RISMedia's Real Estate Magazine

JAN 2019

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

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88 January 2019 RISMedia's REAL ESTATE {Broker Best Practices} Embracing Technology to Stay Ahead of the Curve by Jameson Doris Cora Bett Thomas CEO/Broker Cora Bett Thomas Realty, a member of Leading Real Estate Companies of the World® Savannah, Ga. www.corabettthomas.com Region served: The 100 Mile Coast, from Beaufort, S.C., to St. Simons, Ga. Years in real estate: 43 Number of offices: 2 Number of agents: 50+ Top tips for staying relevant: To be relevant requires flexibility. If you're going to be flexible, then becoming proficient in technology is imperative. While education is also important, you must also know and understand your customers and what makes them tick. Please describe the strategies you employ when assisting homebuy - ers who are relocating to your area. Typically, the wife makes the decision, so find out what's important to her, then ask them both what they want. Once they're qualified and they've decided on a neighborhood, introduce them to the neighbors, places of worship, grocery store, dry cleaners, school, etc. They'll always remember how you helped them assimilate into the neighborhood. How do you stay in touch with cli - ents? Staying in touch begins with a CRM. I'm dedicated to touching clients in all forms: emails, cards, texts and gatherings planned specifically for reuniting. I also take advantage of drip mail to share market trends and remind them of events and charity functions. Be - ing authentic and honestly caring about the client is imperative if you want to gain their trust. What's your secret to staying ahead of the competition? Great branding and marketing. Letting potential clients know who we are and what's important to our company is also key. What is the biggest obstacle you've overcome within the last year? The biggest obstacle we've overcome centers around keep - ing abreast of technology. This includes evaluating what's needed and what's best for the company, and getting trained on it. What's the most significant trend positively impacting your busi - ness? While people can live and work wherever they choose, we've benefitted from the fact that Sa - vannah and the surrounding area sells itself. In addition to a great climate, gracious people and art and music, diversity is embraced in the area, as well as having several institutions of higher learning, specifically Savannah College of Art and Design. Savannah is a beauti - ful city, but this isn't just a place to live along The 100 Mile Coast—it's a way to live in the real South. Where do you see yourself and your business five years down the road? The brokerage is growing, young people are coming into the area and the profession for the future entrepreneur is limitless. While it will be hard to recognize the profes - sion in five years, some things never change, and that includes service and relationships. We'll embrace the changes to stand out and be ahead of the curve. For more information, please visit www.leadingre.com. Establishing Your Expertise: Testing Online Advertising That Goes Beyond Lead Forms by Liz Dominguez Geoffrey Adams Director of Member Success Agent Collective, Realty ONE Group Tempe, Ariz. www.agentcollective.com Region served: Arizona Years in real estate: 10 Number of offices: 1 Number of agents: 22 What is the key to helping your agents convert online leads? Just because people don't pick up the phone or respond to a text doesn't mean they're not interested. We have to be there when they need us, and sometimes they have much higher priorities than real estate at the moment we call or text. Through persistence, good listening and follow-ups, and using a good CRM, we can track our behaviors and those of our consumers. Does it begin with the quality of the lead? In terms of lead quality, there are no bad leads. It's about play - ing the long game. Some folks on realtor.com® are ready to go, while others have an incubation period of a year or more. There are different ways to provide value for those types of clients, beginning with tracking your data, being a good listener and a proactive problem solver. How do you strengthen your brand awareness and name recognition with potential customers? We're looking to leverage the realtor.com®

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