Tareas Básicas

1. Never let a day pass without engaging in at least one real estate marketing activity.
2. Start every day with two cold calls.
3. Carry business cards with you (all day, every day).ok
4. Set specific marketing goals every year; review and adjust quarterly.
5. Maintain a tickler file of ideas for later use.

Estrategias de Marketing
1. Identify a new market. ***locales comerciales--- Mercado chino.
2. Give your sales literature to your OK lawyer, accountant, printer, banker,
temp agency, office supply salesperson, advertising agency, etc. (Expand your
sales force for free!)

Evitar:
1. Trying to generate sales with the one-step marketing strategy
2. Not knowing for sure which of your marketing efforts are
Producing results and which are big money-wasters.
3. Expecting your prospects to call for more information.
Does This mean that the real estate agent doesn’t have a brochure or any other literature?
Are they
Few prospects, if any, respond to the call for more information fatal marketing mistake.
4. Focusing your marketing efforts on you or your company.
It seems natural to tell your prospects about you and your company
Who cares?
Please don’t misunderstand. I’m not saying that your marketing materials shouldn’t include
Background information about you and your company and/or specifications about your
Product/service. I’m saying that this should be supportive information, not your primary
marketing message.
5.It’s a fatal marketing mistake to think that prospects care about the same things you care
about.
Profitability of your marketing efforts.
7. Directing your marketing to everyone but to no one in particular
Many real estate proffesionals have failed to determine who their best prospects are, where
those
Prospects live or how to reach them effectively and efficiently. This is a critical first step in
8. Wasting your money on image marketing
A major marketing mistake made by real estate agents is that they pour their marketing
dollars into
Image marketing
Obviously your image and name recognition are important to the success of your small
business. But
Even more important are immediate and steadily growing sales.

10. giving up on your prospects after just one or two follow-ups

effective marketers know that persistence and repetition are vital for success.
The sale begins when the customer says “no.” But too many real estate agents spend a great
deal of
Time and money attracting prospects to their businesses and then either follow-up with
them just once,
Or, as incredible as it may sound, never follow-up with them at all.
Successful people in sales know that most of the sales are made after the seventh or eighth
call.

Few
Are made after just one follow-up call.
Your prospects have many reasons for not buying from you immediately.
They may not be ready to make a decision.
They may have more pressing things on their minds.
They may not feel comfortable enough with you, or trust you enough to buy right now.
They may have more questions about your services, that haven’t been answered.
They may have information from you and 2-3 of your competitors and are trying to
determine which
Company would be their best choice.
By following up repeatedly, you will have a dramatic advantage over your competitors,
since few of
Them will follow up more than once. When your prospects are ready to buy, which could
be one week
From now, or six months from now, you will have a better chance of getting the sale if you
are
Uppermost in their minds. You can only do that by consistently following up.

Mejorando la relación con tus clientes

Ask your clients to come back again.
Return phone calls promptly.
Photocopy interesting articles and send them to clients and prospects with a hand-
written "FYI" note and your business card.
Hacer carpeta de propiedades
.Tshirt con el logo de la empresa

Network marketing
networking opportunities are everywhere. don't let them pass you by.
1. recognize that there is more to networking than greeting people.
Develop a step-by-step plan for how you'll build relationships and how you can effectively
tell your Story. Don't forget your 30 second commercial to tell your story.
Networking opportunities are everywhere. Don't let them pass you by.
2. work on your ability to make small talk.
Have some prepared topics in mind—current events, sports, vacation plans. And be sure to
ask openended Questions of the other person like "What is it you enjoy most about your
work, or where you Live or your free time?" Remember, too, that having a good
conversation depends greatly on being an Active, courteous listener. Again, your thirty
second commercial is a must. And let's emphasize again
Being a good and courteous listener.

3. look for partners.

Specifically, look for other businesses that complement what you do and might be a good
source of Referrals.

4. don't look at networking as a real estate sales opportunity.

Instead, look at it as a reconnaissance mission—a chance for you to learn something and
enjoy thenScenery. There is a proper time and place for sales calls. This is a very important
point. Read it overnAnd over again. Networking is not sales.

5. make a habit of being patient, polite and friendly to people,

6. finally, do something constructive with the names and
information you've gathered.
stay in touch with the most meaningful contacts. develop a few types of follow-up methods;
such as phone, fax, newsletter, brochure, card and letter.

The Top Ten Rules of Effective Networking

For Real Estate Professionals
.
1. GIVE, THEN GET.
If you approach a networking meeting with a “what’s in it for me?” Attitude, you will be
just like all
Those sharks that have kept you away from networking to begin with. Go to a networking
event
Looking for opportunities to help others. When you give this way, your “get” is always
bigger.
2- BE CONSISTENT
- As in marketing, the more consistent your networking efforts the more productive they
become. “I hate to admit this, but mediocre marketing with Commitment works better than
brilliant marketing without commitment
3- GET INVOLVED
- Getting involved puts you in a consistent position of visibility.
4- BE A POWERFUL RESOURCE & ADVOCATE FOR OTHERS
- Expand your network and be an advocate for others. Use your networking resources to
hook up People you know with others. What goes around comes around.
5. PLEASE, NO FISHING.
Don’t be that person who offers a cold, limp fish as a handshake instead of a firm grip.
Loosen it up
Just a little for shaking a woman’s hand, but never go soft. Otherwise, the people you meet
will
Remember you not for all the great things you had to offer, but for your weak handshake.
6. DIRECT EYE CONTACT.
Don’t ever stare at someone, but always make sure to meet his or her gaze. A person who
Continuously averts his will be seen as someone with something to hide.
7. DRESS PROFESSIONALLY.
The old adage about making a first impression is still true. As a rule of thumb, dress one
step above
What you think everyone else will be wearing. It can never hurt you to look as good as the
next best
Dressed person in the room.
8. HAVE A 30 SECOND COMMERCIAL.
Have you ever met someone at a networking event, talked to them about their business the
whole
Night, and left without knowing what in the world they do? It happens all the time.
Remember to state
Clearly what it is that you do and who are looking to work with.
9. WRITE ON BUSINESS CARDS.
As you meet people, write information about them down on their business cards. It’s
virtually
Impossible to remember all those little details about the people you meet, and no one will
mind if you
Are so interested in what they have to say that you are taking the time to write it down.
10- BUILD THE KNOW- LIKE- TRUST FACTOR
- Building relationships is more important than collecting lots of leads. Think quality vs.
Quantity.
Connect deeper vs. On the surface.
11- IT’S MORE IMPORTANT TO RECEIVE BUSINESS CARDS THAN HAND
THEM OUT
- This puts you in a position to be able to follow up.
12- CONSISTENTLY FOLLOW-UP
- It's not enough to have a network. Follow up and continue developing your relationships
and
Network. Have a good reason to follow up or ask "how can I help you?"
13- DEVELOP ADVOCATES
- Build relationships with Centers of Influence who connect with your ideal client or
customer. Offer Incentives for referrals or provide great benefits.
14- BE CURIOUS
- The 6 Degrees of Separation Theory states that we are only 6 people away from
finding out
Anything we need to know. Be curious and you will be surprised at what people,
resources, and
Information are at your finger tips.
15- DEVELOP YOU
- You can grow your business as big as you can grow yourself. Start there!
To shift into action choose one tip to focus on for a week and see what new results come
your way.
Then try on another and so on. Before you know it your networking efforts will be paving
your way
To success. Starting Now!

10 Powerful Networking Tips Using Business Cards

USE PROPER BUSINESS CARD ETIQUETTE.
Whenever you give a business card, ask for a business card. When given a business card,
don’t just
Take it and place it in your pocket. Make the person feel important by looking at their card
for a few
Seconds. You might see something that could be a topic of discussion. Write comments on
the card
Such as date, location and common points of interest. These comments will prove valuable
when
Following up with that person. This also demonstrates a sincere interest in the other person.
Then
BE GENEROUS.
Give business cards out to everyone, including family and friends. Don’t let vanity stop you
from Giving out your last business card or giving 2 at a time to each person. I have met
many people who
Have totally missed the purpose of a business card. I once asked a person for a second
business card,
So I could refer his services. His response was "I only have a few cards left and I need
them", as he
Looked again at his name on the card. Hoarding your business cards only makes your
wallet feel full,
Not your bank account.
ASK FOR REFERRALS.
When giving a business card, people feel more comfortable when you ask; “I would
appreciate a
Referral, if you know anyone that could use my services”. Don’t make people feel like they
are on the
Spot. This approach disarms people much better than asking them, “is your company
hiring?” People
Naturally like to do favors for people. Saying “could you do me a favor by referring my
services to
Someone”. This always places you in a better position with them. They will feel better
about helping
You. Give them 2 cards.
6. MAXIMIZE EVERY "PER CHANCE" MEETING.
You never know when you might meet someone who can help you. Family or friends social
events
Could produce unexpected encounters with people. Don’t discount those events. So you’re
going to a
Birthday party for your friend’s kid. You never know who you might meet. At a family
holiday
Gathering last year, I met someone that has been instrumental in developing our business
this year.Who would have thought this could happen by giving him a simple business card.
..

12 Tips to Network Your Way to Success

-by Beth Tabak
Lots of people network but few reap the rewards of zeroing in on their
potential
When it comes to networking. Here are some tips to help fill the gap between

Personal Marketing
Be a Real Estate Agent with Curb
Appeal(fachada??)
Curb appeal and then watch your business grow!
IMAGE IS EVERYTHING
Like it or not your competence on the job will be judged by the first impression you give
your new or
Prospective customers.
HUMOR IS EVERYTHING
Have you ever met a person with no sense of humor? Did you find their company enjoyable
or did You spend your time looking for the exit sign? Life is difficult on its best days and
we all get tired,
Frustrated and angry but your clients should never sense these things in you. Never – ever –
offer Complaints to your clients. If a difficult situation arises, solve it as quickly as
possible. If you keep
Your patience and sense of humor you will keep your clients too.
DRESS FOR SUCCESS
Successful people dress for success. It is easy to have confidence in a salesperson who
looks Confident and professional. Each property showing is a new job interview so dress
for it, right downTo your shoes.
If you’re inclined to wear a personal scent, be it perfume or men’s cologne, remember the
three-footRule. No one outside of three feet from your person should be able to tell you’re
wearing fragrance.
I’m sure you want to be remembered for your client-centered professionalism and not your
unbridled Use of the cologne bottle.

PERFECTLY POLISHED SPACE

From your office space to your car’s floor mats you want to project yourself as a sales
person with an Eye for detail and quality.
Make sure everything has A sparkling clean look, smell and feel.
By offering your clients a clean, relaxing atmosphere, they will feel encouraged to stay
longer, look Harder and ask the questions they need answered to feel most comfortable
with buying or listing theirProperty with you.

WINNING COPY – WINS!

LAST, NEVER LEAST

The last tip here is an important one. Remember the client after the sale – and they will
remember you To their friends, relatives and neighbors for years to come. Prepare
informational postcards, thank-you
Cards and 1st cards. Small, after the sale, house-warming baskets with fruit or condiments
is a Memorable gift as are coupons to local restaurants and family attractions. Few
businesses have the Keen competition that is ever present in the real estate market. It really
doesn’t matter if sales are Booming or depressed, a real estate agent must be on top of his
or her game at all times. The first, and Last, impression you leave will be lasting -make sure
you are spit shined, polished and ready to sell. If Growing your business is important to you
- make sure you are a real estate agent with curb appeal.

Top 10 Time Management Rules

Of Successful Real Estate Salespeople
1. THE 80/20 RULE ALWAYS APPLIES.
It is estimated that 80% of a professional salesperson's selling success is a result of selling
skills Obtained from willing participation in training programs. 20% of a professional
salesperson's success Is a result of complete product knowledge.
 80% of a professional salesperson's time should be spent Prospecting and 20% spent in
presenting products and services and following up.
2. KNOW WHAT ACTIVITIES ARE REQUIRED TO ACHIEVE YOUR ANNUAL,
MONTHLY, WEEKLY, DAILY, HOURLY INCOME GOALS.
These include:
A) number of prospecting calls per day
B) number of presentations per day
C) number of sales per day, per week
D) number of proposals, follow up calls
3. PLAN EVERY DAY IN ADVANCE.
Advance written planning of daily activities provides professional real estate salespeople
with a "jump start" each day, over competition that fails to plan. The best time to plan is
either at the close of Day before leaving the office or at home in some quiet time.
4. THINK GEOGRAPHICALLY.
Avoid lengthy journeys between clients located miles apart, instead, start to group sales
calls in the Same geographic area. If long journeys are unavoidable, make use of this time
by listening to sales Programs on tapes and cds.
5. THINK STRATEGICALLY.
The word "procrastination" is not in a professional salesperson's dictionary when asking for
a
Meeting.. Although they work with a sense of urgency, top salespeople also work to a
strategic selling Plan to maximise use of their valuable time. They understand the
importance of always being in
Charge of the selling process and that there are few shortcuts to this process, which
includes:
A) establishing trust and rapport
B) thorough needs analysis
C) presentation
D) close
Furthermore when with customers, these real estate salespeople know at any time where
they are
Within that process.
6. CONFIRM ALL APPOINTMENTS.
Nothing is more annoying than to turn up at an appointment to discover that the other party
cannot
Make it. Avoid this potential time-waster by confirming appointments before you leave the
office.
8. THOROUGHLY PREPARE YOUR WORK AND PRESENTATIONS IN
ADVANCE.
Not having answers readily available can waste a lot of precious time in the selling process.
When
Either telephoning or meeting with potential customers, professional salespeople are
prepared for just
About all eventualities. They have complete property knowledge, are aware of competitor's
offers,
Possess excellent presentation skills complete with testimonials from previous satisfied
clients, etc.
7. PEOPLE DON'T BUY LISTINGS THEY BUY SALESPEOPLE!
It's a competitive world out there. Customer allegiance to products and services is fast
becoming a
Thing of the past. Real Estate sales success today largely depends upon a customer's
perception of a
Salesperson's personality and attitude. Professional productive salespeople are in sales
because they
WANT to be in sales. They are more optimistic with high levels of self-esteem via self-
knowledge.
These are people who have taken time to plan their lives and who see their current situation
as a
Planned stepping stone towards achieving their life goals.
8. LEARN ADDITIONAL SKILLS.
Real Estate salespeople who continually perform to the highest levels, recognise the
importance of
Ongoing skill development. The learning and application of new skills provides the ability
to sell
More effectively, via higher quality prospects achieved from greater understanding of their
needs and
The world which surrounds them.

Customer acquisition and retention

.
3 - BE SMART ABOUT YOUR TIME INVESTMENT
With information about property more readily available across many channels, be certain
your
Customer understands the investment of your time, energy and resources. Have your buyers
sign a
Buyer agency agreement with you to insure your work can and will pay off when the right
property
Comes along for your customer. The number one complaint in many association and board
offices is
That buyers are working with more than one agent, but saying they are not. Be savvy with
your time,
Energy and expertise, and get your buyer to commit in writing.

Ten Tips To Becoming A Confident Presenter

TIP #1:
Do not begin speaking until you appear confident. Plant your feet, stand or sit up straight, if
speaking
In front of an audience adjust the microphone, and scan the entire audience before you
begin.
TIP #2:
Speak to be heard, but not too loudly: If you are addressing an audience and have not had
the
Opportunity to check the acoustics of the room before hand, just ask the back row of the
audience if
They can hear you. This simple statement alone immediately establishes you as a confident
speaker,
And connects you with your audience. It shows you care about the audience and believe
what you
Have to say is important. On the other hand, if you speak too loudly it's overbearing,
grating and
Irritating to listeners.
TIP #3:
Speak at an appropriate pace. Many presenters speak too fast when they are nervous.
Words run
Together so that they're difficult to understand.
TIP #3:
Use a tone that exudes authority. Women often have higher or softer voices, so if you fall
into one of
These categories, practice lowering your pitch, and raising your volume. And, be careful
not to raise
The pitch at the end of sentences. It makes you sound unsure of yourself.
TIP #4:
Use excellent posture. Excellent posture suggests power. Stooped or bowed shoulders
usually
Translate something negative to your audience.
TIP #5:
Don't babble. Arrive at your key points quicker, and put extraneous verbiage aside. Your
audience
Will appreciate your straightforwardness. Speaking more directly gives the perception of
authority. As
Professional speaker, Peter Lowe says, "Chop out deadwood. Preparing a speech should be
like
Cooking a good stew-boil it down and serve only the meat."
TIP #6:
Make meaningful eye contact. Most speakers do not hold eye contact with their audience
long
Enough. For eye contact to be effective, you should meet eyes with individual members of
your
Audience for 5 to 7 seconds -as if you are talking to this person, and no one else in the
room.
You are not just scanning the audience. Eye contact personalizes your presentation and
keeps you and
Your audience connected to each other.
TIP #7:
Shake hands with your audience. Make your first impression count. Involve the audience in
the first
30 seconds - and also in the last 30 seconds. Use a short, simple anecdote that humanizes
and
Dramatizes your main point.
TIP#8:
Keep it simple and brief. Make your meaning clear and your message simple. Concentrate
your
Presentation on one central idea. If you try to say everything, your audience will remember
nothing.
Franklin Roosevelt gave this advice about public speaking, "Be brief, be sincere, be
seated." Your
Audience want more!
TIP #9:
Be enthusiastic and speak with conviction. If you get excited about your subject your
audience will
Too. If you show a sense of conviction about your subject, you will be more persuasive.
TIP #10:
End with a clear message. Step back from the details and give the big picture. Connect your
Conclusion to your introduction to give a feeling of closure. If you are giving a persuasive
Presentation, request action. If you need to answer questions, keep your answers brief and
give a brief
Second close after all the questions are answered. You should always have the last word!
The above tips are by no means complete, but are basic essentials to becoming an effective
presenter.
Start incorporating some of these tips into your everyday real estate presentations today.
The old
Saying "practice makes perfect" is the most important tip of all in public speaking!

As a Real Estate agent, How Do I Attract Listings?

-by Barrett Niehus
Have you ever noticed that despite the massive number of Real Estate agents in
Your area, only a hand full are making a fortune selling real estate? Regardless
of
Who these Real Estate agents work for, they are extremely successful where
others
In their office are barely scraping by. What is the secret to their success? First
and
Foremost, it is their approach to marketing themselves and their customers. So
What techniques do they use to attract listings?
Well, while the rest of us are placing door hangers and mailing out notepads,
These super sales people have perfected marketing techniques that attract
Motivated buyers and sellers, and motivate them to take action. An example of
One of the strategies that the best seller in my city uses is as follows:
1) SPECIALIZE:
Despite the policy of never turning down a listing or qualified candidate, focus on
specializing on the
Type of property that will best suit your performance goals. For the person in my area,
single family
Attached homes provide the greatest return on investment and are turning over the fastest.
This is
Where she is really making her money.
2) GEOGRAPHIC SPECIALIZATION:
When a person decides to sell his/her house, they will find a Real Estate agent either
through referral,
Recognition of a local representative, or through the yellow/white pages and internet. By
focusing
Your promotional efforts on a specific geography, you can increase your market presence
so that you
Are the first phone call if a target client decides to sell their property, as well as first on the
list if they
Ask a neighbor for referral. In addition, if you specialize in a specific area, people will
recognize your
Name and be more inclined to trust you with their listing and to negotiate their deal.
3) GROW AND HARVEST YOUR AREA OF GEOGRAPHIC SPECIALIZATION:
Focus your marketing message on the area of geographic specialization that you have
chosen. If your
Area has a high rate of property turnover, then you will do very well. The most successful
Real Estate
Agent in my area papers my door with her picture every Monday afternoon. In addition, she
includes a
List of properties in my neighborhood that are listed or for sale. Looking at the sales price
of other
Properties is a good motivator for me to list my own home and take advantage of the capital
gains.
4) CREATE A CONTINUAL PRESENCE:
56
Once you have chosen the type of property to specialize in, and the neighborhoods to
cultivate
Listings, begin promoting. As a marketing manager, I am a big fan of postcards that are
sent to target
Clients on a weekly basis. Generally, it will take about fifteen pieces of promotion before a
client will
Remember your name, but when they decide to list, you will be the first phone call.
The overall goal is to attract as many viable listings as possible. Regardless of who
eventually buys
The property, as the listing agent, you get to take advantage of the commission. By
focusing your time
On marketing yourself to your most promising targets, you will save time and increase your
listings
Substantially.
---------------

Six easy Questions to Ask an Expired Listing to

make it
Yours
The expired listing is one of the EASIEST sources of inventory for a savvy
agent.
QUESTION #1: WHAT, MR. SELLER, IN YOUR OPINION WAS THE REASON
YOUR HOME DID NOT SELL?
If you let the homeowner describe the challenges, you will literally have the blueprint on
marketing
Systems and strategies that will please and delight this seller..
QUESTION #2: DID YOU HAVE ANY OFFERS DURING YOUR LISTING
PERIOD?
If the property owner tells you they turned down several, you will get the concept that they
are
Inflexible on their idea of value, or are not truly motivated to sell. Find out what the offers
were, and
How they were structured. With new information, you will be better equipped to design a
marketing
Plan that positions this property to sell quickly.
QUESTION #3: HOW MANY BUYER SHOWINGS DID YOU HAVE DURING
THE LISTING PERIOD AND WHAT WAS THE FEEDBACK FROM YOUR
AGENT?
QUESTION #4 - ARE YOU AS THE PROPERTY OWNER, OPEN TO HELPING
TO MARKET AND SHOW THE PROPERTY THROUGH A BETTER
PRESENTATION OF THE PREMISES?
QUESTION #5- WHAT KIND OF MARKETING STRATEGIES WERE
INITIATED WITH YOUR PREVIOUS LISTING COMPANY, AND WHAT WERE
THE RESULTS?
QUESTION #6- ARE YOU WILLING TO MAKE THE CHANGES TO HAVE THE
HOME
SELL, IF YOU WERE HAPPY WITH THE SERVICE, COMMUNICATION AND
WORK
INVESTMENT?
Telemarketing & Direct Mailing
61
Marketing Yourself: Telephone Skills
For the Real Estate Professional
THE FOLLOWING TIPS WILL HELP YOU USE YOUR "TELEPHONE TOOL"
TO ITS
FULLEST:
Smile when you're on the phone; your customers will hear it!
Answer the phone pleasantly and maintain a pleasant demeanor while on the phone.
Never answer the phone with food in your mouth or try to eat quietly while talking.
Drinking,
Chewing gum or sucking on a mint are amplified over telephone lines.
Return all phone calls within 48 hours.
When you place a call that you know might be lengthy, ask if it's a good time to talk before
you dive
Into your spiel.
Know what you want to say before making an important call. Practice the words out loud
until they
Feel comfortable.
Don't read from a script during a call. Instead either memorize your script as an actor would
or use
"thought starters" such as a word or two on index cards to guide you from one idea to
another.
Make a telephone appointment when you want to have a focused, longer (15 or more
minutes)
Conversation with someone who is normally busy.
Don't do things such as open mail, flip through the newspaper or do paperwork while on the
phone.
The person you're talking with will know you're distracted.
Listen and respond to the person on the other end of the line. When you focus on them
rather than on
What you're going to say next, the phone call becomes much more conversational.
When you're doing a lot of telephone work, energize yourself after every hour.
EVALUATE YOUR TELEPHONE VOICE
PITCH
Is your voice too shrill or strained? Do you speak in a monotone? In normal speech, pitch
varies.
These variations are known as inflection. The more inflection you use, the more interesting
your tone
Of voice is. Keep in mind that when you are under emotional stress, the pitch of your voice
will tend
To rise and become shrill or strained. Watch it! The pitch of your voice is an index of
confidence and
Poise.
VOLUME
- Check the volume or loudness of your voice. (You might want to get a friend to help you
with this.)
Is it too soft or too loud? Often when people are tired or upset their voices tend to fade, and
they will
Be asked to "speak up." Be sure to speak loud enough to be heard, but not so loud that you
sound
Forced.
RATE
- If you speak too slowly you'll likely lose the attention of the listener. Conversely, your
listener won't
Be able to follow you if you speak too rapidly. In either case, your message won't get
through.
QUALITY
- The quality of your voice is its most distinctive and individual characteristic. This is
where the
Essence of warmth, understanding and "likability" come into play. Smiling as you speak
enhances
Your vocal quality. Being angry, upset or in a hurry negatively affects your vocal quality.
ARTICULATION
- The price of poor articulation is high, particularly in business. You must enunciate or
pronounce
Your words very clearly or your listeners will misunderstand you. Faulty articulation and
incorrect
Word pronunciation give your listener the impression that you are sloppy, careless and lack
Knowledge.
1. LISTINGS
Listings accomplish two purposes. The first is the one that we all know, it markets the
properties that
You represent. This is always important because it lets your sellers know that you are doing
Everything you can to represent them and it also can potential sell the home.
The second reason is one that is often overlooked and it is the psychological impact of
listings. Think
From the Users perspective for a second and you will see why. How would you feel about
two
Realtors, one with many listings on their site and one with one or none? Exactly, you would
expect
That the one with all the listings was busy which then means that their service is good and
their
Contacts wide. Now, who would you be more likely to use for your next house transaction?
2. TESTIMONIALS
The Golden Rule "if you can't say anything good don't say anything at all" applies to your
site. Think
Of a visitor to your site, she has seen 10, maybe 20 sites for Realtors so far. Now, how do
you think
She sorts through the masses?
One of the easiest ways to ensure that you stay in the running to represent the client is to
show that
Your previous clients "loved" your service. Remember what the impact will be if your
visitor can't
Find anyone to say anything good about you.
3. NON-FORM CONTACT INFORMATION
This may seem absolutely obvious and it is. So why do so many sites not have something
as simple as
An email address on them?
A lot of sites revert to a contact form where users can fill in the information easily and then
simply
69
Zip it off so that the real estate professional can answer the question, get the work, close the
deal and
Make money. It would be nice if it worked!
Did you know that a majority of people refuse to fill in forms because they believe that
their privacy
May be compromised? Did you know that most forms ask for personal information that
people aren't
Willing to divulge?
If you are planning to use a form, give your User an out by also offering a clickable link to
an email.
If you have nothing at all for contact information then do something!
4. INFORMATION FORMS
There is a difference between "contact forms" which I discussed above and "information
forms". In
The latter case you give the User a new option to seek information from you. Through a
contact form
You force the User to use a method to contact you that they might not appreciate.
An information form gives your User the option to seek specific information that you want
to give
Such as a relocation package or a list of homes available in the area.
5. MORTGAGE CALCULATORS
The highest traffic generators of web sites are free services and tools that you offer to your
clients.
Because of the industry you are in, the simplest and most basic of these services is a
mortgage
Calculator.
Providing this service while also presenting listings allows your clients to determine
whether your
Listing fits within their financial abilities. Every time a client leaves your site the
possibility increases
That they will not return. By ensuring that they don't have to leave your site you are
negating this
Possibility.
6. ARTICLES AND INFORMATION
Can you guess what search engines like the most when they index a site? It's relevant
information
Relating to the topic you want to be found for. Nothing accomplishes this quite like articles
on real
Estate topics. Needless to say, Users love it too.
9. LINKS TO LOCAL REAL ESTATE SERVICES
You are a real estate professional in an complex industry. When you provide links to
complementary
Services you save your User time and effort. This saving will be rewarded in two ways.
First, your
User will likely return to your site to find more information or other services. The more
times a User
Comes to your site the more likely they are to use your services.
Second, by providing these links you leave the impression that you are professional and
that you work
Tirelessly for your clients. The likelihood of you being selected for services is thereby
increased.
10. GLOSSARY OF REAL ESTATE TERMS
How long did it take you to understand the lingo of your industry? Do you know the
educational level
Of all of your clients?
When you deal with clients face to face it is easy to get a feel for what your clients do or
don't know.
The Internet changes this. The only face you get to see is in the form of an IP address which
doesn't
Really tell you very much. The people visiting your site may know a lot about real estate or
may know
Very little.
By providing a simply glossary of real estate terms (and links to it throughout your site)
you help to
Educate your User if needed. The result is that your User will understand your services
better and, if
They use your service, will be easier to service because of the knowledge you helped them
obtain.
These 10 items serve to create what would be a very complete web site for a real estate
professional.
There will always be additional, new, progressive tools that can be added. Adding new
items and