This is not personal it’s business..

Its funny real estate industry professionals get so offended and upset about the success of REALTOR.com,  Zillow.com and Trulia.com.   Someone posed the question on Activerain.com how could this happen?  As I read the post…it got to me…and again I’ll state it’s business!

These Messages Get Old and Are Repetitive!

The truth is these people who created these sites had two things going for them…one was vision…they are  all visionaries who knew that technology changes and the use would become more and more relevant just as it is today!

Opportunity Knocks

Can’t fault them for that…an opportunity is an opportunity…and in truth anyone selling a home today more than likely would rather see their listing on those sites rather than your own..you know why?  Traffic…real estate is a numbers game plain and simple!  How much traffic do you have?

We Have To Blame Ourselves!

The 2nd thing they have going for them is real estate agents, REALTORS, corporations and companies.  Being the marketing hogs that we are…they knew it would be easy to get all of this information and not necessarily having to upload it themselves…because they know…every agent wants to be number one…every agent wants to market properties to the public and expose the listing to as many people as possible.  Nothing wrong with that…that’s part of the job.

I guess I am writing this because sitting in a different place today…its sounds so whiny and very repetitive its not like these sources just became available today.  Clearly its not what an agent thinks best…but the traffic that each site receives….the numbers and ranking does not lie..don’t get mad or get offended…plain and simple… it’s business.

Today’s consumers are much more tech savvy… don’t think for a moment they do not do their own research….they do.

I’ve never been a fan of REALTOR.com but it really doesn’t matter what I think…its business…and our job is to expose consumer’s listings to anyone and everyone!  Are your listings on the top 5?

hitwise-real estate-midori miller

Agents come to me often…maybe their career is not going in the direction they want it…or maybe they just do not know where to start…

There are a few simple things that might help an agent to go from mediocre to great….and often times it doesn’t come from a real estate designation…or some expensive training class.  You READY?

Three basic things you should do for yourself..forget about Continued Education hours…for now..think about this.

Every year most board of REALTORS change their

• MLS systems with enhancements and tools
• Contracts usually change
• Listing agreements and attachments sometimes change

If your REALTOR board offers these types of classes annually think about taking them.  I know every year most top agents review their expenses and the tools they use.  Consider taking classes to find out how to use the vital tools in your business…a better understanding of sales contracts and listing agreements.

Often times when I ask agents about their mls…in most cases they do not want to sit through a boring class…yet they do not understand or know all of the pieces to make effective CMA’s or are not aware of the free tools right at their fingertips…in reality its not free..you join the board…and have education at your fingertips..yes its not glamourous but it sure is vital.

Sometimes the mls tools allow you to cut costs in areas of marketing and connecting.  Many mls systems offer a way to stay in touch with your customer or offer fabulous mapping features and usually make changes throughout the year.

A professional real estate agent should be able to recite and explain the listing agreement and sales contract with their eyes closed..in layman terms…its kind like a professional athlete or celebrity…you have to know your moves…and your lines…otherwise..you appear amateur.

Why do some agents opt to skip the basics?  I don’t know but it happens…..and usually one of the first recommendations that I make…is take them!

Midori Miller trains real estate professionals | writes for IWMonline.com and is a ghostwriter.  If you found this post useful…please subscribe!

We know as people we are emotional, no I don’t mean a train wreck or basket case but what I mean as people we all carry emotion..money tends to carry a lot of emotion with it.

Speaking for myself…when I have money to spend and can get what I want…I am a happy girl….and when I want something and it’s out of my price range…I’m not too pleased.

I don’t mind used items on some occasions…if I find a deal…I am very happy…and if I cannot or the item I buy is broken, torn or I don’t see the value…I get upset.

When they back order it for me and there is no guarantee that I will get it…I am anxious but at the same time very excited….I can’t wait..I get ansy…sometimes I get stressed.

Sorta sounds like a real estate buyer, don’t you think..we are all people but what causes people to buy?  The reason that is..and what type of feelings are important to your buyer?

As real estate professionals or even someone selling their house on their own…you must be aware of these feelings and take note somewhere in the back of your mind…does your home offer any of these feelings to the buyer of your home?

Now I have been calling these important words feelings but really it’s reasoning..and in our minds in most cases we must justify why we do what we do!  Home buyers are no different.

For some might be looking for

• Convenience
• Privacy
• Security
• Entertainment
• Economical
• Aesthetics
• Healthy
• Valuable
• Comfort

If we listen, communicate and understand what the buyer is looking for and the reason they would like to buy a specific home in a specific area with specific benefits….we have to consider  how it makes them feel but more importantly the reason why they would want to buy a particular home!

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Update House For Sale-Three Years Later

As I was leaving this morning for work I noticed the house on the corner had a new for sale sign up.  This would make listing agent number three.

Three different companies had taken that over priced listing. It’s been a year and a half and still no sale!

Did the seller really believe that if they changed the real estate sign their property would have a better shot at selling?

Do you think these agents really believe they had a shot at selling it with this property listed at 2004’s prices?

Are people so desperate for business that they would do this to a seller 3 different times?

The same seller and 3 different Realtors.

Why do professionals continue to make the same mistakes?

Walk away…just walk away!  What’s it going to take?   You can read the entire post here.

The point of the post really isn’t the post itself..its to point out this darn house has continually stayed on the market with very brief periods of being off the market..more than likely in search of another agent!

I lost track of the agents who have listed this house but I believe it is now real estate company #7.

A quick real estate training tip and reminder:

There is a price for everything!  There is a reason why this house has never sold!    It will sell if the price is right and easy to show and don’t forget to refresh the photos and information in your mls, your website,  flyers and brochures.

Sometimes all it takes is a tiny bit of magic..dusting off an old listing giving it new appeal so when the buyer comes along…to them it will feel like home!

Not sure why this house has not sold but I know one thing…if you cannot sell it…don’t!

Don’t be REALTOR #8 unless you mean business!

It’s clear that there are many ways to practice real estate as far as technique…there is NO RIGHT WAY OR WRONG WAY to market…regardless of what many of the experts say…its a whole globe out there you are dealing with…some will be analytical…some will be emotional..

EVERYONE IS DIFFERENT..YOU WON’T APPEAL TO ALL BUT YOU CAN GET YOUR FAIR SHARE!

Many people tend to work out of their homes…and in truth for many years…I was not one of those people…kids running around..dogs barking…I tried it but I would find myself watching…Oprah or doing laundry..I did everything but real estate..so if you are struggling and don’t seem to get much done at home…do yourself a favor…and GO INTO THE OFFICE! Even as unpopular as it may sound…go into the office!  This is isn’t about doing what others are doing but what is best for your career!  Being cool or like everyone else will not feed your family!

Not big on phone calls..the reality…blogging is great…email is great..but sometimes in order to have people you know think of you in real estate..it requires a visit or a phone call!  Just imagine the results if you put them all together…  Again…some would disagree…but picking up the phone could in fact…generate business!  That’s why you are in the real estate right?  INCOME…can’t seem to bring yourself to prospect everyday..then add 5!

Farming-even as unpopular as it sounds…even though so many are not doing it...FARM..CULTIVATE…and grow your own personal network in neighborhoods.  Showing your level of expertise..in post cards..in community newsletters…in market reports…CULTIVATE!

Step away from your computer and get face to face-That’s right I said it and I am serious…start attending community events…socials and fairs.  Sponsoring a table…volunteering for these festivities…get involved..not only in the community but building your real estate career.  Home Shows, Arts and Crafts Events…get it get involved and get active!  Talk to people wherever you go…in the grocery store at the movie theater…talk to people about what you do!

Niche Marketing-yes don’t be so scattered but niche market…First time home buyers, International real estate, Investment properties..condos…get it… specialize in something and become the master!

Listings are the name of the game-Regardless of what many say…listings are the name the game…will always be the game…a listing can generate thousands and thousands of dollars.  That means price them right…based on location…condition and demand..saleable listings are the name of the game…not just any piece of property.

No listings-Borrow someone’s listing and market it with permission…advertise for buyers by focusing on your niche marketing. If you should happen to sell a house…market the sold as much as possible there is a good chance…you’ll get listings based on sold!

Build global referrals-yes, referrals are a great way to generate additional income..just make sure…the referral is in writing…and be ready to pass it on quickly.  I’ve been given referrals in the past..without results..why because I was too late..waiting on someones referral form….use an email…or scan your own referral form.  If you are giving referrals be ready and just get it done!

Mentoring, Coaching and Training-get a mentor..a coach or trainer….learn from them…follow them…and earn from them!  Another words..pick their brain…work hard…and get educated..sometimes a piece of a commissionis better than no commission at all..and look at all the new techniques you have gained in the process!

Be True To Yourself-All trainers, coaches and fellow associates will not hesitate to give you their opinion but the truth is..if you don’t feel comfortable or if it doesn’t feel natural..there are two things to think about…in some instances..its not you really talking..and you don’t buy into what you are saying another words you aren’t being true to yourself..using scripts that do not suit you!…OR..maybe just maybe you need to get out of your comfort zone…do some of the things you hate in real estate..that you have let go..#1 thing….PROSPECTING..but more importantly practice your techniques!

I almost quit real estate at one point in the 90’s…but then an amazing thing happened to me…I got into the right office…had a full office of mentors..went on to take Floyd Wickman.  If you are on the fence…about leaving your career…maybe one of these things might make a difference for you!   And remember one thing….

There is plenty of business to go around...you have to go for it…look for it...and cultivate it..and remember you might be a real estate professional or a real estate consultant..or whatever you might like to call yourself..the reality…you are a real estate sales person…did you catch it?  One thing about real estate…no matter how you slice it…look at it or dissect it….you are…

In Sales!

“Every boxer fights differently, and every salesman has his unique style. But the results are the same- you are either a champion or just another fighter, you either get the sale or you don’t. The real key to success is to do those things that will prepare you to be a champion.” Dan Brent Burt

Jeannette and I won the pre-listing challenge…and we want to share!

We still receive many requests for the pre listing template that we offered on Activerain.  Last year we sent out hundred’s of samples but this year we thought we would offer the challenge winning presentation itself!

We hope you will use it and find it useful and it helps you to gain more listings.

Download right here !

Happy Selling and look for many more free tools right here!

Just click on the link below edit and useful!  If you found this useful…you might want to subsribe…new tools…fabulous information will be added throughout 2010!

Listing Checklist by Jeannette and Midori

Make 2010 the best year ever!

• Take adequate time – Sit, listen and learn and base your marketing strategy on the seller’s needs.  Be upfront, be direct and be really honest but more than anything listen and probe!
• Inform them – Of all the negative things that can happen, a true consultation is the good, the bad and the ugly.  This way if anything bad should happen the seller will not be so surprised and you will already be prepared with your backup marketing plan! People tend to be more understanding, when they UNDERSTAND THE ENTIRE SELLING PROCESS! Warn the seller, be ready for a bumpy ride it’s not over until they get their check!
• Kill the stereotype – We are not just sales people we transform lives. We unite many people together with the same goal in mind and that is to buy, sell or lease real estate. Our profession is important to our country.  Not only do we help buyers and sellers and landlords and tenants, we have always played a key role in society and the economy.  We will continue to do so only if the public demands it.  The only way to kill the stereotype, “Talk the talk and walk the walk, live by the GOLDEN RULE!
• Demand total cooperation - It doesn’t mean it has to be your way, everyone must do their part!  We are dealing with people, understand that flexibility is a must. Your primary function is to market the property to everyone and anyone. Make sure your marketing efforts will not be wasted because of the seller’s expectations.
• If they do not need to sell, don’t list it – Have the guts to walk away. Run from the overpriced listings.   Imagine if each real estate professional in the country made a personal promise to themselves not to take overpriced listings and actually did it, how quickly our real estate inventory would dwindle down.  We tend to commend people for not taking overpriced listings but the bottom line is “It’s our job!”
• Stick with what you know -  If you do not specialize in the type of service that they need, refer it out!  This is not the time to experiment on a seller, there are just too many properties on the market today. Put yourself in their shoes!  How would you feel if I was your agent on your pre-foreclosure property and had no experience in doing so?  Scary.
• Do your homework and present the facts -  Make a commitment to list a property based on the facts.  I definitely do not want to be known as the “nice agent” who could not sell the house.  I would rather be known as the Serious Marketing Expert, who got the job done.
• Realize many seller’s will not be happy – It’s our job to remind them what their mission is, that means respect how they feel but keep them moving toward to their new destination.
• Be highly involved throughout the selling process - Keep in touch.  A transaction changes hour by hour, remember you’re a team, so when someone drops the ball, pick it up and pass it to the next team-mate, that means get rid of the “It ain’t my job man!” mentality.  Your job is to get the seller where they need to be, that means, get over the lazy mortgage broker or that “bad, bad other real estate agent,” do what needs to get done to get one step closer to another successful closing.  The way you treat today’s business will have a direct impact on your future business.

Remember that sellers are looking for leadership.   “Walk the walk, talk the talk!” and lead by example. Remind them why they hired you in the first place…..

What Does Your Website Do?

If you are a point2agent user you might have seen this slide.  If not you can obtain it through point2agent.

It shows how your personal website offers syndication of your customers real estate listing. It’s an awesome addition to your listing presentation.

Edit and create your own!

Notice the personalized touch!  Hope you found this tip useful and if so please subscribe or pass it on!

Supplemental Directive 09-09

To help servicers implement HAFA, this Supplemental Directive  covers the following topics:

 Foreclosure Alternatives
 HAFA Consideration
 Evaluation
 Short Sale
 Deed-in-Lieu
 General Terms and Conditions
 Incentive Compensation
 Standard Form Documents
 Reporting Requirements
 Compliance

If you sell short sales you might want to read this doc! It’s lengthy and lots to digest..