Real Estate's Blog

Top 10 Stupid Things Sales People Do...(And How To Avoid Doing Them!)

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Mon, 30 Nov 2009 09:16:53 -0600

I have been in some form of sales since I was 10 years old working in my mom's craft store selling yarn and bobbins to her quilting and knitting friends. And, since that time, I have always tried to establish myself as a leader in any sales position that I have held...and I also have noticed that there are some really good sales people out there.

The kicker is...a good portion of those people aren't good at sales. What they are good at is avoiding the things that cause sales people to falter.

Now, before we get into this...lets establish a quick and simple truth: Knowing what NOT to do is just as important when talking about sales as knowing what TO do. Make sense?

Knowing that, here is a quick "Top 10" of mistakes I have seen sales people make that are guaranteed to derail the very efforts that are being put forth by a salesperson.

1. They refuse to learn. -- I have seen more than one 'newb' burst onto the scene and run huge numbers in a very short period of time...and then just disappear into obscurity. Why is that? It is because they refused to continue to learn. It is vital to be a student of your game. Make sure you are continually learning about your product/service/industry. Read the new books that come out. Go to the seminars that are being held about your industry. Listen to audio, watch video, read blogs (like mine! hint hint) about sales and how to be better at what you do for a living. Reinvigorate yourself.

Did you know that Tiger Woods spends $1 million a year for a swing coach? He is constantly looking to be better at what he does...

2. They stay generalized. -- "Narrowcasting" is the specialization into a specific segment or part of the market. Staying generalized eliminates the ability to be considered an expert in any one specific area. Think about that for a second....Medical specialists get paid more than medical generalists. A specialist has narrowed his/her field of vision to ensure success in mastering that specific part of the market or product. They become known as specialists and people recognize that and come to them when they need that expertise.

3. They dont position themselves properly. -- The way people position themselves is the primary determining factor in how they are seen by prospects and clients. People pay attention to people they THINK are in a position of importance. Blogging, engagement and interaction with prospects and others via social media are all ways to help position yourself accordingly. The best way to sell is not to position yourself as a salesperson...but to position yourself as an expert in your field. And, one of the best ways to do that is to offer up information and assistance to those that are in need. (A Realtor might do a class on being a first time home buyer, for example. A guy that sells referrals to Realtors might write a bunch of blogs that help the agents do their jobs better...) The goal of these sessions isn't to sell anything, but to establish yourself as an expert in the field so that, as the need arises, those seeking your service automatically think of asking you.

4. They dont prospect. -- This is HUGE! The largest cause of failure in a sales position is having a lack of potential customers. You should always have multiple streams of inbound leads to work. You should never be out of people to pitch to even if that means you spend more money to get them. Take advantage of the technology that exists and use it to your advantage. Don't have anyone to pitch? Start thinking about a new career.

5. They pitch the wrong people. -- You cant get rich selling to the wrong people. You had better be in front of people that can make a decision, have a need for your services, and are willing to listen to you. If anyone you are pitching your services to doesn't meet that criteria, you are spinning your wheels. Remember, not everyone is a good prospect. Spend the time required to find good prospects and work with them rather than trying to peddle your wares to those that don't need them, can't decide if the need is there, or are not willing to listen to you.

6. They listen to their peers. -- Listening to your peers usually means you get an earful of negative input. "This isn't the way that you sell houses." "Blogging doesn't bring any clients." "Social media is a huge waste of time." Yeah...You've heard that before, right? And, it goes on and on and on and on...ad infinitum.

Instead, listen to positive, upbeat stuff that makes you feel good and allows you to think clearly. For me, thats music. Some use motivational speech, etc. And remember...most of your peers suck at their job.

7. They don't understand economics. -- Would you sell something you bought for $1.50 for $1?? Painfully obvious, right? Yet, that is what a good portion of sales people do because they don't understand the 'back-end' costs that should be added into the equation. For example, if you spend $750 marketing a home, $300 in gas showing a home, $200 in food wining and dining clients, and then only make $1000 on the sale of a home...what have you gained?? Here is a quick lesson in Economics 101 -- If you are losing money on your deals, you can NEVER make that up regardless of how many deals you complete.

8. They spend money before they make it. -- I had a sales manager who said to me, "Clint...a sale is never done until you are eating the steak that you paid for with the money you got when your commission check cleared the bank." Why think this way??? Look at all the things that can happen that can derail a sale in today's market...if you are out buying a new TV on credit because you have a closing happening on Tuesday, you are going to lose your butt in this business. Just because you have a signed contract doesn't mean you are going to get paid anytime soon.

9. The fail to ask questions. -- More importantly, they fail to ask the RIGHT questions. And, when they do ask them, they fail to actually listen to the answers given. A prospect will always tell you what it is that they need to hear come out of your mouth. Asking the right questions based on their feedback will, more often than not, lead to a sale for you. You have two ears and only one mouth. Use them accordingly.

10. They are hindered digitally. -- "Hindered", in this instance, means they are either digitally compulsive or digitally impaired. Both are a hindrance. You can be so addicted to the technology available (Internet, sales force automation, blackberries, iphones, etc) that they are completely paralyzed when it is not available. Or, the mere thought of being surrounded by that much technology has them so scared, they refuse to adapt to any of it. Both are career-killing impairments. In truth, it is those that have the ability to take on the technology without losing the human aspect of their jobs that will be the ultimate winners. Find your happy medium.

Sales people are a curious breed. "Experts" rarely have the open-mindedness required to accept criticism and adapt to make themselves more successful. Yet, it is exactly that which will set you up for a stellar sales career. Pay attention to the pitfalls that you can fall into that will slow your momentum and focus on those things that will increase it. Do this, and you will be just fine regardless of the market.

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Choose Your Words Carefully......AGAIN!

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Mon, 23 Nov 2009 07:46:59 -0600

I wrote a featured post recently about choosing your words carefully when it comes to an agent's tag line and how to make that better. As I was writing that post, I kept thinking to myself.....Well, what about all of these listing ads?? Why not write about them as well??

I see examples all the time of bad MLS photos. But, what is more prevelant to me is the incredible lack of decent COPY in these same listing ads.

See...One of the more routine activities of a Realtor's job is to write copy for the ads that are used to support your listings. Whether those be online, print, brochures, or flyers, the goal of these ads is create a positive explanation of the property that will increase the flow of traffic to that ad from interested buyers. And, lets face it....that is the ultimate goal in this form of advertising.

However, it is fairly easy to fall into the grey area and start to make statements that aren't necessarily true...perhaps even blatently false...and even worse, bordering on discriminatory.

Now, I know that no one actually intends to write copy that is discriminatory. But, the fact of the matter is that some of the text used can be just that depending upon who is reading the ad.

Here are some of the reminders that I have compiled both from some of the listings I have seen and a list that I found in BrokerAgentPro:

1. Describe The Features Of The Property Remember to stick to the facts about the property. Obviously, you can embellish a bit to make the language more fun, but don't blow it out of proportion. Also, don't profile your potential buyer by focusing the ad on one specific style of buyer. We all have some idea of what type of buyer will suit the need for the property, but isn't every financially qualified person a potential buyer? Here are some examples of what you should say:

Condo with exercise center and pool
Historic home with wrap-around porch
Qualified Senior Housing
Located On Cul-De-Sac
Bring your Hammer and lots of ideas!
Extensive Remodeling including windows, new floors
Bright and Sunny living room
Comfortable and Spacious
Designer colors!

Avoid phrases that focus on the buyer. Also, consider subtle little things that might be interpreted wrong by a potential buyer:

Empty Nester's Paradise (Are kids welcome??)
Great family neighborhood (Will singles be allowed??)
Hispanic Community (Uhhhh...Do I need to elaborate??)
Near Indian grocery (Is this the Indian part of town??)
Perfect for a single guy (Is it not safe for a single female????)
Bring your kids! (Uhhh....Sorry, but I dont have any....)
Totally remodeled (Really??? EVERYTHING was redone????)
New heat and AC (The entire system or just the unit itself???)
New carpet! (Well, it was new last year...)
Wonderful neighbors (Rock bands are fun neighbors!)
Kept in perfect condition (Oh yeah?? Is that what the inspection report will tell me???)
All new appliances (Does that include the water heater and the furnace?)

2. One thing that agents like to do in the ad copy is make descriptions of the neighborhood that the listing is located. This is all well and good and adds a sense of the community, as well as the home itself. Some good examples are:

Gated neighborhood
On golf course
Horses allowed
Tree-lined street
Secluded off-street location
Close to Shopping

Now, remember...its perfectly OK to talk about the neighborhood. But, it is NOT OK to talk about the neighbors! Don't use language that establishes a preference to the type of person that will fit with the local flavor. Phrases to avoid:

Exclusive area (Really....excluding whom???)
Elite neighborhood (Who qualifies for this???)
Country Club location (Are non-members allowed to buy there??)
Surrounded by young families (So...elderly need not apply.)
Mature area (So, you young people...you go somewhere else.)

3. Whatever you do, do not offer up assurances about what CAN be done with the property. Not only can adding onto the existing home be more difficult that you anticipate, but the buyer could take your statement at face value and then be very disgruntled later on. Between permits, easements, building codes, and neighborhood opposition...who knows. Anything could stop them from being able to do what YOU said could be done. So, avoid things like:

Un-obstructed view of the lake (From now til when???)
Perfect for a bed and breakfast
Add a second story and see all of downtown
Ready for a new master bathroom
Plenty of room for a pool (Of course, we have to move your sewer line and the underground gas line and the......)

4. Lastly, in the attempt to remain perfectly accurate, dont use brand names in generic ways...

Jacuzzi tub (Umm, its says Whirlyride on the drain...)
JennAire grill (Umm, the lid says Coleman...)

When it comes to marketing a home, the goal of the ad copy is to describe the features of the home and to attract quality buyers. It is increasingly important to use accurate language. But, more than that, it is vitally important that you do not violate anything within the COE or the Fair Housing laws. NEVER refer to the sex, racial origin, family status, or age of ANY potential buyers or current residents of a particular area. And remember, if you direct your advertising to target a specific type of buyer, you are discriminating against other buyers that may be just as capable perhaps even more capable of buying the same property. And even more importantly, if you submit an offer from a potential buyer, and the offer is rejected, the buyer could feel that the rejection is a result of some form of bias against them based on the descriptions put in the ad.

One of the best lines that I was able to find when it came to writing ad copy -- "Ignore the ambiguous meanings...Remember that YOUR REPUTATION IS AT STAKE!"

If you would like more information on Real Estate Client Referrals, please contact Clint at 800-977-7058. Or, fan us on Facebook! Or, follow Clint on Twitter!

The value of entertainment

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Fri, 20 Nov 2009 13:49:54 -0600

Reblogging something from THE @HeyAmaretto (aka Diane from the Twitterqueens) because she wrote about something Im very passionate about.....

Me! :-)

Ok...not me....but using humor to help attract clients!

Well....that, and me! :-)

Enjoy!!

Via Diane Guercio (TQI Consulting ):

I had written a post about the value of entertainment in real estate video. While I think video should be of fairly decent quality so that the consumer can judge the attributes of the home, the product doesn't have to look like it was produced by Steven Spielberg.

Okay- it can't look like the Blair Witch Project, either. Hold your hand steady, don't make the viewer sick by whipping around from side to side, and if you will be speaking, make your voice sound natural. To see my three favorites, check here.

That really got me thinking- about video, about blogging, about online interaction- and off-line as well, I suppose. I have heard people complain about twitter as far as interaction goes. I decided to scout out one of these people and see what they were up to and this was the total of their commentary:

Just posted on ActiveRain...

Just posted on ActiveRain...

Just posted on ActiveRain...

Just posted on ActiveRain... Day after day, THAT WAS IT! Would you watch the station on TV that was all ads?

Which leads me to this morning. I saw a post on twitter by @theRealClint (who is here on Active Rain- Clint Miller of RECR) with the comment "Google is Funny" and a link. Well, okay, I bit that bait, and saw this:

Okay, maybe you might be offended by it, but dang! This is funny- and playful! I checked other words out, and I think Google is doing this intentionally on the broadly used words what, who, and where because I didn't see it for more narrow scopes. You can check it out for yourself if you have time.

But my point is this. If your interaction level on twitter is less than that of a search engine, maybe it is time to step it up before complaining. You have a chance to be seen before potentially thousands of people, and all it costs you is a little time.

Choose Your Words Carefully

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Wed, 18 Nov 2009 08:27:43 -0600

Let's take a quick quiz...

Name the companies that use the following tag-lines.

1. The Real Thing
2. The King of Beers
3. Mmm mmm mmm mmm good
4. Good to the last drop

Pretty simple stuff, right?

Coke is the "real" thing. (After all, Coke was first on the scene in the cola world. So, you can either have the real cola, or an imitation, right?) Let's look at Budweiser. Long has it been known that Budweiser is the "king" of beers. (It doesn't get any better than being the king. The king is the top of the heap, the head honcho, the alpha dog. Why would you associate with something that isn't the best??) Campbell's soup is "mmmm mmmm" good. Maxwell House coffee really is "good to the last drop".

Recognize the pattern yet? Did you catch what was being said?

All of these tag lines have been used by these very successful companies for years. Not because they are excellent brand references that people have literally heard for years...although that is certainly true...but because they SELL! Not only do the help sell the product, they sell the brand.

How much more effective could your advertising be if you treated your tag line -- your branding slogan, if you will -- as a sales opportunity rather than a contest to see who can come up with the cutest catch-phrase??

You can immediately improve your own tag line and achieve better results from your advertising by simply changing the words you use to words that actually mean something. For example, what's the more effective tag line....

1. Your (honest, hard-working, professional, friendly...feel free to insert any other adjectives here) real estate expert for life.

Or...

2. Working to deliver the best results for you. Always.

I can tell you from personal experience, if I had a dollar for every time I have seen the first one on a website, business card, flyer, postcard, etc, I could retire. It is probably one of the most over-used and, forgive me for saying so, weakest tag line an agent could use.(Hey, someone has to be honest with those of you that use some form of this line...)

There are a group of words that are used in real estate advertising that just simply don't deliver the punch that the agents thinks they deliver. Here is a list of words you should avoid:

FRIENDLY -- Of course your friendly. You work in a position that requires it. I have never met a single agent ever anywhere that doesn't possess the ability to at least fake his/her way through an appointment appearing to be friendly. Go to an appoint and be an ass and see how far that gets ya...

PROFESSIONAL -- Ummm...duh. I would hope so. Why would you waste valuable advertising space promoting something that the client is already expecting to exist merely by the fact that you hold the position that you do. McDonald's food is safe to eat. Fords will help you get from point A to point B. My service is professional. See the problem??

HONEST -- (See friendly and professional)

HARD-WORKING -- I have met very few agents in this industry that are not working hard. I have met a bunch that don't work very smart, but I think all of them work hard. Do you really want to be measured by how many more hours you will spend working for them versus how many hours your competition will put in? Or, would you rather be measured by how much more effective you are at selling homes?

Pretty much any word that you can use as an adjective about yourself falls into this category including knowledgeable, reliable, trustworthy (dear Lord, please don't use this one!!) etc...

Now, by the same token, there is a group of powerful words that can be used to deliver a better message about your ability and maintain the aspects of your ability that the client is already assuming exist within you. Those are:

RESULTS -- People are buying results when they hire you. It only makes sense to promote that fact in your tag line. You are hired to sell a home. That is a result that your client wanted. Bring that to the forefront so that other clients know you can deliver those results.

DELIVER -- Delivering something is hugely important. You are bringing them something they want. I order a pizza...I don't want to go get it. I want it brought to me. Bring me something I value and I will pay you for it. Do it well, and I will tell other people.

BEST -- Being the best at anything positive will bring you results. Be the best blogger in your area, you will get clients from it. Being the best at any aspect of your job gives the ability for you to leverage this aspect and you will get new clients coming to you because of it.

YOU -- If your advertising is a message to a potential new client, why talk about yourself?? Why not talk about what they want? Using the word 'you' implies that a specific focus on the individual client and will create a connection between you as the agent and them as your customer.

GUARANTEED -- The value of a guarantee is implied by the client, not you. Offering something that is guaranteed implies that you are true to your word; you can produce a desired result and are willing to back it up. Guarantees provide that same feeling of confidence in your clients by removing doubt and potential risk.

LARGEST -- It has long been thought that there is strength in numbers. The size of an organization has typically been thought as being the 'safest' choice merely based on the size. Remember, nothing draws a crowd like a crowd. So, whatever you can say about being the largest in your market space will help you. It doesn't have to be the largest brokerage. It could be the largest internet presence, the largest service network, etc.

There are certainly more words that fall into this group, but I think you get the hint. Your tag line isn't about a catchy slogan or a cutesy jingle. It is your very first attempt at selling your client that you are the best choice for them. In order for this to work effectively, you should be talking about what THEY want from you rather than what you want to be seen as in their eyes. Talk about what the client wants...not about patting yourself on the back for possessing those same qualities they automatically assume exist merely based on the fact that you hold the position that you hold. Therefore, choose your words carefully.

Need more clients?? Real Estate Client Referrals can help you!! Fan us on Facebook; Follow Clint on Twitter; Call 800-977-7058 for more information on how we can help you make more money!

5 Ways To Kill Your Career In 2010

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Tue, 10 Nov 2009 12:39:41 -0600

It's a new year!

Well, its almost a new year...New business plans in the works...new budgets being considered (shoestring, though they may be...). New attitude attributed to a new year.

All good things....

But, none of that will mean diddly if you continue down the same destructive path that a good portion of agents find themselves on currently.

It amazes me on a daily basis how many agents that I deal with actually set themselves up for failure by making simple, yet deadly, mistakes in their business. Some of these mistakes seem to be so simple to overcome. Yet, time and time again, they repeat the same thing expecting a different result. That is the definition of insanity.

So, in the hopes that I can in some small way help YOU avoid making these mistakes, I wanted to summarize an article I found in BrokerAgentPro that lists 5 of the things agents do that hinder their own efforts...and ways to avoid getting caught in these commission killing traps.

Getting ‘Busy Work' confused with actual ‘Work' - Many agents across the country suffer from not having a consistent game plan for their daily activities. There are several things that you should do daily. These include: Lead generation; Contacting prospects that are potential clients; Work and sort out the motivations of existing clients; Negotiate contracts on pending deals; Present findings to your clients. All 5 of those things MUST be done on a daily basis to maintain a consistent level of effort on all aspects of your business. If you are not getting any one of these done, you are attempting to build a business on a weak foundation and you will fail.

Not working a set schedule - Lack of motivation is the biggest cause of not working a set schedule. "I don't feel like it today." Guess what...no one *feels* like it. But, they do it. Successful agents work a set schedule every day whether they ‘feel like it' or not. That set schedule might be any time between 8am and 9pm, but its a schedule none the less. What do you do on days you don't feel like working? See #1 above.

"It's a numbers game" - Well, sort of. But, no, not really. Yes, you need to track your numbers. Yes, those numbers are important. But, in no way will those numbers lead you to making any money! This is a PEOPLE game! If you are not out helping people with or talking to people about real estate, you are doomed to fail. Focus on what you have to offer - your talents and abilities to assist people in buying or selling a house.

Lacking multiple lead streams - That's right. If you do not have multiple streams of leads, you will fail. If your only source of leads is making cold calls, asking for referrals from clients, calling expired listings, etc...You are limiting your ability to get new clients. If you take a day off, you don't make ANY progress. None. What if you lose your phone for a day? What if you lose your voice for a day? No progress. So, having several good lead generation sources is a must in order to keep bringing in new potential clients. Just remember, not every lead will close. But, every lead needs worked. That's what you do!

"Its all about the Benjamins, baby!" - This philosophy will ultimately be your demise in real estate. You should never put earning a commission above your ability to be of service to your client. If you are not out there to help your clients, you will fail. If you don't know how to help your clients, LEARN! The ‘rules' have changed. Make an effort to adapt to those changes and *help* your clients. The money will follow.

Looking to add to your client base? Contact Clint at 800-977-7058 and ask about how he can help you. Or, follow him on Twitter. Dont forget to fan us on Facebook!

The 10 Things I Learned About "Car Pool Tunnel"

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Wed, 04 Nov 2009 08:58:06 -0600

I admit, this post has NOTHING to do with real estate...

Car. Pool. Tunnel.

That's what the orthopedic surgeon said I had yesterday...

Well...Its actually "carpal" tunnel syndrome...a compression of the median nerve (one of the two main nerves that drive feeling in your hands) in the center of your wrist at the base of the palm of your hand that causes pain, numbness in the thumb and first two fingers, and loss of muscle mass or control at the base of the thumb.

Fun!! Joy!!

Yeah, not so much...Ive been putting up with this in both hands now for roughly 5 years now...and finally decided to do something about it. Thus the reason for the orthopedic surgeon. (Hey, it's not a carburator. I can't fix this one by myself.)

Who am I trying to kid? I can't fix a carburator either...

Anyway...After having my initial consultation with him, here are 10 things I learned about carpal tunnel syndrome that I didn't know before....

1. In order to determine if you have carpal tunnel syndrome, you have to go through a "nerve conduction test".

2. "Nerve conduction test" is a medical term used specifically to hide the fact that they are going to shock the living crap out of your hand not once, not twice....but roughly 20 times PER NERVE (Remember, there is two per my previous statement above)! And, this is on both hands!!

3. Now I know why Frankenstein was so pissed all the time.

4. Faking a heart attack while getting electrocuted a nerve conduction test will cause a medical office to go into full-blown panic mode. For real!

5. My orthopedic surgeon's office staff does not have a sense of humor.

6. Nerve conduction test data is sent via computer to Harvard Medical....Yes, THE Harvard Medical. It takes less time to get the results back from Harvard Medical than it does to do the actual test. So, when the doctor comes in with the results, your fingernails are still smoking just a bit.

7. When an orthopedic surgeon uses the phrase, "...one of the worst cases I have ever seen...", you know you are about to finance something really expensive he has on his Christmas list.

8. You can not do a carpal tunnel surgery on both hands at the same time unless you have some REALLY close personal friends that are willing to do ANYTHING for you. And, I do mean ANYTHING!

9. Opting to do this one hand at a time has given me the ability to say that my wife is incredibly grateful about my decision. (In case you didn't get those last two jokes...We have a 19 month old. She already has one butt she has to wipe during the day. Yeah...now you get it.)

10. "Hand-to-Shoulder" syndrome isn't the same thing as the rubber arm you get when you fall asleep on your arm wrong and cut of the circulation only to realize it when you roll over and try to shut off your alarm clock but your arm is roughly as responsive as a flesh baseball bat. Yeah, it's NOT that.

Comedy aside, carpal tunnel syndrome sucks. It causes pain and numbness, loss of grip, even loss of muscle mass in your hands. And, if left untreated, it can cause permanent damage including loss of feeling, loss of muscle mass or specific movement, even complete breakdowns in moder skill. (How important is typing to you???) From one lucky recipent to another, if this is you, get it checked out.

Oh yeah, if you're curious..."Hand-To-Shoulder" syndrome is a side effect of SEVERE carpal tunnel syndrome. It is a pain transferance from the crushed nerve in the wrist and manifests as stabbing pain in the center of your shoulder joint. Yes, it hurts. No, pain pills dont help. Trust me on this one. I should have stock in Advil.

You will probably hear more about this episodic adventure as my journey continues......

This House Stinks...Literally.

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Tue, 03 Nov 2009 07:15:29 -0600

Believe it or not, the human nose can detect and clarify about 10,000 smells. That's right....10,000! We know that the power of smell is one of the strongest senses we, as humans, posess. And recent studies have shown that scent is the strongest of our 5 senses that is tied directly to memory.

In my parent's house, for example, my mother always made fresh peach pies in the late summer. To this day, I can smell a peach pie from a mile away and instantly Im transported to my mom's kitchen as a 7yr old boy in my swimsuit pacing around the table hoping to get a shot at sticking my finger into the peach filling while my mom wasn't looking. (I got caught every time).

Retailers have been using smells to get people to buy their goods with thousands of scents for literally thousands of years. Scents, as a whole, have a power of their own and, depending on the scent, can even have a profound effect on the very psychology of a person.

It is the same when showing a home! Strong smells like cat oders (pet orders in general, really. I just pick on cats because it is the most obvious example of a gross smell that everyone can relate to) or even cooking smells (burnt oil, grease, hard fish smells) can send buyers away faster than any screwed up floor plan or poor staging effort. In fact, you can stage a home perfectly, and have the perfect floor plan, but if the house smells like 50 cats used it for a latrine, you may as well burn it down where it sits because it will probably never sell.

If you are showing a contemporary condo or loft in a hip, upscale urban setting where young singles and urbanistas are buying, you would want your clients to be highly attentive and excited. Putting out scents of rosemary, peppermint or grapefruit will help them make decisions more quickly as these scents improve alertness and stimulation.

If you are showing an older home in the suburbs with numerous rooms and a ‘creative' floor plan, you may want them to feel more calm and relaxed. Lavender is the perfect scent for this. Mixed with citrus smells, you will have a calm, yet mentally alert client that can make calm, rational decisions.

Aside from those, here is a list of scents and their reactions to human behavior:

Chamomile - Calming and soothing; eases anger and anxiety.
Clary Sage - Relaxing; euphoric; eases anxiety, tension, and stress.
Eucalyptus - Fresh, cooling, and invigorating; promotes alertness.
Jasmine - Alleviates anxiety and depression.
Lavender - Calming.
Lemon - Refreshing and energizing; eases tension, heightens mental clarity.
Mandarin - Relaxing and calming; relieves insomnia.
Orange blossom - Relieves stress, anxiety and insomnia.
Peppermint - Refreshing and stimulating; increases alertness.
Rosemary - Promotes mental clarity and alertness.
Sandalwood - A warm, sensual aroma that creates seductive and euphoric moods.

This is just a small sample, obviously. But, this sample includes the top scents used by retailers to stimulate buyers. Since you are also assisting buyers, using similar techniques will help move properties faster and put your buyers in the ‘right frame of mind'.

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How One Lender Used Social Media to "WOW" a Client Today

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Thu, 29 Oct 2009 16:12:43 -0500

THIS IS SOOO AWESOME!!!!

Via Missoula Real Estate By Kevin & Monica Ray (Access Realty):

How One Lender Used Social Media to "WOW" a Client Today

We've all experienced delays on closings for one reason or another and they're never fun. But when they happen at the last minute it can cause a lot of stress for all parties involved in the transaction. Well that scenario happened to us this morning.

We had a closing scheduled for 1:00 today with our Buyer who arrived by train at 1:00 a.m. this morning from the East Coast to close on her new home. Her furniture is also scheduled to arrive today.

The sellers of the house she's buying are packed and ready to be out of the house today and are also closing on their new home at the same time.

So needless to say, everyone is counting on the closing to happen as scheduled today.

At 8:15 a.m. this morning we get "The Call" from the Title Company stating that they talked to Quicken Loans (the lender) and it looks like we won't be able to close for a week at least.

As you can imagine, a moment of panic set in along with a lot of other strong emotions and a few *#*#*@@ expletives. We called the Buyer and the Seller's agent to let them know and were met with more strong emotions. The Buyer called the lender immediately.

We use Twitter on a daily basis and have found it to be an invaluable marketing and communications tool in our business. I Tweet about many events so mentioned that

"I'm not impressed with Quicken Loans this Morning" on Twitter.

In less than a minute, I had a response from Kelly @QuickenLoans asking what she could do to help.

She also followed me so I was able to send her a Direct Message and an email about the issue so everything wasn't broadcast publicly. (This is a good strategy by the way - if you have a client issue, try to take it offline).

I sent Kelly at Quicken Loans my client's name by email. Of course my comment generated some discussion on Twitter and I received several responses, including one from my friend Justin McHood who is a loan officer in Arizona.

Within minutes of this tweet, we had an email from a Client Service Specialist and the Loan Officer explaining what she needed. Our client also called and was able to speak to the Loan Officer and was able to request the form Quicken needed from her attorney.

The Loan Officer told us if they received the form they could close today and she would do everything she could to help us close on time. Our client was able to get the document to them but unfortunately, the title company is booked for today. So, we're scheduled to close tomorrow - a slight delay but certainly one we can all live with, and much better than a week's delay.

So of course, I had to update my Twitter status:

In real estate transactions, occasional delays are bound to happen - especially with all of the new guidelines that lenders have to comply with. I have more than one horror story about working with out-of-state lenders who were unresponsive and difficult to work with. Fortunately, QuickenLoans isn't one of those companies and I have to say I'm impressed with their service on the overall transaction, and how quickly the responded when there was an issue.

Service, Results, Peace of Mind

Kevin and Monica Ray are Missoula Real Estate sales and marketing professionals for Access Realty in beautiful Western Montana.

We provide services for Buyers and Sellers in Missoula, Mineral,
Ravalli, Sanders, and Lake Counties. Contact us at:
406-822-SOLD (7653) or 406-207-1185
You can also Connect with Us On these sites:

Let's Talk About What Is REALLY Wrong In Real Estate

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Tue, 27 Oct 2009 09:25:42 -0500

You can barely toss a random trade magazine or scan through a blog post without there being some reference to fact that real estate agents should be embracing social media. Whether that be blogging to help market themselves or having a business page on Facebook...just about everyone everywhere is agreeing that this should happen on as many levels as can be handled.

The really funny thing is I think this phenomenon is actually hindering a fundamental issue that has plagued (and continues to plague) the real estate industry as a whole --- the fundamental lack of communication between agents and clients.

This issue is no more prevalent than where I work. I deal with this very thing on a daily basis. And, the number one complaint that I get from the prospects that we send out to our member agents is that they never hear from the agent. Yet, when I go to check on the agent, I can see that they have updated Twitter 14 times during the day and have 12 new Facebook status updates and written 2 new blogs.

Really?? You told me you "didn't have time to speak with that client" I sent you....yet, you had time to play Mafia Wars for 3 hours??

Now, before you start to judge me and my position on this matter, I understand the need for the social media profiles. I get it. I actually created the marketing position I am in at my company because of them. I understand. I don't knock you for that.

But, to apply effort in that direction without taking the required time to speak with your clients is cyber-slashing your own wrists. Sure, you might get an additional client or two...maybe pick up a new listing thanks to that blog you wrote. Awesome.

Here's the real deal -- If you suck at follow-up communication with the clients that you already have, getting more clients isn't going to make it any better for you. AND, if you cant follow up on the people you are working with right now because you feel the need to increase the size of your mafia or play Texas Hold'Em with your college buddies on Facebook, all you are doing is turning another good client into a real esate agent hater. Now that person is going to tell everyone they know what a schmuck you are and to never use you (probably naming your company or brand in the process).

Thus...All you are doing is making your actual job HARDER! And, you are making it harder for everyone else in your office, your company, your brand, and your general line of work.

Nice job. Those agents that are out there busting their tails really appreciate it. (Can you smell the sarcasm yet??)

One of the best things anyone ever told me with regards to sales is to do all your follow-up first. Get the hard stuff out of the way so that you have time for the fun stuff. (That is why we have dessert AFTER dinner!) Calling your mom or your beer-drinking buddies can wait. Call your clients first. Get that handled. After all, they are the ones that will be paying your commissions!

Why in the world would you want to hinder your potential income by pushing them away?? Seems counter-productive to me. Can you afford to just push away money?? Yeah, I didn't think so...

Your clients are expecting to hear from you. Making them wait for information they requested is not smart. In fact, it's rude. Don't push them off. Don't wait until the afternoon or the next day. Making them wait only causes them further frustration and builds up a level of disdain for you and your profession.

Call them. Get it over with...it will relieve them...AND it will relieve you because it has been dealt with -- good or bad.

Social media is a power tool. And with great power comes great responsibility. That responsibility lies right on your shoulders. Don't push away the things that pay your bills -- your clients -- because you have to get a new status update posted about your pedicure or feel the need to tweet about your football team's shoddy performance the night before. That's dessert. Take care of your meat and potatoes first.

If you would like more information on Real Estate Client Referrals, please contact Clint at 800-977-7058 or follow me on Twitter. If you are on Facebook, fan us up!

7 Ways To Get Clients To Say The Magic Word.......YES!

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Tue, 20 Oct 2009 09:20:59 -0500

Whether you want to admit it or not, you are using something to your advantage to get someone to buy from you. You do it all the time. Sales people are the kings and queens of taking advantage of the things we call “buying signals” and applying leverage in whatever way we can in order to get a deal done. I know I do it all day long here. You may think that you don’t, but you do. And, if you really believe that you dont...you are lieing!

What am I talking about??

I am talking about the fact that we, as salespeople, take advantage of the emotional triggers that every single human uses when making a decision.

There are seven of these triggers in total. And, regardless of whether or not you have been aware of this list in the past, you are keenly aware of how to use them to your advantage. These emotional triggers are the very things that everyone uses in order to make a decision. They include:

The Friendship Trigger – This trigger activates both trust and agreement through bonding on a social level. Essentially, this is the trigger that you apply directly to your sphere of influence. You use this on your friends, family, close acquantances, etc, that most sales people rely on as their base clientele. They can also include past clients that you speak with on a regular basis. The application of this trigger is specifically designed to leverage your friendship with them in the hopes that, when needed, they call upon you because you are friends. Social networking to build business fits into this category also.

The Authority Trigger – This trigger activates acceptance through expertise. A perfect example of this is agents that specialize in REO property or in high-end luxury property. That specific specialization makes them an "authority" and those that need this type of specialized help would instinctively choose them as a result. Another example of this is the multiple designations that an agent can get and list behind their name in an attempt to seemingly appear to have more authority or training than another agent by comparison. This trigger is specifically designed to cause someone to choose to work with you because you have the knowledge to be able to help them.

The Consistency Trigger – This trigger motivates potential customers by causing them to recognize consistency with your past actions and repeat contacts. In other words, this is your follow up skills hard at work. (As a smart person once said, it's the squeaky wheel that gets the oil.) You leverage this trigger every time you follow up with a lead or schedule appointments (and keep them!) with potential customers. You want your potential customers to recognize that you are consistent in your efforts to earn their business and you will be there when they decide to move forward based on your previous attempts to earn their business.

The Reciprocity Trigger – In short, you give, you receive. This trigger is based on the idea that you use the services and businesses that your clients own or work at and they will do the same for you. For example, if you use the services of a mechanic locally, when he needs help with buying a home, he contacts you. This is also the “you scratch my back, I scratch yours” trigger, if you will. If you have a client that needs a roofer, you know who you will recommend because they are good at what they do…AND you know that person will recommend people that they hear about to you when they need your service or expertise.

The Contrast Trigger – This trigger is the one that is used any time you do a side-by-side comparison of options to show that one is more attractive than the other. Any time that you list the pros and cons of given options, you are leveraging this trigger.

The Reason Why Trigger – This trigger is specifically used to invoke emotional reasons to make decisions. Buying is an emotional thing. So, we keep coming up with emotional reasons to say yes. This trigger is based on ‘thinking with your heart’ and not your head. When your clients see things inside a home you are showing that ‘they just love’, this trigger has been tripped. Instictivly, you will remember that and remind them of that, if needed, at a later date in order to leverage this memory to assist in a decision.

The Hope Trigger – This trigger is specifically designed to instill positive expectations to help persuade one side of an argument. In other words, this is the application of positivity. In order to effectively leverage this trigger, you have to get your client to “see the bright side”, as it were.

Whether you know it or not, you are using one of these to your advantage to get someone to buy from you. Chances are, you are using more than one of them at any given time with any one of your potential or current clients. In fact, in some instances, you have probably used all of them in order to get a deal done.

If you would like more information on Real Estate Client Referrals, please contact Clint at 800-977-7058. Or, hit me up on Twitter at www.twitter.com/TheRealClint. And, while you're at it, fan us up on Facebook!

Also, for more information on these seven triggers, you can check out www.seventriggers.com.

BlogWorld 2009: The secrets of Las Vegas are not so secret anymore.

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Mon, 19 Oct 2009 14:46:33 -0500

My good friend Matt Stigliano spent some time at REBlogWorld recently...

Despite the pains of jealousy, I am reblogging this awesome post of his!!

Via Matt Stigliano (RE/MAX Access):

photo courtesy of ChicagoGeek

It already feels like it was weeks ago.

I landed in San Antonio late last night from my trip to BlogWorld 2009. This morning it already feels like it was a long time ago. So much fun had in such a short space of time always seems to make it feel like the distant past a lot quicker. To say it was a blast would be to lie. It was more than a blast. Seeing friends, meeting new ones, listening to some of the best and brightest, and toying with new products for a few days will keep it fresh in my head, but I believe I'm already missing it, as if I've been away too long.

I feel honored to have been there (and thank those who helped get me there) and over the course of the next few days, I'll begin to dump some of this knowledge and thought that's crammed into my head, but first, I wanted to talk about secrets.

Can you keep a secret?

I learned a big secret in Vegas. One I shouldn't share with anyone. One that could change the course of history. One that might just rattle everything you believe in and leave you questioning your faith in everything you've ever stood for.

Can I trust you? Will you swear to secrecy? Can you keep your lips sealed?

The secret isn't as complex as I thought it might be, in fact, it's quite simple. I asked real estate industry vets, social media mavens, and run of the mill bloggers. I phrased the questions so many different ways to be sure I was getting "different" answers and no canned responses. They all lead back to the big secret.

The not-so-secret secret.

There are no secrets anymore.

The one thing everyone told me in different words each time, was just that: "There are no secrets anymore." With social media reaching the masses and becoming more than just a buzzword, we are creating a new reality. One where information flows from source to source, all without regard to "letting the competitor know our secrets." Bloggers I met outside of real estate seemed quite fascinated by our use of social media and loved the idea of us being there not to be gate-keepers like we once were, but instead information desks - ready to dispense our knowledge and expertise on a waiting world. Many of them agreed that when we do so, we only make ourselves more attractive as a viable way to buy and sell homes.

One blogger who I spoke to for awhile outside the convention center told me how he met an agent who was open, honest, and gave information at the drop of a hat. He gave so much information in fact, that the blogger thought "I could do that." The one thing every agent fears - training a FSBO to do it themselves. Instead the blogger contacted the agent and listed his house immediately with the agent. Why? Trust. He knew that the agent was "there for him" and would do his best. He felt that the agent was willing to give up his secret at the risk of losing the business. No longer was the agent there to build his bank account, but instead he was there to build a community.

By giving away the knowledge, the agent took the blogger's fear away. He took out all the years of distrust he had learned from others. He took away all of the negative news stories and bad reports. In an instant, he became a trusted adviser...and as the blogger told me, "a friend."

Enough with the secrets. We must continue to open our industry up to the consumers that patronize it. Will we lose business? Depends on how you look at the word lose. Do you think the FSBO was ever going to list with you? Do you think the person who equates purchasing a home to picking up a pair of socks at Wal-Mart is ever going to see the value you provide? There are people who will always go it alone. And there always will be. This will never change. The secret to our success as an industry lies within the phrase itself - there should be no secret. We may not convince those who don't want to be convinced, but we might just show someone why they can trust us and become our friend.

And that is worth more than any Vegas casino vault's cash reserve.
All content ©2008-2009 by Matt Stigliano, Realtor® unless otherwise noted.

Matt Stigliano, Realtor®

RE/MAX Access

(210) 646-HOME

www.RErockstar.com

"Your all access pass to San Antonio real estate."

Connect with me on Twitter and Facebook.

DO NOT USE Real Estate Client Referrals (#2 in a Series)

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Fri, 16 Oct 2009 07:22:26 -0500

DO NOT USE Real Estate Client Referrals???

If Matt had listened to that, he would have missed out on the biggest closing of his career!!

Congratulations on the closing, Matt!!

See…Matt has been a testimonial of mine for the better part of a year. He recently closed the largest transaction of his real estate career thanks to a buyer that he received from Real Estate Client Referrals!! Here is what he had to say in his own words…

I have to say, I’m a skeptic at heart – when anyone promises me more business, I usually laugh and politely tell them “thanks but no thanks.”

I had heard of RECR through various websites I frequent, but wound up talking to Clint Miller one day. We spoke at length and I never got any sort of hard sell, we were just chatting about business. When I asked questions, I got answers. Good solid answers with no run around attached to them. After thinking it over for a few days, I decided to take a shot at it.

Since then, I’ve received a pretty regular stream of referrals. Since the referrals have already had contact with someone at RECR, they know I’m going to be calling and most have been very easy to speak to. The ice has already been broken and they are receptive to what I have to say. Since they’ve already been checked out, I don’t have to try calling “Mickey Mouse” for three weeks at 867-5309.

The best part about RECR is that you can “dispute a referral.” Been trying to contact someone and getting nowhere? Just tell your contact and they work to replace the referral with another one in your account.

If a referral isn’t working out, you’re not chasing your tail all day trying to draw blood from a stone. Because they give you full contact info, you can call, write, or email the referrals too, something most companies I’ve seen don’t offer (they give you email and maybe a phone number) and you already know the basics of what they’re looking for. You just need to contact them and start building the trust and relationship (RECR can’t do everything for you).

With the Gold and Platinum packages you get a guaranteed number of closings – how can you go wrong with that logic? Close on a $100,000 house at 3% and you’ve made a profit already. And because you’re the only agent in a given area, you’re not fighting other agents for the same referrals.

I know there’s plenty of skeptics in this world, as I said, I’m one of them. I’d be more than happy to answer your doubts if you’d like. Just contact Clint Miller and he’ll connect us. I am a firm believer that if something’s worth it, I want other agents to know.

Matt Stigliano, Realtor®
RE/MAX – San Antonio

As he said…if you want to talk with him, let me know! Or, call me directly at 800-977-7058. Better yet…if you are on Facebook, fan us at www.facebook.com/realestateclientreferrals or follow me on Twitter at www.twitter.com/TheRealClint

Five Ways To Be Better Than You Are Now

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Mon, 12 Oct 2009 08:16:39 -0500

I recently read an article that really sparked my interest. The article was simply a basic list of the ways that someone could re-invent themselves by investing time and effort into the one asset that all agents have - Themselves.

The key principle to this article was the fact that, despite this uncertain market, there are people that appear to be striving to make their own abilities better and five ways to do so. Below is the list that was in the article...and a good healthy dose of my own explanations as to why this is so important in this uncertain market.

IMAGE: You chose a career in real estate to be an independent business person. So, do you carry yourself in a professional manner? Do you "look the part"? Do you have your business cards on you? Are you showing that you are proud of whom you work for or what you do? Whether you want to believe it or not, your image IS your first impression. Make sure that the impression you are making is the on that you actually want to make. There are some places where you can get away with blue jeans and a nice shirt. There are other places where a suit is more appropriate. Dress the part! Maintain your personal image. Get your hair cut or styled. Ladies...get your nails done. Guys...shave every day. (Believe me, I realize that sucks ...I'm a guy...I understand. But, its 2 or 3 minutes...and it makes a ton of difference to those around you.) I actually know of one agent that wears a tuxedo to all of his closings. That is part of his image. It is what sets him apart from the rest. (His name is Todd Waller out of Ann Arbor, Michigan, and he works for RealEstateOne. But, you can get more info on him and his Team366 at www.blog.team366.net.)

TRAINING: Aside from the mandatory requirements involved, you should try to find as many different options to better your ability as you can. Take the time to sit down with your broker to discuss some in-house training options. If you know of any free options for training, jump on it. Any training you involve yourself in will only re-emphasize the skill set you already have developed. So, it will not be wasted time or effort. You never know, you may learn something. (Also, anything that you can learn about social networking...that is a must! Trust me on this...this is a skill that does require some time to master, but you will not regret it!)

NETWORKING: Making yourself known in the community by getting involved with community events is a great way of networking with some of the more influential people in your market. Get involved with the community. Start working with the Chamber of Commerce. Go to PTA meetings. Join Toastmasters. Get involved in your local neighborhood activities. Surrounding yourself with such innovative, like-minded people will help you with both your image and your over-all success. Most people do business with people that they know on a social level. So, networking like this is a key to success in a troubled market.

MENTORING: They say that the teacher will always learn something from the student. Become a mentor for younger agents. Help them be successful. This will cause you to make sure that what you are doing is what you SHOULD be doing. It will help you cross your ‘T's and dot your ‘I's, as it were. Besides...there are times when you can actually team up and work together for the success of each.

YOU: Seems weird that I have to add this since this entire post is about you. But, if you are not taking good care of yourself, you will not have the energy or the will to commit to the rest of this list. Take care of your own body and mind. Get sleep. It is probably more important than anything else you can do for yourself. Make sure you get some exercise. (In this industry with showing property and running from one location to another, that usually isn't hard...but you should do 30 minutes of cardio every day.) Eat right. (Did you know that eating an apple will actually wake you up better than a cup of coffee??) Bring fresh fruits with you on your appointments and eat them when you can. Avoid the drive-thrus. If you don't know where else to start in your investments in you...look in the mirror and start there.

If you would like information on how to get more clients, please contact Clint at 800-977-7058. Or, visit www.recr.com. Or, follow Clint on Twitter at www.twitter.com/TheRealClint.

DO NOT USE Real Estate Client Referrals??

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Mon, 05 Oct 2009 08:32:46 -0500

DO NOT USE Real Estate Client Referrals?? I don't think so!!

Suchita Kahlon was skeptical. Very skeptical!!

After doing a little research online and finding a few posts telling her not to sign up, she questioned as to whether or not it would be good idea to give Real Estate Client Referrals a try...

But, after speaking with a couple of other agents that had been using RECR to great success, she decided to give it a try and signed up for a minimum package of referrals.

The rest you can read for yourself in her own words:

I have been with Real Estate Client Referrals since March 2009. I have already closed a number of deals from the leads that I have received!! RECR is an amazing and reliable referral system and, even when the market was slow, RECR was consistant in sending me solid leads. It's worth every single penny that I have invested!! RECR is the best investment that Realtors could do for themselves.

Suchita has purchased additional referrals from RECR since her initial success!! If you would like more information on Real Estate Client Referrals, please contact Clint at 800-977-7058 or follow him on Twitter at www.twitter.com/TheRealClint

I Need Your Help. Your Reward? Great Blogs With Great Info. REBlogworld/Blogworld Expo In Las Vegas!

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Mon, 28 Sep 2009 10:47:08 -0500

My good friend Matt Stigliano (@rerockstar) is working his way into REBLogWorld and could use our help!! A couple clicks wont hurt you. ;-)

Via Matt Stigliano (RE/MAX Access):

photo courtesy of nodomain1

I love blogging.

You may have noticed before, but it's a fact, I love to blog about real estate. It's good for my business, but I actually find it enjoyable too. In that vein, I would like to make it to this year's Blogworld and New Media Expo (including REBlogworld). Of course, these things cost money and there are expenses...blah blah blah. However, Alltop is sponsoring a contest to allow 3 lucky winners to attend this year's event.

I entered, but I need your help. First of all, I misread a rule, which has seriously put me behind the curve. I thought I was doing okay, but realized that the rule was rather specific and I needed to get moving - so I turn to you, the ActiveRain community for help.

The grand prize for the contest is entrance to the conference as well as hotel accommodations. With those two paid for, I can deal with the flights and food for the three days. I need to win this. Imagine how many blogs I'll churn out when I get back with all the new info I've acquired. Think of me as your Blogworld corespondent. I will report back to you - all you have to do is get me to the top! I don't know what it will take to get me there (I don't even know who's in the lead), but with the power of the ActiveRain and Twitter community, I'm willing to bet (Las Vegas - get it?) that I can win this!

Imagine how this will benefit the ActiveRain community as well! Having the power of 160K+ members pushing to help me accomplish this goal will certainly make people think that ActiveRain is the place to be.

Here's what I need:

First, reblog this post if you can. By spreading the word, there will be more opportunity for more people to act upon it. Put it in every category you can think of and make sure everyone of ActiveRain's members see it! I could care less about the points gained from the reblogs, so ActiveRain can pull the points - this is about getting me to Blogworld and REBlogworld.

Second, you need to retweet the information necessary in order for me to be counted. Visit MyAlltop page and at the bottom you will see a "retweet" button:

Click the retweet button. Click it whenever you have a few free seconds. Tell your friends to click it. Please don't sit there and click it 100 times in a row. I don't want to get the boot for "stuffing the ballot box." The contest ends at 8:00 am Pacific Time on October 1, 2009, so I need your clicks up until then. Let's get as many as we can and show everyone the power of ActiveRain, get me to Vegas, and let me bring back and share all that I have learned!

Please use the retweet button and have everyone you know retweet it too! This would be huge for me and I appreciate all the help I can get!
All content ©2008-2009 by Matt Stigliano, Realtor® unless otherwise noted.

Matt Stigliano, Realtor®

RE/MAX Access

(210) 646-HOME

www.RErockstar.com

"Your all access pass to San Antonio real estate."

Connect with me on Twitter and Facebook.

Time To Dump The Desk??

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Wed, 23 Sep 2009 12:50:11 -0500

With the real estate industry evolving at the rate that it is, many agents have adapted to include the ability to be as mobile as possible. Gone are the days of meeting at the office or heading back to the office in order to get anything done. In fact, a good number of agents don’t even have an office. Their office has 4 doors, not just one…and it sports 4 wheels and bucket seats.

There is a mindset that needs to be adapted in order to effectively go mobile. You have to be really self-motivated. And, you have to realize that when you leave your house, you are working. You must also be able to be in contact at all times. And, you must be able to access anything you need at any given point in time. With that in mind, there are several things that one must possess in order to master the art of mobility:

1. A good smart-phone – Don’t be cheap! Get a good smart phone…an Iphone or a Blackberry. And make sure you have a good data plan (I prefer the unlimited versions). More important than that, make sure you take the time to learn how to use it and put the tools available to you to your best advantage! There is no point in having it if you aren’t going to take the time to learn to use it.

2. A good laptop – This pretty much goes without saying, but…when you get a computer, get something that seems to be WAY more than what you will actually need. That way, you won’t have to get a new one in a year because the cheap P.O.S. you bought isn’t big or fast enough. Get the super-gigantic hard drive. Spend the extra money for a hefty RAM upgrade. Also, invest in an external hard drive for back-up. Laptops are not that rugged…and are prone to injury. They are also prone to be lifted by unscrupulous individuals, if given the chance. Losing all your data will suck far more than losing the laptop.

3. A flip camera (or digital video camera) – These will automatically make themselves a useful tool the first time you have to preview a home or make an online tour of a new listing. I would recommend you get both a video camera…and a still frame digital camera. Both have distinct advantages depending on the need.

4. Docusign – Or, some form of reliable electronic document signing and processing software. (If you don’t know what Docusign is, hit up @Docusign on twitter. Tell her @TheRealClint sent you.) This is an absolute requirement. This way, you can sign offers, amendments, contracts, etc, right on the computer and then email them wherever needed. This way, you don’t have to worry about printing documents, having to get the required signatures, making copies, etc. From a time management standpoint, this ability to eliminate these types of useless delays is a major advantage.

5. GPS – Clients can tend to be a bit uppity when you miss appointments because you got lost on the way there. And, nothing is more embarrassing then having them sitting in your car and not knowing how to get to the next home they want to view. Besides, you’re not a taxi. This isn’t a pleasure cruise. Get them where they want to be and do so in the quickest, safest way possible. Again, avoiding useless delays will be rewarded.

6. MiFi or USB mobile broadband card – Again, don’t be a cheapskate here…get the mifi if it is available in your area. You will not be sad that you did. If not, make sure you have some form of broadband air card. You will need access to the internet on a screen larger than 2in X 3in at some point in your mobile career…and having one of these will make it much easier than trying to pirate wifi signals in hotel parking lots or having to find a Starbuck’s.

7. A portable printer – Yes, a printer. That way, you can immediately print copies of documents and provide them to all parties in an extremely timely and efficient manner. Your clients will appreciate the added touch.

Remember, this isn’t just about mobility. This is about professionalism as well. Your reputation is on the line here. And, since you aren’t in an office, you had better be as good as possible because there isn’t any coffee pot to direct them to or free cookies to have them munch on while you get your proverbial "poop in a group". Don’t attempt to go totally mobile unless you plan on NOT falling victim to inadequate equipment and preventable delays. Both of which will cost you in the long run. If you are going to be mobile, you have to be able to handle any situation at that moment (as much as possible, anyway). And, these little technological marvels will make your life MUCH easier along the way.

If you would like more information on Real Estate Client Referrals and how we can help you get more clients, please contact Clint at 800-977-7058. Or, hit our fanpage on Facebook!

Things I Learned From Having Boys!!

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Tue, 22 Sep 2009 08:47:48 -0500

I love my sons...probably more than they will ever know. But, there are a few things that I have learned having sons that has lead me to do a couple things:

1. Apologize to my parents -- If you are a man...and you have boys...and you have not apologized to your parents yet, you are probably going to Hell. :-)

2. Pray for forgiveness -- See #1 above. Same concept...same destination.

3. Call neighboring states to see if any of my previous exploits have lead to warrants for my arrest. So far, I'm good.

But, I have learned some new things about boys that I just had to share with you all. I have shared parts of this list before...but, it was over a year ago. And believe me, if you have boys...A LOT can happen in a year. If you have a son or ever were a son or have brothers or sisters with sons, this will make perfect sense to you as well.

THINGS I LEARNED FROM MY SONS

1. A king size water bed holds enough water to fill the bottom floor of a 2000 sq. ft. house 4 inches deep. I have since gotten rid of the water bed.

1A. Jumping on a real bed is way more fun than jumping on a water bed.

1B. Attempting to fly across the bedroom jumping from dad's bed can result in injury...either to yourself or to furniture. Or a wall.

1C. A 42lb boy flying off of dads bed can punch a hole in sheet-rock the size of a Buick.

2. If you spray hair spray on dust bunnies and run over them with roller blades, they can ignite.

3. A 3-year old boy's voice is louder than 200 adults in a crowded restaurant.

4. If you hook a dog leash over a ceiling fan, the motor is not strong enough to rotate a 42 pound boy wearing Batman underwear and a Superman cape.

4A. It is strong enough, however, if tied to a paint can, to spread paint on all four walls of a 20x20 ft. room.

4B. It is also strong enough to smack a super-ball down the hallway harder than Tiger Woods on the first tee.

4C. Superballs can chip teeth.

4D. Dentists laugh out loud at you for getting your teech chipped on a super-ball.

5. You should not throw baseballs up when the ceiling fan is on.

5A. When using a ceiling fan as a bat, you have to throw the ball up a few times before you get a hit.

5B. A ceiling fan can hit a baseball a long way.

5C. The glass in windows (even double-pane) doesn't stop a baseball hit by a ceiling fan.

6. Standing up in the bathtub is dangerous.

6A. Standing up in the bathtub to go pee...totally hilarious!

6B. Watching older brother completely freak out when younger brother pees in the bathtub...absolute RIOT!!!

7. When you hear the toilet flush and the words 'uh oh', it's already too late.

7A. Hide your spare house key and spare car key somewhere above 5' off the floor. Or, your boy will flush that set of keys also.

7B. RotoRooter has a 42 minute response time.

8. Brake fluid mixed with Clorox makes smoke, and lots of it.

9. A four-year old boy can start a fire with a flint rock even though a 37-year old man says they can only do it in the movies.

9A. Starting a fire on your deck is hazardous.

10. Certain Legos will pass through the digestive tract of a 1-year old Boy.

10A. This also holds true for certain jewelry, money, nuts, bolts, and various bicycle parts.

11. "Play dough" and "microwave" should not be used in the same sentence.

11A. This also holds true for eggs and hot wheels cars.

11B. Hot wheels cars will ignite if left in the microwave long enough.

12. Super glue is forever.

13. No matter how much Jell-O you put in a swimming pool you still can't walk on water.

13A. Pool filters do not like Jell-O.

14. To a 1yr old, there is nothing funner than a wooden spoon and a steel pot.

14A. Correction: Same point, only with a dozen steel pots.

14B. The resulting headache cant be stopped by an entire bottle of Advil. Try vodka. Best results are achieved when you use it on the boy, not you.

15. VCRs do not eject 'PB & J' sandwiches even though TV commercials show they do.

15A. Also true for oatmeal, tuna fish, and dad's wallet.

16. Garbage bags do not make good parachutes.

16A. Neither do blankets, stuffed animals, or anvils.

16B. Pillows only soften the landing when you actually land on them.

17. Marbles in gas tanks make lots of noise when driving.

18. You probably DO NOT want to know what that odor is.

18A. A sippy cup that was lost under the couch for more than a week requires a bio-hazard sticker and Haz-Mat team for proper extraction.

19. Always look in the oven before you turn it on.

19A. Plastic toys do not like ovens.

19B. The fire department in Lolo, MT has a 7 minute response time.

20. Fish can have seizures if "stimulated" enough.

20A. Banging on the side of the fish tank with a sippy cup is considered "stimulation".

21. The spin cycle on the washing machine does not make earthworms dizzy.

21A. It will, however, make cats dizzy.

21B. Cats throw up twice their body weight when dizzy.

22. Before you buy a boy a bunk-bed, make sure he doesn't own Superman pajamas.

22A. Owning Superman pajamas doesn't mean you can fly.

22B. A 40lb boy flying from the top bunk and crashing landing into a bookshelf makes an ASSLOAD of noise!!

22C. It will happen again. Trust me.

23. There are 4 major food groups: Hot dogs, cheese, chips, and chocolate milk. The rest is useless rabbit food.

23A. Pizza may take the place of the first 3.

23B. Nothing can replace chocolate milk.

24. 80% of Women will pass this on to almost all of their friends, with or without kids.

25. 80% of Men who read this will try mixing the Clorox and brake fluid. (Trust me, it works...)

If you would like more information about Real Estate Client Referrals, please contact Clint at 800-977-7058. Or, follow Clint on twitter at www.twitter.com/TheRealClint.

Internet Referral Generator Gets More Testimonials!!

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Mon, 21 Sep 2009 08:07:56 -0500

Every once in a while, we here at Real Estate Client Referrals gets an email from a member agent that just makes us smile. And, lucky for us, it happened twice at the end of this last week.

RECR does not solicit testimonials. We feel that the best way for us to get a testimonial from anyone that uses our services is to provide a superior product and superior service and support. If we do our jobs right, we will get people commenting on it and receive testimonials. And, so far, this theory remains true.

Suchita Kahlon in British Columbia writes:

“I have been with Real Estate Client Referrals since March 2009. I have already closed a number of deals from the leads that I have received!! RECR is an amazing and reliable referral system and, even when the market was slow, was consistent in sending me solid leads. It’s worth every single penny that I have invested!! RECR is the best investment that Realtors could do for themselves. ”

Beverly Hicks in Colorado wrote us and says:

“I have been with Real Estate Client Referrals for the better part of 4 years now…and I think they are fantastic!! I had two closings last month (August, 2009) from RECR and I have two more this month (Septemeber, 2009)!! One of my leads generated 4 closings, 1 listing, and two more potential buyers!! In this market, where it is so hard to get deals to the table, it is great to have a company like Real Estate Client Referrals as a lead generating tool. They screen the clients so you don’t get bogus people and the referrals are receptive to you. I have never had any person get upset with me for calling. For the record, I am a REAL real estate agent …you can look me up. This company is so great!! I really believe in the referral system and in RECR! I won’t use any other referral company!! Their program is fantastic!! It is the best marketing investment that you can make!!”

If you would like more information about Real Estate Client Referrals and how we can help you have the same success, please contact Clint at 800-977-7058. Or, if you prefer, email to clintmiller@recr.com. Or, follow us on twitter at www.twitter.com/recr or www.twitter.com/TheRealClint.

Memories At ActiveRain -- Being Thankful Isnt Bragging!!

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Wed, 16 Sep 2009 07:42:15 -0500

After reading Robert Swetz's contest post, I knew exactly what post I wanted to enter with...

Robert....Awesome contest. Happy to be a part of it....and best of luck to all that enter!!

Being Thankful Isnt Bragging, Is it??!!

First and foremost, this post really has nothing at all to do with real estate...more about life in general. So, I hope no one is offended by the fact that I'm thankful as all Hell about what I have and I'm not afraid to tell the entire world about it. Negative people be warned.

Secondly, you may learn more about me than you ever wanted to know by reading this. Fair warning again.

See, I was just talking with several agent friends of mine on Twitter...and someone said something that really struck a cord with me. We were discussing the difference between positive and negative people...and one of my friends said that some people simply focus on misery...and even went to so far as to say that seeing people being happy and focusing on good news is bragging.

Is being thankful for the good in your life bragging??? I surely don't think so! And, quite frankly, I feel sorry for the people in the world that do feel that way. I'm sorry if my being thankful for what I have makes you feel bad about what you think you don't have...Chances are, you really do have it. You just refuse to see it.

When a hurdler lines up for his race, he focuses on the red tape at the end of the race...not on the hurdles. The hurdles are simply things you have to overcome to get to the red tape at the end. See, to me, being negative and thinking negatively about everything is a gigantic waste of time, effort, energy, and mental space (something I'm in short supply of anyway). I have far too much going on in my life to spend a good portion of it focusing on things that do not help me move forward.

Why in the world would anyone want to purposefully make themselves or anyone around them feel like crap? Psychiatrists say that people with low self esteem tend to think of the world as being a ‘glass half empty' place mostly devoid of positivity and productivity. And, in order to make themselves feel better about themselves or their situation, they feel this carnal need to take down those that appear to be above them; Bashing their attitude, achievements, family, friends, even their lifestyle simply to make themselves feel better.

Well...to all of you people that think that you're insults, your snide comments, your emotional tirades are having any affect upon my ability to be thankful, you are sorely mistaken. And, to prove this to you, I have compiled the following list of things that I am thankful I have/lived through/been exposed to/seen/heard/felt.

I'm thankful that...

I was born into a poor family. We grew or shot our food, chopped our own wood for heat, and busted our humps for every dollar we needed to survive. I was never handed anything, but I never went without. The work ethic I have as a result of my up-brining is enviable to most and amazing to others. To me, it's just the way it should be done. My parents are well off now...as am I. But, not for a lack of hard, hard work.
I graduated high school and college. I was never a perfect student, but I'm only the second person in my direct family lineage to have done so...and I'm proud of it. Education is important. In fact, knowledge is the only thing that can combat ignorance.
I was married when I was only 22. I married the first girl I had ever dated in college. I'm telling you this to lead up to #4...
I sat by my wife's side for the next 3 years and watched her slowly succumb to the effects of a rhabdomyosarcoma inside her heart. Yes, she had a cancer tumor in her heart. 2 open heart surgeries, 3 trips to the Mayo Clinic in Rochester, MN, and enough chemo and radiation to kill a small village, and she never complained. Not even once. I became a man in that time. And, Im a better man for having had the experience. It has made me a better father, a better husband, and a better man.
I owned a bar at one time. I recommend it to everyone that thinks they know how to handle a business. Try it some time. It is quite frankly the hardest thing I have ever done.
I overcame alcoholism. While I had the bar, my wife died and I poured myself into a bottle. I drank solidly for almost a year. One day, I woke up and had a 24oz White Russian for breakfast...and quit at that moment. I sold my bar, gave up my apartment, and moved. I still have a beer or 12 now and then...but, I know my limits now. And, I am thankful that I refuse to go down that path again.
I have had too many jobs to count. I have a very vast working knowledge of everything from renting movies to sales to inspecting airplane parts and knowing how to run a CNC machine. I can discuss the GDP or the CDC value of a milling head versus the CDC of a countersink drillbit. And, thanks to a good number of folks on ActiveRain, ReelSeekr, Twitter, and many others...real estate.
I married a second time...and adopted 3 beautiful daughters. I love them so much. And, I am proud to have them in my life.
I still am called ‘Dad' by them even though their mother and I are divorced. We are far better friends than we ever were a couple. Without having been down this road, I never would have known what it would be like to reconcile with someone on a level that can hardly be described by some.
I walked away from a severe drug addiction that nearly cost me my family, my health, my possessions, and my life. I spent 3 years in the grip of methamphetamine. Again, after waking up for the first time after being awake for nearly a week, I quit my job (my source of my addiction), sold my possessions, and moved back to Montana. I quit cold turkey. And, I have never looked back. Strength is measured in different ways. But, little can match what I had to go through to overcome this addiction...and still have to do to maintain my freedom from its continual attempts to rule my life.
I overcame a severe depression. Yup, all of this pretty much send me over the deep end. Clinically depressed, even on medication for it. After 2 years of being on the meds, I went to my doctor and told him I didn't need them any longer. I had learned how to deal with life...and learned that there is a positive side. Again, strength is measured in weird ways.
I met my current wife!!! She is truly the love of my life...and I would not be where I am today without her love and support. She is 14 years younger than me and a two-time college graduate. And, I could not be prouder of her. It is true that love knows no bounds.
I have two glorious sons!! Both of whom are perfect in every way.
I have a fantastic job!!! I make more money than most in my community and I live a very wonderful life.
My job is not my passion. I use my job to help support my passions...my family. I require my job to be able to provide for them. Without them, all I would have is my job. And what existence is that...?

My life has been far from perfect. But, it IS my life. And, I have used the things that have been given to me...the choices I have made...to make myself a better person now than what I was. The key word here is ‘WAS'. Without these negative things that have happened...positive ones too...I wouldn't have the outlook on life that I do now. I wouldn't be me. Im proud of who I am and where I have come from...and no emotional black hole is going to take that away from me. No negative influence is going to force me to view anything that has happened to me other than in a positive light. After all, we are talking about a great person here....Me. And, if that is bragging...then so be it.

If you would like information about www.recr.com and how we can improve your bottom line, please contact Clint Miller at 800-977-7058 or simply follow me on Twitter by clicking on www.twitter.com/TheRealClint

Confessions of a Tweetaholic!

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Tue, 15 Sep 2009 07:29:41 -0500

Ok...I have a confession to make: I am a Tweetaholic.

More than that, I'm a BAD Tweetaholic. I don't mean that I'm highly addicted to social networking (although that is certainly true). I mean that I am guilty of using Twitter incorrectly.

Yup. I'm a bad tweeter.

Twitter was originally designed as a micro-blog - a short snip-it of what is occurring in your life at this exact moment stylized in 140 characters or less. So...nothing worth of a full-blown blog...but, a snapshot of what is happening right now.

"I'm at Starbucks meeting with clients"

"Just closed on a $372,000 home! Party time!"

"Working on a blog post about being a bad Twitter user"

"Just washed the dog and now my house smells like wet St. Bernard"

You know....that kind of thing.

But, what it has turned into is something so much more for me. And, I am guilty of being a bad tweeter.

I am guilty of using it as a way to communicate and establish relationships with agents across the country and around the world like some kind of wordly rolodex. I am guilty if using it like a giant global chat room; a resource center that I would never had been able to tap without using Twitter.

Yup...I'm guilty alright. Guilty of using Twitter to my FULLEST advantage! I have learned more and met more supremely qualified people on Twitter than I had ever hoped to when I started this experiment. I have relationships with some of the industry's top dogs and have developed friendships with some of the best, most qualified people I have ever had the opportunity to meet.

I'm guilty of talking to my friends daily and knowing what is going on with their kids, their dogs, their farms, their commutes on slick roads, their caffeine addictions, their blogging habits, their successful attempts at becoming a blogging coaches, their followers and un-followers, their radio shows, their peculiar habit of wearing a tux to their closings, their work habits, their successes, their failures, their favorite foods, their favorite music, and even what color of underwear they have on currently. And...I share mine as well.

Oh...and the crimes get worse!

I am guilty of tapping into the business power of Twitter as well!!

Yes, I said business power! (And if you don't think there is business power in Twitter, you are very wrong...)

I have used Twitter to access agents (my customers) and am currently working with many of them on www.recr.com SOLELY because of my involvement with Twitter. In fact, since I joined Twitter over a year ago, I can attribute nearly $30,000 in COMMISSIONS for myself alone just to Twitter and the people I am working with on it.

Yup. I'm guilty.

I'm a bad Twitter user. I'm a bad tweeter. I'm a bad ‘Twit'.

But, I wouldn't have it any other way.

If you would like information on www.recr.com and how we can get you more closings, you should contact Clint at 800-977-7058 or follow Clint on Twitter at www.twitter.com/TheRealClint

Is It Time For You To Start Anew??

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Wed, 02 Sep 2009 09:35:40 -0500

Anyone with any form of connective brain tissue has seen that the way real estate used to be is over. “Times”, as they say, they are a-changin’.

Correction: Times have changed!!

And, if you have any hope of moving forward and being a viable part of this ‘new’ version of real estate, then it is time to reinvent yourself.

Sure, you can cut expenses in order to help survive. But, cutting expenses wont generate more leads. It surely wont help you attract the right agents to your team or brokerage. And, it definitly wont help you or your existing agents be more productive in the future.

So, in this brave new world of existing agents trying to figure out how to survive, less people buying homes, and damage control happening at just about every level, you must figure out a way to generate more leads, become more productive, and attract the right people to help you along your journey. Without these three key pieces of being successful, you will ultimately fail regardless of how thin you shave your budget.

With that in mind, there are several things you can consider in the process of re-inventing yourself or your brokerage to make it stronger in the future:

1.    Office size – In this world of wireless internet at just about every corner store and bistro that has a coffee maker, the size of your office really isnt that important. Most agents are mobile anyway. There is really no need for the huge lavish offices that agents have maintained in the past. Sure, you might be committed to a lease, but have you thought about what you are going to do when that lease runs out?

2.    The average age in your office – Take a good look around. If you are surrounded by a bunch of people that grew up watching “Leave it to Beaver”, you might be in trouble. The real key to your success would be in being able to pull off a balancing act worthy of a spotlight and a Master of Ceremonies: How do you keep your seasoned professionals and top producers successful while simultaniously attracting the younger agents you will need for your future success?

3.    Speaking of “Top Producers” – Top producers are usually the ones that are more resistant to change than others. (Why fix what has worked so well in the past, right?) The key to that question is this: IN THE PAST! Just because it worked well 10 years ago doesn’t mean it will work well in 10 years. 10 years ago accessing the internet with a phone was Star Trek-esque. Now it is so common-place that we have Facebook and Twitter apps for our smartphones. Who knows… in 10 years we will probably be able to pull up the internet in a holographic form right in front of us at any given point in time. Give your top producers a reason to change and help them make that transition as positive as possible. Help them get started in social media. Show them the advantages to expanding their sphere. After all, the future holds good things…if youre prepared for it.

4.    Where to find younger agents – Simple: Social Media! What is your plan for using social media? Do you have a plan for your social media marketing? If not, you should. And, part of that plan should be using social media sites like Twitter and Facebook to help you attract those younger agents that you need…that and expanding your sphere and getting more clients.

5.    Make it all work together – Make sure your website is fully functional, optimized (including your social media outlets), and set up to track your internet inquiries. Doing this right will also help you with your office space issues as you will need less and less space to get your job done.

6.    Online follow-up – Speaking of online inquiries, you absolutely have to have a system in place for following up with your internet-generated leads. NAR says that about 50% of all online inquiries are not answered. 50%!! That is business that you are just letting go of……Can you afford to do that?? Make it a goal to follow up on your internet leads 100%. If you can’t do that, perhaps it would be best for you to hire a virtual assistant to help you reach that goal. Because, if you cant follow up on your internet leads, they will find someone that will. How much money have you left on the table??

Im not going to sugar coat this point – Some of these are going to require an investment. Whether that be monetary or mental, you must be willing to invest in yourself and your business if you want to survive in the future. Either way, this investment should be viewed as such, not just an “expense”. If you truly want to be a player in the future game of real estate, you must have these things handled. And, you best get on it quick before someone else hungrier than you passes you by…

If you would like information on Real Estate Client Referrals, please give Clint a call at 800-977-7058. Or, feel free to follow him on Twitter.

Are Buyers Really Liars? What Saying This Really Says About YOU!

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Tue, 01 Sep 2009 13:19:07 -0500

I follow Kevin on Twitter...and think this is one of the best things I have read in weeks!!

Im reposting this because I think it needs said.

Via Kevin Tomlinson - Miami Beach Real Estate (EWM/Christie's - Miami Beach Real Estate):

Is The Pot Calling The Kettle Black?

I've been watching a particularly interesting post, and more so the comments. A couple of commenters made the statement: "Buyers Are Liars" as a part of their comment.

I was particulary intrigued and appalled with their comments, so I Googled the term and came up with this CAR SALESMAN LINGO post.

"Buyers are liars": Car salesmen know they have a reputation for dishonesty. But they counter with this claim of their own.

Salesman #1: After the test-drive, this guy tells me he has to leave 'cause he's got a doctor's appointment. Yeah, right."

Salesman #2: "What can I tell you, man? Buyers are liars."

So, if you read the blurb and understand it the way I do, it basically says that everytime an agent, or in this case, a car salesman says this, it only re-inforces the stereotypical dishonest reputation of the real estate agent.

The rub: So to put it into a real estate agent context: Real estate agents know they have a reputation for dishonesty. But they counter with this claim of their own.

I've never uttered that statement, though I've heard it enough.

Here's what it says about YOU by stating (or believing) it: I KNOW THAT I HAVE A REPUTATION FOR DISHONESTY...."

When you say the "B" statement you liken yourself to the image above.

#justsayin

Not pretty at all.

Hey, I'm an honest guy who tells it like it is.

Search all Miami Beach Real Estate

Bringing up the past: It's Time To Bury This Monster

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Mon, 31 Aug 2009 11:49:31 -0500

Im a huge fan of Matt Stigliano and his writing. And, this blog he posted the other day needed reposted for those that may have missed it.

Via Matt Stigliano (RE/MAX Access):

March 24, 2009 Flashback

I wrote this post back on the 24th of March. It was important to me when I wrote and it's still important today. I've been lucky to not hear this phrase since I wrote it (let's keep it that way) until this afternoon when I got the ActiveRain Newsletter (August 30, 2009). The headline read "Are Buyers Really Liars? What Saying This Really Says About YOU!" and was the featured post of the day. An article by Kevin Tomlinson of Miami Beach, Florida in which Kevin goes through a little history of the phrase "Buyers are liars." Although he defined it by its root origins, I think you can see why real estate agents still use it to this day based on the comments left on the post - not that I like it, but look at the rationale of the phrase being commented on. I see people saying..."well, it's not true, but..." I don't think there should be a "but" in there anywhere. The fact is the phrase needs to die a quick death.

But why are we still using it?

I mean, seriously folks, if we are thinking this way about our clients, can we truly be serving their needs? It pains me to watch this phrase tossed around and pains me even more to see agents who want to justify why it exists in the first place. There are many phrases that were "justified" at one point or another by someone. That doesn't mean they were always the right thing to say. Yes, buyers can lie. So can real estate agents, lenders, appraisers, and the french fry chef at McDonald's. Let's get rid of the Stone Age attitudes of real estate and move beyond these cloistered opinions about people. Let's move beyond and make real estate fun and worthwhile for all involved. Let's stop the whispers behind our own backs of "used car salesman" by stepping up our own game and earning the respect we want. We don't want it, but we're still allowing people to whisper it because we have plenty people that act like it and a perception that's hard to shake.

Please for the love of all good things in this world, strike this phrase and never let it be uttered again. Let's bury this monster once and for all.

photo courtesy of sscornelius

I read something the other day and a crusade was born.

I am going to kill something. I am going to bury it so deep in the ground the world will forget it ever existed. I am going to see to it that it is destroyed and removed from this world. I am on a mission and none of you can stop me. I am not an angry person in general, but I have reached my limit and the only answer is that it has to pay. And its death is the only way to resolve the issue.

What am I talking about, you ask? What could make my blood boil enough to throw words like kill, death, and bury around? What is my mission?

Its rather simple folks. I am going to destroy an age old real estate-ism. Something I heard in school while taking my licensing classes. Something I have heard in the halls of offices and in conversations between agents thinking they are alone. Something that reared its ugly head and gnashed its sharp teeth in a post by a fellow AgentGenius writer (*please see my note below about that) the other day and made me firm in my belief that it must be wiped from the face of the earth.

That thing my friends is a phrase. A phrase so ugly and insidious it makes my skin crawl. The phrase?

"Buyers are liars and sellers are too."

(Also sometimes said as "Buyers are liars and sellers are worse.")

Are you kidding me?

Some of you in the non-Realtor® public might have your jaws on the ground right now. I don't blame you. I'm as flabbergasted as you that this phrase was ever used and has been allowed to float around for years. Is this how we view the home buying and selling public? If so, we deserve a much worse reputation than we get at times. I'd call for the head of any agent who used the phrase and round up a posse with torches and pitchforks in an old fashioned monster hunt.

This phrase has been allowed to live on in the real estate lexicon for too long and it is now my mission to get it listed in the real estate phrase book as archaic. I would love to say it already is as there are many great agents out there that are as disgusted with this as I am, but there are still those out there that will whisper this to their friends as some sort of private inside joke. To them I say, no more. Forget our industry for two seconds and let's just think about the public. What are we saying to them if we whisper this behind their backs and then smile at them and say "just sign here, I'm your friend." Would you trust someone with a purchase as big and complex as a home if you knew your agent was saying this? Of course not. So stop thinking it, repeating it, and tossing it about like its some sort of trite joke. This isn't a joke. Period.

Of course, our industry could use a bit of a face lift too and there are those of us out there that are trying to change the state of real estate one client at a time. Bringing the "service" back to the "sale." Putting clients' interests back where they belong - in the number one spot. Making sure that things go smoothly - not so we get paid at the end of the month, but because there are people's lives involved. Real people with real dream, real desires, real problems, real hopes, real money, and real estate.

There are plenty of agents that have always felt this way. I know, because I've been helped by them in my own buying and selling. Not every agent is the enemy, but there are those that have allowed this kind of self-centered thinking to perpetuate and they must be told that this will not work anymore. It won't be tolerated and it won't be looked kindly upon by the consumers or the agents that have made it their career to help them.

Its time, so gather your pitchforks and torches and let's put this monster to rest...once and for all.

*I don't think Brian, the writer at AgentGenius meant anything bad when he said it, but it was said and that's what upset me. It shouldn't be said unless its in the context of "Hey, remember when real estate agents used to say that? How stupid was that?" I'm actually glad Brian said it as I had forgotten about it since the last time I heard it. If he hadn't said it, I might not be on a quest to conquer it.

Are "Open Houses" Dead In Your Area?

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Tue, 25 Aug 2009 07:41:31 -0500

Working where I do, I have an opportunity to speak with agents all over the country about their local markets and the trends that are happening there. One conversation I had yesterday prompted me to pose a question on our facebook page about open houses.

I was curious to know, "Are open houses were still a viable option for marketing a home?" Or, are they are simply an avenue by which home owners feel special? Are they really worth it?

I had an amazing response by several fans of the site...And thought it was worth sharing. And, as a result, I would like to continue this conversation here. So, please add your experience to this post...Let us know if you do open houses. Do they work for selling the home? Do you use them to get buyer leads? Is this something the seller demands to make it appear that you are doing your job? Anyone have success with them?

Here is the conversation in it's entirety reposted from the fanpage.

Real Estate Client Referrals I asked this on Twitter earlier...But, Im curious --- Is the "OPEN HOUSE" still a viable way to help market a home?? Or, is it dead in your area??

Justin Nielsen

Although we try to kill it! If done right it can be a great showcase for your skills.

Debra Randall

It is dead in my area because our homes a spread apart and most of my sellers realize that you are getting more curious lookers than real buyers -- known for a while that 1% of homes sell through an open house. There are a few factors...1) Security for the agent and the home itself-we don't know who is coming through, 2.) We need preapproved ... Read Morebuyers and during an open house, you do not know they are pre-approved or not, even if you ask. 3.) kicking the homeowners out for two hours and then no one comes through but neighbors -- another discouragement for the sellers. It can be a good way for new agents to get buyers but I'd rather provide ready,willing and able buyers for my sellers.

Real Estate Client Referrals

Justin and Debra -- Thank you for the feedback! Very much appreciated!

Patricia Gonzalez

Works best on New Construction homes in our area

Cheri Malley Smith

I don't think they're effective for selling the home. Most visitors were driving by and saw the sign which means when they walk in the door they don't know the price, sq. ft., beds/baths etc. They are potentially a good way to meet buyers though.

Cathy Valdiviez Baumbusch

Open houses don't sell homes here. They did during the buying craze if the home was listed just hours before the OH. Or if you're the only listing in a high demand neighborhood. Nowadays, they are a great way to meet buyers.

Debra Randall

You're welcome!

Real Estate Client Referrals

Patricia -- That was the consensus on Twitter.

Cheri -- Again, that was the consensus earlier re: getting new buyers

Cathy -- Agreed.

Jennifer Mueser Bunker

I've been in real estate for 7 years in Utah and never once have I had more than one person come to an open house. It just doesn't work here! I think that may be because there is always a lot of inventory on the market during any given market cycle. People are using the Internet to better target lots of properties to maximize their time.

Real Estate Client Referrals

Jennifer -- EXCELLENT point! And, something that hasnt been mentioned as of yet. I whole-heartedly agree!

Martha Ayala Pitis

Never has worked for me or any of the agents in my company....you'll get nosy neighbors, an occasional mail man ........definately does not work in Laredo,Tx.

Real Estate Client Referrals

Martha -- Thank you!

Daniel Rothamel

We've done HUNDREDS of open houses. Out of all of those, we've sold ONE listing as a direct result of the open house. Most agents use them as a way of gaining buyer leads, more than anything else.

Real Estate Client Referrals

Very pleased to see Daniel Rothamel on our fan page!!!! Thanks, Daniel!! That seems to be the majority consensus on them....good to get buyer leads, but useless as far as selling the actual house.

Nannette Saunders

Years ago I did an open house & sold the house. I have not done one for years. I think there are better ways to find buyer leads. I tell my sellers I am not the agent they want if they feel they need an open house. I'd rather spend two hours marketing on line where the buyers are...

Peggy Magnanelli

I agree with all of you. Great way to find buyers. not usually a good way to sell the house. One thing tho I was buying 4 years ago and went to look at a house and the house next door was doing an Open House and we ended up buying that house. I have never sold a house doing an open house.

Real Estate Client Referrals

Nannette -- Hello, darling! I would tend to agree with you where the buyers are... ;-)

Peggy -- Stroke of luck having the next door neighbors doing an open house. ;-)

Karen Story

Although I have sold many homes from Open House, I think they produce more listing leads & buyer leads if done right. Our company has Super Sundays stretegically scheduled throught the year. We have hundreds of homes open on these select Sundays and they are well promoted. We think they are a vital part of the marketing process.

Real Estate Client Referrals

Karen -- I think if done right, such as the example you put up here, they can be...I just rarely see examples such as this one. Thank you for adding it.

Again, please feel free to add your experiences with open houses so that the rest of us might learn how you succeed with them...or, how you use them to your advantage! I look forward to reading your responses!

If you would like information on getting more buyers for your open houses, please contact Clint at 800-977-7058. Or, follow us on Twitter at www.twitter.com/recr or follow Clint at www.twitter.com/TheRealClint.

8 Ways To Use Photos To Promote Your Business Online

Clint Miller (Real Estate Client Referrals, LLC (RECR)) — Tue, 11 Aug 2009 16:16:15 -0500

I wanted to write a blog post about using photos to help market your business as a follow up to my post on Guerrilla Marketing.

But, Monica did such a fine job on this post...Im going to reblog it!! Awesome post!!

Via Kevin & Monica Ray Missoula Real Estate Specialists (Access Realty www.YourMT.com):

8 Ways To Use Photos To Promote Your Business - and best of all, most of them are FREE or LOW COST!

I didn't start out as a photographer, and I still wouldn't consider my photos "professional quality" although I see marked improvement each day. Since I've been in real estate, and especially since I started blogging, I have found that I really enjoy taking pictures of my community, events, and of course, of our listings. And, over the past two years, I have accumulated quite a collection of local photos on my computer which have been extremely useful for our marketing.

I take my camera everywhere I go and even have a small digital camera that I carry in my purse so I'm always ready when the "right shot" presents itself. Our whole family enjoys photography so it's become a great family activity.

Here's some of the ways we use photos in promoting our business:

1.) Help Sell Your Listings - The most obvious of course, is to help sell our listings. Most buyers are starting their search on the Internet and they want to see photos and virtual tours of your listings - the more the better. They say a good photo is worth a thousand words, and that is definitely the case in real estate. One thing that made a big difference for us was investing in a wide-angle lens which helps photograph small spaces.

2.) Improve Your Blog Posts - Blog posts are more interesting to readers when they have appropriate photos. Developing your own collection of photos will help improve your blog and can save you money if you don't have to buy stock photos or clip art.

I subscribe to Gerry Katchikian from Red Lodge, MT on ActiveRain, he is able to use his photography skills to create a lot of interest in his area and his blog! He even has some photo quizzes that are fun. Check out Gerry's blog for some great examples of using photos for blogging.

3.) Get Into Video - You can create a local video with your digital still photos in a matter of minutes. We like Real Estate Shows but there are other great sites out there that will help turn your photos into a short video. We also use a Flip video camera for some videos but still like to use digital stills. Once you create a local video, Real Estate Shows will upload it directly to your You Tube account, or you can save the video to you computer and create CD's or upload to other websites.

4.) Create a Photo Blog of your local area and post a new photo on a regular interval. We started the photo blog I Love Missoula a few months ago and have seen a huge increase in our traffic to the site, which also links to our real estate site. If tag your photos and use key-word rich titles, it will help optimize your search engine results.

We allow people in the community to submit their photos to use by email for possible use on the website. We are starting to get community photos and always give the sender credit, thanking them on the site.

5.) Post to Facebook - it's easy to create a photo album on your Facebook profile, so how about creating one of your local area? We have on one Missoula, Missoula Nightlife, and Montana Living.

Another creative way to use your photos on Facebook is to create a Fan Page for your local area. You can post local photos and videos to your Fan Page OR submit a link to a great photo on your photo blog or regular blog. Fan Pages are easy to set up, and the best part - they're FREE!

Here's one of our Facebook Fan Pages - we have over 4500 fans in a short amount of time:

Missoula on Facebook

6.) Set up a Flickr Account - Flickr does an amazing job with search engines, and is a great way to showcase your photos. One important note however is to make sure you understand Flickr's Terms of Service - before you create an account - or you may end up disappointed. Flickr does not like the use of its site for commercial purposes. Make sure to read Matt's post, and understand what is and is not allowed on Flickr:

A Stern Warning (or lack thereof) Flickr is Watching You by Matt Stigliano

On Flickr, you are able to Geo Tag your photos so they will be even more likely to show up on Google when someone searches for that area or location. Groups are also helpful to join for networking and to gain exposure for your photos.

We have contacted local photographers on Flickr and asked for their permission to include one of their photos on our Photo Blog with a link back to them and have had success. Many times, people are flatttered by the request and it also helps to build community for your photo blog.

Flickering Local Photos - You Engaging Others (YEO) by Jeff Turner

7.) Upload Photos of Local Businesses & Food to rating sites such as Yelp.com. We use this as an opportunity to try new restaurants and just take a few quick snapshots on our visit. You can rate your experience at the restaurant or business and upload your photos to help people in the community get a feel for the location.

The photos can also make a great blog post down the road - I love photos that I can multi-purpose! We've turned this into a bit of a game and use it as an excuse to order a great dessert occasionally or a special drink.

Here's Our Review for Our Lunch at The Superior Soda Fountain

AND a Blog Post

Stop For Lunch at the Superior Soda Fountain

8.) Twitpic your photos or post them to Posterous - People love to look at photos and I'm still amazed at how many people click on photos when I sent them across Twitter. Kevin uses Twitpic but I use a Posterous site that I set up - Missoula Real Estate.

Posterous tracks how many people view your photos and allows you to set it up so you can email a photo from your phone or computer to the site. Posterous can then automatically post your photo it to your Posterous Blog, Twitter, Facebook and Flickr accounts - I told you, I LOVE TO MULTI-PURPOSE MY PICTURES! :) Posterous is a great way to automate posting to some of your sites.

It's fun to be creative in your marketing with the use of photos, and there are so many possibilities!

How do you use photos to promote your business? I'd love to hear what others are doing as well!

****************

Kevin and Monica Ray are Missoula Real Estate sales and marketing professionals for Access Realty in beautiful Western Montana. We provide services in, but not limited to: Missoula, Superior, Alberton, Saint Regis, Lolo, Clinton, Turah, Potomac, Florence, Corvallis, and Hamilton.

For more information on Missoula Real Estate or surrounding areas, they can be reached at 406-207-1185 or online at www.AccessRealty.net.

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