Archive for October, 2008

Let’s Simplify The ‘3-Foot Rule’ For More Business!

Tuesday, October 28th, 2008
You walk by real estate prospects all day long and you usually don’t even think about it. We all do.
Sometimes, you have other things on your mind or you don’t want to bother them.
Here is a real simple way of adding value to someone by using your business cards.
Whether you’re pumping gas or in a checkout line at a store, make eye contact with someone and say a simple phrase: “Hi, I’m Dan, the Cincinnati Real Estate Guy. If you ever have a real estate or mortgage question, I’d love to help you. Here’s my direct line and email address.”
Obviously, say your own name instead of mine. But I’d love the extra business. :)
We all change or lose phone numbers and emails over time. You can even write short notes to your long-time clients and include a new business card for them to keep.
It’s a subtle way to introduce yourself and not force real estate down their throat.
Are you going to leave your business cards in their box or pass them out and make some money?
We all miss opportunities every day, me included.
Why not grab a stack of business cards and put them in your car. Then set a goal of passing out 5 business cards every day when you’re out in public. Do that 5 days a week for a year and you’ve passed out over 1,000 cards.
Do you think you’ll get any business from it? Absolutely!!!
Nervous or afraid of confrontation? Then find one person each day. You can do it. Real estate is a contact sport.
Some people will even ask you questions on the spot and that’s a great way to get their contact information, so you can follow up with them.
Now, go out and consciously do it and share your results with me. Reply to this post in the “comments” section and tell me how it worked for you. I challenge you. I’m doing it too.

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Have You Ever Heard "You’re So Lucky"?

Tuesday, October 21st, 2008
I was recently talking with a gentleman about his real estate business and he said that his business was ‘way down’.
He didn’t know if he could stay in real estate. His cash reserves were running low and without any closings on the horizon, he didn’t know what he was going to do.
I asked him about his options for a job outside of real estate and he said “Real estate is pretty much all I’ve ever done and I wouldn’t know where to find something else.”
He said to me, “You’re so lucky! You’ve always got things happening.”
I told him “It hasn’t been easy for me either, but I live by a quote my dad told me many years ago when I was a teenager.”
My dad would always say “The harder you work, the luckier you get!”
In today’s world, I think you also have to add “the harder and smarter you work”…
It’s true, the harder and smarter you work at something, the better you get at it and the easier it appears to others. The people, who aren’t doing anything, will always think you’re just lucky.
They don’t see:
  • the prospecting calls you make
  • the hours each night that you spend studying and reading to improve yourself
  • the goals and affirmations that you take time to review each day
  • the mistakes you make, but then learn from and correct
  • the practicing and preparation of your buyer & seller presentations
  • the hours upon hours of fine tuning your business systems

Selling real estate is a contact sport and you need to work on your real estate business day after day. Don’t ever think you know it all, because you can’t. There’s always change in the market and only those who change with the market and adapt the strategies that work will survive.

If you’re struggling a little bit in your business right now, take a look at what you’re doing and not doing in your real estate business. What changes can you instantly make to improve your situation? Sign up for a continuing education course that looks interesting. Call some of your inactive clients and see if you can help them with anything right now. There are lots of things you can do to turn your business around. There’s plenty of business available for those who want to find it!

So the next time, someone tells you “You’re so lucky!”, just tell them, “Yes, the harder I work, the luckier I get!”.

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Save Gas & Time When Showing Homes!

Tuesday, October 14th, 2008
Do you ever show homes in an area you’re not that familiar with? Do you need a map to not get lost in front of your clients?

Well, I recently came across a cool web site that will save you time and gas when you’re out showing properties.

It’s called www.IdealRoute.com and it’s a free service.

You just enter the property addresses that you’re going to show and it assembles the best route and maps out the directions on how to get from one property to the next.

The site was created by the Virginia Association of Realtors for its members, but it can be used all over the country.

It’s so easy to use. It’s takes just 2 steps. Enter the addresses and click on “Calculate Fastest Route”.

There’s even a YouTube Video Tutorial to help you.

Try it out the next time you have a client that wants to see 4 or 5 properties. You may even want to copy and paste the directions to your clients in an email, so they know the order of the homes you’ll be looking at.

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Finding Diamonds In Your Own Back Yard!

Tuesday, October 7th, 2008
Do you remember the story of the man, who searched the world, looking for diamonds his entire life, but after he died, diamonds were discovered on his own field?

In which part of the country do you know the most about real estate?

In your own city?

In your own community?

In your own neighborhood!!!

Are you sharing your wealth of real estate knowledge with those closest to you?

Do you want to connect with more of the homeowners in your neighborhood?

Here’s what you do.

Schedule a “Neighborhood Name” Real Estate Update Event:

  • share market values with homeowners

  • bring your preferred lender to talk about the financial markets

  • bring your handyman/contractor to talk about maintaining home values

  • bring your insurance agent to talk about adequate insurance coverage

See where I’m going here?

If the neighborhood has a pool area or clubhouse, send out flyers for an event from 6:30 - 8:00 on a weeknight. Have other speakers bring drinks and snacks.

If you don’t live in a specific neighborhood, then select one that’s near you.

This way people get to meet and feel comfortable with you and they will be more likely to consider hiring you when they’re ready to buy or sell.

Tell me what you think!

Go ahead and set one up and let me know how it goes.

You may get some immediate business or maybe in the spring, but it’s a great way to add to your database.

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