Competition is For Losers: The Simple 3 Point Success Plan to Build a Monopoly

Time is Running Out

Time is Running Out: Grow, Monopolize or Die

I don’t have to tell you the Real Estate sales profession is ultracompetitive and demanding, or that it’s getting worse. You experience that headache every day and night. Below, you’ll find 3 Keys to Carving out Your Monopoly.

And if you’ve grown your website and sales success already, congratulations. You’re very Good! (Let me know your secret). However, most successful business people think success will last.  But up against giant corporations who pay little tax and can compete freely across borders, you may be looking at a minimum wage future yourself. There are no protections for small business.

Realtor Competition: With home owner selling alternatives eating away at your sales and commissions, with brokers signing up more new agents, and with the digital, Uber-realty crowd aiming to get rid of you via digital channels, your income and survival are in question. What if you had a new plan to help you get to the next level of sales without eternal head to head battle with the hordes?

Powerful Online Marketing Solutions: Los Angeles Real Estate Marketing | Boston Real Estate Marketing | Real Estate Marketing Bay Area | Real Estate Marketing Toronto | Real Estate Marketing San Diego | Vancouver Real Estate Marketing | Real Estate Websites




Excessive Competition is No Good – Get Away from it!

I’m certain Internet marketing is just one more reminder of that insane competition out there that kills you slowly. I’d like you to you to check out the steps below that could keep you focused on a course to dominate your market and be rid of competitors. This post has some intriguing ideas about why striving for a niche type monopoly could be the way to go. There’s some insight here on how you can do it.

I don’t want to scare you but consider this. If you don’t pursue monopoly, technological changes could bring your career to a dead end.

Screen shot from the post “Death of a Real Estate Broker”: weforum.org/agenda/2016/04/death-of-a-real-estate-broker-10-ways-the-industry-is-changing/

And listen to what Paypal’s Peter Thiel has to say below about striving to become a monopoly just like Google, Apple, PayPal, MLS, NFL, NHL, PGA, Amazon, Facebook, Disney, Neflix, Uber, and Sutton Group West Coast Realty. There’s a principle here that can drive your business through the roof. He suggests that being less competitive and less concerned about the competition and instead focus on building differentiation, exclusivity and client preference.

Let’s Hear What you Think About the Future of Real Estate Agents

I’d really enjoy hearing your comments about how you differentiate yourself and what strategies you’re employing to protect your business.

Sharing is Good for Your Social Health!

Please Share this post with anyone who needs to boost their business and stay relevant to the market.

In this video below, here’s Peter Thiel speaking about Monopoly at Stanford – where Google started. He makes some funny analogies about useless positioning  for startup entrepreneurs. It’d be a treat to attend classes at Stanford!




Beating the Competition Means Getting out of the Race

In my sector of Internet marketing, competition is sickening and counterproductive. Desperate low cost automated marketers from around the world pump out low quality “messaging” in a quest to live another day. Well, after a few years of robot driven global competition, you realize this era of marketing is coming to a close.

Competition has its downfall. So with this in mind, let’s take a look at the 3 key areas you could focus on, which few Realtors, realty investment advisers, home builders, and real estate publishers do. 3 Steps for excellent differentiation and winning results that all of a sudden make Internet marketing make sense again.

  1. Gain Wide Visibility with Correct Prospects – lots of high quality prospect traffic and making a big impact when they arrive. Stats suggest that clients hire one of the first agents they find. Please be at the top of the serps!
  2. Build Authority & Trust – demonstrating expertise, thought leadership, local knowledge, and skills in action in a helpful way – clients are impressed with knowledgeable agents who have the angles covered to help them avoid a serious buying mistake or to get way over asking price.
  3. Be Persuasive and Convincing – delivering your unique value proposition with a personalized, relevant impact, in a way they can relate to — which clearly makes you their one and only choice. Is your UVP perfectly clear?

In this post on real estate lead conversion, I spoke of the importance of working on your unique value proposition to build preference for you. This preference is vital in all relationship building. Your Realtor UVP or your brand, needs to be spot on, specific, and to set you apart from other agents.  It creates/increases a compelling desire in them to call you right away. Capturing the moment, building intent and getting the desired action is our goal.

The goal for any business is monopoly, and some top agents do a pretty good job of building a near monopoly. Merrily Hackett of Sutton Group West in Vancouver, who has $12 Billion in yearly property sales comes to mind. Your local MLS has a monopoly too, unless we don’t consider FSBO and Zillow. With monopoly (or loyal customers), you can generate greater value for your clients and time/energy for yourself.

I’ve become, I think, much more self-aware over the years about the problematic nature of a lot of competition,” — Peter Thiel from CNBC article.

Peter Thiel – Photo Courtesy of Wikimedia

Striving For Market Monopoly or Loyalty

A post Inc.com featuring billionaire Peter Thiel who co-founded PayPal, talks of his ideas on building a monopoly.  He says monopoly is the proper goal and that competition is for losers. Thiel advises to focus on specific niches and then scaling over time.

By pursuing monopoly, you gain more expertise in key niches, create more productive working time, produce more valuable output, and create better loyalty with your best clients. Monopoly and differentiation are connected.

You also stave off copycat competitors in your market. Unique differentiation is the only way to stop competitors from copying you and it’s the only way you’ll stand out. Differentiation is generated online through interesting, entertaining, thought-provoking, epic content, timely social media posts, deep insight into specific buying and selling issues, unique selling strategies, creative storytelling, amazing videos and graphics, a website they love to visit, contests, giveaways, and unique insightful market reports.

The key as Theil says is to one to do one thing exceptionally well for a specific type of prospect. Nail that first and move onto the next.

You may have already specialized in condos, first time buyers, divorce, retirement planning, financing, and other areas. You may have to specialize much more deeply to get recognized meaningfully.

Monopoly is owning a market through which the business can set its own prices. Monopoly companies stand to create (and maintain) lasting value for themselves”, Thiel says, citing Google as a good example – from post on Inc.com

Thiel’s explanation of monopoly is to own a market so you can set your own prices. In your situation as a Realtor, you’re setting yourself up as their trusted authority and the one who understands their dream and can make it happen.

My Real Estate Marketing Value Proposition: I help top flight Realtors get to the next level in sales and customer loyalty by helping them differentiate, become an authority, and create big visibility which leads to sustained, high quality leads online. I do all that automators can’t do.

Making a Commitment to Your Success

As a fairly successful Realtor™, you have the resources to make it happen, but may lack the strategic digital marketing partner who can convey your impressive value proposition to create your monopoly.

If homebuyers and sellers choose with the first agents they find, why aren’t you at the top of Google’s search results pages? 90% of them go online.

If they respect an agent’s authority and promise of value, is your website content demonstrating your excellent marketing and sales knowledge?  Do you show empathy for their dream and the things they care about?  For instance, luxury homeowners selling their home like to be able to have a story to tell about their home. Can you help them with that?

If they want the best value from their transaction, are you demonstrating and expressing that right away so they understand it in 3 seconds?

Make an Impact Fast

Our goal is to help you make a big and fast impact on them emotionally and ultimately psychologically. They will delve into your content, testimonials, and listings with fervor. The more they engage with your content the more they will only work with you — and that’s Thiel’s monopoly idea.

Thiel also talks about the end game which you can read here. Endgame means you need to have a goal and a path to it. That path is impossible to see unless you find a success model and do some reverse engineering. Get curious about the top Realtors and how they built their empire.  Those secrets they don’t divulge are the keys.

However, if you follow this model of real estate marketing strategy I outline here on my blog, you’re going to get there. I will help you do it. If you do this right and persist at it, it will come true. It all comes back to faith in yourself.

Additional Resources:

Top Real Estate Lead Conversion Factors

Upgrading to RETS Means all the Difference

How to Build Traffic that Converts

Real Estate Zip Code Search – A Unique Opportunity for You?

15 Prospecting Tips for Smart Realtors

 

Becoming an Expert in a Niche Real Estate Market

Selling in the Luxury Home market Niche

Why Construction Companies should Strive for Monopoly

Los Angeles Real Estate Forecast

San Diego Real Estate Forecast

San Francisco Real Estate Forecast

Toronto Real Estate Forecast




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15 Power Prospecting Tips for Lead Generation – Merrily Hackett

merrily
Merrily Hackett of Sutton Group West Coast Realty Vancouver

Merrily Hackett, CEO of Sutton Group West Coast Realty is enjoying a phenomenal career in real estate. I’ve talked about her a number of times because she’s a great role model for any salesperson or business person.

Having built 3 separate brokerages in the Vancouver area, and leading SG-WCR’s 25 office brokerage, she’s showing us how to outcompete the competiton.

Last year, U.S.-based author and speaker Stefan Swanepoel ranked Hackett at No. 15 on his list of the Most Powerful and Influential Women in Residential Real Estate. Sutton – West Coast made 16,500 unit sales and over $11 billion in sales volume in 2014, which Hackett calculates brings them in at No. 5 in North America.

Create Quality Time for Relationship Building

Let’s not say “prospecting” anymore. Let’s call it relationship building.

You absolutely need to develop productive relationships with mortgage agents, renovators, landscapers, home inspectors, and prospects that include seniors and young couples.

Comprehensive Agile Digital Marketing Programs for Realtors




In an interview with Real Estate Magazine, Merrily talks about the importance of relationship building and how realtors need to focus on this key business development activity.

“It’s what I see over and over with agents that fail. I used to block off three to four hours daily for lead generation. That included calling expired listings, door knocking and cold calling, reaching out to a sphere of influence on a daily basis, asking people for referrals and to keep me top of mind. I was on the phone connecting with people, ensuring that pipeline was full. Consistency was key. You need to believe in yourself. Many times as a commissioned salesperson, you have those fearful thoughts and moments. A new agent has to have the expectancy and positive feeling that it’s going to come together.” — Merrily Hackett interview in REMonline.

15 Prospecting Tips to Build your Focus and Optimism

Here’s 15 useful prospecting tips –  a process to optimize your realtionship building.

  1. Vary your approach and method. Know your scripts, but go easy. A script is just a testing tool, not a final approach to relationship building. Be a friendly person first because people may find talking to a realtor boring. A warm introduction, maybe a comment on weather and economy to gauge their mood, then tell them your call is short and to the point – do they know anyone in their neighborhood, and about their family and friends that might be moving, BECAUSE, buyers are very eager to buy and you’d like to help them get a better price. Those are legitimate reasons.
  2. Segment all your prospects into relevant groups (hot, cold, buyers, sellers, advocates,mortgage agents, home services, etc) so you can develop unique approaches to each and have unique value for each. Think about how you’ll describe and present your unique value proposition for each type of prospect or advocate.
  3. Coach your advocates and give them support –  the people who may refer business to you sometimes need a little guidance if they have a hot lead. Tell them how to present you to them. Find out why they’re buying or selling — what’s the payoff for the person? With that knowledge, you can explain to your advocate how you’re relevant. With a little purpose, your advocate will make you look good, as opposed to you being part of an offhand comment.
  4. Relax — if you can afford it, you might want to consider getting a massage before you do your prospecting on the phone — you’ll appear friendlier, less threatening, more trustworthy, and more fun to talk to. Call them with a smile on your face and with your goal being networking, enjoying the moment, and finding good prospects. Sales comes later. Right now, you’ve gotta be thinking people and fun.
  5. Set aside 3 hours every day for phone calls to generate interest, gather information and make appointments. Build a positive attitude toward prospecting, that it’s the most important part of your day.
  6. Forgive prospects who waste your time and forgive yourself for wasting their time — this helps you to avoid guilt and other feelings that’ll weigh you down
  7. Remind yourself often that what you’re doing is important.  You’re helping people achieve their dreams and that’s more important that anything they’re doing right now. Their friends and contacts should be glad you’re in this to help them.
  8. Spend more time with your hot or top prospects — when you’re getting close, keep in touch and always be ready to offer help, information, and support for their decisions
  9. Have more value to offer — the more value you have to offer, the less likely prospects and advocates will consider you irrelevant. They’re not rejecting you really, you’ve failed to provide value in insight, help, and support.  How about mentioning the mortgage calculator on your website, the great mortgage agent you know who could save them money, or renovator/designer who could help them with a quick remodel to lift the selling price?
  10. Use consultative selling techniques to find every person’s most important needs and hurdles — be the person who creates a path for everyone to their dreams
  11. Spend your face to face time wisely by discussing the buyer/seller’s dreams – find out what their success symbols are and their favorite places to visit. Whether country or city, new home or old, the faster you find out what they want, the more likely they’ll choose you.
  12. Calculate how much prospecting/phone time and marketing effort it took to generate a successful lead.
  13. Keep in mind what buyers and sellers really want — a better lifestyle and ask them what their key priorities are as they begin to plan for their purchase/sale. In the end, it’s all about lifestyle and knowing what it is they’re really after is vital
  14. Study up on a new community that you haven’t explored and become an expert on the lifestyle value of that community
  15. Ask prospects what’s holding them back and ensure you develop a list of responses to help

Here’s Kevin Ward with his tips on prospecting. How about finding more people to talk to via Google and Social Media? Just a thought.

And Liz of Keller Williams with social media prospecting. Build relationships first then nurture them along with value, entertainment, and recognition.

Prospecting is a key part of good sales process and it hasn’t hurt Merrily Hackett’s business success. If your lead funnel is too weak, this might be the best thing ever for your career.  Now you can justify pursuing a strong Internet marketing program.

Let’s get started right now!

 

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Gord Collins — Real Estate SEO Expert serving businesses in Los Angeles, Phoenix, Denver, Seattle, Chicago, Boston, New York, Dallas, Houston, San Antonio, Austin, St Louis, Minneapolis, Green Bay, Charlotte, Tampa, Miami, Orlando, Toronto, Vancouver, Montreal, Ottawa, Oshawa, Hamilton, Newmarket, Richmond Hill, Oakville, Calgary, Kelowna, Mississauga, Anaheim, Beverly Hills, Malibu, San Diego, San Francisco, San Jose, Fresno, Santa Clara, Sacramento, Mountainview, Palo Alto, Portland, Washington, Atlanta, Irvine, Nashville, Sunnyvale, Salt Lake City, Riverside, Rancho Cucamonga, Costa Mesa, Thousand Oaks, Simi Valley, Raleigh, Albuquerque, Glendale, Oceanside, Long Beach, Huntington Beach, Carlsbad, Santa Clarita,  Henderson, Mesa, Temecula, Kirkland, Redmond, Kansas City, St Louis, Stockton, Scottsdale, Palm Springs, Indianapolis, Columbus, Colorado Springs, Fort Worth, Chula Vista, Escondido, Santa Monica, Miami Beach, and Honolulu.

Zillow Leads Premier Agent Program

Should You Use Zillow for Realtor Leads?

Zillow.com has become the largest real estate advertising network on the web.  Only ten years ago, in 2006, the company was launched by two former employees of Microsoft. Since then, the Seattle based upstart has purchased a number of businesses to increase its reach and service offerings and its partnerships with Yahoo and MSN give it plenty of reach into the homebuyer and renter marketplaces.

Zillow generates its revenue via advertising.  It gets the majority of its traffic (40%) from Google and it is said to have up to 40 million visitors per month. That means it is a successful real estate site, one of the top visited sites in the US, and a key source of leads for realtors.  I’m not sure that it does have more traffic that Realtor.org, but we know it is one of the top real estate portals.

With its unique value proposition covering services and opportunities you won’t get from your MLS or brokerage, you may have to pay more attention to Zillow. Zillow is an attractive home listing publisher for home owners and those renting their properties.lead-sources-agentjet



Zestimate Tool and Info on 100 Million Homes

It’s said that Zillow has info on 100 million homes in the US including prices, home values over time, and home and property details where publicly available. It is competing effectively against the MLS boards. Zillow’s Zestimate tool is much ridiculed but it is highly used. Although the Zestimate home evaluation tool is often $8000 off on average, it still

As you’ll learn in this post, Zillow offers an extensive lead generation service which a few realtors believe in called Zillow Premier Agent. The video included in this post offers some good insight from one of their active clients who fields questions from some real estate marketers. As you can see in this chart below, agents actually do use Zillow for buyer/seller leads. That leaves us with the questions of lead quality, volume and cost.

I am a Zillow premiere agent and that means I show up to buyers and sellers on Zillow when they are looking for a house or looking to sell their house. I used to be a Trulia agent and we have had experience with Realtor.com as well. In my opinion Zillow has been the best lead source so far. Zillow gives us less leads, but they are higher quality. Zillow is a little more expensive than some other sites, but I think it is worth it — quote from Investfourmore.com

Zillow competes with other lead generation firms such as NAR’s Home Values, Bold Leads, Market Leader,  Agent Locators,  Agent Pronto and a fast increasing other lead sellers. Are these the best lead generation sources?  In the long run, the best solution is the one I provide which is via Google and Social Media lead generation. The issue with these lead generation firms might be with the quality. With Zillow as with any other ad generated lead, realtors must respond very fast before the weak lead becomes very cold.

The speed at which a lead becomes cold really tells you a lot about the quality. If you develop leads on your own idx website, the leads are warmer, better oriented to your offer and brand image, and likely to stay loyal.  They don’t go cold because this buyer or seller expects you to become their realtor.

Zillow’s reputation took a beating this summer when the company settled a sexual harassment suit out of court. An aggressive LA law firm put persistent heat on the company which was claimed to have been run like an “animal house.”  And Zillow was also punished regarding the hiring of Earl Samuelson of Realtor.com. Apparently, trade secrets were divulged or could be divulged.  The law suits could cost Zillow some cash.

Here’s the company President speaking on CNBC

And here is Genny Williams of Get A Real Estate Life speaking with a realtor who relates his experience in using Zillow’s lead program.

Zillow vs Your Own Lead Generation System

I believe, that as an enterprising Realtor, you might well use the Zillow or Home Values system while building your own lead generation website and social media presence. You’ll always be paying for leads from Google Adwords or the real estate leads generation companies. Long term for the sake of your career and the possibility of a 7 figure income, you need to have a sustained, owned presence that you can groom and provide as an online focus for your inner circle of clients.

Consider how your clients just don’t get the clear Realtor branding message or the opportunity to calmly go to your website, ask questions and get the right response from you — because your brand and value proposition were properly built and you’re ready for the types of questions they will ask. That makes you look very good and is the reason why they won’t bother with another realtor.

Think about how the best realtors in the business such as Jade Mills, Santiago Arana and Tami Pardee in Los Angeles, or Merrily Hackett in Vancouver started out. They built equity and didn’t rent their success.

Find out more about digital marketing for realtors, social media for realtors, and the primacy of content and SEO.  See these powerful realtor marketing packages and know that you actually can become a dominant realtor online.

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Gord Collins — Real Estate SEO Consultant —  I generate leads for realtors in Los Angeles, Phoenix, Denver, Seattle, Chicago, Boston, New York, Dallas, Houston, San Antonio, Austin, St Louis, Minneapolis, Green Bay, Charlotte, Tampa, Miami, Orlando, Toronto, Vancouver, Montreal, Ottawa, Oshawa, Hamilton, Newmarket, Richmond Hill, Oakville, Calgary, Kelowna, Mississauga, Anaheim, Beverly Hills, Malibu, San Diego, San Francisco, San Jose, Fresno, Santa Clara, Sacramento, Mountainview, Palo Alto, Portland, Washington, Atlanta, Irvine, Nashville, Sunnyvale, Salt Lake City, Riverside, Rancho Cucamonga, Costa Mesa, Thousand Oaks, Simi Valley, Raleigh, Albuquerque, Glendale, Oceanside, Long Beach, Huntington Beach, Carlsbad, Santa Clarita,  Henderson, Mesa, Temecula, Kirkland, Redmond, Kansas City, St Louis, Stockton, Scottsdale, Palm Springs, Indianapolis, Columbus, Colorado Springs, Fort Worth, Chula Vista, Escondido, Santa Monica, Miami Beach, and Honolulu. Find a Los Angeles Real Estate Agent who will actually work for you.

8 Key Skills/Habits of the Best Luxury Real Estate Agents

What Truly does Create a Successful Luxury Realtor?

Realtors who specialize more in the luxury market likely have a few unique personal and professional traits that bode well for them. The stars in this niche might not match our picture of them however. They could actually possess negative traits.

As long as they have these 8 professional traits/activities listed below they may overcome anything and build an insurmountable edge in selling the most high priced luxurious condos and estate homes.

merrily-hackettWhat separates elite realtors from the rest?  It may a belief in themselves, that they can do anything and are quite happy to do whatever it takes to improve their business. After they eliminate all the stuff that they’ve discovered doesn’t work, they focus more on what will.

And they have that joyful optimism that says “I can do this.

Success in real estate does take time, however top realtors know they must take what does work and accelerate it. Sure, human relationships are organic and it takes time for everyone in the community to get to know your reputation. So anything that accelerates your reach, credibility and familiarity is worth doing.



In luxury real estate, poise, trust, and presence in the upscale communities are important. Are millionaires more exposed to fraud or bad transactions than the less wealthy? Not really. Rich homeowners want a realtor that “belongs or looks like they belong in their circle”, whom they can trust and will take all the pain away.  They consider their circle a prestigious club. If a Vancouver millionaire wants to sell their $2 to $10 million home, they’re likely going to contact one of the top realtors such as Merrily Hackett (over $15 billion in sales volume and 22,000 real estate ends in 2015!) and Jason Soprovich. They’re the most visible and reputed millionaire realtors in Vancouver.

Jason has been involved in over One Billion Dollars of Residential Sales and was ranked West Vancouver’s #1 Realtor for 2011 based on a record setting $265,000,000 Dollar Volume of Sales for a single calendar year.  Jason has earned a wealth of professional expertise, knowledge, sophisticated resources and unique skills along with an understanding of the Marketing and Promotion of Luxury Real Estate down to every last detail.

“I believe there is no substitute for aggressive promotion, networking, and a deep comprehension of market conditions and honed negotiating skills. Success is not measured solely by sales, but by relationships built, continually communicating with clients and by responding to their individual needs; as well as, appreciating the special qualities of their property.”  Read interview in the Vancouver Sun with Jason.

jason-soprovich

Top 8 attributes of a great Luxury Real Estate Agent:

  1. Actively prospects 3 hours per day. Countless studies show successful Realtors are ardent prospectors and salespeople. Merilly Hackett is quoted as saying her priority is prospecting and sales. And smart realtors don’t doddle with social media and content marketing either. Instead, finding someone really good means saving their precious time.
  2. Focuses on more Listings. This entails finding homeowners who want to sell, thus they’re putting more time into networking and meeting people to create more touchpoints with people in communities. Word does get around and they’re actively invested in the communities, businesses, and upscale residents where million dollar listings are prevalent. They also create a presence on the lifestyle and real estate websites homeowners frequent. Online and off, they focus on reaching people with homes to sell.
  3. Uses Sales Scripts. Using their tested best selling conversation means finding a conversational and inquiry process which they’ve found works for them. This improves engagement with prospects and leads to higher closing rates. This conversation with prospects continues online and off. If the first contact goes well, it puts the relationship on sound footing and that tends to continue, ultimately leading to sales transaction and a long term professional friendship.
  4. Hires a Digital Marketer and an Assistant. Though some agents hire an realtor assistant who may free up considerable time, that person is not an excellent digital marketer. Online reach and impact are very important now to help support the realtor’s real world networking and communications. And using SEO, Social Media, email, content marketing, and even paid advertising are all part of what’s now called omnichannel marketing, is necessary because it maximizes the collective promotional value. Combining roles creates double mediocrity.
  5. Networks with other Successful Realtors. Other realtors may often be your best clients and it never hurts to know the best in the business. Realtors from other areas of the city, country or world might send clients your way if they know about you, or find you online. This means making an effort to create conversations with other realtors — they refer to who they know, trust and might benefit from. This is business. Here’s where digital marketing, SEO and content marketing pay dividends. It makes you visible online and creates touchpoints with other realtors — the touchpoints that mean something to them. They are an important customer prospect.
  6. Builds a strong local presence.  Visibility via outdoor advertising, digital advertising, and community activities and perhaps some timely print material gets you known. And yes, getting your lawn sign in a great neighbourhood is always a key goal. This is where active networking and interpersonal time comes in too. Nothing makes an impact better than connecting with people face to face whether at sports events, community events, or other social activities. If your face and name are all over the place, it makes it easier for people to approach you.
  7. Delivers Wow Factor. Realtors that use drone video, interior video, superb photography, beautiful staging, and an amazing fun experience on their website impresses homesellers. They may bring a large tablet computer to show how they can improve their home and landscaping for even more value add. They can’t help like a realtor who brings out the beauty and full value of their home online. Who wouldn’t be impressed. Being listed on a site such as Dream Homes Magazine or the Robb Report adds even more prestige. And let’s not forget the value of being highlighted in the media.
  8. Understands the local market exceedingly well. A property is worth whatever buyers think it’s worth. A hovel in Toronto or Vancouver has sold for an obscene price. Luxury realtors such as Jason Soprovich know how to buy and position a high value property for sale. There’s a lot more play in the luxury market thus allowing for more creativity in presentation of value and negotiating a price. Knowing which features are most important to specific buyers allows them to clinch a better price. This impression of competence gives them a lasting reputation as a master of sales.

By following these top sales professional traits, you’ll push yourself into the elite category and focus your time on the activities that truly do bring the best long term results. If it takes time to build a regular real estate career, it takes even more effort, strategy, and resources to become the next Merilly Hackett or Jason Soprovich.

Who do you feel is the most notable luxury real estate agent in your city?

 

Affordable Leads for Luxury Realtors

What’s the value of realtor leads for the next 5 years? Immense, and when you create them yourself, they’re not cold leads which is you receive from lead generation companies.  Today’s best luxury real estate agents develop their own unique and impressive realtor brand. These impressions have a powerful effect on buyer/seller attitudes. 

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2016 — The Year You Launch Your Own Brokerage

Autonomy, Freedom, Money, and Equity

When you work for a big brokerage, you give away your autonomy, freedom, income and equity. You create value for Remax, Royal Lepage, Sutton Group, Century21, Sothebys, Home Life or the new kid, Engel & Volkers. How about hanging onto that equity?

I’ve known a few very successful people and what they all had in common was initiative. They didn’t sit around, coast, let opportunities pass, or let less important things get in the way. They always had their mind geared for the business they were passionate about building. They weren’t smarter. They seemed to have this vision of where they belonged and they were compelled to follow that path.

A guy I went to high school with was in the news today. His US/Canada company is valuated at a Billion dollars and it’s growing. He had that leadership quality and now all these decades later, it’s apparent he had to be at the helm of a successful firm.

Entrepreneurial leaders have faith and clarity in the sense that they knew something great was going to happen — the journey and the destination. It’s that expectation that’s made them resilient and creative to navigate their way through to success. Richard Branson, Larry Page, and Elon Musk are a few entrepreneurs who have very positive expectations. Do they have regrets?

Here’s what they really want:  Freedom, Autonomy, Money, Self-respect, and to make other people happy. They’ve given themselves the licence and freedom to create their ideal, emotionally fulfilling lifestyle.

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Merrily Hackett

Smart Long Term Decisions

Out of millions of realtors, mortgage and insurance agents and other professionals, only a select, special few will launch their own company. The rewards are intense. Realtors such as Darryl King, Merrily Hackett, Barbara Corcoran, and Sam McDadi started off humbly and they’re doing phenomenally well. Merrily’s brokerage Sutton West Coast Realty did $22 billion in sales last year.

What About the Complexity?

Launching your brokerage rids you of your broker split, office and desk fees and gives you more funds for marketing. If you fear the paperwork and compliance tasks, you can outsource to a company such as Realty Point. They could rid you of administration tasks. And when you incorporate, you can defer income to tide you through low sales years. It’s just plain smart.

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Do you Need to Start Now?

If you’re of the opinion that you should build this dream incrementally (coasting) you probably won’t have the momentum and power to get there. You can’t coast uphill. It’s wiser to start with the intent of building your realty or insurance brokerage sooner, especially during peak sales years. This intensity gets you focused to create an advantage. If you have good confidence you might even choose hypergrowth strategies to get a smart jump.

How Will You Stay Competitive?

If you’re going to be competitive and build significant revenue, you’ll want to leverage the best tools, strategies and talent. There are plenty of agents who actually need to work under your wing. All you need is a system to generate leads and convert those leads. That’s where I come in. If you and your team have a good attitude and pleasant interpersonal and business skills, clients will gravitate to you.

Clarify your process:

    1. create a marketing plan that specifies the source, reach and capture of leads
    2. use a digital marketing strategy that leverages all digital channels
    3. use a prospecting strategy that quickly discovers good leads
    4. maximize your leads with wide exposure on the Internet and local media
    5. increase your conversions by clarifying your UVP to prospects
    6. build your unique value proposition even further
    7. decide on your brokerage business model
    8. bring on one realtor who believes in what you’re doing and can help you build the correct business model
    9. use social media to engage all your connections and build that word of mouth network
    10. test, reiterate tactics, until your lead generation machine is purring like a kitten

I’d be delighted to help you design and manage your complete digital marketing campaign. You’ll get incomparable value and avoid making beginners mistakes.

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21 Success Tips for Top Selling Realtors

BIG Kahunas Lead — And Make a Lot More Money

Millions of realtors, mortgage agents, new home builders, custom home builders, dentists, insurance brokers, architects, medical specialists, and vacation resort managers are all competing to be the Big Kahunas of their markets. Some will, and from humble beginnings.

The title graphic is courtesy of Inman. In the US, almost 10k agents had at least one transaction per week, or at minimum $20M in sales.

What do these BIG Kahunas do that sets them apart and launches them into continuous success?  They:

  • establish an unbeatable/incomparable unique value proposition
  • find the right clients, customers and business partners
  • find the best mentor
  • get the funding required
  • make their clients very happy
  • go all out to make their client successful
  • help their client learn
  • take the burden and pain away from their clients
  • think creatively, innovatively and persistently to solve client’s problems
  • strive persistently to become the BIG Kahuna in their market
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Lead in everything you can

Here’s 21 Big Kahuna Success Tips

  1. Visualize your customer –  Yes, think about who you’d like as your clients and build your marketing to capture those exact prospects – dig into their lifestyle and dreams
  2. Build a great digital content strategy as the foundation of your  marketing strategy — do this strategically so each channel drives the other simultaneously (omnichannel)
  3. Build inbound content that’s interesting, informative and sharable – this builds excitement into your brand image
  4. Build one very strong niche – such as ecology-mindedness, tax reduction, technology, entrepreneurialism, health, local sports, business trends, job trends, education, etc — whatever subject you believe will make your agent brand stronger.
  5. Advertise in local news flyers/sections have good reach to homeowners and buyers
  6. Advertise via Facebook, AdWords, and Linkedin ad platforms using excellent advertising techniques
  7. Design a new MLS fed website – look at the benefits of my real estate website development services.
  8. Rewrite your listings – using verbs, brand names, and desirable new product names – make it sound elegant
  9. Accelerate your leads through your sales funnel – use high quality digital content they like and need. answer key questions, build desire, and indicate fulfillment is just ahead.
  10. Build a great social media brand image — it makes you look good and builds trust!
  11. Use Facebook to build likability and engage prospects with fun, practical, entertaining material
  12. Use your successful website to attract and partner with other agents
  13. Create original and valuable stories/statistics/events for reporters/bloggers to talk about
  14. Use your linkedin account, plus your own prospect search to connect with investors, agents, and professional people who may need to buy or sell
  15. Use an email strategy to build prospects into your inner circle
  16. Be Generous  –  Do lots of good deeds – refer business, compliment, promote, offer help to your prospects with any issues they’re having, and set a tone of giving
  17. Be Awesome — this means being yourself but extending your sphere of interest to touch prospects dreams
  18. Stop thinking negatively — there are no limitations, only an abundance of leads and sales – create your own leads
  19. Take a vacation – Get Fresh! – you can’t lead if you’re depressed and worn out.  Get away from the source of your stagnation or low productivity to refresh or renew yourself – wipe the hard drive for a fresh, new, strategically effective start
  20. Use interesting apps such as Hyperlapse to create interesting videos to showcase your homes/condos/neighbourhoods.
  21. Hire a creative/innovative digital marketer with a winning program just for you

 

Building and maintaining a leadership position in your market requires professional help. How many helpers do you need?  Start with one, but pick someone who is awesome.  If they don’t add tremendous value, you’re wasting your money and time.

Gord Collins has been a leader in San Diego SEO, Montreal, Los Angeles SEO, San Francisco SEO, Vancouver SEO, Boston SEO, and Toronto SEO for 18 years. Your SEO strategy is in good hands.

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