Real Estate Archives
7 Steps to Make, Use & Perfect Automated Email Workflows

7 Steps to Make, Use & Perfect Automated Email Workflows

Compiling a solid email list is a time consuming, but incredibly valuable undertaking. And, once you’ve created the perfect email content to help convert that list into customers, the only thing left to do is build an added level of efficiency into the process with a streamlined automated email marketing workflow. As a busy real estate agent, you may not have the time to personally follow up with every inquiry you receive and stay in touch with clients who have contacted you in the past. But, a structured email marketing workflow would take much of this burden out of your hands altogether. 7 Steps to set up your email workflows: 1. Know your goals Before you’re able to build the email marketing workflow that works for you, you’ll have to determine what your ultimate goals are. In the business of real estate, that could range anywhere from obtaining new buyers and sellers to retaining past clients interested in future dealings. There are any number of goals you can seek to achieve. A simple email platform, such as Mail Jet, can make this entire process much easier to work through. 2. Map out your path Each goal you’ve set out for yourself could have a different workflow it needs to follow in order to be successful. The path of emails for each goal will send recipients down differing paths on route to a specified end. Workflows may intersect or merge into one another, depending on the response they receive. For example, a client interested in buying investment properties wouldn’t receive the same messages as a first time home buyer. But,...
What to Do When Your Sales Leads Say ‘Not Now’

What to Do When Your Sales Leads Say ‘Not Now’

Sales is a tedious game of converting leads into paying customers, but, as you know, not all leads end up that way. Data shows that 80% of sales are made after the fifth call, but only 8% of salespeople keep up with leads until then. Regardless of persistent follow-ups,  some cold leads never heat up and some leads convert to customers instantly. However, there are times when a lead is developing well, seems interested, and just when you’re about to close the deal they say, “Not now.” This can be debilitating to hear; almost as much as when in high school you told your crush how you really felt about them and they replied “I like you as my friend!” As a professional you are now confused on what the best next steps are. Do you press them to make a decision? Do you persuade them into closing the deal? Do you ghost them… and never contact them again? First off, there still is hope, so don’t panic and leave them out to dry. Find out what the reasoning is behind their decision to hold off from the sale right now. A common sales qualification term is BANT, which stands for Budget, Authority, Need, and Timeframe. While BANT is not a perfect explanation for every industry, it is applicable and helpful in finding out what exactly is stopping the deal from closing at the moment. All the categories of BANT are broad, so most reasonings will be covered by at least one. If you identify that, you can adjust your approach and plan accordingly. 4 Tips for when your sales leads...
Decoding The Conversion Code for Real Estate Agents

Decoding The Conversion Code for Real Estate Agents

The sales funnel, the sales pipeline and whatever else the kids may be calling it these days, we all know there’s a process to getting a client to actually becoming a client. But have you mastered it that process? Turns out there’s a bit more to it than placing an ad and letting your phone ring off the hook with all those prospective leads. Our friend Chris Smith has mastered this process and turned it into a bestselling book to boot. Chris Smith is one of the founders of Curaytor – a marketing and sales coaching company – and has also worked with several very successful startups and business people. He knows what he’s talking about here and The Conversion Code is proof of that. That’s why we’re breaking down his processes for real estate professionals looking to perfect their sales process and improve the experience of each and every lead that comes into their system. From their first glimpse at your website, to their final decision as they choose YOU as their real estate agent, we’ll walk you through using the Conversion Code for yourself. The Conversion Code for Real Estate Professionals… Step 1: Capturing Internet Leads Isn’t there where all leads are coming from these days? We know, it’s not entirely true, but it’s safe to say that most of your leads and real estate clients are coming from online sources. More often than not, we’re facing the dilemma of properly capturing all the leads that come in through your online sources in the first place. 1. Improve the landing page experience If you’re sitting there wondering what the heck...
The Real Estate Recruiting Questions Checklist

The Real Estate Recruiting Questions Checklist

Interviews are intimidating no matter how many you’ve gone through or how confident you are, but they all have the same end goal. The goal of interviews with prospective agents, specifically, is to understand their qualifications, personality, and general way of doing things in relation to your firm. In order to accomplish this, you often need to ask a comprehensive list of questions that will cover the basics – and then some! There is such a wide range of things to ask that we encourage brokers to be creative and ask unique questions that will get agents talking about who they are and what they’re passionate about. While there’s nothing wrong with the routine questions, (for example, “Why did you become a real estate agent?”) these sometimes generate rehearsed responses, which are of little value. Rehearsed responses make it challenging to determine if an agent’s a good fit! Previously, we created the The Brokerage Recruiting Playbook, in which we spoke with over 150 brokerages to learn their most effective recruiting practices. Now we’re expanding upon the chapter called “How to sign the agents you want” with The Real Estate Recruiting Questions Checklist; a list of questions and tips on what to ask prospective agents. The checklist covers categories such as agents’ relationships with their clients, time management, lead generation, and management of difficult scenarios – all crucial factors in determining if an agent’s a worthwhile addition to your brokerage. Ready to start conducting the most productive recruiting interviews? Read on to get the best questions and tips! Question Focus: Client Relationship What are your small talk best practices? What...
Washington DC’s Top Real Estate Agents Using Contactually

Washington DC’s Top Real Estate Agents Using Contactually

Today, Washingtonian Magazine released the District of Columbian, Maryland, and Virginia [DMV] region’s Top Agents for 2017! We would like to personally congratulate some of these awesome agents this year who use Contactually! Here’s a little bit about each one: Check out this year’s Top Agents Who Use Contactually… 59 of the DC Area’s finest agents: Adam Isaacson, Ai Realty Group A DC native, Adam was the 2016 Best of Washingtonian Magazine Winner out of 30,000 realtors in the Washington Metropolitan Area. Prior to his real estate career, he founded a school textbook supply company. Additionally, he was #1 producing realtor out of 175 realtors in the Keller Williams Bethesda office.   Allison Goodhart DuShuttle, Goodhart Group Born and raised in Alexandria, Virginia, Allison runs a family realty business with her mother, Sue Goodhart. Recognized in 2015’s Realtor Magazine as one of the “30 Under 30,” she has spoken as a real estate advisor at many real estate conferences as well as on CNN, Good Morning Washington and Let’s Talk Live. Andres Serafini, Washington Group A native Bethesda, Maryland resident, Andres prides himself as a prime realtor for domestic and international clients. He currently serves as the Vice Chair for the Greater Capital Area Association of Realtors (GCAAR) Public Policy legislative committee. Andrew Nelson, Trent & Company Group Born in the heart of Washington, DC, Andrew spent a lot of his childhood living abroad, including countries like Italy and Germany, as well as in the Middle East. A George Washington University alum, he started his real estate career at TTR Sotheby’s International Realty. Andy Peers, Individual Agent Having lived all...
Content is the Key: Content Distribution and You

Content is the Key: Content Distribution and You

To some, content may be king but to marketers, content is simply a way of life. It has the ability to set you apart from other companies, mark you as an industry expert, and create new business opportunities. With approximately 88% of marketers incorporating content marketing in their overall strategy, it’s evident that content is taking over, and can no longer be ignored – which is why we’ve created a new blog series around it! From how-to’s to infographics, we’re expanding upon what content is, all that it does, and how it can help your business grow. Ready to become a content expert? Check out Content 101 and then read below to see the first post in our series, Content is the Key: Why is Content Distribution Important Anyway? Although content itself is incredibly important, it’s only about half the battle. You can create content of the highest quality, but if it isn’t properly distributed, it’s nearly useless. The truth is that your targeted audience isn’t likely to just stumble upon your content and become a loyal follower and, unless it’s on the first page of your Google search results, they probably will never hear about you. In fact, less than 10% of people go past the first page, which means that you can’t rely on search engines to drive your traffic. And although there are plenty of other distribution methods, each moment, there are approximately…. 1400 new blog posts 216,000 new Instagram posts, 72 hours of new video on Youtube 277,000 new Tweets … which means that if you do not have a strategy to actively try to put...