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.

Keep your database up-to-date.

Keep your database up-to-dateAre things exactly the same in your life as they were, say, three years ago? Probably not. So don’t assume that the life of your past clients and referral sources is exactly the same as it was 36 months ago either.

People change. They get married, have kids, kids grow up; family members get promoted or get new jobs; marriages start or, unfortunately, end — it’s the way of life.

So your database needs to be kept up-to-date.

Otherwise, you will not be able to stay in touch with your past clients and referral sources as effectively as you should and you will not attract all the referrals and repeat business that you could.

In fact, the more current and accurate a client profile is kept in your database, the greater your chances of building loyalty… Loyalty that leads to a lot more Referral and Repeat business coming your way in future years.

Say, for example, you learn that a past client is going to retire next year. If you note that information in your database, you will be able to send a congratulatory card at just the right time. That may seem like a small gesture, but it’s often the little things that are remembered and appreciated by clients.

How does a busy REALTOR® keep a contact database up-to-date?

Simply by paying attention. When you learn something new about a client, take a moment to record that information in your database right away. It’s also a good habit to review your database daily, or weekly, and make necessary changes and updates as they arise.

It does not take much time to keep your database up-to-date. The few minutes you spend on that task each week will be rewarded in more repeat business and referrals down the road.

Takeaway point: Take a few minutes everyday to keep your database up-to-date.

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Harness the Motivational Power of “Done”!

Harness the  Motivational power of "Done"As a REALTOR®, you have a lot of projects and activities that you need to work on each day. There are listing presentation materials that need updating, phone calls to be returned, clients to see, paperwork to get done, properties to research — the list goes on and on.

In fact, it’s possible to work diligently and effectively on several tasks during the course of the day, and yet not get anything truly “done”.

And that, according to psychologists, can have a serious negative impact on your level of motivation.

You may have noticed this yourself: feeling tired and a little defeated at the end of the day because so many tasks and activities are left unfinished.

So what is the solution?

One of the most important keys to staying motivated is to find two or three important things that you can finish in a day — and then get those things done.

There is a surge of motivation that most people feel when something important gets completed — even something as simple as making a phone call or updating a contact database.

Getting something done energizes you and instills a feeling of accomplishment. It creates a momentum that helps you get other things done more easily.

And getting something “done” does not necessarily mean an entire project or transaction. Scheduling an open house and making all the arrangements is something you can put on your “daily done list”. Here is a great example of how to get get something done today:

  1. Introduce yourself to a new referral source.
  2. Add them as a contact to your database.
  3. Assign them a personalized Referral Marketing message.
  4. Invite them to lunch.

“Done” is a powerful motivator. Use it to stay enthused and on top of your game.

Takeaway point: Harness the motivational power of “done” by making a daily list of two or three important things that you can get done today — and then do them!

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How to develop Real Estate success habits

If youbreak bad, build good habits get into the habit of having a jelly doughnut every day, you are eventually going to gain weight. It’s inevitable. Yet, despite knowing that, breaking the habit, once formed, can be very difficult to do.

That’s the power of a habit. You do not need to remember to do it or motivate yourself to get it done. You just do it – often without even thinking about it.

But not all habits are bad.

Think about the habits you have formed in your real estate business. There are probably several things you do each day, week and month that contribute to your real estate business success. For example, a REALTOR® who ends each day by returning all her calls and emails has formed a habit that is definitely beneficial to her business.

So, as a Referral & Repeat marketer, you should get into the habit of forming habits. Real Estate business success habits. Here are some ideas to get started:

  • Each Monday: Call or email one of your past clients just to say hello and to help them with any questions or recommendations they may need.
  • Each Wednesday afternoon: Update your contact database and decide who should be receiving Direct Mail Marketing and who should be receiving Email Marketing messages from you.
  • Every other Friday: Go for lunch with a prospect or potential client.
  • The first of every month: Introduce yourself to a new business-to business referral source.
  • A client’s moving day: Schedule your follow-up calls and visits.
  • When you get a referral: Follow-up the same day.

These are just a few ideas that can assist you to develop real estate success habits. You can probably come up with many more.

According to many experts, it takes up to 21 days for an activity to become a habit. But once it does, you will not have to motivate yourself to do it or even think about it. After all, it will have become “a habit”!

Takeaway point: Select one important activity this month and turn it into a real estate success habit.

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6 Mistakes That Can Kill a Listing Presentation

0914Article5-BROKERWhen it comes to turning a prospect into a client, there are few activities more important than the listing presentation. After all, you usually get only one shot at impressing the prospect and convincing him or her that you are the right choice.

The last thing you want is some little mistake or oversight that may kibosh the whole thing.

Yet, that is exactly what can happen if you are not careful. In fact, there are some little mistakes you may not even realize you are making in your presentations.

Here are a few examples:

  1. “Selling” rather than listening. Most prospects are turned off by REALTORS® who hard pitch their services. Instead, find out the prospect’s needs and aspirations first. Then explain how your services address those concerns and desires.
  2. Giving a “canned” presentation. A listing presentation is not a Broadway show. You cannot give the same performance every night. You must tailor each presentation to what the prospect wants to accomplish.
  3. Being late. You can have the best excuse on the planet for arriving at a prospect’s home 20 minutes late. They may even forgive you. But you will still leave the impression that your time is more important than theirs. Ideally try to be a bit early and always on time.
  4. Not taking notes. Even if you have an exceptional memory, take good notes. If you don’t, prospects might think that you are not really listening to their wishes and concerns.
  5. Looking disorganized. For some prospects, buying or selling a home is the biggest decision of their lives. If your presentation looks sloppy – if loose papers are falling out of your binder, or if you cannot find your pen – then they’re not going to have a lot of confidence in your abilities.

Takeaway Point: By being an organized and well prepared professional, home owners are more likely to trust you and believe you are the right person for selling their home.

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REALTORS® here is how to make feedback your friend!

Positive and negative feedbackREALTORS®, there are two kinds of feedback you can get from a client – negative and positive.

Understandably, most REALTORS® prefer the positive kind! That includes praise, raves, thanks, displays of appreciation, testimonials and so forth.

Positive feedback teaches you a lot.

It confirms that what you are doing is working, and that you should do more of it.

Positive feedback, of course, is also a clear indication that you’re building loyalty with that client or referral source and loyalty leads to more Repeat business and Referrals.

But what about negative feedback?

Although harder to take on an emotional level (it can sometimes feel like a punch in the gut), negative comments about your performance as a REALTOR® can also be very useful. They let you know what you are doing that is not working, and give you an opportunity to make changes.

That is why, when you receive negative feedback, you should always say “thanks”. Although it may be difficult to fully appreciate it at that time, the person is actually doing you a favour! And, it can be very difficult to give that kind of feedback. It is much easier to ignore unsatisfactory performance than to confront it.

Some REALTORS® avoid seeking feedback because they’re afraid of what they might hear.

Do not take that approach. Feedback, positive or negative, is your friend. And you should ask for it every time you have an opportunity to do so.

In his book, The Success Principles, author Jack Canfield advises you to look at negative feedback as improvement opportunities. “To reach your goals more quickly,” he says, “you need to welcome, receive, and embrace all the feedback that comes your way.”

Takeaway point: Listen to both positive and negative feedback carefully and do not take negative feedback personally. Instead, take action and make improvements.

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