Brooke Wolford
By Brooke Wolford
I recently moved to a new brokerage. It was an amazing change for me and I fell in love with my fellow agents and co-workers at the office. I’m the kind of person who really appreciates all the little things people do for me. I can honestly say that I have never met such a great group of people who are all in one office.
I do, however, have a hard time knowing how to thank people. I got to thinking… How is it possible to explain to someone how much you appreciate them? I wonder if my clients know how much they mean to me, and that I genuinely appreciate that they decided to use me as an agent.
I began to think about the things I do when I say thank you. Whether it’s sending a card, an email, or a phone call, I always thank people somehow. I think to myself, “Is my thank you genuine enough?” I always tell clients thank you face-to-face at some point. This way I know they can see how true my appreciation is. Even after I thank them face-to-face, I still send them a card or email telling them “thank you” again.
I think sometimes the art of saying thank you gets forgotten. If you think that you are owed something or that things will always come your way, you are wrong. You have to remember that in our business, our whole framework for making a buck relies on others. It’s our clients, our brokers, our loan officers, title, office staff, etc. They all have a part in how we become successful. Be thankful. Appreciate the people who help you along the way. Say thank you and really mean it!
Brooke Wolford is a real estate practitioner with Coldwell Banker Burnet in Woodbury, Minn. Follow her blog at adventuresinrookierealestate.com.
Brett Caviness
By Brett Caviness
It can be boring, spending a large amount of your weekends sitting or standing in what are sometimes vacant homes for hours on end. For me, the value is developing strong communication and sales skills. With a degree in communication studies, I still find myself learning and developing techniques to effectively communicate with clients while qualifying them at the same time.
It can be all too easy to greet people at the door and let them wander with the usual, “Let me know if you have any questions.” I have found some specific tactics very useful and lucrative when used during my open homes.
I recently turned common Sunday lookers into buyers in two weeks time. A couple came through one of my Sunday opens, they were pleasant and quiet as they made their way through the home. They said they didn’t have any questions and were on their way out when I began to chat with them. Simple things like, “How long have you been looking? Are you from the area?” These simple questions quickly snowballed into learning about their situation while developing a personal connection with them.
After getting a good feel about what they were looking for, I told them I would do some more searching and set up some showings that might be a good fit for them early in the coming week. They were excited for the work that I was willing to do for them. In two weeks time, Continue reading »
Nobu Hata
By Nobu Hata
This summer, against my wife’s better judgment (sorry hon), I decided to take the plunge into the REALTORS® Political Action Committee’s President’s Circle. Basically, after giving at the local level, I’m contributing $2,000 of my hard-earned cash directly to industry-friendly politicians’ political campaigns.
Say what?
I had many reasons to do it, and if you told me just a few years ago I’d be piping money to anything, other than my bank account, much less a politician, I’d have smacked you in the mouth. But among them was the Flood Insurance issue that has, again, reared its ugly head. An issue that has hit home for my state, and frankly, ticked me off. I’m not politically savvy to fight for this on my own, nor do I have the stomach to sit in any politician’s presence right now, so I thought that money would be the best way for me to talk.
Once I told people in D.C. (I talked to Brooke Roth and Chris Nave, RPAC fundraising representatives at NAR) of my intention to give, I got a slick email with the name and party affiliation of politicians who have made the RPAC trustees’ cut-list, PLUS a low-down of what they did to get them there.
Lo and behold there were Republicans AND Democrats from across the country who have been fighting our fight on their local and national platforms. One was even a former REALTOR® – a huge bonus. It took me weeks to run through the list, to decide who would get some cash, and in the end, it was two Democrats and two Republicans who got it. Continue reading »
Anand Patel
By Anand Patel
As a member of the newly-formed and energized Tampa YPN network in Tampa, Fla., I find myself, along with our other committee members, answering this question when sharing the purpose of YPN with REALTORS® of all ages.
Why do I need YPN? If you ask any three YPN members, you’ll get three different answers. I discovered this while speaking with fellow YPNers at the local, state and national levels as everyone sees a different purpose and value in being a part of the Young Professionals Network.
There are MANY compelling reasons to belong to a YPN network (and I’d love to hear yours below this post), but I want to share with you the #1 reason why I feel YPN is important — no, NECESSARY –not just for the “under 40” crowd, but for our more “seasoned” REALTORS® as well: We need THEM and they need US…bottom line.
I truly believe we are at a crossroads in our industry right now where the old school and new school ideology are intersecting, with both achieving success at varying degrees. YPN is the necessary “bridge” between the generational disconnect currently experienced in real estate. It is a forum where two seemingly polarized ways of doing business can benefit from what each has to offer.
There is only so far the use of technology and social media can get you in terms of building rapport with clients, gaining industry competency and closing the deal consistently. There are negotiating skills, sales techniques, understanding the psychology of all parties involved (especially when the deal is about to fall apart), and many other traits that usually only come with experience. Continue reading »
Toby Boyce
By Toby Boyce
I’ve had the fortune of serving on committees for the Delaware County Board of REALTORS®, Ohio Association of REALTORS®, and National Association of REALTORS®. By far, whenever the topic comes up around agent and non-agent friends alike, the focus is shifted towards NAR and how “cool” that is.
Sure, I’m a big fan of the work NAR’s Professional Development Committee does, and it has a large impact on members, but how does that really help my buyers and sellers? OAR is in the same boat. Discussing issues as the vice-chair of the communications committee is great. Yet, how much does that really impact the people that I’m working with as buyers and sellers?
When it comes to my community, I get the most out of working as a member on the public relations committee for the DCBR. Why? Because this is where the decisions and time commitment I have made are make a real impact on those I serve. Such as the bowl-a-thon that has donated about $3,000 a year to a local hospice. The ideas and action we take at that local level make our communities better places to live and work.
So, the next time your local board needs volunteers. Remember those hours will have the greatest direct impact on your community.
Toby Boyce, MBA, is a real estate practitioner with Keller Williams Consultants Realty in Westerville, Ohio. Visit his Web site: www.delawareohrealestate.com.
By Amanda Stinton, NAR’s Green Designation Specialist
Check this out: Two days of NAR-approved courses covering two-thirds of a designation for $0, zero, zip, nada, zilch. Really!
If you haven’t already heard, NAR’s Green REsource Council is hosting two days of courses November 9-10, prior to NAR’s annual REALTORS® Conference and Expo in Anaheim. The courses are only open to REALTORS® who belong to their local YPN. In addition, the courses are taught by top national instructor and green building expert Bob Hart and they’re absolutely free!
If you aren’t a YPN member yet, join! Then just visit our site and submit a registration form: www.greenresourcecouncil.org/ypn. We’ll follow the second day of class with a wine and cheese reception. All students in this class will also get a coupon allowing them to take the final course, Green 300: Greening Your Real Estate Business, online at a discount.
So, maybe you’ve noticed different labels on products in homes or maybe there are green features abound that you simply haven’t noticed because you haven’t learned what to look for. Your clients want a home that’s healthy, durable, efficient, and nearby to the places they frequent. The question is, do your clients consider a healthy, durable, efficient, well-placed home a description of a green home?
As real estate professionals and REALTORS®, it’s important that we know how to guide clients so that they can make the best homeownership decisions for their priorities and needs. What if you could show your buyer client the home that meets their requirements and saves them money each month on utilities when compared to other homes in the area? How about the home that could sell for a premium when your seller decides to move because it’s green certified? Earning NAR’s Green Designation will help you position yourself as a trusted advisor.
More than anything, it’s a fascinating niche in the industry full of energy and interesting people. Of course, I’m biased having worked with NAR’s Green Designation, but there is real value here. I encourage you all to harness it!
David Krichmar
By David Krichmar
And now for Part 2. (Check out part 1 here.)
4. Magnet Sign- “No one has ever called off a car magnet.” Really? Ask around your office — someone has gotten a deal off their magnet sign on their car. Get a nice and easy-to-read magnet for your car. Heck, how else can someone tell you sell real estate when they see you at a traffic light?
5. Name Tags- Yes, trust me, I know. No one has ever said, “You look amazing in that outfit. Now if only you had a tacky looking name tag, the outfit would be complete!!” But just like with magnets, it gives you the easiest and most direct way to make sure everyone knows you sell real estate. Make sure the name tag is direct and easy to read. Heck, make it catchy. Maybe a name tag that just says “Looking to buy a home? Ask me!” How much does a name tag cost? Maybe $15 on the high side?
6. Open House- Again, no one likes them… which gives you an even better opportunity to ask REALTORS® in your office if you can hold an open house for them, for one of their listings. It helps get that REALTOR® more traffic for their listing and it helps you get some new potential buyers. You can also try this approach with smaller home builders.
7. Market to a Professional- Think of a marketing campaign and aim it at a certain professional group. Try to choose a group that has some influence on other people such as CPAs or financial advisors. Or groups that have many coworkers, such as teachers, firefighters, police officers, or HR departments. Then offer them something for free. Some examples are a free home warranty, appraisal, free iPad, or talk about a specific program that is just for them (e.g. tax credit for teachers). Then make a flyer and drop it off at schools, fire houses, offices, etc. These groups are great to market to because if you do a great job they will tell all their friends and coworkers.
Like I mentioned in my previous post, online marketing should still be king. But, there are still other ways to market yourself. If business is slow, or you are new to the real estate business, then this list gives you some inexpensive easy ways to market yourself.
David Krichmar has been in the real estate business since age 19 and is currently a mortgage expert in Sugar Land, Texas. Connect with him at www.daveyourmortgageguy.com or @DaveMortgageGuy.
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