The post Have you Googled the number you call leads from? You might be leaving business on the table appeared first on REM.
]]>Ever get those missed calls from unknown numbers? You know, the ones you ignore and then Google to see who called? Well, guess what? This is what your leads are doing when they’re not picking up the phone. And it’s a golden opportunity knocking at your door.
Turn missed calls into clients
Imagine turning those missed calls into clients. Have you ever actually Googled those numbers to see what shows up when the leads Google the number?
This isn’t some far-fetched idea — it’s a real tactic that can boost your business. It’s a micro-moment that’s oft-neglected, especially when it comes to phone numbers tied to a CRM. CRM-based numbers are more likely to seem like they’re fake when calling. They’d have no history or results most of the time, which for many people is a clear sign of a scam call.
So, that snap judgment of, “Is this spam, a scam or a call worth answering?” is a critical moment. You don’t have long to convince someone.
Do these two things
You should do two things — the first is setting up a branded call display.
The second … Imagine this for a moment. They type your phone number into Google and the first result is:
“Did XXX-XXX-XXXX just try calling you? That was me!”
They’re going to click on that.
What to include in your call
The same way you respond to online leads, you approach this with:
- A polite opening
- A mutually agreeable fact
- An easy-to-answer question
Tell them who you are, point out why you’d have been calling and then ask them a question.
So, that opening could be: “Hi, I’m Andrew with JSH Realty. You got a call from XXX-XXX-XXXX, you typed it into Google and now you’ve come here. Are you curious why I called?”
Then, you can list out the ways you collect leads and go into a call-to-action. These will be specific to your business.
This is a really easy backend page to put on your website. It will also be easy to rank at the top for your phone number since no one is trying to compete with you.
Turning missed calls into clients isn’t just possible, it’s a simple way to boost your conversion rates. By creating a dedicated phone number page, you provide potential clients with the information they need and make it easy for them to reach out to you. Start implementing this today and watch your missed calls turn into valuable client interactions.
By the way, if you want a PDF template of how the page on your site should be structured, just DM me on Instagram with PHONE SEO so I know what you’re looking for, and I’ll send you the PDF.
Andrew Fogliato – The G is silent – is the owner of Real Estate Magazine and Just Sell Homes. He mostly talks about marketing but sometimes ventures into other topics in the real estate world. Sometimes he also writes bios in the 3rd person.
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]]>The post Mastering sales: Balancing volume and refinement for success appeared first on REM.
]]>Sales results really shouldn’t be a struggle. Many business owners and realtors find prospecting to be labourious perhaps because they are doing the wrong things. These things include focusing on what they like in their business, rather than what is actually needed to succeed. But it’s time to level up and win.
Volume focuses on achieving the sales numbers — it’s purely based on the quantity of leads that come in and the deals that you close.
On the other hand, refinement involves the quality of sales and customer interactions. Refinement strategies zero in on improving customer satisfaction and building long-term relationships over the long haul. Here, customer feedback is extremely valuable.
Here are some tips on implementing volume and refinement strategies.
Strategies to boost sales volume
1. Expand your market. Identify new target markets or demographics. Who else can you reach out to? What problems can you solve in different markets?
By focusing on and expanding your ICP (ideal customer profile), your results will surely come. Research emerging neighbourhoods, cities or regions with high growth potential. Keep up with real estate trends (price changes and economic factors).
2. Generate leads. Do the grunt work yourself or hire others to do it for you. Invest in activities like advertising, content marketing, SEO and cold outreach. Develop a robust online presence through social media and create a strong website.
Focus on the activities that bring in results. Do more than you think in at least one or two of those areas, and refine your approach later.
3. Provide incentives. As a senior sales executive or broker, you need to motivate your sales team with performance-based incentives. We often hear about this, but it truly moves things along. When your team members feel important, they will work harder.
A great commission or bonus can do wonders to boost motivation, for example. You can base quarterly or annual bonuses on overall performance.
Strategies to boost sales refinement
1. Use a CRM system. By tracking important conversations, you learn about your customers. You can take measures to improve interactions and strengthen overall customer service. Customer feedback should be analyzed. Always identify what you can do better.
The number one interest of real estate agents is to capture more leads. Lead management through a CRM (customer relationship management) system will automatically capture leads from various sources, including your website, LinkedIn and other social media as well as listing sites.
2. Get professional sales training. Continuously train your sales team on best practices. Keep them up to date on product knowledge. Find out what areas individual reps need to work on (cold outreach, content marketing, following up, etc.). By investing in such training or coaching, the productivity of your sales reps will increase. In-depth training on the local market, including neighborhood specifics and zoning laws will greatly benefit agents.
3. Add a personalized touch. Tailor your sales approaches and marketing messages to individual customer needs. Offer additional services that enhance client experiences. Providing after-sales support to demonstrate your care is crucial for maintaining relationships, encouraging referrals and reinforcing your overall reputation as a broker or realtor.
Pitch, test, refine, try again
Volume provides quick gains. Whether achieved through digital marketing, open houses or networking, your overall outreach increases. The idea is to test what works. Begin by doing a ton of cold calls, posts on social media, etc. Then, go back and refine your message, your sales script and how you connect with customers after the sale.
Testing what works is uncomfortable. No one likes to feel like they don’t have it right, but that’s exactly where it all begins.
Refinement provides sustainability. By understanding your clients better, you serve them better. As you move forward in your business, remember that a balanced approach to volume and refinement strategies is great for learning and improving sales.
Nicole Attias is the owner of Prospect2Win. Prospect2Win is a sales-based company in Canada that is dedicated to helping businesses get in the door through cold calling and presentation training. Nicole facilitates workshops and webinars for real estate agents and various real estate boards. Contact – nicole@prospect2win.com
Stay tuned for my upcoming eBook, “Transform your sales approach – More than just a cold call.”
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]]>The post Merging legacy with innovation: Melinda Wu acquires Re/Max Goldenway appeared first on REM.
]]>She got her real estate licence in 2012 and wasted no time once she became an agent.
Wu opened her first brokerage, Re/Max Atrium Home, in Markham, Ont. in 2020, determined from the outset to expand her brokerage quickly. So when the opportunity arose to acquire legendary Re/Max Goldenway from real estate veterans Eric Chan and Steve Ng, she was happy. But she was also sad.
The acquisition
“Goldenway is special. It’s the oldest Asian-owned brokerage. It opened for business in 1988,” says Wu, who was about a year old at the time.
“Eric and Steve are experienced brokerage owners. It was sad to hear that they were looking to exit the market,” she says. “However, they needed an exit plan, and we wanted to grow fast.”
She says it’s a good match with Goldenway’s experienced agents and her young brokerage. “All of their agents are experienced but outdated (in) technology, software and marketing techniques. Our brokerage is young — the average age is 32-years-old. We bring new technology, enthusiasm, new things.”
The buying process was long because Chan and Ng were careful in the negotiation process, wanting to protect what they had built, she says. They have been in business for more than 30 years.
“Selling is a hard decision to make. Eric and Steve wanted to make sure their agents were looked after,” Wu says.
“We are proud of Eric and Steve for their commitment to grow the brand and for always going above and beyond to support their agents,” says Christopher Alexander, president, Re/Max Canada, in a news release announcing the acquisition.
Wu met with Goldenway’s existing agents and did a presentation. “I told them what we do, and they were impressed,” she says. “The transfer rate to Atrium is 95 per cent. It’s usually around 75 per cent.”
Atrium named top-growing brokerage for all of North America
Prior to the acquisition, Atrium had grown from three agents to 60 and, in 2022, was named the top-growing brokerage for all of North America by Re/Max.
Wu’s target was 200 agents in two years. “I was dreaming in the beginning,” she admits. With the addition of Goldenway’s 30 agents, her brokerage now represents nearly 90 realtors. She has four offices in the Greater Toronto Area, including two team offices.
Atrium has taken over operations of the Goldenway office in Richmond Hill, Ont., where Wu put another tactic for success in place. She retained all of Goldenway’s office staff so the agents staying on would feel comfortable in their environment.
Before her real estate career, Wu thought she would follow in the footsteps of her parents, both traditional Chinese medicine practitioners. Wu and her parents immigrated to Canada in 1988. She attended the University of Toronto, graduating with a double degree in East Asian Studies and Chinese medicine. She studied the latter in China for a few years.
However, once out of university, it wasn’t long before she knew real estate, not medicine, was her passion. She worked for a few smaller brokerages that provided mentorship, as well as the 800-agent Bay Street Group Inc. in Markham, Ont. before opening her own brokerage.
Once that happened, she found a passion within her passion. “From 2020 to the present, I’ve conducted over 200 training courses and seminars at our brokerage for pre-licensed candidates, novice agents and veteran agents.”
90 agents and still growing
“In the last quarter of 2022, Atrium ranked eighth in North America and fourth in Ontario in terms of growth rate,” she says.
Wu’s most recent Re/Max awards and designations include the Pinnacle Club Team (2022), Hall of Fame (2022) and Chairman’s Club (2021).
She is a member of the Fellow of the Real Estate Institute, is a Certified Luxury Home Marketing Specialist and has a certificate for most outstanding realtor in Canada in 2021 from U.K. research, media and investments group Hurun.
Wu is a co-founder of Women in Power, a non-profit platform based in Toronto that serves young professional and entrepreneurial women in Canada, and she also served as vice-president of the New Canadian Community Centre. Her awards include the Platinum Jubilee Award in 2022 and the Ontario Volunteer Service Award in 2019.
Connie Adair is a contributing writer for REM.
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]]>The post 5 ingenious ways to use video testimonials to grow your business appeared first on REM.
]]>Your next obvious question might be, “Where do I use these video testimonials?” I’m so glad you asked.
There are five ways you can use your video testimonials to increase visibility, build trust and establish authority for your growing real estate businesses.
1. Your website
I feel like this may be a ‘Captain Obvious’ moment, but the first place you want to host your video testimonials is on your website.
Not only will the videos significantly increase hang time (viewers stay up to 88 per cent longer, according to one study) and conversion rates, but showcasing your satisfied customers will also build trust with potential customers.
I recommend video testimonials on your home page and a separate page where people can binge-watch what your happy clients are saying about you. You can have a separate tab called testimonials or, as I like to call it, a “library of love.”
2. Social media and ads
It’s no secret that people spend a lot of time on social media. So, sharing your video testimonials here feels like yet another example of deep thoughts from the captain. However, what you may not know is that posting your videos on social media can increase your website traffic. Social media is a great place to stay top-of-mind and to drive potential clients to your website.
You can also use your posted video testimonials as targeted video ads. When cold audiences (strangers) can see and hear from real people who have used your product or service, they are more inclined to trust your business.
Here’s a helpful hint. When posting your video testimonials (or turning them into ads), create a description that evokes curiosity. Something like:
“Find out how Ashley went from $17 million in sales to $33 million in under a year,” or “Find out why this fast sale brought tears to Tom’s eyes.”
Another tip? Remember to tag the interviewee on your post so they feel compelled to share the content as well. Sharing is caring.
3. Email and onboarding
Including video testimonials in your email marketing campaigns can help to increase open rates and engagement.
Although you can’t view videos inside of email platforms, you can create a compelling thumbnail and link that to your website where they can watch the full video.
You can also use video testimonials as part of your client onboarding process to build trust and establish a connection with new or potential clients.
4. Recruiting
Video testimonials can be a powerful tool for recruiting and attracting top talent to your brokerage.
You can use video testimonials from your current employees to give job seekers a better sense of what it’s like to work at your company and why they should consider joining your team.
This can help to generate interest and make your company stand out from the competition.
5. Brand ambassadors
Share, share, share!
When we encourage our clients to use the interviewees as brand ambassadors, they all say, “I never thought of that!”
Tapping into the devotion your clients and customers have for your brand is a great way to get free exposure and visibility. Remember, they may not love video, but they do love you.
Once you have an edited clip, host the video on your site, send the interviewee a link and encourage them to share it with their own sphere of influence. As I mentioned above, you can also share the video clip on social media and tag them so it’s easy for them to share that way. This can help to reach a wider audience and build credibility with potential customers.
There’s no better sales tool than a video testimonial to show, not tell, your prospective clients what makes your real estate business great. And now you know how to take those video testimonials and share them with the world.
You’re welcome!
Tracy is an Emmy-nominated video and visibility expert who has tapped into her 20 years of video production experience to help businesses create video testimonials that do the selling or recruiting for them. Her clients include New York Times best-selling authors, top Real Estate Franchises and Fortune 500 companies. Check out 8 Ways to Optimize Your Sales Using Video Testimonials or testimagical.com.
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]]>The post Improve your business relationships by mastering the 4 attributes appeared first on REM.
]]>These agents are members of the struggling majority.
But real estate is not a transactional business; it’s a relationship-based business.
If you want more clients, you must maintain your existing relationships and find ways to interact with more people more often. And most importantly, you need the right skills to develop trust and rapport with others.
The most successful realtors project a harmonious balance between these four key attributes:
- Professionalism
- Confidence
- Friendliness
- Authenticity
When you watch the best of the best, this balancing act seems completely natural, as if they were born this way. But these naturals are exceedingly rare. Most masters of relationship selling have studied human interaction and internalized the techniques they’ve learned until they became habitual and an integral part of their personality.
This isn’t “being fake.” On the contrary, it’s consciously becoming a better version of yourself.
What about you? Ask a close friend for their honest opinion. If you are not clearly projecting all four of the key attributes in your human interactions, consider how you could improve. Most agents are weak in at least one of the four.
When you are honest with yourself, and you work to improve your core competencies, you’ll be surprised how quickly people become drawn to you.
Translation: You’ll have all the business you want without ever chasing it.
Professionalism
Professionalism is not about how you dress or what kind of car you drive. I know plenty of snazzy-dressing, shiny-Beemer-driving agents who are otherwise entirely unprofessional.
Yes, your car should be shiny and clean, and no, you shouldn’t wear flip-flops to your listing appointment. But these things are superficial.
It’s a thousand times more important to consistently maintain a high level of integrity and the burning desire to deliver outstanding results. Having high integrity and being true to your values isn’t always easy, but it’s essential if you want to develop a reputation as a trusted expert. That’s my definition of a true professional.
But how do you achieve this? Professionals place high importance on improving their knowledge and skills to consistently deliver exceptional results. Think about it. Isn’t this the reason why we seek advice from a professional? For their expertise?
If you adopt this mindset, you’ll be paying cash for that new BMW before you know it, rather than stretching your finances to pay a lease you can’t afford merely to give the illusion you’re a professional.
Confidence
The more knowledge you gain and skills you develop, the more confidence you will naturally exude. However, even if you feel very confident, you must determine if that confidence is coming through in your voice. Ask a close friend for feedback.
Be careful not to overdo it — people are attracted to quiet but firm confidence — not boastfulness.
Here are a few tips to increase your confidence level:
- Always make steady eye contact.
- Listen to learn twice as much as you speak.
- State your opinions with conviction (to do this with sincerity, you must thoroughly understand your craft).
- Prepare and practice. For example, if you’ve got a newly developed listing presentation and haven’t practiced it thoroughly, you’ll probably not sound very confident.
I’m a proponent of the Deep Practice method:
- Practice small chunks at a time. For instance, rather than practicing your entire listing presentation all at once, just practice one segment;
- Repetition, repetition, repetition. Do it quickly, do it slowly, do it differently. But keep repeating the action.
Friendliness
Whenever you are in situations where you’re talking to people, whether on the phone or face-to-face, you want to come across as a friendly person, especially with Amiable and Expressive communication styles (half the population).
(Read more about communication styles here: Why certain people drive you crazy)
This also applies to email messages. Don’t overdo this but sprinkle some friendly into your email messaging, especially near the beginning of your relationship.
When I say, “Don’t overdo it,” I mean be aware of who you’re talking to. Many people do not react well to extremely boisterous overly-friendly people. They see it as fake and off-putting.
That said, your natural friendliness is a key advantage, so use it, but if you want more success, you need to improve the other three attributes as well and constantly seek out that harmonious balance.
By the way, I think of myself as a naturally friendly person, but I’ve been told by friends that I sometimes come across as grumpy and disinterested. This feedback has helped me have better self-awareness, so I’m more conscious about this part of my persona in both work-related and social situations.
Self-awareness is the key to self-improvement. So, ask for feedback, be conscious of your delivery, and make adjustments as necessary.
Authenticity
When you study sales techniques, being “yourself” is not discussed much, but it is highly effective in a relationship-based business, such as real estate. You should always look for ways to better connect with your prospects and clients.
This is why I hate scripts (except when memorizing the critical points of a presentation). No matter how smooth you think you are, your prospects can feel when you’re reciting from a script.
Being genuine can’t be faked. If you’re dead honest and your clients know you have their best interests at heart, and you thoroughly understand your craft, why do you need a script for anything?
It’s much more fun and satisfying to be yourself and speak to your clients in the same way as you would a friend.
Conclusion
In case you’ve never heard this before: People do not particularly like salespeople.
Be a friendly, professional, confident, authentic provider of valuable information and expertise.
After Ted Greenhough’s first year as a Realtor, he earned between $590,000-$865,000 every year for 12 consecutive years, all as an individual agent, without ever once making a cold call, reciting a canned script or doing any other “salesy” stuff. Now he runs Agent Skills, an online learning program for agents across North America.
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