7 Habits that will Maximize your Phone Power- Review

The recent MasterMind Call for HouseValues subscribers with Mike Brooks, aka "Mr. Inside Sales" gave agent's tools to be more confident and productive using the phone.

You see, Mike is an expert in helping agents turn their phones into powerful marketing machines. He shared 7 habits to maximize your phone power. I'll list them here and if anyone wants more details on these points I'll be happy to elaborate.

1. Record yourself. How can you improve if you don't know what you sound like? Trust me, if you're not recording yourself you DON'T know.
2. Use prepared scripts and outlines. Get over your distaste for scripts- they build confidence.
3. Qualify properly. It's as much about disqualifying as it is about qualifying.
4. How to listen. Remember the formula- 2 ears, 1 mouth.
5. How to use trial closes. Mike calls them "pulse takers".
6. Discover unique buying motives. Then tailoring the presentation to those motives.
7.Assume the sale, ask for the order. Whether it's for an appointment or to purchase a home, ASK!

Mike also gave the 5 Golden Rules of Voicemail where he offered tips on how to leave voicemail messages that get results.

At the end of the interview agents engaged Mike with some in-depth questions on what was presented.

SUGGESTION: Go check out Mike's website. He offers a ton of free resources that could help you right away. He also has an upcoming 6 week Teleseminar.

Stay tuned for the May 15th HouseValues MasterMind Call invitation to the blogger community so you can learn from the best of the best.

Marketing Profs wrote an article today about “Three Small Tips to Juice up Your Personal Branding” by Dan Schawbel (Premium access only) that I thought Agent CEO’s need to know about.

Basically the 3 tips were:
1. Name and Topic Associations
-Make sure your name and topic are always associated
-Pick domain names with either YourName.com or YourTopic.com -Align title tag with domain = getting crawled and ranked by the google gods
-Use name and topic in keyword meta tags

2. The Consistent Brand
-Be consistent with everything about you, everywhere
-Picture, blog, social network profiles, bio, etc.

3. Be Selective in Choosing Your Social Networks
- 3-5 social networks are announced EACH DAY
-Don’t be tempted to join very many
-Doing so presents multiple issues-
~Maintenance- how do you maintain a presence on each one?
~Personal information is open to privacy issues
-Criteria for choosing
~Volume- is the message board active?
~Credibility- is the network noteworthy with ‘high profile’ participants?
~Relevancy- Make sure you fits the networks common denominator

Today’s world on the web makes Personal Branding easy, fun and effective if you follow a few common sense guidelines.

Happy branding.

Is Now the Time to Retreat? Hardly!

[I just wrote this article for Realty Times and thought I’d share it here. Because the article is kind of long I’m putting it out in two parts. Enjoy!]

Sure, market conditions have shifted in many parts of the country.

Cause for despair? Hardly.

You can still make as much money this year as you did last year -- and even more.

How?

Start by forgetting everything you think you know or have been told about operating in this type of challenging market.

Many agents make the mistake of retreating when the market shifts like it has over the past year. They cut back on spending, on advertising and marketing, and on what they hope to earn.

Don't join them in that trap.

Agents who build and maintain a large, healthy pipeline of prospects do not worry about changes in the market. Truly, they don't. Instead, they continue to close business, because they have a steady stream of customers to work with.

Here's what these top agents are telling us right now about this particular market and how they're meeting its challenges head on:

They are not cutting marketing dollars. Their advice to you: Market now more than ever. The key is to spend your marketing dollars wisely. Now may not be the time to spend much, if any, on image marketing or branding; rather, target your dollars on efforts that will generate prospects. Analyze what is working and what isn't. Track where your business is coming from. Spend more there and eliminate the ad buy that doesn't bring in prospects. A word of caution: You need to give this time to work. Don't just try something for a week and drop it.

They are advertising online. No big surprise here: According to the National Association of Realtors (NAR), 80 percent of consumers search for information about homes online -- and trust me, that number is only going to grow. Consider the vast array of information consumers can now get online: multiple photos of homes, neighborhood information (check out HomePages.com), virtual tours, mapping technology, and even printable fliers with detailed property information.

Homes with multiple photos are viewed 299 percent more than those not offering multiple views. That is not a typo. Take advantage of online ad opportunities. For example, the enormously popular Craiglist.org lets you advertise for free. Google and Oodle are other options for ads. Your goal should be to advertise your listings and services 24/7 and not be limited by local distribution like most newspapers and magazines are. An individual webpage per listing is becoming more and more popular, and is a very cost-effective way to advertise.
My next post will continue the article with 3 more ways to meet the challenges of a changing market.

Crazy Cheap Marketing Idea?

YOU DECIDE...

I was reading an article about marketing in one of my favorite newsletters from Roy Williams “MondayMorningMemo” where he was listing 10 Unusual Ways to Advertise. One of them caught my attention as possibly something an AgentCEO could use.

“Nighttime Silhouettes. You've probably never seen one of these… which means no one else in your town has seen one either. First, locate a tall wall in a part of town that has lots of traffic at night, especially foot traffic. Then arrange with the owner of that building – and the building across the street – to let you install a logo projector. They're effective and cheap. In some situations you can even use an old slide projector to achieve the desired effect.”

Now just imagine you find the right building with good traffic and you FEATURE A LISTING! Wouldn’t that catch peoples attention? Keep the message simple and your contact information BIG along with a nice picture of the listing.

If you try this let us know how it works out. We could be on to something here.