Quotes of the week
 
"A journey of 1000 miles begins with a single step."
Lao Tse, 604--531 BC.
 
"Discontent is the first necessity of progress."
Thomas Edison
 
"Job security is gone. The driving force of a career must come from the individual."
E. Nightingale
 
The success or failure of your career is up to you...

Take one new success step this week and see where it leads.
 
 
Staying in touch with sellers...
 
It's easy to stay in touch with sellers when the market is active.You have plenty to report.

But if your market is slow, it isn't easy at all.

I know. I've been there and done that. And I remember how much I didn't want to pick up that phone and tell sellers that no one new was interested in their house this week.

But you have to stay in touch, because if you don't they'll think you've forgotten them. Worse: They'll think you aren't even trying.

So here are two ideas:

First is one I used when I had a real estate agency.

Keep a running account of everything you do with regard to each listing. Even if you went by and straightened the yard sign, write it down.

If you answered an inquiry or sent off information, write it down. If you updated the photos in MLS, write it down.

Then, at the end of the month, send it all in a report to the seller. You can also include an update on the general real estate climate.

Second, send weekly mailings such as my "Seller Service Letters."

You can alternate these letters with a market report, feedback from agents who have shown the listing, or a personal message of any kind.

Just use the service letters on those weeks when you have nothing else to say.

They'll serve to let your listing clients know that you haven't forgotten them.
 
Staying in touch during a slow market could mean the difference between a lost listing and an extended listing.
 

Does Your Marketing Fail to Mention What Buyers and Sellers Want Most?
If you're like most top agents, it probably does.

Why?
 
Because what your buyers and sellers want most is something you give them without thinking that it's worth mentioning. It's not special; it's merely the way you do business.

And since it is something you take for granted, you probably don't realize that from the client's point of view (not knowing all the work you do behind the scenes) it is perhaps THE most important benefit of doing business with you.

You also might not realize just how many other agents fail to provide it.

So what is it that buyers and sellers want most?

Attention.

  • They want you to actually listen to them, so they will be heard and understood.
  • Buyers want to know that you understand their needs and wants.
  • Sellers want your respectful attention to their selling and showing preferences.
  • They all want you to return their phone calls and emails in a timely fashion.
  • They all want you to take time to answer all of their questions clearly and completely.
  • They all want you to stay in touch, even when you don't have anything new to tell them.

Since you take the giving of attention for granted, you probably don't mention it in your marketing.
 
You assume that they'll know it's part of the package.

But that's not necessarily true. Some will, certainly. But consumers who have had dealings with agents who didn't have your attitude know that signing a representation agreement doesn't mean they'll get attention.

If you bring up real estate in a gathering of any size, you'll hear at least one story of an agent taking a listing and then forgetting about it. Or, you'll hear a story about a buyer's agent who expected the buyers to go find their own home, then call to write the offer.
 
And that's why you should mention the attention and the service you give.

You can work it into your home page and your buyer and seller pages as part of "What you can expect from me." And you should absolutely work it in to your agent bio as part of your business philosophy.

You can also show it subtly in the blog posts you write.
 
For instance, you can say something along the lines of "When I called my seller with my weekly report…" Or you could write a story about seeing the perfect house for buyers who had been searching for weeks. You called them immediately and 8 hours later they had an accepted offer.

Buyer and sellers want attention – let them know that they'll get it from you.
 
 
Your Website is a vital marketing tool...  Is YOURS doing it's job?

Your prospective clients are judging you by the words on your website. If your words don't convey the reasons why you are the agent to choose, you're probably losing valuable leads.
 
Read your website, and if the words don't make you want to use your services, get in touch.
 
Don't wait until you have more customers and closings to get the help you need, because without good marketing, those customers and closings may never come.
 
Yours for prosperity,
Copy by Marte, Priest River, Idaho
www.copybymarte.com
208-448-1479