3 Ways to Connect with More Local Buyers

As a real estate professional, a big part of your job is keeping up with the local community. This is especially important when working with prospective clients who are new to your area. Connecting with these potential buyers and showing them the best parts of your community can be the difference between making or losing a sale.

According to NAR, 69% of home shoppers who take action on a real estate website begin by typing a local search term into a search engine. This shows that homebuyers care about finding homes in specific areas. In real estate, becoming the local expert and being able to provide local information to potential buyers are both great ways to increase your value as an agent. Here are three ways to form connections with these local consumers and those looking to move into your area. Continue reading

Who is Vouching for You Online?

“You’re gonna like this guy. He’s all right. He’s a good fella. He’s one of us.” Henry Hill Goodfellas 1990

How many of your closed clients in the last 12 months gave you an online review? If your answer is “none” or “I don’t know,” then you are missing out on a huge opportunity to be proactive in getting those referrals that your business depends on.  Yes, I said referrals. That is what an online endorsement is becoming. No, it’s not as direct as what you think of as a “traditional” referral, but in some ways it can be even more valuable. Continue reading

Many a Small Thing Has Been Made Large by the Right Kind of Advertising

The world of real estate advertising has changed immensely since my first days in this business 20 years ago. It was not uncommon back then for agents and brokers to spend vast amounts of money canvassing broad geographies with direct mail campaigns in search of buyers and sellers, looking for the proverbial needle-in-a-haystack. Continue reading

The Generosity Cycle – The Real Path to Prosperity

According to NAR, potential buyers note that “the reputation of the agent is the most important factor they consider when choosing an agent to work with, followed by the agent’s honesty and trustworthiness.” In today’s technology driven world, consumers now turn to the internet to verify that information. Because of this, agents are constantly being pushed to ask for referrals. However, when clients are reluctant to provide the praise agents are looking for, agents may push even more, creating a tense situation all around.

Michael Maher, North America’s Most Referred Real Estate Professional and #1 International Bestselling Author of (7L), says that agents need to change the idea of their business approach from one that chases clients to one that uses generosity to reach them. During the most recent Secrets of Top Selling Agents webinar, “3 Critical Sales Cycles You MUST Know For 2015,” Maher provided valuable insight about how agents can use happy clients to receive referrals and increase their marketability. Continue reading