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Wednesday-Workshop Starting SOON!

Posted by James Osmar | Posted in Real Estate Training | Posted on 31-08-2012

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The next series of the Real Estate Agent webinars the Wednesday-Workshop will be starting in September, so get your name on the reserve list now! I will be more specific about he dates as we go forward... I can only say that this free real estate training series will be limited because I have been working on a new advanced training program called the Realtor® Road Map (it is awesome).

SIGN UP HERE --->>>  http://Wednesday-WorkShop.com

Because the Realtor@ Road Map is an comprehensive paid program, covering everything...  Goal Setting, Marketing and Prospecting, Presentations, Social Medial Marketing, Video, Mail, eMail, SEO. PPC, New Technology... I mean this program covers everything a Realtor® needs to know to kickstart or ramp up their current business.

As well I have several engagements to present in various cities so my time is limited, and in November I am scheduling a 2 day live training event to be held in London, Ontario... Stay Tuned.

 

Real Estate Training and Education – Internet Marketing Skills

Posted by James Osmar | Posted in Lead Generation, Real Estate Training, Real Estate Videos | Posted on 09-02-2011

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Real Estate Training - Internet Marketing Skills

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Real estate training has expanded into many different niches over the past decade, never has it been so important to increase your knowledge in the area of Internet marketing. With the internet real estate agents have be thrust into an entire new way of having to learn lead generation, lead conversion and relationship building.

This new medium brings it's obvious challenges, the most significant is that of learning how to utilize this form of marketing to enhance your sales. The three things top Realtors® are best at are lead generation, lead conversion and relationship building and that is what the Commission Gusher Real Estate Training program teaches. With the power of the internet real estate agents have entered an age where they can run their business at a fraction of the cost of past methods in terms of cost to acquire leads, maintain contact and do all of this in a fraction of the time that it did in the past. The internet has even made it easier to learn this new set of skills... right from the comfort of your own home or office.

Never has there been a time in history where a real estate agent can achieve the massive sales where they have today!

As this video will illustrate with the Commission Gusher Advanced Internet Training program you will learn the essential steps that it will take in todays market to push your sales to to levels faster then you ever thought possible.

James Osmar
SellingToolz.com
800-409-9850

Marketing Real Estate – Twitter and Facebook Make Poor Selling Tools

Posted by James Osmar | Posted in Lead Generation, Real Estate Social Traffic | Posted on 23-01-2011

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twitter and facebookMarketing Real Estate with Twitter and Facebook

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Marketing Real Estate - I have never been a great proponent of Twitter… until now! I really truly did not see the value it offered a real estate agent until I discovered this strategy.

Over the past I have joined a few social networks, mainly to see what the buzz was about and to try to learn something new that I could pass on as a selling tool. I actually like using Facebook because it’s kind of cool way of connecting with new and old friends.

The Facebook Soft Sell

With all the headline news lately about Facebook, I still do not consider it to be a great selling tool for real estate; it’s not even a good selling tool. Sure you can post your listings; you can make bold claims that scream loudly that you are a real estate agent. But do serious people go Facebook to buy or sell their a home? Of course not!

There really is not much value there, I do not know of any one individual that has bought or sold a house because of Facebook. I know that as soon as I menton this, some Realtor® will surely stand up and say, but I did. Ok, are you making a living doing it? No, not even close!

However, there are a few small benefits. You can post a house periodically as a reminder to your “friends” that you still exist as a salesperson. These people are on your personal email list anyway right... they are your friends after all… wink, wink!

You can also show your sellers that you are out there working really hard to sell their house because you posted a picture of their house. It can also work as listing tool, showing your sellers how you are going to get their home sold on Facebook….hmm

The red flag here is real estate agents that spend time marketing real estate to aggressively  on Facebook are at risk of irritating their friends. People that join this social network more often than not joined for their own social reasons. I am pretty sure they did not join for the purpose of buying a house. If they were looking for a home they would be looking at or for dedicated real estate sites. More specifically, I am talking about the advertising and personal wall posts and the dreaded personal email with a sales pitch on Facebook. Yuk!

I am not talking about Fan Pages or specific groups, they have their purpose; I am talking about selling on the personal walls of individuals.

Want some real proof that selling homes on Facebook is a waste time? There are paid advertising positions on Facebook where you could post ads for local buyers and sellers. If this was such a real estate hot bed you would most certainly see your fellow Realtors®, the ones that are spending money on pay per click campaigns, lined up in these spots… Don’t see them there much do you? When someone cracks the Facebook code, you will see Realtors® line up like lemmings. Until then stick with a traditional Google pay per click campaign as it is proven to work. If you are going to venture into Facebook paid ads do it with a very small test budget and you probably should, because you might just find that it works in your market.

Interested in Pay Per Click Advertising - Read This Article à Lead Generation

It’s important to remember that people love to buy, the never like to be sold. Keeping in touch with your non active list is better handled with very short emails directing people to your blog posts, stay away from using glorified sales pitches. Your blog should consist of news or other items if value, making it the ideal medium for marketing to your long term list. The big mistake many sales people make is that they do not know when to sell or when not to sell, if your buyers and sellers are not in the market lighten up on the sales pitch. Do you know of anyone that buys or sells a home and then wants to see a sales pitch from their Realtor® a month later?

During my peak selling years, I was a massive prospecting agent. I didn’t stumble into the Top 100 for RE/MAX by accident. So it is with great trepidation that I suggest that one not use this social medium as an aggressive prospecting tool. I simply think there are better ways to go about generating leads, lots and lots of leads. So I suggest try not to be too intrusive on Facebook.

I delete people that Facebook me with their sales pitches to often, I do this because unless I signed up for the email, I do not want it. The reason that I get irritated is because of the low cost of entry, we are all at risk of being inundated by the Facebook sales pitcher, the agents that would not spend a nickel to see an earthquake.  More often than not you never met them or had a telephone conversation with them. However they will bombard you with what they see is the mother lode of free advertising.

Now don’t get me wrong, there is every reason to make a small pitch now and again, that’s cool. Just don’t overdo it and please stay out of the Facebook mail box or personal wall unless you are a legitimate friend, after all this isn’t a postal box, it’s a place for friends. So if you are going to sell make it a soft sell, do a little work post some humor, or photos or news article that direct people to your blog and from there to your website, ease them out of Facebook into your sales website one step at a time. Your clients will appreciate that every time they hear from you, or see you on Facebook it’s not another pitch.

The other problem with the free Facebook advertising model happens when you post on the main wall, whatever you put there moves along the posting wall so fast that very few people see it anyway.

I will offer up this one strategy and it is a great one. When you are taking photos of your seller’s home, get pictures of them standing beside your sign in front of their house. Post a picture to your profile and tag them, you might just get lucky and have some of their friends and family see them beside your sign, giving you that silent endorsement. The photos that you tag will also have longevity on their Facebook page is an inviting non intrusive way.

Raise Your Real Estate Agent Website Page Rank with Twitter

As I mentioned, in the past I saw no real value in Twitter for real estate agents and I say this because of the way it works. No one is going to notice your tweets, so it would appear on the only real value would be that you could tell your sellers that you are going to market their house on the Twitter. Then you had to hope they were gullible enough to buy that pitch.

Here’s the juice, the biggest and best value that you are going to get from making posts, sorry tweets on Twitter… when tweeting, is to add your real estate website link to your tweet, because you can actually influence your Google Page rank. Yes, this will actually been seen as a positive thing by Google. They see your link being passed around and this suggests to Google that your site must be important as people at talking about it and if you do this enough, you will raise your search engine ranking.

There are so many things that you can do to work at pushing your website higher in the search engines and if you are already tweeting, you may as well take the time to add your website domain name to your tweets, especially if you are already twittering.

Happy tweeting!

Oh ya, I should point out this post is more of an opinion then a statement of facts so feel free to agree or disagree and add to the conversation.

James Osmar
SellingToolz Ltd
800-409-9850

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Real Estate eMail

Posted by James Osmar | Posted in Lead Generation, Real Estate Blogging, Real Estate Training | Posted on 20-01-2011

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eMail Drip Campaigns Do Not Work!                                                                                                                                       email campaign

Real Estate eMail will most certainly enhance every real estate agents sales if they build into their systems a regular well thought out follow up routine. It is necessary to keep regular contact with your real estate leads and long term list. This can be done with emails, calls or direct mail; it’s just not done the way you might think it is… I will slap you with this, DRIP eMAIL DOES NOT WORK, so don’t do it!

You must learn to follow up when using email, delivering items of value not irritating babble. Because and I will say “trust me on this”… most prospective clients will be interested in themselves not you, your sales dribble about how wonderful you are or tips on how to clean their closets. These strategies are pathetic and have been crafted by real estate wannabes that do not know what it is to prospect and have never spent any serious time in the prospecting trenches.

People that start out looking at real estate want to see real estate, so send them what they want. When buyers are in the stages of buying you should be prospecting them… this is a learned skill. You are going to have to grow a pair and step up your efforts to make contact with the people when they have raised their hand and left some sort of contact information with you. Sadly, I see a large number of real estate agents fail right here! The only reason for failure at this stage is you are lazy or afraid and if you want to be successful at selling real estate then you had better deal with these demons.

Your best practice is to make the initial follow up with the intent of developing rapport so that you can make your offer; I call this initial offer the elevator sales pitch. It is a strategy that involves building rapport and then being able to make a short offer, hence the metaphor… elevator sales pitch. Imagine meeting a person at the base of and elevator and you overhear them calling their spouse. Honey I drove by a great house today lets grab a Realtor® and go look at it. You step onto the elevator and you now how thirty to sixty seconds to give your pitch before this person escapes through the opening door… blow it and you will never see this person again.

Every real estate agent should learn to deliver a thirty to sixty second sales pitch, because people love to buy, they never like to be sold. When you learn to deliver your message at the right time, people will give you the courtesy to listen. If they are interested they will move into wanting to buy, if not you might want to consider backing off the pitch and work towards building that right moment. Successful salespeople learn to sense this and that is why they are son dammed good!

When you get an internet lead you must build rapport, and then use your finely tuned well crafted elevator sales pitch. You now have thirty to sixty seconds to get them to want your system of delivering the listings they want via eMail. Getting them set up sending listings is your best bet to continue the contact and enabling you to keep building rapport to the point of getting a face to face appointment.  By sending listings you will now have the built in formula for the follow up call. Don’t just send listings with out a phone call follow up thinking you are doing your job and hoping that they will call you. The entire point is to use this as the lightening rod that gives you a reason to make contact leading to an appointment.

The entire strategy is not a drip email campaign it is prospecting at it finest, getting you to that critical face to face appointment and as NAR tells us, you will have a 75% chance to be the agent of choice by being the first agent they meet with. With 50% of all people that fill out a form on the internet making a move with in 1 – 18 months, this is a hot list to target and you would be wise to hone this skill.

Do not place a person on drip email during the prospecting stage and if they will not answer your phone calls, don’t automatically send them listings to view. Send one email to try to establish contact, who knows the phone number might be wrong. If they will not engage with any sort of contact, then move them to your drip campaign because at this point you have nothing to lose.

If you can see that the relationship is developing in a way that is positive, this will lead to the face to face appointment. If after a couple weeks the prospect has been avoiding your calls, cut them off. Send an email suggesting that they call you if they would at anytime in the future like to continue their home search. If they email asking to stay on the system, eMail them back asking for a phone conversation to discuss their future needs. You need to call because you need contact in order to gain that all important face to face appointment. If they email you asking to stay on the system, email them back with instructions to call you. I have to make this abundantly clear; prospecting is about building the relationship to the point of getting a face to face appointment.

I consider Real estate sales to be a contact sport and it’s not meant for sissies!

Your entire goal is to establish rapport to gain a face to face appointment. At anytime in the sequence of your established goal, the game is changed; you can now put your prospects on drip email. Drip email should only be used as a means of keeping in long term contact with potential clients or past clients that are not in the market to buy or sell. This determination is rather simple, they are in a 120 day time frame or they are not. If they are inside of 120 days deliver items of value and that would be listings that meet their goals. For buyers or sellers on your list that you either do not know what their plans are, they have already bought and sold or their plans are outside the 120 day prospecting period. They go on your long term contact strategy and that involves marketing with your real estate blog.

Read this article on Real Estate Blogs to expand on email strategies.

To recap The Chunk Method of Selling

Build Rapport
Elevator Sales Pitch
Qualify Their Needs and Ability
Send Items of Value (Listings)
Continue Building Rapport
Get a Face to Face Appointment
Contract Signed

James Osmar

SellingToolz Ltd.

800-409-9850

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Real Estate Websites with Video |The Amazing Benefits

Posted by James Osmar | Posted in Real Estate Training, Real Estate Videos, Real Estate Websites | Posted on 15-01-2011

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Real Estate Websites

Real Estate Websites with video and many of the internet tools that are available today are so powerful when used correctly; I am curiously amazed that so many real estate agents are so slow to adapt to such great opportunities.

Video on your real estate website offers so many benefits that I am actually puzzled that real estate agents have not been drooling over the potential to increase and enhance their real estate sales. It’s use as a marketing tool, listing presentation tool, a pre listing tool, buyer presentation tool, free traffic tool or search engine ranking tool. I mean the list can go on and on, yet most Realtors® are afraid to get in front of the camera or unwilling to spend a little money to get a video made.

I am going to share with you some incites and strategies that I find fascinating. As a marketing tool it blows away other mediums in terms of price, reach and the ability to track results. The cost to get a video made with twenty or thirty photos is about a tenth that of print medium and the video can stay working for you for years, pushing visitors to your website by attaching a simple link. Pretty much any one can take some photos, so there really is no reason not to include this as one of your top marketing strategies.

One of the biggest benefits happens when you get your listings on YouTube, not a virtual tour site because there is very little organic or free traffic that comes from these sites. You have to be able to put the YouTube video on your website so that you can direct visitors to your site with email, word of mouth and other marketing efforts. It is essential that you have a website with the proper lead capture technology; I say this because internet lead generation has now become the most effective ways to increase your real estate sales.

Get the video of your sellers home onto your website, call your sellers and tell them that you are going to send them the link to your site with an attached email letter that they must send to all of their friends. This attached email hass a prewritten email they can copy and paste, it contains a P.S. to have them forward this email as a super big favor to all of their friends.

Stress to them the importance of this, because if they get their home sold in the first forty five days it could mean a significant difference in the final selling price. This is because they will not have to deal with a price reduction in forty five days and as a rule the buyers that come in later on in a listing will know that their home has been on the market and very often will be encouraged by this to make a lower offer.

Now you have done two things, you have motivated them to email to their list and you have set the stage for a forty five day price reduction.

To illustrate, if your sellers have fifty friends in their database and if their friends that have been encouraged by the P.S. in the email, forward this email to their fifty friends, that would be 2,500 emails all linked back to your website. The numbers of free visitor traffic can be enormous, if only ten percent participate in this viral marketing effort that would be 250 people that your sellers have silently referred and directed to your website. All for the inexpensive cost of a video, and your sellers are doing all the work… Gives me goose bumps thinking about it!

We just did a new video yesterday for a London Ontario Condominium; Brian Byrne of RE/MAX Centre City Realty has just added the video to his website. Take a look Turn Photos into Video. They really do add a lot of Wow factor, one more big benefit for using video as they impress the heck out of your sellers. I love it because almost all sellers start telling all of their closest friends and family to go look at the video.  Notice how you can add your website link for driving additional organic traffic back to your real estate website.

James Osmar
Real Estate Agent Training
SellingToolz Ltd.
800-409-9850

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Realtors® – One Dollar Web Page

Posted by James Osmar | Posted in Real Estate Websites | Posted on 25-10-2010

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Real Estate Agent Websites <<<----  CLICK HERE ----->>> Real Estate Agent Training. Every Realtor needs at least one web page and ideally Real Estate Agents should have several websites. Each website should be set up to target specific areas of the real east market. This short video will quickly show you the muscle behind this incredible little lead generation tool.

One Dollar Web Page
A Division of Selling Toolz Ltd.
800-409-9850

Real Estate Training – The Purpose of an Ad

Posted by James Osmar | Posted in Real Estate Training | Posted on 26-10-2009

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Real estate training has taken on many meaning over the past decades. Today is so much more different then the past where most of the Realtors efforts where focused on scripts and dialogues. Today many real estate agents are shooting out of the gate and doing over 200 deals a year in just a few years.

Do you think the training that real estate agents do today is different then it was even a decade ago?

My name is James Osmar and I think that Realtors today have to use a mix of old and new training skills. Just as Roger Bannisiter broke the 4 minute mile... Today real estate agents are regularly shooting past 200 deals year...

James Osmar
SellingToolz Ltd
800-409-9850

Real Estate Training

Develop a Loyal List of Real Estate Referral Agents

Posted by James Osmar | Posted in Real Estate Referrals | Posted on 19-02-2009

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A video used to be embedded here but the service that it was hosted on has shut down.

Use this script and you will be able to benefit real estate agents, buyers and sellers. Canada Referral and United States Referral are one of the largest referral directories on the continent.

http://www.sellingtoolz.com/bundle/

Win Over Private Sellers With Very Little Effort

Posted by James Osmar | Posted in How to Private Sellers | Posted on 16-02-2009

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A video used to be embedded here but the service that it was hosted on has shut down.

Prospecting private sellers using a for sale by owner website as a listing tool. Use this tool as a proactive way to work in the private seller market or keep it as a back up system to use when after everything that you have said to show the sellers that you can get more money, they surprise you with the decision to sell on their own.

This listing tool comes as part of the recession busting bundle, you get the private sellers listing tool, a membership to United States Referral and Canada Referral with training on how to implement it into your listing presentation. And you get the Red Hot Prospecting Web Page... with instruction on how to use video to get your buyers and sellers to do your prospecting for you.

http://www.sellingtoolz.com/bundle/

Getting Business Owners To Drive Buyers and Sellers to Your Website…g

Posted by James Osmar | Posted in How to Web Page | Posted on 18-01-2009

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A video used to be embedded here but the service that it was hosted on has shut down.

As a Realtor your primary job is to develop and seek out new buyers and sellers. The best real estate agents in the business are the best because they have figured out how to build systems that find massive sources of new business. In this video you will lean a strategic selling strategy that when applied properly will easily drive hundreds if not thousands of prospective real estate buyers and sellers to your website. I will show you how to get local business owners to do your prospecting for you... and they will line up to do it.

http://RedHotWebPage.com