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

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!

Posted by Clint Miller on 10/27/2009 09:25 AM

Comments (112)

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Originally posted at: RECR's Blog: Let's Talk About What Is REALLY Wrong In Real Estate

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

OCT

Good points ! Communication is key to this biz. Thanks for the post along with the gentle reminder ;)

Karen -- Yes. Yes it is. ;-)

It's all about great communications. Use social media marketing all you wnt, but stay in touch with your clients.

Jeff -- Exactly! And stay in touch with your clients FIRST

good money in follow up. if it were as easy as sending an email to sell a house, then we would all work for Google or MS, believe that.

At the end of the day RE is an offline business, now I know there are people that have bought and sold property solely online, but that is the exception.

People sometimes need to have a lot of things in place before they decide to actually move. They may start out asking questions and may be 3-4 months or even a year away from actually doing anything.

I love SM and you see my red brain everywhere and I have never played a mafia game, i have done an occasional kidnap.

Like Gary Vee say if you want millions you have to work your you know what off, if you want billions you have to work till your eyes bleed.

now stop reading this and call someone.

Rob!!! Awesome comment dude! I have no further follow up on that one. ;-)

Still too early to make calls here on the West Coast, but I will get on it later. GREAT reminder, Clint.

Elaine -- LOL...Its after 8am. :-) Get on it. :-)

Great post. Do the "hard thing" first. Get it done. I find FB an extremely social media, but not a revenue builder. If I'm on FB, I'm not working. I check into it early in the morning, then in the evening when I'm done working. I was talking with a friend Realtor the other day that complains that she's got no business, and then she tells me she leaves FB running in the background all day. Hmm...what's is going to take for it to dawn on her? No, she's not on AR. Too bad for her she might learn something...like doing the hard thing first.

Mariane -- You should send her a copy of this post. :-)

Great great great post Clint! I blog, I twitter and I use facebook as one of my #1 tools... BUT real life communication is key. A lot of my clients actually prefer to send me messages on facebook which is fine if we are setting up appts or something like that, but with the important stuff I pick up the phone!

Also while I am on a little rant about online presence and networking, if you stink as a Realtor in real life, your going to stink as a Realtor online. That same agent that is playing mafia wars for 3 hours was probably doing something similar before his online life. Maybe solitaire? :)

Great post, thanks for the info!

... it kills me that I still follow up leave msgs, call back and get 'Voicemail box full' and still no return calls from certain agents. How they get through their day without getting back to people in their vm is beyond me.

I like that '' Your clients are expecting to hear from you. Making them wait for information they requested is not smart. In fact, it's rude''

As always, well put and a wonderful reminder! I don't know why it is so difficult to stay in touch with clients, but it does have to be a priority. I know that often we as agents have to be the messengers of not so hot news, that makes it an unpleasant task to take on, but do it we must. I use the expression: swallow the big frog first.

Jared and Amanda -- Thank you so much! And, your point about sucking regardless of the weapon of choice is exactly accurate! I couldnt agree more!

Sheldon -- That KILLS me!!! KILLS me!! Dead...til I die from it. I feel your pain.

Dan B -- Thanks! :-)

COMMUNICATION! What a concept! I have had more than my fair share of clients come my way due to an agent not communicating with their client!

I have a better idea. DON'T answer your phone. DON'T return potential client calls. DON'T offer good customer service. DO continue to play Mafia Wars. DO continue to Twit 140 charactures. Your clients will call me and I WILL anser their calls. I WILL provide quality customer service. I WILL sell their home or help them Make the Home of their Dreams a Reality!

Lesley -- Thank you my dear! I have no idea why it is hard either...Eat the frog!!! Completely agree.

Stephanie -- What a concept, huh??? ;-) U go girl!!! :-)

Nice post this morning and I love your suggestion about doing your client follow ups first, especially for those of us that are a bit of an introvert. I'm bookmarking this one to include as required reading in the training manual I'm putting together.

Monica -- Awesome!!! (So, can I skip that page when the training come up?? I did write it...LOL)

Clients come first always! Great post Clint! :)

This makes me feel guilty even though I have no reason to be. :-) I say this all the time but FB is my number one marketing tool. AR my second. But to keep those clients that find me I pick up the phone or send them an email if they didn't give me their phone number. People just want to be heard. Nice post Clint!

Clint, what a wonderful post. While I read blogs daily, rarely commenting, this is one of the more salient and on point statements I have read in a while. Client communication is the foundation of my business and amazingly, it works...I am also a real estate instructor. When I teach prelicense courses, I will ask the class "who can use a phone?" Those that raise their hands, usually with a puzzled look on their face, I then say "then you can be in the top 20 percent in this market, this year" because apparently, there are thousands of agents who cannot....

Jackie -- Thank you so much!!

Erin -- Hiya!! And I know many that do well with social media. But, I know more that die by that same sword.

Paul -- Thank you so much!! Very happy that I was chosen. ;-) LOVE YOUR POINT ABOUT THE PHONE!!! Awesome!!

Clint - Sage advice for sure! Yesterday I told a young agent, "Communicate with your clients more than you think you need to, especially if you have nothing new to tell them--let them know what you are doing so there will be something wonderful to tell them!

Thanks...no matter how much "social networking" we do, this is still a face-to-face/belly-to-belly business everyday!

Great Blog, Clint!

The other day an Agent submitted an Offer to me by email on one of my Listings... my Seller signed the Accepted Offer, I scanned it and emailed it back to the Agent.

I telephoned the Agent to ensure Receipt (Delivery and Acceptance) of the Contract.

"Yes Fred, I got the signed Offer back, thanks - but I prefer that you text or email me." Translation: Do not call me on the telephone.

My brief response: "I also use Text and Email, but when an important Document such as this Contract has been sent, I want verbal communication to ensure that it has been received."

The Agent shrugged off my remark, then said "Thanks again" and hung up.

Wonder if he treats potential Buyers and Sellers the same way?

Norma -- Sage. Guru. Jedi knight. :-) WHOA!!! That is the best line EVER!! Nice work!!

Penny -- Yes. Yes it is. And a phone call is just as good when nothing is there to go with. ;-)

Hi Clint! I just wanted to say you are SPOT-ON and so is Paul! Communication is EVERYTHING--for buyers, sellers, lenders, EVERYONE involved in the day-to-day business--whether you're in real estate or not. Many agents forget that and as Sheldon said, will NOT call you back! Go figure?

Recently I had an agent whom I had to basically STALK to get a reply regarding an INTERESTED BUYER question for him. FINALLY, I got a call back and he apologized saying that he tries to take care of his clients first, then, and ONLY then, if he has TIME, he'll phone agents back! Get this--'as long as it's before 5:00!'

First of all, if you're a listing agent and a buyer's agent calls you--you NEED to respond! If you're not, you're doing your seller an injustice. As well, I had actually TOLD my buyers that I could not get ahold of the agent (him) to find the answer to their question. Those clients were almost ready to move on to #2, thinking that this is how the entire transaction was going to be. Furthermore, they will NEVER have anything good to share about that agent because they already don't like him--word of mouth is a _itch!

Lastly, what SUCCESSFUL real estate agent do you know that closes down their phone at 5:00?!

A 2-minute phone call is certainly NOT worth jeopardizing MY reputation, that's for sure!

Congrats again!

Zeke -- Thank you so much! It makes me wonder when people avoid the phone. It is much easier to lie on type-faced material...and inflection isnt taken into consideration.

Thats a nice shirt.

That statement can be taken 100 different ways depending on how it was meant. Things like this dont come across on text. ;-)

Debe -- Thank you soo much!! Very appreciated coming from heavy hitters like you. (I envy your blogging ability, in case you dont know that...Seriously)

OMG!! I cant believe that!!! Where is this guy?? I need to get a license there...LOL! That is the most ridiculous thing I have heard yet today!! Thanks for the smile!!

Hmmm Clint, are you suggesting Facebook and Twitter can turn from useful tools into distractions from personal business? Almost like, the more connected we get, the less connected we really are? The more talking going on, the less real communicating there truly is? Blasphemy...

Julie

Right on. Follow up is the biggest key to my business. I works better the social media and should be done first.

DMTX and Julie -- Its almost like you were in my head just now. ;-)

Chuck -- follow-up with your clients and other agents representing clients will always pay rewards. Always.

Calling at least 5 past clients today thanks to your post - Going to handwrite some cards, too, AND get out in the public. Good reminders - Trying to balance it all... Cheers

Your comments are excellent, client focus will only bring more clients. A referral has low momentary cost and a high return to a completed transaction. Fluff before substance is letting the tail wag the dog. :-)

Hallelujah. So glad to hear this perspective. We humans need that personal "touch" to stay truly connected to one another. I don't think any connection we make over the Internet will ever supercede the value of the one-on-one or face-to-face embrace....in business...or our private lives.

Clint, thanks for saying what needed to be said and probably will be needed again! My clients energize me. The slackers who can't be bothered to be available after having contracted to represent a client wear me slam out!

Clint - nice notice and brave of you to point out. I feel so many agents get caught up in the numbers. How many followers, or points, or friends? Its about connecting and engaging. I am of the firm belief that Lead Conversion is the most underrated part of the real estate sales industry.

So Clint, I'm calling someone now! You are 100% right - I have written a post about this - how do some agents have time to work?

Excellent Clint. So glad this was featured.

I have seen one of my Buyer Agents on FB a lot this year, and they are having a terrrible year. LOL

hummmmm

Dana -- U GO GURL!!

Thom -- Concentrate your engergies on what brings you the paycheck.

Kirsten -- There is nothing more important to a human than contact. And, not an email. A phone call, personal visit means more than anything.

Sarah -- Im sure it will need to be said again. This problem didnt start with social media...but, social media can make it worse!

Darin -- I would rather have 50 people I can engage with versus the total number of followers that are mere sheeple anyday!!

Sharon -- Smile and Dial!! (That sign is above my desk)

Missy -- Thank you very much! Hmmmmm...makes you wonder, huh? ;-)

Clint, loved your post. I have been guilty of such in the past. (I have made all necessary calls today already) and have set a schedule for myself. I admittedly love all of these socializing/networking sites but you are so right and spend much of my morning jammies and coffee time, lunch and evenings at home perusing, playing and commenting but none of this matters if you don't take care of #1 first - and in this case #1 is not you or me but the customer/client! (Lunch is done in 10 minutes - gotta go!)

Fantastic post...Yeah, Mafia wars for three hours!

Diana -- Thank you so much! And, I have been there before also. Glad to hear you have a set schedule for yourself. That is important.

Amanda -- Thank you so much!

Man. When I saw the title of this post I thought great; now, we are really going to lay into all those BROKERS and the NAR with the state level associations. I mean come on, why is it always the agent who gets blamed for their lack of knowledge and experience? Doesn't the higher ups have some responsibility to our image and the hiring practice of agents?

But, NO! It's a hit on the agent. We have mixed up a customer, or, information seeker with the client. My first email, telephone call or meeting informs them of how to become my client. How I earn their trust and my pay thru commission. Way back in the day, when I was new, I would pay to belong to "referral" companies. At one point in my career, I even signed up with a big hitter of referrals and agreed to the ridiculas commission structure. And, every week (or so it seems) I get a call from a "referral" company that wants me to either pay them up front or give away 35% of my commission for the right to work for a person that should have been my customer all along. Except they got hi jacked on the internet showing my listing on a site that gets a feed from my MLS.

Clint, you are correct. Communication is important in all fields of work. The "client" should know how they are being re-directed back to a real agent. And, like me the agent should have told you he is not interested in paying you a big part of his commission. What's wrong with real estate? Too many hands in the pockets of the workers.

I agree. The networking sites are good for networking for new business and relationships. Nothing takes the place of direct communication though.

Jeff,

Excellent post, we keep harping on "pick up the phone, connect one on one", and I am with you on the Mafia war games...life is pretty exciting without artificial games. Thanks

Good advice Clint. Upon reflection some time ago it occured to me that I was keeping in good contact with my clients....by email. It was OK but not great. I realized that the email was fine but I needed to pick up the phone once in awhile. It's helped, I've developed an improved rapport with my clients.

Very very true! Communication is key - speaking of which, the reason I didn't call you back is because Market Leader has a contract with me through next June, so I will have to just stay there for a while... : ( Thanks for the great follow up on your end, though! Take care!

Clint - awesome post! It cracks me up when I see realtors from our area playing Mafia Wars, etc. I've always wondered what their clients thought of them. I fired my attorney the other day when I was told she did not have time to call me back...yet she was playing Mafia Wars on Facebook ALL DAY. Next....

Social media is a tool. It will not turn a bad agent into a good one. Neither will sending out 300 postcards or making 20 insincere-sounding phone calls.

People who use ANY tool need to take the time/have the self-discipline to learn to use them properly.

Great writing, Clint

Gregory -- Although I completely agree with everything you said in your opening statement, I have seen a thousand blogs addressing some complaint against NAR and brokers suggesting every form of "repair".

Specifically, what Im after is fixing it for each person. If I can help make one agent more successful, then Im good. :-) And your point about "too many hands" in the pie is a good one.

Nicholas -- That is exactly right!

Ron and Alexandra -- AGREED! :-)

Dave -- Thanks! Nothing is better than a phone call.

Emily -- Thanks! Yes it is. No worries...we will talk again! :-)

Lina -- Thank you so much! LOL @ Attorney story! Awesome!!

Diane -- Yes, it is. A hammer wont make me a carpenter. Believe me. :-)

Real estate has been for a long time about lead generation. "Spend three hours a day prospecting" suggest the gurus. I think some agents have mistaken socializing on fb and twitter for prospecting. I don't consider hanging out with my friends at a party or a coffee shop prospecting.

I know I found myself spending way too much time on AR, twitter, fb commenting and such. I did a 6 month time study and it was eye opening. I was into in 4 weeks and realized how much time I was spending messing around. I think all agents should do a time study. If that doesn't help slap you upside the head back into correct business priorities, nothing will.

Clint --- you hit the nail on the head -- this is something that I have had to deal with personally as a broker-in-charge -- to be sure that I am always available for my agents and to wait until after my recruiting calls before I go to AR -- some days,I never get around to Twitter.

Mama Liz

Melina -- Agreed! And, unfortunately, the really believe it. A time study is a great idea!!

Liz -- Thanks! Good that you are so disciplined! :-)

Great post. You are absolutely right about this... It's something that I am sometimes guilty of myself-- lack of good communication. Social media is no substitute. I think you nailed it.

AZ Home Loan -- Thank you! Social Media is no substitution for good communication with your clients! Great way to put it.

Hmmm so an agent is too busy to talk to a potential new client because they are working on trying to get potential new clients. Um helloooo......LOL Aye it's not worth the hassle to get them to understand...just send all those referrals to me instead :) I have a phone and I know how to use it!!

Dawn -- Exactly! LOL! I will remember that for the next go-round. ;-)

Clint, I totally agree with you... but whine why'd you hafta pick on Mafia Wars? LOL

Clients waiting for us to call.....money in our wallets. Prospecting is fine, but immediate gratification, even better. There is definitely time for both, but I will take any overflow out there in South Florida if anyone wants some help.

Personally, I have opted to stay away from Twitter. It might be a little too distracting to find out where my clients might be sitting, or standing, or who they are do.....well you know...

Making the hard phone calls always makes me feel better and makes life seem much more pleasant. It can be hard getting started sometimes, but it is always worth it.

Clint,

I used to place referrals to real estate agents daily and learned a lot about that process. Distractions occur everywhere in life and you are right, social media can be a distraction without a focus and a plan that directs your focus.

After re-placing referrals on Saturdays and even Sundays and evenings because the real estate professional had not contacted the buyer or seller I started pre-screening agents better and picking ones suited for the referral best.

Hah, you hit on a pretty hot topic here....it has been a source of frustration for many within and outside of the industry. Another thing I won't do anymore (because I still get referrals that I place just from working online and being in the industry and friends/family) is place referrals, rarely, with agents who don't blog, etc. If they blog I can pre-screen before I even make the phone call.

well tell us how you really feel! lol i agree. btw, this is no laughing matter. it would be even horrible if some of those clients who contact you were on your friend's list...service service service...sets you a world apart from everyone else.

Very good point Rebecca. I like your pre-screening technique. It shows how educated, knowlegeable, and articulate your recipients are.

Clint - What an extremely relevant post. I had to laugh at the Mafia Wars reference, how true. I fell prey to that particular addiction for a hot minute, but am over it now:)

The lack of communication prevalent in our industry is mind boggling and probably my biggest pet peeve. It's so very simple but service is still something that many folks lack on all sides of this biz.

Social networking does not replace personal contact. Clients want you up front and personal working for them and accessable. Thanks for the reminder. I read this blog and made a couple of calls before commenting.

"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??"

Priceless. One of the truest statements of the day on AR.

It's called prioritizing your tasks. BTW, I have no idea what mafia wars is or how to play. I guess I should wear that with a badge of honor, right?

Playing on the internet is very addictive. I find that I have to force myself to get my work done first before getting online or else half the day is gone before I know it.

So I just wasted about 15 minutes of productive time by reading this post and all the comments and writing this comment. Is this time well spent? I don't think so. Like I said, it's very addictive. I had to stop participating in ActiveRain for over a year in order to try to break the habit.

First and foremost, communication is key for Realtors. People want to know what is going on.

Patricia/Seacoast Nh

Clint...

I could smell the sarcasm all the way from Florida :)

You kinda made me feel bad that I'm trying to make my entire life virtual. Hell, I'm even trying to figure out if anyone would mind if I planted a hidden camera in our Church. That way, I won't have to leave the house even on Sunday. I could be at Church, but not be at Church.

Can you smell the sarcasm? You know what's really sad? I'm not kidding :)

TLW...ROAR!

Hi Clint~ I love SM! My favorites are ActiveRain and FB. I do not playany of those games or do any of the quizzes on FB. I just don't have time for games and wouldn't want to waste my time on them either. I make it a point to answer my phone, and if I can't, I call back within the hour whenever possible.

Clint- WOW! This is one of the best posts I have read in a long time. It is well deserving of a feature and something that needs to be said over and over again. I don't have time for Mafia Wars. I don't have time to play games on computers. Or I should say, I choose NOT to spend my time that way. Before I spend a minute, an hour, a few hours on anything in life anymore- I ask myself is this where and what I want to spend my time on, time that money can not buy, time that once spent you can never get back. I never got all that time on drama stuff that people do gossiping and such. If I am not adding value then I might as well get some sleep. When I realized I am only given the gift of a certain determined amount of years and minutes in my life- I decided that each minute would be well spent in something that I am totally passionate about or in helping others or making myself a better and more learned person. Nestor is in charge of making sure that everyone is high touched in our business and he is so good at that. That is one of the reasons we have as many listings as we do. I suck at follow up- at least I can tell the truth about that. But Nestor is great at it. So we make a great team! Katerina

I have been online forever so I get lost online sometimes and blow off some stuff (I sound like I am in denial or excusing myself.)

My online activities are in lieu of television. I seriously only watch one or two hours of television a week. I never got any business or much enrichment in life from plopping myself down in front of the boob tube and zoning out.

Facebook, on the other hand, I have been actively working my business there since December and have had an escrow in place ever since. I do spend 1-2 hours a day "prospecting" online and then I spend another 1-2 hours prospecting offline, just like the doctor prescribed.

Once you stop prospecting you are a goner. If you know how to manage your time, and still get it in when you are busy, you are a winner.

Clint, I could not agree with you more on this subject. I know that social media sites can become addictive. I am dealing with that with AR right at this moment. But if I had a referral, I would definitely call them back before writing another blog post. What are those "agents" thinking and yes they are hurting our reputation.

Clint:

You did a great job of discussing the issues of follow-up and managing our time vis-a-vis our involvement with social media. While it's pretty obvious, maybe it really isn't, and your article is pretty darn convincing. We can all use a good reminder, since follow-up and communication, or lack of, has been at the top of the complaint list for consumers about RE for a long time.

Jeff

Clint, the problem with social media is that is allows us to hide behind the idea that we are communicating with people. If you arent' talking to people using your voice, in person - on the phone, for example, then you really are not communicating.

I can't decide if I like the post or all the comments the best. Some of the comments had me LOL! I'm amazed how many time I've heard "wow...you answered your phone" or "wow, you got back to me quick" - often from new prospects! Of course I did, I'm a professional! Silly concept, but it works!

Clint,

The Internet has so much fun stuff to offer that it can easily distract practitioners and suck them into activities other than what they should do for their business. The good old word discipline ought come into the picture. Valid argument.

Clint - You are just plain smart. I like your no-nonsense approach to things. Nicely done here - I have had this conversation with my agents before.

Go Clint. Could you just go ahead and get to the point? What were you really saying? I love it. I really enjoy your blogs but this may be the best yet.

However, I (owner,broker) would rather see one particular agent messing around on Facebook or somewhere (he might accidentally learn something) other than playing solitaire on line which is what I see whenever I stop by his office. Gosh, wonder why he's not paying me any commission checks?

Clint, loved it! Social media is a wonderful tool but customer service is king!

Clint, I like your take on things. "Communications" in this world of communications, sometimes seems to be a lost art.

Great advice Clint. There are so many distractions out there today, social media being one of the largest now, that people forget the fundamentals of their business. Best of luck to you.

Clint

If Jason Crouch endorses this...so do I. Also I like your comment about the 3 hours on mafia wars....it is true!!

This is all true. I took a social networking class recently, and the instructor didn't mention the phone. This is the most important social networking too of all!

Clint, By far lack of communication is the number one complaint. I have made my living for years relisting expired listings. The reason they didn't relist with their agent is ALWAYS lack of communication. In fact I don't think I have ever had a seller tell me they were dissapointed at the agent for not selling their property.

Clint, I agree that quick and effective followup is critical. It is not all about social media.

Yes, mafia wars is NOT PART OF SOCIAL NETWORKING people, neither is freakin farmville ~ it's called a distraction from reality that we all sometimes need. ;)

Your post is so true, we're getting carried away with updates and blogs, but we still need to communicate directly with clients, prospects and referral partners.

Most of the time, twitter, facebook status and blogs tend to be one way communication. Face to face and phone is required two way direct communication. Email is easy, and what I use most, but it does teeter between a one way and two way conversation. If you're negotiating or looking for a "yes"answer from someone, it's harder for them to tell you "no" in person or on the phone than it is through email.

Thanks!

Shelly

www.MorSystems.com

Such a good post, and follow up comments, too. This is truly where a lot of us "fall down". Is it because real estate is a "forward momentum" job description? Thank you for this timely reminder to pay attention to the gold we've already mined -- our client base.

I can SO relate to this. I get 3 day late phone calls from agents claiming to have lost their voice or sick in bed when their facebook page tells a different story.

Clint: Cover the basics first and then incorporate social media. Social media is not a get rich quick scheme to those newbies starting real estate careers, or experienced agents looking for a way to stay in the business.

I believe social networking sites definitely help but I agree we cant get away from our bread and butter and we have to keep up the face to face contact. If someone is so antisocial they cant get out and meet people they are in the wrong business.

Clint...I really loved this post. After entering real estate from corporate America I have been APPALLED at the lack of communication/collaboration between agents. Sometimes I feel like we rely so much on electronic communication that we forget that a 5 minute conversation can save hours of work and prevent mis-communication. Thanks for the blog, good stuff.

I agree with you. But, you did not mention Farmville. Everyone seems to be plaing Farmville. What a colossal waste of time!

I can never understand how agents have time to play mafia wars and bejeweled. I update my status and perform all my other social media duties after I make my calls, e-mails and comps. or stat. information for the day. Prioritize your client to the beginning of your day not the end.

No matter how one communicates we have to make it a priority right? Thanks for the great post. Blessings for a great week!

Clint - Great blog! Social media can do wonders in complementing your business, but it does have to be treated with care. But no matter what industry you choose, customer service is always key. Especially in a service industry like real estate!

Buyers and sellers both get nervous during transactions, especially in today's real estate world.

Communicating with them makes a huge difference.

OCT

Great blog. Does that mean I need to quit reading it all and work on my presentation due in another four hours (grin). I have already seen this re-blogged and personally don't care for that feature since if I am not a big fan of the office of the redundancy department!

Linda -- LOL!! Im a recovering Mafia Wars addict. ;-)

Wayne -- The distraction isnt about getting to know your clients better...thats not a bad thing, I dont think...The distraction is doing it IN SPITE of your clients.

James -- EAT THE FROG!

Rebecca -- Sure, distractions are everywhere. But, some of them are in direct control of the individual. I like your screening process....awesome!

Dee -- LOL! Yeah, that scenario would be suicide, i would think.

Jason -- Thanks! I cant believe the disconnect that exists in this industry. It is truly amazing to me.

Leah -- Glad to hear you hit the phone :-)

Michael -- Isnt it funny how people can get confused with busy work and think it is actually producing results??

Tim -- Sure, the net is addictive. It's a complete break from reality. With regards to this post and your time....If you learned something by reading it, it was worth it. But, dont read 100 of them and walk away empty handed.

Patricia -- Communicatino is THE key!

TLW -- ROAR!!! Love you, sweetheart!! Im glad to hear your nose works..LOL!

Vickie -- Oh, dont get me wrong...Im a SM junkie!! Good follow up skills you listed there.

Katerina -- Thank you so much!! I have a sign above my desk that says "You are trading a day of your life for the things you are doing today. Is what you are doing worth that trade??"

Renee -- You are dead on accurate...Once you stop prospecting, you are a goner.

Sybil -- Sites are addictive. So much so that people actually think that by being there all the time, they are getting something done.

Jeff -- Thank you so much for the kind words on the article!

Bob -- Exactly!! And unless you are actually engaging clients, it could be a waste of effort.

Tori -- Yeah, me too! :-)

Esko -- Discipline. Agreed.

Jason -- Hey, my man....Love seein you on my posts. ;-) And, thanks!

Marian -- Thank you so much! Solitaire??? OMG!

Nicki -- CS is King!! :-)

Jon -- Thank you! It is a bit of a lost art...

Jerry -- And, best of luck to you!

Tray -- Jason is a smart man. ;-)

Geoff -- I think that needs stated again..... The most important tool in social networking is the PHONE!!

Bryant -- And, If you go and look at the ethics committee violations that have been filed by CUSTOMERS, Id bet 99% of them involve a lack of communication in some form. Its a death sentence.

Gary -- Critical is a great word for it.

Shelly -- I hate Farmville. LOL! And, your analysis on the YES debate is dead on accurate.

S2S -- Thank you so much! There is a distinct difference between forward MOMENTUM and THINKING you are moving forward.

J. -- Just makes you sick, doesnt it?

Chris -- I agree completely!!! There is no magic bullet.

Joshua -- SM is a tool...nothing more. Just like a hammer wont build you a house, Social media wont bring you clients. It can HELP! But, its not the answer.

Lisa -- Thank you! The lack of communication is STAGGERING to me!! Unreal!

Melissa -- I hate Farmville. I used Mafia Wars because Im overcomming that addiction. LOL

Sabrina -- Clients should always come first...that includes returning phone calls to agents about their clients as well. That part gets lost a lot in this industry.

Lisa -- Agreed.

Gina -- Thank you so much! The point there most people miss is it is a compliment TO your business, not a replacement FOR your business.

Christine -- When I bought my house, my agent MONICA RAY (find her on ActiveRain) would call me just to tell me that nothing is happening and that she is working on getting things happening and would tell me when something changed. It was a WORLD of relief to me as a buyer

Jim -- Thank you! Not a fan of the re=blog, huh? I think youre the first I have talked with that isnt..

As far as being to early to make calls that is self talk that is destructive

I have gone to the office at 5:45 AM MST and called Salt Lake Property owners on the east coast from 6-7AM, the mid west from 7-8 am, the mountain region 8-9 am and then the west coast from 9-10 am. I have listed may of propertry that way.

One east coast guy, new yorker realized it was 6am my time and listed several properties with me over the years.

Calling non owner occupied properties is great prospectiong, the odds of hitting a productive vein are greater.

Think about the out of state owner is one of the following

left your state and wound up with a property their

they are investors and have many properties

or last but not least they are wealthy and have homes in a lot of places

I want to have a conversation with any one of the three.

What about you.

buuuutttt rob I don't want to make calls, great don't good luck

Rob -- Agreed! I am in the office by 6am to start making calls on the East Coast.

Guess I can't add anything here... so I'll just say 'Aloha.'

Susie -- Aloha, sweetheart!

I am old school...while I use social media.....nothing in this world will ever take over for a face to face, eye to eye and a hand shake.

Dennis -- Im a disciple of social media...I love it. But, even with that in mind, there is no substitude for picking up a phone even and touching base with someone one on one.

OCT

Follow up and communication are key, they lead to referral buisness. If you can not commuicate with clients real estate is not the buisness for you.

Wendy -- You are dead on accurate!

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