Category: Profile

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.


your 90 Day Plan is the first step to achieving your big career goals
Oct
19

What’s your big career goal and how are you going to get there?

A 90 Day Plan lets you start towards achieving your big career goal.

You’ve heard that saying “A goal without a plan is just a wish”

Well nothing is more true when it comes to your goals for your career and business.

So today I want to share with you a simple process to build your “Results Plan of Action” over 90 Days.

The best time to create a 90 Day Plan is when you have achieved a clear vision of what you want your immediate future to look like.

If in 6 months you want to double your revenue – create your 90 Day Plan now, based on that goal.

If in 12 months you want to be Number One Agent in your area – you need to start somewhere – create your 90 Day Plan now, based on that goal.

If in 3 months you know you need at least 50% more commission to fund a new home or a wedding or your children’s university fees – create your 90 Day Plan now, based on that goal.

You will be surprised by what you can achieve in 90 Days and the plan starts now…

your 90 Day Plan is the first step to achieving your big career goals

So here is a quick structure for you to follow when crafting your 90 Day Plan:

  1. Start with a Performance Review where you can analyse:

– What has gone well in the last 12 months?

– What hasn’t gone well in the last 12 months?

– What areas of your business are a little ‘clunky’ and need attention (in order for you to achieve your goal)?

– What are the upgrades you can commit to (in order for you to achieve your goal)?

This exercise gives you an insight into where you can focus your time and attention over the next 90 Days.

 

  1. Now you’ve had that real conversation with yourself it’s time to outline the plan:

– Write out the top 3 – 5 key goals you want to achieve in the next 90 Days.

These 3 – 5 goals support your larger career goal and act as important steps to seeing that larger goal come to life.

 

  1. Next, time to dig deeper:

    Coming out of your top 3 – 5 goals, what are the key projects that need to happen in order to achieve the goals.?

For example, you want to become the Number One Agent in your area in 12 months time. Over the next 90 Days, one of your top 3 goals is to create your Circle of Influence so you can be nurture better relationships in your circle, be seen more in your community and ultimately generate more listings.

So a key project around your goal of creating your Circle of Influence would be a establishing a communicating and nurturing program for the top 20 people you’d like to see within your Circle of Influence.

An important note about key projects…

If you’re a lead agent running a SuperTeam, you must ensure that everyone in your team is across the key projects and understands their responsibility around each project.

 

  1. The Fourth step in your 90 Day plan is to outline your quick wins:

Looking at your key projects, what are the quick wins you can action immediately – to help you achieve your 90 Day plan goals?

This may be a prospecting blitz, you may have 20 Buyers in your pipeline that you haven’t connected with in some time – start to brainstorm and you’ll see there are more opportunities available to you now than you realise!

 

  1. The final step to the 90 Day plan is simply doing the work:

    As you find yourself working through the plan, check in on your progress.

your 90 Day Plan is the first step to achieving your big career goals

Having a 90 Day Plan and only checking in on the plan at Day 1 and Day 90 is not going to work – when you commit to this process you need to monitor the effectiveness of the strategies you’ve employed along the way.

If you can see yourself heading off course, take action to rectify it.

At any time you feel completely overwhelmed by what you have set yourself to achieve, take yourself out for a coffee and review your top 3 goals as well as your big career goal.

Ask yourself why they are so important and what they mean to you and your family?

 

Here’s a reminder of the process I’ve just outlined for you:


Big Career Goal

Top 3 – 5 Goals in the next 90 Days

Key Projects to help you achieve your Top 3 – 5 goals in the next 90 Days

Quick Wins

 

The 90 Day Plan is a simple process that when implemented successfully has the power to change your career.

So, get to it!

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

 

 


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.


michael-sheargold-real-estate-training-australia-how-to-stand-out-with-5-key-real-estate-marketing-videos
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


michael-sheargold-real-estate-training-australia-successfully-follow-up-your-clients
Nov
14

How to Successfully Follow Up Your Clients (and get what you want)

For real estate agents “Follow Up” is one of the most important and effective strategies you can use to win more business and sell more real estate.

Great news is, Follow Up is also one of the easiest strategies to implement and has some of the best cut through results – why? Because most agents do not take the time to do it!

Think about this…

80% of sales require 5 follow-up phone calls after the meeting (Source: The Marketing Donut) yet only 44% of salespeople give up after one follow-up. (Source: Scripted)

So how can you take the steps to master follow up, win more business and sell more real estate?

Well at its core the art of follow up is about nurturing, communication and consistency. So in this article I’m sharing with you 4 Follow Up Strategies, which you can use immediately to see instant results.

michael-sheargold-real-estate-training-australia-How-to-be-a-real-estate-area-specialist

Here are 4 Follow Up Strategies to help you to propel your network and your listings:

1. Open Home Follow Up

All those fantastic new contacts, waltzing through the door! Now is the time to start making beautiful friendships. You don’t have to have a lengthy conversation with every buyer on open day, you only need to make sure you answer any questions they might have.

Also make sure you get a phone number and email address for your business base!

In this case, an email is a great way to formalise your introduction. Include some more enticing photos of the property, key facts about the home, and make mention competition will be tight for the property.

In my experience, while emails are good, phone calls are excellent for rapid rapport building.

A phone call gives the buyer a chance to ask any questions they may have missed on the day. It also gives you the opportunity to uncover their property goals; what they’re looking for, when they’re looking to purchase, are they looking to move areas, are they looking to change over, what are their goals?

Keep in mind that 80% of calls go to voicemail, and 90% of first time voicemails are never returned (Source: RingLead) and 93% of converted leads are contacted by the 6th call attempt (Source: Velocify) so leave a message and call again!

 

2. After Listing Presentation Follow Up

Once you have made your listing presentation, now is the time to ramp up the communication.

Touch base with your prospective clients over the phone after a day, or a couple of days to work through any objections, investigate how they’re feeling about the decision, what they need to know to move forward and how to sign them as a client in the best possible way for both of you.

Remember, the easiest way to get what you want is to help others get what they want.

Arm yourself with key dialogue where you explain why you and your agency is the best possible decision for them, examples of the prices you have achieved recently for other clients, any points of difference you have in your market (ie your agency is a RER Network Member and what that means to them). Essentially you want the decision to list with you a super easy one.

At TurningPoint I guide you step by step through the steps to listing success and securing the listing at the point of the listing presentation.

If the vendor decides not to list their property with you at this stage, it doesn’t mean it has to be the end of your relationship.

You might have a property listed they are interested in buying, their relationship with the agency they’ve decided to list with might fall apart, they might decide to list again in 6 months time, so keep them on your business base and stay in touch, particularly if you notice their property is slow to sell.

You never know, you may still get the opportunity to be the agent who sells their property!

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3. Post Transaction Follow Up

Accounts are settled, papers are signed and keys are exchanged…but you still have work to do!

Providing your vendors with a thank you gift such as a restaurant voucher will help you to stick in their memory and help you maintain your future relationship (remember your client for life mentality!)

By ensuring you’re sending your new buyers a bottle of champagne, a bunch of flowers or a booklet of vouchers for local businesses is the kind of icing on the cake top agents offer their clients.

It’s a small gesture but it can make the world of difference to your long term reputation as a real estate leader in your community.

With this strategy, consistency is key. Once you have handled a property transaction for a client you should continually be reminding them you are their agent of choice, no matter how much time passes between buying and selling.

Something I share with all the real estate professionals who join me for any of the real estate agent training and coaching courses we run at Real Estate Results is this; there are so many clever and standout ways to maintain visibility and nurture your relationships.

With all the communication options available to us right now, a lot of them automated to save time, there’s really no excuse!

Here are some ideas:

  • Be active and visible on social media posting valuable and informative content (not just spamming your upcoming open homes and listings)
  • Send regular Email newsletters (this is why it’s so important to collect email addresses at your open homes and have a subscription sign up on your website)
  • Regularly send physical mail (this can be updates on the local market, end of year wrap, end of season wrap, etc)
  • Send a text messages to your client on the anniversary of their purchase (just a friendly reminder and congratulations)
  • Pick up the phone (you can place calls every 6- 12 months, just to touch base and see what’s happening and if they have any property goals they’re looking to achieve that you can help them with)
  • Offer them a free property appraisal offer so they can understand where they sit in the market

This is about nurturing your clients. Try to keep in mind that one client does not equal one client. They equal all their friends, their family, everyone in their circle. So getting this right can impact your immediate sales results and also your long term sales results.

michael-sheargold-real-estate-training-australia-successfully-follow-up-your-clients

4. Referral Follow Up

If you have been introduced to a potential new client from someone in your circle of influence or a current or past client, always connect with the referral, introduce yourself and think about how you can help them.

They might appreciate a free appraisal or some advice on their potential as a property investor or they might just want to know an agent so when the time comes for them to buy or sell they know who to turn to.

Here’s the secret the most savvy of agents are in on – when you meet someone new, you don’t need to immediately spout your latest and greatest sale results.

Instead, find out what about their property goals and supply them with the information they need to take the next steps. Then you can maintain the relationship and let them know you can send them market updates, connect with them on social media, basically ‘become visible’ in their world.

You want to ensure they come to think of you as their agent, their go-to person for all things property and real estate and be ready when they need you. Also – thank the person who’s introduced you and maintain that important relationship with reciprocity and respect.

There you have 4 key Follow Up strategies to start implementing immediately. Let me know in the comments below what you favourite Follow Up strategy is and what kind of results it’s created for you?

The art of the follow up is integral to any real estate training and at TurningPoint we go through some simple yet effective steps to help you achieve seamless follow up across all areas of your business.


michael-sheargold-real-estate-training-australia-How-to-be-a-real-estate-area-specialist
Nov
06

How to Become a Real Estate Area Specialist

Do you want to win more listings?

Make sure you stand out as the specialist in your area by implementing these 4 steps.

The fastest way to attract more clients and sell more property is to become THE go-to real estate agent in your area.

In this article we will share with you the 4 key steps to becoming a real estate area specialist, plus why you should aim for this goal.

Firstly, think about the type of agent you really want to be….

Do you want to be the agent who wins the most listings, sells the most properties?

Do you want to get quoted in your local media, become a visible leader in your community and have every other agent scrambling to keep up?

Do you want sellers knocking on your door, already sold on the fact that you are the best person to sell your property?

If you’ve graduated TurningPoint you will know; to truly be the best, you have to be prepared to put in the hard yards to get there.

I’ve not yet encountered a single agent at the top of his or her game who hasn’t put in a great deal of work and focus into setting the benchmark for being the best in their local area.

The great news is, by setting that goal and by following some simple steps, becoming an area specialist is highly and quickly achievable.

michael-sheargold-real-estate-training-australia-How-to-be-a-real-estate-area-specialist

Why focus on local?

When you become a visible area specialist, you are setting yourself apart from your competition and giving yourself a key point of difference in your market.

What’s more, it translates to real estate gold; word-of-mouth referrals!

Your local area is full of potential buyers and sellers. As an agent you fulfil a much needed community role, you are the person your community turns to when they need to buy or sell a property – so make their decision to work with you an incredibly simple one.

When you stand out in your community as the agent who has their finger on the pulse, the agent with the best information, and the one with the greatest knowledge, you can have the most powerful conversations.

So let’s dive into the 4 steps to becoming a real estate area specialist and grow your market share.

1. Gather the history of each property you sell

I’m talking about a lot more than the price history here. You want to introduce your buyers to the home in a powerful way so you can gather key history such as:

  • Previous owners (are any of the previous owners important/known/famous)
  • When the house was built and what was unique about it at the time (the original owners built a fireplace that is still in use through winter and warms the entire home)
  • Local area information and how it relates to the particular property (for example: did you know this was the second home built on this street?)
  • If the house has any stories that can help buyers to emotionally connect with it when you meet them on open house day.
  • What the current owners love about this home (the current owners have really enjoyed the garden and made it a central entertaining area.)
  • Any major repairs or renovations that have been carried out recently (go back to the history with things like where the kitchen used to be)
  • Any plans that have been approved by council for the home but haven’t happened yet (there is approval to build a carport/granny flat/pool etc)
  • Any council plans for the local area (in the next 2 years the local council has committed over $X to X activity)
  • What are the nearby points of interest? So things like schools, universities, local parks, beaches, libraries, shopping centers, restaurants and cafes. (For example: Great news: it’s a 5 minute walk to Bar Beach)

The goal here is to help buyers feel like they have little known information about their soon-to-be home and are connecting with its history.

2. Form genuine community connections

How many people do you know locally?

I can tell you now; it’s not enough!

To truly be the stand out specialist in your area you need to be the person who knows everyone – not just know about them – but really get to know them.

Chat to local business owners and come to understand the challenges that they are facing.

Integrate their services into yours by forming meaningful partnerships.

What you are doing here is creating your Circle of Influence.

3. Stay ahead of local developments

In the past, I’ve found the agents who know the most, sell the most.

Information about new developments, infrastructure changes, school catchment areas and council bylaws should all be stored in your head so you are ready to answer any questions you are asked.

What’s more, to be the font of all local knowledge, you should be regularly scouring sites like CoreLogic.

You can also check places like Microburbs to find stats gleamed from the Australian Bureau of Statistics.

Drive to the office a different way every now and then and look around at what is happening in your area – have your finger on the pulse.

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4. Be visible and communicate

The more time you spend out of the office, the better.

Have you ever heard the expression ‘out of sight, out of mind’?

It definitely applies to agents who want to nail their local market and retain that all-important repeat business from their community.

Leaders in real estate keep themselves in the spotlight at all times by turning up to local events, by sponsoring community initiatives and by simply taking the time to say hello and ask people what is happening with them.

Something that I share repeatedly during any of my live training workshops is that setting yourself goals and creating a strategy will keep you on the right path.

Make a plan for regularly communicating with your area that you are THE person, the go-to agent who knows the neighbourhood inside-out and upside-down.

 

There you have 4 steps to becoming a real estate area specialist.

These steps will help you stand out in your market, become the go-to real estate agent, and grow your market share.

A final tip from me – instead of communicating and posting your latest listings and open homes on social media, communicate your love and interest in your local area.

Strategies as simple as sharing snaps of iconic local places and sharing the story behind them serve to keep you front of mind while giving your community something to feel proud of about their suburb.

 

For even more strategies on how to become an area specialist, step up to your best ever results and be known as the Number 1 Agent in your market, click here.


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Sep
09

To Get More Clients, Make More Friends!

Transactions pay bills, relationships build businesses.

If you are a principal I think you would agree, you can’t be successful in the real estate industry and not be a people person. This is partly because trust is such a huge factor – your clients are putting their biggest asset in your hands with the understanding that you will do what is right. You need to genuinely want the best for them in order to manage this responsibility.

“Business success depends, like any relationship, on personal connections. Building trust, understanding the client needs, and connection are essential”

The necessity of being a people person is also because the true greats of real estate have long-standing relationships with their clients. This is essential in the property game more than any other business, because each client’s transactions are spaced out with gaps of up to ten years.

After many years helping real estate businesses succeed, I’ve noticed that any real estate agent worth their salt doesn’t focus on generating transactions, but instead puts time and energy into nurturing relationships. Real Estate might look like a numbers game and it feels good to be at the top of your game, but if you want to stay that way your customer service has to come from the heart.

Making those personal connection, building trust, and understanding client needs is essential for longevity in real estate. Here are five quick ideas to allow you to demonstrate that your clients mean something to you.

1. Ask questions (and listen to the answers)

Find out what makes your clients tick. Get an understanding of what they do for a living, their passions in life and what things mean the most to them. Jot down a few notes in your CRM to jog your memory for the next time that you speak and refer to what they’ve told you in the past during your conversations.

If you are like me and truly love getting to know people, you won’t need the notes with your best clients.

2. Share your contacts

Most vendors have a high sale price in mind, but not much of an idea of how to achieve top dollar. As well as providing the standard advice of decluttering, freshening up the paint and tidying the garden, put your clients in touch with your network of trade providers. Get them a great deal on that deck repair and introduce them to the best tree pruner in your area. This will take a huge amount of stress out of the selling process for them.

3. Go the extra mile

As with your family and close friends, you don’t have to spend a lot of money to demonstrate that you value your relationship with someone.

Additional and unexpected services can really make an impression. Make the process as smooth as possible for your vendor; help them present their property to the best advantage. For example forming partnerships with local services such as interior designer and landscapers to help prepare houses for sale so your client has a few less things to think about.

Moving day for a new homeowner can feel like a footnote to you – however this is an oft-overlooked opportunity to leave people with a very favourable impression of your agency. A meal voucher at a local restaurant, fresh flowers or a complimentary pre-move cleaner will make people feel cared for – and give them a reason to refer you to their friends.

4. Refer them business

Friends help each other out. Your position as a real estate agent also enables you to be a matchmaker extraordinaire. Got a client who does interiors? Introduce them to the couple who bought that fixer-upper. Put the client who mentioned he’s starting a business in touch with the vendor who specialises in marketing for start-ups.

Use your client’s services yourself if you can and make sure you give them a great recommendation on platforms like LinkedIn. As they say, “what goes around, comes around”.

5. Provide helpful information

Even though most property transactions only happen every few years, the ever-changing property market is always a hot topic. Providing updates is one way to stay connected with your clients.

Create a newsletter that shares market updates with your clients and also gives them tips for maintaining their home, minimising their tax (if they’re an investor) and staying on top of trends for inside and outside their house. Remind your clients / friends that you’re never more than a phone call away if they have a question, even if they’re not thinking of selling.

If you are a principal and you want to discover more ways to create lasting relationships with your clients and build a brilliant reputation for your real estate agency at The Business of Real Estate conference – tickets on sale here.


Hugh Bateman, known for being active in the community. The Property Shop won Community Achievement of the Year in the Australasian Real Estate Results Awards 2016.
Sep
08

Building A Reputation Within Your Community

Your place in your local community is not what you think it is – it’s what the community thinks it is.

One of the things I love most about real estate is that it can allow you to have a highly fulfilling career without having to travel out of your local area every day. Real Estate agents are often some of the best-known figures within their community, simply because they spend so much time there.

I believe community engagement and community reputation are vital for anyone in the business of selling houses. Reputation really is everything and if you are not seen as a trusted person in your local area, you are going to struggle against your competition.

So… what is your community reputation? If you’re sitting back and thinking “people believe I’m the top real estate agent around these parts”, that might not actually be the best thing. Why? Because the way you are perceived needs to go a lot deeper than how many houses you pass under the hammer.

I stand by the old saying “Don’t make connections, make friends.” People are more likely to want to help out their mates, whether it be by lending a hand with their deck-rebuilding project or referring them business.

Your community engagement strategy shouldn’t be a strategy. It should spring from a genuine desire to be a helpful neighbour, fellow business owner and friend.

Some of the ways that you can take steps to be truly valued by the community you work in include:

Sponsoring Local Clubs and Teams

This goes beyond donating money. Get to know the leaders of the organisations. Turn up at events with genuine enthusiasm and promote what these clubs are doing to your client base.

Contributing to local scholarships and donating prizes for fundraising events is another way to boost your support of the people around you.

Host Free Community Events

This could be as simple as a bi-annual sausage sizzle to raise money for a local cause, or as upmarket as an end-of-year cocktail evening. It could be an ‘expo’ style event that promotes local small business. You could organise Santa to turn up for a special children’s’ event prior to Christmas.

These events aren’t about promoting your own business, but about getting to know people in a relaxed environment.

Form Partnerships With Other Local Businesses

Brokers, builders, interior designers and even cleaners are all business owners that you can connect with locally. Promoting their businesses to your clients (provided they are reliable and trustworthy) will organically result in a better referral rate for your own agency.

Be the Best Agent

And I don’t mean by breaking sales records (although yes, that does help). Be the best agent by providing the advice and support that all your clients need to get through the stressful experience of selling their home.

Being the best can be as simple as turning up with a bottle of ‘Spray N Wipe’ or bringing some of your own throw cushions from home to brighten up a living room on open day. Going above and beyond in order to make your vendors’ experiences as good as possible will foster a positive reputation for you in the long term.

Focusing on becoming “the person who has time for everyone” and “the local real estate who has all the best connections” will by default cement your reputation as the best in the area.

The Business of Real Estate has been designed to bring you the best speakers, the latest information and the most effective ways for you to build a brilliant local reputation and a successful real estate business. Book now.