How You Can Use Storytelling To Attract Clients

Many real estate agents are good at their job, sincere with their customers, and hard-working individuals. If you’re an agent, there’s a good chance that you enjoy working with others – the difficult part is finding the clients in the first place.  Here are some strategies to help you attract more prospects by letting others in on the story of YOU.

Marketing is about storytelling – telling the story of you and your business to the people who want to hear it. Years ago, customers may have wanted to see a polished facade of the businesses they patronized, but that has changed. Especially if you are running your business as an individual, customers expect transparency. They want to know with whom they are spending their money.

To do this well, you probably shouldn’t lay everything out on the table. But there are certain elements of your story that will help you connect with customers.

How Others Experience Your Work

Obviously, testimonials tell the best story. Former customers have the opportunity to tell your future customers the real-life experience of working with you. If you haven’t done so already, reach out to your former clients and ask if they can share their story with you. And don’t just stop at Zillow or Facebook reviews – take those reviews and add them to your website, social media timelines, or e-blasts.

Photography

Posting a picture of a smiling couple at closing or a family in front of their new home speaks volumes. Again, this paints a real-life picture of your work. A testimonial can give glowing words, but can’t compare to glowing smiles on actual faces. Don’t forget to document these moments with your customers. This should be a regular part of your marketing campaign.

Your Unique Perspective

Every agent is different. Whether you hobbies include interior design, the great outdoors, or trying every restaurant in town, customers want something they can connect to. By being little bit more open about your life and your personal interests, you could very well win a client who shares your hobby.

Your story is your way of demonstrating your value, experience and expertise to a prospective client in a way that they can relate to and not be intimidated by. The better they know you ahead of time, the more comfortable they’ll be moving forward.

Please Be Cautious. A Real Estate Scam is Picking Up Steam.

Hackers are targeting real estate wire transfers to scam people out of hundreds of thousands of dollars, and its now one of the fastest growing internet scams in the world. This is according to a recent report from WGN in Chicago, but it’s going on all over the place.

This is how it works:

  1. Hackers break into thousands of email accounts without anyone knowing.
  2. They watch the activity and spot when someone is about to conduct a real estate transaction.
  3. Just before close, they send a phony email to the buyer. This email looks like it comes from the title company, saying they’ve just changed banks, and providing “new” wire instructions.
  4. In the meantime, they’ve set up an offshore checking account. When the money changes hands, they cash it out and vanish.

Please be wary of this scam. It has already cost U.S. homebuyers over half-a-billion dollars in the last year. Here are a few pointers to avoid getting stung:

  • We at Frontier Title don’t change banks, so if you get a notice like this, it’s probably not legit. When in doubt, call your title officer for confirmation.
  • This isn’t the only scam that email hackers can perpetrate against you. Please keep a secure email password, at least 8 characters long. It should contain letters, numbers, and special characters, and shouldn’t be a real word.
  • Wire transactions take about 72 hours to go through, so if you’re concerned that something is going on, contact your bank immediately. The FBI handles fraud cases like this, so get in touch with them as well.

Is It Time To Walk Away From A Lead?

We’ve all heard that you shouldn’t give up too quickly on a lead – in fact, it can sometimes take 5 follow-up calls or meetings to finally hear a “Yes.” But, when does it cross the line from persistent into annoying? Once that line is crossed, it’s hard to get back into your potential client’s good graces. So when is it time to give it a rest?

When You’ve Exhausted All Possible Efforts

Do you find yourself scratching your head, desperately trying to think outside of the box for that one more way to your prospect’s heart? If you’ve contacted your lead by phone, email, text message, and offered to meet for coffee or lunch and you’re coming up against wall after wall, it’s probably time to let go.

They Tell You To Stop Calling

A more timid customer may try to put you off, telling you to call again in a month, or give them a few weeks to get back to you, when they may really want to tell you they’re not interested. But if a bolder prospect comes right out to tell you to stop your efforts, you definitely need to listen. It’s not a good idea to follow up again – this could be seen as annoying, or even harassing behavior.

When You’re Exhausted

We get it. Rejection is hard. Even if the statistics are on the side of persistence, you may have had all you can take. You may get a cold feeling from your potential client – you can probably tell by their avoidance behavior or their tone of voice (if you can get them on the phone).  It would be better in the long run, to quit before you’ve hit your wit’s end – or theirs – and take a break for a month or two. By the next time you have contact, you’ll be ready to take a fresh approach and chances are they’ll be more receptive.

It’s Not Forever

Remember that stepping back doesn’t mean that you won’t ever make things work with your lead. Keep them on your mailing lists and in the back of your mind. You may find the perfect opportunity to get the ball rolling again, somewhere down the road. Keep your head up and move on to the next prospect!

Boost Creativity Today With These 4 Ideas

It doesn’t matter how left- or right-brained you might think you are. Every single one of us has the capability of creative thought, especially when it comes to business. Adding that little bit of creative spark could, in fact, be the stepping stone to big business success.

If you’re feeling stuck or lost when it comes to new, inventive ideas, let us suggest the following steps to tapping into that imaginative side.

  1. Take A Walk

    Get out of the office! If you have a bit of free time, even just a five minute walk will give your mind a chance to wander. Here’s the thing, though. Leave the phone, music, or any other kind of technology at home. Give your brain a chance to relax and you’ll be surprised at how the ideas start to flow. Plus, won’t a little exercise be a nice change?

  2. Collaborate

    Collaboration is an excellent way to change things up in your business. Maybe you have a colleague who would love to run a promotion with you, or maybe there’s a business you admire who could benefit from some cross-promotion as well. What you’ll get out of finding a short-term business partner is a quick change of perspective. Who knows what business ideas you can take away and implement for your own success.

  3. Unplug

    We are so connected to the world at all times, aren’t we? Whether it’s checking your phone a dozen times a day, being interrupted by email notifications, or even unable to handle silence at home or in a car, we’re surrounded by electronics. With all that noise, it’s difficult to let any new ideas get in. Take a mini-retreat from tech, whether it’s an hour, an afternoon, or even a weekend. Turn the phone and television off, drive to work without turning the radio on, and take an email vacation, and see what develops.

  4. Change Your Routine

    It’s easy to get stuck in a rut with the same old routine. Get up, go to work, come home, work out, go to bed. We even take the same route to work, listen to the same music, eat lunch at the same places…all of these things make sense, but can also contribute to a bit of lazy thought. Keep yourself on your toes by switching things up every now and then. Take an alternate route, try a restaurant you’ve never been to, wake up early to work out, or forego your evening tv to read a new book.

You Need These 3 People On Your Side To Grow Your Business

Most of us can agree that one of the biggest ways to attract business success is making friends with the right people. Whether you’re a master networker or a wallflower at parties, reaching out to the following community partners will help drive your business forward.

The Neighborhood PTA Mom

Where can you find all of your neighborhood’s adults gathered in one place? PTA Night! What better way to connect and foster new relationships than aligning your business with the families and areas you’re hoping to serve? Aside from sponsoring a PTA night, you may want to look out for opportunities to support school sports teams, theater and music events, and more. Your sponsorship lets potential clients know that you’re invested in the neighborhood.

The Local Librarian

Libraries are wonderful resources. Many libraries have space and time for scheduled community events, like a free home buying seminar. Get in touch with your closest library to see if there are rooms available for rent (many will allow you to host an event at a minimal cost, but require that the event be free to the public.) Marketed well, you could become the go-to agent for first time homeowners, property investors, home staging – whatever your strengths may be. When those attendees are ready to buy or sell, you’ll be first on their list.

The Small Business Owner

The possibilities with small business owners are endless. From restaurants to boutiques, entrepreneurs are typically ready and willing to connect to spread the word about their products or services. Connect with a home cleaning service to suggest a steady flow of business (from the buyers and sellers you’ll refer) in return for discounts for your clients. Reach out to your favorite pizza place about advertising on their tables, and order a pizza for your new homeowners on their first night in the new house. Whether you enter into a financial partnership, by way of advertising with your small business owner friends, or strike up a mutually beneficial arrangement, by making friends with a local entrepreneur, you’re placing yourself one step closer to those personal referrals. On top of that, you’re showing off your local expertise.

 

Are Your Marketing Efforts Paying Off? Here’s How To Measure Your Success!

No matter how you’re marketing your business, tracking the success of your efforts is crucial. By having an idea of what’s working and what isn’t, you’ll get a better idea of how to continue to spend your money. Measuring your return on investment will help save you money AND help make you more money. Here are just a few ideas you can implement to see how hard your money is working.

Ask

In your initial conversation with a prospective client, a simple, “How did you hear about me?” is all it takes. You may find that most of your business comes from referrals, or you may find that the ad in your church bulletin is proving to be successful. Regardless, it’s important to ask and keep track of the answers. You can also send surveys to former clients and include the same question to get an idea of how your former campaigns did, in case you haven’t been keeping track.

Keep Track

This may seem like a no-brainer. And hopefully, you have an idea of how much you’ve spent and what marketing tools you use each year. A simple Excel spreadsheet is great for keeping a list of your campaigns, what dates they were active, how much it cost, and the number of leads you generated for each. For example, even if last year was a terrific success, you may find that the mailer you spent a couple of thousand dollars on gave you several clients, while your $50 Facebook ad got you one or two. You may have gotten more clients with the mailout, but the price per client is much lower for Facebook. You’ll never know if you don’t keep track.

Google Analytics

Google Analytics offers a free code to embed on your website, which allows you to track how people are arriving on your site, how long they’re staying there, what information they’re clicking on, what pages they view last, and so much more. This is a great, easy, and totally free way to see what’s working for you, especially if you’re running any online ads. For example, if you wanted to run an ad through Facebook and through Google Ads, you could easily see which ad set is getting you the most traffic through Google Analytics.

With every system, it’s crucial to have a good period of time for measuring your actions. It’s unlikely that you’ll learn much from one campaign but six months’ worth can tell you a lot. In addition, setting up a regular time monthly or quarterly to review your marketing metrics can help you see what’s been working and keep you on the ball for the future.