Strategic Selling Tools

eMail Drip Campaigns Do Not Work!                                                                                                                                      

Real Estate eMail will most certainly enhance every real estate agents sales if they build into their systems a regular well thought out follow up routine. It is necessary to keep regular contact with your real estate leads and long term list. This can be done with emails, calls or direct mail; it’s just not done the way you might think it is… I will slap you with this, DRIP eMAIL DOES NOT WORK, so don’t do it!

You must learn to follow up when using email, delivering items of value not irritating babble. Because and I will say “trust me on this”… most prospective clients will be interested in themselves not you, your sales dribble about how wonderful you are or tips on how to clean their closets. These strategies are pathetic and have been crafted by real estate wannabes that do not know what it is to prospect and have never spent any serious time in the prospecting trenches.

People that start out looking at real estate want to see real estate, so send them what they want. When buyers are in the stages of buying you should be prospecting them… this is a learned skill. You are going to have to grow a pair and step up your efforts to make contact with the people when they have raised their hand and left some sort of contact information with you. Sadly, I see a large number of real estate agents fail right here! The only reason for failure at this stage is you are lazy or afraid and if you want to be successful at selling real estate then you had better deal with these demons.

Your best practice is to make the initial follow up with the intent of developing rapport so that you can make your offer; I call this initial offer the elevator sales pitch. It is a strategy that involves building rapport and then being able to make a short offer, hence the metaphor… elevator sales pitch. Imagine meeting a person at the base of and elevator and you overhear them calling their spouse. Honey I drove by a great house today lets grab a Realtor® and go look at it. You step onto the elevator and you now how thirty to sixty seconds to give your pitch before this person escapes through the opening door… blow it and you will never see this person again.

Every real estate agent should learn to deliver a thirty to sixty second sales pitch, because people love to buy, they never like to be sold. When you learn to deliver your message at the right time, people will give you the courtesy to listen. If they are interested they will move into wanting to buy, if not you might want to consider backing off the pitch and work towards building that right moment. Successful salespeople learn to sense this and that is why they are son dammed good!

When you get an internet lead you must build rapport, and then use your finely tuned well crafted elevator sales pitch. You now have thirty to sixty seconds to get them to want your system of delivering the listings they want via eMail. Getting them set up sending listings is your best bet to continue the contact and enabling you to keep building rapport to the point of getting a face to face appointment.  By sending listings you will now have the built in formula for the follow up call. Don’t just send listings with out a phone call follow up thinking you are doing your job and hoping that they will call you. The entire point is to use this as the lightening rod that gives you a reason to make contact leading to an appointment.

The entire strategy is not a drip email campaign it is prospecting at it finest, getting you to that critical face to face appointment and as NAR tells us, you will have a 75% chance to be the agent of choice by being the first agent they meet with. With 50% of all people that fill out a form on the internet making a move with in 1 – 18 months, this is a hot list to target and you would be wise to hone this skill.

Do not place a person on drip email during the prospecting stage and if they will not answer your phone calls, don’t automatically send them listings to view. Send one email to try to establish contact, who knows the phone number might be wrong. If they will not engage with any sort of contact, then move them to your drip campaign because at this point you have nothing to lose.

If you can see that the relationship is developing in a way that is positive, this will lead to the face to face appointment. If after a couple weeks the prospect has been avoiding your calls, cut them off. Send an email suggesting that they call you if they would at anytime in the future like to continue their home search. If they email asking to stay on the system, eMail them back asking for a phone conversation to discuss their future needs. You need to call because you need contact in order to gain that all important face to face appointment. If they email you asking to stay on the system, email them back with instructions to call you. I have to make this abundantly clear; prospecting is about building the relationship to the point of getting a face to face appointment.

I consider Real estate sales to be a contact sport and it’s not meant for sissies!

Your entire goal is to establish rapport to gain a face to face appointment. At anytime in the sequence of your established goal, the game is changed; you can now put your prospects on drip email. Drip email should only be used as a means of keeping in long term contact with potential clients or past clients that are not in the market to buy or sell. This determination is rather simple, they are in a 120 day time frame or they are not. If they are inside of 120 days deliver items of value and that would be listings that meet their goals. For buyers or sellers on your list that you either do not know what their plans are, they have already bought and sold or their plans are outside the 120 day prospecting period. They go on your long term contact strategy and that involves marketing with your real estate blog.

Read this article on Real Estate Blogs to expand on email strategies.

To recap The Chunk Method of Selling

Build Rapport
Elevator Sales Pitch
Qualify Their Needs and Ability
Send Items of Value (Listings)
Continue Building Rapport
Get a Face to Face Appointment
Contract Signed

James Osmar

SellingToolz Ltd.

800-409-9850

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Real Estate Websites with Video                                                                                                                                                   

Real Estate Websites with Video help real estate agents solve one of their greatest challenges, how to become competitive at generating leads for their real estate business.

Most of real estate agents are well aware of the benefits of having a website but the challenge lies in driving targeted leads to their websites and then converting those leads to clients. The new standard toady involves the use of website video to assist with selling homes and acquiring targeted leads. The use of video for marketing real estate property is still at a stage of catching on due to various misconceptions among the real estate agents on it ease of use and cost to produce.

Creating video for your website is pretty simple if you already know how to use a camcorder or you can turn photos into video. All you need to do is walk through every room in the house and take videos or photos of the features that you want to promote about the specific property. Describe it in detail as you would to a prospective buyer who is physically present with you. Once you get the hang of this then you are on your way to producing quality video content to help you generate leads and market your listings.

Creating a video tour is not as expensive as is often thought. If you do not want to engage the services of a professional video production company, then here are a few pointers on how to make your own.

Record the video on your camcorder and then transfer this video to your computer using either a firewire cable or a USB connection. These cables come standard with most camcorders.

Edit your video using video editing software. It is possible to get suitable editing suits that are completely free on the internet, but if you are thinking of incorporating advanced video effects in your tour then you might consider purchasing a premium package. These video packages are relatively inexpensive and can be purchased for about one hundred dollars.

My two favorite video editing software suites are Pinnacle Studios and CyberLink Power Director for Windows; the Macs come with their own proprietary software. You can also use PowerPoint and Camtasia to make some pretty cool videos out of slides and photos.

You should make sure that your computer has the capacity to handle video editing tasks. Using a computer that has lower specifications will lead to constant crashes and you may have to compromise on quality.

The benefits of using video to generate useful leads for your real estate business are often underestimated. You can sell a property directly with the use of video tours. You will definitely get more traffic to your site than a competitor who is using static images. Consider the costs that you incur when you have to follow the traditional method of selling a property. Video tours can save you plenty of time to that you would otherwise spend on marketing efforts so that you can concentrate on other aspects of your real estate venture. The best benefits occur when you place your videos on YUouTube.

A video website will not only increase the visibility of your properties and help you generate leads, or close more deals, it will also show that you are a professional who thinks outside the box. This will serve to boost the confidence that prospective buyers will have in your business and you will find that you are more effective in your marketing than before. To get a better understanding about video and its overall benefits I would recommend reading this article and looking at some of the examples provided with it.

Real Estate Websites with Video | The Amazing Benefits

James Osmar
SellingToolz Ltd
800-409-9850

Online Lead Generation                                                                                                                                                                

Success in real estate sales is partly determined by relationships developed through online lead generation. The concept is quite recent in the industry and can be confusing to both new and experienced agents. Despite this, relationships are fundamental for success in real estate and you can not manage without them. The internet has simply offered real estate agents a new means in which they can meet new potential clients.

Traditionally, many Realtors® used door knocking, cold calling or advertising as a strategy for acquiring new clients. The method is still in use today but is not nearly as efficient as the internet as a form of lead generation. When using these old time consuming and costly methods of generating sales, more often then not you end up with sore knuckles or a sore ear.

In other words you are spending a lot of time or money trying to find strangers with a view to doing business. Considering that most people like their privacy, this invasion is often not taken kindly at all. In fact, some people treat such offers with hostility and tend to drop the receiver immediately or slam the door… ever been there?

To succeed as a Realtor®, you must develop a system of  lead generation that will guarantee your business a constant stream of buyer and seller leads. Especially when starting out in the business, if you need to kick start your business or increase sales of your existing business. You will realize that consistent lead generation and prospecting is a must in order to secure enough leads to achieve your sales goals. You cannot depend on your broker or your friends and past clients for a sufficient number of leads to reach any serious level of sales. Real estate sales is a contact sport, you chose this path and the sooner that you accept the fact that you will have to approach more people then people will approach you, the more likely you will succeed.

Online lead generation is among the best strategies to use for securing clients. To illustrate this, gathering leads usually involves targeting both buyers and sellers to conduct business and research is essential if you are to get the best possible leads going about it the old fashioned way. Meaning you will have to conduct a survey of the city, find out the forces which influence the real estate sector in your target market, as well as getting information on local demographics and home values. On the same stride, you must research on median income levels for people living in the area so you can choose a suitable niche to focus on. You will then have top develop a means in which you are going to meet this target market.

The enormous flexibility and reach of the internet makes the process of targeting a market and doing the research much simpler as you can use tools that quickly let you do split testing and cost analysis with the click of a mouse. What once would have taken weeks or months can now be organized in days and even hours.

When visitors go to your websites and complete your lead generation contact information form, you will have to follow up preferably by phone. The follow up method will determine the type of relationship you will have with the client. Hence, it is advisable not to put pressure when talking to potential clients swarming them with multiple qualifying questions. Simply spend the first few minutes of the phone call encouraging conversation and building rapport. If you can get the person on the other end of the phone talking, you are leaps and bounds ahead of your competition. The critical aspect here is to avoid being the typical real estate agent, don’t go for the close; don’t try to qualify them in the first thirty seconds of the call. Spend that valuable few minutes talking to them like a friend, once they open up they will tell you through their conversation what their intentions are and give you the answers to half your qualifying questions on their own.

It is best to adopt a friendly tone and converses normally, do not expect to seal the deal with the first phone call or email. Your perseverance and firmness will be put to the test constantly and how you react will to a large extent determine the success of the conversation. Once they have opened up and started to talk for a few minutes, this will be your opportunity to make them your offer. I call it the elevator sales pitch, imagine you are on an elevator; you have thirty to sixty seconds to enlighten them with your offer. If you are a good sales person you will be able to do this, if not you better practice your script in a way that enables you to deliver your message within this short period of time.

Your Real estate websites should not be left as the last thing on your list to consider as a source of  lead generation, your real estate websites should be your first. Today’s market demands that you have more than one website, focusing on every aspect of the buying and selling cycle. They should be your primary source for real estate prospecting, relationship building and selling tools.

James Osmar
Selling Toolz Ltd
800-409-9850

Real Estate Training

Not every real estate training program is the same and it would be wise to consider your goals and current industry trends when faced with different options. What is clear is that today it is much more difficult to survive this industry without knowledge of online marketing strategies. In order to succeed and maintain profitability and relevance in the industry, you must have knowledge on this critical aspect of the business.

Most successful real estate sales people have learned to use the internet for growing their businesses. They have developed and mastered smart ways by which to attract and retain clients online.

You can find comprehensive and advanced Realtor® training programs online. Some of are free of charge but the best ones require you to pay reasonably for the courses. The online real estate training courses are offered to both beginners and experienced Realtors®. Basically, any person wishing to improve their online presence in this lucrative field can go for this training. Due to the dynamic nature of the internet, ongoing training is always called for so as to inform oneself with relevant and upcoming issues.

Conventional real estate training usually follows set guidelines and curriculum requirements. Knowledge of the internet and how to harness it to your advantage is not a requirement for one to be issued with a realtor licence. Most trainers ignore teaching this crucial aspect of the trade and focus only on the laid down curriculum as it can be very difficult to acquire the knowledge. In fact, some of these trainers are in business and do not have time to learn new trends and changes related to the internet.

It can be disappointing to spend so much time on acquiring knowledge while others are making money online. For this reason, it is highly recommended that you upgrade your skills in this area of online internet real estate strategies with proven methods of lead capture, lead conversion and relationship building. Your trainer must be updated on the latest information, software and SEO strategies being used by Internet masters to gain the lion’s share of new real estate leads.

Click here to listen to the Tony Crawford interview —>> Lead Generation

Online Realtor® training is aimed at generating more revenue for your business from the internet. You will learn to earn more by discovering how to acquire more leads, more listings and increasing sales. Similarly, you will be taught how to improve your methods of prospecting for clients and better ways of marketing your business. This follows the established fact that most home buyers and sellers hunt for information and clients from online sources well before they seek out a real estate agent. The trend is steadily increasing as technology improves and any tech savvy individual knows that the internet is the new platform for business.

It is not difficult to achieve Realtor® training today. The courses can be packaged conveniently to suit your personal schedule. The major benefit of online training is that you can apply the knowledge immediately as you understand the basic concepts. All you need to have is a personal computer, an up and running real estate website or blog and a reliable web hosting provider. Once you have established a presence on the internet, you have full access to thousands of potential clients twenty four hours a day throughout the year.

Real estate  training for advancing your internet knowledge does not negate the traditional methods of real estate selling skills as they are often the basis of most internet marketing strategies. A combination of traditional and modern techniques of real estate selling skills will ensure that you reap handsome rewards as a Realtor®.

James Osmar
SellingToolz Ltd.
800-404-9850

Managed Internet Leads

Leads are the lifeline of the real estate Industry, prospecting should be your most important appointment of the day. If you do not have the knowledge, the interest or the time to tap into this low cost source called Google, we have created an extremely effective solution. This is a complete turnkey opportunity, enabling you to run your real estate business while we  generate your Internet leads.

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• The Internet offers Real Estate Agents the lowest cost source of leads across all possible mediums. Just think about what cost you to advertise and generate a lead form a newspaper or real estate magazine.
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• It would be safe to say that it cost at least forty to two hundred dollars to generate a lead form a real estate print ad and it would cost at least a thousand dollars to generate a lead from an average market evaluation mail out.
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• You can generate leads from a Google pay per click campaign for pennies in comparison to these lead sources and we will prove it.
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• You don’t need to be a tech savvy Realtor; we will do the heavy lifting for you. That’s right, all you need to do is provide your information and we will do all the setup of the web pages that you need, the accounts that you need and the understanding of what it is you as a real estate agent you need to do.
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• Getting the leads is now the easy part, all you have to do is return the calls… and there will be lots of them. You pick the budget that you are comfortable working with and we will target the leads that will go to your or your real estate team’s inbox.
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• Consistently get the number of leads you want and never worry or struggle again. If you have a large number of agents on your team or if you are selling homes and properties solo. We can build the lead generating program that will make you and your real estate business successful.
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• The National Association of Realtors (NAR) has researched and states that 94% of all people now go to the Internet to start their real estate home search and even more significant, 75% of buyers and sellers pick the first agent the meet with.
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CLICK HERE TO LEARN MORE —->>> Leads Management

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Realtors Internet Training Program

With the Realtors® Commission Gusher Advanced Internet Lead Generation Training Program, you will gain the Understanding, learn the Strategies and acquire the Tools that will enable you to consistently capture a steady reliable source of buyer and seller leads from the lowest cost source of them all the Internet.

• Module One

  In Module One we will show you How to set up all you Real Estate Internet Prospecting Systems and accounts. We go in depth covering the importance of prospecting and distinguish the various types of advertising. Covering the best targets the lowest cost most profitable possibilities.

• Module Two

  Module Two goes in depth into web page prospecting and how to turn your Performance Web Page into a lead funnel. By this stage you will go from Technophobe to a Tech savvy Realtor. We will cover all the various aspects of implementing YouTube into your daily prospecting routine. One of the most significant prospecting tools of this century. As well we take all the mystery out how to select the right equipment and software to take on this significant are of the real estate marketing.

• Module Three

  In Module Three you will learn why as a real estate agent you need several different lead generating web pages and how to use them. We cover in great detail how to suck leads out of the Internet like a vortex with your non Branded Gold Rush Leads Page. Get prepared to think in this module as we go deep into Google AdWords. You will see just how inexpensive it is to use these systems to acquire leads, learn this and you will never have to beg for deals again.

• Module Four

  Module Four will give you a complete understanding about how to use Craigslist, Kijiji, Backpage as well as other posting sites. You will see that it is not enough to simply put your listings on these sites; you must follow a critical strategy that almost no real estate agents have figured out. Do this correctly and you will drive hundreds of free leads to your in-box.

• Module Five

  Module Five will enable you to develop your long term client contact strategy with the use of a Blog. You will see just how easy it is to get information for hundreds of real estate sites around the internet and just how easy it will be to position your clients as the agent of choice in your market. As well we will show you how to train your clients in a way that they will want to send you all of their referrals. This is one of the most powerful strategies that you will ever learn.

• Module Six and Beyond…

  Because this is a lifetime membership, this site will continue to grow and evolve with the times. We will always be adding new technologies and prospecting strategies that will bust open new markets as the present themselves. For example we are currently developing a new prospecting system for Facebook, this is the most targeted audience in the world and it is brand new. We are also developing a new non Branded Market Mail Out program. As a Commission Gusher Training member your price will be secure.

  CLICK HERE TO LEARN MORE —->>> Real Estate Agent Training

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As a Realtor® a personal website is a must, you know the type it has pictures of you and lots of company logo colors boldly displayed. However to drive massive leads to your inbox, in todays market you need a suite of websites.  The Gold Rush Leads Page creates a natural way for your buyers and sellers to get what they want, to look at properties for sale without you the Realtor® crowding them.

• Driving laser targeted leads directly to your in box should be on your list of prospecting systems. This Realtor website will quickly be your most aggressive strategy that you use as a means of acquiring new business.
• Because this system is set up with Google AdWords you will get fist page ranking on Google within 15 minutes of setting up your real estate web page. This form of prospecting is the most cost effective way that you can generate new real estate buyers and sellers in today’s market. It is the perfect, most aggressive and cost effective solution to acquiring new leads.
• The direct response features that are built into the system enable you to know exactly what each lead cost and therefore what each deal will cost you. When compared to print media the Internet is not only offers you the largest and most targeted leads. You will be able to capture these leads at pennies on the dollar when compared to any print media.
• The Gold Rush Leads system is also designed to be used with Goolge, Yahoo, Craigslist, Backpage and Kijiji. In addition, this is a dramatically effective tool when coordinated with a low branded neighborhood flier program. The key to its success is playing down the agent and company and focusing on what it is the buyer and seller really wants. Because you are giving the client what it is they want, your conversion rates skyrocket. It is critical to remember that in the first few weeks when buyers and sellers are considering a move, they avoid real estate agents like the plague, thus making this system the perfect way to intercept them before they find a new home or another Realtor®.
• The non Branded Opt in page is a three step method of building trust with your visitor. One of the reasons it works so well is that it gives buyers and sellers immediate gratification. They are getting what they want when they want it and there is a separation between them and you. Look at the way you buy a car and you will get it, you start out looking at cars not salespeople. When you find the car you want, you then select a person to help you with that process.
• You will consistently get the number of leads you want. This three step system will push leads to your in box no matter what market you are in or how good or bad your market is at this time. People always have to move and as NAR shows us, 94% of people go to the Internet to start their search. Because we use a three step system, casually getting the buyer or seller involved in the process, giving them what they want. Your opt in rates increase from 1% to 3% in the case of a normal web page to an incredible 8% to 35%.
• Not only does NAR state that 94% of all people go to the Internet to start their real estate home search while only 7% use a news paper… NAR also tells us that they have discovered 75% of all people choose the first real estate agent that they meet and 50% of all people that complete a form on the internet buy or sell within 1 to 18 months.

To see refer to more  information about  the low Branded Gold Rush Leads Page and the entire suite of SellingToolz websites and real estate lead generation tools.

CLICK HERE —->>>>> Real Estate Agent Websites

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Click Here ——>>>> LEAD GENERATION

This is a great interview about Internet Lead Generation Websites for Real Estate agents and it will most certainly help your business. On the call Tony discusses how he captures and converts leads to eager, friendly Buyers and Sellers. He also goes into depth about he tools he used to triple his and his partner Carol McBain’s real estate sales in the first year of using this system.