client relations: Yelp Can Help Boast Good Service and Reputation - 11/28/12 02:51 AM
The old adage that no news is good news doesn’t apply to online reviews. A real estate agent who has a site with no reviews is worse than one with 20 reviews, even if a couple are negative. That’s because no reviews might be perceived as inactivity or indifference.
 
Asking a client for a review can be awkward, but it’s becoming more common and seen as a good way to circulate positive testimonials. If you’re uncomfortable asking someone for a review, include it in your wrap-up session via a questionnaire or inform your client that you’ll be sending one in … (10 comments)

client relations: Wrap Up the Year with Profitable Planning - 11/20/12 01:17 AM
 
Tis the season for debate on whether putting a house on the market is a good move or not. While it’s true that the time between Thanksgiving and New Year’s Day is stressful and busy regarding holiday functions, the same can’t be said for real estate agents who wonder what to do during this traditionally slow time for selling.
 
What to do? Glad you asked.
 
 
 
 
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client relations: Speaking of Effective Communication… - 10/09/12 01:18 AM
We’re nearing the end of another year and if one of your goals (or resolutions; remember them?) was to be a more effective communicator, how’d that go? If it’s still something you’re leery to talk about, perhaps you should because it’s an intricate part of real estate. There are numerous ways to deal with prospects and clients but most successful agents have good communication skills and a consistent presence.

If you have a lead-generating system, a fast response is essential. You don’t want it to be pressurized but people expect quick acknowledgment these days, especially online. So an introductory reply … (34 comments)

client relations: Surviving the Changing Consumer Climate - 10/05/12 10:12 AM
Twenty years ago, homebuyers sought our help for information on prices, neighborhoods, schools, ordinances, market conditions, inspections, lenders and other items. Today they are seeking the same thing, but the delivery system is vastly different. In the past, they called or had to come to our office; today the majority of people want to get their information online.
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client relations: Managing Your Online Reputation - 09/05/12 04:04 AM

Our reputation is on the line at all times in the real estate world. That’s even truer today with it being online in multiple platforms and being dissected in many formats. How we handle our business and conduct ourselves has always been scrutinized, but now it’s available to a wider audience with a simple click of a mouse. So it’s important to monitor our reputation and business and make sure both are displayed in the best light. Internet and blogging tools have made it easy for prospects and clients to voice their opinions, which could be aimed at us. A … (6 comments)

client relations: Remember Your Lines—Follow A Script! - 08/27/12 04:44 AM
I recently talked to a new HouseHunt agent in Seattle who is thrilled about the upturn in the market and that more people are starting to search for homes again. In fact, he can’t stop talking about it.


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client relations: 11 Methods for Capturing Local Leads - 08/17/12 03:06 AM

It is a small world (after all) when it comes to getting noticed in the real estate game. That’s because buyers are often looking for something specific in a certain part of town. As the local experts of that neighborhood, that’s where we come in, so I’m often looking for extra tips and ideas to attract people to my website. I came across some things worth sharing from a recent Active Rain webinar:
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client relations: Make a List, Check it Twice - 08/06/12 01:58 AM

I know the phrase “sphere of influence” has been around for a while but I never felt like it applied to me. It always sounded so empirical, like it only pertained to politicians, leaders of industry or celebrities. I work in real estate, so other than trying to convince someone to use my services, how much influence do I have? Do I even have a sphere?
As it turns out, yes. And you have one too, even if you might not know it. So it’s time to dig in and use it, because statistics show that a sphere of … (2 comments)

client relations: Merge Highlights Your Value to Clients - 08/03/12 05:07 AM

What have you done for me lately? If you get tired of clients asking you what you’ve been doing in the last week, day or hour to sell their house, there’s something you can do other than scream or try to recall from memory all the work you’ve put into the effort.
A recent Webinar touted Merge, a new app that has practical uses for Realtors. Much of the activity we do is behind the scenes, so the perception remains that we don’t work hard enough for our commission. Using the Merge app, however, would enable us to report … (1 comments)

client relations: 8 Cool Apps & Tools - 08/01/12 04:28 AM
Some gadgets are good, some are bad and some are ugly. Call Hollywood. There could be a movie in there somewhere. But many gadgets and devices can be cool to use, and if they’re practical for your real estate business, all the better. Here are a few items that caught my eye and could end up in my hands:
Stay in Touch with Campaigner An e-newsletter marketing campaign helps you stay in contact with clients and enables you to promote listings, share your expertise or advertise open houses. Campaigner is an e-newsletter platform with more than 500 templates that can … (3 comments)

client relations: Are You an Eeyore or a Tigger? - 07/16/12 02:11 AM
Dead men tell no tales but they can provide inspiration long after they’re gone. Such is the case with Dr. Randy Pausch, a professor at Carnegie Mellon University in Pittsburgh who died four years ago this month. But the message he delivered after being given a terminal diagnosis of pancreatic cancer 11 months before he died lives on thanks to videos and a book he co-authored on achieving dreams.
One such message came on “Oprah” during his final months. Paush, whose inspirational spirit became public after he delivered “The Last Lecture: Really Achieving Your Childhood Dreams,” made it clear to … (2 comments)

client relations: Staying in Touch Can Pay Off in the Long Run - 07/13/12 02:18 AM

We meet a lot of people in this business – some in person and many more through various forms of social media. Whether they’re prospects, clients, friends or “friends” (the Facebook kind), maintaining a relationship with everyone is crucial to your business. After all, you never know what might happen down the road.
Denis Savard, a Realtor in eastern Tennessee’s Jefferson County, has a motto of keeping prospects in his database “until they buy or die.” That’s a clever and/or clunky way of saying that everyone is a potential client, so staying in touch is good business. His strategy … (3 comments)

client relations: Pretty Woman - 06/20/12 02:58 AM
There’s a good chance Julia Roberts won’t be one of your real estate clients. If she was, though, you’d likely go to great lengths to secure – and keep – her business. A scene from one of her movies points out, however, that you should treat all potential clients the same because you never know what could happen. Remember the portion of “Pretty Woman” when Roberts’ character was snubbed by a clerk at a high-end boutique because of her appearance and unpolished dialogue? That clerk was later embarrassed when Roberts returned to the store carrying shopping bags with a few thousand … (2 comments)

client relations: Relationships Go Hand in Hand with Success - 06/06/12 01:31 AM
Long-term relationships have a different meaning than they did, say, a few decades ago. Whether it’s personal or involving business, a relationship is the cornerstone of success and longevity. As a Realtor, how you interact with clients and others in transactions will go a long way toward sealing deals and getting referrals. The same goes for how involved you are in the community. If you’re out and about and making a difference, chances are that will make a good impression on people who have a variety of networking connections.

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client relations: Realtors vs. Lawyers, Politicians and Bankers - 06/01/12 01:40 AM

If you ever feel down, disrespected or underappreciated because of your profession, look on the bright side – at least you’re not a lawyer, business executive, labor union leader, stockbroker, car salesman or an advertising practitioner.
Those professions, and a few others, all ranked below real estate professionals when it comes to the public’s perceptions of honesty and ethics, according to a recent Gallup poll. Real estate professionals received their highest rating since Gallup began measuring Americans’ perceptions of those work-related qualities in 1976. Of the 21 professions in the poll, real estate professionals finished 12th, so you’re in the … (4 comments)

client relations: Negotiation Tactics - 04/23/12 03:16 AM
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Any job involving sales will undoubtedly involve wheeling and dealing along the line. But the negotiation process for real estate agents the past few years has been elevated dramatically because of the up-and-down state of the market, interest rates and economy in general. Negotiating can be artful and strategic, in addition to nerve wracking and frustrating.
Successful negotiators know the importance of preparedness. Local real estate conditions should be right in your wheelhouse, so use them to your advantage and cite updated figures whenever possible. Beyond the financial numbers, figures such as how long a house … (2 comments)

client relations: All Potential Buyers Deserve Some Credit for Trying - 04/02/12 06:16 AM
Showing compassion goes a long way during troubled times. As a real estate agent, you’re in a position to help people achieve the dream of owning a home. But times are tough, and lending standards are tougher, so some potential buyers won’t even get in the game because they know, or don’t think, they can qualify for a loan. Others have been denied twice – by a lender and then an agent who won’t talk to them until their credit is cleaned up.
So how about offering to help a prospect do just that? You know the system and how things … (2 comments)

client relations: Rise Above the Competition by Standing Out From the Crowd - 03/28/12 02:01 AM

Expecting buyers or sellers to use your services simply because you’re available won’t cut it these days. Real estate agents need to cultivate leads and be creative to attract new business. A little ray of hope and a slight nudge are incredibly powerful tools.
Say you have a buyer and have narrowed his or her neighborhood choices to a manageable size. As a way to drum up transactions, send postcards into the targeted area saying that you have a buyer who wants to purchase in the neighborhood. This could flesh out people with a desire to sell their home but who … (7 comments)

client relations: Going the Extra Mile for Clients - 03/21/12 02:33 AM

Just like church and state, business and pleasure are supposed to be separate. But where’s the fun in that? In real estate, prospects can become clients and clients can become friends. It just takes a little time, practice and a caring personality.
With a background in NASCAR, Bryan Dunaway is used to working fast. So when he left the auto racing circuit a couple years ago to try his hand as a real estate agent, Dunaway wasn’t sure what to expect because of the economic slowdown.

“It was tough because we didn’t really have any prospects, we were new at it … (4 comments)

client relations: Calls to Action - 03/19/12 02:59 AM
Step right up and buy a house from me! If that’s your call to action, you might want to tone it down a bit. Somewhere between a carnival barker and a ho-hum shrug of the shoulders should do the trick. But setting the right tone can be tricky, which puts even more importance on your message.
Don’t succumb to the urge to over complicate things. The majority of visitors to real estate sites are looking for listings, featured properties, home evaluations, community information, details about the market and advice from a professional, which is you. Keep those primary actions in mind … (0 comments)