MAR Conference & Tradeshow!

massachusetts realtorAgent Rising is excited to announce that not only will be hosting a booth at the MAR Conference & Tradeshow but our Broker/Owner Kate Lanagan MacGregor will be presenting a New Agent Training 7 Strategies for Success!

The conference will be taking place on October 7th & 8th at the Sea Crest Beach Hotel in Falmouth, the New Agent Training will take place Monday October 7th from 9:00 am-10:45 am in the Racepoint room at the Sea Crest Beach Hotel. This exciting and informative training will help new agents get a leg up and learn what steps will help them in becoming great REALTORS! The training will also be extremely beneficial to experienced agents as it will help them reconnect with the basics of the job. Agent Rising along with Beyond Bold Media will be hosting a booth on Monday October 7th. We will have some great giveaways and free swag!

 

Be sure to stop by our booth and check us out!

MAR Conference & Tradeshow!

massachusetts realtorAgent Rising is excited to announce that not only will be hosting a booth at the MAR Conference & Tradeshow but our Broker/Owner Kate Lanagan MacGregor will be presenting a New Agent Training 7 Strategies for Success!

The conference will be taking place on October 7th & 8th at the Sea Crest Beach Hotel in Falmouth, the New Agent Training will take place Monday October 7th from 9:00 am-10:45 am in the Racepoint room at the Sea Crest Beach Hotel. This exciting and informative training will help new agents get a leg up and learn what steps will help them in becoming great REALTORS! The training will also be extremely beneficial to experienced agents as it will help them reconnect with the basics of the job. Agent Rising along with Beyond Bold Media will be hosting a booth on Monday October 7th. We will have some great giveaways and free swag!

 

Be sure to stop by our booth and check us out!

Lead Generation

leadRemember, time spent now on lead generation will come back to you in successful
sales in the future.

Let’s get started!

You should now have a database that includes literally everyone you know.  Real estate is
a relationship business and your focus should be to start developing these contacts into
relationships. Everyone from your actual relatives to your acquaintances needs to hear that
you are thinking of them in a personal way and that you are readily available to help them as
a professional real estate agent.

How?   While technology has made communication faster and easier, it has not made it more personal.  You need to make an impression that will
last by surprising your contacts with a sincere, personal note in which you thank them for something they have done or congratulated them on a
recent accomplishment. And, just as sincerely, you end your note by saying that if there is ever anything that you can do for them either personally
or professionally, you are always available.  Don’t forget to include your business card!

Think about what will happen when your note is received.  It won’t be thrown out with the junk mail because it doesn’t look like junk mail.  It will be
opened and read because the receiver wants to know why you took the time to write them a note.  You will make them feel good because in your
note you are thanking or congratulating them – you noticed!  They now know that you are a Real Estate Professional because you included your
business card.  Mission accomplished!

Make a communication plan look at your time, focus and energy and decide how many personal notes you should send out from your database
every work day.  Be realistic, but don’t give yourself too much of a break – this is important.  (Days off are necessary to stay happy and healthy!)
Decide on when is the best time for you to do this  – in the morning over coffee, while you are covering the phones at the office, or maybe during
a quiet time in the evening.

Once you have decided on a number and a time, this is your plan – schedule it on your calendar and do it!  Review your plan periodically.  Does
it
need adjusting?  What have you accomplished?  How do you   feel?  You have made huge step in jump starting your career in real estate!

Expanding Your Database Daily

dailydatabaseHow do you expand your database of potential clients? First, take another look at all
of the people who provide services to you. Your hair stylist is providing you a service.
Wouldn’t it be great if you could do the same for her? Your mechanic is providing you
a service, wouldn’t it be great if you could do the same for him?

Even if they are not currently in the market to buy or sell a home, you can still be of service
by becoming their information source on all things real estate related. It may take a little
practice, but you need to become adept at offering your services on a regular basis. Just as
you would be interested in receiving car maintenance advice from your trusted mechanic, or
hair color recommendations from your trusted stylist, they will appreciate getting housing
market information from you their trusted real estate agent. Be careful not to encroach on
another agent’s client.

Create your value communication items – Find sources of real estate related consumer information. If you are a Realtor, these are readily
available on the National Association of REALTORS’ website www.realtor.org.

Rehearse your lead generation conversation – Sketch out and rehearse a potential conversation you might have with someone who provides
you a service. Maybe something like: “You always do such a great job on my hair, Becky. I hope that some day I can be of service to you. Do
you have a real estate agent that you are working with now? (If yes, back off. If no, then continue.) Would you mind if I occasionally sent you
some information on real estate related topics? I will leave you my business card, but what is your mailing or email address?”

Keep at it, and before you know it, asking to be their real estate connection will become second nature and your database will continue
to grow.

Expanding Your Database In The Office

officeWhether it is called floor time, up time or anything else, time spent in your real estate office
can be time well spent, but only you can make it that way. Each phone call or walk-in about
a listing is an opportunity for you! The key is to be prepared to ask the right questions. The
more you can find out about that individual, the better. You have to be comfortable asking
questions sincerely so that the person does not feel that you are prying but that you are really
trying to help.

Be careful not to judge anyone too quickly. That gruff, skeptical voice on the phone or that oddly
dressed individual who walks in off the street could turn into a lifetime client, if you can connect
with them in a short amount of time. They are looking for someone whom they can trust, and you
want to be that person. Here is where you need to ask questions to find out what their needs are
and then be ready to show them that you can meet their needs.

Prepare in advance for these situations – make a list of questions that you can ask either on the phone or in person, practice them with someone
until they come to you naturally. Lead the potential client to the point where they are comfortable giving you their contact information so that you can
be the person they think of when they need a real estate expert.

Spend time in the office – if you are assigned weekly floor time, this will be easy. If you feel you could use more time, then volunteer to take someone
else’s time. Make yourself available as much as possible.

Expanding Your Database at Open House

openhousedatabaseAnother simple way to add to your database is to create relationships at open houses.
There are many reasons why someone attends an open house. They may be interested
in that particular property, or they may simply be trying to get an idea of the current market
or the neighborhood. Whatever reason brings them there, they are definitely interested in real
estate and you should try to establish a professional relationship with them before they slip away.

Introduce yourself to everyone who walks in the door. Have a required sign-in sheet for security and
to establish whether they are currently working with another real estate agent. Towards the end of their
visit, re-establish a rapport with them by asking their impression of the house and whether it fits their needs. Some simple questions, such as: Are you familiar with this neighborhood? Is this the price range you are
looking in? Do you have a timeframe for buying a home? Do you have another home to sell? should give
you lots of information about them and their needs.

Give them information of value to take with them. You can use the same consumer informtion you have already put together for other potential clients. Ask if they think that information is helpful and if you could add them to your list of people that you send info to on a regular basis. New contact found!

Do Open Houses on a regular basis
Volunteer to do them for other agents in your office. Try to add at least 5 new contacts to your database every month from open houses.

Turning Customers Into Contacts

contactsNow that you have been actively increasing your database, it is time to turn those contacts
into customers. Of course, not all of them will become your customer and it is important to
be able to discern those who potentially will in order to maximize your effort. One of the best
way to do this is to rate their level of motivation with a brief personal phone call or drop by
visit. Since you have already sent them a personal note and an item of value about the market,
they know you and are already beginning to trust you.

Again, this contact only needs to be brief. Express that you were in the neighborhood, or were
thinking of them and wanted to say hello. Give them a quick update about the market: Do they
know that mortgage rates are at an all time low and home prices are starting to rise? Let them
talk and you listen. More than likely they will give you clues as to their level of interest in real estate
at this time. Express how great it was to touch base and encourage them to call you if there is ever
anything that you can do for them.

After your call or visit, take a minute to rate their level of motivation. If their motivation level is high, then they are someone that you definitely want to follow
up with again soon. If you felt they were only slightly interested in your conversation about real estate, then they are someone you want to keep in touch with
but not be bothersome to – probably every few months. If they had no interest in hearing from you about real estate, then it is probably best to put them in the
category of contacting them annually just to remind them that you are a real estate agent and how best to contact you.

Call or drop by ten contacts each week and rate their motivation level. Resulting in all of your contacts being designated with high, medium or low motivation.

Essential Buyer Questions

Ibuyerquestionsf you have been asking yourself, “What are the important questions that
I want to ask a potential buyer?” Here is a starting list that you can add
to at anytime. You, your office, the area you live in, or the particular buyer
are all factors that will generate more questions, so this list will grow.

To let your buyer know that you want to be “tuned in” to them as a person ask
them, “What are your biggest fears and concerns about buying a home?” Then
listen to their answer for as long as it takes! This is important! They need to know
that you care about them more than you care about the commission you may make
from finding them a home.

 

 

 

Since buying a home is most often a process of elimination, start with the big picture:

If your buyer could have any home they wanted, what would it look like?

Where would it be located?

What would be its most important features?

Now, it is your job to ask the questions that will help your buyer bring their dream home down to reality, but still finding
them a great fit by asking:

How much of a mortgage have you been pre-approved for? What would be some other locations you might consider?

Can you rate some of these features you have listed in the order of importance to you?

Always listen closely for the emotion in their answers. Buying a home is an emotional process and decision. Some buyers
may not know what they want. You can help by educating
them and helping them determine what they “need” in a new
home and what they “want”.

Review these questions – are there more that are essential for you to ask?

List what might be some typical concerns or fears – how would you answer these to reassure your potential buyer

Pre-approval policy – whether it is an office policy or your own, decide whether you are going to work only with clients that have been
pre-approved by a lender. Even though you may have the time, do you want to possibly waste it showing listings that your buyer is not
qualified to buy? Many listing agents will not show properties unless the buyer is appropriately pre-approved. Making this a “policy” and discussing it upfront with every potential buyer, makes it just a part of your presentation and not an issue that a buyer might take exception
to.

Starting A Seller Relationship

sellerrelationshipThe key to developing a relationship with a seller and possibly getting their listing is preparedness.  If you have been actively courting your leads by providing them with
value items and keeping in touch, then they already see you as a potential listing
agent for their home.  Now it is time to become their listing agent.

Your listing appointment and presentation will be a success if you are prepared!  There
is a good chance that you already know something about the seller, now is the time
(before your listing appointment) to find out as much you can about their home.  You
could make a pre-listing appointment, or you could ask your questions over the phone.
What you are trying to do is confirm and then supplement information that is available
through public records.

Remember to be enthusiastic and focused.  Don’t try to impress the seller, other than
genuinely being you. You are asking these questions to insure that your time with them
is valuable and informative and that your analysis of the market value of their home is realistic.

 

Develop a list of questions to ask pre-listing appointment – these might include:

Why do you want to move? Do you have a specific time frame that needs to be met? What do you feel your home is currently worth? How much do you owe on your home? What are some unique features of your home? Have you made many upgrades? Do you feel your home
is in good shape, inside and out, and will show nicely?
If not, what might need work?

Essentials For Your Listing Appointment

essentialsYou generated the lead. You have done your homework by finding out as much about the home as you can in your pre-listing interview. You have used your local MLS to find comparable homes in comparable areas. You have developed a marketing plan for this home. You have a listing price that you have complete confidence in and you have all of your talking points lined up as to why this is the price that will get your seller their highest return without leaving the home on the market too long, and it includes some room for negotiation. Now you are ready for your listing presentation with your potential seller.

First you MUST be on time and be dressed like the professional that you are. If you have not already seen the home completely, ask to do so. At the beginning of your presentation, inform the seller of what you plan to cover. Explain how the market works and how you work. Remember you are asking them to let you represent them and their home – probably their biggest asset they own and one of their most important and stressful happenings in their life. it is important that you exude calm confidence in yourself and that their home will sell.

When you tell them what you feel is the best price to list their home at, do it quickly and confidently. Be ready to answer their questions on why you feel this is the best price so that they have realistic expectations. If they want to overprice their home, refocus them on their goals and put them in a potential buyer’s shoes. Educate the seller on how commissions are paid and on your negotiating skills. You need to be in the driver’s seat, but they need to feel that they are navigating with you.

Create a listing presentation
even if you don’t have a potential seller yet, pretend that you do. Using your own home, or a friend’s, go through the whole process of developing a marketing plan, coming up with a price and the talking points to support it, then actually make the presentation to someone and get their feedback. Were you professional? Confident? Did you explain how you and the market both work to their satisfaction? Do this a number of times until you feel confident and professional. Now you are ready!

No one gets every listing that they make a presentation on. When you don’t get a listing, be sure to call and ask why. It can only help you improve.