Try these 4 proven seller lead gen real estate marketing ideas:
- Leverage Your Buyers
To generate solid referrals, strike while the iron is hot! After you hand over the keys, show your buyers you appreciate them and provide great follow-up to help solicit referrals.
- Offer your buyers a small congratulatory closing gift (and be creative!)
- Include a small stack of your business cards and ask your buyers to share them with anyone who may be in need of an agent
- Since closing is a hectic time, follow up with your buyers in a week to thank them again – and remind them that you’d love any referrals
Referrals from past clients may not guarantee you seller leads, but this is a great way to open that channel with minimal effort.
- Go After For Sale By Owner (FSBO) Listings
90% of sellers who attempt to sell their own property aren’t able to complete the transaction. This is typically due to some combination of inexperience, limited resources, poor marketing and overpricing.
Trying to sell a home is extremely stressful, especially when you don’t have a background in real estate – presenting a great opportunity for you to come in and save the day! Look up FSBO listings on Craigslist and reach out to offer your services – perhaps a free consultation – to take full advantage of this technique.
- Contact Sellers with Expired Listings
Why do listings expire? Much like we discussed with FSBO properties, it’s typically because the expired listing is overpriced or is not being marketed well. Once again, you have the opportunity to step in and save the day.
In contrast to the FSBO method, you’ll need to rely on your MLS to pull a list of expired listings. Sellers with expired listings may already be working with another agent – but considering that the listing is still on the market and unsold, they may be motivated to explore all options.
Reach out to the seller to let them know that you can help them with their stalled listing. Come up with a game plan on how you will generate exposure for the listing. If the plan is good and pricing is in line with expectations, you may well find yourself representing the seller moving forward!
- Search for Leads on Facebook
Facebook has done a lot to improve their search functionality, specifically in building out the detail with which you can search for people, places and things from your profile page. Did you know that you’re able to look up keywords and locations in the search box at the top of your Facebook profile? Give it a try! If you type in your city along with a few keywords associated with selling a home – things like packing, house hunting or moving, you may very well find individuals in your extended network who could qualify as seller leads.
Your Loan in the Valley
We’re all familiar with interest rates. Most of us have a credit card, student loan, or mortgage, and some of us have all three. And although consumers often are able to lock-in fixed interest rates on certain financial products like certificates of deposit (CDs), interest rates nevertheless are constantly in flux. For example, the federal funds rate—the rate at which banks lend to other banks and the basis for most consumer interest rates in the United States—has moved about quite a bit, from 0.25% to 19% since 1954. What causes rates to vary so much? There are many reasons, but two key factors are the supply of money and inflation.
The Money Supply
The US central bank—better known as “the Fed”—has two primary goals: full employment and stable prices. The Fed seeks to achieve these goals through monetary policy that can increase or decrease the money supply. The Fed primarily controls the supply of money by buying or selling government bonds through a process known as open market operations. Banks hold reserves at the Fed and through open market operations the Fed enters into transactions with banks to buy or sell government bonds. When the Fed buys securities from a bank, the Fed increases the amount of money in the bank’s reserve account at the Fed. With a greater supply of money on hand, the bank has an incentive to reduce the rate of interest it charges borrowers.
The interplay between borrowers’ demand for money and lenders’ supply of money also has an impact on interest rates. At the micro level, if a bank experiences greater demand for its loans relative to its supply of deposits, then its interest rates tend to rise. In order to lend additional money, the bank must incur additional costs—either from borrowing money from another bank, raising capital, or increasing the rate it must pay depositors to attract additional deposits. Ultimately, the bank passes these costs on to borrowers in the form of higher interest rates.
Interest rates also can vary because of inflation. When determining the interest rate to charge borrowers, lenders factor in their estimates of what future price levels will be in order to ensure lenders will profit from the loan. High inflation, or anticipated inflation, will result in higher interest rates. For example, in the 1970s, the United States experienced greater levels of inflation after the Federal Reserve “loosened” the money supply. The Fed’s intention was to reduce unemployment, but it not only failed to keep unemployment in check, but also resulted in inflation that averaged almost 10 percent from 1974 to 1981. In response, the Federal Reserve “tightened” the money supply, taking money out of circulation by selling government bonds. As a result, the federal funds rate skyrocketed from five percent in 1976 to over 13 percent in 1980, in large part because there was significantly less money to loan out than was being demanded by consumers and businesses.
From the early 1980s through today, interest rates have fluctuated significantly. After the hyperinflation of the 1970s, interest rates remained high during the early 1980s, peaking in 1981 at over 16 percent. During the mid 1980s and early 1990s, the federal funds rate declined, ranging from 5 to 8 percent. Spurred by the economic boom of the 1990s, interest rates hovered between 3 and 6 percent, hitting the top end of the range as the dot-com and housing bubbles burst during the early 21st century. At present, the federal funds rate is below 0.25%, near an all-time low.
The Federal Reserve has kept the fed funds rate low in an attempt to stimulate borrowing, investment, and the economy as a whole. Whether or not low rates will bring about a speedier recovery is uncertain, but one thing is for sure: when interest rates start to rise, supply and demand and inflation considerations will almost certainly be the driving forces behind it.
Source: simple.com by by Ted Iobst
El proceso de obtener una hipoteca puede parecer muy complejo debido a la cantidad de personas que participan. Aunque en ocasiones pueda parecer abrumador, es importante reconocer que cada persona con la que trabajes te brinde un servicio específico, que te ayudará a convertirte en propietario de una vivienda.
A continuación un resumen de nuestros miembros claves:
Agente de Préstamos.
Los agentes de préstamos son especialistas en hipotecas; usarán tu información de crédito, finanzas y empleo para ver si calificas para una hipoteca, y luego te presentarán opciones de financiamiento hipotecario que se ajusten a tu capacidad financiera.
Agente de bienes raíces.
Los agentes de bienes raíces te pueden ayudar a encontrar el tipo de vivienda que buscas, examinar viviendas comparables y comparar diversos vecindarios.
Procesador de préstamos.
La tarea del procesador de préstamos es preparar la información y la solicitud de tu préstamo hipotecario para presentarla al evaluador de solicitud de préstamo hipotecario. El procesador de préstamos te solicitará muchos documentos, incluso documentos sobre tu ingreso, tu empleo, tus facturas mensuales y el dinero que tengas en el banco.
Evaluador de solicitud de préstamo hipotecario.
El evaluador de solicitud de préstamo hipotecario es el profesional autorizado para evaluar si eres elegible para el préstamo hipotecario que solicitas. El evaluador aprobará o rechazará tu solicitud de préstamo hipotecario basado en tu historial de crédito, historial de empleo, activos, deudas y otros factores. Source: Freddie Mac
Your Loan in the Valley
Here are 16 things that you can do to increase your closings in 2017:
- Increase your activity on social media sites.
- Make a marketing or social media calendar
- Adhere to a regular prospecting schedule.
- Join a networking or business professionals group.
- Create a blog.
- Employ pay-per-click advertising.
- Create landing pages to attract prospective home sellers.
- Hold an open house.
- Boost an upcoming event on Facebook.
- Maintain or update your CRM.
- Send out regular email drip campaigns
- Attend local marketing or broker caravan sessions.
- Read a book or listen to an audio book.
- Attend meetings or courses to stay current on local and state contracts and real estate policies.
- Find a mastermind partner.
- Outsource annoying and time-consuming tasks. (For example, hire a transaction coordinator, a virtual assistant, or a short sale processor.)
Your Loan in the Valley
While this is a bit of a broad question, most banks and mortgage lenders are looking for the same basic thing, your ability to repay the home loan.
After all, as long as you make your mortgage payments on time each month, there isn’t much else for them to worry about. You hold up your end of the bargain and they’ll be more than happy to extend financing.
Pinpoint Potential Red Flags Before the Lender Does
Think of a home loan application like a job interview. You want to put your best foot forward. This means taking a hard look at yourself and determining what your weaknesses and strengths are. This is exactly what a lender will do.
So before your loan application is actually submitted to a bank or mortgage lender, it is imperative to ensure that every possible red flag has been addressed.
Typically, borrowers know what these issues are, but if you don’t, consider shortcomings in asset, income, employment and/or credit departments.
Ultimately, you want your loan application to be as strong as possible and to make sense so approval will be the only option; underwriters tend to love common sense. As long as it makes sense, they can approve it knowing they won’t get any flak for letting a bad loan slip through the cracks.
Don´t forget that one of the biggest things lenders are concerned about is credit. It’s key to know where you stand before looking to purchase or refinance.
Your Loan in the Valley
Sólo tienes que poner en práctica estos puntos y estamos seguros que tus clientes no podrán resistirse a tus encantos.
- Saluda siempre al cliente, haz que se sienta cómodo y a gusto.
- Dale el valor que se merece y dile porque es tan importante para ti.
- Ponte a su servicio, déjale saber que estas interesado en lo que quiere o busca.
- Escucha y ayúdalo a obtener lo que quiere.
- Invítalo a que regrese aún y cuando no se haya decidido a usar tus servicios.
Todos queremos clientes más felices, ¿verdad?
Your Loan in the Valley
Los neurocientíficos han comprobado que nuestro cerebro puede cambiar. Y para que esta transformación sea positiva te proponemos ejercitar tu mente para potenciar tu capacidad cerebral.
Nosotros utilizamos sólo el 10% de nuestro cerebro y, contrario a las creencias de algunos científicos que suponían que conservábamos en nuestra vida el cerebro con el que nacíamos, hoy han comprobado que eso no es así. Es posible aumentar tu capacidad cerebral si tomas en cuenta estos consejos
- Haz cosas nuevas
Cuando experimentas nuevas cosas estás estimulando tu cerebro. Por eso, no caigas en la rutina y cambiar tu recorrido al trabajo o prueba una receta nueva.
- Ejercítate regularmente
Moverte es fundamental para potenciar tu inteligencia ya que en cada ejercicio generas nuevas células en tu cerebro.
- Entrena tu memoria
Seguramente has escuchado muchas veces a personas que desean tener una mejor memoria pero no hacen nada para lograrlo. En estos casos lo mejor es ejercitarla, memorizando números de teléfono u otros datos importantes.
- Sé curioso
Para esto sería bueno que cuestiones todos los productos, servicios y todo lo que te rodea. Esto ayudará a tu cerebro a innovar y crear (Visita Conozca la manera más divertida de ser más creativo y más productivo) nuevas ideas.
- Piensa en positivo
El estrés y la ansiedad matan tus neuronas e impiden la creación de nuevas. Para revertir esto piensa en positivo.
- Come saludable
Tu dieta impacta fuertemente en tu cerebro ya que éste consume más del 20% de los nutrientes y el oxígeno que consumimos.
- Lee un libro
Esta es una forma muy útil de incentivar tu imaginación y potenciar tu cerebro ya que cuando lees, debes hacer un esfuerzo por imaginarte lo que hay entre líneas.
- Descansa lo suficiente
Cuando duermes recuerda que liberas las toxinas del día.
- Deja el GPS
Esta herramienta ha hecho nuestra vida más fácil pero también ha vuelto más perezoso a nuestro cerebro.
- Haz las cuentas de forma manual
Hoy sucede que dependemos de la calculadora para hacer hasta las cuentas más sencillas. Esto no es bueno para tu cerebro. Source: lifehack.org
Your Loan in the Valley
Like any game there are rules to selling, especially when it comes to closing a sale. Here are the 12 commandments for sealing the deal.
- Remain seated. The saying goes, present the product, service or idea on your feet, but always negotiate from your seat. Even if your prospect stands up, remain seated. Going from a seating position to standing up suggests something has changed and allows your prospect to exit and end the negotiations.
- Always present a proposal in writing. People do not believe what they hear, they believe what they see. Always have a contract available and a writing pad. Anything offered or points of value that are included should be written down to show buyers what they get when they make a decision with you.
- Communicate clearly. No one will trust a person who cannot communicate clearly and confidently. I practiced using recorders and video for years and then played them back to ensure my communication was coming across the way I intended.
- Make eye contact. This is a discipline instilled only through practice, and you can perfect it by recording yourself. If you want to be believed, it is vital to make eye contact with your prospect. It suggests interest in them and confidence in yourself, your products, your services, and in what you are proposing.
- Always carry a pen. I remember once I was closing a deal, and I reached for my pen in my jacket but it was gone. The prospect took this as sign that he shouldn’t sign—and didn’t. I was devastated, and now I refuse to go anywhere without my sword in hand. All agreements require signatures and that requires ink. Keep a pen available at all times. In fact, always have a back-up pen, too.
- Use humor. Any humor that can make people feel good, inspired or hopeful is always appropriate during the close. Everyone loves a good story, and people are more likely to make decisions when they are less serious. You will close more deals if you can get your client to lighten up and laugh.
- Ask one more time. Figuring out another way to circle back and reposition negotiations after being told “no” ultimately will make you a great closer. It is not rude to persist; it is the sign of success and prosperity. Because I continue to ask in another way for a “yes” after being told “no” does not mean I did not listen. It only means I am more sold on my view than I am the other’s view.
- Stay with the buyer. Each time you leave the customer to check on something, it creates doubt and uncertainty in their mind. It can create undue antagonism in the negotiations, lower perceived value, and extend the closing time. But keep in mind, this does not mean there is not an appropriate time to leave a buyer and use an authority for a close, as this can be very powerful as long as it is not overused
- Always treat prospects like buyers. Regardless of the circumstances: no money, no budget, not the decision maker — always treat the buyer like he is a buyer. I always survey the prospect for signs that demonstrate they have bought in the past. The watch, the shirt, the suit, the necklace, the car they drove, the house they live in, the credit card they use, and others. All are evidence that this prospect has actually demonstrated the ability and history of closing. I always tell myself, “Every buyer is a buyer. Treat them as a buyer and they will turn into a buyer.”
- Stay confident. I always maintain that we can come to an agreement, no matter what I am told by the buyer or those around me. The saying goes: “Where there is a will, there is a way.” This mindset of knowing you will reach an agreement requires you to eliminate all negativity from your environment as though it were a disease that kills, and be assured, it does.
- Be positive. No matter how the buyer responds, keep it light and maintain a can-do attitude throughout the negotiations. When you go negative due to the buyer being negative there is only one outcome and it’s not good. Negativity always succumbs to positivity.
- Always smile. This is not just about your attitude, but also your physical manifestation. For the next week, practice smiling with everyone in every situation you encounter. Do this until you are able to argue with a smile, disagree with a smile, negotiate, overcome objections and close with a smile. Have you ever noticed that very successful people are smiling all the time? It is not because they are successful that they are smiling, it’s how they got successful. This is a million dollar tip: Smile.
Adapted excerpt from The Closer’s Survival Guide by Grant Cardone (Cardone Enterprises, 2011) Source: entrepreneur.com
Your Loan in the Valley
Most salespeople suffer from it in one form or another. In it’s worst state, it turns perfectly good salespeople into a state of self-doubt.
Let’s look at 9 things you can do now to overcome sales prospecting anxiety.
- Set goals you can achieve. Don’t set sky high goals. Set ones you know you can accomplish. It might be as small as saying you’re going to make 2 phones calls today. Set what is comfortable for you!
- Share with other people things you know will help them. Make a list of all the ways you help the people you’re to be selling to. Keep the list with you at all time.
- Make your first prospecting phone call each day to an existing customer. Use the existing customer to get you excited because they will share with you why they appreciated having the opportunity to buy from you.
- View each contact as an opportunity to build a relationship. Your objective is to gain a new piece of information from them that will earn you the ability to contact them again.
- Think long-term. Don’t expect results to happen quickly unless you are selling something that truly does have a very short sales purchase cycle.
- Don’t sweat rejection. Professional baseball players make millions even when they strike out 2 out of 3 times. Remember, to be successful you only have to be able to sell to a small portion of the people with whom you come in contact.
- Celebrate your success each day and use it to plan the next day. Regardless of how you may feel nothing may have happened, always end the day celebrating something you did and use it to help set up the next day.
- Schedule a specific time each day for you to be prospecting. Don’t let anything get in the way. Make it and keep it! Don’t use the time to prepare to prospect. Use it to actually prospect!
- Don’t hangout with losers. Too many times we get down on ourselves because we’re hanging out with others who are down on themselves. If you want to be successful, you need to hang out with successful people. Source: thesaleshunter.com by Mark Hunter.
Your Loan in the Valley