Real Geeks Blog - Internet Marketing

How to List & Sell More Homes During the Holidays

Written by The Professor

We have all heard it before, “No one buys during the holidays” or “I want to wait till after the holidays and sell during the selling season.” This type of mindset can be very common this time of year. There are even agents that pass on this type of information to their clients. The reality is, there are many agents that do not do their homework when it comes to selling during the holidays.

In this video, Greg Harrelson coaches his agents on identifying buyers & sellers, generating more business, and overcoming objections so that they can List & Sell More Homes During the Holidays!

Podcast available on iTunes and Stitcher

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To effectively sell during the holidays, we first need to cover the idea that the holidays are not a good time to sell. What often happens is that an uninformed agent tells this to a client and then it ends up being the only information a client has about selling during this time of year. Then they end up using the holidays to justify their procrastination and delay their real estate goals. The best script to approach this type of client is by asking why. You need to challenge this thought in an inquisitive manner. Ask them why they believe this. Make them own their statement. Then they will come to realize they have no reason to believe the holidays are a bad time to sell.

When you can identify this, and understand this behavior you will be less likely to buy into what the sellers are saying. You can help them accomplish what they want to accomplish and work around the holiday festivities and obligations.

Next, let’s take a look at the thought that the holidays are not the selling season. When it comes to selling during the different seasons, there is no such thing as an on-off. It is a matter of who. Simply put, you have to change who you are selling to. Who are the buyers during the winter? Snowbirds and retirees. In the spring it is golfers. In the summer it is younger families because of the school year. It's not that sales are on or off based on the season it is a matter of who we are selling to based on the season. A successful agent will know exactly who they are selling to during a particular season and change their marketing strategy to reflect that. The profile of the likely buyer changes during the particular season. When you say that to a seller this will be the first time they have heard that.

Advantages

Now that we have two good scripts to open the conversation, let’s discuss the advantages of selling during the holidays: 

Seller’s competition is lower during the holidays?
- Many agents are not following this dialogue or script, thus new listings to the market will be trending down?
- If buyers are still buyers, there will still be buyer demand, so sellers have less competition with the decreased inventory.
- Builders finish building by March. Less competition for buyers because there are fewer properties on the market?

Buyers are motivated during the holiday season
- The clientele you deal with in the winter will be a more mature clientele (Snowbirds and retirees)
- It will take fewer showings to get an offer (You don’t have enough time to window shop during the holidays as you do during the summer)
- Their finances are stronger.?

Actions You Should Take

1. You need to identify people who truly want to sell during the holidays. You need to share this information with them and explain the advantages of selling now during the holidays. Use these talking tips.

2. Make sure you are committed to making your contacts during this season. Look at your calendar, mark out days you can’t work. Set a contact goal for each day you will be working focus on making those contacts. Have a quality conversation with each contact.

3. Keep the long game in mind. You will get both today business and first quarter business in the new year. Inevitably, there will always be the people that will still want to wait. You can use this as momentum going into the first quarter. January will be a great month

4. You want to focus on follow up during this season. Go through your seller database and call these people. Call the expireds and the FSBOs. Pay special attention to your database. Don’t ignore your database during the last quarter of the year. If you do, they will ignore you the following year. This is your last chance of the year to remind them that you are committed to them and willing to work for and serve them that you want to earn their business. In the new year when they are thinking about their real estate goals and what they want to accomplish, they will think of you.

Useful Scripts
Let’s say a client is almost convinced to sell during this time of year and then you hear, “But I don’t want to show during the holidays.”

No problem. Use the term blackout dates. Let's get it on the market, and then we can discuss blackout dates. Any dates you don’t want to show the property we can block it out.

Then ask “What dates would you like me to block out for you?”

More than likely they won’t have any dates and will say "I’ll get back to you.”

Something else you may hear is “I don’t wanna close during the holidays.”

Assure them that you will negotiate closing dates so they don’t have to move out during Christmas.

Little tips like these can help to put a client’s mind at ease and smooth out any final objections they may have. You need to consider these objections before having these conversations.

Another great talking point is Redfin’s study on selling during different times of the year. Their findings showed that:

Homes listed from December 31st through March 21st had a 9% greater chance of selling within 6 months than homes put on the market between March 22nd and June 21st

Between December 31st and March 21st, those homes had a 10% greater chance of selling at or near their asking price versus listings between June 22 and September 20th

This study backs up what agents like Greg, have been saying for years. You have the duty to educate the consumer of this information. This will help you grow your business and then accomplish their goals. We are here to serve the consumer. Serving the consumer sometimes comes in the form of educating them and influencing them to do things that they didn’t think they should do, but after hearing this information they are actually compelled to do it.

Final Thoughts
The holidays are nothing more than a distraction. They are not an obstacle, they are not a condition, and they are not an objection. During the holidays, clients make their real estate goals less of a priority, but this is expected if other agents are telling them nothing sells during the holidays. When they hear your information, their real estate goals will go from low priority to high priority and then they will take action.

If you are here to serve the consumer. You serve them by contacting them and delivering helpful information.

 

 

Fits Small Business Names Real Geeks the Best Lead Generation Website for 2018

Written by The Professor

Short Version:

  • Real Estate marketing tech is a crowded space.
  • Geeks was built by a real estate agent for real estate agents, which is why it is different.
  • RealGeeks was named by Fit Small Business as the Top Lead Generation Website for 2018.
  • We like awards, but the best award is winning your business, so thank you to our 25,000 users who rely on us every day to grow their business.

The Real Estate Marketing technology space is incredibly crowded. There are many different platforms, and it often feels like they have the same features: IDX websites, CRM, Market Reports, etc., all packaged up and sold through a generic “shiny object” website with a bunch of bad icons.

When our founder and real estate broker, Jeff Manson, and CTO, Kevin McCarthy sat down to create Real Geeks they knew they wanted to strive to be better than anything on the market.

Our small team has grown to over 60 hard working “geeks” in two offices, and we’ve become part of the Fidelity National Finance family, but we’ve stayed true to our core philosophy. Our goal is to provide real estate agents what they really care about: increasing their businesses, keeping consumers off the portal sites (Zillow, Realtor.com, and Trulia), with an affordable (and scalable!) platform.

We decided to build an all-in-one platform built by real estate agents, for real estate agents, at a price real estate agents can afford.

Fits Small Business recognized the years of hard work and dedication we have put into the platform by naming Real Geeks the Top Real Lead Generation Website for 2018. Julie Gurner, PhD of Fits Small Business said:

“Real Geeks offered an impressive price point for the array of lead generation tools available, plus the ability to add more tools or increase your lead generation ability through ads or managed campaigns as you need.”

We are so grateful for this award, and thank Fits Small Business for all the time they took to review our platform.

While winning awards are great, the most important award we could win is a real estate agent’s business. That’s why everyday we focus on improving our application to help agent’s grow their business. Like our brandable property search mobile app that we released earlier this week.

Thank you so much to our growing family of over 25,000 agents that use our platform every day. You are the greatest award we could ever receive.

Lead Conversion & Follow-Up Best Practices

Written by The Professor

When running a successful real estate business, one of the most important things to have is a solid lead conversion and follow up plan.

In this video, we go over our best practices for working with new leads, existing leads, how to set up user behavior filters when using the Real Geeks CRM. We also cover how often you should call/text/email your leads, what to say, when to call them, and much more! Watch this video and follow along with our “Real Geeks Best Practices” doc, which outlines the minimum standards & practices to follow.

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In this video we also cover: 
- Templates for emails, scripts, & voicemails
- Autoresponder emails & text messages
- Clearing schedule follow-ups daily
- New lead follow-up
- Existing lead follow-up
- “Favorited property” user behavior follow-up
- “Active users” user behavior follow-up
- Mortgage partners in the Real Geeks CRM
- Who to meet with
- Minimum goals & expectations for your business

By following these best practices you’ll be able to follow-up with your leads effectively so you can generate more business!

 

Leverage your Database to Generate more Business

Written by The Professor

Our all-in-one solution has everything you need to leverage your database such as sold activity, market reports, home valuations, and a robust real estate CRM

By leveraging your database you’ll be able to generate more business, create value for your clients, and be the #1 real estate resource that your clients will depend on. 

Just follow these quick and easy steps in the video below, to see how to generate more business and referrals from your database:

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Watch the short video above to learn how having a database strategy will create higher engagement, generate more listings, and turn your website into the #1 real estate resource that your clients can depend on! 

How Jose Sells 110 Homes a Year

Written by The Professor

In this episode, Jose shares how he went from 9 sales per year to 110 sales per year. He also shares how he’s able to focus on the right people at the right time to convert more business from his COI and all his lead sources!

Podcast available on iTunes and Stitcher.

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We also cover:
-Lead sources
-Systems & processes
-Follows-up strategy & cadence
-Scripts & the importance of roleplay
-Training & real estate events he attends
-Marketing & content strategies
-And much more! 

Here are some timestamps to help you navigate to the section that will help you the most:
01:15 Introduction to Jose Luiz 
02:25 Progression of transactions - 9 homes to 110 homes a year
04:05 How Jose became a listing agent
04:30 Jose shares how real estate events and coaching influenced him
06:43 Leveraging time by hiring an assistant
07:30 Buyers vs. Sellers - 60% / 40%
07:55 Jose explains how his team is organized
08:30 What sources Jose is using to generate leads
11:18 Jose shares the script and process he uses to work his COI
12:00 How Jose uses the Real Geeks system and CRM to follow up with his COI
14:00 Jose shares his video marketing strategy
14:45 Key items that Jose’s mentor taught him 
18:30 Jose shares his journey of how to produce video content
20:40 Jose shares his main source of seller leads 
22:00 Jose shares how he gets a competitive edge over other agents
22:50 The importance of practicing your weaknesses
23:57 How Jose generates business from probates
25:20 Jose shares how often he follows up 
26:00 Jose shares the “conversation list” he uses when following up with his database
29:05 How sold searches and market reports helps Jose generate more business
29:50 How Jose leverages his CRM to set more appointments
30:55 How Jose works FSBO’s
31:10 Invest in the way you communicate with people 
32:36 The importance of role-playing - twice a day, six times a week
34:20 Working through objections
34:55 How and when Jose transitioned from a buyer to listing agent
36:05 How Jose developed the drive and mindset to improve himself and his business
37:27 Reinvesting profits and commissions into real estate
38:00 How to bring more value to your sellers with a marketing plan of action
41:45 How to invest your money back into your business and practices 
43:45 The importance of coaching and networking at events 
48:47 How Jose stays focused and keeps his momentum going
49:40 What Jose needs to do to take his business to the next level
51:00 Retargeting web traffic on Facebook 
53:45 Treat every conversation with your sellers like a presentation

We'd like to thank Ventura County, CA, real estate agent, Jose Luiz Morales, for joining us on this hangout and sharing how he is crushing it! 

Keeping It Real On Location is presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks.

You can visit our Real Geeks YouTube Channel to watch all past recordings. Follow us on our Real Geeks Google+, Twitter, or Real Geeks Facebook page to get notified immediately when we announce new events:

You can also follow Real Geeks on Instagram. You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com

How Eric Sold 45 Homes in his First Year

Written by The Professor

In this episode, Eric Robb shares how he sold 45 homes, with a volume of $14MM in production, in his first year of business as a single agent!
 

Podcast available on iTunes and Stitcher.

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Eric generates 60% of his business from his COI alone! Learn how he does this through consistent follow-up and streamlined processes. He also shares the systems, marketing techniques, and different lead sources he’s working to generate more business from his database and online leads.

Here are some timestamps to help you navigate to the section that will help you the most:
01:30 Introduction to Eric Robb - 45 transactions in his first 12 months ($14MM)
02:30 How Eric got into the real estate business
03:30 The importance of customer service 
04:45 What Eric learned from being on a mega team 
05:55 Building mindset, conversion, and accountability
07:34 How Eric became a single agent
08:28 Learning how to market yourself through coaching videos and masterminding with other agents
09:36 How and why Eric hired an assistant 
11:05 What percentage of Eric’s business are buyers vs. sellers
11:29 Eric shares his lead sources 
12:15 How Eric generates business from his center of influence and past clients
15:55 How to leverage the Real Geeks system to stay in front of your COI
16:26 Eric shares the script he uses to follow up with his COI 
18:30 How to work referrals from top clients
19:10 How to generate and work internet leads
21:38 Conversion rate on portal leads
22:10 The importance of consistency and routine in your business
23:13 How Eric defines hot leads vs. cold leads 
24:40 Working expireds and FSBO’s
25:30 Postcard example of what Eric sends to his farm 
28:00 How to leverage Real Geeks to market to expireds and FSBO’s
29:38 Eric shares the texting service he’s using to streamline his follow up 
30:15 How to have a work/life balance by leveraging your business properly 
31:00 The importance of consistent video and social media marketing 
31:25 The benefits of hiring a full time coach 
32:50 Eric shares his business goals for the future
33:50 How Eric will triple down on working his database 
35:52 Eric explains how he decided to hire an assistant
37:45 Eric shares the coaching program he is in (Eric Jordan)
38:06 Eric shares what he’s using for video marketing resources 
38:43 Eric shares how he found his Real Estate blogger (Jen Miller)

We'd like to thank Atlanta, GA real estate agent, Eric Robb, for joining us on this hangout and sharing how he is crushing it! 

Keeping It Real On Location is presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks.

You can visit our Real Geeks YouTube Channel to watch all past recordings. Follow us on our Real Geeks Google+, Twitter, or Real Geeks Facebook page to get notified immediately when we announce new events:

You can also follow Real Geeks on Instagram. You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com

How to Leverage Real Geeks to Sell More Homes | Keeping it Real On Location

Written by The Professor

In this episode, a group of top producing real estate agents travel to our headquarters in Dallas, TX to discuss how they’re leveraging the Real Geeks platform to generate more business.

Podcast available on iTunes and Stitcher.

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These agents discuss:
- How they’re driving lead generation
- The different landing pages and tools they’re using
- How to generate low-cost seller leads by using the Real Geeks Facebook tool and home valuation landing pages
- How to use the CRM to get higher engagement and convert more leads into clients
- How to use E-Blasts and drip campaigns to get higher engagement using the workflow system 
- Scripts and follow up processes
- How to dominate your market by using the different tools within the Real Geeks system

We’d like to thank Lisa Chinatti (Westford, MA), Greg Harrelson (Myrtle Beach, SC), Mark Martin (Austin, TX), Jeff Quintin (Ocean City, NJ), Jason Simard (Nanaimo, B.C.), Kory Prince (Port Coquitlam, B.C.), and Todd Tramonte (Dallas, TX) for joining us!

Keeping It Real On Location is presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks.

You can visit our Real Geeks YouTube Channel to watch all past recordings. Follow us on our Real Geeks Google+, Twitter, or Real Geeks Facebook page to get notified immediately when we announce new events:

You can also follow Real Geeks on Instagram.You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com

Using Technology to Build a Successful Real Estate Team

Written by The Professor

In this episode, Todd Tramonte, Brett Baker, and Jason Simard, 3 top-producing agents, talk about how they use systems and technology to build successful real estate teams.  

They dive deep into different marketing techniques to drive traffic to different landing pages like Facebook, PPC, and other traditional marketing strategies. They also share the different systems and technologies they use to do better follow-up, convert more leads into sales, and get the great ROI from every channel. They answer many questions live, you don’t want to miss this!  

Podcast available on iTunes and Stitcher

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We would like to thank Todd Tramonte (Dallas, TX), Brett Baker (Tri-City Areas, WA), and Jason Simard (Nanaimo, B.C.) for hosting and sharing this live hangout with the Real Geeks community.

Want more? Check out our past recording any time at our Real Geeks YouTube channel, and follow us on Google+, Real Geeks Facebook, and Instagram to get notified immediately whenever we announce new events.

You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com 

How Lisa will Leverage her CRM to hit $5M GCI in 2018

Written by The Professor

In this episode, real estate broker, Lisa Chinatti of Westford, MA, shares how she grew her business from 8 sales a year to over $2 million in GCI in three years! 

Lisa goes over all the different systems she is using to build more business out of her database and the lead sources she’s working. This year, she will close more deals by leveraging her CRM to identify hot prospects and generate more business from her COI/SOI!

 

Podcast available on iTunes and Stitcher

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Learn how Lisa generates all her different lead sources, the exact systems and cadence of how she follows up with her various prospects, what she has her ISAs doing and how she hires them. She also shares how she got her farm started, the frequency of her farming, and the content she sends to her farm. You don’t want to miss this! 

Here are some timestamps to help you navigate to the section that will help you the most:

- 00:02:52 Lisa shares her numbers from 2017
- 00:03:59 Quick overview of how Lisa went from 8 transactions in 2015 to over $2M GCI in 2017.
- 00:08:10 Lisa breaks down the percentages of buyers and sellers
- 00:08:37 Lisa shares all her income-producing lead sources
- 00:09:24 Lisa dives in to her internet/FB lead sources, including cost per lead and percentage of sellers vs. buyers
- 00:12:55 Lisa discusses her follow-up process and how she nurtures internet leads
- 00:15:00 Lisa goes over her ISA’s process 
- 00:17:17 Lisa discusses the process between long-term and short-term leads
- 00:18:27 Lisa discusses her follow-up process in detail
- 00:20:45 Lisa shares how she works Zillow leads, including average conversion time, percentages, cost per lead, and follow-up process. 
- 00:29:53 Lisa shares her PPC conversion rates and cost per lead. 
- 00:32:11 Lisa shares how she uses market reports with her COI/SOI and past clients. 
- 00:33:50 How more COI/SOI prospects are using home valuation tool after receiving market reports 
- 00:34:38 Lisa shares how she works her past clients
- 00:34:44 Lisa shares postcard farming
- 00:39:00 Lisa shares how she streamlines her follow-up process by using one CRM
- 00:39:28 Lisa and Jeff share how to keep a positive mindset
- 00:43:37 Lisa shares the importance of role-playing
- 00:45:10 Lisa shares the positive affirmations that work well for her and her team
- 00:46:04 Jeff defines a positive affirmation and what that means for an agent
- 00:48:21 Lisa shares how she became confident during her first year of business and how the business became scalable
- 00:50:37 Lisa shares an example of the type of postcards she sends out
- 00:52:51 Lisa talks about how the market reports are created
- 00:55:35 Lisa shares her tips on hiring ISAs
- 00:58:10 Lisa talks about how many agents she has now and when she knows to add another agent

These LIVE Hangouts are hosted and presented by our very own Jeff Manson, founder of Real Geeks and Hawaiian real estate broker of American Dream Realty, in partnership with Frank Klesitz, CEO of Vyral Marketing.

Check out our past recording any time at our Real Geeks YouTube channel, and follow us on Google+, Real Geeks Facebook, and Instagram to get notified immediately whenever we announce new events.

You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com 

Mastermind Roundtable: Dallas, TX | Keeping it Real on Location

Written by The Professor

Seven top-producing agents meet up at the Real Geeks Dallas headquarters for a roundtable mastermind event to share what’s worked best for them in the last year to grow their business. 

Podcast available on iTunes and Stitcher.

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Seven top-producing agents meet up at the Real Geeks Dallas headquarters for a roundtable mastermind event to share what’s worked best for them in the last year to grow their business.They discuss lead generation, lead follow-up, how to build a team, how to convert buyer leads into listings, systems and software, and much more! You don’t want to miss this! 

We'd like to thank Mark Martin (Austin, TX), Todd Tramonte (Dallas, TX), Nick Trevillian (Phoenix, AZ), Phil Shaver (Phoenix, AZ), Jason Simard (Nanaimo, B.C.), Kory Prince (Port Coquitlam, B.C.), and Bret Baker (Tri-City Areas, WA) for joining us in our headquarter location in Dallas, Texas.

Here are some timestamps to help you navigate to the section that will help you the most:

00:00:00 Introduction by Jeff Manson, Founder and CEO of Real Geeks
00:02:28 Mark Martin introduces himself and his team as well as leads the introductions of everyone present 
00:08:25 Todd Tramonte from Dallas, Texas introduces himself and his team
00:13:07 Nick Trevillian and Phil Shaver from Phoenix, Arizona introduce themselves and their team
00:19:29 Jason Simard from Nanaimo, British Columbia, Canada introduces himself and his team
00:25:48 Kory Prince from Port Coquitlam, British Columbia, Canada introduces himself and his team
00:29:27 Bret Baker from the Tri-Cities area in Washington introduces himself and his team
00:32:58 Collaborative discussion of leadership strategies, approaches to hiring effective team members, and the difference between leads and conversions
00:48:49 Mark asks each person at the table “What’s working best?” for their team
01:01:36 Mark asks “What’s working best as you leverage your Real Geeks tools?”
01:12:04 Feedback about the value of the “coming soon” pages from Real Geeks
01:14:45 Jeff shares about an upcoming development of listings with work flows and to-do lists
01:15:47 Bret discusses his favorite parts of the Real Geeks software
01:20:14 Jason shares his favorite functions of his Real Geeks website
01:27:26 Mark introduces the concept of thinking like a consumer, not just as a realtor
01:28:33 Kory describes his Real Geeks’ website’s smooth integration with Mojo
01:30:52 Value of email drips and advanced search functions
01:34:10 Todd shares the communication prospecting plan he implements with his team

Keeping It Real On Location is presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks.

You can visit our Real Geeks YouTube Channel to watch all past recordings. Follow us on our Real Geeks Google+, Twitter, or Real Geeks Facebook page to get notified immediately when we announce new events:

You can also follow Real Geeks on Instagram.You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here: http://www.keepingitreal.com

 

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