- 12 Days of Growth
Get the tools and tips you need for a more successful 2018
Join a group of expert agents and key Top Producer® team members as they share their insights, strategies, and tips to help you with prospecting, closing and everything in between. From lead generation and conversion, to CRM tools and team building strategies, these experts have everything you need to step up your game.
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Step 1: Register for this Facebook Live Video Series
Step 2: You will receive a reminder message on Facebook prior to each event to go to the Top Producer page to watch the live video
- How to Sleigh Your Holiday Marketing
Ho-ho-how are the holidays upon us already? In a matter of weeks we’ll begin to ponder what we’re thankful for and rush to stores in droves for the year’s hottest gifts. Though, it’s not the time to neglect your business just because your life has become pumpkin spiced. The holiday season is the perfect time to “sleigh” your holiday marketing and make good on your goals, while connecting with your prospect and clients in a merrily, merrily way.
8 Holiday Marketing Ideas for Real Estate Pros
1. Take advantage of remarketing season
Have you ever seen an ad from a website you’ve visited? Of course you have! That’s remarketing at it’s finest. Tis’ the season to remind your audience of what they’re missing out on and remarketing helps push those leads through your funnel. Use this opportunity to stay top of mind for those who have shown interest in your business by:
- Highlighting your wins from the year
- Reaching out to those that are more likely in the market to buy and/or sell
2. Reach out for ratings and reviews
It’s no secret that we live in a crowdsourced world, meaning consumers rely on one another when it comes to decision making. With 85% of consumers trusting online reviews as much as personal recommendations, having bad reviews or not having ANY at all could get you a lump of coal. Since the winter months are often a slower time for sales, use the down time to reach out to your sphere of clients to rate and review your services. Not only will it boost your holiday marketing efforts, it will offer positive social proof to incoming clients. Easily add reviews and recommendations to your realtor.com® profile by signing up for a free dashboard account.
3. Pre-plan seasonal content
Steer clear of overly salesy content as consumers will be bombarded with sales pitches during the season. Instead, light up their holidays by offering relevant and helpful content that will captivate their attention and elevate their interests. Here are a few hyperlocal blog topics to help you get started:
- 10 [Location] organizations to support this Thanksgiving
- Top holiday events in [Location]
- Best hotels for a [Location] holiday staycation
- 5 [Location] businesses to support on #SmallBusinessSaturday
- Craziest Black Friday deals in [Location]
- Holiday gift guide for last minute [Location] shoppers
- Best Christmas lights in [Location]
- A new home for the new year in [Location]
- Best places for holiday decorations in [Location]
4. Host a holiday contest on your social media channels
Seasonal engagement is a great way to stay in front of your audience. In addition to your regularly scheduled posts, host holiday contests that will keep your followers talking and sharing. You’ll stay top-of-mind during the busy holiday season and you may gain a few new followers along the way. Not sure where to start? No worries, we have a few ideas:
- Photo contest – Followers share a photo with a hashtag according to your rules for a chance to win. For example, have your followers share a photo of their holiday home decor, and offer a grand prize to the photo with most likes wins.
- Caption this contest – Those who follow you can offer a caption to a photo of your choosing, and the caption of your choosing becomes the winner.
- Tag a friend contest – Followers must tag a friend that meets your provided criteria to be entered to win.
- “Share this” contest – Followers repost a post of your choosing in order to win. With this type of contest you can offer one grand prize and additional promised donations to a local organization for the first 100 reposts.
5. Get seasonal in your email marketing
Your email marketing campaigns are perfect for incorporating a bit of holiday cheer. In addition to holiday visuals, using holiday lingo in your subject lines is a great way to spark interest and increase open rates. Here are a few words you can use in your holiday marketing:
- Tis’ the season
- Give thanks
- Fall and/or Winter
- Thanksgiving, Black Friday, Christmas or New Years Eve/New Year/NYE
- Naughty or Nice
6. Mail your season’s greetings
Sending season’s greeting is a classic holiday marketing tool in real estate. It’s not enough to just buy a card and slap a stamp on it before mailing it out though – a personal touch is a must! Consider sending something similar to what you would send a family member or close friend. Take it a step further by including a handwritten note.
While greeting cards are a great personal touch, there is a good chance they’ll receive several cards from other businesses, family, and friends. If you’re looking to truly stand out, pair your handwritten note with a unique gift.
Sure the personalization will take more time, but it’ll show your contacts that you truly appreciate their continual support. To reap the full impact of using mail in your holiday marketing plan, be sure to follow-up after sending.
7. Reach out to the community
Tis’ the season to give back and reach out to your community. Community stewardship shows you truly care about the area and the people who live there.
- Publicize charities and causes that you’re supporting
- Encourage your clients, friends, and colleagues to participate
- Sponsor local holiday events
- Share the updates and outcome via email and social media
- Cross-market with your business relationships
Involving your sphere in a worthy cause helps build loyalty and trust, and solidifies your reputation within the community that supports you. Be sure to thank those who participate.
8. Put a holiday spin on open houses
With your seller client’s permission, deck the house with boughs of holly! Offer open house attendees seasonal cuisine and drinks, play holiday music, and add candles with holiday scents. Lightening up the ambiance will make guests immediately feel warm and cozy in their potential new home.
While all of these ideas can help you grow your business this holiday season, you also deserve time to relax and enjoy yourself. With the Business Builder Bundle, you can set your holiday marketing on cruise control and enjoy the most wonderful time of the year! Capture leads, communicate regularly with clients, deliver value throughout the entire real estate lifecycle, and ensure repeat and referral business. Click here to learn more.
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- New Home Checklist for Your Clients
When it comes to purchasing a home, there are many factors to consider to find just the right home including budget, style of home, location, schools, and so much more. But even after finding the perfect home there are a number of important steps to take as a new homeowner. According to the National Association of REALTORS® nearly half of those in the market to buy this year are new to the home buying experience so your wisdom and expertise post-transaction are critical. As a pro that knows their stuff, you can show your client that you care about them and you’re willing to go above and beyond by providing them with helpful information to ensure they have the best possible experience in their new home. Doing so can also help to ensure repeat and referral business for many years to come!
Share the new home checklist below with your new homeowners – not only will you be helping them make the transition into homeownership, you’ll wow them with your expertise.
Share with Your Clients: New Home Checklist Infographic
Stay top-of-mind and get more referrals by showcasing your knowledge and providing prospects and clients with helpful content throughout their home buying or selling journey. Visit RE:source by realtor.com® for tons of additional free content.
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- Growth of the Real Estate Team
Dedication. Customer-focused. Neighborhood expert. Master negotiator. Just a few things that come to a consumer’s mind when thinking of real estate professionals. But what about everything behind the scenes that they don’t see? The lead management, never ending admin duties, and the need to be everything and everywhere for the business. With days that start at 6 am and sometimes never end, work-life balance is often a distant dream. So how do you commit to exceeding your yearly transaction goals without sacrificing your personal life? You can reduce your level of commitment or you can get help. For real estate pros with high ambitions, one solution may be to form a real estate team.
Achieving Work-Life Balance with a Real Estate Team
Being a jack of all trades can be exhausting and sacrificing all of your free time for work can affect your life on many levels. In working with a team, many see the opportunity to exceed client expectations without forfeiting work-life balance. In a recent report by REAL Trends, Mike Brown of The Mike Brown Group, stated that his team of 30 provided “a balanced life while still performing at a high-level in sales.”
This is just one of the reasons that real estate teams continue to see year-over-year success and growth. According to REAL Trends data, 70,873 transactions were completed by the top 250 real estate teams in 2015. This 16% increase from the 61,321 transactions in 2011, while the top 250 individual agents saw a 20% decrease, having completed 45,074 transactions in 2011 and only 35,833 transactions in 2015.
Achieving Success with a Real Estate Team
In 2015, 30% of brokerages had teams that produced over 45% of their company’s total sales volume. Reaching long term success with a real estate team takes clear direction, a systematic approach, smart goal settings and great leadership. The leader must hold team members accountable and have a willingness to motivate, educate and drive them. Without full participation from leadership, the team will be dysfunctional and ultimately crumble.
In addition to strong leadership, a successful real estate team must focus on lead generation and management, have a welcoming culture, and a system that enables scalable and profitable growth.
Building a strong Real Estate Team
The number of real estate teams in the US was estimated between 35,000 to 50,000 in 2016, according to a survey by real estate coach Tom Ferry. With the groundwork set, great leadership, sources for leads, welcoming culture, and a system that flows, the next step in creating a successful real estate team is choosing the right talent. A strong real estate team needs the right people to fuel the business and meet its demands. According to REAL Trends, it’s imperative to “have a strategic plan for how the team will grow and hire to those roles specifically. Understanding the pain points or needs of the team before adding members allows for teams to maximize the potential of each new member.” Here are a few roles to consider:
- Administrative assistant
- Sales manager
- Operations manager
- Buyer’s agent
- Transaction coordinator
- Listing agent
- Marketing specialist
- Graphic designer
- Inside sales agent
- Showing assistant
- Client care service rep
Creating a successful team also takes time! Sixty three percent of teams are 3 years old or less, and closed an average of 60 transactions. Teams with 8 years or more of experience closed an average of 158 transactions per year.
For further insights into real estate teams, check out our infographic.
In a profession where work hours do not start and stop at a specific time each day, real estate teams are able to provide an opportunity for true work-life balance without risking success. Click here to learn how you can leverage technology to streamline the transaction process and make it more collaborative, while reducing risk and room for error.
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- Get Back To Basics [WEBINAR]
Do you ever find yourself wondering…“What is it that ListHub does for me again?”
You know it’s important, but perhaps you’re a bit unclear on the specifics.
We understand that the world of listing syndication can get confusing, and we’re here to help. ListHub is offering a FREE Back To Basics training webinar to help you get all of your ListHub questions answered!
Join our ListHub expert for a peek under the hood of a ListHub account. By the end of this 30 minute webinar, you will clearly understand:
- What ListHub is and how it works
- Resources in your ListHub account that impact lead routing and how to apply them
- Your online marketing reach (including international real estate websites!) so you can explain it confidently in your listing presentation conversations
- Syndication best practices so you can maximize ListHub for YOUR brokerage
This webinar has passed. Please contact the ListHub Training Team at email@example.com for a recording.
- $153 Billion Surge in International Home Sales
International home sales have reached a new record of $153 billion, according to the latest report from the National Association of REALTORS® – a 49% increase from last year.
Top Contributors to International Home Sales in the U.S.
The U.S. continues to win the hearts of international buyers. Some are drawn to the educational opportunities for their kids, and while others are looking for investment or vacation properties, nearly half of them end up calling the U.S. home.
Five countries top the admirer list, making up over 50% of total dollar volume sales:
- China – $31.7 billion
- Canada – $19 billion
- United Kingdom – $9.5 billion
- Mexico – $ 9.3 billion
- India – $7.8 billion
Key Findings: 2017 Profile of International Home Buying Activity
Here are some stats to help you get to know international buyers a little better:
So, if you’re wondering if now may be a good time for you to consider advertising your listings across the globe, the answer is yes!
To ensure that you and your team are prepared to serve this niche market, you’ll want to advertise your properties on international websites where foreign buyers are searching. These sites are seeing tremendous growth, including top U.K .property portal RightMove, which had nearly 1.5 billion visits across all platforms in 2016 (up 10% from the previous year). Fang.com, the #1 real estate website in China, experienced similar growth with 102.1 million average monthly unique visitors in 2016 (up nearly 10% since 2015).
By expanding your brand across borders, you open up your brokerage to numerous opportunities. With ListHub Global, you can advertise your listings on over 100 trusted international websites, including RightMove and Fang.com, and access valuable marketing materials to promote your global strategy to potential clients. Click here to learn more and get started today.
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- Shake Your Listing Presentation Slump
We know there’s nothing more frustrating than having a potential seller client list with a competitor! So, what do you do when your listing presentation isn’t resulting in new business? Why, use our 5 tips to shake your listing presentation slump, of course!
5 Tips to Shake your Listing Presentation Slump
Tip 1: Reach out for feedback on your listing presentation
Realize that it happens to the best of us, and in order to make improvements, you have to know what went wrong. Don’t hesitate to reach out to the seller for their honest feedback. Here are a few common reasons listings are lost:
- Assuming the listing was yours
- Showing up to the listing presentation late
- Being unaware of the price the seller had in mind
- Not personalizing the listing presentation
- Being negative and unenthused about the home
- Not listening to and/or addressing the potential client’s needs
If you still feel like more feedback would be helpful, reach out to your team (or even friends and family!) to review your listing presentation and provide constructive criticism.
Tip 2: Make Your Value Proposition Clear
It’s important to go beyond “selling” yourself and focus on your client’s needs to establish how you will help sell their home. It’s not enough to simply say “I’m the best” (even though we know you are). You must prove you’re worthy of their business by sharing your success record with them:
- What’s your average days on market?
- What can you do to reduce carrying cost?
- What deals have you negotiated on behalf of past seller clients?
- How often were you able to stick within a desired time frame for past seller clients?
- What success have you had with staging homes?
- What’s your success rate? How many homes have you sold?
Sellers are looking for social proof. Your success with others can tip the scales in your favor when considering whether you can get the job done.
Tip 3: Gather real reviews & social proof
If your potential clients search for your name online, what are they going to find? BIA/Kelsey reports that 97% of people read online reviews and according to the annual Local Consumer Review Survey from BrightLocal, approximately 84% of consumers trust online reviews as much as personal recommendations from real people.
In order to effectively manage your online presence, it’s important to capture the great things that people say about you and your business and make that feedback easily accessible to potential clients. Take the time to collect testimonials from your past clients and sphere of influence; they’re a powerful indicator to potential clients as to what it will be like to work with you. There might already be public reviews you can pull from for listing presentations – here are a few places to look:
- realtor.com® agent profile
- White Pages
Tip 4: Do Your Research!
Before the listing presentation, you should get to know all there is to know about the seller, their home, and the surrounding neighborhood. Do a Google or LinkedIn search and some light “Facebook stalking” to better understand who they are (It’s not creepy—it’s smart!). Spend time studying their neighborhood and use tools like Market Snapshot® to showcase your neighborhood expertise. Highlight selling points that will attract buyers, like local schools, crime ratings, and walkability. Learn about the selling prices of nearby homes. Arming yourself with hyperlocal data will be your biggest asset in building trust, strengthening your local expertise, and assisting in the listing price portion of the presentation.
Tip 5: Perfect Your Listing Package
In addition to tailoring your presentation to each listing, it’s a best practice to keep your presentation fresh and flexible. Remember, the client will have likely heard several listing presentations, make sure yours stands out from the rest. Anthony Askowitz, broker-owner of RE/MAX Advance Realty in South Miami, suggests maintaining print or digital versions of the following:
- Your resume
- A one-pager about the company
- An explanation of the company’s international, national and local resources and why it is best for the client
- A page with dos and don’ts for getting the home ready for sale
- A customized marketing plan, outlining what will be done to sell this particular property
- Letters of recommendation
- An analysis showing the home’s fair market value and your pricing recommendations
- An explanation of how the showings will proceed
- An explanation of the procedure when offers are made
- Seller’s disclosure
- Listing agreement
Spending time researching, preparing, and practicing your presentation will increase your confidence and chances of success. You can win the listing before you meet the client – be prepared and be professional.
Interested in getting ahead of the competition and winning more listings? Position yourself for success by utilizing the real estate tech tools provided with the Business Builder Bundle. Not only can you consolidate and route online leads with FiveStreet, but you can connect with clients throughout the remainder of the real estate lifecycle by providing them with neighborhood-level data direct from your MLS, while measuring your online marketing success with Market Snapshot® and ListHub Pro reports. Click here to learn more.
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- Americans Have Confidence in Homeownership
For the past twelve years the National Association of REALTORS® has conducted a National Housing Pulse Survey to gauge Americans confidence in homeownership. And the results show that when it comes to safe investments, Americans feel that home buying is where it’s at:
“The vast majority of Americans believe that buying a home is a solid financial decision, and most believe that homeownership helps create safe, secure, and stable environments.”
Key Homeownership Findings: 2017 National Housing Pulse Survey
Some key findings from this year’s survey include:
- 84% of Americans believe that buying a home is a good financial decision
- 44% categorize the lack of available affordable housing to be a big issue
- Americans view family, friends, real estate professionals, and banks as trusted sources when it comes to homeownership
Here are some highlights from the report:
Want to learn more? Check out the press release.
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- 10 Must-Have Business Relationships
When it comes to things related to “home”, prospects, current, and past clients will turn to you for your expertise. But it’s impossible to offer everything to everyone and you run the risk of spreading yourself too thin in trying. The saying goes “you’re only as strong as your network,” and it definitely holds true for real estate professionals and their business relationships.
Why do Real Estate Pros Need Strong Business Relationship?
Building a network of relevant professionals will help you when asked questions that fall beyond your scope. Instead of responding with “I’m not sure” or “Gee, I wish I could help with that,” you can say, “While that’s not my expertise a lot of my clients trust *blank* or *blank* for that sort of thing, I’ll text you their contact information.” In doing so, you prove your honesty, integrity, and willingness to help your client throughout the entire process of purchasing or selling a home.
This vast network can cause an influx of opportunities and referrals for your business. Not only are you making recommendations to your clients, when you build strategic partnerships with businesses that provide auxiliary real estate services or professionals that target the same audience as you. By building relationships with these business partners they too can help your business and advocate your services when questions fall beyond their scope too.
10 Business Relationships Every Real Estate Pro Should have
So who should make up that network of professionals? Here are 10 business relationships every real estate pro should have:
Cultivating business relationships with other professionals and organizations in your community can strengthen your referral network, get leads flying your way, and highlight your expertise with your clients.
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- The Benefits of Home StagingPlayStopX
First impressions are everything! When it comes to selling a home and attracting potential buyers, appearance can make or break a sale, especially in a competitive market.
“REALTORS® know how important it is for buyers to be able to picture themselves living in a home and, according to NAR’s most recent report, staging a home makes that process much easier for potential buyers. While all real estate is local, and many factors play into what a home is worth and how much buyers are will to pay for it, staging can be the extra step sellers take to help sell their home more quickly and for a higher dollar value,” shared NAR President, William E. Brown.
Putting up a “for sale” sign and hoping for the best outcome is no longer enough. According to the National Association of REALTORS® 2017 Profile of Home Staging, “77% percent of buyers’ agents said that staging a home makes it easier for buyers to visualize the property as their future home.” While some home sellers don’t know the importance of going the the extra mile to make a positive impression through staging, it’s up to you to convince them. Here are a few highlights from the report to help you.
Important to stage vs. Rooms commonly staged
Buyers’ agents and sellers’ agents both ranked the living room as the most important and commonly staged room. They also agreed that the master bedroom and kitchen should be staged.
How much of a difference does home staging make?
When it comes to home staging, 49% of buyer’s agents believed that it caused an increase in the offered dollar value while only 1% saw a negative impact, 25% saw no impact on value, and 26% weren’t sure whether their home staging efforts had any impact on the dollar value.
Alternatively, 58% of sellers’ agents reported an increase in the dollar value offered by buyers while 14% noted no impact on the dollar value, 27% percent weren’t sure of any impact, and there weren’t any sellers’ agents that saw negative effects from home staging.
Decrease in time on market
While cleaning, decluttering, and depersonalizing are customary, “62% of sellers’ agents say that staging a home decreases the amount of time a home spends on the market.”
To real estate pros that represent sellers and buyers, staging is seen as an ultimate plus! As with anything in real estate, buying and selling a home will still require hard work and dedication but staging a home can help you make a great impression right off the bat. Got a client who isn’t so sure about the benefits of home staging? Share the full infographic so they understand the true value!
ListHub provides real estate pros with a platform to advertise listings to the widest possible audience of consumers, along with the tools to use your online marketing program to your advantage. Click here to watch a short video about the ListHub Pro tools available to help you demonstrate your true value clients. For a limited time take advantage of our summer BOGO special.
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