Internet leads

No Internet Lead is Exclusive!

Internet real estate buyers visit five sites on average and fill out three request forms. So, at a minimum, there are three Realtors competing for each Internet buyer. Who will that buyer do business with? California Association of Realtors reports 90% of buyers end up doing business with the first person who responds. This means that the first company to respond is much more likely to win the client.

We have seen a 30% increase in lead-to-close conversion just by moving from a 30-minute average response time to a 5-minute average response time. Since the median response time in real estate is actually 16 hours, most brokers can double their conversion by moving to an immediate response process.

Tips for success…Getting the right listing price

Getting the right listing price…..

 

You must do a lot of research in today’s market.  The times of just listing a home for what the seller wants is over.  You need to back up your data and let a seller know where their house fits in to that picture.  You also need to analyze the seller’s motivation at the time that they want to sell.  Ask them many questions and see if they are a serious seller.  In the past, if a seller was only half motivated, it was okay to list their home.  In today’s market, if they are not completely motivated to sell, they will not be realistic in pricing their home.  You need to make sure your seller understands that it is a slower market than last year and that their home needs to be priced accordingly.

 

Janice Baldwin, ASR, CRS, GRI

Stay FOCUSED!!

Today I had one on one meetings with several of my top agents.  At Keller Williams Realty, that is what we do. We help agents stay on track to achieve the goals they set for themselves.  The goals are up to the agents.  Not me.  They set the bar!  I am just there to keep them accountable to the goals they set for themselves. 

What I found is that it is very easy to get off track.  So I am going to tell everyone to stay focused!  Your goals are things that you want to accomplish!  No one can make them happen for you.  Stay focused so that you can have everything you want.  Make a goal board and put it some where that you have to look at EVERYDAY!  Put the actions you need to take in the middle of the goal board.  A dream board, or goal board will not make all your wishes come true.  But it can make you stay focused and do the activities that are necessary for you to acheive those goals.  I told one agent to put a picture of a telephone in the middle of her goal board.  That way, when she is dreaming of her new house, or great family vacation, she will see the phone in the middle of the board and be reminded to get on the phone to find motivated buyers and sellers to work with.  So my mantra of the day is: stay focused on your goals!  Do the actions that are necessary to achieve those goals.  Stay FOCUSED!!

If you have any questions, feel free to contact me at janicebaldwin@kw.com

P.S. I would love to share your goals with you!  I would love to help you accomplish those goals!  Ask me how!

Janice Baldwin

Find The Motivated

It has occurred to me that I did not mention where you are be able to pre-order Gary Keller’s “The Shift” book.  Go to www.millionairesystems.com

You are able to pre-order your copy today!  Do it!  I already have mine ordered!

 

Janice Baldwin

Find The Motivated

I had the opportunity to read some of Gary Keller’s new book “The Shift” which will be available soon.  It is amazing!  It really zeroes in on the needs associated with today’s market.  Let’s face it, the market has changed.  But what has changed?  The cause and challenge of a shifting market is that less people are MOTIVATED to buy and sell Real Estate.  The market shift is really a motivation shift!  Few people are ready, willing and able to buy or sell a home.  Agents can not motivate people; all we can do is find the motivated!  Our only choice is to find MORE of them.  You need to ramp up your lead generation activities to find the ready, willing and able buyers and sellers.  Let’s face it!  Less buyers are able to buy a home today.  Less sellers are able to sell their home today.  Don’t cling to clients that are not motivated because you think there is a scarcity of them.  That is not true!  You just need to find more of them.  I encourage you to read Gary Keller’s new book “The Shift” once it hits the shelves.  It will change your business!  Lock yourself in a room and read the book straight through.  That is what I plan to do.  Until then, concentrate on finding the motivated!  If you have any question, feel free to email me at janicebaldwin@kw.com .

 

Janice Baldwin, ASR, CRS, GRI

Team Leader

Keller Williams Realty Atlanta Partners – Northeast

A Value-Added Agent

Just to summarize, if you have read all of my posts on “A Value-Added Agent” and I hope that you have…The Value-Added Agent is committed, organized and educated and they provide their clients with prioritized knowledge combined with a high level of trust.  Do not under estimate your clients.  Please make sure you respect their time, money and their largest investment…their home!  Master your craft.  Practice and develop systems.  You will build a career for TOMORROW!  It will not depend on the market.  Differentiate yourself from your competition.  Be THE BEST!  I hope that you have enjoyed these posts on The Value-Added Agent.  If I can ever be of service to you, please email me at janicebaldwin@kw.com!

 

Janice Baldwin, ASR, CRS, GRI

Team Leader

Keller Williams Realty Atlanta Partners – Northeast

A Value-Added Agent

The #6 Attribute of a Value-Added Agent is that they have systems, processes and checklists to assure a high level of service.  More service means more commissions.  Some of the checklists I used were listings checklists, buyer’s checklists, and net sheets.  Those were the basics.  But as my team grew, my listings and contracts grew; so did the commission checks I was receiving.  The only way to keep up with the volume was to have systems and checklists so that no one was left behind.  I did not want to forget something important.  DO NOT run you business by the seat of your pants.  Make sure that as your inventory grows and your volume grows you are doing your fiduciary responsibilities for your clients.  If you need some systems, I suggest that you ask the successful agents around you what they are using.  At Keller Williams Realty, we do not believe in re-inventing the wheel.  We believe in sharing things that work!  If you develop a system that works, pass it on.  It can only help our industry as a whole!  Less that 20% of agents use a written interview process for their buyers and sellers.  Know your statistics about your market.  Do the research and be knowledgeable about your area. Be the expert!!!  If you have any questions, feel free to email me at janicebaldwin@kw.com

 

Janice Baldwin, ASR, CRS, GRI

Team Leader

Keller Williams Realty Atlanta Partners – Northeast

A Value-Added Agent

The #5 Attribute of a Value-Added Agent is that they are committed to Real Estate LONG TERM!  Did you know that 50% of agents are out of the RE business within ONE year!  Also, 75% disappear after 2 years!  The statistics are overwhelming!  You should be committed to this business. You spent a lot of time and money getting your Real Estate license and you wanted something from it.  So, be committed to this business for the long haul!  Do what it takes to succeed!  Find the right company that will offer you the right training so that you can succeed!  Do the right activities so that you can have the goals that you want!  Keller Williams Realty has training and consulting for the new, and experienced agent!  If you are interested in more information, email me at janicebaldwin@kw.com!

 

Janice Baldwin, ASR, CRS, GRI

Team Leader

Keller Williams Realty Atlanta Partners – Northeast

Notes From Janice

Can you believe that August is here?  School is starting, and the fall is around the corner.  WOW, this year has flown by.  I CHALLENGE you!  I challenge you to work as hard as you can the rest of the year.  What you do in the second half of 2008 not only will make you money now, but also put you in a very good place for the “new year”.  Did you know that more than half of the agents do not work after October?  They think that the “good part” of the year is over.  But they have the wrong MINDSET.  The fall is the time of year to gain market share.  There is less competition against you.  My best months were in the fall.  Infact, I usually had 4-6 closings in December!  I encourage you to work as hard as you can ALL year long.  Do something different!  Change the way you lead generate one day a week.  Be different!  I am; I went out of my comfort zone and started a BLOG.  Do something to make yourself shine!  But take advantage of the 2^nd half of 2008!  Make it GREAT!

 

Janice Baldwin

A Value-Added Agent

The #4 Attribute of a Value-Added Agent is that they have effective communication tools and USE them!  Did you know that the #1 complaint to the Georgia Real Estate Commission is that agents do not communicate?  Many agents don’t communicate even on the most basic level with buyers and sellers.  Be DIFFERENT!  Communicate with your client on the highest level you can.  The old add edge of “no news is good news” DOES NOT work in the Real Estate world!  Your clients hired you because you are the expert!  Make sure you let them know that.  When you do not know something, be honest, tell them you will get back to them with the correct information and make sure you do get back to them!  After the closing, most agents never contact their clients again!  Most of my repeat business came from the other agent never contacting them again.  So they called me to re-sell their home years later!  Use a database management system and stay in touch!  We must be the best in this industry and let our clients know what we have to offer.  Communication at every step is one way to be different!

 

Janice Baldwin, ASR, CRS, GRI

Team Leader

Keller Williams Realty Atlanta Partners – Northeast