able to buy that day? That's ok you, though: one of the other parents will take your daughter to the soccer tournament. You'll hear about it when you get home Saturday night.

Finally, I know that you just do not have the time or inclination to investigate, learn and use a couple of technology tools that can help you get more done and make more money while working one or two fewer days a week.

Yes, I've heard all the "reasons" for ignoring the important things in life before, and I have seen how it winds up. It's not pretty. You've seen how it winds up, too, right?

Well, if you take a look at yourself and find that you want to do some of the important things, there is hope. There is no Magic Wand, however. You will have to change. You will need to change old patterns and habits. If you decide to change, you will grow, but be warned: change is hard, and it is usually painful. But it is necessary and rewarding. But you knew that, right?

If you want to change so that you can get to that soccer match or out on that date or to that walk by the lake, here are three things I would suggest you do:

Farm out all the small stuff!

Let go of the ego for just a minute and listen to me: a competent VA (Virtual Assistant) can do roughly 80% of the tasks you now do....from her home in Texas or Florida. Oh, I know: "A VA costs money...I can't afford it!" Really? I believe that you cannot afford to hire one if you take an honest look at the ROI (Return On Investment) involved.

Suppose you pay a VA at $50 an hour for four hours a week of her time. That's about $200 a week or $800 a month. During those 16 hours each month, she does things such as:

Enter your listings into MLS
Post your listings to your Web site and update some of your site content
Do almost all of your client followup
Handle your email and forward the 10-20% that she can't answer or do to you
Manage your real estate database's automatic followup plans. You remember that real estate database, Top Producer or Respond, the one you've given up on because you don't have the time to figure out how to use it? She already uses it with 5 other REALTOR® clients, so it's a slam dunk for her to run yours.

Suppose, just suppose, that you get just one more transaction per month because your time is freed up to meet people and talk with them about real estate and your services. Using a sample co-op calculation on a moderately priced home, and figuring that you're on a 50/50 split with your broker, you would earn an additional $3,750 each month.....or an additional $45,000 a year.

Let's see: you spent approximately $10,000 that year for a VA and earned $45,000 more. Looks like you are not spending money, you are making money! That ain't too shabby for just letting go of the "No one can do it like I can" idea. Matter of fact, my two VA's and my site/blog designer can do their "stuff" even better than I can when it comes to the tasks I give them to do!

Use a Portable GPS With Those Buyers This Saturday!

Nicole Hearne of Ashford Square Realty, College Station, TX, invested two days of her life and $300+ dollars to attend the CRS 206 course I taught this week, while other agents in her area did not. I guess they were "too busy." At any rate, here is what Nicole said about only one idea she got from this intense course:

"The idea of loaning my Garmin GPS to buyers and having it loaded with all the property addresses I want them to see was fantastic! I will lend mine to a client this Saturday morning, and on Saturday evening we will meet to plot our Sunday viewing ones they really are interested in. Now I can enjoy watching my daughter at her softball tournament on Saturday while they drive around! Thanks again, Allen! It was my privilege to be in your class, and I know that so many other agents have really missed out on an awesome opportunity!"

Nicole realizes that her clients are just fine with the idea of seeing houses without her as part of a narrowing down process, that it's not "all about her." After all, they buy the area first, the neighborhood second and a home third, and many buyers prefer to narrow their search without an agent along!

Again, some numbers. Suppose that Nicole has twelve properties she wants them to see. They drive around and look at all twelve. They narrow the "possibles" to four, which Nicole will show them Sunday. Suppose we (conservatively) figure it takes her 45 minutes per home when she shows it. Instead of showing them twelve homes, she shows them four. Saving eight showings at forty five minutes per showing saves her six hours of her precious time....long enough for Day #1 of the soccer tournament, even if her daughter's team wins the first morning game and plays a second! Not a bad investment in technology, huh?

Schedule Your Day Off!

Dawn Thomas, one of my CyberStars®, does. She attended the CRS 206 course I taught in Waltham, MA, last week. Dawn is with Intero Real Estate Services in Los Altos, CA. Whoa: she's in California and attended a course in Massachusetts? Yup. Her mother lives in the Boston area, so Dawn has membership in the local board there and combines business with pleasure by taking classes in the area...and cultivating referrals from local agents. Smart a fox, she is!

Most of my CyberStars® very successful agents, schedule their time first. Dawn, for example, does not work Fridays, and she lets clients know this during the initial client interview. I have found that anyone doing this does not miss much business, if any. It is a rare, rare occurrence when a true buyer or seller will not fit into your schedule....just like they do with their doctor or accountant!

These are just three tips that will help you "get a life": use a VA, use today's technology and schedule yourself first.

I look forward to receiving your comments on this, pro or con. If this post made you reflect on your Business vs. Career balance, I'm glad.

Oh...I hope you will take a look at my new eBook, "Essential Technology for Today's Agent." It can help you make money, save money...and save time so that you can get to those soccer games. You can see it here.

It's a beautiful day here on the lake in Reston...I hope it's a beautiful day wherever you are, too!

"This Is Not Your Father's Oldsmobile!"

Allen F. Hainge, CRS (AFH Seminars) — Thu, 24 Sep 2009 13:32:28 -0500

"This Is Not Your Father's Oldsmobile"

I just taught two back-to-back CRS 206 technology courses, one in Waltham, MA, one in Bryan, TX. Attendees were the usual mix of ages, experience and success levels. During the two days, we covered literally hundreds of ideas, tips and techniques on how to use today's technology to build a successful business. Modules included Web marketing, blogging and pod casting, automatic followup systems, contact management techniques, social networking, digital and video marketing techniques and strategies, email marketing, print and multimedia marketing, tech tools that work (and those that don't!) and much, much more.

At the end of the course, I present "The Equation": K - A = I, meaning that Knowledge without Action is Inertia. In other words, unless you take action on what you've learned in any course, you are no different than you were before attending the course.

As an example of The Equation in action, consider two car companies: Mercedes vs. Oldsmobile. Years ago, both faced declining market share because their target market had changed. Mercedes marketed basically the same body style for years. Oldsmobile had changed little over those years, as well. Meanwhile, their target market changed.

Mercedes realized that they were losing market share in the luxury car market to BMW, Japanese luxury cars and other competitors. They realized, too, that their customer base had changed. Realizing this, Mercedes bit the bullet. They abandoned the familiar, stodgy body style and invested enormous amounts of time and money retooling. They restructured their management team, their marketing strategy and their primary focus. The results are obvious when you see the new, sexy models they have produced and at the fact that their market share has rebounded nicely.

This happened because they took action on what they knew.

What about Oldsmobile? They tried to reposition their failing brand with some minor tweaking and a slogan (a "Magic Wand," if you will) aimed at the new consumer: "This Is Not Your Father's Oldsmobile." The final production day for Oldsmobile was April 29, 2004.

In other words, Oldsmobile, too, knew that their customer base had changed but did little about it. Their customers had aged. Oldsmobile ratained a smaller and smaller percentage of the car buying market, yet they made no significant changes. They did not take effective action on what they knew. They did not invest the time, money and hard work necessary to get where they wanted to be. They attempted to capture a new, younger market relying on a slogan.

Both Mercedes and Oldsmobile recognized a threat to their business. Both attempted to correct the problem, but with different approaches. Mercedes took the hard road, spending money and time analyzing and fixing the problem. Oldsmobile tried little more than p.r. Mercedes is doing well; Oldsmobile is no more.

There are several lessons in the Mercedes/Oldsmobile saga that apply to real estate agents:

You first need to recognize the problem. NAR statistics show that 87% of today's consumers go to the Web first to find an agent to sell their home or to sell them a home. Agents who do not have a strong Web presence have a big problem. Simply put, they are pretty much missing out on 87% of the available market.
You need to take the right kind of action to solve the problem. An agent without a strong Web presence needs to develop a specific strategy to build his or her Web presence. This includes building a deep, consumer-oriented Web site, creating and contributing regularly to a blog and developing a concrete social networking strategy. He or she must budget the necessary time and money to realize the strategy, create a timeline for implementation and create some kind of accountability system.
There is no Magic Wand! Agents who commit to attending CRS 2-day core courses realize that success takes work. They commit time and money to attend the courses with the best material and instructors real estate has to offer. They are not looking for a Magic Wand but rather for the knowledge needed to build a solid foundation for their business. On the other hand, agents who, for example, flock to various social networking courses before establishing a solid business and Web presence are looking for a Magic Wand. Social networking, when part of an overall business plan, succeeds; social networking without having first mastered today's business skills, using today's marketing tools and establishing a successful Web site and effective (automatic) followup systems, fails.

We as real estate agents face the same problem that Mercedes and Oldsmobile faced: our market has shifted radically. Today's consumer demands a new kind of "car." Agents who meet the needs of this new, Internet-based consumer succeed. Their success starts with Knowledge, proceeds to Action and results in Success.

Attending solid, demanding educational offerings that focus on building your business and skills, courses that show you how to use the tools that today's consumer demands are the cornerstone of this success strategy. Once you attend such a course, act on what you learn....you'll be glad you did when your career provides you with a good life!

It's a great day here on the lake in Reston...hope it's a great day wherever you are, too!

Check Out Allen's New eBook, "Digital Essentials for Today's Agent," Here!

New eBook Available: "Digital Essentials for Today's Agent"

Allen F. Hainge, CRS (AFH Seminars) — Fri, 11 Sep 2009 19:22:23 -0500

"Digital Essentials for Today's Agent" is here!

Just wanted my friends to know that my eBook, Volume I in my CyberStar(r) Success Series is now available online. Thanks to the 128 CyberStars(r) who contributed to this volume, "Digital Essentials for Today's Agent" and to all of you who have been asking about it.

The CyberStars(r) contributed 228 specific tips, techniques and strategies covering all areas of using technology in your business to make money, save money and save time. No "techie talk," just solid information that I'm sure will help you, whether you are a technology newbie or an experienced tech user.

You can see the table of contents, 23 Top Tips from the book and some testimonials when you visit the site: CyberStarTips.com.

You can own the eBook (immediately available when you order....with active links), the hard copy book and/or a 3 CD set of in-depth audio interviews with 12 CyberStar(r) book contributors conducted by Michael Krisa, "That Interview Guy."

Let me know what you think of "Digital Essentials for Today's Agent" after you read it.....

It's a beautiful day here on the lake in Reston...hope it's a beautiful day wherever you are, too!

Regards,

Allen F. Hainge, CRS

Senior Instructor, CRS 206 Technology Course

No Followup System? You're In Trouble!

Allen F. Hainge, CRS (AFH Seminars) — Fri, 14 Aug 2009 09:54:56 -0500

"Polyester Pete" was my nickname when I was a new agent. That should tell you something about how professional I was! I had come from a career teaching at boarding schools, and my wardrobe reflected my financial situation.

My initial lack of success was due not only to my limited wardrobe but also to my lack of knowledge of prospecting, financing, contracts and followup techniques as well. Fortunately, I found a mentor who showed me how to be a businessperson. I still remember our visit to J.C. Penny's where I bought my first white shirt and non-Paisley tie! Not only did my wardrobe gradually improve but she also taught me many things, including the importance of having a system for on-going followup.

I was reminded of this when, on a social networking discussion group, a new agent asked for help in determining the best way to stay in touch with folks whose homes he sold. Several agents offered information: post card marketing, gifts, etc. One thing that the respondents did not propose was taking advantage of today's automatic followup systems. To me, they are the way to go: much more successful than traditional methods and they offer a far greater Return on Investment!

Here are four systems that I recommend:

Your Real Estate Specific Database

I do not understand why so many agents still use Outlook, a fine database but one that is not specifically tailored to our business! One of the main advantages of using Top Producer or Respond, the two top real estate databases, is that they allow you to automatically prospect for new business and to stay in touch with past buyers and sellers. It's a no brainer, and you can turn the whole task of setting up your database and its followup system (action plans) to a good VA. He or she has done it for other agents and can quickly set up systems that you don't have to spend time implementing. Once set up, your followup is automatic...and free.

Recommended For: Every agent!

Rainmaker e-Central

My friend Dan Gooder Richard is, in my opinion, the best real estate marketing mind around today. To say that he knows his stuff is an understatement! Dan's system is a complete online marketing system with 1,800+ pages of lead capture forms, easy-to-create unlimited micro sites, 127+ lead capturing response forms...and so much more. As for followup, anyone responding to one of the forms automatically goes into your automatic followup system...you don't have to do anything, and the materials that get emailed are truly fantastic. You can also add prospects from other sources into the automatic system as well.

Investigate this system for sure! If you decide to order, use this link for a special order form that will get you a discount.

Recommended For: Agents without any Web site or whose current site could use a lot of great content and response forms to generate a ton of leads.

MyHomConnection

Formerly My Home Management Club, this is another no brainer that will bring you repeat business and referrals. It works on auto pilot: you sponsor prospects, open house visitors, former buyers and sellers and it does the rest. Twice a month e-alerts covering many issues and featuring great content that most members will value go out to your members, and you can send a personal message to any or all of them at any time.

Recommended For: Agents who have a lot of prospects, either from their Web sites or other sources, who just don't have time to do adequate followup.

Real Pro Systems

Developed years ago by two of my CyberStars®, this is a complete lead generating and followup system, one that is used by a majority of my CyberStars®. Users of this system have an outstanding Web presence and the "back end" system automatically enters prospects who respond to your Web site, your stealth sites that feature a service rather than an agent or through other Real Pro features. You can customize and add your own messages, but the automatically generated emails and newsletters are fantastic as is. They offer an agent blog, a home showing feedback system, a new short sale stealth site and their new VillageMaker, an agent sponsored social network.

Recommended For: Agents who have no Web site or followup system or whose current Web site is just plumb pitiful!

Whichever system you choose, you must have a system for on-going followup if you want to build a profitable business. You can do it the "old way" which takes more time and, over the long run, more money than do these systems, or you can take advantage of today's technology with much better results! In addition to offering you a better ROI, you have very valuable assets to add value when you sell your business when you decide to retire.

Think about it....but not for long. "Analysis Paralysis" has killed many a business. It's time to act!

BTW: Visit my free blog for articles on these and many other tech tools that will make you money, save you money and save you time! Go to http://Blog.CyberStars.net.

It's a great day here on the lake in Reston...hope it's a great day wherever you are, too!

Blog Post: Building An Agent Referral Network

Allen F. Hainge, CRS (AFH Seminars) — Thu, 06 Aug 2009 10:09:11 -0500

Hope you'll take a look at the lastest post on my blog, "Networking With Other Agents: It Pays!" Top agent Sandra Nickel reveals her system for building a nationwide agent network which now has over 2,000 agents. She is in touch with them once a week, and it really pays off in referrals.

You can view the article here.

It's a great day here on the lake in Reston...hope it's a great day wherever you are, too!

Texting: Just How Important Is It, Anyway?

Allen F. Hainge, CRS (AFH Seminars) — Mon, 27 Jul 2009 19:15:33 -0500

I just saw some pretty dramatic (and frightening) statistics on the national news:

When you talk on a cell phone while driving, you are 4 times as likely to have an accident as when not talking on the cell phone....the same as if you were driving while legally drunk.
When you drive and text while driving, you are 23 times as likely to have an accident as when not texting.

Think about those statistics a moment....really think about them....and then think about how important that next call or text message you "need" to make or take really is.

Is it worth the financial consequences of having an accident?
Is it worth the consequences of injuring or killing someone in the other car or in your car in an accident?
Is it worth injuring yourself and spending time in the hospital or, even worse, being permanently disabled?
Is it worth more than not being around for your family or those who love you, not being around for what could have been "the rest of your life"?

I know....our business and "stuff" going on in our lives are important. We need to "stay in touch," and "time is of the essence."

Really? It won't wait until we get home or to the office or at least until we pull into a parking lot? How important is it when compared to what is really important in our lives?

Just a thought....and I hope it occurs to you when you next think about talking on the cell phone or texting while driving. How important is it, anyway?

It's a great day here on the Lake in Reston....hope it's a great day wherever you are, too!

A Hammer is Just A Hammer....Unless You USE It!

Allen F. Hainge, CRS (AFH Seminars) — Fri, 24 Jul 2009 08:44:03 -0500

Here's a reprint of my latest article written for my blog....

During a recent thread on the CRS (Council of Residential Specialists) group on LinkedIn, an agent asked if anyone was getting results from Top Producer's Market Snapshot. Several agents replied that they had not gotten any results, one even commenting: "We have it had it since day one in two areas. Haven't had a great response. Sellers find it interesting but it hasn't brought in many listing leads. Much better ways to invest."

I was surprised, as I had heard from many of my CyberStars(r) that they were making money using Market Snapshot. Several of them submitted articles for my upcoming eBook of CyberStar(r) tech tips and said that they wouldn't be without it along with explanations of how they use it. I was pleased to see a comment later in the discussion from Lorna Calder, CRS, of RE/MAX Associates Northeast, Houston, TX. You can see her fine Web site here.

Lorna wrote:

"This is one tool that I will not do without!

"I use it exclusively at open houses to turn prospects into captured leads. I capture almost every name, address email and cell phone of my walk-ins at open house and use Market Snapshot as an integral part of my open house system. I also have my sphere set up on it.

"The results are measurable, and I am able to see who is viewing the snapshot from Market Snapshot's back office. I have closed 8 buyer transactions from open houses in the past year, thanks in large part to my use of Market Snapshot. This is a valuable tool that buyers and sellers can use to put their finger on the pulse of the market, which is usually why they are at open house: to get info. I understand and respect that most people are not buying this instant (I am one of those people) and that they need to ‘percolate' a little, as Allen said in his comment.

"Objections and concerns are an opportunity to provide more information to prospects, and Market Snapshot does this effectively in a non-obtrusive way. It is permission-based marketing, and it also helps drive traffic to my website."

I applaud Lorna's comments. They demonstrate one of my major findings during my seminars around the country: two agents can have the same product, one gets no results, the other gets fantastic results.

The reason? Some think of a particular product or tech tool as a "magic wand." They think that the product itself will bring results. Not true! Two agents can have the same Web site from a template company, for example. One customizes her site, adds features and publicizes it extensively. The other does not. The first makes a lot of money from her site; the second makes none and blames the Web site company for her results!

So...take a look at the tools you have. If one is not working for you, apply what you know about marketing as Lorna did and turn that tech tool into increased commissions for your business!

It's a great day here on the lake in Reston...hope it's a great day wherever you are, too

Neighborhood Videos: A Must...And An Example

Allen F. Hainge, CRS (AFH Seminars) — Sat, 27 Jun 2009 09:47:24 -0500

Consumers buy a neighborhood first....then find a house they like in that neighborhood. Agents know this, right? Then why do so few (less than 2% in my opinion) have neighborhood videos or virtual tours on their sites or linked to their blogs?

Taking a video is easy these days: just get a Flip Digital video camera, practice a bit, then take your neighborhood tour. Posting to You Tube is easy, too: the ability to do so (2 clicks after you take your video) is part of the software included with the Flip...even an English major such as myself can do it!

I came across this example of a tour of Arlington, VA, an area near me. It's done as a rap...not sure you want to do the rap bit, but it really shows off his area. A good neighborhood tour that captures the flavor of the neighborhood.

You can view it here.

On second thought, perhaps you do want to do the rap! :-)

Whether you include the rap or not, I urge you to include neighborhood videos on your site. You'll see your site inquires go up if you do...guaranteed!

BTW: Be sure to see my blog post, "23 Uses for Real Estate Videos on You Tube," here.

It's a great day here on the lake in Reston...hope it's a great day wherever you are, too!

Allen F. Hainge, CRS

President/Founder, The CyberStars(r)

View Allen's Agent Blog Here

Allen Commits Heresy, Or Why You Shouldn't Waste Time On Twitter!

Allen F. Hainge, CRS (AFH Seminars) — Tue, 16 Jun 2009 18:48:00 -0500

I am about to commit heresy in the eyes of many real estate agents and speakers.

But first, here's a memory jogger. See how many of these terms you recognize:

10-4 (only if you were a neophyte...otherwise it was "5-5-2-2")
Good Buddy (God help you if a trucker heard you say "Good Buddy"...it branded you as a 4-wheeler for sure!)
Bear (cop)
40 weight (coffee)
Pickle park (truck stop parking lot)
Bed bug hauler (moving van)
Thermos bottle (tanker hauling liquids)
Bear in the air (helicopter with radar)
Peter car (Peterbilt tractor)
Big O (Overnight freight company truck)

Now try these:

beetweet (a "hot" tweet)
tweeple (Twitter users)
tweet-back (referring to a previous tweet)
tweetup (when twitterers meet in person)
twis (to dis a fellow twitterer)
twitterpated (to be overwhelmed with tweets)

If you are old enough, you recognize the first list as jargon used during the CB (Citizen's Band) radio craze of the 70's. The second, of course, are Twitter terms.

Here is my heretical statement: Twitter is a fad, just like the CB craze of the 70's. It has very limited value for an agent's business, and most agents should not waste their time learning how to use it.

I must be someone who just doesn't "get it" as far as using technology in real estate goes, right? I must be a "Luddite" (a term applied to a 19^th century social movement of British textile artisans who protested the changes produced by the Industrial Revolution...often by destroying mechanized looms). "Luddite" has come to symbolize someone who unreasonably resists any new technology.

I am not a Luddite. I know what works when it comes to using today's technology to meet the needs of today's consumer. In other words, I know what technology will and will not make an agent money. Here are my credentials:

I use technology extensively in my business
I have been a national real estate technology speaker and trainer for 20+ years (remember Howard & Friends?)
I am a Senior Instructor for the Council of Residential Specialist's CRS 206 technology course
I am the Founder and President of the CyberStars®. These 200+ top agents from the US, Canada, the Bahamas and Australia use technology extensively in their businesses, and they show me what really works when it comes to using today's technology in real estate
I am the author of several best selling books on real estate technology and a major blog on marketing with today's technology.

I have studied Twitter and am aware of the buzz surrounding it. I realize that social networking is the hot topic in real estate today. I know that social networking seminars, (the good, the bad and the ugly) do a box office business in many areas because many agents view social networking is the "magic bullet" that will make their business more successful. In reality, it does not. It is fun, it is informative, it can "get the word out" to select groups, but it is not in any way essential to your business.

Unfortunately, too many agents are spending their time, energy and money learning more and more about social networking, especially Twitter, when they should be focusing on other concepts, tools and seminars that will actually make them money, save them money and save them time.

Please understand that I do see value in social networking. Some of my CyberStars®, for example, are getting business from various social networking sites, more from Facebook than from Twitter. There is value, too, in social networking as a tool for "getting the word out" to groups re. meetings, natural disasters and just plain fun stuff.

This does not mean, however, that tweeting is a significant marketing tool, especially when compared to other tech tools available to us. The time taken to learn how to make any degree of money from Twitter can be much better spent in other areas, as mentioned below.

The buzz about Twitter today is similar to the CB craze in the 70's. Prior to the oil crisis of 1973, only professionals (i.e. truckers) had and used CB's. After that, everybody and his brother (and sister) had one. The airwaves were filled with chatter during rush hour and on the Interstates, most of it inane. Lots of 4-wheelers learned some of the jargon; hardly any learned enough of it so that they were taken seriously by the truckers.

Then the fad waned. The 4-wheelers put their CB's in the garage, sanity returned to the airwaves and CB's again became the province of the professional trucker. Such will be the fate of Twitter.

Indeed, there are signs that this is already happening. Harvard University released a study of 300,000+ Twitter users this month. Its main finding was that 90% of Twitter content is generated by 10% of Twitter users. Compete.com's excellent technology blog showed that unique visitors, having reached 20 million per month in March, leveled off at that point.

Remember my main argument: Twitter has its place, but it is not and never will be a significant money maker for real estate agents, especially compared with other tech tools that are. Further, time spent learning and using Twitter can be better spent pursuing other real estate marketing tools.

What are these marketing tools? Here is my list of for tips for really building your business by focusing on technology that provides an agent's highest return on investment.

Your personal agent Web site and blog. 87% of today's consumers go first to the Web to find a home or to find an agent to sell their current home. Why, then, are the majority of agent sites so lousy (no video or virtual tours of neighborhoods or homes, no downloadable documents, no video client testimonials, limited home photos, just brick and mortar information, etc.)? Simply because most agents are not willing to put the time and money into getting and continually updating a consumer-oriented Web site and blog. Time and money spent on ones consumer-oriented Web sites and blogs have the highest return on investment of any of today's marketing methods....fact!

Automatic followup systems. Good agents get lots of prospects and even poor agents get some prospects. It is important, then, that you have automatic followup systems to handle the inquires you get. High producing agents use systems such as auto responders (with well-written messages, not just, "I am out of the office at the moment but your message is important to me..."), a real estate (not Outlook) database, RealProSystems and the Gooder Group's eRainmaker to both generate and automatically followup on leads. Time spent investigating, buying and utilizing such systems has a much higher return on investment than time spent on Twitter.

Systematize your business. A real estate specific database like Top Producer 8i or Respond (not Outlook!) is a system. An automatic followup program is a system. Automating the tasks required to get from contract to closing is a system. Hiring a VA (Virtual Assistant) to do the "little things" is a system. Time spent systematizing your business pays far greater benefits than twittering....especially in that it gives you time to get a life rather than working all the time while still making a great living!

Attend seminars that really pay off....for you! Short sales prevalent in your area? Attend seminars showing you how to handle short sales. Not sure which technology is worth investing in or how to use it to increase your business? Attend the CRS 206 technology course. Not running your business like a business? Attend the CRS 200 business planning course. Your listing skills aren't up to par? Take the CRS 201 listing course and become a top lister. These and a few other seminars pay off...immediately.

A final word about social networking seminars. Social networking seminars taught by "techies" who are expert twitterers but who do not understand real estate marketing are of little value to your business. Social Networking seminars taught by real estate agents who have successful real estate businesses and who also understand Twitter, are of value. Two excellent Social Networking instructors come to mind: James Nellis, CRS, and Mike Parker, CRS. Both are very successful agents. Both understand how to market to today's consumer using Twitter, Facebook, Active Rain and other Social Networking media. Run, don't walk, to their seminars and Webinars!

Am I saying that you should pay no attention to social networking, especially to Twitter? Not at all. Social networking does have a place in your business if done correctly, and it certainly has a place in your personal life. What I am saying is that most agents should not spend the time on it that they do on it because it is not paying off and it detracts from tech tools and strategies that do pay off.

Still sound like heresy to you? Well, I don't have any control over that. All I can do is to share my views and opinions with you and assure you that they are tempered by an understanding of what really works in our business. Technology, good technology, must form the backbone of any agent's business if he or she wants to meet the needs of today's consumer and make a good living. Can't text? You have a problem. Have a weak Web site, you have a problem. No blog? You have a problem. In other words, there is worthwhile, profitable technology and there is "bleeding edge" technology that does not make you money, save you money and save you time. I hope you'll focus on the former.

Now I think I'll go fishin' for a bit. There is a 5 pound bass or two waiting for me, it's a beautiful day here on the lake, and I hope it's a great day wherever you are, too!

Before You Were An Agent, Didn't You Buy A Neighborhood?

Allen F. Hainge, CRS (AFH Seminars) — Sat, 02 May 2009 18:56:24 -0500

Remember when you were looking for a home....before you became a real estate agent? You didn't just buy a house, did you? Your first criteria was the neighborhood, right? If you did not like the neighborhood, chances are you did not even go into the home the agent selected for you.

Don't forget that fact now that you are an agent, especially when it comes to your Web site. Most sites have information on the home which, usually, is somewhat weak: photos and some "brick and mortar" information about the house (number of bedrooms, number of baths...basically MLS information) and that's it. Very few sites have anything about the neighborhood.

One site that does is Martin Bouma's. Martin, of Keller Williams Realty, Washtenaw County, MI, is a top agent who uses today's technology extensively in his business and is one of my CyberStars®. Here is an article he submitted for my new eBook of CyberStar® tips. Note his complete system of showcasing the neighborhood, a system that includes digital video, YouTube, Yahoo Video, Vimeo, neighborhood Web pages on his site, and even postcard mailing.

"The Bouma Group creates neighborhood and condo profiles centering on a video of the community. First, we photograph the neighborhood, taking shots of the entrance, different home styles and elevations, common areas, parks, recreation facilities, ponds and any other points of interest in the community. We then use Windows Movie Maker software to create a slide show type video. We add a music track, a variety of transitions between frames and text with contact information for our team. The video is then given the name of the complex, followed by the city and state, i.e., 'Liberty Pointe Condos, Ann Arbor, MI 48103.'

"Once the video is created and saved, we upload it through TubeMogul to YouTube, Yahoo Video and Vimeo. We like TubeMogul because you only have to upload the video once and it provides viewer statistical data for each site in one place. You will first need to create profiles on each of the sites before uploading to TubeMogul. You can see an example of a video on YouTube here.

"We then create web pages that highlight the subdivision or complex. The first page is added to our personal website, www.bouma.com, and includes a short description of the community, amenities, standard features, a map, photos, and the video. We use a lot of keywords and links back to pages within our site for optimum SEO. An example of a neighborhood page can be found here.

"Next, a page is added to our blog at www.bouma.com/blog. This page includes a representative photo, a description of the complex, location, amenities, a current market report, and the video. We also use a lot of keywords, but this time our link backs are to our main website at www.bouma.com. An example of a blog page can be found here.

"Finally, we create and send a postcard to the community to let them know that their subdivision has been highlighted on our blog. This drives traffic to our blog, which in turn drives traffic to our website."

Featuring neighborhoods as well as homes pays off, as Martin knows. Hopefully, there are some ideas here that will help you improve your site when it comes to this important factor in getting more of your listings sold!

It's a great day here on the lake in Reston...hope it's a great day wherever you are, too!

Top 10 Tech Tools: Do YOU Use Them?

Allen F. Hainge, CRS (AFH Seminars) — Wed, 29 Apr 2009 09:31:09 -0500

Fact: agents who use today's technology to meet the needs of today's consumer make a better living and live better than agents who do not.

Fact: most agents do not use today's technology to meet the needs of today's consumer!

One reason why most agents do not use today's technology effectively is, I believe, that there is so much out there to choose from, too much. Agents are not sure what really works...and what does not. As an effort to help, here are the Top 10 tools used by my CyberStars®, 200+ top agents from the US, Canada, the Bahamas and Australia who use technology extensively in their businesses.

A personal Web site. Not a "real estate organization site" such as a franchise site or Realtor.com (you should have a presence on such sites, but you won't make money from them), but a template site you have extensively revised so that it is "yours" or a site done exclusively for you by an individual site designer. Your individual Web site is your extensive information repository for the consumer looking to buy or sell a home in your area. Hint: the last thing the consumer wants to find out about is you, so focus on the consumer's needs, not yourself.

A real estate specific database. Still running your business using Outlook? You can, but you are working too hard and making too little money by doing so. Outlook simply cannot do what Top Producer or Respond can do for your business. Their action plans tied to your calendar, complete (searchable) information on your listings or on what specific buyers are looking for, target marketing through searchable contact types and more, more, more mean that every agent serious about his or her business should be using one of these databases if they want to make more money, save more money and save more time.

A blog. Your Web site is your storehouse of information; your blog is the way you stay in touch with your Sphere of Influence on a regular basis, providing them with relevant information....and getting them to your Web site. See CyberStar(r) Brad Korn's blog here.

Fujitsu ScanSnap. So many uses, so much time saved...you gotta get one! See my recent blog post with comments by two CyberStars(r) on how they use this valuable tool here.

SnagIt. Inexpensive ($49) and so many ways to "snag" information from your computer screen that can make you money! See a listing in MLS that's perfect for an out-of-town buyer? Snag it, mark it up, send it as part of an email, not an attachment....simple!

Flip Digital Video Camera. Listing tours, area tours, relationship videos, networking videos, easily your videos to YouTube using Flip's built-in software...the uses are endless; the money-making possibilities are huge. An article I wrote on the Flip is here

Tablet PC. Thinking of getting a notebook? Get a tablet pc instead! Why? You can write on the screen (fill out contracts, draw floor plans, make notes, etc.) and with an "air card" you have complete mobility. It does everything a desktop or notebook can do...and more. An added benefit? The "Wow" factor that helps form a relationship with buyers or sellers.

Issuu. Do your flyer, listing presentation or any presentation in Word, Publisher, Excel or another program, save it as a pdf file and upload it to Issuu for free. The result is a great looking "eBook" that you can send prospects, buyers and sellers to.

Single Property Sites. Face it: too much listing information on the Web is plumb pitiful and weak! We are seeing more than one photo of a home more often these days, thankfully, but most agents have little else. Single property sites such as my favorite, Agency Logic Power Sites, show your listings to their best advantage. They are templates: you simply fill in the blanks, upload photos, virtual tours and documents and you have an impressive listing display. You will get more listings and sell more listings by using Agency Logic...guaranteed! See one of CyberStar(r) Leslie McDonnell's Agency Logic listings here.

Texting. I was at dinner with some agents in St. Croix after a day of teaching a CRS 206 last week. The talk got around to texting, and only two out of the six agents at the table could text. I turned to a nearby table of "thirty somethings" and asked them whether they preferred to be contacted by phone, email or text message. All four replied, "text," yet a majority of agents in my classes cannot text. Enough said?

I hope this list will help you decide on what technology you should be using in your business.

It's a great day here on the lake in Reston...hope it's a great day wherever you are, too!

Video CyberStar(r) Interviews....Good Tips!

Allen F. Hainge, CRS (AFH Seminars) — Fri, 17 Apr 2009 07:46:09 -0500

My networking group, the CyberStars®, is a treasure trove of information from top agents on how to build our businesses. We focus on using today's technology to meet the needs of today's consumer, but few of us are "techies." Rather, we focus on making money, saving money and saving time through the use of technology.

At our CyberStar® Summit last January, we spent two days sharing ideas, tips, techniques and strategies....a slew of great ideas that helped us all.

I brought in Michael Krisa, "That Interview Guy," to do video interviews with some of our members. Here are a few of them you might want to see....some great tips that might help your business.

Enjoy...and let me know what you think!

Allen F. Hainge, CRS: http://www.thatinterviewguy.com/cyberstars.html

Kristan Cole, CRS: http://thatinterviewguy.com/?p=222

Leslie McDonnell: http://thatinterviewguy.com/?p=191

Tupper Briggs, CRS: http://thatinterviewguy.com/?p=136

Darryl Baskin: http://www.thatinterviewguy.com/Darryl_Baskin.html

Leigh Brown, CRS: http://www.thatinterviewguy.com/leigh_brown.html

It's a beautiful day here on the lake in Reston...hope it's a great day wherever you are, too!

I Don't Understand Why Some Real Estate Agents Ignore The "Little Things"!

Allen F. Hainge, CRS (AFH Seminars) — Mon, 06 Apr 2009 22:04:57 -0500

You would think that someone who wants to list and sell real estate would pay attention to the "little things," those things that top agents do that unsuccessful agents do not do. A few examples from my recent experience:

Open House Directional Arrows: My home is on the water at Lake Anne here in Reston, VA. There are a number of homes and condos on tehwater in our community, and these properties are always in demand. This weekend, there were two open house directional arrows leading from the main road into our waterfront community. Neither had a "Waterfront!" rider on the directional arrow.

These agents can't even figure out how to add instant appeal to their directional arrows? Unbelievable!

A Personal URL: My informal polls in the technology seminars I teach nationwide show that roughly 80%+ of the attendees do not have their own URL. Instead, they have URLs such as:

Sarah.Jenkins@ABCRealty.com
Bruce@hotmail.com
Sandra@AOL.com

These agents haven't figured out that #1 causes major problems if they change firms, #2 shows consumers that they are cheapskates and #3 shows the consumer is a "rookie" when it comes to today's technology? Neither #1, #2 or #3 has figured out the value of a personal URL for their email and Web site and blog? Unbelievable!

Not Returning Messages From Their Web Site Within One Hour: Every year, I do an experiment: I send an email to four Web sites in different sized market areas around the country pretending to be a buyer. I ask for more information on one of their listings. My message says that I have sold my home in Virginia, I have $180,000 cash and that I need to find a home in their area within 2 months. I then wait for a response.

In the six years I have been conducting this experiment, I have had only one agent get back to me within 1 hour. As for the rest, the earliest reply came back in seven days and 50% of the agents never replied.

Don't these agents understand that consumers seek information from many sites at the same time and that they usually give their business to the first agent who gets back to them? Unbelievable!

Spending Too Much Time In The Office: You have one in your office....the agent who spends most of his time in the office. He researches, he works the Web, he takes up everyone else's time talking about non-real estate subjects, he bitches about everything (especially the sales manager, the broker and the top agent in the office). He goes home at the end of the day convinced that he has "done" real estate.

Don't agents such as this understand that buyers and sellers don't live in filing cabinets and that the good agents who drop by the office do not want their time wasted? Unbelievable!

Agents Who Don't Think They Have To Sharpen The Axe: Too many agents do not go to local seminars.....much less to a seminar out of town where they could build an agent network. They are "too busy," or they "can't afford the fee" or, my favorite, they "have buyers" they are showing houses to. They forget that a "buyer is only a buyer when a buyer buys," and precious few of their "buyers" buy.

Don't they realize that the way to make more money, save more money and save more time is to learn what you don't know? Unbelievable!

Oh well....when my own life reaches the lofty heights of perfection, I'll straighten them out! :-)

It's a great evening here on the lake in Reston...hope it's a great day/evening wherever you are, too!

Allen F. Hainge, CRS

Senior Instructor, CRS 206 Technology Course

Visit Allen's CyberStar® Agent Blog

Agent Networking: Sure Beats "Farming"!

Allen F. Hainge, CRS (AFH Seminars) — Thu, 02 Apr 2009 15:29:46 -0500

I met with two other Reston area agents this morning for a "mini" networking meeting. Holly Weatherwax & Barry Allbright, both agents here in the Reston area, and I meet at the Lake Anne Coffee Shop here on beautiful Lake Anne. We met for a little over an hour and just exchanged ideas, ideas which I found very valuable. Among other topics, we talked about using a real estate database, the value of a Virtual Assistant, smart phones, refrigerator magnets, postcard marketing, automatic followup systems, Bluetooth and more. We plan to meet again and will invite a few more agents next time.

This was an example of networking, of course, and, in my humble opinion, every agent who wants to build his or her business should have agent networking as a priority. There are many ways to accomplish this, a few of which involve today's technology:

In-Person Local Networking: Meetings such as Holly, Barry and I had this morning are invaluable! Each of us is with a different firm here in the Reston area, and we will meet once a month. Such meetings with local agents outside of your own firm give you ideas and valuable local agent contacts that will help your business in many, many ways. Some agents hold local breakfast meetings monthly. Others have formal idea sharing sessions with other local agents. Members of such groups, rather than jealously guarding what they know from other local agents realize that sharing with a select few makes each of them better. My belief is that every agent should participate in such groups in his or her area!

ActiveRain: I don't have to tell you what a great networking tool ActiveRain is....a wonderful vehicle for sharing ideas with other agents in other areas, to learn new tools and techniques and, over time, to build our agent referral base. The more active you are, of course, the more value you gain from ActiveRain.

Facebook & Twitter: Sites such as Facebook and Twitter have taken the idea of "community" and exploded it beyond anything we ever imagined. Both can be tremendous agent networking tools if you focus on that objective, as one message goes out to all in your online Sphere of Agents. If you work at building up that Sphere, it becomes quite large.

One problem that Holly, Barry and I agreed on, however, was the large volume of "non-business" chatter on such sites. This is valuable in fostering the "social" element of social networking, but it can get overwhelming. Knowing what vegetable you would be based on some quiz you took or that you are now going to sleep or that you cooked Dinty Moore Beef Stew for dinner is "TMI" (Too Much Information) for me, and it does nothing to bring you to the top of my referral list for your area!

Telephone Conference Calls: Sites such as FreeConferenceCall.com allow us to talk with like-minded agents in our network, agents from outside of our area. A procedure for maximizing this system is to have a monthly conference call with one group member charged with picking and presenting a particular topic. Conference calls are also useful for agents who have formed accountability groups.

GoToMeeting: GoToMeeting (or its "big brother" GoToWebinar) goes far beyond the telephone conference call. Using it, we can not only talk with one another but we can also see each other's computer screens. Perhaps, for example, our monthly networking meeting this month focuses on listing presentations. GoToMeeting allows us to switch between each other's computer screens: I show my presentation or an area on my Web site and you show me yours. A tremendous learning tool, one that I use twice a month for our private CyberStar® Webinars.

Invitation-Only Networking Groups: My CyberStar® networking group, CyberProfessionals, Jack Peckham's CyberSpace Society and other networking groups have formal structures for information sharing, referrals and periodic meetings. My CyberStars®, for example have a private Google Group for sharing information and files, an annual meeting, periodic regional meetings, and we meet at various conventions or when I am teaching a seminar in a particular part of the country.

And how do you find agents for your agent network? Simple: get out of the office and get out of town! Attend local board functions, attend agent open houses, take courses (especailly the CRS 206 technology course!) out of your area, attend state, franchise and national conventions. This will pay better results than does taking floor time in most offices I know of!

However you conduct your agent networking, one thing is clear: your best "farm" is other agents around the country! My CyberStars® realized this years ago. They make a conscious effort to cultivate agents nationwide through our CyberStar® group, their Web sites, their blogs, by attending seminars and conventions out of their area, by participating on Facebook, etc.

Today's technology has made obsolete the old advice that the way to have a successful real estate career is to choose a geographical listing farm: 250-500 homes, spend a lot of money on postcards and pumpkins at Halloween, etc. Today, your farm area is the world (through your Web site) and nationwide through your agent networking efforts. Focusing your prospecting efforts on other agents will pay benefits that are far more lucrative and will net you more money at the end of the year than will any geographical farm.

It's a great day here on the lake in Reston...hope it's a great day wherever you are, too!

Reston, VA, Area ActiveRain Gettogether

Allen F. Hainge, CRS (AFH Seminars) — Tue, 31 Mar 2009 10:21:55 -0500

If you are anywhere near Reston, VA, join me and a few of your ActiveRain friends for a networking session at the Coffee Shop atLake Anne Plaza in Reston, Thursday, April 2, 10 a.m. We'll hope for a beautiful day, sit outside, watch the world go by and share tips, techniques and networking opportunities.

Lake Anne Plaza is the original part of Reston, just off of Baron Cameraon (becomes Eldon St. in Herndon).

Hope to see you there!

It's a beautiful day here on the lake in Reston...hope it's a beautiful day wherever you are, too!

Allen F. Hainge, CRS

Senior Instructor, CRS 206 Technology Course

Recorded Webinar: What Works In Today's Market?

Allen F. Hainge, CRS (AFH Seminars) — Thu, 26 Mar 2009 18:29:48 -0500

Those of you who wish to see/hear the Webinar I did for New Mexico agents last night can click here.

We focused on tools that help agents make more money, save more money and save more time in today's market. CyberStar(r) Linda DeVlieg of Albuquerque, NM, was my panelist and did a wonderful job....check it out.

I'll be doing the CRS 206 two day technology course in Albuquerque April 30 - May 1 and am looking forward to a great session.

Full information on the course here. It says that Mark Porter is the instructor, but it'll be me....and I'll get to do some flyfishing while there!

It's a great day here on the lake in Reston...hope it's a great day wherever you are, too!

Allen F. Hainge, CRS

Senior Instructor, CRS 206 Technology Course

Founder/President, The CyberStars(R)

Two Of My Favorite Tech Tools!

Allen F. Hainge, CRS (AFH Seminars) — Tue, 24 Mar 2009 14:33:55 -0500

In case you don't know me, I focus on using today's technology, not on the "Techie Wow!" aspect of it. To me, technology exists to help agents list more homes, sell more homes, save more money, save more time....and get a life outside of real estate. That's what I stress on my blog and during my nationwide seminars.

That said, here are just two of my favorite technology tools, tools that help me accomplish some or all of the above. Nothing fancy, nothing complicated, just two tools I find very useful every day.

My Home Wireless Network

What a pleasure to get connected anywhere I am while at home: in the living room "multitasking" (watching a soccer game or a PBS mystery while getting work done on my notebook) or on my balcony overlooking the lake on a balmy day.

All it took to get the home network established was a call to my techie, Jeff, telling him what I wanted to do and his showing up at my home with a router ($50) and connecting it to my desktop. Simple, right?

In other words, I did not need to understand the technology involved, I just needed to know what I wanted to do and who to contact in order to get it done.

My Bluetooth Earpiece

Talk about a time saver! I don't understand why any busy agent does not have a Bluetooth compatible phone and a Bluetooth earpiece. I use the iPhone, only one of many Bluetooth compatible smart phones, and a Plantronics earpiece.

With Bluetooth in my ear and the iPhone in my pocket, I am able to do so many things hands free, a real improvement over the "hold the phone to my ear" days. I can be working on the computer, doing dishes, do the housecleaning, fishing, reading....you name it, I can be connected while accomplishing other tasks at the same time.

Those are just two of my Favorite Things. If you use them, you know why I would not be without them. If you don't, get them and start doing more with your life!

It's a great day here on the lake in Reston...hope it's a great day wherever you are, too!

Allen F. Hainge, CRS

Senior Instructor, CRS 206 Technology Course

Founder/President, The CyberStars®

Join Me For The CRS 206 Technology Course in April!

Allen F. Hainge, CRS (AFH Seminars) — Mon, 23 Mar 2009 15:29:33 -0500

I will be teaching two great CRS 206 technology seminars in April. We will focus on how to use technology to meet the needs of today's consumer. No "techie talk," just solid how to information on what works (and what doesn't) with plenty of real-life examples from my CyberStars®.

April 23-24: Christiansted, St. Croix, VI

Course Sponsor: Virgin Islands Territorial AOR

Contact/Register: Valerie Pigott, VITAR@VitarParadise.org, 340-773-1855

April 30 - May 1: Albuquerque, NM

Course Sponsor: New Mexico CRS Chapter

Contact/Register: Marc Guggino, Marc@MarcGugginoTeam; Linda Coy, LindaCoy@aol.com, 505-328-4892

Any questions on what the course will contain or how it can help you, reply here....

Come join me.....we'll "put it all together" when it comes to today's technology!

Allen F. Hainge, CRS

Senior Instructor, CRS 206 Technology Course