Post about "Real Estate"

Real Estate Marketing Strategies – Mastering the Inner Game of Lead Generation

Part 1: The ProblemI have found in my 14+ years of coaching Real Estate Professionals, that the ones who are flourishing are the ones who have mastered the “Inner Game” of lead generation.They feel confident about picking up the phone, they market themselves consistently, their pipeline is always full, and their contacts yield profitable results in Ideal Clients, so they make more money with less effort.However, if you are like most Real Estate Professionals, when you think of Lead to Generation, you probably get caught up in an “avoidance pattern”, which looks something like this:

You procrastinate

You do busy work

You tell yourself that you don’t have enough time to prospect

You may schedule out the time to call, but then never get around to it

Worse yet, you may have called someone who was rude and then you feel so devastated that you recoil from from prospecting for a few days or a few weeks or a few months

If any of that sounds familiar, you are not alone and it’s not your fault.I believe that there are 3 reasons why we avoid picking up the phone and calling people:1. The fear of the unknown and the fear of rejection2. Self limiting beliefs3. Inner conflicts about callingCan you begin to see what lies beneath the surface of your “avoidance pattern” about making those calls?

It’s not that you are “lazy” or unmotivated…

It’s not that you don’t know what to do or say…

It’s not that you don’t have enough time…

…It’s just that you have Fears, self-limiting beliefs and conflicts that prevent you from doing what you need to do to get your business on track, i.e. lead generation.However, here’s the Good News: you are NOT stuck with your fears, your self limiting beliefs, or your conflicts as they can all be dissolved and replaced with confidence and ease, leading you to prospect in an easy and effortless way.How do I know for sure? Because I have been coaching real estate agents for quite a few years and have seen them transform from fear about lead generation, to actually looking forward to picking up the phone and calling people to offer their services.A former client of mine, JoAnn, is a great example of someone who was burdened by beliefs that stopped her from picking up the phone. She didn’t even know she had these hidden beliefs, and yet they took their toll.Even after many coaching programs, she still got nervous about making calls and she didn’t know why. She would say to me “I know what I should be doing, I’m just not doing it”.It turns out that JoAnn acquired many hidden self-limiting beliefs before she met me. Again she didn’t know they were there, but they included;

“I shouldn’t pick up the phone and talk to strangers”

“I call people and bothering them”

“If I call people I might get rejected”

“People don’t want to hear from me anyway”

Even though her business was declining and she was “broke and scared”, she could not move forward and didn’t know why.Once we discovered the old beliefs, removed them, and installed Empowered beliefs, her confidence level soared, she started making the calls she wanted to make, her income increased substantially to 35,000 a month, and at the end, she called herself “unstoppable”.Here are some of the new beliefs, that we installed in her mind:

“I have a valuable service to offer people and they are happy to hear from me.”

“Every time I pick up the phone to call people, I attract clients who are ready, willing, able and fun.”

“The only persons approval I need is my own.”

With these new beliefs solidly in place, JoAnn approaches prospecting with an optimistic and positive mindset, which yields positive results.Part 2: The SolutionThe solution is to look inside yourself and find out what it is that is blocking your success. What self-limiting beliefs you have that stop you from picking up the phone? What conflicts do have about calling people that paralyze you? Once you bring these beliefs and conflicts up to the surface, you can reprogram them to empower you, rather than stop you. The reprogramming process simply means that you release the old self-limiting beliefs you no longer need and install the empowered beliefs listed above in the example of JoAnn.Another way that you can master the “Inner Game” of lead generation is to build up your confidence in yourself. Remember, if you don’t call people up and let them know of your services, then you’re forcing people to look into the phone book to find a real estate agent.Do you think that is the best way for someone to find a real estate professional?So how do you come to feel great about yourself as a real estate professional?1. Definitely clear yourself of all self sabotaging beliefs like:”I’m not good enough” or “I don’t have what it takes to succeed”2. Another way to build up confidence about yourself, is to compile a list of what makes you a very good real estate agent. For example, are you detail oriented? Are you patient with your clients? Do you have excellent follow through? Do you have an educational approach to helping your clients?I find that when my clients really take an inventory of their skills, they realize that they are very good at what they do. When you know that, it’s easy to install beliefs “I have a valuable service to offer people are happy to hear from me.”3. Part of the solution feeling of good about prospecting, is to call with the attitude that you are the “giver”. Doesn’t it feel good to be the giver? Don’t you love giving gifts to people seeing the expression on their faces as they receive a gift? This puts you in a position of power. It’s also true; you are the giver, you are the one with the real estate expertise to offer.4. Think of the many ways that you can be perceived as the giver:

You are calling them to let them know of the local real estate activity in their neighborhood.

You are calling to let them know what houses have been sold in the area and what the prices are.

You are calling to find out who they would like to have as their neighbors in the houses for sale in their neighborhood.

You are calling to find out if they would like to have a free comparative market analysis so that when they get ready to sell, they know the price of their home.

You are calling to give them a connection to a real estate professional so that when they need real estate help, they will already have an established connection.

5. It’s very likely, that your current prospecting strategy is “catch as catch can.” In other words when you have a few minutes during the day, you call a few people.The good news is that as you release your self-limiting beliefs, get rid of your fears, and restore your confidence in yourself as a real estate professional, you will be more motivated to make those calls because you know you have something valuable to offer.Here’s a tip: look at your schedule at the beginning of the week and block out a certain amount of time every morning, to do the lead generation. Generally speaking, you will want to aim eventually to be doing two hours every morning. One of the mistakes real estate agents make is to try to go from 0 to 100 or try to go from doing no prospecting to doing two hours a day and then feeling overwhelmed.You would be best off to:

Build up to two hours a day starting with half hour increments

Refrain from taking any incoming calls during that time

Let any callers know from your voicemail message that you will be calling them back at a certain time

Finally, you will increase your confidence about lead generation by letting go of the belief “I shouldn’t have to prospect, I should just receive referrals.”Obviously, that is not the case. Even if you are receiving some referrals, in today’s market it’s not enough for you to reach your financial goals. I’m not saying that getting referrals is not a good thing and you shouldn’t work for it. Absolutely not, do what you need to do to get referrals. But don’t depend on them.Along with that, people often tell themselves “I shouldn’t need to prospect, I should be able to get enough clients through open houses, farming, and social networking.” While all those strategies are good they are not enough in today’s market.In summary, today’s real estate market, requires that you be proactive and let people know of the valuable services you offer. Rid yourself of your self-limiting beliefs, and fears about lead generation and you will be amongst the top percentage of real estate agents who are flourishing in today’s market and will flourish in any market.As you’ve probably heard before, “Good real estate agents do well in any market.”Master the “Inner Game” of lead generation and even in today’s challenging marketplace, you can be one of the top producers.

Discount Real Estate Broker

Throughout the country, the term “Discount Real Estate Brokers” is quickly becoming the one of the most talked about subjects in the real estate industry.Many home sellers are learning they no longer have to pay the high cost of a 6% listing commission. This upcoming and rapidly growing trend has created multiple low cost listing programs, along with more and more discount real estate brokers who are offering to save you money on the sale of your property. New companies and multiple websites are cropping up all over the country simply because flat fee listings or discounted commissions are now being demanded by property owners who wish to successfully list and sell their home and save money to boot.Before you choose a discount real estate broker; it is important to understand not all are the same. There are at minimum two major differences between a flat fee listing or so called commission free listing. One is whether they provide full or limited service; and the other is whether they are companies with licensed brokers or are they staffed by hourly employees.Unfortunately many home sellers are learning, you simply don’t get much more than what you pay for. Too often if you are paying a discounted listing fee you may also be getting less than what you deserve by those companies who only give you limited service and may also only have unlicensed employees tending to most of the details. It is important for you as a home seller to fully understand the difference between “discount real estate brokers”.Many realtors who promote themselves in this way; fit a profile commonly associated with less than full real estate services. They usually solicit your listing for a very low fee that is paid upfront online before you ever meet anyone face to face if ever at all. This type of flat fee MLS listing only covers very little of the traditional realtor services. In general you are basically paying for someone to post your home for sale in your local MLS and will be on your own when handling all the other tasks required to protect your interest during the multi-level process of selling a home.You may realize although $300-$500 flat rate listing fee appears to save you money; you end up feeling overcharged when the listing expires and your home has not sold. All realtors are regulated by a board of realtors in their specific area and pay yearly dues that cover being able to post listings on the local MLS. It doesn’t cost them an extra dime for their listings to post in the national MLS platforms; like Realtor.com, Trulia and Zillow. Listings are automatically fed to the national internet platforms within 24 hours of the agent submitting it to their local MLS. These large internet or locally based companies may even go as far as to provide you with a sign and a lock box; but for the most part your small fee covers only this minimal amount of service. In the long run even a little more than a few hundred dollars may appear to be costly when you realize it really takes full service and not just an MLS listing to successfully sell your home.For instance the viewing of your home needs to be handled by a reputable company with a professional scheduling service so anyone desiring to get into your home is not only monitored to assure a safe showing of your property, but there follow up for necessary feedback. You may have to do the screening work yourself as well as handle all the tough negotiations, proper legal paper work and more.These are just some of the very things that can be a bit at best tricky for someone with no home selling experience and would require more personal attention by a seasoned licensed broker. There are many reasons you want a real estate professional providing full service for a low flat fee; unless you are a seasoned For Sale by Owner (FSBO); it is strongly suggested you stay away from discount real estate brokers offering a limited service that pretty much places you in that same position.In some states flat rate MLS listings with limited service is prohibited by law. In Colorado when a real estate broker enters into a listing transaction with a seller; they must provide full service. Despite this regulation there are brokers doing business in this manner. You might have to ask yourself why you would want to entrust your hard earned equity to someone who is not willing to follow the regulations of the very license they hold?There are lots of what appears to be great deals in terms of what you are asked to pay to sell your home; but paying less does not necessarily guarantee you keep more of your equity or never mind reach your goal of a successful sale.Then there are those licensed professional realtors with years of experience who also promote themselves as discount real estate brokers; because they willing to take less so you can keep more. They too offer a flat fee listing; yet there is nothing discounted when it comes to the full traditional real estate services they provide. They understand you do not have to compromise by giving up the kind of real estate service you truly need just to save a buck.These discount real estate agents are educating the public about how and why flat fee listing fees and rates originated; and how you can save thousands and still get full services. They offer to do all the work for less money simply because they know their work load has diminished due to modern day technology. Technology saves them a ton of work related costs and are willing to pass that savings onto you.Flat fee or flat rate listings, discount real estate agents are a direct result of this convenience providing technology that has revolutionized how everyone can sell or even buy a home. Sellers, buyers and especially real estate agents have benefitted from modern technology that combines the availability of multiple digital devices and platforms to quickly access the internet and those they are doing business with, making connecting and communication faster and easier than it was in the past.Real estate agents simply no longer have to invest the same amount of time as they had to in the past to sell a home. What use to take an agent days to accomplish; like hand delivering offers and communicating counter offer negotiations use to involve weeks; not to mention the hard costs before a meeting of the minds was achieved in order place a home under contract. This type of activity is now accomplished in hours or days without anyone having to leave the comfort of their home.It is best for you to investigate which discount real estate brokers are the pros who save you thousands while providing full service and which ones don’t. Choose your discount real estate broker, flat fee listing agent or flat rate company wisely; don’t be baited in by a small fee in order to get your home sold.Copyright 2015