RISMedia's Real Estate Magazine

SEP 2017

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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RISMedia's REAL ESTATE September 2017 89 Lee Tessier, leader of The Lee Tessier Team with Keller Williams American Premier Realty in Balti- more, Md., discussed the various client appreciation events he con- ducts, which include a Thanksgiv- ing pie giveaway and a springtime movie event. "We invite all of our clients out to a movie and we have tables in the front with popcorn, sodas, bagels, and donuts. We also do movie trivia and give stuff away." At the events, Tessier and his team conduct a drawing for an iPad or VISA gift card, with the main goal of staying connected with clients and keeping their name out in the community. Systems are also crucially im- portant. When a buyer dials a num- ber, it rings multiple agents, and whoever picks it up gets to talk to that prospect. Tessier's team then sorts these leads into ABCs—A cli- ents are ready to buy immediately and always have an appointment, B clients aren't ready for 30 - 90 days and are contacted twice a month, and C clients won't be ready to buy until 90+ days and are contacted once a month. Mike Wasilkoff, team leader with Dallaire Realty in Green Bay, Wis., says that getting back to leads within five minutes generates the best results. With a lightning-fast response time and social media marketing as primary sources of lead generation, Wasilkoff esti- mates that 50 percent of his busi- ness comes from referrals, while the other half comes from social media alone. But one key factor to driving social traffic: photography. "What I believe is the No. 1 key to our success is the photography. It comes down to taking phenom- enal photos. People love to look at photos. They follow us and want to use us to list their home because of the photos they see on Face- book," he says. Wasilkoff also uses Open Home Pro. He bought 10 iPads for his of- fice so that agents can sign them out to use for open houses. "Instead of having a boring sign- in sheet, we're able to have some sexy photos. When I hand my iPad to a prospective buyer, the chances of them not filling out the contact form goes down to 10 percent or less," says Wasilkoff. "When you hand them a cool-looking gadget with pictures on it, they're more than willing to answer the five questions we ask: what's their phone number, what's their email address, are they pre-approved, are they working with an agent, and, the most important question that I can ask, do they have a home to sell?" RE For more tips, view the webinar in full at: bit.ly/ prospectingleads. Nick Caruso is RISMedia's senior editor. Webinar Recap: Prospecting: Online and Offline Lead Sources That Dominate in Today's Market by Nick Caruso P rospecting leads on- and offline has never been more important in the uber-competitive real estate industry. In the latest installment of RISMedia's ACE Webinar Series entitled "Prospecting: Online and Offline Lead Sources That Dominate in Today's Market," moderated by Verl Workman, founder and CEO of Workman Success Systems, and sponsored by Homes.com, panelists proved that lead generation is the bread and butter of any successful real estate business.

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