Running a successful real estate brokerage doesn’t happen by accident. To achieve the best results, brokers must lead the way for their team by creating consistency in their routine and performing essential tasks that affect the growth and stability of their business. Weichert has been coaching brokers for years and supporting some of the most successful ones in the industry. Here are some insights into what our top brokers do every day to propel their results.
Recruit Real Estate Agents Recruiting is the lifeblood of a successful brokerage. It’s the only way to truly grow your business and it’s something you need to do every day to keep your pipeline full. The reality is that everyone will eventually leave you. The best way to withstand the ups and downs of your agent team is to constantly recruit and not wait until you have to. When many of our owners first came to us, they didn’t know how to recruit, were afraid to recruit or didn’t know what to do with an agent once they did recruit to get them up and running. Armed with our recruiting system and our training, our top franchisees have quickly turned into recruiting Rockstar’s. Train Agents on Tools & Systems Having established sales tools and systems in place is critical. Not having established, repeatable systems in place leads to wasted time and energy that ends up being spent on trial and error and reinventing wheels instead of taking a more direct path to productivity. When you can get everyone rowing in the same direction, you will gain tremendous distance. A franchisor like Weichert has had lots of experience in refining a recipe for success. We have also found a definite correlation between success and those who utilize the tools and systems vs. those who do not. However, you can never stand still and need to continually innovate to stay in touch with changes in the industry and the evolving needs of your team and their clients. Promote Their Brand Building a powerful brand that people gravitate toward is not a part-time job. For the independent competing against well recognized real estate brands, this is a particularly important challenge. Successful brokers recognize that they must be cheerleaders of their brand both in the trenches and from a bird’s eye position in the business. The most successful make it a point to incorporate brand-building activities into their daily routine. This means empowering their agents to leverage branded marketing materials for their listings in every print and digital format and making it easy to customize branded templates to their needs. Every community outreach must be branded to your brokerage, no matter how small or personalized, from your email signatures, to the sign on the building. Generate Company Leads Generating company leads are critical to protecting your company dollar, not to mention it helps with agent retention, overall growth and so much more. The best brokers are continually looking for sources and methods of generating brokerage leads. Agents will leverage their own networks for leads of course, but your ability to supplement these opportunities can make your brokerage the place to be in your market. That’s great for business, but also remember that nothing helps your recruiting more than when agents hear that they can work with a company that provides them real leads that they don’t have to fight for. Weichert, for example, offers many sources of lead referrals: Weichert.com Lead Network: Weichert generates leads nationally through their powerful weichert.com website, with up to 3 million web visits a month and thousands of calls. Inquiries through Weichert.com are pre-screened by carefully trained personnel and routed to qualified agents within minutes. You’ll never miss a lead opportunity in your market with Weichert.
For more information about Weichert, go to https://weichertfranchise.com Original content posted on https://www.weichertfranchise.com/blog/what-top-brokers-do-every-day/
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These days, buyers, sellers, and agents are finding you for the first time online more than ever before. According to a study conducted by NAR in 2018, more than 90% of home buyers conduct their home search online. So, whether it is from a listing that matches their search, social media, a third-party website, or a blog post, you want to make sure that their first impression of your brokerage sets you apart from the competition and leaves a lasting impression. Here are some things you can implement to help you start these relationships on the right foot.
Keep Agent Team Webpage and Social Profiles Current and Active. For both Gen X and Gen Y clients, nothing raises a red flag quicker than a Facebook page that hasn’t had a post in a month. Website and social profiles should regularly showcase the skills and experience of you and your team in a visual and relatable way. It tells customers why you’re the right partner for their real estate transaction. An effective profile contains:
Craft A Content Plan Content remains king in the information age. At the core of every successful real estate content marketing strategy are three things: A clear vision: In order to best optimize your content and resonate with your ideal clients you need to create a comprehensive profile of who they are, what they seek, and what problems they face. Decide what you want to accomplish through your content plan. Altruism: Make sure that all the content you post is in the best interest of the target audience. If you constantly try to promote yourself throughout your blog and other content, you will alienate the people that you are trying to attract. Instead, aim to inform and entertain them by delivering the content that they crave without any expectation of getting something back. Consistency: Create consistency with all of your content to present a more polished perception. Not only should everything look, sound, and feel the same, it should be posted and updated on a consistent basis. Since you can never be sure which piece of content someone will find first, it is important to regularly update your content on brokerage blog posts, social media channels, and pay careful attention to your images and videos. An active and relatable set of digital channels can be like honey to the bees for creating a first impression that leads to engagement. Leverage Testimonials One of the main driving factors behind a buyer’s decision-making process is social proof. Here you really only get one chance to make a first impression. With so many competing brokers and agents out there, the one with visible, authentic sounding, properly attributed reviews will often be the one who gets the call. Luckily, online reviews are easier to collect and control than traditional word of mouth. Get the most out of every testimonial, no matter where it was collected from, by posting them everywhere people can find you like your website, profile pages, various social media profiles, third-party websites, printed materials and newsletters. There are many resources out there available to help you do this. Affiliation Can Help Make Your First Impression Stronger Making a great first impression is one thing, but you have to have the infrastructure to live up to customers once you get them. Sure, you can build all the tech, tools and systems on your own, but it takes a lot of blood, sweat and tears and you have a business to run! By finding the right brand to affiliate with, much of the heavy lifting will already be done for you. All you have to do is apply it to your already successful business. Weichert franchisees benefit from a comprehensive suite of branding, technology, lead generation, marketing tools, and training that allow them to always put their best foot forward on and offline. The power of a carefully built brand, like Weichert, gives every franchise owner a leg up in their local marketing and recruiting. When coupled with our proven systems for everything from personal branding, to training, to brokerage management, you can finally spend more time working on your business, instead of in it. For more information about how Weichert can help you strengthen your brokerage’s first impression, go to www.weichertfranchise.com or contact us at 877-567-3350. Original content posted on https://www.weichertfranchise.com/blog/improve-your-first-online-impression/ A Broker’s recruiting strategy if done well, should attract some experienced real estate agents, but much of your agent growth is likely to come from agents who are brand new to real estate or who have little experience. Your goal with these new associates is to get them up to speed and make them productive as quickly as you can.
After decades of coaching and training brokers and their agents, Weichert understands the most common challenges new agents have. As a broker, you can provide the coaching and training these agents need in order to avoid the common pitfalls associated with learning our industry and make their entry into the real estate world more rewarding and productive. Here are three of the most common mistakes that new real estate agents make and how you can coach them through. 1) Giving Up Too Quickly In the movie “Cool Hand Luke”, Paul Newman’s character famously utters the line: “What we have here is a failure to communicate.” He wasn’t talking about new real estate agents, but he could have been. New Agents often take the words “not now” or “in the future”, as indications that there is no sales potential there and they let the contact simply die. But experienced agents and brokers know that lead nurturing in real estate can take weeks, months, or even years to come to fruition. And if you’re not front of mind when a customer is finally ready to move, they will move without you. Successful agents have built a solid lead funnel and steady book of business by leveraging years of consistent follow-up and outreach with their contacts and their local community. It may seem obvious in 2019 to mention that social media can be one of the best ways to follow up and stay front of mind. Despite the current generation’s comfort level with web 2.0 and technology, new real estate agents still generally need coaching on what tactics on these portals will help them build their personal brand without seeming overly spammy. Follow up on social media also has its own set of rules, often depending on the platform you are using. But one rule applies to all of them: no outreach should be ignored or neglected. These little interactions, done in a timely manner, are the bricks they will use to build a real estate career. As author Jim Rohn wisely observed, “The fortune is in the follow-up”. 2) Forgetting to Make It Personal New agents have such a comfort level with all things digital it can sometimes be hard to get them to fully understand and embrace the power of the personal. The power of the personal is at the core of the Weichert philosophy, from our network of owners that know and help each other to our recipe for a successful real estate agent. New agents need to make sure they build and nurture their personal brand in both online and offline activities through both personal and digital interactions. As a broker your job is to give them the tools that they need to develop their brand while being consistent with the message and brand of your brokerage. While digital tools are great to efficiently stay in touch through social media, email and texts, encourage them to get out there and be nose to nose with potential clients. Door knocking, phone calls, open houses, participation in community events and seminars. These are all ways for new agents to have their face seen, make eye contact, shake hands, have real conversations and be memorable. Keeping it personal should be at the core of you and your agents’ communication philosophy. 3) Not Using A CRM System There is no reason why new agents can’t get right into the habit of using the brokerage CRM tool to its fullest potential. An effective real estate CRM can be a big help with staying front of mind, helping new agents organize their contacts and keep in touch with buyers and sellers and other real estate professionals in their ever-growing sphere of influence. Conversely, it’s important that you offer this technology to your agents to help them be as productive and efficient as possible. The Weichert CRM system, for example, provides a central location for storing current and prospective client information and advanced tools for planning and follow-up on open houses ensuring you make the most of those contacts. Other elements include marketing automation that allow agents to send branded emails to select contact lists with minimal time and effort. The mobile app extends this convenience even further, allowing for updates and notifications to happen wherever they are. As a new agent builds their database in the CRM, all sorts of marketing tools and templates will be at their disposal. The work they do now to build these lists, will pay dividends for years to come. Effective Agent Coaching Is Key The best way to make sure your new agents are productive as quickly as possible is to have a proven training system in place that coaches them past these and many other initial pitfalls. Perhaps the single strongest benefit of being a Weichert Franchise are the proven systems we provide to brokers. These have been developed and refined over decades, so you don’t have to develop them yourself. All you have to do is plug in. Becoming a Weichert Affiliate gives you access to effective coaching programs, marketing tools, and a CRM system that supports lead generation. As a Weichert Franchise you have a complete, turnkey system that provides your brokerage with the tools and training that leads to growth. For more information about how affiliating with Weichert can help build your brokerage, call us today at 877-567-3350 or contact our team online. Original content posted on https://www.weichertfranchise.com/blog/help-new-agents-avoid-these-three-critical-sales-mistakes/ Real estate agents and brokers all know about the value of For Sale By Owner and Expired Listing leads from the start of their career. However, obtaining these listings is easier said than done for most. As an experienced broker and leader, you can help your agents mine these leads. All your agents need is the know-how, the perseverance and the tools to get the listing appointment and close the deal.
Where To Find FSBO & Expired Leads In the past, agents were limited to knocking on the doors of properties that had a FSBO sign out front or manually keeping track of desired listings that fell off the market. While both of these activities still exist, there are far more efficient methods available. Finding FSBO Leads: The majority of agents are targeting these difficult listings by purchasing call lists, scripts, and professional dialers. However, if you prefer an out-of-the-box approach you can run a few simple searches online. Start by checking platforms like Facebook Marketplace, Craigslist, and FSBO.com. A simple search can also be run on various other social media platforms like Twitter or Instagram by typing in strategic hashtags like #fsbo in the search bar and then filtering the results by location. Finding Expired Leads: Again, a list can be purchased to find leads and a quick search through the MLS will help to identify properties that have recently expired or are about to expire. If you plan on targeting expired listings regularly, it also makes sense to create valuable content like blogs, ebooks, and videos targeted at that audience and share that content to social media. Many agents have success by running ads to a landing page for a free downloadable guide on topics related to selling a home or whether FSBO is the right option. Then collect their email address and put them into a drip campaign to nurture them from there. How To Get In The Door Once you have identified your list of leads, it is important that you make a strong first impression and have a solid follow up schedule with the lead in case you don’t get the appointment on the first try. It is a good idea to have at least a rough script ready if you plan on calling your leads directly. Remember that Expired’s and FSBO’s are far more skeptical than a regular client so be prepared to handle objections and clearly communicate your unique value and the fact that you understand their perspective. If they are hesitant to book the appointment, don’t give up; get their email address so you can continue to follow up through a strategic drip campaign through your real estate CRM automatically. Closing The Listing Getting your foot in the door is half the battle. The other half is getting them to sign a listing agreement with you before you leave that appointment. Obviously, having a strategic listing presentation and sales materials that touch on their pain points and illustrate exactly how you can solve their problems will help you shine. However, it is also important that you follow these simple tips: Listen first: Most of the time sellers will tell you what is holding them back from signing a listing agreement and why they were FSBO in the first place. Be ready to prove your value. Be careful to swallow hard and listen and empathize without getting defensive, so you can identify their specific objections and explain your solutions when they are done. Explain your resources and your value-add carefully: Sellers just don’t have the same access to tools and marketing resources that you do and they have no idea what goes on behind the scenes. If they are an expired listing, they may be frustrated with their last agent and their process and skeptical of yours. Make sure you let them know specifically, why and how this experience with you will be different, and just how active you will be in marketing their home, beyond just the MLS listing. Weichert, for example, has dedicated real estate agent marketing resources tailored to these consumers. It’s material cultivated from long experience overcoming the objections of FSBO and Expired sellers. With advanced tools like our customized listing presentations for Expired and FSBO properties, we show clients their home and our value in a highly professional, intelligent, and unique way that sets Weichert apart. Our presentations, and the technology and processes supporting it, are one of the many reasons why brokers tell us their agent close rates improve after becoming part of the Weichert family. Arrive on time: It may sound simple, but arriving late can put a nasty taste in a seller’s mouth from the start. They don’t care about your excuses and being late only shows that you won’t treat them and their listing like a true priority. Lead Generation Needs a Consistent, Multichannel Process As a broker, it can be challenging to provide your team with all of the tools, training, and resources agents need to generate and close leads. While Expireds and FSBO’s are just a portion of a healthy lead generation plan, they still offer a way to improve your bottom line. As a Weichert Affiliate, you have access to tools and resources, such as sales and marketing materials, direct mail, lead gen and CRM technology, to nurture leads from a variety of channels and support your agents. Visit https://www.weichertfranchise.com to learn more about the Weichert System and how it propels brokers and agents to new levels of success. Original content posted on https://www.weichertfranchise.com/blog/how-to-prospect-fsbo-and-expired-listings/ |
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