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1. Who is your favorite musical artist? Harry Connick Jr.,Van Morrison, Kenny Loggins, The BeeGees (yes, I am admitting this)....is this dating me or what?! 2. Who is your favorite artist? Betsy Buckner's (local Evergreen, CO. artist) animal paintings 3. Who is your favorite blogger? A tie: Melissa Marro and Elaine Manes 4. If you could meet anyone (alive or dead), who would it be and what is the most interesting thing about them? Tiger Woods...how he is able to focus so completely on his goals, continually finesse his skills and be so charismatic doing it. 5. What did you want to be when you grew up? A television personality. 6. What is the most interesting piece of trivia you know? It's about one of my favorite things---champagne! One of the primary grapes used in the making of champagne is Pinot Noir, which is a red (or black) variety of grape. The interior of a Pinot Noir grape, however, looks very similar to a green grape. When its juice is extracted, therefore, it will look the same as a white wine. Thus, much of the finest clear champagne in the world comes from red grapes. 7. If you could live in any point in history what would it be and why? Now---I believe living in the present IS a present. 8. Most interesting job I ever had: As a hotpant wearing flight attendant for Braniff International for 12 years---in the days when flying was still special. People dressed up; gourmet meals were served; and both flight attendants and passengers were pleasant. Best part was how easy and almost-free it was to fly anywhere around the world. Who's next? Renee Pratta and Elaine Manes! Building relationships with real estate agents is a great way to increase your client base and your bottom-line. How? Agents can promote your staging and redesign services and you can help agents get more listings and sell them faster---a win-win for everyone!! More reasons to build relationships with agents:
You may not know the best approach to take when getting front and center with real estate agents, because:
The solution is to:
Tip #1: Inside Info
What concerns agents about recommending staging to their clients?
Tip #2: Functional Forms
Make a commitment to actively get involved in your local association of realtors----join as an affiliate. You can attend the first luncheon as a guest. If you know an agent, ask if you can attend together.
Most agents have web sites. Read about their philosophy and discover important data regarding their credentials, awards, personal interests, etc. This information provides a great icebreaker---it gives you something to talk about---you may find you have common interests. The more real estate agents see you in their arena, the more you will be taken seriously, considered a professional and trusted!
It doesn't happen overnight Doing business with real estate agents takes planning and requires patience. You must do your homework and determine the most effective ways of getting their attention. Your marketing materials and your words must align with the most pressing needs of agents, which is getting more listings and selling them faster. "If you want to impress your clients, make written notes when they respond to your questions."
A tips sheet is a simple list of five to a dozen tips that tell people how to do something-usually how to solve a particular problem. It is a simple and easy way to transform your knowledge of redesign, staging, decorating, organizing...or ANY topic, into So why then do the most people shy away from this type of writing as a way of promoting their businesses? Commom excuses:1) it takes too much time 2) I don't know what How is that possible you ask? By utilizing the K-I-S-S(+s+s) principle = Keep it simple,short, succinct and solution based. Here are some tips on writing tips... Finding the time: If you can't sit for an hour (or less) to write a tips sheet, get in the habit of writing 2 or 3 tips per day...by the end of the week or sooner you'll have it done. Identifying the tips topic: People love reading about simple strategies and solutions...things they can do themselves. So your tips should be ways that you can: Solve a problem Remember that people are intrigued and interested in anything that pertains to their home and surroundings...look at the popularity of HGTV and Discovery Channel Tips titles and wording... Discover how to or ways to... What now? Ways to use tip sheets in your marketing They are a powerful way to pitch to the media as they are easy to read and understand. Editors love them because they are perfect for a column insert or stand alone article. Quotes: "To solve any problem, here are three questions to ask yourself: First, what could I do? Second, what could I read? And third, who could I ask?" "Don't find fault. Find a remedy." --Henry Ford "Focus on remedies, not problems." --Jack Nicklaus
We all know that emotions sell and that ‘seeing truly is believing' when it comes to services that provide a visual impact. Using before and after photographs of your redesign and staging projects serves multiple purposes: •§ It is a visual explanation of all the services you provide •§ It helps build rapport when first meeting people •§ It boosts the effectiveness of your presentations •§ It generates a great deal of interest when potential clients can see a room transformed on the pages in front of them •§ It validates your credibility and establishes you as an expert •§ It serves as a great problem-solving tool when doing other projects •§ It's phenomenal for creating visibility and for showcasing your business Tip #1: Creating Your Professional Portfolio
•§ Print your before and after photos in color •§ Preferable size is 5x7 for easy viewing •§ Show examples of all rooms in a home (family room, dining room, bedrooms, etc.) •§ Arrange both the before and after shots on the same page with labels "Before" and "After" •§ When using more dramatic before and after examples, bullet point a few of the challenges and how you solved them •§ Use an 8.5 x 11 nicely bound three ring binder for your portfolio Add section separators with tabbed labels for each individual section of information you include such as: Credentials, Client Reviews, Before & After, Photo Journal and Articles & Tips NOTE: Do not include homeowner names or addresses on any photos. Sample photo release verbiage: Photographs/slides and/or videos made in association with the staging of my home are hereby released for possible use in the business materials, teaching seminars or educational classes, workshops and presentations of (insert your name and company name). In the event that my home is selected for publication in a magazine, newspaper, website, or any other media opportunity, I understand that my name and address will be kept confidential. If my name and/or address are specifically requested, I understand I will be contacted first to ask my permission. (Have them sign and date.) Additional Items to Include in Your Professional Portfolio •§ Include any certifications, awards, affiliations, logos, seals that you have earned •§ Add testimonials from satisfied clients (homeowners and realtors) •§ If you offer other services, include short explanations of each---along with photo examples---if you offer artwork placement or accessorizing, show examples of your work •§ Add articles or information promoting the benefits of redesign and staging---these can be written by or about you or from outside sources •§ Show ‘on the job' photos of yourself doing a staging project or making a presentation •§ Include a photo of you with your family and pets or participating in your favorite sport or hobby (this is terrific for rapport building with clients) NOTE: Look at your photos objectively and assess whether they are the best candidates for inclusion in your portfolio of work. Do they clearly show the dramatic before and after difference? Have the photos been taken from the exact same position or is that difficult to discern? Ask one or two others to give you their opinion. Tip #2: Highest and Best Use of Your Portfolio The best time to utilize your Professional Portfolio is whenever you get the opportunity to be face to face with clients or potential clients. Carry it with you: •· To every appointment •· When you attend luncheons or networking functions •· Whenever you speak at a meeting or to a group •· When meeting a potential client for coffee or lunch •· If you meet with a media person
re·source noun 1. Something that lies ready for use or that can be drawn upon for aid or to take care of a need. Bringing value to clients can take many forms---from a full menu of helpful services, to impeccable follow-up and response habits to remembering special things about them. There is another often overlooked offering that provides huge value to your clients AND establishes you as the ‘go-to' person----recommending resources to them when asked. When you recommend reputable resources that can fill the specific needs of your clients, you provide value to your clients, as well as create ‘top of mind' marketing opportunities with the resources you recommend. Both you and your resources will gain from the mutual exchange of referrals in addition to opportunities for co-advertising to shared presentations and trade show partnering. A perfect WIN-WIN scenario! Tip #1: How to Build Your Recommended Resource List Start with service providers like these: •§ Moving companies •§ Carpet cleaners •§ Window cleaners •§ Handyman/Repair Services •§ House cleaners •§ Art galleries •§ Plumbers •§ Electricians •§ Tile professionals •§ Countertop specialists •§ Kitchen and bath professionals •§ Yard care and landscape companies •§ Furniture and accessory stores •§ Painters •§ Consignment stores •§ Junk haulers •§ Professional Organizers •§ Minor repair services •§ Pods or Offsite storage facilities NOTE: When populating your Recommended Resource list, think about any home-related services that your clients ask you about or who you believe would be a good resource for your clients. Remember, these people are working with homeowners all the time and can be a goldmine for referral business! Tip #2: Now What? Take the time to meet with those you are considering recommending and familiarize them with your business and the services you provide. Do not make referrals unless you are confident of their abilities and work ethic. Refer people you have personally had an experience with or who someone you know has used. If you do not know the resource, it's wise to check their references---your reputation is at stake each time you refer someone to a client. Marketing Tip: If you are comfortable with a particular service provider, consider sharing client databases with them and start joint marketing---promoting both your services to your combined client lists. Add your recommended resources to your database list and market to them along with your clients---as a reminder of the services that you can provide their clients AND to keep referring you. Don't forget to say thanks. Whether it's a telephone call or handwritten note, show your appreciation by thanking referring sources for their confidence in you. Important Notes
"We are making service provider recommendations based on the reputation of recommended providers. Clients are encouraged to do their own investigation to determine whether recommended providers or other providers would be the best fit for their needs or specific project, and are urged not to rely solely on the recommendations we provide."
Many of us believe we know what our clients think about us and the services we provide. We may even assume that if we don't hear from a client after we've completed a project they are perfectly satisfied with the service we provided. Listen up! Naïve thinking like this can have a detrimental effect on your health of your business. How? Simply put--- you cannot be successful at what you do if you don't meet (and exceed) the needs of your clients. Therefore, two of the most important activities that you can do are following up after a client interaction and getting feedback after EVERY service you provide. In other words, finding out what your clients want and expect from you and if the services you provided met their needs. So how do you find out whether your clients are satisfied clients? ASK them---either by phone, mail, email or face to face. And after you do, put their answers to work for you by making an effort to fix the things they may have complained about and implementing any suggestions or ideas they offered. Most importantly give them feedback that their answers were appreciated. "People don't care how much you know until they know how much you care." ---John C. Maxwell Tip #1 Project Evaluation/Feedback Form I recommend leaving a Project Evaluation Form with a stamped, self-addressed envelope along with your invoice and thank you card after any service you provide clients The primary reasons for using a feedback form are: •§ It shows the client that you care about the quality of your service, as well as value their opinion. •§ You may uncover some issues in your business that need to be addressed that will make you more efficient and effective. •§ Client testimonials can be put to great use in your marketing materials and on your web site. •§ It's the perfect way to build repeat and referral business because when clients are pleased with your services, they are more apt to use you again AND refer you to others. •§ You might discover some new and unique ways of making your business better! Oftentimes an outside party with a fresh perspective can come up with some innovative ideas you may not have come up with yourself. Some of the questions I have on my own client evaluations: •· What was your first reaction when you saw the room(s)? •· What do you like best about the new room arrangement? •· Will you or your family use this room more as a result of the new arrangement? •· Would you recommend us to others? •· May we quote you?* For staging projects, incorporate these questions into your form and send to both sellers and real estate agents: •· What was your initial reaction to the areas we staged? •· In your opinion, what aspect of the staging had the greatest impact? •· Do you feel that the changes that were made will have a positive effect on buyers and other agents? Finally, end with a simple ‘thank you for taking the time to complete this form statement' and add a signature and date line. Whenever you intend to use client testimonials you must ask if you can quote them AND get their approval signature. Tip#2 Follow Up The single biggest action and revenue generator is to follow-up with clients who you have sent marketing materials or have talked to about your services. A simple phone call asking if they received your information or asking for their feedback or questions accomplishes a dual purpose: •1. It makes a professional impression because you not only provided them valuable information, but you are following up to see if it was helpful and to answer any questions they may have. •2. Following up also serves as a reminder of all and any new services that you are offer (up selling!) AND that you always appreciate referrals. NOTE: After your first contact, decide when you intend to follow up and enter their name and contact information in your electronic or paper calendar.
Following up after providing services:
Post-project follow up is smart business. Seven to 10 days after you've completed the project, call and say "Hi, it's Sandy Dixon and I'm wondering how the new room arrangement is working out. Are you and your family enjoying the changes I made in the room? Is there anything else I can help you with?" Then follow up a week or two later with a referral request note saying: "I know you are enjoying your new room arrangement and are happy with the work I did for you. My business is built on repeat and referral business. If you think any of your friends or neighbors might benefit from my services, please give them on of the business cards I have enclosed." A common client comment is that they never hear from the stager/redesigner after the project was completed. Keep in touch with everyone you have worked with and ask if they know of others you might help. Remember, following up and asking for client feedback can provide ongoing rewards and revenue for your business and also reduce the amount of dollars you spend on other marketing endeavors. In today's high-tech world, it is more important than ever for people to meet in person. Human contact has taken on a new significance in the era of voice mail, the Internet, and e-commerce. Face to face marketing can be difficult for many business owners and can require more time, energy, and possibly expense, but the payoff can be tremendous---and ongoing! There needs to be a balance between high tech and high touch. However, once you become good at the face to face method of creating visibility, it will prove to be the easiest and most enjoyable way to build your business, because it helps build a relationship of confidence and trust between you and your potential clients. So, instead of spending so much time in front of your computer sending emails, electronic newsletters, perusing other sites and continually tweaking your website, start cultivating relationships with potential clients by doing one (or all!) of the following: Tip #1: Meeting + Mingling = Maximized Visibility •1. Schedule a morning appointment for coffee or tea with someone you'd like to have as a client or who would benefit from knowing more about you and your business. This could be a real estate agent or office manager, a home furnishing/accessory store or consignment store owner, a freelance writer---anyone who can connect you with people who need your services. Note: I prefer meeting for coffee instead of lunch because it takes less time out of the day AND is less expensive. Don't forget to take you Professional Portfolio, brochures, business cards and calendar with you. •2. Call a real estate manager and request a 5-10 minute timeslot at an upcoming sales meeting. Offer to share a few staging tips, as well as helpful ways that agents can explain staging to their sellers. Note: Content-rich information is the key to speaking at a real estate sales meeting. Share ways that agents can help clients by utilizing your services, the importance of showcasing their listings, as well as educating them on how you can do ‘as much or as little' as their budget will allow. DON'T FORGET to always take food when visiting a real estate office! •3. Mingling opportunities: attend chamber mixers, real estate luncheons or functions, visit open houses on the weekends. Note: Many organizations will allow you to attend as a guest for one or more times. Also, think about asking someone you know who is a member, to allow you to accompany them as a guest. Tip #2: Let the Show Begin! The Impact of Trade Shows The power of numbers AND huge visibility are the primary reasons you need to consider participating in your local tradeshows. If you are a stager, look into your annual real estate rallies and state conventions where you can reserve a booth in the exhibit hall and you can also apply to give a presentation if it is an education-type venue. To increase your redesign business, consider exhibiting at a local Home and Garden, Home Remodeling or Home Improvement Trade Show. Note: To help with the expense of the booth, think about partnering with another stager, redesigner or organizer. On a smaller scale but still a great way to get front and center with potential choice clients, give a decorating presentation at a women's luncheon, a consignment or furnishing store...or home party. The topic could be ‘how to': accessorize a bookcase; a mantel; create a dynamic table setting; create a dramatic artwork arrangement; tie towels; fold napkins; choose fabric and colors; etc. "If you wait until all the lights are "green" before you leave home, you'll never get started on your trip to the top." ---Zig Ziglar Have you ever been faced with a situation where a client said to you ‘I never knew...' or ‘You didn't tell me...'? It can be potentially hazardous to the well-being of your business---especially the ‘repeat and referral' kind, if you have not established a method for clearly communicating with your clients. To prevent uncomfortable problems with regard to client communication, it's important to document in written form what services you are proposing to do for the client and what your charges will be for those services. You will be more efficient, effective AND be perceived as ‘the expert' if you clarify expectations on paper---it's your written reference tool. Don't feel uncomfortable or embarrassed asking clients to confirm what they are requesting you to do by approving the scope of the project and corresponding fees. Educating clients and fully disclosing the various facets of the project is good business practice. Tip #1: Discuss Your Professional Policy I use the phrase ‘Let me explain my professional policy' when discussing my payment policy, work standards and specifics of the project. I follow up this verbal explanation with a written format, which can be a contract, a bid proposal or a letter agreement. A letter agreement or letter of understanding is a simple, one page document that sets out specifically what you are being hired to do along with the corresponding fees. For instance, instead of noting ‘Full day staging' on your proposal, you would be more specific and say ‘The scope of the project will include staging the entire main floor, second floor bedrooms and baths and outside patio.' Here is a good example of what you might include in your letter of agreement: Dear (Client), This letter sets the terms and conditions regarding the (Redesign/Staging/Organizing/Furniture & Accessory Rental) by (your company name) for the property located at (address of the property).
Scope of Project: (List the rooms or areas to be staged) Time Estimate: (Always give a range, like 4-5 hours) Pricing and Fees: •§ Staging services (payment due upon completion) $____________________ •§ Assistants (per hour / due upon completion) $____________________ •§ Movers (per hour / due upon completion) $____________________ •§ Mileage $____________________ •§ Shopping $____________________ •§ Monthly Inventory Rental Fees (my own inventory) $____________________ •§ Monthly Furniture Rental Fee (outside rental source) $____________________ •§ Minimum Rental Period (if applicable) ____________________ •§ Delivery Fee (if applicable) $____________________ •§ Tax (if applicable) $____________________ •§ Miscellaneous $____________________ Before you start the project, go over this document with the clients and make sure they understand and agree to the services being performed and the fees being charged. Both you and the clients will sign and date the agreement. Note: in addition to informing clients of your fees and when they are due, also include the form of payment you accept: cash, check, credit card in your agreement Tip #2: Stay on the Same Page The primary purpose of a written document is for clarification and to eliminate surprises and to make certain you are providing the service the client had in mind. A few other things regarding utilizing a written agreement:
Bottom-line: be clear, concise AND confident when outlining the scope of any project. Clarifying and confirming expectations upfront will make for a smoother project, happier clients and a calmer you! It's the WRITE thing to do!
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Sandy Dixon Denver, CO More about me… Interior Arrangements, Inc. Office Phone: (877) 674-8667 Cell Phone: (303) 601-6403 Email Me ;) Links;) Tags (Tag Cloud);) Archives
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