The 8 New Real Estate Trends Used by Top Producing Agents
- John Alexandrov - Jarred Alexandrov
Meet John Alexandrov Founder of REIC
Broker/owner of major real estate franchise at age 25
Owned a law firm, title company, real estate brokerage firm and real estate appraisal company Coaches some of the highest income earners in our industry with several agents achieving incomes over $2,000,000.00 a year GCI
Best Selling Author
“Developing financial wealth must be one of our foremost priorities in life. This dynamic book… will help you.”
Brian Tracy, President Brian Tracy International, Ltd.
“This book provides the „How To‟ for creating and applying affirmations in life. It is truly a gift to all who read it.”
Paul Brown, President Leadership Dynamics, Inc. www.REICConnect.com
Meet Jarred Alexandrov
Social Media Architect
Founder of REIC‟s social media division
Has created over 100 Facebook accounts, blogs, and social media plans for REALTORS® from every major franchise Teaches social media continuing education courses in MA and RI
Here’s Our Promise To You:
If you have only experienced “traditional” training, then you will be astounded by what you are about to experience. The fact that you are here right now means that you want to immediately improve your business.
When You’re Committed…
You Do What It Takes To Succeed!
“There is a difference between interest and commitment. When you’re interested in doing something, you do it only when it’s convenient. When you’re committed to something you accept no excuses… only results.” - Ken Blanchard
Making Promises Instead of Setting Goals
Research scientists have proven that promises are more powerful than goals. Imagine setting promises based on what is important to you & what is $ productive & discovering how to easily take action to fulfill those promises.
Behave Like a CEO Rather Than an Independent Contractor
Many REALTORS® get into this business to earn $ and have more freedom and flexibility. Success comes from discipline. Discipline = Freedom & Flexibility
Perhaps you’re ready to Think and Act like the CEO of YOUR real estate business.
Adhering To The 6 Income Producing Activities
Lead generation and prospecting. Lead follow up & database management. Face to face with Buyers & Sellers . Showing appointments with qualified buyers only. Negotiating Getting Price improvements.
I wonder what will happen to your income when 60% of your time is dedicated to these six income producing activities?
Mastering Time Instead of Wasting It
Ask yourself: a) Do I have a schedule? b) Does my schedule match my promises? c) Is what I am doing right now an income producing activity? Most people say “They don’t have the time to…” until we teach them Time Mastery skills.
Focusing on “Profits” As Well As Sales
Do you have a Profit & Loss statement? Do you track & know your expenses? Are you working to improve your profit margin & reduce expenses? Imagine what having more income and higher profits would mean to you?
The Profit Formula
$2,000 ÷4 $500 X 3 = $1,500
Number of Qualified Clients
90 Days on Market ( in months) Cost to Acquire/Maintain a Client
The Profit Formula
Cost to Acquire/Maintain a Client
Minimum Acceptable Commission Per Transaction
Mastering Modern Persuasion Skills
The only thing you will ever get paid for is your ability to influence & persuade others.
• LEAD PEOPLE TO THEIR DESIRED OUTCOME.
• Imagination is the single greatest factor that prompts people to list or buy with you or not. Emotion “buys” – Logic “rationalizes”
• The 9 Keywords and Phrases.
WORDS HAVE POWER
Until Discover Imagine When Before After
After you review my market analysis, you will be totally convinced of the correct market price for
your home & make a great
While you’re thinking about how much you want to offer for this home, I’ll get the paperwork ready.
When you discover just how much money we can get for your home, you will be thrilled.
Example for Use in Writing
• As you are reading this - you will discover the truth about how to get your property sold quickly and you will be delighted! • Many others have discovered that your success as a Seller or Buyer really depends upon your motivation and your keen judgment when selecting a REALTOR. After we have an opportunity to exchange ideas – you will make great decisions and realize that our real estate team is your best choice !
Ego Management Instead of Egotism
The Ego Is A Wonderful Terrible Thing – A Seed That Bears Two Vines: One Good And One Evil
Oprah has six coaches. “We don’t know what we don’t know” I wonder if you’ve already realized most successful people have at least one professional coach.
Social Networking as a Business Tool
The best agents already realize there are many benefits to social media. Let’s talk about how it can be profitable for you! • Be found where people are searching • How to capture and/or convert leads • The Facebook advantage • www.fanpagesforrealestate.com
Today, The Only real excuse you have for not using social media is:
“I’m retiring tomorrow!”
“It’s not IF you do social media…it’s how well you do it” – Erik Qualman, author of Socialnomics People are making hiring and buying decisions differently today than they did… • 30 years ago (cable TV) • 13 years ago (internet) • 3 years ago (social media) • 30 days ago (social search from Bing and Google)
“Young” home-buyers use social media in their decision making process and until you understand how, you’ll miss out on innumerable opportunities to be their agent.
Who in this room has a website?
• So people can find me • So they can search for homes • Because my company gave me one • To read my testimonials and find out more about my specific areas of expertise • So people know how to contact me
Every business (large or small), every loan officer, every real estate agent should have a professional Facebook page for these same reasons and more!
The Social Media Process that is Right for a Specific Group of Real Estate Agents
Create a Video Find Content to Write about Blog (once-a-day or 3 times a week minimum)
Post Video to YouTube
Post Blog in Linkedin Groups Blog gets Posted to Twitter
Blog gets Posted to Facebook Business Page
Copy to other Blog sites
Leads from Google, Facebook, Linkedin, Twitter, other Blogs
Capture leads on your blog using opt-in and contact forms
More Time Spent = More Results
Follow-up on those leads ASAP with an auto responder email or phone call
Who is this right for? • Very motivated, aggressive • Above average with computers • Like being “connected” all the time • Pick-up technology quickly • Enjoy the challenge, and like being on-top of the latest technology • Like spending lots of time on the computer figuring things out
If this is you (or you can have somebody do it for you), great!
Everyone else should be using the following process to “widen your web.”
The Best Way to Get Started (or re-started) Using Social Media for Most Agents
Spend 10 minutes per day finding useful content that others have already created for you. Especially other people on Facebook! Promote your page through email marketing, newsletters, inperson, website, and other accounts Create scripts, marketing pieces, and learn to position yourself as a tech-savvy realtor using your Facebook page as evidence. Post this useful content to your Facebook business page to stay top-of-mind with your database.
Lead capture through forms on your Facebook page.
Convert more leads that are already qualified.
Less Time Spent BUT Time Well Spent = Results
Differences between a Facebook profile and a Facebook Business Page
Facebook Profile/Personal Page Personal Updates? Business Updates? Customized Tabs? Market Data Imported? Listings Imported? Testimonials Displayed? MLS Search ability? Opt-In Forms? Free? Yes No No No No No No No Yes Facebook Fan Page/Business Page No Yes Yes Yes Yes Yes Yes Yes Yes
Facebook Personal Profile’s have “Friends”, Facebook Business Pages Have “Fans” – they are separate from each other so you could have a friend on your profile who isn’t a fan on your page.
3 Step Process to a Great Start on Facebook.
1. Get your Facebook fan page/business page set-up correctly. • Without a custom fan page, you can’t lead capture, enhance your online reputation, or provide the latest information without spending a lot of time on it. 2. Promote the page to your sphere of influence via your personal Facebook page, emails, phone calls, email signature, etc. • Need to get 25 fans within the first few weeks to get custom web address • Add your facebook web address to your email signature, other materials 3. Get in the habit of posting useful information to your page on a consistent basis. • This can be once-a-day, or once-a-week. There is not set formula and it is different for each person. • “Sharing” other people’s content on Facebook is easy AND keeps you top-ofmind with your referral partners
The Perfect Facebook Business Page!
Professional pages have: a) Your Listings b) Lead Capture forms c) Automatically update Market Data d) Display testimonials e) MLS Search f) Link to your website/blog g) Links to your best vendors h) Your contact info i) A unique web addresss j) Helpful resources k) Apps from zillow, trulia if necessary
***Stand out in listing presentations!!!
Facebook Business Page: The way to fully realize the benefits of being on Facebook!
Can you set your page up on your own?
Many agents have told me that the more they try figuring out how to correctly set up a business page, the more confused and frustrated they get!
Which one is more valuable to the consumer?
Typical Agent Page Professional Agent Page
How To Promote Your Facebook Page 1. Put a link to your page in your email signature (http://www.facebook.com/Markdalbonmortgage ) 2. Send an email announcement to your database announcing the new page 3. Include your facebook web address on your marketing materials, listing presentation, post-cards etc 4. Get people to comment on or “like” your posts so their sphere will see you! Also share other people’s posts! 5. Send a direct mail piece to your past clients and list asking them to Like the page. You are not a celebrity! It takes time and consistency to build an interested, responsive base of fans.
How Does Hingham REALTOR Tricia Powers have 470 fans and 1000+ views on every post she does?
1. It's not about you! Post 4 “Items of Value” for others for every 1 thing about you. 2. Make it fun – Inject humor. Humor is what gets people to interact and enjoy the page. 3. Post about once a day, but make it useful info. FIND SOURCES OF CONTENT 4. Tell people about your page and have the link on your email signature.
Sources of Content
http://real-estate.alltop.com/ www.patch.com (select your state then town) Local newspapers Your loan officers Your attorneys Other vendors Industry blogs (kcmblog.com) Your company reports www.HouseLogic.com CnnMoney, Yahoo Finance, Wall Street Journal
Trends You Must Follow
In Your Real Estate Business
# # # # # # # # 1 - Make and keep promises. 2 - Be the CEO of your business. 3 - Focus on income-producing activities. 4 - Follow a schedule an master your time. 5 - Profitability is critically important. 6 - Master the Persuasion keywords and phrases. 7 - Put ego aside and be coached or mentored. 8 - Social media platforms as business tools.
1st Group Ever to access “Like Us to search for homes!”
Choose Standard or Advanced Page
Purchase on www.FanPagesforRealEstate.com
Schedule consultation with Facebook Designer Ryan Staples
Email Ryan your logo, info, testimonials, etc.
Take Ryan 1-2 weeks to design the page for you review
Review the page for accuracy and approval
We make the page live and do a training call to show you how to use it and start promoting it.
Also collect any instruction docs you need. Get access to 1 month of coaching webinars with Jarred Alexandrov.