Blog

As a licensed Realtor in California for the last three decades, Don Dunbar has diligently built relationships with numerous clients and solved issues that could stand in the way of a successful real estate transaction. Don’s point of view is that everyone deserves the chance to own their own home — even if their financial situation is less than perfect. That said, he has earned his glowing reputation by working with buyers of all income levels and helping them find the keys to their dreams. 

Don’t Need a Full Listing Presentation?
Try a Two-Sentence Close.

In some cases, giving a full listing presentation just isn't necessary. If you sense that someone is ready to list with you, try an alternative I like to call the two-sentence close.

If the homeowners aren't interviewing anyone else and they've made comments about working with you prior to the appointment or when you were looking at the home, they might be anxious to get started.

Tap the overlooked niches in your market for more listings…No prospecting needed!

Objections - almost every FSBO seller has them. But it's how you respond that will make the difference between getting the listing and getting shown the exit. Here are strategic responses for common objections. 

Kate Adams is a Realtor based in Pasadena, California whose undeniable passion for architecture shows in each of her transactions. Since earning her real estate license in 2001, Kate has lived in other areas of the West coast, including Oregon, but it’s clear she has a fierce love for Pasadena, the place where she grew up and first came to love architecture.  

When COVID-19 first took hold of the United States in Spring 2020, Madison Reeves, a Realtor with Keller Williams Realty in Black Hills, South Dakota, had been licensed less than one year. While she could have backed down from her new path and declared it not the ideal time for a drastic career change, she instead rose to the occasion and embraced the challenges head on. 

Are you ready for 2021? Let us help you. In part 2 of this blog, we'll share how to keep track of your new goals and adjust when things happen. 

Are you ready for 2021? Let us help you. It's time to figure out your goals and how you'll tackle them systematically for true success as an agent. 

If you really like what you do, you'll never stop looking for new ways to improve. You can’t just "go through the motions" and do things the same way if you want to be the best you can be.

When was the last time you listed a FSBO? It’s no secret FSBOs can make great leads for agents, but you have to establish a strategy to work with them and convert them on a regular basis so it grows your business.

Real estate is a demanding business. It requires you to be on call at all times and often to work nights and weekends. It's not surprising that many agents get burned out and ultimately decide to pursue another path. 

Divorcing homeowners offer a unique opportunity to the right agent willing to put in the work to list them. 

Back in March, COVID-19 hit the U.S., and the real estate industry was thrown into a tailspin. Agents across the country were forced to reevaluate and make changes to keep their businesses afloat.

Even if there's still some uncertainty surrounding Halloween and whether or not some of the most popular activities (i.e. trick-or-treating and fall festivals) can take place, that doesn't mean it isn't a great opportunity to market your business. 

 About 79 million people were born between 1941 and 1960. These are known as the "baby boomers."

We recently spoke with two different agents who do a lot of work with vacant listings. Check out their interviews with our team below to see how they approach and land the listings. 

Are rude sellers driving you crazy?

Every agent has dealt with rude sellers, the ones who call you at 10 P.M. demanding attention right then and there.

But how do you deal with these unsolicited confrontations?

Whether your sellers are complaining about a lack of offers or a failed inspection, it's important to respond to their needs with care and tact. After all, your business relies on happy clients who will recommend you to others.

People are packing up their flip-flops and sunblock, ditching the Jimmy Buffet playlists, and getting ready for a new season of early morning to-do’s, freshly ironed business clothes, and afternoons of sports-practice chauffeuring.

As a real estate agent, what effect does the seasonal change-over have on your business?

Are you prepared to continue nabbing new listings even as the market declines over the next few “off months?”

Texting your friends and family a lot these days? Guess what? You can text your real estate leads too. Here's how to do it so it leads to listings! 

Wondering how you can dominate listings in your local neighborhood? Or maybe a prospective neighborhood where you hope to do business? It's simple. 

Guerrilla marketing might sound intimidating, but it's really just another way of saying "out of the box" marketing.

Steve Dozier has been a real estate agent since 2001, and over that time, he’s built a solid business and handled millions of dollars in transactions. 

To say the year 2020 is an unusual one is an understatement. But unlike many housing analysts predicted, the housing market remains strong, and experts now believe a crash is highly unlikely. 

Owning a real estate business has the potential to be a stressful career. There are a lot of reasons for this, and you're probably familiar with most of them. But with a few strategies, you can elevate your career from stressful to satisfying. 

Rick Culp, a 24-year real estate veteran from Denver, has previously talked with our team about his FSBO open house strategy.  

Text messages are poised as the most preferred mode of communication for the next generation of home buyers and sellers. When you consider the fact that 96% of Americans own a mobile phone, it's certainly no surprise. 

John Eccles, an agent with Keller Williams in Maine, has been in real estate full time for about a year and a half. 

A big part of being a real estate agent is helping people, and there's nothing more rewarding than helping people who are experiencing a tough time.

Good job going after the expireds market! Now, keep in mind these 3 important things that will set you apart from other agents who have tried and failed. 

CJ Garrett Roth, owner of the brokerage Low Country Charmed in Charleston, S.C., has been an agent for 17 years.

Congratulations! You've landed the listing. That's great news! 

But there's also some bad news. The sellers are insisting on a too high price. You know the home will never sell at that price. So when the time inevitably comes to ask for a price reduction, how do you go about it?

With over a million agents in the industry, standing out and getting FSBOs to list with you is a huge job. There are a lot of agents going after them, calling them, mailing them, and pursuing them to get them to list. So the campaign that you use makes a huge difference on your success.

Despite rising coronavirus cases across the country, the real estate market is continuing on an upward trajectory. 

Have you ever had a setback in life or a failure that really knocked you backward? They happen to all of us. We're humans; we're not robots. We do make mistakes. So when it happens, how do you recover?

Here are 6 ways that have helped me get back up, pull my crap together and move on with life. I'd like to share them with you today.

If you’ve ever worked with inherited home sales, you know how emotionally charged the process can be. Not only has the person selling recently lost a loved one, but there are often multiple players involved — some of whom don’t agree on what should be done with the home. 

With a background in nursing, Rahim Charania, an agent from London, Ontario, got into real estate in a nontraditional way. 

What holds you back in life? Limiting beliefs are one of the major things that prohibits people from achieving their goals. It has happened to me. Maybe it's happened to you. But what can you do about it? 

Rick Culp, a Denver real estate agent, says that when he first became an agent, he dealt with the same struggle all new agents encounter: getting solid listings. He tried working with buyers, but even buyers were skeptical of his skillset, since he had no listings. Then, one day, Rick struck gold with his first FSBO.

 
Are you successfully farming an area for your real estate business?

At some point during your real estate career, have you had to work with a seller or buyer with unrealistic expectations?

You hear me say it all the time:

“Keep working smart!”

“Work smarter, not harder!”

But without explaining exactly what I mean, I can’t possibly expect you to follow my advice, now can I?

After bottoming out in early April, home buyer demand has since climbed 54%. 

While you’re adapting your business to effectively operate through the COVID-19 pandemic, there’s a good chance your referral partners are doing the same. 

While real estate can be a highly lucrative career choice, it’s also fairly inconsistent. While you could rake in tens of thousands one month, you might have nothing coming in the next. But that doesn’t mean you need to work a 9 to 5 job to avoid the cycle of feast or famine. 

Even though this spring season has been anything but normal, we are still heading into the summer months, when people historically are more likely to buy and sell homes. 

“You have to reevaluate why you're doing this business. If you don't reevaluate why you're doing this, you're in the wrong business — any business.”

These days, virtual is the name of the game. And the next best thing to being able to reach people in person is to reach them through video.

Since mid-March, the real estate industry has been heavily impacted by the COVID-19 pandemic, with market slowdowns reported across the country. But despite a steep drop off in the first few weeks since the country went on lockdown, it seems things are slowly improving.

When you’re spending more time doing business remotely, you can focus your attention on things you wouldn’t normally have time to do.  

While the world is relying more on virtual communication than ever before, that doesn’t mean the art of personal communication is lost. 

It was Fred Rogers who famously said, “When I was a boy and I would see scary things in the news, my mother would say to me, ‘Look for the helpers. You will always find people who are helping.’”

Do you know the difference between a long game and a short game? It pretty much applies everywhere in life, including real estate. 

Since it first broke out in the United States last month, the coronavirus has caused a shift in virtually every aspect of our lives. 

Nicole Duran, an agent from Chicago, has been in real estate for 11 years. Her approach is less conventional, but in times like these, it’s keeping her in business. 

During the COVID-19 outbreak, agents everywhere are having to find new ways to do business. Thankfully, we live in a time that allows us to conduct a lot of our business virtually. 

“I tell them all the time, ‘There is a delay; there is not a denial.’ We may have a few delays, but we don't have any denials here at House Hunters Realty.”

It’s easy to watch the news these days and feel helpless. We wonder if small businesses will weather this storm. We wonder how we'll survive the kids not being in school. But most of all, we wonder how COVID-19 is going to impact us and our families. 

Let us paint a little picture. It's 1995, and the real estate landscape is worlds away from what it is today. 

Being positive will literally keep you in business. Here's why. 

We recently talked about all the reasons the housing market wouldn’t crash because of the coronavirus — but that doesn’t mean it won’t take a temporary hit. 

No one can deny that the market is changing. In these difficult times, strategic budgeting is absolutely crucial to your survival as a real estate agent. 

Just four years after they started in real estate, Bryan and Colleen Souza weathered the storm of the Great Recession. The Fresno, Calif., real estate pair has now been in business for over 16 years, during which time they’ve sold more than 650 homes — $165 million in real estate.

The market is uncertain at the moment, but your plan doesn't have to be. Be a smart agent and figure out a way to thrive no matter the conditions. 

It’s all you hear on the news, it’s all you read in the papers, and it’s all you see on social media. The coronavirus is everywhere, and it’s safe to say that everyone is scared, both of the disease itself and the potential economic implications of the whole country going into a temporary quarantine. 

With recent concerns surrounding COVID-19, how should agents handle the typical tasks of showing a home to an interested buyer?

More people are staying home or curbing their social and professional gatherings. But with the help of a few applications, you can conduct business as usual with real estate clients. 

The Association of Real Estate License Law Officials estimates there are about 2 million active real estate licensees in the United States.

That’s a whole lot of Realtors competing for a constantly fluctuating pool of clients.

Every agent has weaknesses. Learn how to overcome yours for optimal success in your real estate business! 

We all have our opinions about working with expireds. 

They're one of the most obvious niches of real estate, yet also one of the most despised.

Why is that? And how can you, as an agent, conquer them? Keep reading. 

 If you love the idea of selling real estate but find the prospect of calling people and making connections uncomfortable, then read on. This blog’s for you!

HomeDiary takes all the information about a listed home and puts it into one sleek location that appeals to buyers. Think of it as online dating - but for properties. 

 Need to share your best reviews with the world and leverage them to get more business? Try RateMyAgent.com for free today! 

Looking for a simple and meaningful way to stay relevant to your real estate sphere in 2020? Lolo Gifts can make it happen! 

Get to know people in the community by representing a cause you (and they!) care about. It's a great way to meet leads and build rapport. 

Giving a gift to a client after a transaction is a common thing for agents to do. And for a good reason.

Don't let this season be a fa-la-la-LOP when you could be marketing your real estate business to old and new clients! Here are some tips to make it happen. 

Open Houses aren't always a big hit with agents, but OhGuests is here to help take them to the next level, as well as increase the number of leads you get! 

The task list that goes into marketing a listing can be quite a feat - but you can make it easier on yourself with Rela, a full-service marketing platform that does the hard work FOR you! 

First impressions matter, especially when it comes to what buyers see on a listing! Learn from Tim Denbo, CEO of RealEZPhotoFix, how to spruce up all your real estate photography and grow your business. 

Did you just write five cards and get a hand cramp? Are you looking for a new and highly effective way to reach your sphere? Addressable can help you - and you can try it for free! 

Tired of going to the same stuffy functions and pushing your business cards on people? Good news; you don't have to. Try a new tactic for keeping up with your sphere and growing your business. 

Don't let discount selling schemes with sites like Zillow and Redfin get you off your game. Prove your skills to sellers, show your value as an agent and get more listings. 

Want your recently sold listing (Congrats, btw) to turn into MORE listing opportunities? Here are six ways to make it happen! 

Are you ready to gobble up more sales? Try a few Thanksgiving marketing strategies to connect with others, promote your brand and get more listings before the end of the year! 

Want to grow your business, grow your sphere and make more sales? Get a little creative and host an event! It's easier than you think. 

Your to-do list as a real estate agent should always have "following up with leads" on it. Don't be afraid to reach out either - it's going to take more than one time to get the listing! 

List more homes by playing "matchmaker" with buyers and sellers - follow these tips and you'll find more perfect pairs to grow your real estate business. 

Not all sellers are the same, so get to know them by asking the RIGHT questions that will lead to a relationship - and, eventually, a listing. 

Trying to be in two places at once? Guess what - you can do it! Here's how to hire a virtual assistant and get twice as much work done in half the time. 

Do you know what makes YOU stand out from the crowd? If you aren't sure, it's time to find out - and use your personal story to grow your real estate business. 

Who's in your address book? If you haven't looked lately, it's time to look again. The people in your sphere of influence are a fantastic source of new business! 

Would you like to attract clients while also building trust and rapport? Here are 7 steps to building up great reviews and obtaining a higher rank on Google so you can. And the best part is, it costs nothing! 

Are you nervous about your FSBO listing appointment and the objections you might encounter? Here is sound advice for how to tackle objections the new way, so you can help FSBO sellers see past their reservations and look forward to listing with you.

FSBO Sales Appointments Part Five: It's time to get that listing! With a few smart strategies, the sellers will see how you can solve all their problems and sell their house. 

Are you a bold agent who isn't afraid to knock on the door or ring the bell to meet FSBOs face to face? Here's some advice to use that skill and get listings!

FSBO Sales Appointments Part Three: What are you doing this Saturday? How about visiting a few FSBO open houses? Learn tips for maximizing this strategy and getting closer to a listing.

FSBO Sales Appointments Part Two: Heading over to a FSBO's house for a basic preview appointment? Read this first for tips on building rapport so it's easy to list them later! 

FSBO Sales Appointments Part One: Are you planning to use the "I Have a Buyer" Strategy? Read this first, and understand why you'll need to build trust with the FSBO lead before you use this line. 

Need to call a hot FSBO lead but could use a little guidance on what to say for your first phone call? Here are some tips for scripts, whether the lead is ready to be closed or just warming up. 

Should you spend your time or your money to get listings? That's a huge debate that I hear a lot. Often, when you have money, you don't have time, but when you have a lot of time, you don't have the money.

The start of the school year is one of the best time to target parents.

Here are six ways to turn For-Sale-by-Owner leads into listings. Obviously, there are many ways to go after a FSBO and get a listing appointment or get a preview appointment.

But I want to talk about some of the most popular ones and some variations of them that you can do to actually get more of these sellers to respond and give you a listing appointment. 

Have you ever had that project that you just don't feel like doing, but you know it's critical to your success? 

Let’s talk about three tips you can try to help you knock out those projects, and most importantly, have fun doing it.

Have you ever started a new week, and you have already feel like you're running behind and overwhelmed?

Let’s talk about how you can start every Monday without feeling overwhelmed, but rather feeling motivated and ahead of what needs to be done. 

Have you ever thought to yourself, Man, I wish I just had more time. I have so many things to do. I am so busy.

I think we all want more time in our lives. I'm going to share with you three tricks that you can use to do more with less time, ultimately putting more time in your life. 

Have you ever felt pressure to structure your day the same way as someone else?

Maybe you’ve heard contradicting productivity information that confused you? 

For example, it seems like everyone talks about being a “morning person”. 

But there’s also a lot of information about being a night owl that contradicts it.

Or maybe you’ve tried a productivity system, only to get discouraged? 

Have you ever had an amazing day ...where everything seemed to go perfectly? 

How would you like to have that happen every day? 

It may be hard to believe but it’s possible.

Lets face it... If every day was as good as our best day we’d have an amazing life, right? 

But the reason we have bad days is because we structure our days incorrectly. 

 I’m going to show you how to make every day a good day...

...so every day can be productive and fulfilling!

Would you like to be more productive and get more done in less time? One of the ways is to increase your discipline, but an even faster way to do it is to remove distractions.

Want to learn to be your MOST productive self, avoid needless distractions, become more strategic and grow your business? Check out our series on productivity. 

How to Make Every Day a Great Day

Increase Productivity by Eliminating These 11 Distractions 

How to Plan Your Ideal Day 

Six Ways to Start Over After a Setback or Failure

Overcoming Limiting Beliefs that Hold You Back

The Top 3 Ways to Do More With Less Time

How to Stop Feeling Overwhelmed and Start Being More Productive

3 Ways to Get a Difficult Project Completed Easily

Have you ever wondered how to hire a real estate assistant but weren't sure exactly how to do it? 

Here are the steps you need to take when hiring a real estate assistant.

Curious about your power as a real estate agent? We’ve identified four types of “powers” agents have.

It’s no secret that salespeople are normally not very trusted. The Gallup poll has been doing a consumer report and publishing stats for years, evaluating which professions are the most trusted among Americans and which are the least trusted.

Uncertain about whether you make the most of your time? Ask yourself these questions to find out if you're spinning your wheels without creating movement.

 Listen up: hard work alone won't make you successful. Most of us, myself included, have bought into the belief that if you hustle or grind and work 24/7, you are going to be successful.

Most salespeople, when they go out and talk about their product or service, are competing with multiple competitors. If you're a real estate agent, there are over 1.3 million agents just in the United States that you have to compete with.

Traditional advertising is still a terrific way to promote your business. There are obviously a lot of ways to do this, but I want to talk about the three most important ones.

 If you network correctly, it can be a huge source of listings and deals for your business. Networking is all about building relationships and connecting with those people on a consistent basis to stay in front of them.

I know when most people think about open houses, they think they are a lot of work or they think they draw nothing but “tire kickers” — buyers who are driving through the neighborhood and are stopping in just to stop in.

If you think about it, though, most open houses, when they're done correctly, will also attract a lot of sellers.

Another great way to get listings is online reviews. Online reviews impact purchasing decisions for over 93% of consumers, according to a survey conducted by Podium.

The first way to earn leads is by using your sphere of influence through social media. Social media is a really good way to tap into a lot of leads quickly and stay perpetually in front of them.

 Have you ever wondered how you can get listings from homeowners who are facing difficult times — maybe somebody going through a divorce or at risk of foreclosure? In these instances, homeowners need a compassionate agent like you to help them sell their homes.

Thanks for watching. 

 Another really good source of leads that a lot of agents overlook is investment homes. Because real estate is a prime place for people to invest their money, there are a lot of different types of investors out there who do things like fix and flip, buy and hold, and invest in vacant lots. 

Another good source of business is vacant leads — not only vacant homes but vacant land, as well.

In our previous blog post and video, I discussed referrals from your sphere of influence as one way to get listings. In this blog, I’ll tell you about five more ways to get listings from competitive sources.

One of the best ways to get leads is probably the most obvious: referrals from your sphere of influence. But it’s not enough to just say, “Go get referrals.”

Chris Smith, founder of The Curaytor and host of the #Watercooler Podcast, is no stranger to social media, with more than 38,000 followers on Twitter and more than 40,000 on Facebook.

I don’t know about you, but I love connecting with people.

Long before social media became the mainstay it is now, I was regularly calling and emailing friends, professional prospects and clients, asking them for feedback and reviews or just checking in. I thrived on it, and they were happy to engage with me because it was clear that they mattered.

We discussed in Wednesday’s blog why leads sometimes go cold and what you can do to reestablish a connection. In today’s blog, I’ll discuss a few tactics that will prevent leads from going cold in the first place.

No matter how long you’ve been a real estate agent or how experienced you are, having leads go cold is a common hurdle we all face. Understanding why this happens and how to get back in touch with people can be challenging, but reviving cold leads is an important skill for your business.

Have you ever heard someone’s words, but because of their delivery, you digested an entirely different message than the one that was intended? Tone is an undeniable part of how people perceive and interact, and in the field of real estate, it’s particularly important.

Let’s face it — if we’re going to earn the trust of our clients and assist them with such a large investment, we have to relate to them through more than words. Factors such as consistency, positivity and professionalism really matter.

 Here’s an important question every Realtor should be able to answer:

What is your marketing approach?

Did you know that according to Hubspot, 97 percent of people start searching online to find a local business?

If you’re a Realtor, you probably already have a website. But not every website actually brings in quality leads — does yours?

Sheri George has been a real estate agent since 1999. She specializes in luxury homes and working with first-time homebuyers. She recently moved from the east to west coast and is now working on rebranding herself.

Real estate is an industry full of ups and downs. Listings might come in bunches, and then you might go a while without any. Sales might boom, and then they might dwindle. But dealing with this ebb and flow is just part of being a Realtor.

Dennis has been a Realtor for seven years. He got into the work after retiring as a Vice President at IBM. He especially enjoys working with first-time homebuyers — many the same age as his adult kids — because he likes mentoring them and ensuring they’re making smart decisions.

Communication is important in any type of relationship. Communication allows you to explain to someone else what you are experiencing or feeling and what your needs are at any given moment. 

If you’re reading this, chances are, you’ve heard about our book program — and maybe even use the books yourself. Our MyBooks members have access to 14 books they can personalize and give to prospects to improve and grow their businesses.

Mark has been a Realtor for six years. He does about half his business with investors, about half with traditional residential buyers, and does a little work with commercial properties, as well.

Even the most experienced Realtors make mistakes during listing presentations. There's a lot going through your head, and it's easy to miss out on a detail or two.

Listing presentations are won when you can simultaneously prove your work and overcome objections. Here are 7 listing presentation mistakes and how to avoid them.

David has been a real estate agent for 15 years and just got his broker’s license, a requirement in his state. He works on residential properties, as well as light commercial properties, including churches and warehouses. With a background in construction, David also works with a lot of new construction.

We talked with David last year and were curious to see how things are going for him now. David generously agreed to give us an update about his work.

Most agents plan out their marketing budgets for a quarter or so at a time. Naturally, new advancements or products are put out or improved throughout every year.

The key is to know what new technology can help you get more listings and what products aren’t worth your money and time.

"I think it's powerful because my contacts have never gotten anything resembling this from any other agent. It makes me look like an expert in my field."  

Les started out as a real estate investor in 2004. He made the leap to Realtor in 2016.

"I've used Smart Agent Books for a couple years now in many different ways. Most recently, I offered it as a free gift to come to a senior seller's home webinar that I put on."

The most successful entrepreneurs have one thing that sets them apart: Resourcefulness.

They understand that success is not about what you have, but rather how good you are at dealing skillfully and promptly with new situations or obstacles.

Gary has been a Realtor for 33 years. While he works with clients of all kinds, he specializes in working with waterfront owners, condo owners, and higher-end properties in a resort market.  

• Number of books given away: About 100

• Listings received with the help of the books: 4

• Biggest benefit of using the books: “I have been competing with other high-end Realtors for listings, and the book is a turning point.”

We’ve talked before about how important and impactful your online brand can be.

When used effectively, your email and social media marketing can help you form relationships with leads and build their trust in you.

Sean has been a Realtor for 15 years. He works in a large area with a wide variety of people, including both residential and commercial clients. Sean previously recorded a video and spoke with our team, and we wanted to check in on his success. You can read what he said before and watch his video here. Read on for an update on what’s happened since we last spoke with him.

• Number of books given away: About 100

• Listings received with the help of the books: 5-10

• Biggest benefit of using the books: It works as a way in the door to get that first meet-and-greet, and then if you do good follow-up…It'll give you good credibility, like it's supposed to.

Sending a newsletter to your email list is the perfect way to stay in touch with your former clients and leads, without constantly giving them a sales pitch.

When done well, newsletters can keep cold or inactive leads around until they turn into listings, while simultaneously building your brand.

“The book lends credibility and is a great tool for a new agent like me competing with agents with many listings and experience.”

Johnathan just returned to the United States in 2017 after teaching English abroad for nearly a decade. He renewed his real estate license in October last year.

He has been a Smart Agents member for about 2 months. 

If you're a veteran in the real estate industry, you know just how much it's changed, even in the last 10 years. Technology now plays an integral role in how people search for properties and even how real estate agents reach and communicate with leads and clients. 

“I've always been the brokerage’s expired king, but when I bought those books and started adding them onto my expired letters, I sealed the deals.”

Jeff has been in real estate for 2.5 years and specializes in expired listings.

He recently started handing out an expired book along with his expired letter.

You may be a veteran real estate agent who struggles to get clients. On the other hand, a newbie agent in your market could be killing it. How is that even possible? Shouldn’t you be way ahead of the new guy?

So what’s the problem?

It’s simple; you could be pushing clients away. You’re probably trying too hard to get clients and in the process killing your business.

Sleazy sales tactics simply don’t work anymore — not just for real estate agents, but for any kind of salesperson. 

“Believe me. I have seen a lot of different marketing programs out there, and I tell you what... One of the best, unique branding things that I've ever come across is Smart Agents and their books.”

Raymond has been a licensed Realtor since 1984. He keeps an assortment of books in a plastic storage container in his car so he’s always ready to give them out at a moment’s notice.

“Wherever I go, I drop them off. I don't care if I'm getting my oil changed. Wherever there's waiting room, I'm dropping them off.”

If you're a Realtor, you know how crucial social media can be to establishing and building your brand. But have you been including LinkedIn in your social media marketing strategy? If not, you may want to start today!

Your email list isn’t your most crucial prospecting tool, but it can be if you use it the right way.

“I've gotten wonderful response. It really differentiates me from the million agents that are calling them.”

Scott has been a Realtor for 15 years and specializes in expired listings. He says his books set him apart when he's prospecting. 

What’s the appeal of working in the high-end market, you ask?

The answer is pretty simple. The higher the purchase price, the higher your commission. You can list fewer houses and make more money doing it.

"It has been the best marketing money I have spent."

Travis started out in real estate six years ago and became a Smart Agents member in the last 10 months.

He's been able to acquire over $3 million dollars in listings, as well as six buyer clients.

First off, congratulations on becoming a newly licensed real estate agent! You've entered an exciting market with the possibility of a huge financial return — if you know how to work smart.

Are there times you seriously consider giving up your business? Are there times that quitting seems like the only option?

Leaving everything behind can sometimes feel like the best option when you feel you've hit rock bottom. But before you take the easy way out, I'm going to tell you why you shouldn't. 

Greg has been a real estate agent for almost five years.

Listing Scorecard

• Length of time using the books: 1 year (on and off; started pushing them at the beginning of 2018)
• Number of books given away: Between 200 and 225
• Listings received with the help of the books: 3
• Biggest benefit of using the books: “It’s made getting those connections and making those connections a lot easier than without having [the books]…I have the ability to capture some of these high net listings that I have not had previously in my business.”

“It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is most adaptable to change.” 

There’s no better way to jump into business in the new year than by following the rich advice of Charles Darwin.

Lynne has been a real estate agent for 10 years. She specializes in selling expireds.

Listing Scorecard

• Length of time using the books: 5-6 months
• Number of books given away: 200
• Listings received with the help of the books: 2
• Biggest benefit of using the books: "It definitely makes you the expert…People are impressed with the fact that you have written a book and that you are an authority on the subject. I just find that it opens doors for me that wouldn’t necessarily be open."

2018 was a good year in the U.S. housing market. As it winds down, there are plenty of stats and figures to consider as you prepare for next year.

"I received my first order of books 72 hours ago. I went on 3 Expired Listing appointments using the book as one who knows why a listing hasn't sold. It gave me a leg up on the competition because I was perceived as an expert in the industry. All 3 Seller's glanced through the book. One signed the listing without reading the book. It's 7pm and I'm at my office with Seller signatures from the other 2 Sellers who read the book, were very impressed and my sign goes up on ALL THREE tomorrow!!!  3 for 3 in 72 hours?? YES!!"

This is the email we recently received from one of our members!

Bob has been a real estate agent for over 26 years. He lives and works about 120 miles north of Las Vegas. His degree and professional background are in marketing, and he recognized that the books could give him credibility and a leg up over the competition in his area.

Listing Scorecard

• Length of time using the books: Around 30 days
• Number of books given away: 27
• Listings received with the help of the books: 7 (3 already under contract)
• Biggest benefit of using the books: You would think that after 26 years, it is easy for me to knock on anybody's door that's expired/For Sale by Owner, and I am scared to death…[the books have] given me a tangible self-worth that I can go to the door of somebody's home with confidence and competence and not be worried about the conversation…I don't have to [think], "OK, you can do this. It'll be alright." No, I just go up to the door and Ring! And just start talking away because I've got that [book], and it's literally been that powerful.

If you were to guess where nearly half of all home buyers find their real estate agents, where would you guess? Online advertisements, maybe? Perhaps those fancy billboards you see around town?

As the current year winds down, business and employees often start to make new year’s plans and resolutions. The real estate industry is no different, and there are plenty of ways you can plan ahead.

The key to resolutions is to stick with them for the entire year, and Realtors aren’t immune to the tendency to lose momentum over time. In fact, there’s a 92% chance you won’t keep your resolutions going for the entire year.

Listing Scorecard

• Length of time using the books: 2 months
• Listings received with the help of the books: Within one week of sending off eight books, she got one listing and one likely listing. She also held an event where she used the books and got five leads.
• Biggest benefit of using the books: "I can set myself apart from the competition. And what's nice is there's not anything new or over the top for me in the book that I'm not already doing anyway."

The following tips for writing effective real estate ads focus on capturing a buyer’s immediate attention.

The suggestions here apply to classified real estate ads and the first sentence in your MLS listings.

Listing Scorecard

• Number of books given away: Around 30
• Listings received with the help of the books: 3 (soon 4)
• Biggest benefit of using the books: "Well, I think it gives me more confidence when I go into presentations. And I look like a real professional. It's different when you go in, and so many people go into these listing presentations without even a presentation… [The books] just give you instant credibility. Instant. And so that should provide [buyers and sellers] with instant excitement and a professionalism that says, “Here. I wrote this book for you. Here's a copy of my book. I'm not gonna try and badger you, but I want you to take a look at this, and it can show you, ‘Here's what I'm gonna do for you.’”

Once again, as we approach the end of the year, you have an opportunity to get any last-minute tax deductions in before December 31st.

This is the best time to purchase amenities for your business so they show up next year on your deductions.

Real estate marketing during the holidays can present many challenges. Potential clients are spending more time with family and friends and less time thinking about their real estate woes.

Many sellers wait until after the holidays to list so strangers won’t disrupt their holidays. This doesn’t mean a smart agent can’t be proactive during the holidays.

Here are some ideas to make the most out of the holidays as a marketing opportunity, rather than a hindrance.

Listing Scorecard

• Number of books given away: About 15
• Listings achieved with the help of the books: 3
• Biggest benefit of using the books: It sets you apart from anybody else. It makes you an authority. Even if it's not read, you've got a book. No one else has got one. And it's not a spiral bound Kinko's book, it's a published book… I was in some competition here, and that may have been the thing that pushed us over the edge to actually get that listing.

In August of 2018, Apple, Inc. achieved what many thought was impossible: a $1 trillion valuation. Apple is now the first — and so far, only — company with a net worth of $1,000,000,000,000.

That’s a lot of zeroes.

Listing Scorecard

• Number of books given away: 13
• Listings achieved with the help of the books: 8-9
• Biggest benefit of using the books: It helps me out the most probably from a confidence level, I think … like the nail in the coffin when you're having a listing presentation. I think it also adds that little extra vote of confidence in that I'm leaving a piece of myself behind. When I've gone to a listing presentation and I've left a book behind, it has a different feeling than leaving a business card, right? I can see business cards get tossed in the trash. They get thrown in the junk drawer or a junk basket of sort, and this is the catch-all area. That's where the cards end up. I think that leaving the book behind and having that is like leaving yourself behind a little bit in that people don't throw books away.

For many real estate agents, nothing is as valuable (or as daunting) as throwing a terrific open house.

While online listings, 360-degree images, and video tours are certainly making waves in the industry, nothing beats a good old-fashioned face-to-face meeting with various people interested in possibly purchasing a home.

So it’s that time of year again, and if you haven’t already planned some specific holiday marketing strategies, you need to get your baster out, my friend!

Thanksgiving presents the perfect opportunity for some “better than grandma’s pumpkin pie” marketing that will have your prospects lining up for seconds…or in this case, picking up the phone to schedule a meeting with you.

Read on to discover:

Frank is a real estate agent with 13 years of experience. However, he recently moved to a new part of the country, which means he has a lot to learn about the area. By using his books, he’s found an effective and profitable way to market himself as a real estate authority — and to boost his own confidence in the process.

Listing Scorecard

• Number of books given away: 15-20
• Listings received with the help of the books: 3
• Biggest benefit of using the books: It sets you apart from everybody else…it makes them feel like they’re getting something tangible, that you care about them, and that you’re working for them.

A “bad review” can affect an agent’s ability to acquire new leads and clients...and not just once. It’s like the gift that keeps on giving...a gift like Aunt Gertie’s annual fruit cake.

Listing Scorecard

• Number of books given away: Less than 100; the first 50-60 were buyer-related, but when she switched her focus to sellers, she got the listings.
• Listings received with the help of the books: 8
• Biggest benefit of using the books: "It just gives some credibility as far as being an expert in the industry."

Scary for other agents, that is.

Our members say our books have completely transformed their businesses.

Rookie agents and veterans alike have discovered the expert advantage our books provide. They all say the books have given them a leg up over other agents, whether they’re making initial contact with leads or trying to seal the deal on listing appointments.

But don’t take my word for it. In this blog post, I’ll share some of our biggest member success stories so far this year, plus advice on how you can use these techniques in your own business.

Through September of this year, 1,241,000 building permits had been approved in the United States. 

There’s a misconception among home buyers that if they want to buy land for new construction, they need only go through the builder’s rep. In the long run, this couldn't be further from the truth.

"It took a week to get a full-price offer accepted. But it did get accepted — one week ago today, and they are closing in October — and it was all because of this book."

Mikki was using her books primarily to work FSBOs and expired listings, but she ended up snagging a buyer referral!

Commercial real estate is a lot different than residential real estate — but, in so many ways, it's exactly the same.

Residential Realtors looking to tap into the commercial market may have more pull on this side of the industry than they think.

Steve is a full-time managing broker who specializes in high-end expired and withdrawn listings. Since he doesn’t have a lot of spare time, he doesn’t actively pursue listings unless they are high-priced and conveniently located.

Listing Scorecard

• Length of time using the books: 9-10 months
• Listings received with the help of the books: 6 listings, all over $500,000
• Biggest benefit of using the books: "On two occasions, they actually listed with me before I even sent them the books, just because I sent them the cover of the book. In other words, they never even got to read the book. They will have already listed it with me just by the fact that I authored the book."

If you know anything about our company, you know we celebrate the great value books can offer those who invest in them. At a time when people are increasingly turning to online outlets to fulfill their real estate needs, we believe there is nothing more valuable than putting a book in someone’s hands.

Books hold value — they don’t get thrown away — and they’re likely to either be kept or passed around from person to person.

According to the National Association of Realtors’ 2019 Profile of Home Buyers and Sellers®, online websites were seen as the most useful information source among buyers at 93 percent.

And 44 percent of recent buyers said the first step they took in the home-buying process was to look online at properties for sale.

If you’ve ever worked House Value Leads, you know the key to getting listings is conversion. If you don’t have a solid conversion system, you won’t get the listings.

Unfortunately, sometimes, you’re competing with top agents or agents who do more marketing than you. If you don’t have a strong conversion system, you often lose listings to more established agents.