Monday, October 24, 2011
What I've realized over the past year is even thour our LCA's do a great job of calling our leads, their talents are wasted on the prospecting part of our business. Our IML will fill that part of our business model now and do all our prospecting on leads we have never been able to get in touch. This will allow the LCA's to concentrate on more active and revenue generating leads.
In the end, it's about helping as many our leads (customers) buy and sell homes. The best way we can help them is by creating systems that help my Agents. With the new way we are doing things, the LCA will now also be making our first call to our new leads. They will now ensure that each of our new registrations will be called multiple times until we get hold of them. Currently our Agents call once, maybe twice, and then let it go. It's all about maximizing.
My next webinar in two weeks is going to go over our first two weeks or results with our new IML program. I'm looking forward to helping everyone understand this process as I believe it's a game changer.
Wednesday, August 10, 2011
As you know I"m a big advocate of our LCA program. We have paid them as independent contractors since we started testing the program 4 years ago. Unfortunately one of our LCA's left last year and filed for unemployment. This triggered and investigation as to whether LCA's are employees or independent contractors from the Department of Revenue.
We had our appeals hearing last week and unfortunately we lost and now have to add our LCA's as employees. In addition, we will have to pay back unemployment taxes and payroll taxes on these "employees".
So with that said, you have a few choices. You can pay them as employees, or you can pay them just commission and pay them as independent contractors. The reason we lost was that they had set hours and we paid them a base pay.
Just wanted to give you an update in case you are using this program!
Thursday, July 28, 2011
Saturday, June 25, 2011
Monday, May 30, 2011
Tuesday, May 10, 2011
Monday, May 9, 2011
Wednesday, March 23, 2011
The first thing we should cover is how to create a QR code. The easiest, best, and FREE QR code creator is at the ZXing Project. This page allows you to add some extra information and to perform differnt actions. For instance, one QR code may be on your printed material to take people to a specific page on your website that contains a call to action. These are called “landing pages”. Another QR code could be on the back of your business card. This allows people to enter your contact information just by scanning the code. Yet another may be used on a real estate flyer box. You know the always empty flyer boxes!! Well now it doesn’t matter. Your prospective customer can just scan the QR code and be taken directly to the listing on your website where they can view the virtual tour right on their phone. This should eliminate some nuissance showings… LOL!
Looking at the ZXing Project site, there are many options under the contents drop down box. I recommend using the contact information selection. You can enter all your contact information, plus a web address, and a memo. You can create a new QR code for each property, or item you wish to highlight. Just change the URL to direct the customer to the correct page on your website to learn more about the property or item for sale. Make sure you have a good URL to direct them to. If you don’t understand a good URL leave me a comment and I will write about that too! As for the memo section of your QR code, Make sure you have a call to action. Something like “Click here to learn more about xxxx and get your 10% off coupon!” Something enticing so that people will come see you.
Once you hit the generate button, you will see the code pop up. Underneath it you will see a link to download, and a small piece of code for embedding this on a website. Use what you need and start using them today!!Here is what I created: Scan it to see where it takes you! :)
Saturday, March 12, 2011
Tuesday, March 1, 2011
I have seen so many Agents, mine included, who will call a lead once and then never call again. What a waste of a potential sale. One Agent said to me once, "if they don't call me back, they must not be really interested". Another said, "I'm not going to chase anyone to work with me, they should be happy that I'm going to work for them". I said, "REALLY?!"
The key to success in Real Estate, or any sales industry, is prospecting. This means picking up the phone and calling your leads. For those of us who have chosen the Internet path, this makes life very easy. You have a database, you have leads in your database, you are sending them listings, then call them...it's a warm call and they will be happy you called! What a concept!
If you call someone during the day and it is a home number, then you need to call back at night. If you call and it's a cell phone during the day, you might need to call at night. Most people aren't Realtors and don't have access to their phones all day like we do. If you call at night and it's a work number, you need to call during the day. This isn't rocket science (I say that too much these days), but if you look at yourself in the mirror, are you doing it? Are you calling your leads more than once. I believe you should call and leave a message at least 3-4 times before you stop trying. Then, after a week or so if they are active in the system, call them again. Do we like to chase leads? Of course not, nobody does, but those who prospect (chase) sell more homes.
To see the report, go to: http://www.leadresponsemanagement.org/lrm_study
Have a great day!
Wednesday, February 23, 2011
Tuesday, February 8, 2011
One of the main problems I see with short sales is that we may be giving the buyer false hope without realizing it. For instance, how many of you say, "It's's going to take 4-6 months before we have approval"? Even though that doesn't sound bad, it's realy giving the buyer false hope. We are currently averaging 25% approval rate on short sales. The reality is, most of these do not go through because either the bank rejects the offer, the buyer ends up not wanting to wait (and blames you) or the bank wants the seller to hold a note and the seller refuses.
When talking to a prospective buyer, this should be your conversation.
"I understand that you have heard that short sales can be a great deal. In reality, they are not any better deals than foreclosures and resales. In the end, the bank is going to require you pay market value or they will not move forward with the short sale. Here is the problem, you are going to wait 4-6 months and have a 75% chance that the offer will not be approved or that the seller is required to hold a note in which they won't.
I have pulled these homes, which are similar to the short sale you have inquired about both in price, size and condition and based on my experience, buying one of these homes will save you a ton of stress and frustration."
In the end you can say this however you want. But, if you accent the positive, that is what they hear. If nothing else, just say "You are going to wait 6 months to not get approved or the seller walking way because they are asked to hold a note. Whether buying a short sale, foreclosure or resale, you are going to pay market value."
This should help some of you convert your short sale customers to buyeres today! If you have any questions, please don't hesitate to ask. Remember, it's all in the meaning we give things. Change the meaning and you can change the outcome!