RISMedia's Real Estate Magazine

AUG 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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84 August 2019 RISMedia's REAL ESTATE Follow these easy-to-implement steps and watch your lead conversions, list- ings, sales, repeat clients and refer- rals increase dramatically. STEP 1: CREATE A SYSTEM FOR ALL NEW CLIENTS Every single potential new client should go into a system for track- ing and more effective follow-up. Us- ing a simple CRM, you can create better follow-up reminders for calls and emails and make sure you're maximizing each lead. This will en- sure that nothing slips through the cracks. STEP 2: PROVIDE YOUR OWN 'EX- CLUSIVE HOMEBUYER PROGRAM' While your brokerage may have a printed or digital buyer presenta- tion, you need to create your own team-branded version and include each of your buyer's agents with their own customized page for their presentation and guides. You need to co-brand with your company, but also be sure to include your team photos, your mission, your purpose and your marketshare graphs, as well as the system provided by your team. Teach the agents on your team how to communicate with confidence the services outlined in your buyer program and guide. Provide each of your buyer's agents with their own About Me page that showcases the special skills and services they bring to the buyer. Next, create a digital and printed Exclusive Homebuyer Program. You want to show added value, so here's your chance to show buyers all the valuable tasks and expertise you bring to the table, as well as the fact that you do it better than anyone else in the market. Create a brochure or digital booklet that shows the radi - cally differentiated value you and your team provide the buyer. Brand it and take the time to demonstrate all the special and extra services you and your agents bring to the process that make it stress-free. STEP 3: INCLUDE AN OFFER TO 'EN - ROLL IN THE ______ TEAM'S EXCLU- SIVE HOMEBUYER PROGRAM AND RECEIVE OUR COMPLIMENTARY HOMEBUYER GUIDE' This is a free value-add. People want the information you're willing to give them, and when you provide it, they're not only impressed, they also choose to work with you. In - clude everything they need to buy a home, from the offer to purchase, home-buying specifications and wants/needs list, financing, list of referrals for home inspectors, title and closing information, moving checklists, etc. Prospective clients will be overwhelmed with your ser- vices and see you as the top pro- fessional that you are. Your team members will be able to convert at a much higher level because they will now have a marketing tool that communicates the value of working with them and your team. STEP 4: USE THESE EVERYWHERE TO CONVERT LEADS INTO CLIENTS Your Exclusive Homebuyer Program should be used at open houses, on call-ins and when responding to online leads. You can always refer to the program and guide, which can be used to help show your ex - pertise, in addition to the services your team provides. Offer this as a lead generator on social media with a call-to-action link and you will see amazing results from effectively marketing yourself. RE Sherri Johnson is CEO and founder of Sherri Johnson Coaching & Consulting. With 20 years of experience in real estate, Johnson offers coaching, consulting and keynotes, and is a national speaker for the Homes.com Secrets of Top Selling Agents tour and the Official Real Estate Coach for McKissock Learning and Real Estate Express. For more information, please contact coaching@sherrijohnson.com or 844-989-2600 (toll-free) or visit www.sherrijohnson.com. Convert More Loyal Buyers With Your 'Exclusive Homebuyer Program' by Sherri Johnson C reating lifelong relationships should be the goal of every agent on your team. By adding tremendous value to the home-buying experience with every single potential new client, your buyer agents can convert more leads into loyal clients and referral sources for life. You have to include the value and be able to communicate and market yourselves as actually providing valuable services—even "exclusive" services that aren't offered by any other agent or brokerage in your marketplace.

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