real estate marketing: The harsh reality of the business - Brian Rodgers - 03/16/08 02:21 PM
 Here is the harsh reality of our industry. There are over a million NAR members. Eighty to ninety percent of all new licensees leave after 1-3 years in business.
The average work week according to several studies conducted by NAR and a few other organizations for the average Realtor is 60 hours a week. That’s the average work week.  And the average income is $32,300. So based on a 60 hour work week the average realtor makes around $12 an hour, which is just a bit slightly higher than the average assistant makes in our industry. And I don’t know … (2 comments)

real estate marketing: 20 Quick Listing Tips # 11 - Brian Rodgers - 03/14/08 03:05 PM
Question: What would be the most significant, least expensive TIME SAVING thing I could do to expand my BUSINESS - without the help of an assistant? What would be the first step you would suggest? Or, is an assistant essential for success?
When you are starting off the last thing that I think anyone needs is the financial pressure of an assistant.
I think an agent should be at "at least" two to three transactions per month before they should even consider hiring an assistant.
I think the most effective method of jump-starting your business is targeting Expired Listings, … (3 comments)

real estate marketing: 20 Quick Listing Tips #10 - Brian Rodgers - 03/14/08 02:36 PM
Question: What can I say if I don't have a ton of LISTINGS to brag about on the listing appt? I do the "hands-on" approach, personal service, etc., but keep losing to agents who carry 20-30 LISTINGS
I suggest developing a specific plan of action, and have at least one or two unique factors. Like a 60-day guarantee, or an easy exit agreement, or a ninety day listing agreement.
Don't try to compete with their strengths, compete on their weaknesses. Build up your strengths, do something different and capitalize on it.

real estate marketing: Put yourself in Their Shoes, See How It Feels!! - Brian Rodgers - 03/12/08 04:11 AM
Well, the day finally came, we moved into our dream home.  Although  many people, especially real estate people move quite often, I don't. I have been in the same house for over 12 years because I refused to move because of the process for so many years.  But, I finally gave into my wife and agreed to move, but only if we could get our absolute dream home:)  The truth is, I hate to move with a passion, there really is nothing about the process I enjoy.  I have been very blessed in the past 13 years to have helped more … (2 comments)

real estate marketing: 20 Quick Listing Tips #9 - Brian Rodgers - 03/11/08 08:19 AM
The past few tips I have talked about prospecting over the phone and at the door after a lead is generated using many offline and online lead generation and prospecting techniques. It will do you no good to go through the pain of prospecting if you do not follow up on the leads you generate so that is what my topic will be today Lead Follow-Up.
So many times we get a prospecting or marketing program going, get leads, talk to them once, they say I will call you when I am ready to buy or sell. Then we drive by … (4 comments)

real estate marketing: 20 Quick Listing Tips #7 - Brian Rodgers - 03/02/08 03:29 AM
Question: I have lost many LISTINGS to lesser qualified co-brokers because they "buy" the listing. How do you then ask for a price drop especially if you didn't tell them it was overpriced or not what you recommended in the first place.
Be honest with themit is okay to not get an overpriced listingHow many referrals do you think you will get when your listing expires? First I am always honest about the price, if I don't get the listing then there will be more where that one came from.
If we get into the game of knowingly taking overpriced listings … (2 comments)

real estate marketing: 20 Quick Listing Tips #6 - Brian Rodgers - 03/01/08 01:17 AM
Question: I have been primarily a Buyers Agent and wanted very much to make the change to becoming a LISTING Agent this year. In doing so, I have hurt my income tremendously and have not thus far produced but one LISTING Don't shut down what you're doing until you have cash flowBuyers may not be fun but if you're making money with them pretend you are working at a jobConverting to a listing agent from a buyers agent takes timeGet a targeted marketing system in place and do it faithful every morning before you take any calls Coming from a buyers … (11 comments)

real estate marketing: Seminar Checklist for Buyer and Seller Seminars - Brian Rodgers - 02/29/08 06:04 AM
Although conducting buyer and seller seminars in your real estate business has been around a long time, it seems to have reappeared as a hot topic in the past year or so. Over at the BusyAgentPro Real Estate Marketing community we discuss in detail the right way to conduct a real estate seminar. We also dispel a lot of the myths that are associated with conducting these in your real estate business. There is one key factor in the success of a real estate marketing seminar and it has nothing to do with the number of prospects that attend. Feel free … (1 comments)

real estate marketing: 20 Quick Listing Tips #5 - Brian Rodgers - 02/29/08 05:30 AM
How can I get higher priced listings??? High-impact marketing methodsYou will naturally get there in timeDon't drop what you're doingResearch what is sellingExpiredsFSBO'sFarming The best way to target market is through Expireds, FSBO's & farming. I would do some research to see what has expired in the past twelve months. You can also do the same thing for FSBOS through services such as RedX and others. 
You could also look at some of the neighborhoods that you want to market in to start farming, but don't take on a neighborhood unless you have less than a 10% turnover in the past … (3 comments)

real estate marketing: 20 Quick Listing Tips #4 - Brian Rodgers - 02/28/08 07:55 AM
What are the best top 4 areas to prospect for listings? I think the most important aspect of marketing is marketing to the right target. Advertisers know this that is why we see athletes endorse products, that is why the industry of selling targeted lists is so important.
We are very fortunate as Realtors to be able to have two targets of the top four that are exclusive to us.
The four best targets in this order are:
Expired ListingsSphere of InfluenceFSBO'sGeographical/Demographic Farming … (4 comments)

real estate marketing: 20 Quick Listing Tips #3 - Brian Rodgers - 02/27/08 03:27 PM
Q: What is the best method to move a seller from an unrealistic price to a realistic price?     Be honest alwaysLet them make their decision based on factsIf there are no comps get a second opinion from an appraiser.Pre-qualify them before you go out to try and get a feel for how much they want for the house. Honesty is always the best policy. I use my cma, of sold homes in their area. I break it down, and fortunately we still use the per square foot of living area in one of the markets I work. 
I show them how … (2 comments)

real estate marketing: 20 Quick Listing Tips #2 - Brian Rodgers - 02/26/08 12:27 PM
Question: What script or marketing communication is best to get my foot in the door and beat other agents.    
First you have to market to the right target.Have a strong, consistent follow-up system in place. "The Fortune Is In The Follow-Up"A person has to see us an average of eight times.Very few agents follow-up so if you do you will win most times. The best way to develop a steady pipeline of leads and then listings is to market to the right target. That would be Expireds, FSBO's and your Sphere of Influence.
Have a system in place that … (4 comments)

real estate marketing: 20 Quick Listing Tips Series - Brian Rodgers - 02/26/08 12:12 PM
This is the first in a series of responses I have made to many Realtors who have asked me questions about the best ways to list properties and being a high volume listing agent in general. They will be posted in no particular order.
1. What Do I say To A Seller Who Wants To Go With A Large Company Over My Small Company? I get this question a lot from agents working in smaller companies trying to compete with larger companies.  Here is how I would handle this.
Makes sense with most industries, but real estate is different let me … (3 comments)

real estate marketing: A Marketing Lesson learned While Snowed in - Brian Rodgers - 02/15/08 04:51 AM
Hey Everyone,
Well, I am snowed in down at my lakehouse in Branson, we are getting absolutely pummeled with snow right now, not even sure how much longer I will have an Internet Connection. Anyway, just a few minutes ago, I came across a perfect example of using your list of customers to generate business and even a better example of what I like to call "current event" marketing.
I get asked all the time how often should you e-mail your list of customers. The answer to this is as often as you have something seriously relevant to say and no … (2 comments)

real estate marketing: This is Why They Call You Back - brian Rodgers - 02/14/08 08:20 AM
In surveys we’ve done the overwhelming reason customers say they call you back is because of the way you treat them.Honesty and professionalism was the #1 reason they gave.This is very, very important. You should always, always make all your clients feel like they are your most important client. It doesn’t matter how big or small the transaction, make every client feel like they are number 1.I had a guy in my home recently doing some remodeling. He was clean, efficient, professional, on time, treated me as a client not a nuisance...and because of this I will:1. Use him over and over again2. I’ll … (1 comments)

real estate marketing: Real Estate Technology Tips Series - How to create walk on videos for your real estate website - 02/13/08 04:14 PM
Hey Everyone,
I just answered this question in depth so I thought I would post it here for all of you. This is exactly the process and what is needed to make walk on the screen videos for your sites:
This is actually very easy if you have the right equipment and software. Here is a list of things you will need:
1. A green screen set. Mine is a wall painted the right color of green, you could also hang a piece of green material on the ceiling to make this work. For information on the right color to use, … (2 comments)

real estate marketing: Every Client May be Worth $3,000, $10,000 or more! - 01/10/08 02:34 AM
This is so critical that it’s important you master this. The marginal net worth and consequent lifetime value of a customer is the total combined profit you make, over the life of an average customer — including all repeat sales and referrals — less all advertising, marketing, and product or service fulfillment costs.
Let me explain and I am going to use simple round numbers to illustrate the point.
For example, let’s say that the first time your average new client does business with you your commission averages $1000.00.
Next, they refer 1 person to you … (3 comments)

real estate marketing: The 5 Real Estate Business Secrets That Could Pay You Commissions For Years To Come - 01/09/08 09:38 AM
Ok,  I will admit right off the bat that there really aren't many secrets left that haven't been tried in this business and the following list really aren't "secrets" per se as the title suggested. But, if I would have entitled this post "5 Things You Already Know", you wouldn't have taken the time to read this very important post. So they aren't secrets but they really do seem to be somewhat secretive as so few of us remember to implement them regularly and consistently.   It doesn't matter where you are currently at in your real estate business. , these … (8 comments)

real estate marketing: How To Catch a Wild Animal or Converting Prospects - 01/08/08 09:33 AM
How to Convert Your Prospects into Customers
How to Catch a Wild Animal!
Every one wants more prospects for their real estate business. There are all kinds of marketing tools for capturing prospects, but how do you really convert them into clients or customers?
In the past 14 years I have been involved in just about every aspect of the real estate business from residential and commercial sales, development, personal investing,office management and presently on the training side of the business. Being directly involved in so many aspects of the real estate business over the years, there is one … (0 comments)

real estate marketing: Real Estate Time Management Tips Series from Brian Rodgers - Schedule a Power Hour - 01/08/08 01:55 AM
 It’s very easy to keep track of all your marketing and its progress if you just spend a few minutes each week taking a look at things.
Sunday night or Monday morning works well for me. Put this meeting time down in ink...carve it in stone. Always keep this meeting.
Treat it like it’s with someone very important because it is...YOU.
Check your marketing plan for the week. Check the results from the week before. See how each method is working.
For those Strategies that are working well and progressing, keep doing them. Stop doing the ones … (0 comments)


Brian Rodgers

Hutchinson, KS

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This blog is a semi-daily blog written by long time top agent and co-founder of Brian Rodgers. Brian is probably most well known for having sold 318 homes in a single year with just one assistant by leveraging time, people and systems.



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