It boggles my mind. We know, as surely as the sky is blue, that consumers choose agents who respond first to their inquiries. It is a plain fact. Research has proven it and yet, lead management remains the single biggest problem in real estate. I know this from personal experience.
When my wife and I went house shopping in Southern California three years ago, we visited 11 homes and I left 11 messages. Do you know how many agents returned my calls? One and it came two days after I left the message.
What’s equally surprising to me is this: the solution to the lead management problem is simple. Yet, few have caught on.
For additional information and guidance on this topic we have posted an article on our website entitled “The 5 Easy Steps to Turn Leads into Customers” for you to review.
Commitment for the Week:
Show us your commitment by commenting with your thoughts, plan and deadline below!
Make A Commitment: I will be consistent in my lead follow up.
Deadline: _________
Bob Corcoran
The Corcoran Consulting & Coaching Team would like to remind you that this Sunday, November 1st is Time Change Sunday.
Don’t forget to “Fall Back” and set your clocks back 1 hour BEFORE you go to bed Saturday night!
Take this opportunity to add an extra touch to the people in your e-mail drip campaign by sending them a reminder of the up coming Time Change. It’s a great time to remind Homeowners to change the batteries in their smoke detectors at the same time they are changing the time on all of their clocks. Send it out this Friday to your entire database.
A great way to make sure that your customers have an excellent experience working with your team is to develop an attitude within the office of “It is My Pleasure” to serve you. You need to establish a habit whereby everyone says “It is My Pleasure” at every opportunity; this will let your customers know that servicing their needs is of the utmost importance to you.
The “My Pleasure” attitude starts with the 1st impression. Most of the time the Client Care Coordinator is the 1st one who greets the clients. The only item needed to accomplish the goal of having an attitude of “It is My Pleasure” is a great attitude!
For additional information and guidance on this topic we have posted an article on our website entitled “Developing an “It’s My Pleasure Attitude”” for you to review.
Commitment for the Week:
Show us your commitment by commenting with your thoughts, plan and deadline below!
Make A Commitment: I will have a “My Pleasure” attitude!
Deadline: _________
Bob Corcoran
“It is not necessary to change. Survival is not mandatory.”
W. Edwards Deming
You should be used to it by now - the buyer’s market has settled into its big, cushy, leather, easy chair and is resting comfortably. It is like the guest who just won’t leave, so you have to learn to live with him for a while longer. One of the best ways to do this is to sharpen your negotiation skills.
During the last five years of the hot seller’s market, negotiation skills weren’t quite as important as they are now. All you had to do was put the house on the market with a reasonable price and let the bidding begin.
Now things have changed. Today, we’re seeing a more traditional market where buyers have their share of homes to choose from. So the negotiation game among sellers and buyers (and their respective agents) has reached a new level of importance.
For additional information and guidance on this topic we have posted an article on our website entitled “Negotiation Tips For a Buyer’s Market” for you to review.
Commitment for the Week:
Show us your commitment by commenting with your thoughts, plan and deadline below!
Make A Commitment: I will work on my negotiation skills and focus on solutions!
Deadline: _________
Bob Corcoran
“No pessimist ever discovered the secret of the stars, or sailed to an uncharted land, or opened a new doorway for the human spirit.” -
Helen Keller
Chances are good that if you’re reading this, given the title, you are not feeling positive about today’s real estate market or have other associates that are not being positive. Well, let me relieve some stress. The market has been abnormally strong over the last four years, so the market is not a down market, it’s a traditional market. Anyone who’s been in real estate more than four years knows this. The market is doing what it does naturally; it’s adjusting itself. And with this adjustment has come an amazing opportunity for potential buyers to realize their dreams. There’s nothing more positive than helping others meet their goals and realize their dreams!
For additional information and guidance on this topic we have posted an article on our website entitled “Keeping Positive in a Slowing Market” for you to review.
Commitment for the Week:
Show us your commitment by commenting with your thoughts, plan and deadline below!
Make A Commitment: I will stay positive and choose to be happy!
Deadline: _________
Bob Corcoran
Yes, you can thrive…if you know your scripts!
As fun as the last few years were, to be in a piping hot real estate market, it is now time to accept and embrace the new reality, the buyer’s market. You have two options:
1. You can moan and groan.
2. You can thrive.
Those who wish to moan and groan, well, you may want to go find another email to read. Now, for those who want to thrive, first you must know a little about buyers. NAR has found some rather revealing habits of homebuyers.
” 77% of homebuyers used an agent to buy their home.
” Buyers searched for a median of two weeks on their own before contacting a real estate professional.
” Over three quarters of homebuyers used only one agent in their home search.
” Buyers ranked reputation as the most important factor when choosing a real estate professional to assist with a home purchase.
The first rule in marketing is to know who you are targeting. Keep learning who buyers are and what their modus operandi is. After that, the best way to thrive in a buyer’s market is this - know your scripts.
For additional information and guidance on this topic we have posted an article on our website entitled “How to Embrace and Thrive in Today’s Buyer’s Market” for you to review.
Commitment for the Week:
Show us your commitment by commenting with your thoughts, plan and deadline below!
Make A Commitment: I will learn my scripts and practice them daily!
Deadline: _________
Bob Corcoran
You know what a gas guzzler is - a big clunker that gulps gas like a thirsty old dog. And if you have been in real estate for more than a month you know what a time guzzler is too - a prospect that drinks up your time.
Can you imagine how much more productive (not to mention richer) you would be if you could just convert more of those time guzzlers into buying clients?
The good news is you can, and here is how.
For additional information and guidance on this topic we have posted an article on our website entitled “How to Convert More Prospects into Clients” for you to review.
Commitment for the Week:
Show us your commitment by commenting with your thoughts, plan and deadline below!
Make A Commitment: I will know my conversion rates, practice my scripts and understand the goal to help me turn time guzzlers into buying clients!
Deadline: _________
Bob Corcoran
Some boundary invasion is very clear. Other forms are subtle enough that we may not recognize them for what they are and wonder why we feel irritated when they occur, or if we even have the right to feel irritated. All of the seemingly harmless activities that are listed in the PDF document involve boundary invasion, if they happen habitually.
Incidentally, you may want to use this list to check on yourself, too. Many boundary invaders are quite unaware of what they are doing.
For additional information and guidance on this topic we have posted an article on our website entitled “Ways That People Invade Your Boundaries” for you to review.
Commitment for the Week:
Show us your commitment by commenting with your thoughts, plan and deadline below!
Make A Commitment: I will review my boundaries and make the appropriate changes.
Deadline: _________
Bob Corcoran
How Agents Can Capture a Piece of the Second-Home Market
Yes indeed, there is a delectable and juicy sweet spot in the real estate market today and it is growing sweeter every day… the second-home market. If this next statistic doesn’t cause your mouth to water, you’ll want to pursue another profession, nearly 40 percent of total home sales last year came from Americans buying second homes. Yes, 40 percent and yes, second homes. That’s a record!
What is the really good news? I believe this is just the start of a long, tempting and tasty buffet table. Why? The buyers are baby boomers (those between the ages of 42 to 60) who are at the peak of their earning potential. That means this is the first of several scrumptious courses being served directly to you - the broker and agent.
Who can blame these boomers? They’ve learned that their first home, and all its equity, yielded some serious wealth. So they figure, why not go back to the well?
The obvious question is - How can you earn a spot in the buffet line? Here are four tips to get you that spot:
Please, take a few minutes now to consider this burgeoning and lucrative market. Are you positioned to meet this market’s needs? If not, start putting these ideas in place so you can be first in the buffet line.
For additional information and guidance on this topic we have posted an article on our website entitled “Home Sweet (Second) Home” for you to review.
Commitment for the Week:
Show us your commitment by commenting with your thoughts, plan and deadline below!
Make A Commitment : I will get familiar with my market’s needs!
Deadline: _________
Bob Corcoran
It is rare that a sale is made after just initial contact with a prospect, especially for any large ticket item or service such as real estate. Customers buy on their schedule and it is the job of the agent to stay in touch with the prospect during the sales cycle. Here are some ways to maintain contact throughout what can be a long sales process.
Make sure your message has value for the prospect
One of the keys to successful follow up is making sure your message has value. A contact, by phone, letter or visit that conveys “have you decided yet” is often intrusive to the prospect and seldom successful. A better message conveys “appreciation for your interest, response to questions or your interest in the prospect’s success” is better received.
For additional information and guidance on this topic we have posted an article on our website entitled “Following Up on Leads” for you to review.
Commitment for the Week:
Show us your commitment by commenting with your thoughts, plan and deadline below!
Make A Commitment: I will develop a system to stay in touch with my prospects and follow it!
Deadline: _________
Bob Corcoran
— 
