'

The Best of RETSO

Понравилась презентация – покажи это...





Слайд 0

The Best of RETSO August 5th – CCAR Tech Tuesday Pierre Rattini – CCO, MB BUZZ


Слайд 1

BuyerS Panel (6 REAL Recent Buyers) Little Verbal Communication (Phone or in person) Mostly email communication Have to be on top of them 4 of 6 would not use their agent again No expectations set or never asked 5 of 6 choose the first person they contacted the other used a family friend Only one would happily refer them to their friends


Слайд 2

sellerS Panel (6 Recent sellers) 2 - Explained Clearly and set expectations 1 - Got a listing presentation 4 - Long periods with no communication Once/week would be great 4 - Did open houses – wanted more open houses 4 - Always have to be on top of them Would you hire them again 2 yes (trained them) 2 probably 2 No Would liked to have been asked – how often and how I liked to be communicated with. 5 provided no follow up after the close 3 – Professional pics made a difference


Слайд 3

In-Depth look at 2013 Home Buyers & Sellers FULL REPORT Buyer Seller 25% - Agent Honest & Trustworthy 21% - Agent Reputation 16% Friend or Family Member 4% Care about the Technology Call with Changes and updates Not Important – Advertises in Newspaper or Facebook activity Most Important – Personal attention 66% went with first agent they contacted How important is calling back quickly How important is making a good 1st impression YOUR marketing strategy is key to them 3% - Factor your commission played Educate consumer on accuracy of Zillow/Trulia (Zillia)


Слайд 4

Industry Wrap up Discussion Empathy | Trustworthy | Honesty | Communication Be High tech & High Touch High tech as support to create relationships ANSWER YOUR PHONES It’s our business and It’s their Lives Learn how to leverage tech to improve the level of service you provide Get RECOMMENDATIONS and REVIEWS from every client If you stress professionalism – Use professional photography Above $200k Would you use YOU based on the photos you are using? First Photo is critical Video Narration better then virtual tour


Слайд 5

Industry Wrap up Discussion (2) Empathy | Trustworthy | Honesty | Communication The quality of your communication is key Innovation in customer service is an industry BLINDSPOT Consumers are tired of Canned robotic realtors vs making a connection 1 in 6 got a listing presentation 4 of 6 didn’t feel agent earned commission A Listing presentation builds YOUR VALUE They start with Zillow and when ready they go to local agent Zillow syndication confuses most consumers and then they realize they need you


Слайд 6

Delivering A Quality Experience Consumer wants Quality but not demanding it We need to demand quality 70% only meet 1 Realtor Photo Quality – Consumer votes with their behavior OVER 1/3 of business is closed without a functional website 66% Contacted 1 agent Focus on ways to enhance the customer experience Don't fixate on Technology Difference maker = YOU Don’t waste time on poor agents – Broker Agent Hiring


Слайд 7

People First - Deliver a better Mobile Experience & Win More listings How to use it to change the consumer experience It’s not about 100 Apps SiteGeist – local info demographics Business Card – No – Get into your consumers pants – Yes it was said –Pixelhub.me mine at Pixelhub.me/pierre I have a digital card let me send it to you what's your mobile # - I get there Name & # CRM – Contactually (Mobile version) DotLoop – Complete transaction solution Closingti.me – Collaborative way to keep client informed Animoto – Mobile app – 20-30 pics (android or iphone) for property videos After Sale follow up - homekeepr – Home maintenance reminders sent to your phone


Слайд 8

The Secret Language of Internet Leads -Feel like screaming at your internet leads -We all want better conversion Do not assume they know anything 4 Tools Rapportive – Gmail connected Yesware – Gmail connected Google Voice – Use as lead ph # Better Voicemail Yesware – 100 free emails tracked /month Google Voice – send call to several different # - Eliminate VM Better VM – Saves them into email++ 70% of people who get an agents voicemail don’t leave messages Tech Savvy Agent – Great resource I have some important information that you requested about 124 Main st, call me as soon as possible (Phone*, Text or email) There’s a lot of inquiry about that property right now call me asap Facebook.com/techsavvyagent.com


Слайд 9

The Secret Language of Internet Leads -Feel like screaming at your internet leads -We all want better conversion Commonalities of Highly Rated Responses Sense Of Urgency Personalization Displayed Expertise (4 min vid on area) Always end with a Question When are You planning to move? What Appealed to you about this home? Respond in 5 min or less – 100X more likely to connect than in 30 minutes NOT WORKING Thank you for contacting me, how may I help …. Long Email – GONE Email with Pic, Video of you – 3X open rate Video on Home Page or Landing Page Send Text With Video – In Car come out of snow


Слайд 10

Will Consumers pay for real estate services in the future? Target Markets & Specialization is Huge Key Developing your Negotiating Skills Listing – Discover the unique story of that property – Use Pics & Videos Yes they will – It will just be more about the people and the service you provide


Слайд 11

The Real estate website is dead. What’s next in our mobile world Only 3 reasons person comes to your site What’s for sale What’s my house worth What’s happening in the market Create Websites that target these points Mobile is what’s Next Google searches for Real estate down 70% Very few people care about your website Zillow 70% mobile and climbing More mobile user of Facebook SEO and IDX are last decades Battles Mobile responsive site or sites Fresh content Put content in their pocket (Automatically) Easily shareable Lead conversion built in


Слайд 12

The things we think and do not say -70% of business comes from referrals even some when its not referable business Do you have any friends I can help? VS Do you have any referrals? Observation – What is it? – A: Crayon Empathy – Why is it? – Tool for Kids to draw their images Observation + Empathy = Insight Broker & Agents Brands can be complimentary Peanut Butter + Jelly Nike + Jordan McDonalds + Coke or Jack + Coke NFL + All Team Franchises Positioning – “We are the only ______ that _______” (tough to do) Goal is to deliver Value to a specific Audience/client – Ask the Questions as the Client


Слайд 13

People as priority #1 -how to run a better brokerage with people-first systems 3 Pillars People | Service | Distribution What happened to blockbuster? RedBox - _______ Changed Primary Distribution for Real estate Listings is taken care of - ________ THEN the only thing left is People & Service Less about paper and more about people Commission going up FSBO’s going down New ways of doing business – Metrobrokers Consumers expect to work with real people and companies with personality Example of People & Services Rock-stars Starbucks (wait 1 min vs 10 to 20) Real estate can’t be completely commoditized = Huge Emotional Decision THEREFORE – People & Service are Huge


Слайд 14

People as priority #1 (2) -how to run a better brokerage with people-first systems The barrier of distribution no longer exists Agents want to work with brokers that care & will help them succeed Empowerment Top 25% want lead gen & Conversion Top 5% want transaction/admin support Mobile Agents look to brokers for tech, not in the office need mobile solutions Be there Top 25% want deal doctoring (50%) Top 5% want emotional support (65%) HOW YOU GET THERE What got you here wont keep you here Right Systems Right Approach Think Longterm Real estate can’t be completely commoditized = Huge Emotional Decision THEREFORE – People & Service are Huge


Слайд 15

People as priority #1 (3) -how to run a better brokerage with people-first systems Right Systems Streamline, work process, compliance + Control Empower agents, mobile productivity all in one place Delight your clients Right Approach (Mindset) Put people first with a mission bigger than you Have a personality, be human, embrace imperfection Have fun, choose to be happy Think Long Term Quality Humanity Mobility Efficiency SPECIALIZATION is how you maximize service to your clients Quality over quantity GREAT PEOPLE do not WORK ALONE Real estate can’t be completely commoditized = Huge Emotional Decision THEREFORE – People & Service are Huge


Слайд 16

7 Technologies worth mastering Because they are not going away Email – Is atrocious in this industry Phone – Answer your dam phone Social Ads – Your not addicted to Facebook your addicted to people Retargeting – follow those that don’t convert Twitter Ads – Targeting demographically and geographically Video Ads on YouTube Landing Pages convert leads best Most Websites are to Complicated


Слайд 17

Combat Bad Lead fatigue & Convert More Sales you are giving up or in way too soon 50 email inquiries made on exact same 350K listing to top agents on google search Results: 42 phone calls + 92 email follow ups .84 phone calls and 1.84 email follow ups ONLY 7 agents tried to call me more than once Average RE lead – receives: 1.4 phone calls + 2 email follow ups – PITIFUL Stop doing or saying this its wrong – If they don’t return my call or emails they aren’t really interested 4 reasons you don’t send email – SPAM | SAY NO | Sending the wrong thing |Unsubscribe Be professional, be creative, be fun, be persistant Follow Up Forever – If Coke had your email they would email you every day


Слайд 18

How to create content that converts Headline key – copy/repurpose from magazines – Cosmo Open up now or lose me email I noticed you subscribed x months ago and you haven't opened any email if you would like to unsubscribe here is a link Offer something, The complete guide to North Myrtle Beach (Get even more targeted) Create 3 types of content Cornerstone - Evergreen Connection – Fun things and things to do in area Conversion – Every listing before it goes into the MLS | Buyer assistance webinars Conversion – Open house pages )All of them in the area Conversion - DPA – Down payment Assistance Pages 79% of leads do not turn into anything mostly due to poor follow up


Слайд 19

RETSO in focus & Peoplework how to run a people-first business in a digital-first world Your not addicted to social media your addicted to people What Many have said: Facebook is stupid | I will never pay a bill online | Do you have one to add? One second online – “GOOGLE IT” We’re one click away from everything and everyone Ebay now – deliver anything within 1 hr to your door Drizzly – 30-60 min wine delivery QUICKEST WAY OUT OF BUSINESS is to get romantic about the way things used to be or we have always done P2p has replaced b2b and b2c | example airbnb.com | Uber – Taxi | taskrabbit – finds someone to do something for you |etsy – Jewlry | elance – outsource | Kickstarter – p2p in lending Would you like to BE YOUR OWN CLIENT? Be honest with yourself


Слайд 20

RETSO in focus & Peoplework (2) how to run a people-first business in a digital-first world Human Companies Win Those that don’t see themselves as a spreadsheet Example - Tom Shoes – Free Shoes Ever late for a plane – “Sorry go see customer service” What would have changed if that was your friend or brother at the gate – They would have tried to open the door Be that kind of company Change requires a blueprint – YOURS NOT SOMEONE ELSES Example Yahoo.com with sexy young beautiful CEO acquired 30 companies only kept a few The blueprint was to acquire the cool people (not the companies) Would you like to BE YOUR OWN CLIENT? Be honest with yourself


Слайд 21

RETSO in focus & Peoplework (3) how to run a people-first business in a digital-first world Purpose before technology Example Billboard with QR code on it Shot Spotter | Houzz | Nest – thermostat doesn’t use as much energy Quality creates quantity Bad example – Mcdonalds all about Quantity | Honest your embarrassed your there Good Example – Starbucks gets it LTV – Life | Time | Value Which way are you treating your clients? Evernote – Cohort Analysis – How long you use it then become a paid user ____% due this after ___years Would you like to BE YOUR OWN CLIENT? Be honest with yourself


Слайд 22

RETSO in focus & Peoplework (3) how to run a people-first business in a digital-first world Service is Marketing – ITS NOT OVERHEAD Great marketing of the future is great service Example Zappos = A customer service company … that sells shoes They have a quitting bonus – paid $3000 if you quit in the first 30 days Bad service = Bad Marketing Yelp is a verb When bad service happens – remember what a human would AND should do By flowers for your wife Square makes paying simple But we say how cool it is Tripit – Consolidates flights, hotels, rental cards all in one feed Would you like to BE YOUR OWN CLIENT? Be honest with yourself


Слайд 23

RETSO in focus & Peoplework (3) how to run a people-first business in a digital-first world Businesses are Built on communities Farmersonly.com - single in the country| Match.com | ourtime.com –older daters Trulovia – single in the real estate industry You can build a community around your business Facebook Groups | G+ communities Communities need a tribal leader – its own language – e.g. Venti Passion Powers Profit – There is equity in NO Stars are Made in Hollywood Surround yourself with great people 5 people your closest to divide by 5 = within 10% of your income 5 Michael Jordan's win zero championships The strength od the wolf is the pack Would you like to BE YOUR OWN CLIENT? Be honest with yourself


Слайд 24

RETSO in focus & Peoplework (3) how to run a people-first business in a digital-first world Only you write the story Innovators – Jack Dorsey – creator of Twitter and Square Most important thing is to get started and get idea out of your head Only you can write your Story Steve Jobs – You can build your own things that other people can use Walt Disney's drawn out vision in 1958 is almost identical Today Would you like to BE YOUR OWN CLIENT? Be honest with yourself


Слайд 25

Thank you The Best of RETSO August 5th – CCAR Tech Tuesday Pierre Rattini – CCO, MB BUZZ


×

HTML:





Ссылка: