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Michael D. Steller Loan Officer Academy Mortgage 300 Union Blvd, Suite # 650 Lakewood CO 80228 www.michaelstellerhomeloans.com Mobile: 720-224-1679 I Direct:303-914-1315 NMLS: 501897 CO LIC: 100049329 Corp: NMLS: 3113 Regulated by the Colorado Division of Real Estate
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Editor’s Note When it comes to the competitive and fast-growing world of real estate, strong marketing is the key to your success. If you’re looking to expand your customer base as a real estate agent, the goal is to employ smart and realistic marketing techniques that are sure to get you the audience you want. I always keep up with the newest trends and styles in the real estate marketing world. Since potential buyers don’t depend on newspaper listings as much as they did in the past, it’s extremely important for you to always follow the latest developments. If you’re a real estate agent, your priority should be learning how to market yourself on the Internet. If you’re capable of making your homes shine amidst the many residential listings that are available online, then you’re off to a great start. In this issue, my overall aim is to help you grow into the best and most talented real estate agent you can be. If you want trustworthy tips on how to take your real estate business to the next level, you can turn to me for the finest and most effective marketing tips. As the editor, I’m truly passionate about about helping you get the word around regarding your valuable services. I hope this issue offers you some insight and ideas on what you can do to further improve your business. Let me know if there are specific topics you would like to see in future issues!
Michael D. Steller Loan Officer Academy Mortgage 300 Union Blvd, Suite # 650 Lakewood CO 80228 www.michaelstellerhomeloans.com Mobile: 720-224-1679 I Direct:303-914-1315 NMLS: 501897 I CO LIC: 100049329 I Corp: NMLS: 3113 Regulated by the Colorado Division of Real Estate
Contact Me! Feel free to contact me if you have questions or would like your peers added to the distribution list. This information is provided exclusively to real estate professionals and is not intended for public use. This is not an advertisment to extend credit. All loans are subject to credit and property approval. Programs rates, terms and condtions are subject to change without notice. Not all products are available in all states or for all loan amounts. This magazine is only to be delivered to real estate agents and not consumers. This is not to be shared witht he public.
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CONTENTS 4. The Power of Follow-Up: Repetition as an Effective Marketing Strategy 6. Getting Paid What You Deserve
8. How to Make Time for Prospecting
10. The Power of SelfTalk: Do You Choose to Be Successful?
12. Are You Ready to Hire an Assistant? 14. Tips for Sending Emails and Avoiding the Dreaded Spam Folder
16. How to Make Videos That Sell
This magazine is published monthly. Entire contents are protected under copyright law where applicable. All Rights Reserved. Reproduction or use of content in any manner without permission is strictly prohibited. All images are copyright protection of 123RF.com and its photographers.
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The Power of Follow-Up: Repetition as an Effective Marketing Strategy Are you wondering what strategies to focus on for beating the odds in today’s vacillating, uncertain market? Two rules that are vital to your success are, (1) always be consistent, and (2) never cease to be persistent in your business. Key to achieving these two goals are the valuable tools of repetition and follow-up in all your marketing endeavors.
Sending a power-house, eyecatching marketing campaign by email, text, voicemail or direct mail is a great start. However, to engage and build the interest and trust of home buyers and sellers, you need to send out a series of autoresponder digital messages, snail mailings, social media and blog postings.
Why Repetition? Repetition is necessary in our busy lives today just to
remember important data. Also, by repeating thoughts and practices, we become acclimated, proficient and finally expert at a new endeavor. Children instinctively understand and use the art of repetition every day, from the time they can utter sounds and say a few words. Just by repeating the words “Mommy” and “Daddy” and “I want” several times in close succession, they usually gain the attention and item or activity of their desires. For various reasons, as we mature, become adults and take on responsible jobs and business pursuits, we outgrow the use of this valuable talent. What most likely happens is that we become self-conscious about relying on such ploys, deeming them childish and immature. Yet, we need these instincts to succeed in many areas of life. Even today, many people are impressed and take notice when a real estate agent sends several creative follow-ups in a property marketing campaign. After receiving your dynamic emails, texts, postcards or printouts about available houses for sale, a number of these people will contact you within the next day or two.
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You need to repeat your message in as many different creative ways and modes as possible. For instance, emphasize different attributes of home properties you are offering for sale in each message. You may focus on price and location in one message, individual house features in the next and overall charm of the township in another.
What Tone and Emotional Focus Should You Repeat? Remember that the best marketers focus on major human emotions like fear, greed, sadness and frustration. If potential home buyers are afraid of rising market prices and the weakening economy, they will often make an offer on a discounted house quickly. Residential property investors eager to fix and flip houses may buy a group of homes reasonably priced, especially those priced below market value and well promoted. Whenever a family member dies, many homeowners sell houses due to sadness and the desire to move on to a new locale. Especially in the case of estate sales, younger family members who inherit houses often want to sell them as quickly as possible rather than live in these homes themselves. Some people are moved to buy or sell homes out of frustration with the market. If sellers have had their houses on the market
for a number of months or even a year with no results, they may jump at the chance to respond to your attractive offer to sell their property. Also, buyers who have been searching in vain for a particular style, price or location in home sales will most likely contact you promptly if your marketing campaigns present your property offerings in a highly appealing, descriptive, compelling and persuasive way. Be sure to include regular social media postings, blogs on real estate websites, and Web podcasts in your marketing communications. Above all else, be passionate about what you are doing.
Whenever you are structuring a new marketing campaign for your residential properties, focus on the vital importance of direct, concise copy and presentation designed specifically for your target audience. Always remember that creative, skillful repetition and dynamic follow-up are crucial to the success of your campaigns. As you fine-tune your marketing messages and promotional ads to perfection, you will grasp and truly understand the power and effectiveness of professional follow-up and repetition as highly productive and profitable marketing strategies.
What Types of Information Should Be Included? There are several major elements that any effective marketing campaign must contain, including the following items: • Captivating headlines, subheadings and tease phrases; • Dynamic, accurate house photos and full descriptions of home property features; • Short, appealing locale descriptions; • Persuasive, winning sales pitch (a line or two is fine); • Call to action (motivational input to keep your phone and email busy with new home buyers and sellers contacting you).
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Getting Paid What You Deserve Real estate agents have a difficult job. They are tasked with finding properties for people they most often have never met before their initial meeting. They need to find a way to alleviate all seller’s needs, find properties that suit them perfectly, and close the deal within a reasonable amount of time all while only earning a commission on the value of the property they sell.
Many real estate agents buckle and lower their commissions, but there are ways around this mistake so you get paid what you deserve.
To make matters more difficult, sometimes the seller will want you to reduce your commissions, saying that they will have to consider different options if you don’t do so.
When a seller says that they will hire a different agent instead of you is to give them what they want in fear of losing your commission.
So what do you do? 6
First you need to understand the fallacies these sellers are displaying.
Is There Really Other Competition Out There?
The facts actually suggest that you should hold your ground
because it is very likely that there is no other agent that the seller has in mind. A recent survey conducted by the NAR stated that about 73 percent of all sellers only interview one real estate agent. Another 14 percent of respondents had interviewed two before deciding. This means that your client is most likely lying to you and does not have a backup plan. Think about this before you haphazardly decide to lower your commission. Ask your client where else they have gone and what commission they were quoted from that
agent. Sometimes they will be able to answer firmly, other times they will not.
Will the Client Really Drop You if You Don’t Concede? The short answer is “not likely.” Finding a real estate agent is a hassle for many people, and it is an endeavor that they do not want to continue to do until they find someone that will reduce their commission. As the NAR study stated, only 14 percent of the respondents interviewed more than one real estate agent. That means 86 percent of the time your client will have to start their agent search all over again, a task that very few sellers are willing to do.
• How much under or over the list price you sold houses for on average • How much of the list price you were able to get for a homeowner when you were selling • How much you saved your clients money from negotiating Showing them that, even though your commission is higher than they are comfortable with now, the value you will provide to them will pay itself off in the end.
Use Your Negotiation Skills
Show the Value You Offer
Top real estate agents have great negotiation tactics. These tactics and skills should not just be exercised when you are negotiating terms and prices. They should also be used when you are negotiating your commission.
Some clients just want to pay less when they ask for a lower commission. Others ask you to lower your commission because they feel you are too expensive or not worth the value.
If a certain client states that another real estate agent conceded and offered a lower commission after the client asked, make a comment that their negotiation tactics must
not be very good if they weren’t even able to negotiate their own commission. This will get the client to pause for a moment and think. If the agent could not even negotiate their own pay to its original starting point with the client, how are they going to negotiate the price of residential real estate to a premium? Real estate agents need to be cognizant of the facts when they are asked to lower their commissions. Most often the client does not actually have someone else to go to, and if you do not budge on your commission, there is very little chance of them using another agent. In order to get the client on your side, you need to show them where the value in your services lie. That is the way to negotiate and get paid what you deserve.
To stop this frame of thinking you need to find ways to show more value. You need to make them see that your services are worth every penny. One way to show your worth is to compile statistics from your past clients including: • The number of days your listings were on the market and how much you beat the average
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How to Make Time for Prospecting Prospecting is the most important task that every real estate agent performs. If you aren’t bringing in new clients, you are not going to move any houses. The big problem is that prospecting can get lost in all the other things that have to be done every day. The solution is careful scheduling. Your first step towards effective scheduling is to find the method that best fits you and your habits.
Choosing a Method of Scheduling Are you the agent who carries a leather messenger bag everywhere you go? Do you
enjoy handwriting notes? If so, then you may prefer to carry a day planner. Go online and take a look at all the different types of planners available. Visit an office supply store and sort through their stock. Would you like a simple, slim book with one page per day and lots of lines for notes? Do you prefer monthly calendars? You may find yourself becoming enthusiastic over a complete organizer that also includes an address book, expense tracking, and business card storage. It may be a beautiful, tooled-leather cover on a planner that catches your attention. Perhaps it is the zippered folio that includes a
legal pad for notes. You want to find the one that feels like it will become indispensable. That is the planner you will be proud to pull out in front of your customers, and the planner you will keep with you everywhere you go. Not everyone likes to write by hand. If you are a total techie, then you will probably prefer to maintain your schedule on your phone, pad, or computer. Don’t just use whatever program your office has available. Explore your electronic options. Check out the app store on your phone. Do you want a scheduling system integrated with eMail? Do you feel like you would really be more efficient with a good task management system? Would automatic reminders make your day easier? Would you like a program that includes daily expense tracking? You need to find the scheduler that will make your day less hectic. There will be a program that fits your needs and suits your personality. It may take some research but you have to find the one that feels perfect just for you. Your increased productivity will be worth the time spent!
What Is Your Most Important Appointment? Always schedule your personal appointments first. Block time for
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doctor and dentist appointments before anything else. Then schedule personal grooming appointments like haircuts and manicures. You always want to look your professional best! Don’t forget to schedule time with your children. Science fairs, ballet recitals and PTA meetings may all need a place in your schedule. Some of your clients prefer to meet at night, so make sure to block off time for fun appointments such as date nights with your significant other or a monthly night out with your friends. Do not forget to schedule your days off, too. Block off your personal time for at least the next two months. Making time for yourself will ensure that you are the most efficient, professional, and productive real estate agent you can be.
Scheduling Your Second Most Important Appointment Here are some tips that may help you get ready to block off time for prospecting: • Plan a strategy to generate leads • List the tasks involved
• Determine how long it will realistically take for you to perform those actions each week
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• Decide what time of the day you are most awake and energetic Block off your schedule for prospecting for the next 2 months. You should have specific tasks listed and approximately the same amount of time scheduled each week. Your prospecting “appointments” should all be scheduled during the time of day when you are awake and most energetic.
Don’t Sabotage Yourself There are several things that can prevent you from meeting your prospecting goals each week. Prospecting when you are tired is a bad idea. You won’t work efficiently. Don’t get sidetracked with phone calls unrelated to prospecting. Record a message saying that you are in a meeting and will return all calls as soon as possible. Stay away from your email and avoid that pile of paperwork to be completed. This is not the time to clean off your desk.
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Stick to your schedule. Follow your strategy. Complete each task. Follow up on your leads. You will be successful!
• Set achievable weekly goals • Know the actions you need to perform to reach those goals
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The Power of Self-Talk: Do You Choose to Be Successful? There are many times in a real estate agent’s career that they may experience a long period of no commissions, unappreciative clients, and bad markets for selling homes. This will cause stress, anxiety and negative selftalk to overwhelm them. All of these negative influences can influence their moods and personality, further reducing their successes in the industry by driving clients away and not bringing in new business. Here are some helpful tips for creating positive self-talk so you minimize failure and maximize your success.
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Be Aware of Your Thoughts The first step toward achieving your goals of positive self-talk is being aware of your own thoughts and feelings. Sometimes, we can get down on ourselves and completely disregard the fact that it is really us, not everybody else, that is causing us to feel this way. Be conscious of your own thoughts and feelings. When you start to say something in your head that will reduce your selfesteem and create a negative energy in your mind, pause.
Think long and hard about what you are saying, and then come up with two or three reasons why what you were saying is not true. A great example of this technique is when you are thinking, “Boy, I’m never going to get another client that will give me my full commission again!” Pause for a moment and then come to the realization that this thought is preposterous. Of course, you will get another client that will pay you a full commission. There are many clients who are more than willing
to pay a full commission to real estate agents, especially if they provide them with great service. You just have to go out of your way to provide them that service. This not only provides you with positive self-talk, but also with an achievable goal.
Create Achievable Goals Piggybacking off the last point, creating achievable goals is something that works very well for a real estate agent who has had a dry spell with listings or closing sales. An achievable goal should be easy to attain and should have an award attached to it when accomplished. One goal might be to network with ten people that may be prospective buyers or sellers. Another might be to get a client before the end of the month. There is a sense of satisfaction and self-worth that comes with achieving goals! By setting them so they are easily attainable (but not automatically going to occur) makes people feel good inside and have a positive emotional experience.
Replace Your Negative Influences or Ignore Them Most of the time, our negative self-talk is influenced by the people or situations that are surrounding us.
Maybe a particular real estate agent at your firm is giving you a hard time for not having had a listing in a month. This erodes our self-esteem and sense of self-worth, which feeds into negative self-talk. We start believing that we are worthless and that it is our fault that we haven’t had a listing, and sometimes we even give up hope. Removing these negative influences is a key component to, once again, creating positive self-talk and creating success. Removing the influence does not necessarily mean getting rid of the person giving you a hard time. It could mean moving to a different desk, or spending more time scoping out prospective properties than staying in the office. It could also be a mental removal, which could be predicated by just ignoring that particular coworker or just plain belittling that coworker in your mind. When we belittle people in our mind, we often do not take their thoughts and suggestions seriously and discount most of the things that they say. While this may not be a healthy attitude to take on a normal basis, it can be very effective if this coworker has been a pain to work with ever since you took the position at your firm.
Focus on the Good The final step for creating positive self-talk is focusing on the good. This may seem easy in theory, but many times it is not. It takes many weeks to truly conquer this method of creating positive self-talk. Whenever something bad happens, it is important to just brush it off, telling yourself that you will do better next time. When you accomplish a goal congratulate yourself and tell yourself to keep up the good work. This may seem elementary, but studies have shown that congratulating yourself makes you believe in yourself, which raises your self esteem.
The Moral of the Story All of these tips will come together to help you create more positive self-talk. With this selftalk will come more self-esteem, which will turn into confidence, a staple that every successful real estate agent has. This confidence will translate into more clients, better results, less failures, and more success.
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Are You Ready to Hire an Assistant? Do you find yourself becoming increasingly disorganized? Is it harder to manage your time or keep track of everything you need to do? Is your stress going through the roof? Have your sales hit a plateau, or are you simply looking to expand your business and aren’t sure how to go about it? These are the classic signs that it’s time to hire your first assistant. It might sound daunting, but remember that virtually every successful real estate agent makes this decision eventually. And if you hire the right person, your sales will increase, your stress will diminish, and the amount of time you can spend providing your clients with personal attention will only grow.
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Hire Before You Have To One of the biggest mistakes agents can make when hiring their first assistant is to wait too long. All of a sudden, you’re juggling too much business, and getting help becomes more necessary than ever. Then you bring someone on board without the time to train them properly, and they end up getting overwhelmed and making a lot of mistakes. Now you’re in the midst of a crisis without the right help. This is why you should think about interviewing assistants when business is slower. Think of your assistant as an investment in the future of your business. If you take the time
to train them and let them get comfortable with their duties, you’ll both be ready for the busy season.
Assistant Duties Another wrong step that agents make in hiring assistants is trying to find someone who is too much like them. You’ll ideally want your assistant to be skilled in the duties and areas where you feel less confident. So someone who actually approaches business differently than you works much better. Do you hate thinking about budgeting? Do you worry about how to word your newsletter? An assistant who excels and enjoys tasks like these will make your life so much easier.
Before you think about hiring, you should make a list of all the activities that are your strengths. Then make a list of all the “busy work” and practical tasks that could be easily delegated to someone else. That will help your assistant know exactly what’s expected of them.
Licensed Versus Non-Licensed One of the main issues you will face is whether you need an assistant with a real estate license. According to the National Association of Realtors, around 49 percent of assistants are licensed, which greatly increases the amount of work they can do for you. Licensed assistants can show properties and work more directly with clients, and that may be a lifesaver when you’ve got a lot of business on your plate.
Training Your Assistant You already know that it’s smart to hire an assistant when you have the time to invest in teaching them how to do the job. It’s also important to realize that an assistant’s duties can vary wildly from agent to agent, and you need to provide the right tools to help them understand what you want. This should be something you think about before they get into the office. Give your assistant scripts so they can answer frequently asked questions from clients and other people they come into contact. Make sure they know how to work any software or other tools you have to make the business more efficient.
Once you have the right person on board, allow them to ask questions and give them constructive feedback. The goal is to have an assistant you can trust with increased responsibility. Let them tell you what needs to be improved, because their perspective can be extremely valuable. Hiring an assistant can be a huge boost to your business, and it can also be a huge relief to you personally. If you want to spend more time with your friends and family, having someone you trust take some of the burden off you will make that easier. Know your needs and your strengths, and the right person will make all the difference.
However, keep in mind that licensed assistants will cost more money, and that clients may not always want to feel their business is being passed off to someone else on your staff. While it’s great to have an assistant who understands the business and has the right experience, you don’t always need it - especially not right away. If you’re just looking for someone to answer phones and organize your schedule, their real estate knowledge may not be your primary concern.
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Tips for Sending Emails and Avoiding the Dreaded Spam Folder Real estate agents are masters of communication and outreach, having leveraged everything from the open house to the reassuring follow-up call to make sure that their clients have found the home and neighborhood of their dreams. In an increasingly connected industry, many agents use email for this purpose. The problem, however, is that emails can easily be sent to a user’s spam folder and essentially lose all of their potential marketing power. Real estate agents who would prefer not to be known in their local communities as “that person who 14
spams my inbox” can avoid this headache pretty easily. A few simple tips and tricks of the trade will ensure a much higher pass-through rate, virtually eliminating the threat of a helpful email reminder being deemed the enemy of all that is good and convenient about online communication.
The CAN-SPAM Act of 2003 Congress passed the CANSPAM act over a decade ago in response to rising spam rates. The bill sets clear guidelines for companies that send out
marketing communications and wish to avoid legal trouble or spam filter complications: • Allow recipients to opt-out of future communications • Tell recipients exactly how to opt-out • Make good on opt-out requests as quickly as possible • Avoid misleading subject lines • Don’t mask the fact that the email is a solicitation • Don’t use a false or “spoofed” email header
By complying with these basic guidelines, real estate agents avoid almost all causes for concern when it comes to avoiding the spam folder.
customers only when they opt-in to those messages, rather than simply assuming they’d like to receive emails and allowing them to opt-out later.
of begging, pleading, and a sense of dire urgency. Phrases like “act now!” or “join millions” are common, and will lead to filtering.
Even so, there are a few other tips that can add a bit of insurance and make sure that the spam folder is only home to messages from legitimate spammers who don’t have the recipients best interests in mind.
By opting in, consumers are indicating that they not only wish to receive these messages, but that they’d actually be willing to retrieve them from the spam folder because they hold such high value.
It’s also a good idea to avoid writing in all capital letters, using spaces between letters, using an excessive number of exclamation points, or overusing the word “free,” especially if it’s written in all capital letters.
Don’t Rely Solely on HTML
Retrieving them from the spam folder, however, will not be necessary for agents that take this a step further and ask their recipients to modify the folder’s white list.
Avoiding the Spam Filter is Generally Pretty Easy
The ability to send HTML-based emails, full of exciting colors and rich graphics, is something that real estate agents and many others have embraced in recent years. The problem is that, even today, many people use email readers that do not support HTML-based messages. Others specifically elect not to receive emails with HTML included in the body. Also, spam filters are simply more likely to catch and filter an email that offers only graphics or HTML in the body of the message. Avoid this problem by sending an email that features both textual and HTML-based content. Email readers will filter out the HTML and graphics as needed, and spam filters will see the written content as being less invasive or filter-worthy as an added bonus.
Simply ask customers to permit emails from your domain name, and word it in a way that sounds helpful and benevolent: “I want to make sure you don’t miss out on the emails you’ve chosen to receive. Here’s how to add me to your spam folder’s whitelist.”
Avoid Trigger Words, Phrases, and Writing Styles Anyone who’s taken a glance at the email messages in their spam folder can probably notice a pattern: The emails filtered into this area are almost all full
Though being categorized as spam is often a real estate agent’s worst nightmare when they craft an email for their clients, avoiding such a headache is actually pretty easy to do. Simply avoid common “trigger phrases,” give customers an opportunity to opt in or out, and make sure that the email is genuine from its header, through every last word of written copy. Spam filters will abide, and pass-through rates will remain consistently high over time.
Ask for Permission and Explain the Spam “Whitelist” The best email marketing communications are sent to
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How to Make Videos That Sell If you are not using videos to market your real estate online, you just may be missing out on a lot of sales. Content marketing that uses videos to attract consumers can be as much as three times more effective than simple text. However, just how do you make a real estate video that will sell? Read on to find out.
Practice First Before you even begin videotaping, it is essential that you practice first. Pretend you are showing the home to a potential buyer. As you walk through the house, take note of any faults such as squeaky doors or cracked windows. This will help you to 16
avoid these flaws during your actual taping. Other things you may want to look out for are as follows: • Leaky Faucets • Creaking Floors • Peeling Wallpaper • Stains on Carpeting • Scuffed Floorboards
Choose the Best Features Prior to filming, take note of the property’s best features. You can accomplish this during your practice walk-through. Since it is best to limit your video to about 60 seconds, choose only three of the house’s best
attributes. While filming, allow about 10 to 15 seconds for each of these features. By using the online Videolicious tool, you can create your main background video and easily embed your three feature clips in just a few minutes. When filming your chosen features, do not dwell on them. Briefly explain why the features are so great. This will leave potential buyers wanting to learn more.
Minimize Distractions It has happened to the best of us. You record a video thinking it is going to turn out great, and when you see the results, you
notice various distractions in the final piece. However, you can avoid most imperfections when you keep the following tips in mind. • Film during the day with curtains open, but do not aim your shots directly into the sunlight. • Film during a time of the day when traffic will be light. • If there are neighbors, film when the adults will be at work and the children will be at school. • Do not film during inclement weather. • Turn your cellphone off during filming, and make sure any other phones are unplugged or turned off as well. • Make sure all TVs and radios are turned off during filming. • Only film when the house is neat and clean.
It is helpful if you choose a camera that has a lot of memory and built-in editing software. This way you will not need to settle for a final video that is not exactly what you want.
you for more information is just as important. With that said, decide what you want your viewers to do. Do you want them to phone you? Do you want them to visit your website?
Add Appealing Extras You may also want to add some extras to your video such as a title, captions, your logo, a cover image, sharing options and/or soft music. All of these features can be added after filming. When choosing a title, make sure you include target keywords so that prospective buyers can find you in a Google search.
Add a Call to Action While getting people interested in your video and holding their attention is essential, encouraging them to contact
Whatever you would like your audience to do, make sure that you leave about ten seconds at the end of your video to provide such information as your phone number, email address or website URL. Other things you may ask them to do include follow you on Facebook, Twitter or YouTube. One of the best ways to get people interested in your properties for sale is through real estate videos. A good video can capture the attention of your targeted audience and encourage them to contact you for more information. When you follow the useful tips described above, you can create an effective video in no time!
Choose a Good Camera If you want to shoot a top-quality video, you need to use a good camera. Try to find one that has crystal-clear audio quality and will compensate for shaky hands. If you do not have such a camera, you may be able to rent one from a camera shop. If you cannot rent one, ask a friend or family member to borrow one. Do not worry if you cannot get your whole presentation in one take. You can always edit later.
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Relationships Matter! What You Can Expect from Working with Me …A Better Quality of Life Imagine working with a Mortgage Specialist, who returns your calls promptly, provides 24/7 loan status reports, closes loans on time, and most importantly, is concerned about your future success.
…A Profitable Alliance Strength in your business comes from dependable relationships with key vendors. It takes teamwork to create wealth and success.
…Quality Customer Care Working in concert assures a positive experience for the buyer and yourself. Repeated consistently, you’ll enjoy less stress with steady, predictable outcomes.
Here’s the Best Part… How we work is by spending the appropriate time it takes to learn about your business. Unlike many loan officers who seem to only care about how many deals you’re sending them, I focus on how to help grow your business. My philosophy is built around guiding principles:
1. Customers Are Serviced For a Lifetime Does your daily routine make it difficult to stay in touch with your customers? If you work long hours, which is common for many career-oriented agents, chances are you’re not keeping a message in front of your customers to create a stream of new and repeat business.
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If so, how much is this costing you annually? Not only do satisfied customers provide a valuable source of repeat business, they are your best source of referrals. They have relationships with family, friends, co-workers and business professionals that could one day be your customer. However, this can only happen if you are able to cultivate the relationship over time. Service is the backbone of my business. I enjoy a strong referral base of customers because of the commitment I’ve made to servicing and keeping in touch with my clients.
and embarrassment for you. No matter how well you try to explain things, it’s quite painfully obvious not to expect any future referrals from the customer. Can you see how much income this is costing you? What if you could work with a Mortgage Specialist, who was trustworthy and accountable? What if you could work with someone who communicates during the entire process and delivers what is expected? How much would that be worth to you? I believe in a united alliance in front of the client.
I can help you cultivate relationships by keeping you in the forefront. I execute timely and predictable campaigns that help you cultivate relationships with little effort and can add to your income annually.
3. Success Means Constant and Never-Ending Improvement
2. Both Parties Need to be Trustworthy & Accountable
You don’t earn a salary while you’re trying to figure out how to crack the code to success. Yet, here you are in a highly competitive industry and have found a way to survive.
Example: Loan Officer who isn’t accountable You’ve been told that the status of your customer’s loan will be approved. Then in the eleventh hour, lender conditions popup and cause you and your client to scramble to provide what’s needed. As the Close of Escrow date fast approaches, the loan documents are not delivered to the Title Company as promised. The entire experience causes stress for your client
Most people who enter real estate sales ultimately leave it because of lack of success.
that, gosh, I should see better results!” Still there is the fear factor. If you could learn to change for the sake of betterment and be confident that you’d see steady, predictable results, would you do it? How much income would a few new customers provide monthly? How many more referrals would you enjoy? What the impact on your selfconfidence? Top agents depend on predictable systems to produce results, and they don’t work any harder than you do - they just work smarter! Let me show you how we can work together to stay in touch with your customers to generate the referrals you deserve! Call me today!
You see the kind of dollars the top agents earn, and you wonder how they do it. Because you are experiencing some success, you may not be afraid to change. You say to yourself, “Well, at least I’m generating some business, and doing some business is better than doing no business,” or, “I’m working so hard now
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Beat the Odds, Overcome Resistance and Conquer Real Estate!
Build a Loyal Following, Attract Fame & Money Stop chasing prospects and wasting money on advertising. Get all the referrals you deserve today and start enjoying the real estate business!
- Become Recognized as a Leading Authority - Build Your Reputation So It Goes Viral - Create a Line of Prospects at Your Door It’s the perfect solution for new agents getting started or for experienced agents who need to differentiate over competitors and dominate their area.
Contact me today for more details...act now before it’s too late! Michael D. Steller Loan Officer Academy Mortgage 300 Union Blvd, Suite # 650 Lakewood CO 80228 www.michaelstellerhomeloans.com Mobile: 720-224-1679 I Direct:303-914-1315 NMLS: 501897 CO LIC: 100049329 Corp: NMLS: 3113 Regulated by the Colorado Division of Real Estate