Building urgency to list or buy in the fall and winter marketplace w/ Dirk Zeller

9.15.22 dirk thumbnail (2)

Building Urgency To List or Buy in the Fall or Winter Marketplace

If you notice that the leads you generate and follow up on remain reluctant to close a deal, you’re challenged with inspiring immediate action and urgency while the market is in their favor. So here’s a closer look at the importance of building urgency to list or buy homes in the fall/winter marketplace.

Cite Professional Opinions on Why Now Is the Best Time To Buy a Home

Realtor.com published an analysis report saying that the week of September 25th – October 1st is the best time to buy. Money.com (originally known as Money Magazine) picked up the report and republished it, reaffirming its findings. 

 

They considered selection, competition, negotiation, and interest rates when forming their opinions. Using these third-party opinions is valuable in helping back what you might say to your clients. With their input, you have better chances of driving them to action.

Use third-party sources to validate.

 

Emphasize the Value of Homeownership

Younger generations may not idealize the American dream of homeownership as much as their elders. It’s up to you to present its benefits to your clients by understanding the latest statistics and presenting them to your clients.

In particular, the average net worth of homeownership in the U.S. is $277 thousand. Some of that is the equity of their home, and others are their assets. Meanwhile, the average net worth of a renter is $6 thousand. Considering these figures, you can build urgency by asking what kind of person your client wants to be.

You can also build urgency by presenting the fact that they can fix their housing costs through homeownership. For example, national rent rates are up by 12%, making it a great driving factor in securing a home.

Understand the Nature of Real Estate

Understand why your potential clients think that waiting is their best option. Perhaps the media convinced them that the market would change in six months. However, assure your clients that you are an expert in the industry by presenting them with information from reputable sources so you can correct any misinformation they encountered.

Be sure to present the facts directly from your industry that would debunk any false information your potential client may have absorbed. Accordingly, you must remain on top of the latest trends in the robust housing market and understand how to relay that information to a non-specialist.

However, you must give your client the chance to make up their mind on the matter instead of forcibly recalibrating their thoughts. For instance, you could lead with questions such as, “If you were drawing information from a source that was causing you to miss a very good opportunity, would you want me to tell you?”

 

Understand that the fear of missing out is no longer the primary driving factor in any real estate market. You must establish urgency by focusing on why your prospects should take action now.

Align the economic factors, review our workbooks, cite the Realter.com analysis, and understand the Money.com article. With these tools, you can position now until early next month as buyers’ best opportunity this year.

Urgency isn't automatic anymore.

 
Published on Sep 23, 2022 under

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Real Leads by Real Geeks is a highly efficient and effective marketing solution for generating, capturing and managing home buyer/seller leads.

One of the best lead generation and management systems available. A fully integrated custom IDX and marketing solution to drive traffic, capture leads, manage-cultivate them and close more transactions.

Featured Articles

You don't have to take our word for it! We encourage you to do your research and talk to our customers to see why they chose to go with our solution.

Greg Harrelson Abe Safa

5 Lead Generation Strategies That Work During a Shift

5 Lead Generation Strategies That Work During a Shift

5 lead gen strats that work during a shift

In the real estate industry, generating leads is essential to success. While many different methods can be used to generate leads, not all of them work during every shift.

That’s why knowing which lead generation strategies still work during a shift is essential to get the desired results.

If you’re finding that your lead generation efforts aren’t working as well as they used to, try out these five strategies. They’re practical and can help you get the results you need.

What a housing recession is and is not

 

Pay Attention to Your Past Clients

Your past clients are a great source of leads, especially during a shift. They already know and trust you, so they’re likely to list their home with you when they’re ready to sell.

Reach out and touch base with your past clients regularly to generate leads from your past clients.

Let them know you’re thinking about them, and offer your help if they have any real estate needs. By staying connected, you’ll come to mind when they’re ready to sell.

It's all about activity!

 

First Sale by Owner

Many homeowners are hesitant to sell their homes with a real estate agent.

Instead, they try to sell their home on their own. But after a few months, they often realize it’s not as easy as they thought it would be.

That’s when they turn to you for help.

To generate leads from the first sale by owners, start by advertising your services in your local newspaper and online.

You can also knock on doors or hand out flyers in neighborhoods where you know homeowners are trying to sell their homes.

Expired and Withdrawn Listings

Expired and withdrawn listings are homes on the market that didn’t sell.

The homeowners may have been unrealistic about their asking price or had trouble getting their home show-ready.

Find out why their home didn’t sell and see if you can help them come up with a better price or get their home show-ready.

By acting fast, you can snag these motivated sellers before the competition.

Use Workflows To Work Your Database

Data shows that seven to nine percent of your database will sell their homes in the next year. 

To generate leads from your database, start by using workflows. Workflows are a series of email, print, or digital messages you send to your contacts regularly.

Not all workflows will work for every database. That’s why it’s crucial to determine which workflows work best for your databases.

Open Houses

Open houses are no longer as typical as they used to be, but they’re still a great way to generate leads during a shift.

They’re also great for meeting new people and getting your name out there.

Implement These Strategies Today

All of these strategies can help you generate leads during a shift. But it’s important to remember that not all of these strategies will work for every real estate agent.

The best way to determine which lead generation strategies work best for you is to experiment with a few different ones and see what works for your business. But always ensure that you’re active and reaching out to people. Use these five strategies to start generating leads.

What are you waiting for? Implement these strategies today and post your results on the RealGeek Facebook page. We can’t wait to hear from you!

Rubber band workflow

 
Greg Harrelson Abe Safa

How well do you know your market?

Well Do You Know Your Market

Greg Harrelson & Abe Safa discuss market stats and what information you should know and be able to communicate to clients.

Start off the week with a few stats.

 

You have to know the data!

 

You're looked at as an authority when you are the one who brings the data!

 

The information is not as valuable as our interpretation of it.

 

How Well Do You Know Your Market?

Generate more business by having a better understanding of your market. Greg Harrelson and Abe Safa discuss the importance of knowing your market statistics, as well as how you can use your market data to improve your business.

As a real estate agent, it’s essential to have a clear understanding of market statistics and trends. Knowing the numbers, how to interpret them, and how to communicate them makes all the difference in helping clients make decisions.

The Significance of Knowing Your Market

The real estate industry is data-driven. In order to compete, you need to know your market inside and out, what’s happening now, and what has happened in the past. This allows you to anticipate changes and better serve your clients.

When consumers are uncertain about market conditions, they tend to be hesitant about making a move. Abe mentions that “It’s imperative to have many data points that you can give to them to help them make a decision.”

It is your job as an agent to be the expert and provide clarity about what is going on in the market, enabling clients to make informed decisions based on solid data.

What Data Should You Focus on When Researching the Market?

Knowing your data differentiates you from other agents who may not be as knowledgeable about the market or who are presenting outdated information.

Some critical data points to focus on include:

  • Inventory level
  • Absorption rate
  • Trends for showings
  • Mortgage applications
  • National and local data

It’s not just about knowing the numbers; it’s about understanding what they mean. You need to be able to explain the data in a way that is clear and concise without being overwhelming.

“Be an authority in their eyes. Know the market and then communicate the market,” advised Gabe.

Effectively communicating data means translating it in a way that will not only help your clients understand but will also provide them with insights into how this information will benefit or endanger them.

Simplicity and relevance should be your utmost priority when coaching clients about the real estate market data.

Takeaways

Market data changes daily. In order to keep up, you need to be in the habit of regularly checking your market stats. This way, you can be prepared for whatever comes your way.

Paying attention to the data helps you better understand what is happening and, more importantly, why it is happening. This knowledge gives you an edge over other agents who may not be as informed.

While market data is readily available for consumers, the many conflicting pieces of information can overwhelm them. As an agent, you must establish authority and ensure that you are the resource they can rely on.

By understanding the market, you can help your clients make smarter decisions. When you know what’s going on, you can explain things in a way that makes sense.

This helps build trust and confidence with your clients, which is essential for any successful business relationship.

 

What Do We Do If The Real Estate Market Starts To Shift?

What Do We Do If The Real Estate Market Starts To Shift?

5.3.22 what if the market starts to shift

A shift in the market may start to worry real estate agents. For one, it can affect their commission rates. Secondly, it can lead to their clients losing interest in a property.

In this episode, Abe and Greg examined what it really means when the market shifts. Abe defines “shift,” or correction, as a slight change of position, direction, or tendency. A shift shouldn’t be equated to a market “crash.”

A shift shouldn’t be a cause of concern in itself. In fact, a shift can even bring benefits to an agent.

So, what do we do if the real estate market starts to shift? Discover the current state of the real estate market and how agents should react if there’s a market shift.

"I'm starting to hear agents get concerned. I'm hearing agents worrying ... a shift could be a slight change, not a crash, but just with a slight change, agents get worried. --And I think when agents get worried, How they respond to that determines whether or not their personal business crashes. So it's not necessarily the shift ... it's the reaction to the shift that could have negative results to an individual agent. In the same shifting community or market on agent could be accelerating, and one agent could be falling backward. " Greg Harrelson.

Current State of the Real Estate Market

"A shift is a slight change in position, direction, or tendency." - Abe Safa.

Abe begins the discussion by distinguishing and defining appreciating and depreciating markets. When a particular market rises in value. The latter, market’s value falls.

When a market appreciates, the first market that’ll rise is single-family homes, as it’s more in demand. The second to rise will be condos on “golf courses” or those that are located in a hot area.

Then, the final wave of appreciation will affect those that are less in demand or desirable. Even if they’re not in demand, these properties will still be pushed by the market.

In light of the current state of the real estate market, Abe reports that there has been a noticeable and significant appreciation on oceanfront condominiums since April 15th. If this trend continues, then it’s a clear sign that a market shift is happening.

What If There Is a Market Shift?

An agent’s reaction to market shifts will determine the outcome of their business. So, if ever there’s a market shift, real estate agents should focus on the following things:

An opportunity to Set Yourself Apart

 

Mindset Shift

A mindset shift begins by not panicking or worrying. In fact, some agents/corporations attribute their success to when the market is down. This means that there’s actually an opportunity for grabs when the market is down. A shift in the market doesn’t necessarily mean that your business will go down, too.

Greg highlights some effects of a changing market:

  •     You gain market share in a declining market
  •     You fight to maintain market share in an increasing market.
  •     The majority of agents lose market share in a hot market since there are a lot of licensees that get into the business.

Bring Certainty to the Consumer

 

Future Pacing

 

Shift Conversations

“Approximately 6 million houses are sold every year.” - Abe

With knowledge and real data, you don’t have to worry about what the media presents. Having actual data is important since consumers, who are not experts in the field, need certainty. This means they need to rely on people like you who know the facts.

Greg presents two tips when talking to a client during market shifts.

  • Future pacing: Assure clients that you’re constantly monitoring the market.
  •     Blame the market:  Don’t tell them to change the price without data. In other words, act as an interpreter of the shift, then inform them that the price is suited for the current market shift. 
 

3 Things We Do If the Market Shifts

 

Increase Activities

This involves tracking your numbers, like conversions and ratios. After getting the number, increase your amount of activity/lead generation by 25%. This way, your business can survive despite market shifts.

You can’t control the real estate market or the economy. Don’t sit and fret about the market shifting. Instead, capitalize on what’s going to change and when it’ll change. By doing so, your real estate business will still grow.

Coaching Keeping It Real

Keeping It Real: The Resources To Equip Your Real Estate Team for Success with Sascha Chatman

Keeping It Real: The Resources To Equip Your Real Estate Team for Success

 

 

In this episode of Keeping it Real, Sascha Chatman and  Frank Klesitz, CEO of Vyral Marketing, break down how you can equip your real estate team for success.

Learn more about the resources needed to manage your own team of real estate agents. Of course, a capable workforce is one thing for generating leads and obtaining success in the real estate world. However, having the right resources available is one of the critical factors needed to equip your real estate team for success.

Recruiting Presentation 

Transforming Your Success into Their Success

Creating a Schedule

Buying this Year vs Next Year

Discovery Phase

The discovery phase is meant to determine whether or not the agents being recruited are the right fit for their real estate team while providing the necessary details for the agents to know what their team is about. Sascha first discusses their team goals and strategies to ensure agents know exactly what they're walking into. He also discusses other matters, such as expectations from the agents themselves and their commissions.

The discovery phase may be one of the most important parts of knowing how to equip your real estate team for success. In order to succeed, you need to have a reliable workforce on your side that shares the same goals and is willing to cooperate with the rest of the team to move forward. Having a compatible and efficient team is one of the best resources you can have in real estate, as it can significantly affect your business' productivity.

Ad Educated Buyer is Easier to Work with!

Agent Utility Belt

This is the highlight of the entire video. Sascha compares his utility belt of resources to Batman's belt of tools and trinkets. This belt essentially exists to store all resources and keep them within reach. Don't get the wrong idea, though. It's not an actual belt. Instead, it is usually a cloud or a compilation of all your valuable resources, such as videos, links, and other agent tools. Having a utility belt that is curated specifically for your team and your needs could help increase the productivity of your workflow because you won't have to scavenge for resources when you need them.

Not only does it make you more productive within your workplace, but it also gives off the sense that you are reliable and organized. When clients ask for something, you will easily have it within reach. 

Clients understandably have many questions before closing the deal, so one of the best ways to answer them is to grab a resource from your utility belt. For example, you're talking to a client about title insurance. Instead of answering their questions yourself, you could take an informative video from your utility belt and ask them to watch it. This makes it easier to understand and relate to.

Having a utility belt is a great way to equip your real estate team for success. It also comes in useful during business transactions. All in all, it's one of the best resources that a real estate team can have.

Having the right resources is essential in equipping your real estate team for success. Create an agent utility belt that caters to your team by signing up for the Real Geeks platform today. We provide valuable resources that you and your team can use to achieve the best possible outcome in every situation. Get started with us today!

Coaching SEO Keeping It Real Real Estate Lead Generation IDX

The Power of SEO and Area Pages w/ Bob McCranie

 

 

The Power of SEO and Area Pages With Bob McCranie

 

Do you want more lead traffic to your website? In this latest episode of Keeping It Real, we explore the latest SEO best practices with Bob McCranie. Bob is the Broker Associate & Team Owner at Texas Pride Realty Group - HomeSmart Stars and an expert on utilizing SEO best practices and Area pages in his strategies.

Join host Frank Klesitz, CEO of Vyral Marketing, in breaking down the strategies and best practices behind a robust, high-conversion online presence in today's evolving digital landscape.

Bob on Why Real Geeks:

Bob on Organic VS Paid Advertising:

If you need some help optimizing your site, tips on how to turn up the volume on your current lead flow, insight into different strategies that have provided wins for agents across various markets, -- Check out Bob's Area Page lead generation strategy!

Bob on Optimizing Your Real Geek's IDX Website:

Bob on Attitude & SEO:

Bob on virtual companies & online work:

Top 3 Ways to Generate Lead Traffic & Boost Your Sale Funnels' Visibility in Your Market

Bob, a Brokerage Associate & Team Owner at Texas Pride Realty Group - HomeSmart Stars, shares the techniques and strategies he deploys to increase overall visibility to prospective clients in his market. 

According to Bob, he deploys three unique strategies to get leads. These strategies roughly refer to attraction marketing, SEO & optimizing his website based on popular search engine optimization guidelines, and demographic farming/cultivating his existing audience. 

Let's dive more into these strategies and find out how Bob executes them to get as many leads as possible.

Bob on Attraction Marketing:

Attraction Marketing

Attraction marketing, also called event marketing, is Bob's number one strategy. This strategy is based on the idea is that you don't have to run Ads all the time or cold calls but have people gravitate towards you because of who you are in the community. In the case of Bob, he's a well-known Broker Associate with long years in the industry. Newer agents can begin working on their community visibility by hosting events. 

Bob on the fun of event marketing:

You can draw people to you by hosting events, posting about them on social media, and generally being a social connector. It doesn't have to be a real estate event, but any event that serves as a lure to connect with people.

Bob on marketing his events:

Some of the events you can host include:

  • Kite Flying, BBQs, & Outdoor Events
  • Theater Events, Movie Nights, DriveIns, Concert in the Parks, etc. 
  • Recycling Events, Food Drives, Community Service Events, etc.

Bob on building collaborative events:

Starting successful community events takes consistency and patience. Make a schedule and stick to it when promoting your events. You can put up physical signs around your area. Put up flyers at your local coffee shops and gyms, and utilize social media ads. These have proven very effective no matter which markets you are located in. 

Bob on using creative postcards for marketing:

Putting in a constant effort will build attendance over time, and before you know it, you will have collected a community of regulars at your events that can also serve as a potential client base. Networking greatly helps get leads, even if not by a massive count at first.

Your Website

Bob on the importance of having your own IDX website: 

Bob on making IDX websites work for you:

The second and perhaps most important is internet marketing, specifically SEO. Your primary medium is your Reel Geeks website, which helps you draw in more organic leads. You still run Google ads, which brings you steady business.

However, you must have a website to lead your potential leads and provide them with the information they need.

Of course, just having a website is not enough – you need area pages. Bob stresses the importance of area pages and being specific about where you want your leads to go. He combines social media and SEO, focusing locally on his pages.

No one looks for real estate in the main city. People always look for the suburb or neighborhood they are looking into.

You create business pages for each suburb of the city you're covering. Each page must have a call to action that takes the reader to the actual area page on your website. It has to lead to the direct page for the city or suburb, not the homepage. It helps to pre-fine all searches as much as possible, directing leads where they want and giving them satisfaction.

 

Bob's Take on Ads & Real Leads

 

How Bob Determines His Area Pages

 

Building a Backlink Strategy

 

Backlinks & Area Pages

 

 

Demographic Farming

Bob's last strategy has to do with demographic farming, which is about cultivating or nurturing your lists.

Using Funny Postcards in Demographic Farming:

In this example, he developed his holiday list using postcards sent creatively and in good fun. For instance, he would send a holiday postcard in June or Valentine's Card with a humorous caption. Of the many postcards he sent, the most creative and successful is the tagline, "No, I don't want to buy your house." Bob doesn't want to buy your house, but he can sell it at a 30 to 40% better price than others in the market. The idea is to keep it fun, so people will look at the cards or mail and know what Bob has to offer.

Per Bob's experience, the strategies that can help you bring in leads are – attraction marketing/events marketing, SEO and area pages, and demographic farming. Add them to your process, and you can turn up your current lead flow to the highest volume.