As an experienced and well-educated real estate broker, you already know that a CRM can do many things for you like automating your follow-up and increasing your production. However, despite their popularity, many brokers are struggling to realize the full value of using a CRM or haven’t figured out the best way to implement one into their business yet. If you fall into one of those two categories, this article is for you!
Review the Rewards While there are many real estate CRM’s out there, it seems that no two are exactly the same. This can make finding the right one for your business a bit tricky. However, if you take the time to prioritize the rewards and results you hope to reap from your real estate CRM, the selection process becomes simplified. To help you sort through all the bells and whistles, look for a CRM that provides the following benefits: Lead Tracking – When a CRM enables your agents to track their leads, it also enables you to be able to track their performance and offer coaching in areas where they may be hitting roadblocks. Automation – There are few real estate agents and brokers out there saying that they have too much time on their hands. The promise of a properly managed CRM is that it will free up precious time by automating or simplifying many common client management tasks. Regular Reminders – As an experienced broker, you understand that most agents can benefit from regular reminders to follow-up, tackle important tasks, and implement best practices into their routine. When they do, the result is more closings for them and more income for you. Just Listed/Sold – Communications around just listed and just sold are one of the best opportunities you have to reach out to your sphere of influence with interesting content that puts your local brand in front of people. A good CRM makes this easy by giving you a professionally designed template and managing the list of client email addresses for you, so you can send it to those who may be most interested. Know All That It Can Do for You In many cases, brokers that purchase a CRM fail to get all of their money’s worth out of the software because they are unaware of all that it can actually do for them. The Weichert Pro CRM, for example, does a whole lot more than just store all of an agent’s prospects, leads, and past clients. It also provides agents and brokers with integration to the Weichert lead network, templates for automated email marketing, and tools for complete open house management before, during, and after the event. This is a proprietary CRM which is provided to all Weichert affiliates. Choose a System With Flexibility Just as all real estate CRM’s are unique in their own way, agents and brokers are also unique. You and your agents may have different styles of running your businesses that work best for each of you. It’s important that whatever CRM you use that it allows people to work in ways most comfortable and productive for them. For example, you may prefer to time-block all of your CRM data entry and put it in once each day. Others may prefer the convenience of mobile, like the Weichert Pro CRM mobile app, that allows them to update and use their CRM as they go. Managing technology in your brokerage is an octopus with many heads. The way in which you choose to implement processes and procedures around this plays a big role in how efficient and effective your business can be. A CRM is just a tool, what really counts is how you use it. This is an area where Weichert can help. Through training, best practices and tips from peers, we help our affiliates leverage our technology to its fullest potential. To learn about other tools and systems available to Weichert affiliates, click here. Original content posted on https://www.weichertfranchise.com/blog/why-track-leads-through-crm/
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10/30/2018 Tech Is Great for Getting Them, But It’s Still Your Sales Skills That Close ThemRead NowWe live in a world of distractions. The media, news, entertainment, technology tools and social media are constantly bombarding us from all directions. It’s easy to get sucked in to all the cool, shiny new ways to attract leads. While tech is great for attracting leads, don’t become so distracted that you forget to practice the skills and habits that close them. In this highly connected world, it’s more important than ever to hone your relationships and your personal selling techniques. Lots of people can use the same lead technology, but there is only one you. Use that to set yourself apart.
Use Technology To Stay Connected Make sure you have a good CRM. This is the best way to keep your contacts organized and keep track of your communications with them so you don’t lose touch. If you stay out of touch too long, it opens the door for a client to become connected with someone else and call on them when they need something. A good CRM is the perfect example of a tech application that blends automation and good sales techniques. Use the automation and calendaring features to:
Successful business owners understand that it takes some effort to learn these tools, but they use them regularly and teach and encourage their agents to do the same. The use of these tools actually helps you automate your business and have more freedom to spend one-on-one time forging new connections. Use technology to replace functions of your business that give you and your team more time and opportunity to make great connections within the community. Use Technology That Showcases Your Personality It’s no secret. People want to do business with people they feel a connection with and can trust. That is especially true when it comes to one of their biggest assets – buying or selling their home. The best way to stand out is to utilize technology that allows your personality to shine. Use video to share real estate tips or your knowledge about the neighborhoods you work in. Post them on Facebook or use a video email service, such as BombBomb to communicate. This will help humanize you and make you more memorable than a static post or email. Don’t Forget Your Hustle Lead generation sources are focused on one thing…selling leads. And they are happy to sell the same lead to you and the 10 other agents in town if you are willing to buy them. Customers typically work with the first agent they speak with. So make sure that agent is you. This means picking up the phone when it rings and not waiting to respond to that email. Don’t be so busy that you don’t have time to be responsive. Yes, you may have to speak with a few frogs, but you never know when that awesome lead is going to come to you and you need to be ready. Be Smart About Lead Gen Options Make sure the lead gen options you choose are truly productive for your business. How qualified are the leads you are receiving? Do you have to pay for them up front? What is your close rate on the leads you do receive? If it’s not good or you don’t know, you may be spinning your wheels and wasting valuable time and money. This can distract you and make you unavailable when the quality leads do come to you. Make sure you are spending your time and money on the right things. Always Keep It Personal No matter what technology and lead sources you use, don’t lose sight of the personal touch. Don’t let the technology do all the work. Find ways to use it to reach your customers in personal ways or use those applications that allow your personality to shine through. You are your product and people can’t buy if they don’t know you. As Jim Weichert always says, “People buy people, before buying a product or service.” Conviction & Consistency Are King At Weichert, we believe that tech is critical, but must be complemented by proven and successful sales activities. From a technology and lead generation perspective, Weichert associates and affiliates are automatically provided with its proprietary CRM and can qualify to receive leads from its lead center. Weichert invests heavily to attract online leads that are then screened by its call center. This helps connect the most qualified prospects to its agents. Those leads feed automatically into the Weichert CRM. Additionally, Weichert provides a blueprint of best prospecting and sales practices, together with qualified suppliers to help its offices and agents stay connected with prospects. When you approach tech with the right frame of mind, stay true to your mission statement and core values and deliver value to your community, you will never have to worry about how fast tech changes or its impact on the industry. Don’t be concerned with change, as much as you are maintaining consistency and staying connected with your clients. For more information on how Weichert systems can set you up for technology and beyond, go to https://www.weichertfranchise.com or call 877-567-33350. Original content posted on https://www.weichertfranchise.com/blog/tech-is-great-for-getting-them-but-its-still-your-sales-skills-that-close-them/ With all the attention being showered on Millennials, it’s very easy to forget about the largest generational market that existed before them – Baby Boomers. Baby Boomers are still out there and still own plenty of real estate. Members of this generation are retiring or are approaching retirement age, which is when many choose to purchase a vacation home or move out of their existing home for a variety of reasons—a more favorable tax area, better climate, be closer to family or amenities, downsize or a need to move to a facility with care. In many cases, the listings for downsizing Boomers tend to be much larger and more expensive than average. Will you be the one they buy and list with?
Many of these consumers are considering moving from the homes and communities where they raised their families and it can be a complex transition. But if you’ve nurtured your relationships with Boomer clients, there is a good chance you will get the call. Good customer service is going to be extra valuable to this segment, as they will likely have lots of questions and be in need a of a good source for information and guidance beyond just how to list their home. They are also very loyal to those who go the extra mile and provide value-added service. The reward is that they are great for referrals. Provide a positive experience and it is sure to be shared with their friends, families and neighbors tenfold. If this demographic is missing from your sphere, here are some tips to help you make connections: What Are The Best Ways To Target Baby Boomers? Digital Marketing & Social Media You might think that social media and digital marketing efforts are best used for younger client segments. Not so! There is a very high percentage of Boomers on the internet and social media platforms like Facebook, making them readily accessible. However, they behave differently online than their Millennial counterparts, just as they do offline. With that in mind, here are a few ways agents can reach out to form meaningful relationships with them that lead to repeat business. Here are a few statistics:
In fact, because of their high level of web-based activity Baby Boomers have now earned the name “Silver Surfers”! Aside from their very real presence online, this niche is by far one of the most valuable of all. Direct Mail Baby Boomers grew up on traditional mail and trust it as a source of valuable information. Direct mail is a perfect fit to do regular outreach and stay in touch with this market segment or invite them to events sponsored by your office. Host or Sponsor Relevant Events A valuable way to build your database, give back, create storytelling content, and form more personal relationships with Boomers and their families is to host or sponsor events that matter to them. This could be something like a charity-related walk, or a seminar tied to a local community group that they are involved with, such as a local Senior Center or YMCA. Topics could include sessions on decluttering, how to downsize, financial planning or even keeping up with technology. To maximize the impact of this effort, talk to as many people as you can and document the event to share on your website, newsletter, and social media. Then input your new connections into your CRM so that you can continue to build upon those relationships. Create Informative Longform Content According to QuickSprout, videos that are slower paced and have a great deal of information are more likely to appeal to Baby Boomers than faster-paced videos with too many visuals. Remember that your audience will have a thirst for content that helps solve their problems, without overwhelming them. Therefore, you should be diligent about producing long-form content with detailed instructions and examples. Also, be sure to make any audio or visual content easy for aging eyes and ears to consume by optimizing the sound and video quality as much as possible. Make Contacts Within The Community It’s always who you know, so having connections with organizations in the community can go a long way in getting Baby Boomer business. Senior living communities are great groups to partner with as well as Financial planners. Get to know the key managers of these organizations or join networking groups that they are part of. They can all be a great source for referrals! Leading With Trust All consumers, but especially Baby Boomers, place tremendous value on partners they can trust. This is not something built overnight. It’s a principle which Jim Weichert held near and dear to his heart from the moment he started the Weichert brand. He knew that no matter how the business changed, or the customers changed, one thing that would always stay the same is the value of a real relationship. To learn more about how you can build stronger relationships with your agents and empower them to do the same with their clients of all marketing segments, go to https://www.weichertfranchise.com Original content posted on https://www.weichertfranchise.com/blog/dont-forget-about-the-baby-boomers/ 10/2/2018 Franchise Success Spotlight: Weichert Affiliate Dennis Murphy—Weichert, Realtors® – Donahue PartnersRead NowA Harvard University education has long been associated with some of the most extraordinary individuals in American Society. Harvard Alumni names read like a who’s who of American history, including global business leaders, politicians, diplomats and presidents.
To those distinguished alumni we add one more name: Cape Cod based Weichert® Broker, Dennis Murphy, owner of Weichert, Realtors® – Donahue Partners. While a history degree from Harvard is not a requirement for success as a real estate broker, in the Cape Cod market it doesn’t exactly hurt either. It certainly speaks to his lifelong love of Massachusetts and his decision to settle in the Cape Cod Area. For Dennis, the path to real estate had more to do with Marge Donahue, Dennis’ grandmother. Marge was a beloved figure around the Cape who founded her own agency in 1963, which she ran until her passing in 1998. “My grandmother was an inspiration to me,” says Dennis. After a stint doing advertising and marketing in New York City and being National Sales Director for America’s #1 market share television station, Dennis took over the independent agency in 1998. The Road To Weichert The 2008 recession hit Dennis’ brokerage hard. In 2009 he built out a new office but he was struggling to recruit and train agents. Dennis began to realize that he could use help. Dennis continued forward but in 2015 he met with Bill Scavone from Weichert and began to think seriously about an affiliation. “I was very interested in their lead network,” says Dennis, “We actually did a test where we acted as a customer and used competitor websites to initiate contact, which were actually two other franchisors we were considering. In each case we never got a call back at all despite multiple attempts. But inquiries made on the Weichert site were rock solid at 3 minutes per response.” This coupled with the clear and well developed systems Weichert showed Dennis really sealed the deal. In 2015, Dennis and his three agents signed with Weichert and became “Weichert, Realtors® – Donahue Partners”. The Weichert Experience The biggest difference Dennis felt after his affiliation was an overwhelming sense of relief. As Dennis puts it, “No more Dennis island.” At last he did not feel like he was in this alone. With a full support team, Dennis suddenly felt like the wind was at his back. There were regular training sessions, such as “Sharpen the Saw” which are two-day management-level seminars for training and networking that Dennis still considers invaluable. There were regional Broker Council meetings right near Boston 3 times a year where he could interact with his peers. Then there were the tools and systems. A full Fast Track training program to get new agents up and running and productive fast? Done. A step by step program for recruiting? Done. A program for promoting open houses that actually works? Done. A completely elevated and professional looking listing presentation that could be customized though an online digital platform? Done. In fact the DOORS listing presentation was so effective and liked by his agents that he saw his closing rate rise significantly as agents used it and became more comfortable delivering it. Another favorite benefit of affiliation for Dennis is simply the peer to peer relationships in the Weichert network. Both formal and informal meetings give Dennis access to a wide network of individuals inside and outside his market who are willing to help. That is the very culture of Weichert. The Future With Weichert Dennis only needs to look at his bottom line to know that some good things are happening. With a team now of close to 20 agents, Dennis has seen his GCI triple in 2 years and has met his entire previous year GCI in only 3 quarters in 2018. Dennis has his eyes on a second office in the mid-Cape area and is looking to hire 10 more agents in 2018. But the best part for Dennis is that whatever the future may bring, he knows that Weichert has his back. The Weichert Culture of Support Being a Weichert affiliate is a partnership, a collaboration, done with great respect for what you’ve already achieved and learned. After all, you’ve already built a successful business. We can help you do more. For more information on becoming a Weichert Affiliate, call 877-567-3350 or visit weichertfranchise.com. Original content posted on https://www.weichertfranchise.com/blog/franchise-success-spotlight-weichert-affiliate-dennis-murphy-weichert-realtors-donahue-partners/ There is no denying that the way that brokers, agents, and clients form their relationships has undergone major changes in recent years. Now, more than ever, as buyers and sellers turn to the internet for their real estate needs, lead farming is being done on social media, blogs, through digital advertising, and on platforms like YouTube. However, while you may understand the importance of driving your agents to create valuable content for brand awareness, your agents may be wondering how to take the next steps to transform their connections into actual clients. Here are a few ways you can encourage your agents to take the next steps and leverage those casual connections into business connections and beyond.
Actively Engage Your Casual Connections In your quest to draw prospects on the outer edge of your sphere deeper into the fold, you’ll need to turn your focus to increasing their engagement with your content and your engagement with them. In other words, don’t just post engagement-worthy content like questions and polls, but actually look at who is responding to your content and take the time to reach out to them to say thank you, ask what they liked or didn’t like, or simply continue the conversation on a deeper level. Furthermore, if you have people that have stopped engaging with your content or never have (perhaps someone in your FB group) reach out to say hello and draw them back in. Touching base with dormant followers or subscribers could offer valuable insights into your content, message, and approach that you can apply to other relationships. This will also show people that you genuinely care about them, fostering a deeper sense of trust which leads to repeat sales and referrals. Host Events To Bring Them Out From Behind The Screen One of the most common complaints is that it is difficult to motivate online connections to meet with agents in person. Charity events offer a dynamic solution. Hosting a charity event to benefit a worthy cause is a fantastic way to get your followers to come out and interact with you in person over a common interest. Even better if you can set it up to bring them to the office. Organize a charity drive to collect toys, coats, food or toiletries and make your office the drop off point. Not only will you be able to create a story around your involvement in the cause, but you’ll have the chance to build a deeper connection with your prospects through your mutual beliefs and values. Once you’ve made a connection with those people in person, you will notice your engagement rates with them increase because they will have a better sense of who you are, how you operate, and what you have in common. Make sure that you have systems and tools, like a CRM in place to help your office and agents manage relationships efficiently as they develop from a loose connection into a client and don’t become lost in the crowd. More Than A Handshake There is nothing more powerful or valuable in real estate than a personal connection. Although technology may be shifting into the forefront as the way that we first connect with someone, our desire for human connections and personal relationships remains the same. Comments, likes, and shares should be viewed as opportunities for cultivating connections and nurturing those relationships, rather than as a way of replacing them. The key here is that you must be able to properly manage and maintain those relationships once they are formed through regular follow-up, valuable content, and personal touches. If you don’t have the systems and training in place to cultivate and nurture your casual connections, they will never transform into clients. At Weichert, those resources are a major part of each franchisee’s success as a broker. From our social content, direct mail and client follow-up programs to our proprietary CRM, Weichert supplies its affiliates and agents with the tools to move connections through the conversion cycle. If you would like to learn more about how to implement systems and training for your agents to help them convert their connections into long-term clients, go to https://www.weichertfranchise.com or call 877-746-2067. Original content posted on https://www.weichertfranchise.com/blog/from-casual-connection-to-client-helping-your-agents-get-there/ Technology continues to transform the way we do everything from how we communicate to how we buy and sell real estate and everything in between. At its most extreme, technology is even being offered as a replacement for a real estate agent. One has to sometimes wonder whether tech is really working for or against the industry. Digital technology is cool and shiny and the next new thing is always so tempting to try. But it should not distract or replace the personal activities needed to succeed in this business. It will never replace a handshake or the trust built through conversation and making eye contact. A real estate transaction is typically a complex, expensive, and highly personal transaction. Your challenge as a broker is to strike that critical balance between using technology to find your clients and the personal touch to win over and keep them. This approach is the right one, for both buyers and sellers, and for you.
Leveraging Tech Is GoodThere is no denying that many of the tools and resources available to real estate agents and brokers have helped make doing business easier. There’s also nothing wrong with utilizing tools like a real estate CRM or lead generation software to help drum up business and manage it more efficiently. However, certain pieces of technology that we often rely upon today, like email and text messaging are routinely keeping agents, brokers, and clients at more of a distance than they once were. For example, if you have a quick question for your client that only requires a simple answer, you’re probably more likely to shoot them a speedy text or email. While this might seem easier, it cuts out the chance to casually chat about their day and build that friendly rapport that instills trust and garners future business. But Building Real Relationships Is BetterAlthough people can move to technology, technology fails to move people in the way human-to-human contact does. Unlike some businesses where you can get away with keeping clients at an arm’s length, real estate is a contact business and requires you to develop your relationships beyond a superficial business exchange. Consumers are driven by emotions and loyalty; two things that can’t be found in an app or a website. Don’t be tempted to wait for the business to be delivered to your doorstep from that slick new lead gen program you just invested in. Seize every opportunity to nurture your relationships with personal contact. Easy Ways To Foster A More Personal Relationship With Clients The more that you invest into nurturing your relationships with your clients, the more loyal they will be to you in the years to come with their transactions and with referrals. Here are easy ways to help you take your relationships to the next level:
In a world where technology drives functionality, it can be all too easy to rely entirely upon it. However, one must remember that the business of buying and selling real estate was built on the value of real relationships and real people. Although technology can certainly drive us forward and help reduce busy work or trivial tasks, there is nothing that can replace the value of shaking someone’s hand, looking them in the eye, or laughing over a meal together. It is important to find a healthy balance between leveraging technology and taking every opportunity for valuable personal contact. A Brokerage Built By Real People For Real Relationships Since Jim Weichert began his real estate career in 1969, he inherently understood the value of a handshake. He knew that people wanted to buy from people and made it a priority. As he built the Weichert brokerage one handshake at a time, he made sure to empower his team with the tools and technology they needed to work smarter. Yet, he always made sure they understood the power of that personal touch; a core value of the Weichert brand. If you believe in the value of building lasting relationships, Weichert may be a great fit for your business. To learn more about how you can plug in and be a part of a franchise that will provide you with systems that balance technology with personal touch points, go to https://www.weichertfranchise.com. Original content posted on https://www.weichertfranchise.com/blog/how-to-keep-it-personal-in-a-high-tech-world/ In this, increasingly digital era, more and more real estate leads are acquired online. Managing all of those online leads, in addition to those coming in from more traditional sources has become the Achilles heel of real estate agents. If your agents are not automating their follow-up, your brokerage is at a disadvantage. Enter the real estate CRM. In recent years, real estate CRM’s have become a dime a dozen and while all promise to simplify the path to success, some may not be the best match for your needs. Brokers are busy and it’s hard to find time to hunt for that diamond-in- the-rough CRM to help their agents be more productive. Here are some ins and outs of selecting one that will help your agents make the most of their time and never miss an opportunity.
The Not So Obvious Value Of Real Estate CRM’s At this stage in your career, you realize that a CRM is invaluable when it comes to agents keeping track of leads, clients and referrals. You also expect that a CRM will help them manage their to-do list, calendar, and progress of their transactions. Obviously, this is all important because it helps prevent them from dropping the ball and losing business. What you may not realize is that the capabilities of a truly valuable real estate CRM will reach far beyond those basics. Here are some not so obvious benefits of an ideal CRM:
What To Look For In Your Real Estate CRM One of the biggest problems with real estate CRM’s is that there are so many of them out there with varying features and benefits. It can make choosing one a bit overwhelming! But investing time in selecting a CRM can pay off for your business in the end. To end up with a successful solution, it’s important that you study what they have to offer and how easy it will be to implement and use. Opt for a free trial if one is available and see if it can work in harmony with your business. But before you even start your search, develop a clear cut list of what you want to get out of the software. Here’s what capabilities we suggest you prioritize in your search:
Final Thoughts on Real Estate CRM’s Offering your agents a way to organize and manage their leads will help them be more productive and your brokerage be more successful. No time to vet them? A CRM is often one of the many benefits your brokerage receives by affiliating with a larger brand. When Weichert looked at the world of real estate CRM’s many years ago for its agents, for example, no one off-the-shelf CRM addressed all the follow-up processes and systems that Weichert felt its agents needed to be most productive. So it developed its own proprietary CRM, WeichertPro. Not only does it contain all of the capabilities mentioned above but goes a few steps further:
WeichertPro CRM is just one of the many tools offered to our affiliates that support their growth and success. If you’re interested in plugging your business into the suite of tools and resources that Weichert offers, contact our team at https://www.weichertfranchise.com or 877-746-2067. Original content posted on https://www.weichertfranchise.com/blog/real-estate-crm-options-making-your-head-spin-heres-how-to-choose/ Gen Y, more commonly referred to as Millennials, have now become the most populated generation in the USA, surpassing Baby Boomers. That means that they are one of the largest demographics of home buyers and sellers and are in the crosshairs of real estate agents and brokerages eager to build a profitable business. However, the buyers and sellers of Gen Y are unique in their interests, priorities, and especially their behaviors when it comes to buying and selling real estate. Selling to this tech-addicted generation will require you to be savvier than the competition and to do things a little differently than you did when you were starting out as an agent. Here are three useful tips that can help the modern broker prepare their agents to sell homes to Gen Y.
1. Ad Content That Doesn’t Sell! Millennials grew up in an age of digital marketing with its ever present ad mechanisms, making them somewhat impervious to more blatant forms of advertising. In fact, the more that you try to directly sell members of this generation, the less effective you will be. That’s not to say advertising is ineffective here, but the style and nature of the content has to be more helpful, relevant, or entertaining and less overtly service focused. Millennials respond to creative that is more visual and will be attracted to video content using mediums such as Facebook newsfeed ads. And don’t forget Instagram. Offer free and convenient tools to help, like an online mortgage calculator, or a downloadable neighborhood or local school analysis. The more free tools, tips and services you can offer in your ads, the more likely this generation is to trust your agents, and your brokerage. 2. Supply Your Agents On-Going Training Now, more than ever, the technology and platforms that are used to reach buyers and sellers are complex. Furthermore, they are forever evolving and shifting in popularity. If you want to enable your agents to close deals with the Millennial set, you’re going to need to provide them with ongoing training on topics like social media, mobile marketing and digital marketing, in general. This is an area where big name real estate brands sometimes have an advantage. Weichert for instance, has both proprietary technology and processes that make marketing to Millennials (and everyone) less complex and more efficient. Add to that the training provided by Weichert training teams and its ongoing University approach, and you leverage a powerful educational infrastructure that keeps you and your team on the cutting edge. 3. Enable Prompt Follow-Up Growing up in the most technologically advanced era in human history has had many effects on Gen Y. One of the largest is their increasing desire for instant gratification. This means that when a Millennial expresses interest in buying or selling a property, or has a question about a property or a town or neighborhood, they expect to hear from an agent right away. In fact, agents that fail to follow-up with a lead within 30 minutes or less, will usually fail to convert that lead. They simply won’t wait to hear from you. What is your system for getting immediately back to leads, however and whenever they come in? Do you pass the 30 minute rule, even in the off hours? Brands like Weichert have systems in place that help the agent both get leads and automate the follow-up. Once a lead comes in, Weichert has a call center that handles pre-screening and forwarding, putting incoming leads into the hands of a live agent within minutes. Accepted leads are then fed directly into the brand’s proprietary CRM. As a broker you need to consider tightening up your lead response times and follow up to be sure you’re making the most out of your opportunities. How To Plan The Future With Gen Y As an experienced real estate broker hoping to attract business from the country’s largest demographic population, you understand that your agents require advanced technology and training. You also know that trying to supply all of that tech and training on your own can be a challenge. If you feel that you could benefit from a system of tools and access to the most advanced training programs for selling to Millennials and any consumer category, think about teaming up with Weichert. For more information about our proven strategies and resources go to weichertfranchise.com or call 877-746-2067. Original content posted on https://www.weichertfranchise.com/real-estate-crm/3-tips-for-selling-homes-to-gen-y/ As a dedicated broker with a desire to grow your team and increase their production, you can’t afford to ignore the importance of follow up. Whether a lead is purchased or organic, it will require prompt, consistent, and personalized follow up if it will ever transition from a contact to a client. In fact, statistics show that for every 100 leads that an agent acquires, only 1-5 of them convert to business. If you and your team of agents are ever going to reach your goals, every lead will need to be treated like a VIP.
The Value Of A Lead To really set the stage for how important follow up is, it helps to remember that a lead is so much more than just a lead; it is a lifetime opportunity. It is an opportunity to close multiple deals with that buyer or seller, and everyone that they refer to you. As a broker, you already understand that point because you have paid your dues and served your time as a real estate agent trying to build a business. You also know that it is far more expensive to find a fresh lead than it is to acquire deals from an existing client. For all these reasons and more, facilitating follow up by offering training, tactics and tools for your team, should be high on every broker’s priority list. The First Follow Up Should Be the Fastest In today’s fast paced world, it is more important than ever that a lead receives contact within 30 minutes of “raising their hand” by phone or online. It is not uncommon for qualified leads to fall through the cracks because they don’t receive the immediate and necessary attention they deserve from overwhelmed agents. In fact, a Harvard Business Review study concluded that nearly 71% of all qualified leads are never followed-up with because it can be so challenging to execute without the proper tools and systems in place. Yet, the fact remains that the faster they get a response, the more likely those leads are to become a client. For example, Weichert, understanding these lead dynamics invests in a highly sophisticated national lead processing center which screens all calls and web queries, then transfers qualified leads to local Weichert agents across the country within minutes. With so many agents competing for leads, it is this kind of turnaround and responsiveness that really maximizes the engagement rate within a brokerage. Keep Clients Close The commitment to consistent follow up should not waiver after the sale–or even if a sale is not made. To extract as much value as possible from each client engagement, there should be continued communication on birthdays and anniversaries, as well as, newsletters, market updates, and other valuable content. This is one place that a Client Relationship Management tool (CRM) can really be valuable. By using a CRM to keep track of these relationships and creating a schedule to maintain that consistent, regular contact, your agents will get in front of more and more deals without having to work harder than necessary. As an example, the WeichertPRO CRM empowers agents to achieve success by nurturing their leads with automated, yet personalized emails, easy advertising of new listings, Open Houses and more. All of this having the effect of reducing the number of potential sales that slip through the cracks. Regular promotion, planning, and timely follow up are all part of the WeichertPRO CRM’s wheelhouse, making it an invaluable tool for both agents and brokers alike. Strike a Balance Between Automation and Conversation. The founder of Weichert, Realtors®, Jim Weichert, will tell you that selling real estate is nothing if not personal. He is famous for saying that “people buy people before they buy your product or service” and it’s that people-first philosophy that pervades everything Weichert teaches their affiliates. So by all means, use the latest technology and real estate CRM systems to stay front of mind with your clients and to follow up with regularity. But making these automations as personalized as possible, and supplementing them with actual personal contact, is the key to effective follow up, and building your business for the long haul. A national call center and proprietary CRM are just two parts of a full suite of systems and programs available to Weichert affiliates. If you are looking for a blueprint for success that you can plug your business into, contact Weichert Real Estate Affiliates, Inc. at 877-746-2067 or go to weichertfranchise.com for more information. Original content posted on https://www.weichertfranchise.com/blog/never-miss-an-opportunity-again-to-lack-of-follow-up/ Relocation is a big business. Large companies relocate tens of thousands of employees each year, resulting in a similar number of real estate transactions in getting them from one place to another. These companies are generally operating on a timetable, so these transactions start and close quickly and they don’t necessarily fall within the traditional seasonal trends of the industry. Brokerages with a heavy corporate, government or military presence in their service area know that relocation is a huge revenue source year after year. Often you help the referred employee or executive purchase a home and a few years later list it when the employee or executive is transferred again. It’s a great supplemental lead source for a brokerage. Who wouldn’t want a piece of that business?
Know the Requirements Not just anyone can get into the relocation business. Corporate or government entities have high expectations of the brokerages they work with and it can be a challenge to even get in the door. You have to have the right training and the right contacts to make the cut. It takes perseverance and attention as sales tend to be more time intensive and move quickly. Flexibility and responsiveness is a must. In addition, you need to understand and meet the requirements of each company or government agency and understand any compliance issues to avoid costly mistakes. Certifications like “Certified Relocation Professional”, or “Military Relocation Professional” may be required by the companies you wish to approach, for example. But whatever those requirements are, the payoff of having the continuous lead flow from the relocation business can be tremendous. Get A Regional Start One way to start with relocation is to associate with statewide companies or government agencies who are more inclined to work with independent brokerages with a proven knowledge of their local area and a good track record. But just doing statewide corporate referrals limits your relocation lead generation. Build A National Presence National corporation/government/military companies however, typically want to work with brokerages who have a coast-to-coast business pipeline. Depending on your market, this can put independent or regional agencies right out of the running for lucrative corporate relo contracts. So how do you get in the door? One way is by affiliating with a company that already has inroads to this business. Take the story of Broker Steve Wilke of Weichert, Realtors – Triumph Group in Ohio, who ran a successful relo business as an independent, but saw more and more of his clients require brokerages with a national presence. After losing several lucrative relocation contracts, Steve was attracted to affiliation with Weichert particularly because of its established relocation division, Weichert Workforce Mobility. After his brokerage became a nationally branded Weichert Affiliate, not only did he get back almost every corporate relo client he lost, but he then gained dozens more with Qualified referrals from Weichert. Some very high profile companies placed executives in the Columbus Ohio area using Steve’s team. While relo work is certainly a possibility for the smart independent broker, this is one area where being part of a national brand entrenched in the business really helps. In addition, if you are new to the relocation business, being part of an organization that is familiar with the requirements can help show you the ropes and become a qualified brokerage for receiving these leads. Final Thoughts On Adding Relocation to your Brokerage The relocation business has a unique set of requirements and breaking into it can be tough going as an independent broker, especially when you are competing with national brands who already know the business. A brand like Weichert, with an established relocation division, already has a huge infrastructure of lead referrals and corporate contracts and you have the opportunity to access them as an affiliate. Weichert Workforce Mobility earned the highest net satisfaction score from relocated employees, according to the Twenty-Third Annual Nationwide Relocating Employee Survey conducted by Trippel Research & Survey. It is also the only company to win the “Relocation Management Company of the Year” honors at the Forum For Expatriate Management’s EMMA Awards for three consecutive years. If relocation is something you’re interested in for your brokerage, Weichert is a great resource to partner with and it’s just one of the many things you can plug into as an affiliate. Call a Weichert team member today at 877-746-2067 or go online to weichertfranchise.com to find out more. Original content posted on https://www.weichertfranchise.com/real-estate-lead-generation/cracking-the-relocation-business-do-you-have-the-right-stuff/ |
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