Anand Patel
By Anand Patel
Successful real estate agents are failures.
Let me explain. To really make it big in real estate, we have to accept the fact that failing — A LOT — is part of the equation. We all know real estate is a numbers game, we just have to remember that every time we fail (i.e. FSBO says, “I just bought this new how-to book and I’m selling my home myself!” Buyer says, “Sorry, I’m working with my sister’s ex-boyfriend’s step mom who just got her real estate license.”) we are one step closer to getting that “Yes!” If we aren’t failing at least weekly, preferably DAILY, we aren’t stepping outside our comfort zone enough. This means we are settling and not pushing ourselves beyond what we “think” we are capable of accomplishing. We all know, deep down, we can each do MORE. I have to remind myself all the time when I get in a rut.
So what do we do to keep moving forward, being persistent, resilient, and staying motivated in the face of “failing” daily?
- Make a game out of it. Why can’t failing be fun? Keep tally on a whiteboard in your office of each call that’s a “No” and then celebrate the eventual “Yes!” with a simple pat on the back, a little victory dance at your desk, or buy yourself that new jacket you’ve been wanting as a reward. Do whatever it takes to make it fun and enjoyable.
- Don’t take it personally. Each person you don’t attempt to call or approach, you are already 100 percent guaranteed NOT to get their business. What do you have to lose?
- My favorite method: 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 »
David Krichmar
By David Krichmar
Let’s go old school for a moment. Trust me, I am not saying online marketing (social media) should not be No. 1. But until humans become robots and do not have eyes, there are other ways to market as well. Here is the first half of seven ideas I have come up with to market yourself offline:
1. FSBO’s- Yep, the dreaded “for sale by owner.” Yes, they can be a waste of time; but honestly, how much time does it take to ring a door bell? That’s all the time it takes to approach a FSBO. Instead of taking the usual, “Can I list your home?” approach. How about offer to do a marketing flier about the home with your info? If the seller has any buyers that are interested in the home ask them to give you a call. Offer to post their home on Twitter, Facebook, and blog about it. It can’t hurt you to try a different approach than most REALTORS®.
2. Real Estate Magazines- We all love to look through the real estate magazines that show homes for sale. Grab a bunch of these from your real estate office or from your grocery store. Then staple your business card to the front and drop off a copy monthly at your local salon, dentist and doctor offices, oil change places, etc. What does it take to do this? Some business cards, a staple, etc. Try it!!
3. Books- Yes, books are dying. But until they do, go by your local book store (Barnes and Noble or a local used book store) and find the real estate section. Stick a business card in the first chapter of every real estate and mortgage book. How long can this take???? Seven minutes per store — I timed it myself.
Stay tuned for Part II to read the rest of my great suggestions to market yourself offline.
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.
Toby Boyce
By Toby Boyce
We’ve all seen the advertisements on television. The more Axe bodywash you use, the more female attention you are going to get.
Well, I recently conducted a not-at-all scientific experiment and wore Axe body wash to the library. A couple of girls and guys smiled at me, but I was really disappointed as I expected there to be a line out the door complete with cat fights. I mean, that’s what the advertisement leads us to believe will happen, right?
Ahh, yes. But we know better. We know that isn’t true. We know that there are a lot more things that go into whether you’ll have a female talk to you than what body wash you used this morning.
So how is it that so many of these “real estate gurus” continue to travel the country selling the exact same thing? The magic bullet that will save your real estate career and desperate agents buy into it.
“Those that came here today hoping to just pick up one piece of usable information are just prolonging their failure.” It was the line that got me in 2006. I was struggling and forked over $600 that we really didn’t have for a system that I never really ended up using. Why? Because I needed a magic pill and they offered one.
When teaching technology classes in my office and others, I see too many agents looking for the same result from social media. The most common question is, “How much will blogging make me?” Well that’s hard to answer because it depends on what you do with it and where you take it. But you can do it. Sadly, I can count on one hand the number of blogs I’ve set-up over the years that are still functional and being maintained.
Yet every single agent has access to the “magic pill” for their real estate career — a business plan. Continue reading »
Toby Boyce
By Toby Boyce
It was a hot summer day in late July 2006 as I slipped down U.S. 23 to the Ohio Division of Real Estate testing center. I had made the jump into real estate without a safety net – quitting my job in higher education public relations and knowing that if I failed this test it would be a very-very bad sign.
Well, I passed the test. Actually, I scored a perfect 100 percent on the state portion of the test, a feat that none of the folks working that day had ever seen achieved. So I entered into the world of real estate with a swagger and confidence. “I got this.”
We got through two years when 2-out-of-3 licensed agents aren’t even using their license. And now about to hit the five-year milestone and the only thing I’m certain of is how little I really knew when I said, “I got this.”
While the last five years have been an emotional and financial roller coaster, I wouldn’t have traded it for anything. I honestly – even if naively – believe that I’ve learned more during this period than I could have in any other venture.
“I wish you’d made the jump a few years ago,” said a former agent. “It was so easy, the phone just rang and buyers were there.” That sounds like being an order taker to me, so why not work at a local fast food restaurant?
What have I learned in five years in real estate: Continue reading »
Cory Brewer
By Cory Brewer
Here is a quick story to inspire my fellow REALTORS® to keep after it (prospecting), even when it feels like a lost cause:
This past winter I volunteered to coach a youth league basketball team at my local Boys & Girls Club. My interest in volunteering was two-fold: 1.) I love basketball and have always wanted to coach, but I don’t have kids yet. I was ready/able to do it this year and there was a coaching spot open. 2.) What better way to forge relationships with potential clients in the community?
The experience was very fulfilling on a personal level for me, and at the end of the season most of the parents told me they will request me as their coach next season. That was the best compliment I could have received. It came as “icing on the cake” when after the season one of those parents told me he’d be checking in with me soon about some real estate related matters. In the back of my mind I was thinking, “Wow, it worked!”
Long story short, he had already been out looking around at open houses on his own and figured it was time to “get serious” so he brought up the subject with me. After following up a couple of times, I didn’t really hear back from him until a few weeks later when he informed me that he’d found a place that he liked during an open house and made an offer with the listing agent. Continue reading »
James Dunn
By James Dunn
Having been in the business for the last six years has been quite an experience. Beginning as a temp and working my way up to being a full-fledged REALTOR® is something I take much pride in (especially in this economy). I have prospered. I should point out that I define prosperity in my life as experiencing balanced growth in personal, professional, and financial arenas. Although money always helps with prosperity, I do not weigh success and prosperity entirely on the amount of money I make (or others, for that matter). I believe growth within one’s self reflects in all areas of life. So as I grow, so do my finances, my career, and my relationships. So congratulations to all of us who have prospered in this time, and here’s to future growth and prosperity.
I have had the luxury of starting from the bottom as a temp and working my way up the real estate ladder. I’ve done my best to remain humble and reserved most of the way. Most of my life I’ve felt a bit awkward talking about myself, so I kept most of my thoughts to myself. Unfortunately that tactic doesn’t get me very far in real estate sales. In the beginning of my career as a self promoting real estate agent, I wasn’t very vocal about who I was and what I did. Obviously that made it a bit harder to generate leads and sales. These days, I get out of my comfort zone and express my opinion in and discuss my career without feeling like a ridiculous infomercial.
I haven’t changed my personality or my character. In fact, nothing about how I present myself has changed. Every part of my exterior pretty much stayed the same. What did change was my mindset. The thoughts I have about my business have changed. I used to worry that if I discussed my company and services that it would be a burden on the conversation. Now I have a much higher value for what I do. I believe I am an asset to anyone I work with. It’s so simple, but that idea eludes so many of us. So my message today is value yourself. Know you’ve got something great to offer, then share it passionately with those around you. When they see your conviction, they’ll know you mean business. Then you’ll do business.
James Dunn is a REALTOR® and investor in the greater Los Angeles area. Connect with James at www.facebook.com/jdrealestate, or follow him on Twitter: @agentjd.
Dave Robison
By Dave Robison
About 10 years ago when I started advertising online, I knew I only had a few years before the rest of the world caught up. When I first broke out my SEO and PPC campaign, I was paying $1,000 a month. It gave me heartburn at the time, but my business grew and flourished.
That first month I was dumbfounded how I turned $1,000 advertising into $20,000 in commissions. Sure enough, other agents started to do the same thing. My costs started to grow as it got more competitive. Back in January 2008, that cost grew to $20,000 in one month. Ouch. I hadn’t done anything different 7 years ago from that month, I had just let my campaign stay the same. I realized times change and you have to change as well, or one morning you will wake up saying “ouch” like I did that month.
The new secret to advertising is three-fold and its extremely cost effective!
1. Have a Facebook business page. You can’t just have a personal one. Use a personal one and a business page. There is a difference.
2. Focus on getting likes. Don’t pay for likes. Attract people to ‘LIKE’ your page. This is how you grow your sphere. You can see how I did this at www.facebook.com/utahdavehomes You must have a welcome page that brands you and invites people to ‘LIKE’ it. I went to www.builderonlinesolutions.com and for as low as a $199 promotion you can get your page branded for you. Continue reading »
Stefanie Hahn
By Stefanie Hahn
Just like chocolate and peanut butter, being social and Facebook go hand-in-hand. But are you really being social through your Facebook business page? This tutorial video will give you tips and advice for getting the most out of Facebook by simply being friendly.
Stefanie Hahn is the education director for Coldwell Banker Hearthside, REALTORS® in Malvern, Pa. Visit her Web site: www.StefanieHahn.com.
Subhi J. Gharbieh
By Subhi J. Gharbieh
Being a REALTOR® for a little more than four years now, I have a good understanding of how to approach my business today. I think it is safe to say that when I got into the business, “cold calling” was pretty much being phased out. With the emergence of federal and state Do Not Call laws, it was becoming very difficult to effectively prospect potential clients over the phone. On the flip side, I feel that these laws have made us resort to more genuine, personal ways of prospecting.
I have found that my most effective prospecting strategy is to simply put yourself in your potential client’s shoes. Would you give the time of day to sit on the phone and listen to what some REALTOR® who you have never met has to say? Especially when they call around dinner time…who enjoys that? I personally would not speak to any telemarketer trying to sell their product/service over the phone, so I am not a big fan of cold calling.
Social media today has really evolved the way we prospect and do business overall. Blogging, tweeting, and sharing your posts with Facebook friends, are easy ways to get your message out to an unlimited number of prospects. Who knows which one of your friends will share your post, exposing it to all of their friends, and on and on… Facebook is also an easy way of gathering an e-mail list of potential clients, if they do not choose to hide their contact information.
So get out there — knock on doors, attend local events, and meet new people! Life is too short to be shy.
Subhi J. Gharbieh is the broker owner of Gharbieh & Associates in Dallas. Connect with him at www.Gharbieh.com or on Twitter @subhig.
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