Strategic Selling Tools

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I was recently asked asked a question about real estate website  lead conversion and thought I would keep the sender confidential but post the question and the answer here.

The question was regarding conversion rates and the prices of the various Real Estate Training and Real Estate Web Sites that we offer.

I would have to guess at the conversion rate as each agent and each market is different, I do know that success is in the follow up and you have to follow up right away

According to a study done with over 100,000 follow up calls over three years. if you follow up within 5 minutes you have a 21 times greater chance at conversion and 2000 times better than if you wait 24 hours.

You will get about 30% of the leads being gibberish, however this group is my second favorite group of leads as you can immediately recognize them and do not have to waste any time.

Of the remainder of leads, it will be very dependent on your own personal skill level, we have a 19 page report and script in our real estate education program that covers what I call the Chunk Method of Selling. In this report I cover the 5 Chunks of Lead Follow up and Lead Conversion each chunk is a separate step with a clearly defined goal that is designed to give clarity to the prospecting process.

I will go over it after you sign up to give you insight on this method, it will greatly improve your odds of success.

Sign up costs on a monthly subscription for all five/six websites including setup for the first month is $319.88 and then $69.99 a month after that, annual subscriptions are less.

Currently the Commission Gusher training is $695.00 soon to be $995.00, and we do the Lead Management for $$199.95 per month Paid Quarterly. Of course prices are subject to change, we do however grandfather all current Members.

I love what I do,

James Osmar
SellingToolz Ltd.
www.SellingToolz.com

Sales 800-409-9850

Real Estate Training – Lead Generation Websites                                                                                                                                                              

Real Estate training and the way that you can go about learning new skills have taken on many different ways to acquire the knowledge necessary to keep pace in today’s high tech world.

We have created an extremely efficient solution designed to bring you up to speed and enable you to explode your sales. This is internet based training that enables you to learn from the comfort of your own home or office combined with regular conference calls and webinars.

With the rapid advances in technology today, most real estate agents are falling behind with many not realizing how critical it has become to spend some of their time and budget in this area… sadly, this inability to keep up is totally unnecessary! The model that we have developed will guarantee your success as a Realtor®, if you follow these simple well laid out steps.

Think about the way the Internet is today and imagine how it will be in five years, do you think it will be the same? Or do you think it will continue to advance, as it has for almost two decades doubling every 14 months?

The answer should be obvious… if you continue doing what you are doing; you will be putting yourself into desperate state as far as your real estate sales are concerned. The MP3 Audio attached to this article will bring you up to speed as to how you can very quickly and in the most cost effective way possible; acquire the skills and the outside talent to do this for you.

At SellingToolz Ltd. we specialize in the area of lead generation, lead conversation and relationship building. The three things top agents across all companies and all real estate markets are best at. Click on the above link and you will be able to hear first had how we can assist you in many of the areas being discussed here.

As a real estate agent you know that you have to go out and get business, you know that it will not come to you in large enough numbers to afford you a good standard of living. If you rely on your friends and family, you will end up on the hard done by list. Door knocking is a lot of work and not very effective. Calling out of the phone book is not much better, expired listings have been banned, newspapers and magazines are extremely expensive… the list goes on.

Lead generation cannot possibly be done as inexpensively or as effectively as it can with use of the Internet, when compared to all other methods. This audio goes into great depth on this topic, discussing all of the lead generation websites necessary to achieve this. Discussing examples of why you do not use a personal website with a pay per click campaign such as Google or Bing and why these campaigns will only be successful when using low branded websites.

We will show you how to use your branded websites to capture leads, using methods to drive traffic that you have never heard of before. We will show you how to get your sellers to prospect for you, sending hundreds, even thousands of visitors to your personal websites with every listing you take. We will explain to you why drip email as an initial form of prospecting does not work and is only used by those that do not understand prospecting or by those afraid to get on the phone.

Lead conversion is a learned skill; we cover some of this here however we go into the skills necessary to convert an Internet lead in our Real Estate Training more specifically known as the Commission Gusher Training Program in much greater depth. In this training we go into great detail about all of the above and how to convert a lead with very little effort using our closely guarded secret the “Chunk Method of Selling”.

We also will show you how to get your sellers to eat out of the palm of your hand, choosing you as their listing agent even before you have sat at the kitchen table to do your presentation. Yes the Commission Gusher Real Estate Training program is like no other and should be a mandatory investment on your part. If you want to succeed and understand how to implement technology in your business and explode your sales, you need this training and the tools that come with it.

Relationship building is a learned skill; we will show you how to connect with a new lead over the phone in just seconds… The skills you will learn are used by master politicians, public speakers and religious leaders all over the world. Only a small handful of the Top Realtors® can even begin to understand what it is that I will show you in this training. Most of the top real estate agents that have been taught these secrets don’t want you to know about this stuff. Because it is way too powerful and in the right hands it offers a completely unfair advantage over all other agents.

James Osmar
SellingToolz Ltd.
800-409-9850

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Real Estate Training – Internet Marketing Skills

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Real estate training has expanded into many different niches over the past decade, never has it been so important to increase your knowledge in the area of Internet marketing. With the internet real estate agents have be thrust into an entire new way of having to learn lead generation, lead conversion and relationship building.

This new medium brings it’s obvious challenges, the most significant is that of learning how to utilize this form of marketing to enhance your sales. The three things top Realtors® are best at are lead generation, lead conversion and relationship building and that is what the Commission Gusher Real Estate Training program teaches. With the power of the internet real estate agents have entered an age where they can run their business at a fraction of the cost of past methods in terms of cost to acquire leads, maintain contact and do all of this in a fraction of the time that it did in the past. The internet has even made it easier to learn this new set of skills… right from the comfort of your own home or office.

Never has there been a time in history where a real estate agent can achieve the massive sales where they have today!

As this video will illustrate with the Commission Gusher Advanced Internet Training program you will learn the essential steps that it will take in todays market to push your sales to to levels faster then you ever thought possible.

James Osmar
SellingToolz.com
800-409-9850

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

Real Estate Websites with video and many of the internet tools that are available today are so powerful when used correctly; I am curiously amazed that so many real estate agents are so slow to adapt to such great opportunities.

Video on your real estate website offers so many benefits that I am actually puzzled that real estate agents have not been drooling over the potential to increase and enhance their real estate sales. It’s use as a marketing tool, listing presentation tool, a pre listing tool, buyer presentation tool, free traffic tool or search engine ranking tool. I mean the list can go on and on, yet most Realtors® are afraid to get in front of the camera or unwilling to spend a little money to get a video made.

I am going to share with you some incites and strategies that I find fascinating. As a marketing tool it blows away other mediums in terms of price, reach and the ability to track results. The cost to get a video made with twenty or thirty photos is about a tenth that of print medium and the video can stay working for you for years, pushing visitors to your website by attaching a simple link. Pretty much any one can take some photos, so there really is no reason not to include this as one of your top marketing strategies.

One of the biggest benefits happens when you get your listings on YouTube, not a virtual tour site because there is very little organic or free traffic that comes from these sites. You have to be able to put the YouTube video on your website so that you can direct visitors to your site with email, word of mouth and other marketing efforts. It is essential that you have a website with the proper lead capture technology; I say this because internet lead generation has now become the most effective ways to increase your real estate sales.

Get the video of your sellers home onto your website, call your sellers and tell them that you are going to send them the link to your site with an attached email letter that they must send to all of their friends. This attached email hass a prewritten email they can copy and paste, it contains a P.S. to have them forward this email as a super big favor to all of their friends.

Stress to them the importance of this, because if they get their home sold in the first forty five days it could mean a significant difference in the final selling price. This is because they will not have to deal with a price reduction in forty five days and as a rule the buyers that come in later on in a listing will know that their home has been on the market and very often will be encouraged by this to make a lower offer.

Now you have done two things, you have motivated them to email to their list and you have set the stage for a forty five day price reduction.

To illustrate, if your sellers have fifty friends in their database and if their friends that have been encouraged by the P.S. in the email, forward this email to their fifty friends, that would be 2,500 emails all linked back to your website. The numbers of free visitor traffic can be enormous, if only ten percent participate in this viral marketing effort that would be 250 people that your sellers have silently referred and directed to your website. All for the inexpensive cost of a video, and your sellers are doing all the work… Gives me goose bumps thinking about it!

We just did a new video yesterday for a London Ontario Condominium; Brian Byrne of RE/MAX Centre City Realty has just added the video to his website. Take a look Turn Photos into Video. They really do add a lot of Wow factor, one more big benefit for using video as they impress the heck out of your sellers. I love it because almost all sellers start telling all of their closest friends and family to go look at the video.  Notice how you can add your website link for driving additional organic traffic back to your real estate website.

James Osmar
Real Estate Agent Training
SellingToolz Ltd.
800-409-9850

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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.

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Real Estate Training – Real Estate Training is an essential component to a Realtors®  success. Marketing and prospecting are not a natural skill and must be learned.

Selling Toolz Ltd. specializes in the building of Internet lead generation, marketing and prospecting tools for Realtors®. Branded and low Branded Real Estate Websites, Real Estate Blogs, referral tools as well as market mail outs and video tools.

Coaching the skills of the Internet via our Commission Gusher real estate training program will ensure every Realtor® a successfull lead generating business in the most effective cost efficient way possible.

James Osmar
Selling Toolz Ltd.
800-409-9850

Conference Call <<<<<—- Click Here

On the call we cover prospecting with your web page, using video and the importance of opt-in buttons and the strategic layout of  the branded website Performance Web Page <<<<—— Click Here

We worked with a lot of examples which are included here.

http://JamesOsmar.com

http://TeamGoran.com

http://EdwardMilani.com

On the call we also discussed the non branded opt in page Gold Rush Leads <<<<—– Click Here

This is an example that can be used as a non branded page for Google ads to find buyers or it can be used with non branded Market Mail Outs Coming Soon <<<<—– Click Here

This is the example page http://london.realtyvalues.info

You will also be able to see how video will dominate your market place, driving traffic to your website.

Examples can be seen by going to YouTube.com <<<<  —– Click Here and type in London Ontario Real Estate you will see how James Osmar still dominates that market.

If Video Marketing and Prospecting is your thing, go to Video Edit Upload fort more information on this Real Estate Selling and Prospecting tool Video Edit Upload <<<<—– Click Here

James Osmar
Selling Toolz Ltd.

800 409 9850

TrainingJan13_10 <<<—– CLICK HERE

BY REQUEST THIS CALL POSTING HAS BEEN EXTENDED

It is an in depth conversation covering Internet prospecting,  advertising and marketing. How to capture leads when to follow up and all the necessary tools that you will need to easily become successful as a virtual prospecting real estate agent in your market.

If you are a  technophobic Realtor, we have a managed Google AdWords campaign that will take all of the day to day work and the initial setup off of your plate and put it on ours.

Managed Internet Leads <<<—- CLICK HERE

To your online success,

James Osmar
Real Estate Agent Training <<<—- CLICK HERE

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Prospecting on the Internet has become the hot topic and is now the main place buyers and sellers go to start their real estate search. This is a National Association of Realtors research finding indicating 94% of all people now go to the Internet and 75% of them choose the first agent they meet.

Just as interesting it is said that only 6% of  people now go to newspapers and magazines to search for a home…

CLICK HERE —>>> Training Call Nov4-09a

With a small amount of training you will be a top expert in the area of  Internet Prospecting

Real Estate Agent Training <<<<—– CLICK HERE

SellingToolz Ltd.
800-409-9850