Jason O'Neil
By Jason O’Neil
Referrals, referrals, referrals. We all get them and we all want more. We want referrals from our lenders, our title reps, our barbers, our past clients, and we especially want them from other agents. We love referrals because they are easy leads. They are not faceless Internet leads or the sometimes abrupt sign calls; they are real people who are friends of someone.
Referrals are easy to talk to for two primary reasons: One, they are less guarded because you were referred by someone they trust. Two, you have something or someone in common.
Over the past 12 months, 85 percent of my business has come from referrals. I, too, love referrals.
We track our business sources, but do we track our referrals? When I say track our referrals, I mean the why. Why does someone refer you? What is your referability? High, low, middle? Do you have any idea? Why will some clients run to the top of a mountain and scream your name? And why do others, who have worked with you dozens of times, not feel comfortable referring you to their closest friends or relatives?
Sometimes we aren’t referred because referrals are risky. They really are. If I speak up and say you should work with my accountant because he does great work and you end up not liking him, I look bad. If you love my accountant, well, that was to be expected. If I say nothing or don’t refer an accountant, I likely stay unchanged in your mind’s eye. So there really is a downside risk to referrals. But referring people is fulfilling — it makes people feel good to help other people and to give their opinions.
So, why should people refer you? How do you become more referable?
I think it’s simple: Continue reading »
Hilary Hale Brown
By Hilary Hale Brown
I had the pleasure of spending most of a recent afternoon with Avis Wukasch. For those of you unfamiliar with this vivacious woman, Texas Real Estate Commissioner, and 2012 Texas REALTOR® of the Year, I highly recommend spending a few moments to read her bio online. She reminds us all of what we can accomplish in this crazy game called real estate.
The purpose of her most recent trip to the Permian Basin was for feedback from REALTOR® members on the current issues affecting them at the Texas Real Estate Commission: from the launch of their new website, to educational requirements for brokers and continuing education for licensees, as well as issues affecting appraisals, one of the newest additions to TREC’s scope of oversight.
The informal discussion held after the luncheon gave us all an opportunity to feel like our voices were heard. Speaking directly to a commissioner, when the most communication we might have had with this mighty state organization is an automated email, spoke to the heart of what being a REALTOR® is about: people.
The experience of sitting down across the table from her and feeling like our voices were heard is no different than what we do on a daily basis with clients. We listen to what their concerns and needs are and find a solution for those. Whether it is locating the perfect property or easing someone’s mind over inspection issues, or making sure the lines of communication remain open between agent and client, we sit down in the same way Avis sat down with us and let others know they are heard.
A big thank you goes out to Avis Wukasch and the wonderful inspiration she brings to people of all ages in our industry.
Hilary Hale Brown is a REALTOR® with Keller Williams Realty in Midland, Texas, and serves as chair of the Permian Basin YPN. Connect with her online at hilaryhale.yourkwagent.com.
Lynn Minnick
By Lynn Minnick
I was lucky enough to have been picked to participate in NAR’s Leadership 200 and 300 classes this week at my association. I say lucky enough because we’re the largest association in our state and there were only 35 seats open. Last summer I was involved in our two-day strategic planning session, which was a first for me and pretty much blew my mind. (Rumor has it we “younger” members have an in because they’re grooming us to become the future leaders of the association!)
While the courses are definitely aimed at becoming leaders in your association, the information and experience was much more than that, as it should be if you’re going to take an entire day away from showing and listing appointments, right? The classes covered topics such as how meetings are run, Robert’s Rules, strategic and operational planning, conflict resolution, and more.
These are the messages that resounded with me:
1. Always keep your association’s strategic plan at the top of your mind in committee meetings. For those who are serving on association committees, how is what you’re doing going to advance your association’s strategic plan? If it isn’t, it shouldn’t be on the agenda at all. Shouldn’t we be keeping that same focus in our own personal work agendas? Also, do we have the metrics in place to track our progress?
2. Plan more, worry less. Continue reading »
By Jared James
Jared James is the CEO and founder of Jared James Enterprises (JJE) and travels around North America speaking to and coaching REALTORS®. Connect with Jared at www.jaredjamestoday.com, on facebook.com/jaredjamestoday, or follow him on Twitter @jaredjamestoday.
Brooke Wolford
By Brooke Wolford
I arrived home yesterday from the REALTORS® Conference & Expo in Anaheim, Calif. I felt invigorated and yet somewhat overwhelmed. I had taken so much in while at the conference and my REALTOR® A.D.D. kicked right in. All the information I received while at the conference was amazing and I really didn’t know where to begin implementing the things I learned.
There were many sessions I attended where I learned valuable tools to use in my business. But I have to say, I learned the most from the fellow agents I met while at the conference. I never realized how much other agents would be willing to share with me.
On my plane ride in, I met Deanna Wiener, Broker/Owner of Cardinal Realty in Oakdale, MN. We spent a good amount of time while in flight discussing our business. It was terrific to hear about her business as she was a veteran agent and had so much insight on our real estate market. I was able to share some things with her as well. It was a great start to the weekend.
I met some really amazing people while at the conference. Fellow agents were so willing to share information with me. At times, I was really taken back by other REALTORS®’ generosity. 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 »
Jared James
By Jared James
Although many men won’t admit it, most of us have seen movies like “Sleepless in Seattle,” so I have no hesitation in saying that it is the inspiration for my blog post title.
I have the great fortune of getting to speak at conventions all over North America, which, needless to say, lends itself to a lot of travel. It is not uncommon for friends of mine who I have known forever to tell me just how lucky I am to get to see so many places. The truth is that I really don’t get to see many of the places I go to, nor experience too much with the “locals,” because I am usually so in-and-out and off to the next place, or better yet, HOME!
That brings me to the NAR Midyear meetings that I just attended last week. I got to hang out with so many of the YPNers who I don’t usually get to see face-to-face. I realized a couple of things:
1.) Facebook and Twitter are awesome! I knew so many of you and so many of you knew me even though we had never even met. There was no awkwardness trying to get through the initial boring polite conversation. It was more like, “Hey, you are Joey Tucker or Rogers Healy,” or “Aren’t you Jared James?” Continue reading »
Scott Newman
By Scott Newman
At a recent Chicago Association of REALTORS® YPN Board meeting, YPN Manager Rob Reuter presented to us a beta-test version of NAR’s new YPN Community platform – an interactive and searchable system of registered YPN member profiles. I wanted to share the exciting details with you so you can get the word out and make this a success!
With so much buzz surrounding the explosion of YPN on a national level, it is imperative that we do everything in our power to ensure this system is as robust, detailed, and accurate as possible to maximize its integration by agents across the country.
The first and most obvious benefit of the Community system will be its ability to quickly and effectively sort through agent profiles to help you refer business to the right person. Need a short sale expert in Chicago with proven experience? The system will allow you to breakdown agents by numerous aspects of their expertise and experience so you know your client will be treated right!
The second benefit of the system is the collaboration that occurs when some of the best and the brightest in our industry have the opportunity to belong to a place where they can meet up and share their ideas. While our business is competitive, it is obvious that our generation understands the value of collaboration and forming partnerships with those who may very well be our biggest competition. There is something new to learn every day in this business, and by being able to check-in on-demand with what is going on with YPN groups and members around the country, we have a 24-7/365 place to go for motivation and inspiration. Continue reading »
Jared James
By Jared James
Spring is the time when more people will be making a decision about who to use as their REALTOR® than at any other time of the year. So is there a magic bullet to create more transactions in the next couple of months?? Watch the video below and you decide. I look forward to your feedback and connecting with so many of you. Good luck!!
Jared James is the CEO and founder of Jared James Enterprises (JJE) and travels around North America speaking to and coaching REALTORS®. Connect with Jared at www.jaredjamestoday.com, on facebook.com/jaredjamestoday, or follow him on Twitter @jaredjamestoday.
Brian Copeland
By Brian Copeland
I’ve been a part of many referral organizations in my short real estate career. Some have been a wasteland of nothingness. One or two others have been the Promised Land of Income. In my time, however, I’ve never seen a new force of referral energy emerge on the scene until now. The YPN referral network is booming.
Daily, yes, daily, I receive word of someone closing deals together across the miles. I’m seeing praises on facebook walls about a client well-served by a network member. I’m hearing story after story of YPNers cooperating from coast to coast. Two questions: Is YPN the next big referral engine? Why is this medium for REALTOR®-to-REALTOR® referrals growing so much?
The first answer is easy. Yes, YPN is the next big, if not the current, big organic referral engine, without question. More importantly, I think we need ourselves and our surrounding organizations to understand why.
1. I’ve honestly never been a part of such a close-knit group of people. Even as a former fraternity president and director of youth leadership programs, what we have is rare. Our generation has the knowledge and power to leverage strong, deep relationships that begin either in person or online and continue to grow in media like Facebook, Twitter, YouTube and Foursquare. While other groups are scratching their heads, criticizing “all the computer play” as a fad, our YPNers are oblivious to the confusion. We’re just roller skating along enjoying the moments.
2. Our demographic is hot in real estate sales. Gen Y and Gen X buyers and sellers are the majority of the market. While many of them still work with agents out of our generations, many are now comfortable with the level of professionalism we all continue to bring to the table. No longer is the argument, “Ah, they’re new and too green to the business,” valid. We are an arsenal of smart, hard-working, ethical REALTORS®. Continue reading »
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