Crushing Season + Make Sense of Online Advertising Metrics + much more...

885,391 daily readers and growing! March 19, 2016 Crushing Season Several years ago I traveled to San Francisco to attend the NAR Annual Convention. Being a big fan of California red wine, I arranged to arrive a day early so I could visit the world famous Napa and Sonoma valleys. Both are well-known for producing some of the best wine in the world, and I intended to taste as much as I could. I even brought my own driver so I could taste responsibly. As it turned out, the conference was in October, and the weather was perfect. When we got to Napa valley, I noticed that the air was filled with the smell of grapes. It was unforgettable. I asked someone if it always smelled so nice and they said “no, only during crushing season.” Crushing season is right after the grape harvest when all the wineries are crushing the fruit and starting the process of making wine. Now whenever I think of autumn, I generally think of crushing season. So why did I tell you that? Because today I want to tell you about another kind of crushing season. Yesterday I wrote an article citing the latest economic data which indicated that most agents could see a sharp pullback in their income for the fall quarter. But for some agents, this coming quarter could be even busier than their summer boom. For some this autumn will be “fall back” while for others it will be “crushing season” because they will be “crushin’ it!”   crushin’ it To excel beyond all foreseen abilities. To wildly surpass any goal or expectation.   I believe there are three reasons why this fall can be your crushing season. First, there is plenty of business out there. Second, most agents will be expecting a pullback and will get what they expect. There will be fewer agents to compete with. Finally, the opportunity to really stand out will be greater than ever. Let’s look at each of those in a little more detail. Plenty of Business. Yes, the data is clear. Every year after the summer buying season, the market tends to pull back. This year will be no exception. But while there will be less transaction volume in total, there will still be a lot of real estate bought and sold. Let me share an illustration that will help me illustrate my point. Every morning before dawn I endure a very slow six-mile run. One morning as I was running through a very nice area of town, I heard a dog bark. It wasn’t one of those “little dog” barks, but rather one of those bear-like dog barks. I turned to see a huge white chow that looked like a wolf running right at us. To say I was afraid is an understatement. I turned to my running partner and said whatever you do, don’t break stride and don’t look the dog in the eye. The dog ran up beside us so close we could feel his breath, barking ferociously. We never slowed down or even acknowledged the dog’s presence as we ran. After what seemed like an eternity, the dog eventually lost interest, turned around, and went back home. We both breathed a huge sigh of relief that we were alive. Now I ask you a question: Suppose that dog had been intent on having having us for breakfast? Would I have had to outrun the dog to survive? The answer is no. I would have only had to outrun my friend! And so it is in this business. When times are tough, you don’t have to be the very best agent in town to survive. You don’t have to be better than the economy. You only have to be better than the weakest agents. Many of them will quickly drop by the wayside, leaving more and more market share to be enjoyed by those that are tough enough or smart enough to hang in there. Fewer Agents to Compete With. As in my illustration above, when the going gets tough, many agents simply disappear. They give up, effectively dropping out of the business until next spring. So, yes, there will be a slightly smaller pie, but there will be a fewer slices of that pie. And the number of slices will be disproportionately smaller than the smaller pie itself. In other words, there will be more business available for those agents who do stick it out. When you place your ads, there will be fewer competing ads. The slightly fewer customers will be divided between a significantly fewer number of agents. That means that the opportunity to crush it will be better than ever! And best of all, to participate all you need is a way of identifying those customers, or effective lead capture. And once you’ve captured those leads, you will have fewer agents competing for the business so converting and retaining those clients will be easier than ever. Opportunity to Stand Out. There is an extra benefit of the smaller pie but fewer mouths phenomenon. Because inventories are seasonally lower, there will be fewer buyers competing for those listings. Many of the homes on the market have been on the market for a long time and sellers are getting nervous. When you factor all those market forces in, you have a unique opportunity to look like a genius. With buyers, you can demonstrate how great you are at negotiating bigger discounts and better terms for your clients. Sellers will be desperate to sell and will likely make concessions that they might not have made last spring or even during the summer. Now that they see the winter coming they will be desperate to sell and you can exploit that to the advantage of your buyer clients. With sellers, you can take listings when inventory levels are at the lowest point of the entire year and make those listings stand out so they sell quickly. Because there are fewer homes to choose from, and because most of the inventory will have a higher number of days on market and with it a certain amount of stigma, your seller’s new listing will stand out like a sore thumb and command top dollar. Both of those scenarios make you the best agent in the world, in your client’s eyes. Either you are the best negotiator ever or you are the listing magician who sold their home in no time and got them top dollar. And either of those will play extremely well next spring when their friends are beginning to think about buying or selling. You will have boosted your referral base enormously because you crushed it this fall. So as you begin to think about whether to dial it down and relax this fall/winter or whether to ramp it up and take advantage of this season to really crush it, I hope you will consider making this your busy season. The dividends will be huge and the opportunity will never be greater. And if you don’t yet have effective lead capture, I urge you to take at look at my Ultimate Website. Most of our agents are generating 2-3 new warm, inbound leads every day without spending any money on advertising. I shared this email yesterday from an agent who is using my Ultimate Website and wants to know what to expect this fall. Thanks for the email, Jared. I hope yesterday's and today's articles showed you that pullbacks don’t have to be for everyone. Keep crushin' it this fall, and you'll hit your goal. Matt: I’m a second-year broker who just found and started using your Ultimate Website in May. I had so many customers from it this summer that I honestly couldn’t call everyone back and let a lot of lead fall through the cracks. But I’m using your LCM Income Calculator and still expect to make my goal of $95,000 in commissions this year. However, many of the older brokers in my office have warned me that the last quarter is going to be painfully slow and that I should re-adjust my goal. As of today, I’m right on schedule, but maybe I should be ahead of schedule in order to hit my goal by December? What do you think? Thanks Jared If you haven’t yet tried my Ultimate Website (with LCM technology), I’d encourage you to check it out. Agents who use it are generating an average of 2-3 new inbound leads every day without spending additional money on advertising. It costs less than most websites and there is no long-term commitment or activation fee. Here is a link: http://GuerillaRealty.com.   Get the Ultimate Website » As always, thanks for reading. Matt Jones Broker/President/CEO FavoriteAgent.com Matt Jones is the founder and CEO of FavoriteAgent.com, nationally syndicated columnist, broker, and best selling author. He has been profiled by major media outlets as an innovator and a pioneer in the industry, and CNN's Pulse on America claimed he and his company were "changing the way real estate is done in America."

I did not sign up for this #TRENDING Make Sense of Online Advertising Metrics » The sheer amount of online marketing campaign data and website analytics is staggering. These metrics can be powerful tools for helping you understand where your online leads come from. And having a Read more » How to Host an Open House Like a Pro » Open house is that certain time wherein you are opening your home for viewing. This means that you Read more » Despite $1.2B Settlement, DOJ Still Pursuing Wells Fargo » Despite recently agreeing to a $1.2 billion settlement with the federal government to resolve claims Read more » US Commercial Sales at Record High » SAN FRANCISCO, CA - FEBRUARY 03: A large Super Bowl 50 banner is displayed on a skyscraper on Read more » Help Your Buyer Find the Right Compromises » Your home shoppers may have a long wish list, but when it comes to finding a home – particularly Read more » Agent Charged With Terroristic Threats Misses Court » A Hot Springs realtor facing a terroristic threatening charge had a court date Thursday. Read more » ECONOMY Cities With the Biggest Rent Increases » Families are facing much bigger rent checks this year -- especially those living in cities in the South and West. Read more » 30% of Homes Lost Value Over Last Year » Not all American homes are rising in value. Read more » Four Real Estate Trends for 2016 » Whether you are buying, selling, or renting, there's no escaping Federal Reserve's anticipated Read more » Owners Overvaluing Their Homes » Home owners are still slightly overvaluing their homes compared to appraisers' estimates, according Read more » Which Candidate Is Most Likely to Help the Housing Market? » We surveyed home sellers in late January to get their take on the market. Because it's an election Read more » Homebuying Could Become Unaffordable Within Two Years » With the right economic conditions, in two years, home affordability could get close to the same Read more » TECHNOLOGY Microsoft Kills Internet Explorer 8, 9 and 10 » Internet Explorer has long been the bane of many Web developers' existence, but here's some news to brighten your day: Internet Explorer 8, 9 and 10 are reaching 'end of life' on Tuesday, meaning Read more » Technology Disrupting Real Estate Industry on Two Fronts » Tech companies who want to venture into the real estate industry are facing the tough challenge of Read more » Choosing the Best Anti-virus Software » What to choose when you have too many options? Read more » LAW Judge Admits New Evidence in Realtor Murder Case » A Pulaski County Circuit Court judge ruled Wednesday that prosecutors could submit evidence obtained from the car — but not the trunk — of Arron Lewis in his murder trial, which is set to take place Read more » Drone Laws Are Changing » Drone laws are not finalized, and they're changing Read more » Goldman Sachs Reaches $5B Settlement Amid Toxic Bonds Controversy » Goldman Sachs said Thursday that it reached a $5 billion settlement over claims related to toxic Read more » Bank to Pay $33M in Discriminatory Mortgage Settlement » A New Jersey-based bank is paying a nearly $33 million settlement for alleged racial discrimination Read more » Toronto Real Estate Board Stifling Innovation? » A lawyer for the Competition Bureau says the Toronto Real Estate Board is stifling digital Read more » Agent Files $100k Suit Against Restaurant for Racial Discrimination » A Washington man has filed a $100,000 lawsuit against Elmer's, a diner chain up in the Northwest, Read more » MARKETING 7 Ways Your Body Language Can Get People to Like You » Let your body do the talking Read more » Four Online Strategies to Sell Your Listing » Don't limit your home selling strategies to eye-catching signs and telling friends and family about Read more » Write a High Conversion Ad for Social Media » Let's play a game Read more » Write an Ad That Sells » Imagine sitting at your kitchen table, having your cup of coffee and you break open your laptop and Read more » Should You Be Posting Your Listings on Social Media? » Social media is a great means of marketing your real estate listings. Unfortunately, not all real Read more » Use Virtual Geo- Farming to Generate Business » Geo-farming has long been a core strategy in the real estate professional's wheelhouse. Selecting a Read more » INVESTING Best Investment of 2016? Global Real Estate » According to Forbes, 2016 will likely have equities flat to negative. There are many factors surrounding the said phenomenon, and some of these factors would likely include economic status of big Read more » How to Start in Real Estate Investing » When brothers Kelly and Chris Edwards bought their first house in Raleigh, North Carolina, in 2002, Read more » 10 Common Mistakes Investors Make » Despite what you may watch on late night TV infomercials, don't expect to "get rich quick" in real Read more »

3 Things for Investors to Consider With Apartment Complexes » Investing in real state is not a simple investment to make. It requires a lot of money, especially Read more » Commercial Firms Slow to Adopt New Technologies » Altus Group Ltd., a leading provider of commercial real estate services, software and data Read more » HOW-TO Home Selling Tips During a Divorce » Next to the possible arrangement for their children, a couple who has decided to live separate lives will definitely have to attend to their properties. Serena Elavia shares in FOX Business the Read more » Fatal Realtor Kidnapping Causes Agent Community to Change Safety Procedure » A year ago next week, the search for Beverly Carter, the Arkansas Realtor who had been missing since Read more » 5 Biggest Turnoffs for Homebuyers » If you are on the selling end, there is nothing more important than you need to know than what make Read more »

Three Ways You Can Pre-Qualify Your Buyers » As a real estate agent, you know that a large number of clients mean more chances of closing a deal Read more » 5 Lies You've Been Told About Productivity » How being overly productive is counterproductive Read more » Customers-for-life Still Eluding Many Brokerages » One of the most common goals adopted almost universally by real estate brokerages is also the Read more »

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My Craigslist Secret + Help Your Buyer Find the Right Compromises + much more...

885,391 daily readers and growing! March 17, 2016 INSIDE THIS ISSUE: My Secrets to Fully Exploit Craigslist for New Customers Today's Top Trending Real Estate Stories  Exclusive Webinar for NewsGeni.us Readers My Craigslist Secret Dear Reader, Over the past 18 months, I have convinced countless agents to begin to take Craigslist seriously as a source of customers. Some agents have moved their entire focus to Craigslist, while others have simply used it to supplement their other traditional online campaigns. But all of them have produced astonishing results, and they’ve done it without spending any money. Craigslist is and always has been a great place to capture tons of customers, if you know what you’re doing. However, during the past 18 months I’ve discovered that the single greatest hurdle to overcome in convincing an agent to place his first ad on Craigslist is the negative stigma. For whatever reason, Craigslist has gotten a bad name among agents. Maybe it’s the “Craigslist killers” splashed across the headlines. Maybe you talked to a colleague who ran an ad on Craigslist once and didn’t get anything except for emails from spambots. But whatever the case, you need to forget about what you’ve heard and try it yourself. The truth is, it is relatively easy to capture 2-3 inbound buyer or seller leads from Craigslist every day, but again, only if you know what you’re doing. In this article I’m going to share the easy four-step formula I use in my own practice. The beauty is that it’s easy to learn -- by the end of this article, you’ll know it inside and out -- and it’s easy to repeat again and again. Best of all, it doesn’t cost you anything. If you follow these steps, I guarantee that you’ll be working with a new customer by the end of the week, possibly 3-4 new customers. Step One is procuring the perfect listing for your ad. What!? Yes, you heard me right. The first step to fully exploiting Craigslist for lots of buyer leads is to procure a great listing. After all, we are advertising on a real estate classifieds website. You’ll get nowhere without a property to list. But this is the first place that agents go wrong. Most agents I train on this method don’t have any listings, or else have very few. But here’s the secret: you don’t need to go out and take a new listing in order to follow my Craigslist formula. In fact my formula is exactly the same for agents who have lots of listings and agents who have none. You are going to borrow a listing. What do I mean by “borrowing” a listing? The best way to explain this concept is to describe exactly what I do when creating a new Craigslist ad from scratch. Again, all of this can be done for free and in a single afternoon. I recommend that you start today. I start by picking up a recent copy of the local Homes magazine or Real Estate Book. I flip through the pages until I find a listing suitable for my ad. What I’m looking for is always the same: Maximum curb appeal in my market’s average price range. Here’s why. Curb appeal ensures that my listing on Craigslist will generate lots of clicks. Buyers are attracted to beautiful homes far more than ugly ones. Duh. But you can’t simply pick the most beautiful home in the magazine, because chances are, for the majority of buyers, it’s out of their price range. The average home price in my market is $152,000. I usually choose an attractive but modest listing that is approximately $20-30K above average because I’ll attract a higher end customer and earn a higher commission. But this home price is still affordable for a large percentage of home shoppers. I don’t pick the million dollar mansions just because they are nice. Very few people are in the market for such a property, so I would capture few if any customers. Once I’ve chosen my “mark”, I contact the listing agent. I send a quick email just like this one. In fact, you can use this as template: Hey Joe, I was looking through the homes magazine... really like your listing at 123 Elmwood and would love to sell it! I’m putting together my ads for the month and I have an open spot. Would you mind if I included 123 Elmwood? Thanks, let me know. -Matt Just like in fishing, if you want to attract the best customers, you use very specific bait. When I was a kid we would use a piece of stale bread and hang our line over the drain pipe to catch catfish. And it worked every time, but if you wanted to catch something worth eating, then you had to save up and buy a better lure. It’s the same in real estate. If you advertise bottom of the barrel listings, just because you happen to be the listing agent, then you’re going to attract bottom of the barrel customers. For that reason, I recommend my “borrowed listings” strategy even to listing agents. Look, I am the author of The Ultimate Listing Presentation, I’ve taken as many as 114 listings in a single year, I’ve never had a shortage of solid listings to advertise, and I still borrow listings in order to create the “perfect” Craigslist ad. Take your ego out of it for a minute and ask yourself, what is going to generate me the most business? Probably not that $59,000 probate listing you took as a favor to a friend. [Note: Do this now. Use my email as a template, but put your own spin on it. This approach really works and only takes a few minutes to complete. Just think, by the end of the day you could have several beautiful properties in your arsenal.] Wait, what if they say no? When I teach this practice, agents look at me like I’ve asked them to do something sneaky or unethical. But let me ask you this. What if an agent approached you with the same question? Remember your fiduciary obligation to your client. Would withholding that listing from a free source of advertising be upholding that obligation? I can honestly say that in 10 years my request has never been turned down. Most agents are thrilled that I’m helping them move their listings. But of course I’m fully prepared for the possibility that one day the listing agent will decline my request. So what. There’s an entire book full of beautiful listings. Why would one “no” stop you? Step Two is creating the perfect ad. Writing a great ad shouldn’t take a lot of time and doesn’t require years of copywriting experience. In fact, when it comes to real estate listings the best ads say very little. Plus, I’m about to share the exact ad formula that I use to write all of my ads. If you follow this formula, creating a new ad from scratch should only take about ten minutes. Previously I have only shared this ad-writing formula with Ultimate Website users, but I believe this is a skill that any agent can learn very quickly and that all agents need. So here goes. Here is an actual ad that I posted on my local Craigslist: This ad alone brought in over fifteen new customers per month. (And that was just one ad. I typically recommend that you run at least five to ten simultaneously.) Here’s the simple formula I followed to create this ad:   MY CRAIGSLIST AD FORMULA A. Write a short, plain description of the home in the title. In my example, I give the bedrooms and the neighborhood. B. Identify five selling features of the home. Study my example above and use it as a template. Selling features could include a pool or any special amenities, recent additions or upgrades, or the location. Limit yourself to only the top five selling features. The ad shouldn’t outlast your visitor’s attention span. C. DO NOT INCLUDE THE PRICE. This is the most important step of the formula. Many agents see this as heresy, but remember, our goal is to maximize curiosity, not maximize the information. D. In a large font, add a footer that tells your visitor where they can get more information about the property. I recommend that you use my footer exactly. It is professional, no-pressure, highly tested, and it works.   Yes, that’s my entire formula. Go ahead and write your ad now. You might still be waiting to receive permission from the listing agent, but I can almost guarantee that you’ll get it. And on the off chance that he says no, you’ve only wasted about 10 minutes and it’s good practice. Don’t put it off. Do it now, and you’ll see how incredibly easy writing a great ad should be. But wait, I don’t have a website or a property hotline or a text messaging service, so how can I write an ad? Don’t worry, this problem is completely normal and I address it in step three. Step Three is lead capture. You’ve written the perfect ad. You are now holding the attention of an interested buyer who, statistically speaking, will be making a purchase within the next 90 days. How are you going to turn him into a client? The answer is you need some form of effective lead capture. Obviously I use my Ultimate Website, and you can get your own (it’s relatively inexpensive). My Ultimate Website includes three separate forms of lead capture, and I believe that they are each essential to your advertising. Customers have widely disparate preferences when it comes to searching for homes online. A few will prefer to make a quick phone call (these will result in the warmest leads). Some will be mobile and prefer to send a text for more information. The majority will prefer to continue their search on your website, so it’s necessary to have lead capture technology there as well. I strongly recommend all three. And you can get all of these technologies separately for a few hundred dollars a month. It’s more important to me that you have these technologies than whether you get them from me. However, I recommend that you at least take a look at my Ultimate Website because it’s available at a fraction of what it would cost you to buy them separately from other companies. Anyway, that brings us to step four. Step 4 is the easiest. Sit back and wait for the customers to come to you. I expect to capture about one customer per ad that I place, so I recommend placing more than one at a time. Craigslist will allow you to renew the ad to the top of the listings every 48 hours. So if you post five ads and renew them each fifteen times per month, that’s approximately 75 customers every month -- without spending a dime in advertising and very little time maintaining your ads. Not bad. That’s my entire approach. If you complete these four steps you can be guaranteed that you are exploiting your local Craigslist for all its worth. The best part is, because very few agents know what they are doing on Craigslist, there are lots of customers and very little competition among agents. Today because I believe that many of my readers will finally understand and identify with my philosophy, I’m offering you a unique promotion. Not only am I going to extend my already low price of 58% off, but I am going to sweeten the deal even more! Buy my Ultimate Website system today and you’ll get a fantastic looking, state-of-the-art website complete with an integrated WordPress auto-blog and our unrivaled LCM lead capture technology along with all the free training you need to help you get up and running. Awesome! Not familiar with my Ultimate Website? Check it out here: http://guerillarealty.com Get My Ultimate Website Now » As always, thanks for reading. Matt Jones Broker/President/CEO FavoriteAgent.com Matt Jones is the founder and CEO of FavoriteAgent.com, nationally syndicated columnist, broker, and best selling author. He has been profiled by major media outlets as an innovator and a pioneer in the industry, and CNN's Pulse on America claimed he and his company were "changing the way real estate is done in America."

I did not sign up for this #TRENDING Help Your Buyer Find the Right Compromises » Your home shoppers may have a long wish list, but when it comes to finding a home – particularly under the tight inventories prevalent in so many markets right now – the word "compromise" may need to Read more » How to Host an Open House Like a Pro » Open house is that certain time wherein you are opening your home for viewing. This means that you Read more » Despite $1.2B Settlement, DOJ Still Pursuing Wells Fargo » Despite recently agreeing to a $1.2 billion settlement with the federal government to resolve claims Read more » Make Sense of Online Advertising Metrics » The sheer amount of online marketing campaign data and website analytics is staggering. 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Because it's an election Read more » Homebuying Could Become Unaffordable Within Two Years » With the right economic conditions, in two years, home affordability could get close to the same Read more » TECHNOLOGY Microsoft Kills Internet Explorer 8, 9 and 10 » Internet Explorer has long been the bane of many Web developers' existence, but here's some news to brighten your day: Internet Explorer 8, 9 and 10 are reaching 'end of life' on Tuesday, meaning Read more » Technology Disrupting Real Estate Industry on Two Fronts » Tech companies who want to venture into the real estate industry are facing the tough challenge of Read more » Choosing the Best Anti-virus Software » What to choose when you have too many options? 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Unfortunately, not all real estate agents make use of this as part of their marketing strategy. Is it time for you to promote your Read more » 7 Ways Your Body Language Can Get People to Like You » Let your body do the talking Read more » Four Online Strategies to Sell Your Listing » Don't limit your home selling strategies to eye-catching signs and telling friends and family about Read more » Write a High Conversion Ad for Social Media » Let's play a game Read more » Write an Ad That Sells » Imagine sitting at your kitchen table, having your cup of coffee and you break open your laptop and Read more » Use Virtual Geo- Farming to Generate Business » Geo-farming has long been a core strategy in the real estate professional's wheelhouse. Selecting a Read more » INVESTING How to Start in Real Estate Investing » When brothers Kelly and Chris Edwards bought their first house in Raleigh, North Carolina, in 2002, they didn't know much about real estate investing. 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It requires a lot of money, especially Read more » Commercial Firms Slow to Adopt New Technologies » Altus Group Ltd., a leading provider of commercial real estate services, software and data Read more » HOW-TO Fatal Realtor Kidnapping Causes Agent Community to Change Safety Procedure » A year ago next week, the search for Beverly Carter, the Arkansas Realtor who had been missing since Sep. 25, 2014, ended tragically when her body was found in a shallow grave about 25 miles north of Read more » 5 Biggest Turnoffs for Homebuyers » If you are on the selling end, there is nothing more important than you need to know than what make Read more » Home Selling Tips During a Divorce » Next to the possible arrangement for their children, a couple who has decided to live separate lives Read more » Three Ways You Can Pre-Qualify Your Buyers » As a real estate agent, you know that a large number of clients mean more chances of closing a deal Read more » 5 Lies You've Been Told About Productivity » How being overly productive is counterproductive Read more » Customers-for-life Still Eluding Many Brokerages » One of the most common goals adopted almost universally by real estate brokerages is also the Read more »

This is the NewsGeni.us e-Brief, a collection of the best real estate news and advice in one place. To cancel your subscription, follow this link http://www.newsgeni.us/unsub.php?email=dsoldit.blogpost@blogger.com&s=2100.

©2016 NewsGeni.us, 212 Northstone Pl, Fayetteville, NC 28314. All rights reserved.