Are you keeping up with lead generation, follow-up and keeping in touch?

Hello All,

I was speaking to an agent the other day who is having a wonderful career. She is closing sales and generating new business like you wouldn’t believe. I’m sure you can understand how surprised I was when she told me that she just does not have time to follow-up on all these leads. Wouldn’t we all like to have that problem?

Can you imagine how much business is slipping through her fingers because she doesn’t have time to keep in touch or follow-up? Does this sound like you? Needless to say, she did realize the importance and the business she could be missing which was why she called.

What I would like to know is do you have a system in place for lead generation, follow-up and keep in touch. Do you do this consistantly? Is it part of your marketing plan? And do you feel that you don’t have time or that these tasks are taking up time from other tasks you could be doing?

Happy selling,

Lisa Mullins

www.reliable-business.com

Has the changing economy affect how you market your real estate business?

Hello Everyone,

It’s no secret to any of us. The economy has been affecting us all. Whether it’s the price of gas or food, we have all been affected.

That being said, has the market affected how you are marketing your business? Has it changed the process you use to generate leads? Are you going after new niches such as short sales?

A few agent’s I know have been really complaining about the market. I can feel their pain. But I also think that it is the responsibility of the agent to have a plan in place for downturns in the market such as this. I’m not saying that your income may not decline a bit but there are agents who are actually increasing productivity during this time.

How have you been affected? What changes have you made? Did you have a plan in place?

Five Ways to Create Your Lead Generation Program

1. Decide on your goals.
2. Determine how many sales you need to reach your goals.
3. Determine how many leads are needed to make a sale.
4. Determine how many contacts are needed to generate a lead.
5. Decide on your target audience.

How to Market to Expired Listings

What you need to do to create an expired listings farm.

1. Pull the expired listings for the MLS daily. This should be done as early as possible. Other agents my also be pulling these leads as well

2. Have a plan for when you call the expired. Remember, they have just dealt with an agent who was unable to sell their home so they may not be happy to hear from you.

3. Ask for the listing appointment.

4. Have something to offer. Create a giveaway. I would recommend creating a “Why Your Home May Not of Sold” Tip Sheet.

5. Remember that most Expireds go with either the first agent they speak with or the last agent they speak with so tomorrow may be too late.

Why FSBOs Need You Just As Much As You Need Them

For Sale By Owner Sellers usually decide to sell themselves for one of several reasons, which can include a bad experience with a former agent, they wish to save money, etc.

Although these may seem like very good reasons, FSBO sellers need an agent just as much as the agent needs them whether they realize it or not.

The first reason FSBOs need an agent is that what they don’t know can hurt them. Accidently omitting something can leave FSBO sellers legally liable in the court of law.

Another reason is that you are a professional and know how to handle the unexpected, are familiar with forms and disclosures and may have buyers readily available.

A real estate professional will be able to get top dollar for a property. You can do CMAs etc to compare prices of like homes in that area. FSBOs tend to do one of two things. Overprice or Underprice. You also have no emotional attachment to the property.