The real estate industry is constantly evolving and
changing. The best agents will evolve with it. That means staying educated on
the market, keeping up with marketing trends and finding new ways to connect
with your clients.
In an age of information-overload, the hard part of keeping
current is not finding resources, it’s finding good resources.
Here are a few resources for webinars, seminars and podcasts
with reputations of delivering reliable information to help you stay in the
know and grow your business.
- The National Association of REALTORS'® REALTOR® Mag has an archive of
popular webinars offered by real estate and finance experts.
posts occasional educational webinars for agents on topics such as using
Facebook to build business, landing referrals, and getting the most value from
Property Resource (RPR) has webinars listed all the way out until December
2017 on topics such as perfecting pricing, buyers’ demands and long-term real estate investments.
- The National Association of REALTORS® sponsors
Standards Education Seminar that “delivers a variety of participatory
exercises and role-plays to give hands-on experience to attendees.”
- The REALTORS® Conference
& Expo “offer[s] focused, practical and timely information, presented
by knowledgeable, professional individuals.”
- The 2017 NAR Leadership
Summit “brings the chief staff executives of state and local associations,
together with their Presidents-Elect, to an event that translates into multiple
opportunities to make lasting connections in the REALTOR® association
- Wright Brothers INC. host the Modern American Realtor® podcast which “is aimed at uncovering the
marketing, technology, and business strategies needed to compete in the current real estate landscape.”
Pockets Podcast features Joshua Dorkin and Brandon Turner in a weekly
podcast aimed at both “novice and experienced real estate investors” that
focuses on “top notch educational content and interviews.”
- Real Estate Radio LIVE
is hosted by a team of real estate and finance professionals who aim to bring
the most up-to-date knowledge and information to their audience. So far, they
have completed nearly 700 expert guest interviews and are still going strong.
These are just a handful of a multitude of resources
available for agents, many of them are free. Before signing up for a paid webinar,
seminar or other resource, always check reviews on a third-party website to
avoid falling victim of a scam.
Realtors wear many hats. They are administrators,
socialites, motivators, sellers, guides, and educators to name a few. Finding
the time to focus on taking care of yourself is hard to do. Fortunately,
treating yourself does not have to be extremely time consuming or expensive.
Meditation. According to the American Heart Association, meditation has the power to lower your risk of cardiovascular disease through reducing stress, heart rate and
blood pressure. Other studies report that meditation in and out of the work
place enhances confidence, immune systems and overall happiness. The best part?
Even 5-10 minutes of meditation in your office or over your lunch break can be effective.
Nesting. “Nesting at home is the new going out,” according to WellAndGood.com. Organize and declutter your living space and make it a place you can relax. Set
aside time to do things you enjoy within the walls of your own home.
Office gardening. Working in an office or at a cubicle can be strenuous, especially for long hours. Bringing a little nature indoors can help. Terrariums, tiny gardens
encased in glass or clear plastic containers, are back in style and easy to
maintain. According to researchers at Texas A&M University, “keeping
ornamental plants in the home and in the workplace increases memory retention and concentration.”
Minimalism. Cut down on unnecessary “things” crowding your life. Decluttering the corners of your office and recesses of your home can be a big stress relief. If your
schedule is out of control, cut back on your social commitments and
extra-curricular activities to give yourself time to breathe.
Take some time to improve yourself and your quality of life,
and the positive results just might show up in your work.
Realtors® fall into one of two categories:
relationship-based, or transaction-based. The difference is, clients *want* to
work with one type, and run from the other. According to our own data, only
about 11 percent of clients will use the same Realtor® to sell their house as
they used to buy it.
When Realtors® send regular newsletters to their clients after they close a deal, that same number increases to about 17 percent. Think what could happen if you fostered that relationship even more.
It’s time to stop being a transaction-based Realtor®. Instead, invest in building relationships and watch the referrals and recurring
clients roll in.
Habits of a transaction-based agent (a.k.a. what not to do):
- Drops all communication once the home-buying process is complete.
- Is closed off, rarely available, hard to reach.
- Holds strict and narrow contact hours and
refuses to communicate through creative channels like social media.
- Asks pointed and leading questions that steer
clients into looking at homes that are over budget or do not match up with their wish list.
- Knows only generic and basic information about clients, their families, their lives, and their dreams.
- Gives up on pickier clients or indecisive clients, or tries to talk clients into houses they are not excited about.
- Hinges conversations around numbers.
Habits of a relationship-based agent:
- Contacts and follows up with clients throughout the entire process, including after a purchase is made.
- Gets to know clients on a personal level.
- Communicates through channels and at times that is convenient for the client.
- Listens more than he or she speaks.
- Builds trust.
- Allows clients to steer the conversation and responds with appropriate ideas and suggestions.
- Interprets clients' desires by asking thoughtful questions.
- Takes note of clients’ personal style as it pertains to a home, and guides with that in mind.
- Keeps a positive attitude.
- Never rushes through the process of home buying,
even with picky or challenging clients.
Pinterest is not just a digital catalog for the super
crafty, or for the aspiring cooks among us. With more than 100 million active
users, Pinterest has risen as an optimal marketing platform for people and
brands to reach and grow their audience. Real estate is no exception.
Buyers look to Pinterest for home styles, trends and décor.
Keeping an active Pinterest account will keep your customers and prospects
dreaming bigger, and staying connected to you as they start to think about what
their future home could look like.
There are several ways to use Pinterest to reach the real estate market:
- Create a personal account and start organizing
information through specialized boards.
- Build out your boards using very high quality
visuals. Add your own original images, and download the Pinterest browser
button so you can quickly pin items you come across on the web. Continually add
and update so that your content stays fresh.
- When you pin, always change the description so
that you’re writing to your audience in your own voice. Use broad hashtags to
make sure your pins are showing up in searches, but add your own unique
hashtags that your audience will learn to associate with you.
- Add buyers as followers so they can chat with
you. This way your clients can send pins directly to you, simultaneously
building a visual archive of their personal tastes and a healthy client/Realtor
- Embed links into your pins that direct followers
back to your personal website or to an actual house listing.
- Build a portfolio of property listings by
creating boards for specific locations or subdivisions, types of houses, etc.
- Remember: Pinterest users look for stylish,
manicured and trendy ideas. Marketing directly to them is essential in
presenting real estate.
Pinterest is great to have because it keeps a Realtor’s
portfolio organized in an interactive way. Linking Pinterest on personal
websites or having a Pinterest URL on a business card can allow buyers to
instantly see what you bring to the table.
Great real estate professionals are great
communicators. It’s as simple as that. No matter how busy you get, what time of
year it is, or how responsive your client may be – there is no excuse for
failure to communicate.
How do you foster great communication?
- Communicate in the way that is easiest for each client. Be willing to chat via email, text
message or phone call based on their
- Send updates.
Silence can make clients feel ignored. Do not let too much time pass before you
offer new information, even if that update seems insignificant or
More than half of communicating is listening. Make sure you are doing more
listening than speaking in conversations with your clients. Never talk over
them or participate in a conversation without asking thoughtful questions.
- Be respectful of your client’s time.
Learn the best time to reach your clients so you are not interrupting them at
work or during meals. Reserve phone calls that risk interruption for only the
most critical conversations. We know that clients do not always have the same
respect for their real estate agent’s time, but a little patience will go a