Real Estate Marketing Blog

Morris Real Estate Marketing Group’s blog is your home for up-to-date information that is vital to every REALTOR®. Visit us regularly for the latest real estate marketing tips and REALTOR® resources. The information we share is designed to provide real estate agents with the tools they need to succeed on a day-to-day basis. Our blog is constantly updated, so be sure you check back often.

HUGE News for Real Estate Professionals! IXACT Contact now Integrates with FiveStreet

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Morris Real Estate Marketing Group is proud to announce that our industry leading real estate CRM, IXACT Contact now integrates with the popular lead aggregation software provider FiveStreet. FiveStreet allows real estate agents and teams to manage all of their

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3 Tips to Manage Your Real Estate CRM in Half the Time

Best Real Estate CRMYou’ve just finished an open house and have come away with a stack of new leads. Now you’re driving across town to an important listing presentation. It’s getting late and you still have a few phone calls to make. Ah, the fast-paced life of a real estate agent!

So, where do you find the time to manage your real estate CRM?

The first step is to get into the right mindset. Inputting contacts into your database may seem like a mundane task, but it’s actually a crucial sales activity.

Getting new prospects into your CRM means you’ll be able to more easily:

This assumes, of course, that you’re using the best real estate CRM for your business. If you are then, as an article in Selling Power magazine points out, you’ll be able to “…serve customers better, which in turn helps build stronger relationships. Those relationships lead to better sales and more satisfied customers.”

But, of course, you get none of those benefits if you don’t keep your CRM updated. Here are some tips for cutting the time it takes to do that.

1. Use the best CRM solution for real estate agents.

The CRM system you use should be tailored to real estate agents, be cloud-based (so you can access it on any device), feature robust contact management tools, and enable you to manage your key sales and marketing activities. Most importantly, it should be easy to use!

If your CRM doesn’t have these features, considering switching.

2. Update your database each week.

Block out time on your calendar to input new names into your CRM and update other information. When you do this each week, you make it a habit; just part of your routine. And like any activity that you do regularly, you naturally become faster and better at it — saving you time.

3. Harness automated features.

Learn about all the automated features of your CRM system and how to use them. Those features can save you hours each month. For example, can your real estate CRM capture leads automatically from your website sign-up forms? Does it synch with Gmail and Outlook? If so, use that capability!

Keeping your CRM up-to-date is a key to success as a real estate agent, and is a crucial part of a successful Referral Marketing System. Use these tips to make the task easier and faster.

 

 

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Real Estate Marketing Myths that Stall New Real Estate Agents

Every Marketing Monday this month, the Morris Real Estate Group Marketing blog is diving into real estate marketing myths that cost new Realtors time, money and headaches. So far, we’ve covered Real Estate Marketing Myth #1: If you build a website, They Will Come and Real Estate Marketing Myth #2: Buying Leads = Buying Sales. Today we’re discussing a marketing myth that is so common, virtually every new Realtor has believed it to be true.

Real Estate Marketing Myth #3: Your Family and Friends Will Hire You

New Real Estate Agent Networking MythIt’s understandable why new real estate agents are confident that their first clients will be their family members and close friends – this is how it works in many other professions. Some company marketing schemes / structures rely solely on the fact that those close to you will support and enable you to build your network through them. Unfortunately, the “automatic customer” rarely happens when you’re first starting out in real estate.

Despite your expectations as a new real estate professional, family and friends will not immediately hire you to represent them. There are several valid reasons for this. For example, they:

  1. Do not want to cause a rift in the relationship or family dynamic if things go south.
  2. Want someone with more experience to help them handle such a huge undertaking.
  3. Already have a relationship with a trusted Real Estate Agent.
  4. Don’t want to play favourites if there are other agents in your family or friend circle.
  5. Do not feel comfortable sharing their financial status or details.

While every family and friend dynamic is different, the fact is that more often than not, you will have to develop a different strategy for real estate marketing and lead generation. And while your family may not hire you to help sell or purchase their property right away, it does not mean that they cannot be helpful. To achieve this, however, you need to treat them like prospects and not like family. In other words, you need to include them in your formal real estate referral marketing strategy. Here are three tips for getting your family and friends to help you generate leads.

3 ways to include your friends and family in your referral marketing strategy:

New Real Estate Agent Networking Facts

  1. Add them your newsletter and email marketing campaigns. Your consistent communication and offering of intelligent advice will help you stay top of mind and establish your credibility as a professional and an true expert.
  2. Offer incentives. Just as you would with any other client, it’s always good practice to reward family and friends for providing you with referrals.
  3. Respect boundaries. Like most professions, it’s important to know when to go into sales mode and when to stay in family mode. This advice is not only meant for family barbeques or nights out with friends, it also applies to interactions on social media. If, for example, you read on Facebook that your third cousin is considering selling her condo, rather than leave a comment on her post that you expect to represent her, send her a private message asking when a good time would be to have a quick call so you can give her some free and helpful tips and advice.

We hope you found this article helpful! Make sure to tune in next week we’ll discuss the myth and reality of mass mailings.

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How To Write Your Real Estate Agent Website “About” Page

When you’re writing or updating your real estate agent website, you’re probably spending most of your time on the HOMEPAGE and SERVICES page. After all, these are the pages that need to hook prospects and get them interested in hiring you.

However, there’s another page that’s just as important. In fact, it’s often the last page prospects read before deciding whether or not to call you: the often-neglected ABOUT page.

Why is it so important?

When a buyer or seller is looking for a real estate agent, they’re hoping to find the ideal professional to work with. So it’s natural they would want to get to know you — as a person. A recent article in Foundr Magazine points out, “Unlike buying products, when people buy a service… they want to get to know that person before they invest in the service.”

The ABOUT page is where they start.

Real Estate Agent Website Tips

 

So how do you write yours? Here are four tips that will help.

 

1. Start with the prospect, not with you.

It’s tempting to begin your ABOUT page with your credentials. But that is actually a turn-off for most prospects. It’s like meeting someone at a dinner party and beginning the conversation by talking about yourself.

Your ABOUT page should talk about the prospect first. Here’s an example…

If you’re like many South Georgetown homeowners, you’re concerned about selling in today’s unpredictable market. But you don’t have to be. For 5 years, I’ve been a top seller in the area. I know the nuances of this market and how to sell your home quickly and for the best price.

 

2. Turn features into benefits.

Your ABOUT page is like any other selling page. You need to talk about benefits. So whenever you mention something about yourself, make sure you also explain what that means to prospects.

A simple way to do this is to start a sentence with “That means”. For example…

I’ve helped more than 200 clients buy and sell homes. That means I know exactly how to make the process go smoothly for you.

 

3. List your “stand out” credentials.

If you have credentials — years of experience, awards, sales track record, etc. — that differentiate you from other agents, put those in a bullet list. That way, they’ll stand out.

 

4. Close with a call-to-action.

Even though your ABOUT page is not supposed to be a strong-selling HOME page or SERVICES page, you should still include a soft call-to-action. Think about what you want prospects to do next, and then invite them to do so. For example…”

If you’re looking for a real estate agent with the best track record selling in South Georgetown, let’s talk.

Those four simple tips will have a big impact on your ABOUT page. Follow them the next time you’re writing or tweaking your website copy.

Learn more ABOUT Morris Real Estate Marketing Group!

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Real Estate Marketing Myths That Cost Rookie Realtors Money

Each Marketing Monday this month, we are dissecting real estate marketing myths that cost new agents money. Last week, we focused on Real Estate Marketing Myth #1: If you build a website, they will come. Today we turn our attention to another common myth that costs new Realtors® money: buying leads.

Real Estate Marketing Myth #2: Buying Leads = Buying Sales

There is more than one way to buy a lead. Professional Realtors® may choose to buy lead lists, website listings, Google AdWords and / or social media. While buying leads can be an effective strategy, it’s important for new Realtors® to understand that buying leads does not necessarily translate into buying sales. There is risk involved, especially when starting out and capital is precious.

Real Estate Marketing Myths and Mistakes

Unfortunately, leads don’t come cheap and conversions are often low (think less than 1%) for even the best closers in the business. This brings us to a major point in the discussion: before a new agent spends any money on leads, they must make sure that they know how to close. This may seem like a chicken and egg scenario but there are other options out there to help you become a closer. They may take more work but that just means you have more practice under your belt. Try the dreaded cold calling and foot pounding. If you haven’t perfected your elevator pitch and closing speech, you must practice, practice and practice before gambling on expensive lead-buying.

In addition to knowing how to pitch and close, you must have a solid lead management strategy in place. If you do not have the resources to capture and nurture your leads, lead purchasing can become a fruitless endeavor.

If you do decide to purchase real estate leads, you need to know what you’re paying for and what you’re getting into. When it comes to purchasing leads from website, for example, are you paying for actual leads or impressions? Are there other Realtors® on that page that you will need to compete with? Is there a contract that will lock you in regardless of how many conversions you aren’t getting?

There are a lot of great resources out there. Many highly successful Realtors® have offered some fantastic free advice via video, short articles and blogs about buying real estate leads. The best advice we have heard, however, is to not put all your eggs in one basket. If you blow your entire real estate marketing budget on one lead source, you put yourself in a vulnerable situation. What if your lead source has a traffic drop? A spike in fees and charges? Or policy changes? Make sure that lead purchasing is just one component to your overall real estate marketing strategy.

We hope you found this real estate marketing tip helpful. If you have any questions or comments, please let us know! Make sure to tune in next Monday as we discuss the real estate marketing myth surrounding networking and lead source expectations.

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