Consumers have always been willing to pay for value. However, in the age of disruptors and non-traditional brokerage models, it’s easy to get distracted from your value story. Don’t let your agents forget what they bring to the table. Keep them focused on providing quality service and a stellar experience and make sure they have the script and the tools to match. When they deliver on those promises, the results are golden.
Elevate Your Agents and Your Brokerage Standing out from competitors requires a real estate selling approach that is genuinely committed to creating lasting relationships with customers that add value. Customers want to work with people they trust, like, and know. They’re seeking partnerships based on integrity, effective communication, and knowledge. Strong listening skills and a well-thought-out, comprehensive listing presentation complete with a robust real estate marketing plan can raise your associates up in the minds of sellers and instill confidence in potential clients about your value. Here are a few things that can visibly demonstrate to clients how your agents bring value to the transaction:
Choosing a Partner to Strengthen Your Brokerage Affiliating with a brand like Weichert can have an immediate, positive effect on your ability to differentiate yourself in your local market. Not only because you are part of a recognized brand, but because we actively give you the tools, training, and systems to create things like a great listing presentation, price trend analysis, online marketing support, direct mail programs, Open House systems and more. The result is that your agents have a lot to offer and whether they are new or seasoned, can provide a great overall listing and selling experience for the client. In addition, a Weichert affiliation gives you access to many competitive advantages:
Call us today at 877-567-3350 or contact our team for more information. Original content posted on https://www.weichertfranchise.com/blog/sure-ways-to-prove-your-value-as-an-agent/
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You and your agent team wear many hats: you’re schedulers, problem-solvers, counselors, deal-makers, and sometimes, miracle workers. With your hectic schedule, it may surprise you to learn that in the U.S., the annual hours worked per employee has gone down in the last 4 years. Even though many Americans say they need more hours to accomplish their daily to-do list, in reality they have more free time. So, why does it seem like there aren’t enough hours in the day?
Although we can’t control time, we can avoid the things that derail our productivity to allow us to focus our energy on activities that help us reach our goals. Here are 5 reminders of ‘what not to do’: 1. Don’t Blow off your Yearly Business Plan Update and Review. Seems like a reasonable thing to do, after all you just did it last year right? It turns out that reexamining your yearly business plan is a priceless activity in that it allows you to feel like you are executing a plan and have a strategy for moving forward which is deliberate, not haphazard. In the fast-paced world of real estate, things change, markets are good and bad, agents come and go. Your business plan is an opportunity to retrench and reflect currently realities into a plan and a roadmap for the year and beyond. It keeps you and your team focused on realistic and specific goals for your brokerage and gives you the opportunity to adjust if you are not hitting your goals. After all, waiting until the end of the year to find out you didn’t recruit enough agents or secure enough listings will be too late. 2. Don’t Get Distracted by Disruptors You and your team face the ongoing challenge of keeping up with fluctuations in the real estate market. Beware of disruptors that distract you from your current priority: your business and your customers. Disruptive players continue to introduce different models for operating a brokerage, technology companies are offering a plethora of fancy ways to generate leads. These are often shiny objects that aren’t going to add a whole lot to your business when the day is over. As a broker/owner you don’t have time to chase every new technology or service that comes along promising to change your world. Stick to those with proven systems and proven processes and make sure you see real proof of their success before you leap. 3. Don’t Buy your CRM and other Technology Services with the Herd. Choosing customer relationship management (CRM) tools and lead generation and other services based on popularity and price may be an easy way to make these decisions. It can also lead you to tools and services that are completely wrong for your brokerage. It’s tempting though, given the time this takes and the fact that many brokers are not technology experts. The bottom line is that you must be involved to some degree in all major technology decisions beyond just writing the check. Here are some ideas to help you manage and evaluate these tools.
4. Don’t Get Sucked Back into the Sales Game This cautionary tale never gets old. Many brokers are afraid to stop selling, fearing their agents are not equipped to replace that production. It can also be tempting to step in and generate some additional revenue for yourself by listing and selling a few properties. The thing is, when you’re managing listings, you can’t manage your business at the same time. You’re diverted from the important longer-term growth drivers for your brokerage. Resist the urge to take on these sales yourselves. Give them to that bright, energetic new recruit who’s struggling to get started. Make sure you have repeatable systems in place to help them succeed. You’ll make more progress against your goals by focusing on broader activities like lead generation, recruiting, training, coaching, and brokerage marketing. 5. Don’t Wing It This is a particularly easy one not to do. If you have systems in place that are set and repeatable, you will be so much more efficient in what you do. Whether it’s recruiting, developing a business and marketing plan or selling systems for your agents, have a structure. Without it, you’ll feel like you are constantly treading water and that is not a productive way to operate any business. This idea of repeatable systems may well be the strongest value and focus of a real estate franchise system like the one Weichert provides. While other big box franchises offer little more than their name, Weichert has taken its decades of growth and distilled it into processes, training and lead generation systems which have fueled the success of hundreds of offices. This includes a regular and repeatable recruiting process which allows you to attract both new and experienced agents. It also includes some of the strongest coaching programs in the real estate industry. Our programs give you a diverse baseline of materials and tactics both online and in person which can then be customized for your business and presented to new team members with much less effort than would be required to develop these from scratch. From our online university content available 24/7, to our much beloved “Fast Track” training program for new agents which gets them producing fast, our support is comprehensive. Not to mention a host of tools, technologies, and lead generation tools that can be game changers for brokerages. Proven Real Estate Selling Systems When you become a Weichert affiliate, your brokerage can stop the “Don’ts” and focus on the “Do’s”. You’ll gain immediate access to Weichert Support including our recipe for success, coaching, and technology. You’ll have the support to help navigate the current landscape and avoid costly mine fields. If you’re ready to focus your energy on the customer activities that build your brokerage, let us show you how partnering with Weichert will help. Call us today at 877-567-3350 or contact our team for more information. Original content posted on https://www.weichertfranchise.com/blog/want-to-be-a-better-broker-stop-doing-these-things/ Brokerages fail for many reasons, but sadly many real estate businesses follow the same, time-worn path. Is yours one of them? To ensure success, you’ll want to avoid common mistakes. However this is a lot easier said than done, as in real estate, brokers often assume the path to success is the most heavily traveled one. Here’s how to avoid taking the wrong exit.
The Recruitment Express Lane Many brokers don’t focus on recruiting. It’s a sporadic activity at best, often prompted by a vacancy left by another agent. Yet recruiting is critical to putting your agency in the fast lane for growth. Jim Weichert discovered this early on. By making recruiting an organized activity of your office, you create a pipeline of agents that will ensure a steady flow of business. Agents will always come and go, but a strong pipeline will minimize any disruptions in business. What makes up a strong recruiting strategy? Setting goals for hiring and staffing. Consistently engaging in the right activities to attract prospects and having attractive marketing materials to effectively market your brokerage. Once you’ve hired them, you want to retain them. This requires you to consistently promote your value as a brokerage. What do you offer your agents? How do you support their professional development? How do you help them secure listings? How do you help them find buyers? What types of farming support and systems do you provide to help them grow their business? Sales & Listing Rubbernecking Many of today’s agents tell us that they’re feeling the pain of today’s low inventory market and are always on the hunt for a leg up on lead generation. This can too often leave your best agents peeking over the fence toward the seemingly greener pastures of competitive brokerages. A recent Inman survey of agents identified buyer leads (32%) and listings (30%) as topping the list of valuable services their brokerage does not–or could do a better job of– providing. What are you doing to help generate sales and listing leads for your agents? Do you have a highly dependable and productive lead and listing system for keeping agents engaged? Or brokerage specific Customer Relationship Management (CRM) software for effectively managing customer contacts? In today’s high-stakes, instant-access mobile world, minutes could cost you a solid lead. Stop looking back at what competing firms are doing, and zero-in on what you can do in your own brokerage to reach success by developing a coherent and disciplined action plan with tried-and-true methods. When your agents perform well – so does your brokerage. Agency Bypass How do you stand out in your market to avoid being bypassed? Building a strong presence requires consistency. Consistent marketing, consistent promotion and a consistent level of customer service by your agents to create a memorable experience for clients. However, it can be a daunting task to implement those things and keep up with them all by yourself. Joining a national brand is a great way to raise your profile. It also allows you to tap into constantly refreshed resources for marketing, promotion and training of agents so they are confident, productive and can provide the best real estate service in the market and stand out from the crowd. You also benefit from networking with peers to learn what has worked for others with similar challenges. Paving a Smooth Road Ahead You wear a lot of hats to ensure your brokerage’s success – but you don’t have to go it alone. Tested and proven systems and tools exist for successfully addressing your brokerage’s growth challenges. You already know you have to attract agents, stand out from the competition, boost listings and move inventory faster. A franchise partner such as Weichert is an example of a resource with proven, successful systems that businesses can plug into encompassing everything from recruiting and securing listings to attracting and managing leads to marketing your brokerage. Discover how to put a Weichert® real estate franchise opportunity to work for your business today. Original content posted on: https://www.weichertfranchise.com/real-estate-broker-marketing/fast-track-success-failure-2/ May has arrived, and we're in the middle of the 2019 peak home buying season. Buyers have shaken off the winter doldrums and are looking for that new home they can move into before the next school year. Early metrics from the Mortgage Bankers Association show this year’s spring season has promise:
Having a Process to Set Expectations Is Key Buyers typically do not have an understanding of how the process works going in. A successful and satisfying home buying experience for the customer needs to start with an explanation ofjust that. When your agents outline the steps a buyer needs to take when purchasing a home, it can avoid misunderstandings and unnecessary frustration (on both sides). Buyers will understand:
At Weichert, we coach our associates and brokerages on the importance of this step in delivering a positive customer experience and provide the sales tools to help walk customers through these conversations, such as our Buyers’ Consultation Guide and Buyer/Seller Guide. In addition, https://weichert.com is a fantastic tool for buyers both before they meet with you and once they make contact. The Weichert online resource center for consumers includes:
How A System and Resources Help Customers Bond with your Agents Having organized, cohesive, well-thought out resources to share will help your agent team engage more effectively with clients and help them provide a higher level of service:
Original content posted on https://www.weichertfranchise.com/blog/how-good-is-your-process-for-working-with-home-buyers/ |
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