You walk into a bar and see an attractive person. What do you say? Do you try to close immediately and propose a serious, intimate relationship right away? Of course not! So, why do real estate agents skip the rapport-building part of prospecting and jump straight to the sale? What if we stopped reciting scripts with our leads and started having real conversations about what they need? Dale Archdekin is the founder of Smart Inside Sales, a real estate training and coaching company that helps … [Read more...]
What NOT to Do with Your Farming Efforts – with Sharran Srivatsaa
When it comes to geographic farming, a lot of agents make the mistake of scaling first: They invest a lot of time and money reaching out to ALL of the homeowners in a particular neighborhood and then sit back and wait for results. But wouldn’t it make a lot more sense to test an area first? To reach out to people online by way of digital marketing and see if the neighborhood is viable—and then target the specific people who have shown an interest in selling their property? Sharran Srivatsaa … [Read more...]
Why You Shouldn’t Rely on 3rd Parties for Business – with Guillermo Serafin
‘If what makes you different is something that you’re writing a check for, then there’s nothing different about you.’ Are you buying your audience from a third-party platform like Zillow or Facebook? If so, you are putting yourself in a difficult position for two reasons: 1) That audience can easily be taken away from you with the simple change of an algorithm, and 2) You’re missing out on the opportunity to build an authentic community of your own, one that connects with your voice and your … [Read more...]