Arizona 1-22-17

ARIZONA EDITION

DON'T WORRY, BE HAPPY! SIX POWERFUL PROSPECTING TIPS TO BUILD YOUR BUSINESS

HOW TO SEND SMARTER EMAILS

1 BILLION-PLU REASONS WHY YOU SHOULD BE ACTIVE ON FACEBOOK

COVER STORY

Chuck & Angela Fazio

ARIZONA EDITION

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CHUCK & ANGELA FAZIO

CONTENTS 4) 1 BILLION-PLUS REASONS WHY YOU SHOULD BE ACTIVE ON FACEBOOK 13) HOW TO SEND SMARTER EMAILS

16) SIX POWERFUL PROSPECTING TIPS TO BUILD YOUR BUSINESS 20) DON'T WORRY, BE HAPPY!

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1 Billion-Plus Reasons Why You Should Be Active on Facebook

By Bubba Mills

The number is staggering and potentially career ending for REALTORS ® who ignore it: 1,440,000,000. That’s the total number of monthly active users on the social medium Facebook.

That number alone is reason enough to use it regularly in your real estate business. But Facebook can also help turn you into the expert in your community. Just by sharing knowledge and relevant events about the community you can become the go-to source for all things local – a perfect way to capture the attention of prospective buyers.

Plus, Facebook advertising also gives you tons of targeting layers like age, location, recent life events and interests. Plus, it constantly adds new targeting filters and functions that help you reach even more niche prospects who closely meet your customer criteria. Talk about pinpointing a target audience.

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Another Facebook real estate ad tool is Website Custom Audiences that lets you create Facebook ads that target users who have visited your website.

And several apps specifically for Facebook have emerged. Consider these: • Heyo.com: Helps you host contests, showcase promotions and high-

light special offers.

• Woobox.com: Let’s you easily create quizzes and other fun tools for engaging content.

• Pagemodo.com: Helps you make your Facebook business page both sleek and stylish and tabs allow for easy lead capture.

But the latest offering is just as cool. It’s called Facebook Live and it lets you stream live video on the internet. I recently wrote about Periscope, another live video streaming app, but when you use Facebook Live you’re automatically featured at the top of Facebook users’ news feed. What’s more, statistics show that live video is viewed more than recorded video.

How

® can REALTORS use Facebook Live?

Open

Broadcast a walk-through of a new listing Houses:

and highlight all the great features.

Webinars: Host live webinars targeted to buyers and sellers. They can sub-

mit questions just like a real-life seminar.

Real

Estate

Offer the latest news in the industry plus share loTalk Show:

cal events and your newest listings. In short, become the Lester Holt or Diane Sawyer of real estate in your town with your own “TV” show!

Facebook

offers

these

tips for using

Facebook

Live:

Promote: Tease upcoming Facebook Live broadcasts for more viewers.

Plan

Take time to plan what you want to do in the video, whether better:

it’s a few key talking points or to have a few questions ready ahead of time in a Q&A, in case incoming comments slow down.

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Invest

in

some

equipment: A shaky live stream turns off viewers so con-

sider a tripod or other stabilizing tools, especially if you’re taking viewers on a tour of an open house. And check the shot before going live.

Get the lighting right:If you’re indoors be sure you have plenty of good

lighting and avoid a lot of light directly behind you because it’ll wash you out.

Sound

good:A common mistake for beginners is overlooking sound.

Consider an external microphone to make sure your viewers can actually hear you.

And if the live option makes you a little nervous, you can also stream pre-recorded videos. Hey, that has worked like a charm for TV for decades. Some businesses promote their web series to “air” on Facebook Live at a certain time like TV shows. After they are streamed, Facebook Live videos function as normal Facebook videos. Some business owners believe videos may perform better if they begin as live ones.

NowThis, a news company that publishes entirely on social platforms, experimented by streaming a 38-minute compilation of its favorite viral videos via Facebook Live. The stream received over 20,000 views and over 500 comments, according to Facebook’s counters.

Yes, all the new-fangled internet tools, apps and options for REALTORS ® can be a bit overwhelming. Just take it one step at a time and you’ll slowly be right there in the business-winning mix. E-mail me today at Article@CorcoranCoaching.com and I’ll send you more free information about how technology can help your real estate business.

Copyright©, 2016 Bubba Mills. All rights reserved.

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.

800-957-8353), an international Real Estate, Mortgage, and Small Business coaching com to helping clients balance success in business, while building value in life. Bubba Mills is recognized inspirational and education speaker, coach and mentor to the top real estate mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-80 visit us at www.CorcoranCoaching.com.

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Chuck & Angela Fazio Top Agent Magazine

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Chuck & Angela Fazio Revelation Real Estate has over 540 agents out of one location and were just named one of the top ten single offices in the country by the Wall Street Journal.

“God has blessed my wife and I,” Chuck Fazio explains, while discussing their career in real estate. Their business has grown exponentially over the years, and they are eager to spread these blessings far and wide. “We have a heart for helping people and we love our team.” His journey started in early 1999, when he received his real estate license. A year into it, he met fellow agent and future wife Angela. It wasn’t long before they teamed up.

For the rest of that first year they were flat broke. “We know what it feels like to be failures in the business.” Fortunately, that didn’t last very long. “Within two years, we were the 8Copyright Top Agent Magazine

top one percent in the nation,” Chuck says.

Their team began expanding, and by the year 2003, they were raking in $89 million a year in sales. They started a franchise company in 2005 called West USA Revelation Real Estate with 80 agents. In early 2016 they dropped the franchise and went on their own as Revelation Real Estate. As of today they have over 540 agents out of 1 location. The future looks bright, as they were just named one of the top ten single offices in the country by the Wall Street Journal. They will soon open up a 21,000 square-foot office, complete with a full bar, cafe, training center, title company, Top Agent Magazine

lounge, game room, relaxation room with a chair masseuse, 4500 square-foot back patio and more. It is their Live Work Play blend office and it’s safe to say Chuck and Angela’s company is the epicenter of real estate in the Phoenix metropolitan area.

“I know we are the best. We oversee more than 3,000 transactions and a billion dollars in sales a year. We’re very in tune to what is going on,” he says. With years of experience and thousands of past clients, one would be hard-pressed to find a team better suited for the job. “We have the God given talent, a Top Agent Magazine

thorough understanding of the entire contract and process and we have some of the best tools.” Their success is due in large part to the members which make up their team, who Chuck and Angela treat like family. “We’re our agents’ and staff’s biggest cheerleaders and supporters,” Chuck says. Some of Chuck and Angela’s core values include God first, no gossip, be growth-minded and stay positive. A like-minded, well-rounded group, they work towards one main goal: serving clients.

Although servant minded, Chuck and Angela fully expect their agents to prove themselves with actions, not words.

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With all of this in mind, buyers, sellers and investors are getting a developed, committed and attentive plan when hiring Revelation Real Estate. The size, reputation and expertise of the team means they have insider knowledge other agents can’t offer. “We provide a sense Copyright Top Agent Magazine 10

of value, and any agent or client not working with us has an unfair disadvantage,” Chuck says. Their endless five-star reviews reflect their superior service. One recent client said, “I highly recommend Revelation Real Estate.

Owners Angela and Chuck are setting the bar Top Agent Magazine

“I know we are the best. We oversee more than 3,000 transactions and a billion dollars in sales a year. We’re very in tune to what is going on.” in Arizona with integrity and the utmost professionalism. They treat you like family and get your goals achieved on the buy and sell side. On a personal note they are very honest, hardworking and dedicated to their team and the community. If you want the best realty company they are it!”

Revelation is also community centered. The new space will allow them to serve the community in even more ways. Through a program Top Agent Magazine

called Revelation Cares and Revelation Platinum Club, the team stays involved in events and fundraisers for nonprofits and charities.

As time goes on, Revelation Real Estate is excited to see where the path leads them. Chuck is continuously inspired to help those around him, especially his agents. “I love helping an agent become successful. I care so much about them, and as long as they meet me halfway, I can get them towards their goals.”

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For more information about Revelation Real Estate, please call 480-722-9800 or email chuck@realtyrevelation.com Copyright Top Agent Magazine 12

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How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contact’s attention. Let them know they are welcome and that you appreciate their interest.

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2. NURTURE YOUR RELATIONSHIP THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES Everyone loves to be noticed and appreciated.

Schedule emails to go to each client that celebrate their purchase anniversary or birthday.

Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

4.

MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

5.

TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention.

You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

6.

DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner.

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âœ˝

Six Powerful Prospecting Tips to Build Your Business

By John Boe Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products, and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps understand the importance of business development and never forget to ask for referrals.

Top producing sales reps set high standards for themselves and spend the majority of their time either actively prospecting for new business or closing sales. Successful sales reps set productivity goals, establish priorities, and don’t waste their precious time hanging out in the break room or taking twohour lunch breaks.

Top producers don’t need to be reminded to ask for referrals on a daily basis or follow-up on hot leads, because they understand that prospecting for new business is a necessity and not just an activity. The good news is that prospecting for new business, like any other learned skill set, can be trained and developed into a habit.

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Tip One: Don’t Forget to Ask for Referrals.

When it comes to asking for referrals, timing is everything. Research indicates that the most effective time to ask for referrals is right after you’ve made the sale or provided a valuable service for your customer. Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself. Once the sale has been completed, your customer will be on an “emotional high” and far more receptive to the idea of providing you referrals. When you ask for referrals, your goal is to get as many names written down as you can. Just keep asking... Who else? Once your advocate has given you all of his or her referrals, then go back over the list of names to get details on each prospect.

Tip Two: Train and Reward Your Advocates.

An advocate is a person who’s willing to go out of his or her way to recommend you to a friend or associate. Most customers are initially reluctant to provide referrals without some basic training and motivation.

✽

Once you’re given a prospect, it’s a good idea to take the time to role-play with your advocate to demonstrate how to approach and talk to their referral. A brief role-playing exercise will build your advocate’s confidence and keep them from over-educating their referrals. During your roleplay session, be sure to prepare your advocate to expect some initial resistance. This training will pay big dividends by making your advocate more effective and less likely to become discouraged when faced with rejection. Always take the time to thank your advocates and give them feedback on the status of their referrals. I recommend that you call them and then follow up by sending a thank you card and or gift.

Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself.

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Tip Three: Strike While the Iron is HOT. Prospects, like food in your refrigerator, are perishable and therefore need to be contacted quickly. Each day you let slip by without making initial contact with your referral dramatically reduces the probability of you making the sale. Develop the habit of contacting your referrals within two-business days or sooner. Have a system to keep track of your referrals so they don’t end up falling through the cracks. It’s critical to have a computerized client contact management system to record your remarks and track future contacts and appointments. Relying on your memory alone is a very poor business decision that will cost you dearly.

Tip Four: Schedule a Minimum of Two-Hours a Day for Phone Calling.

Make your phone calls in the morning while you and your referrals are both fresh and alert. Treat your prospecting time with the same respect you would give to any other important appointment. This Treat your prospecting is not the time to check your e-mails, play solitaire on the time with the same computer, make personal phone calls or chat with your respect you would give associates.

✽

to any other important appointment.

Avoid the temptation to try and sell your product or service over the phone. Your objective for every phone call is to create interest, gather information and make an appointment. If your prospect asks you a question, get in the habit of going for an appointment rather than giving a quick response.

Don’t shoot from the hip use a script. It’s important to use a phone script when you contact your prospect so you don’t leave out any key information.

It’s a good idea to role-play your script over the phone with your sales manager until he or she feels you sound confident and professional.

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Tip Five: Qualify Your Prospect at Maximum Range.

Unfortunately, not every prospect will be interested or qualified financially to purchase your products or services. Successful sales reps don’t waste time chasing after low-probability prospects and know when it’s time to cut their losses and move on.

Tip Six: Don’t Take Rejection Personally.

Selling, like baseball, is a numbers game pure and simple. Rejection is to be anticipated as a natural aspect of the qualification process, so don’t take it personally. Learn from rejection by using it as a valuable feedback mechanism. Salespeople who take rejection personally lack perseverance Salespeople and seldom make the sale.

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who take rejection personally lack perseverance and seldom make the sale.

For the majority of salespeople, prospecting for new business is without a doubt the most challenging and stressful aspect of the selling process.

Selling is a contact sport and daily prospecting for new business is the key to every salesperson’s long-term financial success. By integrating these six powerful prospecting tips into your daily business routine, you’ll be able to keep your appointment calendar packed with qualified prospects!

“Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.”

– W. Clement Stone Copyright ©, 2016 John Boe. All rights reserved.

John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 937-299-9001. Free Newsletter available on website.

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Don’t Worry, Be Happy!

– Bobby McFerrin

By Barry Eisen

A gizzillion years ago I had the honor and privilege of spending time with Norman Vincent Peale, Methodist minister, author of The Power of Positive Thinking, controversial thinker and one of the best motivational speakers I’ve ever heard.

He told of a chance encounter with one of his parishioners, George, on a street in New York City. George was despondent. When Dr. Peale asked him about his state of mind, George let go with a tirade of confessions of being so overwhelmed with problems and worries that he couldn’t sleep at night and couldn’t think straight by day. “I’m a depressed mess,” George sadly confided.

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Preparing Dr. Peale asked George if he could the end of TO D AY. for spare some time to meet a large group tomorrow at the end of today helps you rest well. The mind doesn’t have of people who might have answers to spend the night worrying “Reto George’s worries, since this was truly a worry free group. George, at member this and Don’t forget that!” his wits end grunted “sure.” After a You wake up knowing how to start long car ride to near the tip of Long and where you’re going! Be sure Island, Dr. Peale had the taxicab stop to prioritize your list with an A, B, in the middle of a large cemetery and or C. Let go of yesterday and focus the two men got out. on your To-Do-List of today. If it was important from yesterday and “George,” Dr. Peale said, waiving his incomplete, it’ll be on today’s list. arm slowly over the horizon, “here Do things, not because you have to, are thousands of souls who haven’t but because you get to. got a worry among them. If death means you have no worries, to worry • Keep your mind busy must mean you’re alive! And if you highest priority in Inthe m have lots of worries, how much more stead of figuring out why you are the alive you must be!” It’s a matter of way you are, stay on task knowing perspective.” that you can only do one thing at a time. Consider the satisfaction you Worry is something we choose that will feel when that one task is accomplished and then turn to your is not of the world, but rather, in how we think. It’s a distraction that next. Of course interruptions will takes us away from confronting our happen. When they do, ask yourself: Is the interruption or is the task at realities. hand of HIGHER VALUE for THIS Here are nine potentially life chang- moment? (Most therapists don’t try ing ideas. Some you maybe doing, to figure out why a person is worrying; but will prescribe that a patient some you have done in the past, do something or learn something on and for some may these serve as a reminder to get back on track. If any which to focus positively. Learning/ would serve you, start now. stimulating the mind can get a person out of their ego-centric predicament.)

• Make your list for tomorrow athas been proven not to Multi-tasking Top Agent Magazine

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be the best way to go. Slow down and focus.

likely to show you their good if they feel that availability from you. Don’t listen to T.V. or read internet news be• Allow yourself Enter toen-risk. fore you go to sleep at night. Count the ough. A friend of Nan’s had won the things for which you can be grateful grand prize on the American Chop- (full of greatness!) and sleep better. per contest. When asked how he won, he laughed and said, “When the con- • Smile and more hold eye contact test was announced, I ENTERED.” with others. Create a positive posYou’ve got to allow yourself to enter ture. Your positive physiology will the game and know that you aren’t be reflected by others and even if going to win every time, but you’re a you’re faking it, your forced smile, winner by playing and playing your eye contact and positive posture will best. Enter enough! If worrying about feel more natural and comfortable.

Little shifts. losing stops you from entering, it guarantees a loss. Enter enough and you’ll find those places where you • Delegate responsibilities.

Do what win. And as you enter enough, your you can, but let go of things before skills get better. Make up for lack of you become overwhelmed. If someskills, not by thinking about the lack, one else can do a task only 80% of but with enough activity. Show up... the way you would do it, but it gives you 100% of that time for another most don’t. taks which only YOU can do...you are 180% • Focus on what is right, theproductive good, with that time. rather than on what Sois Life wrong. is too short. What partsare really worth your attention? much of the media focuses on the isolated disaster story. Happy stories • Exercise/eat well/sleep Exdon’t sell. Media stories appeal to ercise is a great idea even though the lowest common denominator of you may feel stressed about time and our interests. Don’t go for the easy “take” or opinion of others. Consider other preoccupations. The endorthe possibilities. Have you ever had phins that reduce feelings of worry, your good intentions misread by fear, adrenaline production, also others? Allow the benefit of doubt by promote a more relaxed mind and seeing good in others. They are more body. As we grow older it’s inactivity 22

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On the top of a full size piece of paper or, if you prefer, a digital memo app, write or type the words WORRY LIST. When a worry comes to mind, instead of letting it interrupt what you are doing, take out this list and jot down/type the worry. Keep doing this for one whole week. On Friday afternoon between the hours of 4:005:00 PM lock yourself up in a room • Take breaks.

Short (10-15 minute) alone and take out your worry list. periods of meditation, stretching or Worry about everything on your list for that full hour. So, you haven’t self hypnosis have been proven to minimize mental fatigue, re-direct missed your self-made opportunity (choice) to worry, but you did it thinking to positive vision, and prompt productive, feelings of well under your conditions, and wasted a lot less time. being and energy. that will contribute most to pain and suffering. Do what’s right. Stay active. Cutting back on simple carbs allows the brain greater clarity.

Good sleep patterns promote a healthier brain and better transmission of neurotransmitters (especially dopamine, serotonin and oxytocin -- happy! happy! happy!).

this idea • Do something nice If for at seems leastsilly, it is...and it’s out of day. not. (You might be surprised at how one someone Go each many people with whom I’ve shared your way to make some else’s life a little better. Get out of your own this thought, took it seriously and head, just a little. Pass it forward. found great benefit.) Value yourself and those around you by not sweating Worry is not caused by external eventsso much of the small stuff... And as or situations, but by how we perceive the wise man said, “It’s ALL small those events or situations. But for stuff.” those self sabotaging warriors who well. are reluctant to give up worrier ways, Copyright©, 2015 Barry Eisen. All here is a great idea: rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern Cali fornia top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 Top Agent Magazine

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