Category: Building Relationships

How do I stand out in a competitive real estate market?
Nov
09

How do I stand out in a competitive real estate market?

4 Questions to ask yourself right now to identify how you can stand out and be seen by your market.

As an agent looking to consistently grow your business base you’re looking for strategies to stand out against your competitors.

You want to be seen as a true leader in your market.

You want to be seen as the agent of choice for your clients (and their networks).

The question is how…

How do I stand out in a competitive real estate market?

Well it take time, and a plan and the answer is simple…

To stand out in a competitive market you must create your Ideal Agent Identity.

This one strategy will act as a guidepost for your community of who you are and what you specialise in.

You’re giving your clients and community a level of awareness about what it means to work with you (and making it super easy for them to chose to work with you in buying and selling a property that fits into your specialisation).

You get the chance to design what you want to be known for, what you want to specialise in, how you want to be seen.

How do I stand out in a competitive real estate market?

To start creating your Ideal Agent Identity here are some questions to ask yourself right now:

  1. What kind of agent do I see myself being?
  2. What kind of properties do I specialise in selling?
  3. What is unique about working with me?
  4. What kind of experience do I provide for my clients?

These 4 questions start forming the foundation for your Ideal Agent Identity and once you have answered them you can start to incorporate your answers into your communication with your potential clients and stand out in your competitive market.

This is a long term strategy as you get to envisage yourself and your business 5 years in the future – however – you can start to live into this identity starting now – through how you are with your clients, how you are at open homes, how you are on social media.

Understanding who you want to be and why is a great exercise to do at the same time as your end-of-year planning session!

Click here for more information on our upcoming training workshops where you can learn key real estate strategies to set you apart from your competitors. 


How do I nurture my real estate clients?
Nov
02

How do I nurture my real estate clients?

Quick Tips to nurture your clients to see more consistent business.

What does ‘nurture’ really mean when it comes to your real estate clients?

Well, nurturing is basically connecting in a positive way…

And it’s one of the most overlooked strategies in real estate!

When it comes to you as a professional real estate agent, nurturing your clients is about making sure your connection is adding value to your clients whilst helping them achieve their real estate goals.

How do I nurture my real estate clients?

 

Why do you nurture?

When you are able to consistently add value to your clients and ensure each connection they have with you is a positive experience, you are able to enjoy more business and engaged conversations..

…which equates to more listings, referrals, market share and commissions.

So nurturing is definitely important!

Who do you nurture?

Well you can start here:

  • Your Pipeline
  • Your existing clients
  • Your Circle of Influence

How do you nurture?

You nurture through connecting.

To add value, you nurture through understanding the valid reasons to connect with your clients.

These valid reasons to connect can include:

  • Recent sales report /video
  • Suburb report/video
  • Quarterly market update
  • Renovations and tradesperson recommendations
  • Changes in council
  • Changes in stamp duty/rates
  • Invitation to an investment seminar
  • Invitation to open home or private showing
  • Information on a new marketing program
  • Community invitation to charity event
  • New office opening (for your agency)
  • Client thank you event (ie movie night, bbq, pizza night)

Keep in mind the goal of being able to help your clients achieve their property goals – nurturing your clients to that outcome means that each connection should add value to your clients.

When you start to brainstorm there are a tonne of valid reasons for connecting and nurturing your pipeline which will provide them with information they may not yet have and they definitely need to get them closer to their property goals.

A great agent nurtures consistently; it’s one of the secrets to real estate success.


For more success strategies I’d love for you to join me at an upcoming training workshop. Check out what is available for you now, here.


How to generate more real estate listings through key relationships
Oct
26

How to generate more real estate listings through key relationships

A long term generating strategy that you can start today.

How do you create more visibility in your marketplace and increase your listing opportunities?

Expand your network or what I like to call…

Your Circle of Influence or COI.

Your Circle of Influence are people in your market place who will know when someone is thinking of selling before you do.

The type of people you could consider in your circle of influence are people like: Solicitors, school principals, tradies, landscapers, developers, builders, hairdressers, mortgage brokers, local business network, presidents of clubs etc.

Your COI is a key element to your generating strategy and when you nurture your COI’s effectively you can see a dramatic increase in your listing opportunities.

What’s even more attractive is that your listing success is incredibly high when you can gain a solid third party endorsement from people in your COI.

So really focus in and nurture these people – it will massively help with your referral business base!

If you haven’t yet created a COI I urge you to start today, making a list of the Top 20 people you would like to connect with and nurture a relationship with.

Here’s a few criteria for your Top 20:

  • They are Pro-You. They will sing your praises in your market.
  • They themselves have a strong circle of influence in the community.
  • You can add value to them (you add value to each other).

How to generate more real estate listings through key relationships

Creating and maintaining your Circle of Influence is an awesome success strategy for real estate agents wanting to create more visibility and connection in your marketplace.

This is just one element of your generating strategy but it can be a really beneficial one!

For more success strategies I’d love for you to join me at an upcoming workshop. Click here to see our list of training and coaching workshops.


How well are you building buyer "WOW"?
Oct
12

How well are you building buyer “WOW”?

WOW your Buyers to increase your opportunities.

With today’s consumers becoming more discerning than ever before it’s important to look at your Buyer WOW strategy.

Being able to create a system and plan around showing your Buyers that you are head and shoulders ahead of your competition, you care about their property goals and that you are the agent to help them achieve their goals will help to place you as a high performer in your marketplace.

Why?

Because your buyers are the biggest pool of clients you are dealing with – therefore they have the vast majority of influence in your potential marketplace.

And when they are blown away by the excellent level of service, communication, strategy and attention they receive from you – they will become your raving fans in your marketplace (and you know how invaluable raving fans are to a real estate professional!)

To create your Buyer WOW strategy, first, ask yourself this question…  

How well am I building Buyer WOW?

And be honest with yourself.

Are you letting quantity get in the way of quality?

Are you settling for an average response, not a fantastic response?

Are you positioning yourself and your team as just like every other agent and team or someone who goes above and beyond for their buyers?

If you’re thinking there is more you can be doing to WOW your Buyers you’re on the right track because most agents in most marketplaces can always be doing more to WOW Buyers!  

Next, understand the goal of the strategy.

The ultimate goal for your strategy is to make sure “WOW” is the normal response from a Buyer at each interaction with you and your team.

So whether it’s a phone call, email response, attending an open home, quality of follow up – whatever touch point you have with your buyers – they are walking away thinking “WOW”.

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Thirdly you want to review your Q2.

Q2 is: Quantity and Quality and it’s about connected conversations in order to uncover more about your Buyer’s needs and motivations.

If you’ve been to any of my live training events you would have heard me say:

2 in 10 buyers are sellers.

They’re in changeover mode and they have a unique set of needs because of their circumstances.

Now most agents will treat all buyers the same (but you’re not most agents) so you’re not going to let the volume of buyers you are following up or communicating with see your standard of service slip.

Outstanding agents will go the extra mile with the Q2 strategy and will ask an extra 2 questions as part of their Q2 follow up.

Let’s say you’re calling a Buyer following up on a recent open home. You may ask them:

“Is this property what you’re looking for?”

When they answer No, you might ask:

Is there anything else I can help you with?”

When they answer No for a second time – instead of ending the call, and moving onto the next call – go the extra mile and uncover more opportunities with these questions:

  • May I ask what about the property interested you enough to come along to the open home?
  • What are your specific property goals right now?

Keep in mind, this needs to be conversational, not interrogational and when implemented correctly will be able to give you the information you need to help your clients in a more powerful way.

Lastly, put it into practice…

Buyer WOW is about adding value, committing to a level of service excellence and actually outlining a system to ensure all your Buyers walk away incredibly satisfied by each interaction with you.

Start now by outlining 3 key actions you can implement right now to take your Buyer Management and Buyer WOW to a whole new level.

Check in on this strategy monthly to make sure you’re on track and consistently creating more positive and powerful ways to connect with your Buyers and lead them closer towards their property goals.

If you’re looking for more strategy and more learning, discover a variety of training workshops available for you now, click here.


How do I hold my team accountable?
Oct
04

How do I hold my team accountable?

It’s a polarising word: Accountability.

Some agents love being held accountable because they know it drives them to achieve more.

Some agents loathe accountability because they feel they need to be organised and planned and structured to truly be accountable.

As a Coach here’s the biggest lesson I can share around accountability:

You cannot hold someone accountable for something they’re not committed to!

Which is why the initial phases of establishing a coaching relationship with a person on your team is so important.

During these initial phases, you start to:

  • Understand what drives and motivates someone
  • Understand why someone is passionate about real estate
  • Understand what is holding someone back from success

When you can get a clear understanding of these matters from each person you are coaching you help them to create a compelling future and then commit to it.

Only when you have this commitment can you move into the accountability zone with them.

Here are some tips around accountability:

  • People don’t want accountability
  • People need accountability
  • You must ask permission for accountability
  • You create an agreement for accountability with your client
  • Reward when your client is performing
  • Non-reward they are not performing

How do I hold my team accountable?

 

When you’re struggling to gain accountability with a team member you’re coaching you can ask this question: 

“What’s going to need to happen for us to not have this conversation again?”

Also, remember your own accountability in the relationship. And what I mean by that is..

If you’ve committed to a meeting, turn up.
If you’ve committed to a coaching relationship: be present.
If you’ve asked them for something, acknowledge when you receive it and give feedback plus next steps.

Remember: Coaching is a two-way street.

When you step into a new level of coaching mastery you can empower your team to also up their game. Together you can create the results you want to achieve and see your team and your business thrive.

For more coaching success strategies I’d love for you to join me at Coach the Coach, ultimate empowerment program. Check it out here.


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Feb
13

The 7 Fundamentals of Winning Negotiation

 

Every successful real estate agent is a successful negotiator!

Many agents go about negotiation the wrong way, sometimes by being overly pushy, in it for the wrong reasons or even backing clients into a corner.

Trust me, this is the wrong approach to a negotiation strategy!

At TurningPoint, I go through 7 Fundamentals of Winning Negotiation and I want to briefly share these with you today.

These fundamentals can set you in the direction of being the best negotiator in your agency and area – whether you are well established or just starting out in the biz.

Let’s get started…

1. Your Personal Values

Integrity and honesty rate high on clients’ wish lists when selecting an agent, so you’ve got to walk the walk if you’re going to talk the talk!

You’ll get caught out fast if you don’t.

By clearly defining your values, it is easy to make on-the-spot decisions when talking with sellers and buyers. Have lines you will never cross and make it clear to your clients these are the ethics you stick to.

The key isn’t to simply promise these qualities as a way of winning business, but to demonstrate with each client, whether they are buyers or sellers, this is what you will deliver.

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2. Believe in What You Do

There’s no point sticking with the real estate game if you’re not a passionate player.

When you believe in what you say and do, people come to understand you’re true to your word.

This is no time for a lack of self-confidence in negotiation!

Ask yourself:
Do I believe in my own abilities?
Do I believe I act with integrity and honesty?
Do I believe I do my best with every client?

If you do not have this faith and belief in yourself, what’s holding you back? Try to tap into a positive and self-assured mindset – your customers will pick up on this as a measure of your credibility.

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3. Superior Knowledge Base

Knowledge is power, and never more so than in negotiation.

Being informed is like wearing a coat of armour and being equipped with a bow and arrow – you can deflect every rebuttal and fire back with indisputable facts.

Take the time to hone your knowledge base of the current market and the true value of a property. This will make a massive difference to your confidence when you negotiate as you will always be equipped to have the last word.

 

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4. You Don’t Sell Property

This statement might surprise you, but hear me out!

The fastest way to get what you want and grow your market share is to help other people get what they want.

So, you’re not selling a property, you’re helping someone to buy a property.

What you are selling is a lifestyle, a dream and the opportunity to take the next step on the real estate ladder and along the road to financial security.

People don’t care unless they know how much you care.

Connect with your clients on a personal level and get to know them before showing them how much better their life will be with your help.

 

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5. The Law of Reciprocity

Give and you shall receive!

Another secret to being a good negotiator is to do it with a smile on your face. If you project positive energy as part of your negotiation strategy then there’s a far greater chance you’ll get a positive response and a positive outcome. Sell the benefits of the purchase and be the buyer’s friend.

 

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6. WIIFM – People Buy Value

WIIFM is the radio station every single person on the planet is tuned into. It stands for ‘What’s In It For Me?’

Whenever you speak with a buyer or seller, tune into their station and talk in their language, not yours.

Highlight the benefits of a quick sale to your client and remind the client they’re making a long term investment, not only financially but in their own happiness.

7. Make Me Feel Important

The truth is every human being you meet wants to feel important.

Address this need! You will have to do it slightly differently with each client; which is why it’s worth taking some time to get to know them from the start.

By making people feel important, they’ll be more inclined to make decisions in your favour.


You may have noticed being a good negotiator relies on psychology and an understanding of what makes people tick.

It also requires the drive to make people happy – something the most successful real estate agents I’ve come across always say is the very best part of their job.

By being a good negotiator you are making dreams come true – yours as well as theirs!

Real Estate Results upcoming TurningPoint workshop is for agents and sales managers who are serious about developing the skills allowing them to rise to the top of their game. Visit TurningPoint to find out more.


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Feb
08

How to Succeed at Real Estate Negotiation

 

As a real estate agent, one skill you’re consistently honing is your power of influencing. Influencing is incredibly important in order to win more business and sell more real estate, however when it’s time for the ‘hard conversations’ it’s your negotiation abilities that will get you across the line.

In this article, I will share with you 6 tips to succeeding at negotiation which you can start using in your next negotiation.

Negotiation is a game based on psychology. You must know your client’s motivations – what matters to them, what motivates and inspires them (all the details about their property goals) in order to help your clients arrive at a positive outcome.

You’re successful when your clients are successful. Negotiation for a real estate agent is a win: win situation

When you’re starting out as an agent, it’s easy to rely on the “wrong” methods to get the sale price you and your vendor want. Bullying or goading your clients into a decision does not a good negotiator make – and it goes against the long-term strategies I work through at TurningPoint  – strategies like How to create clients for life, How to generate repeat business and How to enjoy amazing referral work to name a few.

So, what are the “right” methods you need to succeed in negotiation?

Let me share with you what I have discovered over 20+ years as a High-Performance Real Estate Coach working with agents, teams and leaders on successful negotiation steps:

 

1. Motivation

  • Why does your seller want to sell?
  • What has made your buyer decide to buy?
  • Is it for work, family or financial reasons?
  • Are they upsizing, downsizing or making a big lifestyle change?

Understanding the motivation of your seller as well as your buyer is the strongest influencer you can have. By asking questions to uncover their motives, you’ll be giving yourself great big clues on what is going to help them commit and put you to work!

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2. Property Fit

Every buyer has different needs. Understanding these needs will empower you to guide them towards the right property that suits their needs the best.

Think about this: if a property doesn’t fit a buyer’s requirements, should you really be selling it to them?

The answer is no – they’ll hardly be singing your praises when they realise they have made a bad decision.

When you’re in the midst of a negotiation, you should be able to seamlessly and honestly present all the reasons why the property suits your buyer and how it works into their property goals.

 

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3. Price

The seller wants to achieve the highest price possible.

The buyer wants to pay as little as possible.

You, as agent and negotiator step in to find the sweet spot between the two; where both parties walk away feeling as though they have ‘won’.

Knowledge and education are key when it comes to settling on a price.

Why should the buyer pay an extra $10,000? How will it benefit them in the long-term?

Why should the seller settle for $10,000 less than the amount they had in mind?

You need to be informed with solid facts about their mortgage payments, forecasts for future price changes and every possible reason for flexibility at both ends.

Special tip: It’s this part of the conversation that some agents struggle with. My advice is to practice, practice, practice your dialogues. Set aside time with your team each week to practice your dialogues so you are not practicing on clients. RER Network Members: Use your role play cards and RER Network football. 

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4. Terms

It’s not always all about money!

A longer or a shorter settlement, garden equipment being left with the property, appliances, furniture…

Assume everything is negotiable and you give yourself and your customers a much larger platform to stand on.

Be flexible, be creative and be open to suggestions – anything is possible!

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5. Scarcity and Urgency

Scarcity and urgency are two of the strongest internal ‘psychological triggers’ and when used in the right way, are powerful weapons in a negotiation.

This is why the auction process is so successful in creating sales records – it brings out the competitive natures of even the most placid buyers!

Find the reasons why the buyer should feel a sense of urgency; be it interest rates skimming the ground, no new apartments are being approved in the area due to new council legislation or simply because property is scarce. The key here: know your local area, its market and know it well!

You don’t need to intimidate your clients with false scarcity and urgency or push them into a decision – your goal here is to help them understand why NOW is the time and THIS is the property.

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6. Perspectives = Stepping Into Their Shoes

In the case of negotiating real estate, it’s your job to clearly think about what the negotiation looks like from both the buyer and the seller’s point of view.

By stepping into their shoes you will understand where your clients are coming from and gain perspective on what they are thinking and feeling.

Knowing their personal goals provides insights into the roadblocks they are putting up in front of you and will help you break them down.


Think about these tips before your next negotiation, practice your dialogues, be the most equipped agent in your area with local market knowledge and watch your results improve.

Learn more about increasing your influencing ability and your negotiation power (even if you’re just starting out as an agent) so you can win more business, sell more real estate and make more money, by joining me at TurningPoint in May. For more information and to take advantage of the early bird ticket rate, click here.


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Jan
18

How to Become a Power Influencer in 7 Steps!

As a well trained, incredibly professional, high-performing real estate agent you will already know your number one priority is helping your clients get what they want.

Why? Because the fastest way to get what you want is by helping others get what they want (especially in real estate)!

You are there to help lead, help and drive your clients towards their property goals, whatever they may be.

The practice of becoming an amazing influencer doesn’t mean forcing people to make decisions! Becoming a better “Influencer” means you can more confidently and purposefully help your clients to achieve the best possible outcome.

It’s a win: win!

The skills needed to becoming an amazing influencer are easy to put in practice and you will gain more knowledge and skills the more you use them.

When you practice these skills your clients will admire and respect your advice. When the big questions appear, you will have done the hard work to ensure your clients trust you, appreciate your feedback and guidance and are willing to work with you to make it happen.

The 7 steps I’m sharing with you today are a sample of some of the key influencing steps I work through with high-performing agents at my upcoming 2 day TurningPoint workshop.

7 Steps to Influencing Power

1. Rapport

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Building rapport (fast) with your clients gives you both common ground to start and continue your relationship, but what does ‘rapport’ really mean?

Basically, when you first meet someone you’re asking yourself:

“Do I know you, I like you, I trust you”?

When you build rapport with your clients, allow them to feel comfortable and safe with you, the answer to these questions is a very fast “Yes”.

If you have a rapport with a client it also means you are able to relate to each other. In the real estate business, you need to be able to relate to so many different styles of people, from tech-savvy first home buyers, to overwhelmed downsizers and ambitious investors, all of whom you will encounter repeatedly during your career.

By establishing rapport your clients will be more likely to listen to what you have to say, respect your guidance and advice.

2. Framing

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When you ‘set the scene’ you are ‘framing’. This means what you say before you present an offer creates a picture your buyer will either accept or reject.

A key element of framing is outlining the benefits of any situation. When you state the positives before you launch into specific details with your clients, it can make all the difference between deal and no deal.

When you really get to know your client and their key property goals (remember your main concern: getting them what they want) you will know which benefits will resonate with your clients best and help them move towards their property goals with more speed and accuracy.

3. Questions

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I’ve mentioned this before as part of an influencing strategy – you have to step into your client’s shoes to truly understand what is motivating their decisions- and to get into those shoes you need to ask questions!

What’s more, ask the right questions.

High-performing real estate agents are typically very good at speaking with their clients, relating and sharing stories. However, it is those agents who also take the time to ask key questions, pause and listen to the responses who learn a lot which can then be used through the process of a sale.

Given they’re the right questions, they can make your clients feel important and help to build rapport.

Showing your clients you really care about their experience and their goals is a massive step to becoming a powerful influencer!

4. Pausing

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Sometimes, saying nothing is the most powerful thing you can do!

Once you have presented the facts and stated your case, your next tactic should often be simply to stand back.

Too much pressure can make people hesitate and you don’t want to be the ‘pushy’ agent. Being able to pause is also showing your clients that you want to listen to them.

By giving your client room to mull over the points you have made and think about the benefits you have presented them with you are showing them respect and powerfully

5. Listening 

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Listening is the natural next step from asking questions. It’s a highly undervalued skill, particularly in our industry!

Hear what your clients are saying and repeat it back to them to clarify and demonstrate you understand what they have said to you.

By listening to your clients, you’ll uncover information you can take forward into the negotiation phase, making it smoother for everyone involved.

6. Because

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Forget ‘please’!

‘Because’ is the magic word for real estate agents!

From a young age, we are conditioned to it – ‘because’ precedes a valid reason to act (or not act as the case may be). Take control of this word and use it when you are going through property negotiations and you’ll find you are able to have more power and influence.

A note: When you say “because”, you need to have rock solid information, statistics and reasons for prompting action from your client. Don’t be wishy-washy!

7. FAB Formula

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During negotiations, you will be highlighting features such as proximity to shops, having a double driveway and facing north to your buyers.

But this might only get them so far as to say “so what”. The FAB formula turns features into advantages and advantages into benefits.

For example:

“This house is closer to shops than a similar one for sale a few blocks away. This means you’ll save on petrol, which gives you more money to spend or put on the mortgage. In the long term, this proximity will allow your house to hold its value better than others.”

 

Remember your client is always listening to WII-FM – which stands for ‘What’s in it for me?” Show how this property will deliver in spades and you’ll be on track to gain their commitment as a buyer.

Ready to learn more and increase your power as an influencer? Win more business, sell more real estate and make more money by joining us at TurningPoint coming up in Melbourne in May. To find out more, click here.


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Jan
08

How to Stand Out With 5 Key Real Estate Marketing Videos

Standing out in a crowded market and becoming the agent of choice in your area requires a lot more than having excellent negotiation skills and getting good results on auction day.

There’s a whole swag of other tools you can utilise, the most impressive of which is Video.

I’m sure you’ve heard about how video the ‘next big thing’ in real estate.

It’s safe to say, video is not the next big thing – it is THE thing!

According to an Australian Retailer, real estate listings that include a video receive 403% more inquiries than those without and Forrester researcher Dr. James McQuivey estimates that one minute of video is equal to 1.8 million words. (Source: Insivia)

You can start using video as part of your strategy to become the best real estate professional you can be – even if you’ve never used video before.

In fact, if you’re a video novice, now is the best time to get started.

Why? Video helps you to:

  • Increase the likelihood of potential clients seeing your listings (as you can post video on a number of platforms and increase your reach).
  • Add value, information and education for your clients (to help you stand out as an authority figure in your area).
  • Create connections in your local area with your local market (video allows you to build trust and consistency in your message).
  • Showcase you, your agency and your properties in a way that images and text cannot compete with.
  • Most importantly: Video inspires action!

So, where to start?

With one or all of the following – preferably all, because we’re aiming high here!


  1. Market Wrap Video

Property is a hot topic, no matter where you go.

Everyone wants to feel like they have the latest insider info on what’s going on in their market.

This is important stuff for potential clients who are teetering on the brink of buying or selling.

A succinct but information-packed market wrap will influence people to take their next step on the property ladder.

Be honest in your video, share the facts and finish up with a strong call to action reminding your clients they will be missing out if they don’t ACT NOW.

Example:


  1. Listing Video

According to research from Australian based video and tech company Unruly, enjoyment of video advertising increases purchase intent by 97% and brand association by 139%. Why? Because video triggers strong emotional responses.

Pictures of a property are well and good however, a well-produced video creates an emotional connection.

In your Listing Video make sure to:

  • Show the address of the property
  • Showcase the home itself in a beautiful, clean way
  • Show the grounds, the gardens, the yard, the front of home
  • Make special note of all the interesting or unique things about the home
  • Play some interesting and calm music
  • Let the video tell a visual story
  • Include movement/people/pets in the video
  • Include your contact details and a clear call to action

Another idea is to record yourself or the current owner simply chatting about why they love the property and you’ll make the idea of owning it much more real to the people sitting at home browsing the internet.

Your potential buyers will start to see themselves in the home, making dinner, having friends over for a BBQ, and they’ll be picking up the phone to speak to you in no time.

Test some of your listing videos. Experiment with you as the agent introducing the property and talking about it’s features in greater detail.

Examples:


  1. Profile Video

A good reputation can is the result of the great relationships you’ve built, and a profile video is an excellent way of reinforcing your reputation.

Profile videos also help you to become an area specialist.

Introduce yourself, share what you love about living in your community and gather some testimonials from your best clients.

When you do this, you’re creating a celebrity effect. People see you on screen and they feel like perhaps they could be your friend. By the time you finally get to shake hands, the initial introductions have already been made.

90% of information transmitted to the brain is visual, and visuals are processed 60,000X faster in the brain than text. Creating and sharing your agent profile video makes you as instantly recognisable as George Clooney or Sandra Bullock 😉

Example: http://industriemedia.tv/portfolio/video/agents/


  1. Agency Profile Video

Agency Profile videos are important, especially if your agency is not one of the better known brands in your area.

Like a profile video, it introduces you to clients before you meet, and here’s one people overlook all the time, Google owns YouTube, so Google loves video.

According to Forrester Research it is 50x easier to achieve a page 1 ranking on Google with a video. Wouldn’t it be nice to have your agency website at the top of the page when someone searches for ‘real estate [your area]’?

Video is one of your best weapons in the fight for great search engine rankings.

Your Agency Profile Video is an excellent way to introduce your team, what’s different or unique about your team and brand, what you love about your area, your values and your vibe. Potential buyers connect through emotion and your profile video allows you to start that relationship.

Example: http://www.cunninghamsre.com.au/about/about-us.php


  1. Case Study video

Case studies are testimonials on steroids!

You’re not only sharing your great results and how happy the client was, you’re taking the viewer on a journey of exactly how you achieved such an amazing result.

A case study is a timeless piece you can share on social media and also reuse each time you pitch to new clients.

This provides social proof, sharing how people are satisfied with what you do and introducing clients to your methods.

Videos are shared exponentially more than text and images. According to forecasts from Cisco, internet video traffic will be 69% of all global consumer Internet traffic in 2017.

There you have the 5 marketing videos that are designed to help you stand out in your market place. I strongly urge you to start planning for and recording these videos asap!

Real Estate Results is a proud to partner with Industrie Media for our video needs. Contact the team at Industrie via their website: industriemedia.tv


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Dec
14

How to Gain Rock-Solid Commitment From Your Clients

Your mission; should you chose to accept it is to create change for your clients.

You’re helping them move closer to their property goals: but first, you must gain their commitment to allow you to do this!

Commitment-phobic buyers and sellers are everywhere, and it’s understandable: a recent UK study shows that buying or selling a house is just as stressful as getting a divorce.

For some of your clients, buying or selling a house is a HUGE transaction and if they’re unclear, uneasy or confused for any reason, they’re likely to be uncommitted or struggle to commit.

It’s up to you as the professional to help your client’s through this process seamlessly.

Create ease, explain the process and gain the commitment to move forward. Take it from me; gaining commitment is vital.

It’s something the best real estate agents are very good at and when done well is something that can make a massive difference to your business!

Today I want to share with you my 7 Secrets to Gaining Rock-Solid Commitment from your clients.

 

1. Stack the Value

It’s natural for your clients to become distracted by price – we all understand budget is a factor! To gain solid commitment from your client, help them understand the value to them in the deal.

This is where you must understand their goals and motivations.

What do they want? Is it stepping up their investment portfolio, or a home in the right location?

Provided you understand your client’s goals and you completely understand what your clients perceive as valuable, you can then present the deal in terms of how they will benefit. When your clients see the value – the value you have highlighted to them – they instantly become more committed to achieving their goal.

Once you have “stacked the value” your job will simply be to work together, and help them achieve it.

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2. Confirm Fit

Whilst stacking the value can be very effective, to gain a deeper commitment the next thing you can do is make sure your client is really committed to the deal.

By simply asking the following question, they will further convince themselves as they answer it:

“Do you agree this is what you want?”

This is almost a psychological trigger – by allowing your client to give a verbal confirmation (out loud) they will cement the intention in their own mind.

At this stage, you want to maintain the positive momentum you’ve created with your client by helping them towards achieving their goals (so our first point about knowing what their goals are is an important one!)

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3. Future Commit

Creating a deadline, or a time for action to be taken can be a powerful motivator.

So set a date! You can use dialogue like:

“Let’s put your property on the market starting from next Friday” or

“You could be moving in exactly five weeks from now”.

By helping to make their property goals more real and tangible, you are firming up your client’s intentions to follow through.

This is gaining super strong commitment! Setting a date moves you from speculation to action.

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4. Conditional

For some of your clients, buying or selling a property can be a once-in-a-lifetime transaction.

It’s not something they do every day so there is the potential for overwhelm – and subsequent in-action – which means they can get stuck.

Helping your client move through the conditions in order to complete the process is helping your client get closer to their property goals: and that’s what you’re here to make happen!

Lead them step-by-step through the process:

“What needs to happen next to secure finance so we can look at putting in an offer?”

“Let’s get a painter in next week so we can list at the beginning of the month, I know a great company…”

Most of the time people will feel relief when someone takes the reins to guide them through the hurdles of buying or selling.

If your clients are ‘stuck’ on a certain point and you feel they may be using as an excuse not to commit, remember: you’re the expert here!

Step up and help them through whichever process they’re unsure or uneasy about.

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5. Next steps

This is a more proactive version of the previous secret.

Here’s the trick: focus on what needs to happen next.

Do this by keeping your client focused on an action:

“To be ready to list next week, all we need to do is…”

By breaking the process down into small actionable steps, your client can relax knowing your experience will guide them to the desired outcome.

 

6. Direct

There’s nothing wrong with being direct and getting to the pointy end of the conversation clearly and confidently!

You can ask a seller…

“Are you ready to put me to work?”

You can ask a buyer…

“Why don’t you buy this property?”

The direct approach will allow you to identify if there are any issues getting in the way of moving forward.

For your clients, once you have established rapport and you’ve built the foundation of your relationship, a direct approach can land really well, however, if you have not put in the steps to gain their trust, understand their goals and really key into their values, a direct approach can land as a little pushy.

It comes down to you understanding their motivations and their end goal. Once you have this, you can be confident in the fact you are the best real estate professional to help them achieve their goals.

[Remember: it’s the best trained, best equipped agents who stand out against their competition and make it really easy for clients to commit to them! For more information on how to become this agent, click here.]

 

7. Assumptive

This ‘secret’ of positive reinforcement is powerful, but it requires caution.

Keep the assumptive in your thinking – it allows you to be optimistic in the way you go about your negotiations.

Remember – you belief is transferred in everything you say and do when you are negotiating.

Phrases like:

“I’m really looking forward to helping you own this property” and

“I can’t wait to get this one on the market for you” almost presents it as a done deal.

If your clients are leaning towards the right decision it might just tip them over the edge.

Don’t go overboard… but always be positive!

 

There you have the 7 Secrets to Gaining Rock-Solid Commitment.

Use these secrets to massively step up your game and become a high-performance agent.

Remember: you’re creating change for your clients, you’re a part of their lives for a stressful moment in their lives and I think you can see sometimes it’s just subtle changes in your approach, your dialogue and your process that will see BIG shifts in your results.

If you’re serious about seeing huge changes in your business and want a step-by-step map to follow for all your negotiation, listing, selling, buyer and seller management strategies I urge you to invest your time with me at TurningPoint: it’s two full days of coaching with me, after which you will walk away with a whole new results-driven system to use right away. It’s the best investment you will make in your real estate career this year!