Rory Wilfong's - Blog

This More Economy = More Giving

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Fri, 12 Dec 2008 08:54:00 -0600

Many times we get clouded by our own ambition....yes it is true. We focus on success and we end up taking the giving part for granted. We get so wrapped up in the So-Called Recession and that houses take 6 months to a year to sell that we forget what is really important. This More Economy of more prospects, more listings, more buyers....must also include more giving.

Myself, my family and my businesses at many times throughout every year will donate money, drop off food, toys, clothes and household goods to a variety of families and organizations that need these items and many of the people around me handle most of the organization behind the giving, especially my wife (Kirsten) and my Mother-In-Law (Ingeborg Kepple). So, I know it is happening and I help it to happen however, I many times take it for granted. I many times assume that it is automatic and I lose the appreciation value that these families and organizations truly have with the donations.

Then all of a sudden I see a 3 year old who picks up a doll that my daughter played with and loved and now has outgrown and you know that 3 year old has just received one of the only toys she will receive all year and she is grinning from ear to ear with excitement and appreciation. The greatest feeling in the world is watching your kids laugh and have a great time....this feeling here, comes in a close second.

So, when your kids open their presents this holiday season, think of that 3 year old and it will make the giving even that much better.

Blog Promotion Tips for the Active Rain Community

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Wed, 13 Aug 2008 11:52:07 -0500

Dave Conklin recently crafted a list great places to submit your blog through RSS feed over at RorySteveAndDave.com. While most of us know a thing or two about blogging (we are on ActiveRain, after all) I thought it might be a good idea to reshare this. Obviously we all need to keep growing our pipelines, and I think getting your blog out there in front of as many people as possible can't hurt.

All of these sites promote blog content for free through your sites RSS feed. RSS, for those that don't know, stands for Real Simple Syndication. Check out this link from RSSPad if you need to brush up.

RSSPad is part of PRWeb. All you have to do get your site submitted into RSSPad is register for a free account on PRWeb. For an example of how RSSPad can produce results for your blog, check out GetMyHomesValue.com on RSSPad.

Social networks are obviously huge online these days, and BlogCatalog proclaims itself to be the top blogger social network. Submit your blog into their free feed as part of your registration process. Check out this BlogCatalog sample.

Of course, as all of us know, you can copy and paste your personal blog through your A/R profile.

Any other ideas?

Size Does Matter...

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Mon, 04 Aug 2008 17:53:16 -0500

When it comes to your Pipeline!!

I truly do not care what the "state of the market" is nor do I care what CNN dictates as a dismal future in the real estate market. What I do care about is the size of my Pipeline! I know that every day houses are being bought and sold!! I must get in contact with as many potential buyers and sellers as possible and putting them into my ProspectMaximizer (CRM) and following up with them through Phone Calls, Visits, Emails and Mailings until they buy, sell or refinance.

In this market I must be adding AT LEAST 4 new prospects to my pipeline for every 1 lost and making sure that they are followed up with automatically and physically so that I can guarantee my 4+ settlements every month. I must use Online Lead Generation as well as Traditional Methods of Lead Generation to ensure that I meet my goal of the biggest Pipeline around. I must tell myself that the only Bogus or Bad lead is the one I do not have and I will do everything in my power to get those leads into my pipeline. I will spend money on Increasing The Size of my Pipeline because I believe in my abilities to turn those leads into clients and then commissions. My pipeline can never be too big if I am using the proper CRM tool and I have the right team of people in place.

So please, do me a favor, make sure the size of your Pipeline measures up to the demands of your goals and your current market conditions so that you can have a long and happy real estate career.

For Sale By Owner Safety

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Thu, 24 Jul 2008 07:47:58 -0500

In talking to a FSBO just yesterday, he was not so much intrigued by showing him how I was going to make him more money by going with me and paying my commission (although he was impressed) nor was I able to close him on the mere fact that listing his home with me will bring in better more qualified buyers. His eye brows raised and the head started to nod based on the fact that selling your home on your own and sticking that red and white FSBO sign in the yard opens the doors for anyone to stop by at any time.

He travels quite a bit for his job and his wife stays home with the kids who are both under 8 years of age. After that he told me they sold their Townhouse on their own a few years back without any problems and that is why they are doing it again. I proceeded to explain is it worth the safety of your family? That red and white sign in your front yard is typically an Open Invite to anyone driving by to stop in at anytime of the day and not only knock on your door, but walk around your house, peek in the windows and even bug your neighbors. A lot of these individuals have not even applied for a mortgage and truly have no interest in buying a home. In some cases you could be opening your doors to someone staking out your home for a future burglary. Is it worth it, I continued to ask?

When you list your home with a real estate professional you are automatically providing a much safer and secure means for marketing and selling your home. You will dramatically decrease the chance of drop-ins and nosy window peekers and you will more than not have pre-approved people going through your home.

I then asked, how much is all of that worth? I proceeded to answer it for him as he was truly speechless....It is priceless Mr. FSBO, absolutely priceless!!

Stop Pointing The Finger At Others....Seriously!!

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Thu, 19 Jun 2008 10:13:31 -0500

It is absolutely amazing how many people in this world love to blame others for their misfortunes as opposed to being honest, blaming themselves and doing something about it. It is so much easier for YOU to point the finger at others and then run and hide.

You know who you are....you love to bitch about the rising gas prices and that is to blame for you not being successful, here is a thought....make more money and it will not be an issue. Also, those of you that just love to blame the Lead Generation source for you not being successful with their program when in fact YOU did not use the tools provided and YOU have an improper follow up system to give the leads a fair chance and after a single attempt of contacting the lead YOU give up and say oh that is a bogus lead and that lead generation source sucks, here is a thought....get as many leads as possible, have a proper follow up system and YOU will make more money. Oh and those of you who keep blaming the media and the lending institution and the government and everything/everyone else as the reason why the real estate market has changed instead of embracing it for what it is and rising above all the negativity and making a pile of money.

If you would exert as much energy focusing on your career and doing all the right things to maximize your earning potential as you do bitching and moaning about how you feel everyone has let you down, you would be very successful. You never have anyone to blame but yourself for your successes and your failures!!

It Is What It Is, Get Over It!!

I Don’t Get…Why You Still Don’t Get It?

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Mon, 12 May 2008 18:11:42 -0500

Too many real estate agents (sales people) still do not get Lead Generation Follow Up yet so I am going to break it down into simple terms so that everyone can understand:

1) You get a lead;
2) You call (talk) the lead right away or leave a message and email the lead;
3) You discover what bits of information you are missing from the lead and you get the information through various obvious places (Google…duh!!);
4) You place all the leads information into your Contact Management (CRM) [Prospect Maximizer] system for regular and automated follow up;
5) You at no point concern yourself with the Leads time frame for doing business for that will allow you the opportunity to falsely accuse the lead of being invalid and since you are not going to only be in real estate for 6 months you can put a lead in your pipeline that has an 18 month window and know they will eventually be your client….trust your abilities and your follow up system;
6) You follow the contact management structure you have established for the lead which includes calling, visiting, emailing, mailing, etc.;
7) You continue following up with the lead until they become a client at which point you can stop referring to them as a lead;

Any questions?

Reverse Offers

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Mon, 04 Feb 2008 12:01:15 -0600

I cannot believe how many real estate agents that I talk to that are still not attempting to do Reverse Offers and furthermore, how many agents have never heard of it. People wake up....when the market changes so do your strategies. So many people I have spoken with are frankly scared to present the idea of Reverse Offer and it is such a simple concept.

If you have a listing that has been on the market longer than the sellers are comfortable with and you have activity you must at the very minimum attempt to have the sellers make an offer to the buyers that come through the home to at least get some negotiations started. I would use a Reverse Offer before a major price reduction any day of the week. You obviously will have resistance from your clients however, it is your JOB to introduce any and all ideas to get their home sold. They are going to think you are a bigger "Shmuck" if you don't suggest it and their home never sells.

Are You Truly Thinking Outside The Box??

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Fri, 01 Feb 2008 20:03:11 -0600

You are struggling, you are allowing situations to control your paycheck, you are trying to blame others for your troubles and you are considering getting out of sales and getting into something with a steady paycheck but limited income. If no one has "The Balls" to tell you the truth then I will....THE PROBLEM IS YOU! Now you can choose to get all upset which will make your struggles even worse or you can choose to listen and do something about it!! The solution is simple stop being trapped in the box that is handcuffing your success and start being creative with your actions and "Think Outside The Box" for success beyond imagination.

You are in sales and you control your own destiny but you struggle from time to time because you are not thinking past traditional means. Here are just a few creative ways to get your creative juices flowing:

-REFERRAL TREE: Instead of just calling your sphere of influence to touch base call them to give you 2 names of people that you can introduce yourself and proceed to do so. Those become warm calls.
-GIFT CARDS: The gift card is perfect anytime, not only after you complete a sale. Get a bunch of $5 Gift Cards to Starbucks and get them to your most stubborn prospects with a note that says "I want you to be fully awake when we finally get a chance to meet.....Does Wednesday at 4:00 or Thursday at 11:00 work best for you?"
-MAIL THEM A SHOE OR A FOOT: Easy now....do not cut your foot off!! If you can get your hands on some old Manequin feet or better yet just get some slightly used shoes at Goodwill and put one in a box and send it signature required with a note "Now that I have my foot in the door, please let me know when would be a good time for the rest of me to join it?"
-SEND A SINGING TELEGRAM: Send a singing telegram with a song that details exactly what you are selling, why you are great and when you want to meet with them.
-SEND A CARD: Not to the prospect, but to the prospects spouse or significant other asking: "Hello....would you mind having (name) call me when they get home, for some reason (he/she) is not getting my calls at their office and I am trying to schedule a meeting with them in the next week.

I know some of you are saying that wow these things are very Corny and my reputation is more important than doing things like that. I will look you straight in the eyes and tell you that if you are not going to use every creative effort imaginable to make sure that your income is always in excess of $150K++++ every year can you please step aside so that the good sales people can get through and maintain their reputation....THANK YOU.

PHind Time To PHocus

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Thu, 24 Jan 2008 17:03:24 -0600

I truly PHind it amazing when so many sales people struggle with sales and acquiring new leads and PHollowing up with those leads and then to hear they are aPHraid of or unwilling to use the most important piece of equipment they own. PHenomenal things happen to individuals who PHocus on the simple and most basic sales tool that has been around for over a 100 years. You PHind time to talk to PHriends and PHamily with this century old technology....then why is it so diPHicult to take the same approach in your business world.

Trust me it is absolutely PHun to knock on doors but to cover more ground and to convert more leads into clients, it is essential to harness the power of your PHone(s).

Lead Generation Success

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Thu, 24 Jan 2008 10:16:50 -0600

Successful Lead Generation is solely dependent upon the sales representative who works the lead. If you do not have a solid follow up and/or contact management system you are doing yourself and all marketing dollars a severe injustice. In doing sales training this morning for a small group of reps ranging in experience from 2 months to 25 years it amazes me how proper follow up systems are often overlooked and how the most experienced sales rep can easily fall into a state of complacency, not due to the lead but due to their inability to commit to a follow up system.

I truly find that most of the unsuccessful sales representatives or the ones complaining about business or the lack there of is due highly to their inability or unwillingness to properly follow up with a lead. Reality has to truly kick you in the a** sooner or later to show that not all leads are going to "Pay Out" today. They must be put into a CRM and/or a consistent follow up system for successful conversion.

Truth be told....Leads are everywhere! Thanks to the power of the internet and various other technologies, the ability to gain access to individuals that have an interest in the product or service you offer is easier than ever. Calling a lead only 1 time and emailing the lead only2 times does not equate to a strong plan for success.

Get To Know Your Listings!!

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Thu, 08 Nov 2007 07:50:00 -0600

Okay.... so you have an inventory of 10-20 listings that have sat on the market for over 3-6 months and you are scratching your head wondering what to do. You cannot understand that the homes have not sold I mean you put a sign in the yard, lock box on the door and entered the home in your local MLS, but you are still puzzled. You even went as far as scheduling an Open House 2 Sundays after you listed it, but since only 3 neighbors came to the home you figured it was not worth doing any more...so you did not do any more. So you have pretty much done all that you can do....right??

Ask yourself these one question....Do I know everything possible about every single one of my listings and does everyone of my listings know everything about me and the current market?? This is very important....the more everyone knows the more possibilities for success. For example:

        1) Why are they selling;
        2) What is their time frame;
        3) Where are they moving to;
        4) How flexible are they on price;
        5) Have you completely explained to them the state of the market and how homes that sold for $350,000.00 in             2006 are very likely to be selling for $280,000.00 right now but it is still $60,000.00 higher than what they                 paid for it in 2000;
        6) Have you explained to them you are prepared to fire them if they are not flexible with pricing and/or your                 marketing ideas;
        7) Have you introduced creative ways of selling and marketing such as "Reverse Offers" and "Home Staging"                 and "Daily Open Houses";
        8) Is this a "Sellable" listing and if not make it "Sellable" or fire the client!!
        9) You must know their sense of urgency to sell in order to determine your sense of urgency to spend                        marketing dollars to get it sold.
        10) It is always better to have a $250,000.00 listing that you draw leads from and sells in 3 months than it is                to have a $1,000,000.00+ listing that gets no activity and does not sell.

Please get your listings and clients under control and the best way to do that is by introducing yourself and expectations to them.

Educate Your Prospects And Clients

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Fri, 26 Oct 2007 12:04:22 -0500

Part of your job as a real estate professional is to educate your clients and prospects on every aspect of real estate. You have to assume they do not know anything about real estate, because actually most of them know very little. You may actually find yourself repeating the same thing over and over again...but this is how most people learn.

You cannot assume that your contacts are going to understand how a Realtor gets paid and that you do not get paid unless a home sells and that is the reason why you enter into a Buyer Agency contract before showing homes. They need to understand how imperative it is that they have a Mortgage Pre-Approval in place before you go and look at homes because it is not fair (to anyone) to show them homes they cannot afford. They need to be educated that it is not our job to show homes to someone that is not willing to work with us, in fact a Realtors job is to provide the absolute best service possible and it is tough to do that without the client being committed.

You must educate "Potential" clients as well. You must hold "State of the Market" educational seminars where you teach people the facts about the real estate market as it truly is, not what the Media over dramatizes for entertainment purposes. You must teach people how it is a buyers market and how interest rates are still incredible.

The moment you got your real estate license you became an Educator with the sole purpose of teaching (sales) the public all about real estate so that you have more leads than you know what to do with.

Are You Working The Leads...

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Fri, 26 Oct 2007 07:40:48 -0500

...Or are you still blaming the lead source? If you are blaming the lead source you better change your follow-up process because leads are coming in like crazy through On-Line Lead Generation and Traditional Marketing methods and if you are not able to convert these leads in high numbers, then you need help. Many companies like GetMyHomesValue.com offer incredible marketing solutions to help you with your follow up system through coaching, email campaigns, marketing strategies, your own website, Webinars and personal consultation from a very informative staff as well as providing leads and showing you how to generate your own leads.

Stop blaming the lead source and start working the leads.

Bottom Feeders....Happy Trails!!

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Wed, 12 Sep 2007 10:13:18 -0500

Isn't It Great To Finally Be back to a normal real estate market where listings are on the market for 30 - 180 days before going UA. Incredible market where you have to actually work the leads you received by placing them in an incredible follow up system because those leads are money. What a lucrative market where you do not have to discount your commission to compete with discount brokers because those discount brokers cannot survive in this market anymore. A fun market educating potential buyers on how easy it is to buy now instead of renting. An easy market where FSBOs are begging you to come list their home. And the best part is the elimination of Bottom Feeder Real Estate Agents who are getting out of the business because back somewhere in the last 1 - 5 years when they got licensed and received their "Silver Spoon" they never anticipated having to work for their paycheck....well now they do and they are GONE!!

Yes let all of us incredible, aggressive and smart working real estate agents say Goodbye to the 25-30% of agents getting out of the business because they cannot handle the skills necessary to be a successful real estate agent in all market conditions. We also want to say thank you for stepping aside and admitting your inability or unwillingness to learn and/or to be coached on being as successful as us.

Keep something in mind, if you want to learn and improve your skills we welcome the competition. We are simply tired of the whining and complaining of how hard you feel it is to be successful in todays market. So, best of luck working for someone else.

Until They Buy Or Die!!

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Tue, 11 Sep 2007 17:22:33 -0500

You must work every single lead that you receive from every lead generation source until they buy or die...PERIOD!! If you can adopt this concept into your everyday way of life you will be successful in every type of market conditions. I have had leads that I have contacted 1 time and had the appointment and I have had leads that I have contacted 20 times before I got the appointment...either way I got the appointment. What I mean by die....If they literally die (which has happened to me) or they have become contractually obligated to another real estate agent, they may as well be dead, because they are dead to me.

Lets look at Online Lead Generation which is an incredible way to get leads early before they have been tainted by another Realtor, Loan Officer or other influences. Because of this early stage you have an incredible opportunity to be the only one to build the relationship with that lead, you can control whether that lead looks for help from others or just you. I remember an online lead I received one time that he put his name in as Matt with no last name and a wrong phone number but the correct address. So I used the www.whitepages.com to check for the phone number and it appeared the name Matt was correct but the phone number was not listed. So I ventured to the home knocked on the door and nobody was home so I left my business card and a note card with some type of message telling them to call me. They did not return my call...so I continued visiting daily for about a week and a half (leaving something different each time) until one night I found Matt working in his garage, so I went up and introduced myself to him. He informed me that they were just looking to refinance. I said that is great, my Loan Officer Steve and I can help you with that would you like to get together here tomorrow at 4:00 or Thursday at 7:00?? He told me that they met with their bank earlier that day and were proceeding with them and were not really interested. I spoke up and said do you not feel you deserve to at least get a second opinion before you commit to your bank, after all I am pretty sure Steve and I can get you a better rate. So after some convincing and picking their brains a little more about their needs, I was able to schedule a meeting with them.

To make a long story short Steve and I went into the meeting and found out that there were a lot of things they did not like about their existing home and we showed them how they could sell and buy and get what they wanted. By the next day I had their home listed, they were under Buyer Agency with me and Steve had begun their Pre-Approval. Remember, this was a lead that the only thing accurate was the first name and the street address and many of you real estate agents call this a BOGUS lead....please send me all of your BOGUS leads.

Another example comes to mind from an online lead that she put her name as Queen Latifah but the phone number and address were correct. When I called I found out that the Queen was a King and there actually was no Queen. He began to explain that he did not put his name down so he would not be harassed by Realtors. I began to explain that he needs a Realtor in order to get the most money for his home in the shortest period of time. He hung up on me....so I did the most logical thing and called back of which I got the answering machine and I left a very detailed message. Over the course of the next month I called and visited the King at least 20 times and on that final time he asked why are you so persistent when I do nothing but blow you off, because it is my job to prove to you how aggressive I am going to be in my efforts to sell your home for the most money possible. The next day I had the listing which went UA in 45 days and he was moving to Florida so I received 25% for referring him to an agent in Florida. Again, many of you would view this lead as BOGUS. Adopt the Buy or Die attitude with every single lead in your Pipeline and even though some will Die most of them will Buy.

-Best of Success

Buyers Are Everywhere!!

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Thu, 21 Jun 2007 13:56:45 -0500

I keep hearing and seeing that it is a buyers market however, there are buyers everywhere. I just ran an ad for a rental property I own and received 47 calls in 3 days. AWESOME!! Needless to say I rented my place immediately and tried to pick the brains of the other 46 people as to why they are choosing to rent?? I referred 3 of them to a real estate agent in my area. Guess what they all are...BUYERS!!

Top 3 Renter Responses:

My credit sucks
I do not think I can buy a house
At 29 I do not want to live with my parents anymore

My responses: Are you sure your credit sucks to the point of not being able buy a house; Why are you thinking and not finding out if you can buy a house; and how cool would it be to never have to rent and go right into home ownership.

I Coach and Train this way: In a Sellers Market, everyone is a potential client. In a Buyers Market, everyone is a potential client. Pretty simple huh?? You have to knock on the door and call every single apartment complex, rental unit and find all the tenants you can to let these people know NOW IS THE TIME TO BUY!! It is a buyers market, there are deals everywhere and interest rates are still incredibly low....myself and my loan officer can be at your apartment Wednesday at 4:00pm or Thursday at 7:00pm??

You as a Real Estate professional have to understand that you MUST educate the public on how the market works and functions. Most people assume they cannot buy a home or qualify for a mortgage when in fact most of them can. Stop allowing the consumers in your area to ASSUME things...make them KNOW things!!

Tons more great information and Fun/Informative Podcasts on www.RorySteveandDave.com

REALTOR 101 - Be Brutally Honest With Your Clients

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Sun, 17 Jun 2007 20:09:15 -0500

Okay....here is an obvious one that most of you do not understand or are scared to face...you must be completely honest with your clients and trust me they will appreciate this more than hiding the truth. When you are sitting down with your client listing their home it is crucial that you tell them what they need to do so that together you can get their home sold for the most money possible. Your job is to pick apart their home and tell them what to expect. If it is a buyer you need to level with them as to what they need to do to buy a house, save money, increase their credit score, get rid of their truck payment or whatever.

If their pink family room is not neutral enough and may deter potential buyers you must say....Paint the family room white or neutral and the cost is minimal. If there is a large stain in the middle of the Living Room floor let them know the estimated cost of replacing the carpet and suggest that they do it. If their loud obnoxious dog is always barking when anyone comes in the home you must say....Please take the dog out of the home anytime that a potential buyer comes through the home. Tell them NOT to be present during the showings!! If the house smells like cat urine....TELL THEM TO GET RID OF THE CAT AND FIX IT!! If the home smells like smoke....tell them that from this day forward do not smoke inside and FIX THE SMOKE ODOR!! Tell them their Kitchen is too cluttered!! Tell them the kids rooms need cleaned up for every showing!! Tell them that if they allow people to come through their home and it is not as pristine as possible...it is a reflection on how they maintain the other items in their home. For example it reflects how you maintain your furnace, gutters and other maintenance required items and utilities throughout their home....and it raises questions of problems the potential buyer will have to face if they purchase that home. Tell your listings that it is their responsibility to prevent doubts by potential buyers!!

At the listing appointment let them know that when the home is placed under agreement you will not be putting a Sold or Under Agreement sign rider on their yard sign because you are in the business of getting leads and you want as many from their listing as possible. Let them know exactly how your process works with just you, you and an assistant and/or you and your team, so that everything is clear throughout the process. Schedule your Open Houses right there so you know exactly in your schedule and in your clients schedule when they will take place. Since your loan officer is present establish a time line of when he/she will have your clients pre-approved for the home they are buying.

The best thing to do is have all of this information posted on your website or blog (great place to setup a website and a blog is through www.RemarkableAgents.Com ) for their easy reference so that there is no confusion. Your honesty in the beginning will alleviate headaches in the end.

Homeowners...Get An Accurate Home Value!!

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Thu, 14 Jun 2007 14:02:17 -0500

You want the Realtor to give you your home value over the phone, without ever seeing your property. Or you want your home value to be automated online without all the details necessary for a true home value report. And you want your home value to be at least $100,000.00 more than what you were expecting. You want all of this and a cash deal...right??

Do me a favor, as a former Realtor and speaking for the nearly 1 million Realtors nationwide....DON'T BE RIDICULOUS!! I have nothing against being optimistic in any situation however, your home value has so many variables that determine value (or lack there of) that it is impossible to do accurately without the visitation of a real estate professional. It is okay to let them into your home....they will not bite! They want to give you what you want...an accurate home value report as opposed to guessing over a phone call or hoping through an online valuation. In addition, do not think you know best, because you do not know best. Leave it to the professionals who do this day in and day out...Real Estate Agents are the only way you are going to get the most money for your home.

When you are dealing with the absolute most expensive item in your life, don't you want to be 100% accurate...at least 100% of the time??

Prospecting Strategies

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Thu, 14 Jun 2007 10:59:25 -0500

True prospecting is probably the oldest form of Lead Generation for any type of sales position. With the continued advancement of Technology, Internet and the Do Not Call list has convinced many sales professionals that prospecting is no longer necessary for success. This statement is so far from the truth that it should not even be made. I have spoken to and Coached so many real estate agents that are quick to downplay prospecting while they have gone the past 2 or 3 months without a settlement and no income...Is there perhaps a correlation between the two.

I do not know many people who LOVE prospecting or cold calling, however, it is a necessary means to an end. As a Real Estate Professional Prospecting must be an active part of your Business Plan...now the amount of prospecting you do is dependent on your goals and how many leads you must have in your Pipeline.

I have to be honest with you....you are going to get REJECTED and told NO and sometimes told things you never heard before!! First of all rejection is all part of sales and the word NO is not an ending it is actually a beginning. The word NO gives you the opportunity to reveal their needs and true objections so that you can successfully get a YES. Become Thick Skinned or become broke...it is your choice.

Here are a few suggestions for successful prospecting:

Schedule Prospecting Times Like You Would A Listing Appointment - No matter what do not miss that prospecting appointment.
Be Prepared - When you sit down to prospect for a few hours know exactly who you are calling and what you are saying so you are not scrambling around and your entire time is PHocused on calling.
Create Warm Calls - Call people that you have contacted from other marketing means, such as door hangers and post cards and introduce yourself as the neighborhood expert and get the conversation going by "You should have received a post card or door hanger from me?" Or, "Did you know that the house down the street just went UA after only being on the market for 3 days"
Make It Fun - Have fun with prospecting...If you are part of a Team or a structured office system have scheduled Team Prospecting times where you do it all together in the same area and Team Leaders make it a competition with awards. First person to schedule an appoinitment gets this; first one to get a client from the prospecting time gets something else; etc.
Prospecting Buddy - No need to prospect alone and if you are not part of a team find another agent in your office and first of all become each others Accountability Partner and then schedule prospecting times to tackle it together (obviously different people). This way you can motivate each other after all the hang ups.
Sphere Of Influence - Not only prospecting your Sphere of Influence but getting names from your Sphere of Influence of people that you can call to introduce yourself to (Referral Tree) is an essential part of working your SOI.
Cold Calling - Never discount cold calling, it works great!

Obviously all of your efforts must be cross referenced with the Do Not Call List, however, stop using this List as an excuse. Scrubbed DNC lists are in abundance and there are still plenty of people to call that are not on the DNC list.

Your excuses for not doing the correct things to achieve success will be your undoing!

Do You Need A Coach?

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Tue, 12 Jun 2007 14:06:25 -0500

The answer is most definitely...YES! If Tiger Woods the most famous sports figure in History and Wealthiest by far has several coaches for various aspects and areas of his game and career when in fact he could probably go coachless and still be in the top 25 and make a boat load of "Coin" then who are you to think that you do not need a Coach? Who are you to think that your skill levels are beyond the need of a Coach? Tiger Woods has Coaches because he wants to be number 1 forever...not just for the next month.

If you are going to be in Real Estate, Sales or some other form of Self Employment for a long, long time you need to invest time and money into a Coach, Accountability Partner, Person To Kick You In The Ass or whatever you want to call that person. This person is intended to keep you on track and help make you more successful. The problem is that you have to do what the Coach tells you...without fail.

SET YOUR GOALS WITH YOUR COACH: Tigers goal is simple, he wants to be number 1...always! If Tiger is told to hit a 1,000 golf balls every day with each one of his irons because it will produce these results to get him to be number 1 always and he agrees to doing it but only hits 500 golf balls a day he reduces his ability to be number one.

If you establish a goal with your Coach to make $250,000.00 this year in Gross Commissions and you and your Coach agree to a business plan to make this happen that includes so much marketing/advertising, so much prospecting with a solid follow up system and you waiver from that you reduce your ability to meet and exceed your goals.

You establish your goals a Coach helps you achieve them with greater ease and success. It is like working out or losing weight, if you had a personal trainer that you met with daily you would get the results much easier and quicker as long as you did everything you were told and agreed upon.

Having a Coach does not make you less of a person...it will make you a better person!!

I Remember My First Time...

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Mon, 11 Jun 2007 15:00:24 -0500

It was probably about 7 years ago, only a few days after I finally got my license. I was walking the strip mall with a friend and saw her standing in front of a bulletin board of advertisements, most of them for real estate companies, open houses and the like. I knew the second I saw her that she was the one for me. My heart started to race a bit, my palms got sweaty and I felt like I had a pack of rabid butterflies in my stomach, but I was determined to introduce myself to her and hook her attention. Like I said, she was the one...she would be my first. I knew it from the start.

Even though I felt nervous, I put on my confident front and swaggered right up to her to introduce myself. It was awkward at first, as I got a bit tongue tied on my first name, but I joked about it and made her laugh, so it wound up being a great icebreaker. We wound up standing there talking for almost 20 minutes as I learned more about her and she about me: her likes, dislikes, needs, wants, etc. I sincerely wanted to know everything about her because I knew that was the way to stay most memorable in her mind and have a chance with her.

And it worked. I got her number and we spoke several times over the next three weeks, getting to know each other better and trying to figure out if we made a good match. Then finally, the big day came - she wanted me to come by her house Saturday since everyone would be out and about and we would have the place to ourselves. I was so nervous and excited I could have puked. On the big day I had a knot in my stomach, sweaty palms and couldn't say two sentences without stuttering just a bit. I even called a friend and colleague of mine to go over her house with me for a bit, just to make things a bit easier on the both of us (I okayed it with her of course). He couldn't stop laughing and ribbing me about this being my first time, but it actually helped to loosen me up a bit.

And then I was there at her house and it was great! My friend stayed for a while to help break the ice, dish her all the dirt on me and give her more information than she really needed. Once he left it was time to do the deed. I cleared my throat and sat beside her, hands shaking a bit, not exactly sure how to proceed, but knowing that I had to show confidence the whole time to seal the deal. Finally, I just took a deep breath and got down to it.

My listing presentation that is. The very first Comparative Market Analysis I would ever do for my very first real estate lead ever. And it was a beautiful feeling! My loan officer had already explained the financial end of things to her, now I just had to finish her off by proving that I was the Realtor for her. I'd practiced for hours in front of the mirror and even a few times with my dog and I was ready to nail this. No matter how nervous I was on the inside, I showed a confident front and it worked! By the end of the presentation I had my very first listing and all I really had to do was listen and talk to the woman, find out her needs and show I was sincere in wanting to do my best and take care of every real estate need she had.

To be honest, I was never this nervous like many agents are when following up with real estate leads. I've screwed up a sales pitch, I've gotten tongue tied and frustrated by being told NO all the time, but it never stopped me. As a real estate agent it is important to be as much of a people person as possible and try to get comfortable with the fact that you'll be talking to MANY complete strangers in your lifetime. Practice exuding confidence no matter how nervous you are and nobody ever has to know that when contacting real estate leads for the first time you're actually a quivering, nervous ball of energy.

If even after years in the business you still get that "deer caught in the headlights" look and feeling when you get a lead, then the Lazy, Scared, or Stupid has officially taken over your career. Figure out which you are, correct it and then get back out there and work your real estate leads. You've got an invaluable service to offer your leads so don't let a little bit of nervousness stop you from kicking butt with your real estate leads.

A Lead Is A Client In Training

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Wed, 06 Jun 2007 21:09:27 -0500

Even the best real estate agents and brokers need a reminder of the basics when turning leads into clients. Although the basics seem like simple skills on the surface, they are the building blocks for a strong business.

As a real estate coach and trainer I am often surprised at how many agents do not have an effective plan for acquiring leads, following up with them and then nurturing them to become future clients. Too many agents are simply stumbling over leads and crossing their fingers in hopes that the lead will pick them for representation with their future real estate transactions.

This column may be a wake up call for some agents but hopefully it will be a reminder to most that succeeding in today's real estate market is a far cry from the days of elementary school when we crossed our fingers that we weren't picked last for dodge ball. If you want to not just survive but thrive in the real estate business then you need to demand that you are picked first, especially now as the number of licensed real estate agents continues to inflate.

As we all know there has been a dramatic increase in the number of licensed agents over the past few years. According to the National Association of Realtors® their membership has increased from 766,560 in 2000 to 1,265,367 last year. These numbers if any should make you recognize the need to stand out and prove to leads why you are better than the next agent in the dodge ball line up.

So, for those agents who need to kick-start their lead generation plan here are some basic tips. For those agents who have already achieved some success in turning leads to clients, I hope this gives a good refresher of the basics.

What is a Lead

Definition of a lead: Consumer that is interested in possibly using your services either now, or in the future.

Sometimes we forget that the definition of a lead is as simple and open ended as that. Of course there are all different types of leads; buyer leads, seller leads, for sale by owner and refinance leads. Depending on your marketing initiatives, leads can come from many resources. A direct mail piece could develop into a cold lead or your website could generate a hot lead who is interested in viewing one of your listings.

Like many agents, in the past I encountered my fair share of Mickey Mouse leads and I often use this as an example with agents. What would you do if you received a lead from Mickey Mouse? I am disappointed when agents say they cast it off as a bogus lead. What better way to break the ice with a potential lead than to drive up to the lead's house and present your information to Mickey Mouse himself. The lead will remember your humor and he will more than likely tell his friends about the incident, leading to more potential referrals. A call to Mickey Mouse can also elicit a positive response and the building of instant rapport. Remember that if nothing else, the seller or buyer will almost always provide a current address along with their faux Mickey Mouse name. Don't be afraid to do a little detective work to get a contact number or name for a lead, start with whitepages.com.

A Lead is a Client in Training

Depending on the lead's origin they can range from cold to hot leads. Keeping this broad range in mind, clearly means that all leads need to be treated on an individual basis. The same basic guidelines apply however.

Every lead that comes across your desk should be viewed as a potential client. This means each lead should be treated with the same attention that you provide to your top clients.

It can sometimes take days, months and even years to transform a lead into a client. However, the consistent and aggressive professional will have the greatest success at seeing leads all the way through to client status. Believe each lead is the beginning of a long-term relationship.

Leads will take notice of how responsive you are before they've even committed to your services. Working for the lead makes the difference between getting a listing and losing a lead to a more attentive agent. If the lead is impressed with your commitment you may have just turned them into a client.

Above all a lead filled out a form, requested information, contacted your assistant; however they became a lead they made the effort to find out more. As a real estate professional you need to be accountable and respond to their request.

The sales industry is a numbers game and your business can only increase as you grow your potential client base.

Window of Opportunity - Rapid Response

Consumers increasingly expect an immediate response to their needs and requests, especially those using the Internet. According to recent stats 80% of those initiating the sale or purchase of a home begin doing so online.

That's an amazing figure, but what's even more amazing is that even as the Internet has become a powerful tool for agents to capture leads and generate business, nearly half of all Internet leads are not followed up by agents or brokers. How many agents do you know who can afford to turn down potential future income that way? Use technology to help stay ahead. Your cell phone, PDA, email and the Internet are your basic marketing tools. I anticipate that within the next few years many agents will be "dodged" out of real estate if they can't adapt to our high-speed world.

You need to make yourself available to meet the rapid response demand of today's house sellers or buyers. It is imperative that you contact leads immediately. Best case scenario when a lead is received: drive to the lead while calling them on your cell phone for an appointment as your assistant is e-mailing the lead your contact information and drafting a letter of interest for their business.

When this scenario doesn't fit, call the prospect and make an appointment for as close to "now" as possible. The more time that elapses, the less likely you are to secure the lead. Another agent contacts them, they change their mind about listing, they are referred to their brother's agent. Whatever the case may be, if you are the first agent to reach them your chances of turning them to a client just skyrocketed!

Be Their Resource

Leads are searching for knowledge: should they sell now, what is their house worth, what school system is the best match for their kids? Listen! Try to hear everything they are saying so that you can anticipate their next request and become a source of knowledge for them.

Know not only your local real estate market but learn about your community. By being involved in your community and lending an ear to the occasional real estate question at the local charity event you will quickly be viewed as the local real estate expert.

Go a step further and establish yourself as an authority figure in the industry. Contribute to lectures or seminars within the real estate industry, join networking organizations, be active in real estate issues, these tactics will build recognition and your credibility.

Follow through on your commitments and show the lead that you view this relationship as a long-term relationship. Find out what their long and short-term real estate goals are and show them how you can assist them now and in the future.

Repetitive Contact

After you've made your initial contact and impression don't wait for them to contact you! Repeatedly contact the lead to remind them of your skills, services and superior knowledge. As a former agent, the moment I got a lead I entered it into my PDA for constant follow-up until I got an appointment. That means, calling, visiting and e-mailing daily until you make contact or get an appointment.

With every contact you make, dig deeper for what their true needs are so that you can become the perfect match. This is your opportunity to show them your skills and knowledge. View every encounter with a lead as a job interview. In essence you are interviewing for their business. Even if you know they may not need your services right now or for six months down the road, continue to stay in regular communication so that when they are ready to buy, sell, or both, your name is forefront in their mind.

Use a management system to manage your leads and implement a marketing plan to keep in contact through a newsletter, direct mail campaign or send e-mails with new listings in their area of interest.

Don't take no for an answer. As a former agent, I've been hung up on by leads and called them back stating that "we must have gotten disconnected," and then got an appointment with them. As a consumer wouldn't you want an aggressive agent to sell or buy your home?

They say real estate is all about location, location, location. But to be successful in today's competitive market agents need to remember that it is also all about being diligent, having determination and being picked first in dodge ball!

LEADS IN A BOTTLE....

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Wed, 06 Jun 2007 15:19:40 -0500

I truly find it comical when I hear people using Dietary Supplements and then listening to them complain or calling consumer reports stating that the product is a scam and it does not work. They cannot understand when they pryed open the container and took several minutes getting the cotton out then franticly digesting the product that they were not instantaneously transformed into body supreme. The comedy is due to how relative this scenario is to sales people working leads. On just about every Dietary Supplement on the market there is a statement that clearly states: For best results combine this Dietary Supplement with an intense workout and nutritional program. Further complaints arise when the individual does 5 push ups and eats a bagel instead of a donut figuring that should be good enough. Hmmm....I guess that means that common sense has to take over and I might have to work harder for the results I want.

Hmmm.....I guess if I get a lead I probably should call it to see what I can do for them.

When I put leads in a bottle(pipeline) for real estate professionals the back of the bottle clearly states: For best results please combine this lead with an immediate phone call and a very aggressive followup system. The comedy still ensues as individuals receiving these leads immediately complain about the lead because they made two attempts one via email and the second through a left message on an answering machine that the recording sounded like the teacher from the Peanuts. Now these real estate professionals immediately are beside themselves that the leads are bogus and immediately want to stop the money going into that lead generation source whether it be internet, Sunday Paper, Open Houses or whatever because they feel it is not working. This is when my sides start to hurt from laughing so hard when you hear or see the real estate professional drive by a house 4 months later with a For Sale sign in the front yard of a lead they determined was bogus after 2 email attempts....they cannot believe there eyes as they try and rummage through month old notes to clarify that indeed was the case. Wait and see how quickly they begin that lead generation tool again.

Leads are endless just like dietary supplements. You have to be willing to put in the effort to achieve the best results.

Homeowners...You Want An Aggressive Realtor!!

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Fri, 01 Jun 2007 19:59:27 -0500

You know who I am talking about the Agent you met at the Open House you went to 3 weeks ago that keeps calling you to earn your business. Or the Agent that you called regarding a home you saw in one of their ads that emails and calls every other day. Or that Agent who knocks on your door 2-3 times a week to prove they are the best person for the job.

Stop shrugging them off...Stop feeling annoyed...Stop dismissing their attempts as futile and Stop pretending that you do not need their service...YOU DO!! You want that Aggressive Agent on your side representing your needs, because if you do not have one an Aggressive Agent is going to come along and walk all over your Non-Aggressive agent.

Those same aggressive, in your face, tenacious, doorknocking, telephoning and information leaving Agents are the same Agents that will Aggressively market your home; sell your home; find buyers to bring to your home; help with financing; negotiate the best price for your home; handle all problems "with your interests in mind" from meeting to settlement; and will have you telling others what a great job they did.

If you want a "Timid and Shy" Realtor selling your home (they are out there), you will more than likely get "Timid and Shy" results. However, getting that Aggressive Realtor you have a better chance of getting Top Dollar Results....The Choice Is Yours!!

Why Did The Loan Officer Cross The Road...

Rory Wilfong - Sales Coach and Trainer (GetMyHomesValue.com) — Wed, 30 May 2007 22:23:56 -0500

Because he was duct taped to a Realtor! Now I am only going to say this once, so pay attention, YOUR LOAN OFFICER MUST ATTEND EVERY APPOINTMENT THAT YOU HAVE WITH A POTENTIAL CLIENT!! I lied, I am going to say it again, because too many of you do not get it... YOUR LOAN OFFICER MUST BE WITH YOU ALWAYS!! You are a team, act like it. It is a marriage so deal with it. You sell the value of each other to the client. You become 1 stop shopping in their living room. You both need each other to achieve success beyond comprehension. If your Loan Officer cannot attend your appointments or Open Houses...FIND A NEW ONE!! Are you ever going to pay them a dime for their service...NOPE! Are they tossing you any coin for the business you give them...NEVER!

Every listing appointment the two of you will be together. Every buyer agency appointment both of you will tag team. Every refi appointment needs both expert opinions to proceed. Every Open House should have your Real Estate opinion and your Loan Officer available for Pre-Approvals. In the same respect demand to be in attendance for all of their appointments. This relationship between a Realtor and a Loan Officer is as much common sense and is as necessary as having a cell phone. After all a Contractor does not go into a job without his tape measure nor should you go into a job without your Loan Officer. You do not have to be the only Realtor they work with, just the only Realtor that matters when you need it to matter. If you are good enough and do the right things you will have Loan Officers begging to work with you. It does not matter if the client has met with 20 other Loan Officers or 10 other Realtors, as long as the client is not under any contractual obligation to another Realtor or Loan Officer you must both be in attendance.

Your job as a Realtor is to educate the client, provide an invaluable service and make the real estate process as easy and seemless as possible so they tell other people and those other people tell other people and so on. Wow, this Realtor Rory came over last night with his Loan Officer Steve and Rory measured my house, while we got pre-approved for a mortgage, he gave us a value, Steve then took off, we signed the listing agreement, he stuck a sign in the yard and a lockbox on the door and scheduled our first Open House and we then signed a buyer agency agreement and we reviewed listings he wanted to show us and we scheduled times for 6 houses this Saturday...He was only at our house for an hour and a half. The best part is these clients never have to go anywhere else for anything. BE THEIR EVERYTHING!!!