consumers: Are You Prepared For Consumers' Questions? - 02/23/11 06:32 AM
Consumers are asking questions now more than ever before. More than ever, consumers want to know exactly what services a you provide to earn their money/your commission. This simple concept is at the core of social media marketing.
Try not to take it personally, though it can be admittedly hard. Keep in mind that they simply don’t know. In fact many of your contemporaries can’t describe the breadth of what they do in specific terms. Then there are others who can present a 26-point marketing plan at the drop of a hat.
This video addresses what’s really driving consumers’ more-probing-than-ever questions, … (1 comments)

consumers: Realtors: Are You REALLY Who You Claim To Be? - 03/05/10 03:42 AM
Are you REALLY who you claim to be? This is the question today's consumer is asking themselves when they first meet you. Many of you take this skepticism personally, as you've invested both time and money to achieve your professional status.
However, it's important to take this skepticism in stride and remember there is a reason for it. Take a look at my 2 minute video here that I believe will bring some perspective to this issue...
 

 
The high road is the toughest road to take, but it is also the one that leads to you truly making … (3 comments)

consumers: Understanding the Skepticism of Today's Consumer - 10/20/09 08:45 AM

There is so much talk and writing about "strategizing" with regard to social media that I see many agents missing the point and basically using social media as yet another "mass e-mail" type of marketing tool.   There's this strategy and that strategy and a whole lot of dancing around the truth that's right in front of us.
People want to know who they're dealing with...especially on a decision that can have such a tremendous impact on their future.   Any one can talk the talk...but do you REALLY walk the walk?
To put this into perspective, watch this movie clip starring … (0 comments)

consumers: Shut Up And Listen - 01/21/09 05:51 AM
"If you listen to what your client tells you and they really believe you care, they will want to do business with you."
In my conversation with Jim Crisafi of The Silva Group in Riverside, CA this morning he said this and I just wanted to share it with all of you.   Today's consumer expects us all to be on our own agenda and to care not about their needs but rather about how we can fit them into our agenda.
Jim laughed and said "I tell our agents to just shut up and listen...that's all we have to do."
It's … (6 comments)

consumers: The Internet Is A FAD? No...It's A FILTER! - 01/15/09 03:06 PM
There is a lot of misinformation about the internet and computers and how they truly integrate into the way we do business.
I see three distinct schools of thought with regard to the internet:
1.  It is a shortcut which minimizes the necessity of face-to-face contact with the ultimate end being as much automation as possible in the buying/selling/refinancing process.
2.  It is a means by which to cast a wider net than ever before and magnify the results of an already existing strong work ethic.
3.  It is a fad which will eventually go away.
One agent who commented on … (0 comments)

consumers: Try Talking To Your Prospects Like This - 01/15/09 02:16 PM

Your response to my blog post yesterday was truly humbling, and your response is indicative of the very response that email (and others like it) illicit from potential clients.
I promised an example of one of the best responses I've ever seen and I've included it here in this post.  It's probably not going to be quite what you were expecting.   It's amazing to me not because there's any extensive use of colorful vocabulary, but because it is so honest and simple...reflective of the way you or I would want any professional to communicate with us.
I will preface the email with … (11 comments)

consumers: Do You Talk to Your Prospects Like This? - 01/14/09 07:20 AM

I was recently shown an email that an agent sent to prospects she had received from an internet lead generation company and was shocked at the way she was talking to her potential future business.  After reading it, my first thought was "No wonder you're not getting any response."
In a market like this, it's hard sometimes to stay focused on the consumer's needs because our own are so immediate.   Always talk to your prospects the way you would want someone to talk to you.   Remember...we're brokering the sale of a house.  We're not selling commodities.  If you talk to prospects … (150 comments)

consumers: Personality Clashes With Leads - 12/11/08 02:52 AM
If you get on the phone with a lead for the first time and detect skepticism or reservation on the part of that person, pay close attention to how they respond to you.
Sometimes we're too quick to determine that someone is "no good" to us as a lead, when they might just need a change of scenery or change of person.
Sherry Bell in Bristol, TN recently shared a scenario with me where she was on the phone making first contact with a lady who came to her as a lead online.  The lady said she was refinancing and, while … (3 comments)

consumers: Managing Fear With Today's Consumer - 12/11/08 01:38 AM
FUD.
Fear.  Uncertainty.  Doubt.
We've been taught this philosophy in competitive sales for years and years...and now we have the result:
A bizarre evolution to today's consumer, who is jaded more than any consumer in the past.  And even more fearful of making even the most minor commitment until they're absolutely sure of who they're committing to.  Now they have fear, uncertainty and doubt about damn near everyone.  And who can blame them?
Remember this as you jump through the hoops you jump through every day to take care of your prospects and clients.  They're scared and they just need reassurance … (7 comments)

consumers: The New Sales Funnel - 11/19/08 12:51 AM

Does this look familiar?  Yes, that's a loaded question.
This is a very familiar illustration in the realm of sales, it still holds true and probably always will.
How you work your prospects through the sales funnel has changed and continues to evolve into what I'm calling the Consumer Sales Funnel.
While you're filtering through your prospects to find the best opportunities, keep in mind consumers are doing the same thing.   I've been writing about this a lot lately...the softer sell approach for today's consumer.   This post is simply to illustrate that today's consumer has their own sales funnel for … (2 comments)

consumers: Today's Consumer: A Different Breed - 11/18/08 10:51 PM
I recently had a phone conversation with an agent who was unhappy with his results with internet leads from various sources, including those from his own real estate company.
He made a statement which absolutely floored me:  "If these companies were smart, they would charge each person $50 to submit their information as a lead."
Yep.
I asked this gentleman, "Would YOU pay $50 to submit your information to a website as a potential lead?"
He avoided a direct answer.  "That's not the issue," he said.
That's EXACTLY the issue, and this is indicative of a mentality that I encounter with … (0 comments)

consumers: Today's Consumer: A Different Breed - 11/18/08 10:50 PM
I recently had a phone conversation with an agent who was unhappy with his results with internet leads from various sources, including those from his own real estate company.
He made a statement which absolutely floored me:  "If these companies were smart, they would charge each person $50 to submit their information as a lead."
Yep.
I asked this gentleman, "Would YOU pay $50 to submit your information to a website as a potential lead?"
He avoided a direct answer.  "That's not the issue," he said.
That's EXACTLY the issue, and this is indicative of a mentality that I encounter with … (0 comments)

consumers: Trust Is Never A Given - 07/30/08 09:00 AM
Just because you're a Realtor doesn't mean you're trustworthy.
Let that sink in.
That's what the general public thinks of you and that's why they're going to the internet for due diligence before making a commitment to an agent these days.   It's a preconceived notion and, while it's not YOUR fault, it is justified by history.
Today's consumers throw up more smokescreens than ever before and it's for one main reason...they've either been burned or felt burned.    There are hardcore sales tactics being taught in some realms of real estate that are focused on the bottom line rather than the consumer.  … (2 comments)

consumers: WHY DIRECT MAIL SUCKS - STOP PLAYING GAMES - 02/12/08 12:50 AM
Actually it doesn't really suck.  That was another cheap ploy to get you to read my blog.
What DOES suck is the way direct mail tends to be manipulated, which leads to the overall perception that it is no good and basically a waste of time.
I saw a disturbing article this morning called "4 Ways to Make an Emotional Connection with Direct Mail." by Paul Bobnak.  In my not-so-humble-opinion, the article achieves the opposite of what it intends to achieve.  Instead of showing us the right way to make an effective and positive first impression, it shows us in concise fashion everything … (5 comments)

consumers: How To Stay Top-Of-Mind With Your Prospects - 02/11/08 02:55 AM
I hope all of you had a wonderful weekend!
I got another article from RISMedia to share with you, which covers perhaps the most important determining factor of your success (along with how well you service your prospects and clients)...maintaining top-of-mind awareness with your entire database.
It is most easy when you have a plan and are proactive rather than reactive with your marketing.  When your commission checks are coming in and you have settlements coming up, THAT'S when your marketing should be at its strongest in order to keep the opportunities flowing.
Yet, this is when so many agents decide that they've "made … (3 comments)

consumers: "Don't Watch, Read or Listen to the News If You Can't Handle The News" - 02/08/08 12:16 AM
There's not a week that goes by that I don't encounter an agent who uses "The market is bad" as an excuse for inactivity.  There's also "I'm waiting for the market to stabilize."
I've referenced these phrases in previous blogs, so please forgive the redundancy.  Phrases like this (in the aforementioned contexts) are an immediate indicator of an agent who needs help.  Not everyone who becomes a real estate professional understands that they are not an employee, but are basically in business for themselves.  You can't wait for something to happen...it's up to you to make it happen.
The news media is notorious … (1 comments)

consumers: Brian Bosworth, Real Estate Agent...Learn from Him - 02/07/08 03:09 AM
Remember Brian Bosworth?  The University of Oklahoma football player who went on to play pro football for the Seattle Seahawks?
He is a real estate agent in Malibu, CA.
I discovered this by accident when I looked him up online today for reference for today's blog post.  You see, I never was a fan of The Boz.  In fact, I loved it when Bo Jackson of the Raiders ran him over in that fateful Monday night game back in 1987.  He was a very abrasive character back in the day...at least his public persona was that way.
I developed a respect for him, … (3 comments)

consumers: Technology: Bringing Real Estate Back To Its Roots - 02/05/08 04:11 AM
The internet has created an amazing dynamic not just in real estate, but sales in general.  There are those who are resistant to it and continually fight against it; then there are those who embrace it.
As far as I'm concerned, technology is bringing real estate (and business in general) back to its roots.  The roots of ALL business are the same (no matter what you're selling):  people helping people.   Period.
We humans have this uncanny knack for taking any simple concept and making it complicated, and over time we have done exactly that.  Now we're in a place where the consumer … (2 comments)

consumers: Technology: Bringing Real Estate Back To Its Roots - 02/05/08 03:59 AM
The internet has created an amazing dynamic not just in real estate, but sales in general.  There are those who are resistant to it and continually fight against it; then there are those who embrace it.
As far as I'm concerned, technology is bringing real estate (and business in general) back to its roots.  The roots of ALL business are the same (no matter what you're selling):  people helping people.   Period.
We humans have this uncanny knack for taking any simple concept and making it complicated, and over time we have done exactly that.  Now we're in a place where the consumer … (0 comments)