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Tag: sales (page 1 of 1)

May 21, 2010

What does it take to be a successful real estate agent?

by

Realtor, Surfer-in-Training

Author website

Being relatively new to the real estate industry (coming from a military background, followed by some time in the NYC finance sector), I came into it wide-eyed, green and full of expectations, realistic or not.  I believed that in real estate, like most facets of life, you could succeed through hard work, perseverance and a healthy dose of common sense.  Now I’m beginning to question if I had any of that right.

Intelligence.  An asset that will guarantee your success regardless of what you do.  But is that applicable in real estate?  I’m not saying I’m the smartest person in the room (even when I’m alone), but I have met some real estate ‘professionals’ who really push this issue to the brink.  And I’m talking about top-producing agents!  Just a few days ago, I overheard a conversation where an agent, who just got a listing for over $2.4M, asked another if he knew what ‘TMK’ meant. Really, I am not making it up.

Hard work.  Sure, most successful agents are hardworking.  But in it of itself, hard work does not guarantee even the slightest bit of measurable success in this industry.  Sure, having systems in place to ensure efficiency should make the work load a bit easier to handle, but I’m finding more and more than even when you do all the things that the experts say you should be doing, success is not necessarily within reach (at times it seems to be the opposite, actually).

Professional appearance.  Well, this one may be more touchy to me since I live in a tropical area where casual attire is the rule of the day. But really, how is it that people look like they just rolled out bed, slapped on whatever dirty clothes were on the floor, slipped some beach flip flops and land multi-million dollar deals?  Sure, I get it, ‘Aloha Friday’, but that could mean a number of things (i.e. nice shorts with a tommy bahama shirt) besides just being plain sloppy.

Knowledge of the market.  I can’t wrap my head around this one as I thought for sure this would be one area Read more

April 14, 2009

Ladies and Gentlemen….Lower Your Prices By Making things Products…

by

Instigator, anthill kicker.

Author website

I’ve been a freelancer, mostly, since November of 2007.  (I closed about 4mm in loans in 2008, mostly 1st quarter).  I’ve built websites, blogs, I’ve set up CRMS, and I’ve created landing pages, and sold a variety of e-books.   I created an ill fated subscription service, (got it up to 30 members, then remembered the things I hate about loan officers) and I’ve built a ton of websites, done a ton of writing, and had an utter blast.  I’ve delivered sometimes, f’d it up sometimes, and learned more faster than I ever have at any period of my life.

One of the things I learned…and that Dan Kennedy would freak out about is that lowering your prices means more profit, more relaxation, and better, happier clients with a chance to succeed.   I used to charge people about $2,000 per blog.   And I’d do a reasonable job with the blogs. I’d spend time training people in what WordPress does, I’d train them in how to post, I’d share my analytics with them, and I’d go through it.  But for $2,000, you gotta have value.  So people would continue to call.  The service I offered wasn’t worth $2,000 to them, they felt like something MORE was needed.  And honestly, they were right.

I had more time sunk into support and followup than the stuff that I was charging for.   So, I thought some more about it.

And decided to lower all of my prices on everything I do.  Because if you’re only charging $700 or $800 it’s a far different situation than $2,000.   People can afford it, and it’s easier to meet that expectation.  They have a level of indifference about the outcome because, honestly, $700 bucks isn’t going to make or break most months for most people.  You can increase value by adding more information (videos etc) and it’s a BONUS and not an ENTITLEMENT.

To do that, though, ya need a defined process.   The blue ocean thing: everyone was using the Thesis framework for blogs, why not make ’em look cool?  I mean really cool? Take away the option from the customer, sell a Read more

May 14, 2008

Success is Knowing Who Your Friend Is

by

Real Estate Renaissance Man

Author website

Back on Monday, Jeff Brown wrote a post explaining in no uncertain terms why some real estate agents are failing.  If you have not read that post yet you need to take a long look in the mirror, get your priorities straight, stop reading this post and go back to Jeff’s.  Once you are done reading take another long look in the mirror and come on back.  Yesterday Brian Brady wrote a post with no less than sixteen links on marketing as religion.  If you are going to reference religion in marketing you had better use a minimum of ten links, so Brian is safe.  If you have not read his post: Marketing is Religion you need to take a knee for a moment, get your priorities straight, stop reading this post and go back to Brian’s.  Once you are done reading take a knee again, meditate or pray about your philosophy of marketing, then come on back.  Go ahead, I will wait right here…

My two cents’ worth on creating leads has more of an athletic angle; if you don’t know me you might find this interesting. (If you do know me you are probably quite sick of the ‘sport as life’ analogy, to which I say: tough!)  Two years ago I began racing Ironman triathlons (I use the term racing lightly here).  If you are not sure what an Ironman entails, I will be glad to tell you.  You start your day by jumping in the water with a little over two thousand other competitors for a quick 2.4 mile swim.  This warms you up sufficiently for the 112 mile bike ride that follows and we cap the whole thing off by running a marathon.  The cut off time for finishing is 17 hours and believe me, that doesn’t sound like much as the day progresses.  So besides bragging, you ask, what does sharing this have to do with marketing for leads in real estate and mortgages?  Plenty.

By the time I start the marathon portion of an Ironman, I am not alone.  I have a little buddy that shows up occasionally and runs along with Read more

May 12, 2008

The Joker is Your Ace in the Hole

by

Real Estate Renaissance Man

Author website

“Eat your peas.”

“Don’t talk to strangers.”

When we were young, we heard many admonitions.  Being of curious mind, I always had a lot of interests, so one particular admonition I heard repeatedly was: “A jack of all trades is Master of none.”  The implication being that someone with a wide array of interests but no focus will establish mastery over nothing; which is to say: will not find measureable success.  There are, of course, exceptions to every rule.  Ben Franklin is certainly one.  His insights and accomplishments exist across a wide spectrum of intellectual and physical arenas.  Quintessentially, the exception to the rule might be Leonardo Da Vinci.  Alas, they are the exceptions.  As a matter of fact, if you establish mastery over many endeavors a la Da Vinci, we have created a new category for you. You are a Renaissance Man.  The goal of becoming a renaissance man is quite laudable… and beyond comprehension for most of us.

A recent post on BloodhoundBlog asked if agents writing on blogs shouldn’t spend more time writing about real estate.  I certainly do not take issue with that inquiry, nor do I question the purpose of the suggestion.  Real estate blogging can and should benefit those who buy and sell as well as those who represent.  But I do disagree with the premise.  I suggest that somewhere between Jack of all trades, but Master of none and achieving the pinnacle of renaissance man lies a gray zone most do not understand.

Not everything we were taught at a young age is correct.  Wide ranging interests without direct focus does not necessarily lead one to become a Jack of all trades.  As a matter of fact, by measurement of trade I have not participated, as a Jack, in a great many callings.  Yet in my life, outside of a few athletic avenues, I have not gained mastery over many things either; I certainly have yet to become a renaissance man.  So what do we call the strange area where interests are many and masteries are few?  The area in between Jack of all trades and renaissance man?

There Read more

Inventing Real Estate 2.0

Welcome to BloodhoundBlog, the national real estate industry marketing and technology weblog written by, for and about real estate professionals. Better yet, welcome to the wired world of real estate. We are busily inventing Real Estate 2.0 – technology, marketing, service and salesmanship. Like all Bloodhounds, we are smart, frisky and fiercely independent. We've built a spot on the earth – beloved over all – where each one of us can be who we are, no matter who that might be. We are committed to an idea of excellence that will flush the bums, the con-men and the crybabies out of the real estate industry. If you yearn to have your failures excused, your moral lapses absolved or your boo-boos kissed, seek elsewhere. But if you are sick to death of mediocrity – welcome home. Read all about us, subscribe to our feed and steel yourself for the hunt. We work hard, we play hard, we learn everything we can – and we bow to no one.

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