Real Estate Shows – Powerful Presentation Software
I recently ran across a really cool tool called Realestateshows.com while trolling my RSS feeds. This online software will help you create a slick looking photo presentation in minutes (really). It is marketed to the traditional Real Estate agent but I am excited to add this to my marketing arsenal and know that new home agents could put it to good use. Customers often ask me to email actual photos or “real” examples of our floorplans. Now, I will be able to send a nice presentation with all of the information they want contained within a glossy package.
Besides all the easy to use features, what’s most attractive about Realestateshows.com is the price tag – only $125 per year. Unlike OBEO and others that charge per listing or per month – this allows you to create as many presentations as you like for a minimal yearly fee. They have a 14 day free trial so you can play around with it.
I created a quick example show – check out the embedded video below.
CRM Software – Whitepaper
Lasso Data Systems just released a new white paper on CRM Software in Real Estate. Check out the details below.
The Power of People:
Exploring the ‘Why’ and ‘How’ of CRM Software in Real Estate
Details reviewed in this white paper:
- What is CRM, and why it is crucial to real estate sales success
- Ten specific ways in which CRM can help to sell homes
- Five tips on how to select the right CRM solution for real estate developers
Hiring an Online Sales Counselor – Part 4 of 5
You should use a similar process to hire an Online Sales Counselor as you do for an Onsite Agent. There are a couple of tactics to use that will insure you find the right person:
- Conduct the beginning phases using only e-mail correspondence and insure prompt response.
- Require all resumes and questionnaires to be sent by e-mail.
- Conduct follow-up interview strictly by phone. Remember that buyers will never see the OSC; only talk with him or her by phone.
- Ask your candidate to answer sample e-mail requests based on information about your builder.
You will be able to eliminate about 95% of applicants by observing e-mail skills and promptness. As I said before, you are not looking for a computer geek, but you do need someone who is proficient in using computers and e-mail.
OSC Work Schedule
I am always asked what hours an OSC should keep. Just as Onsite Agents are in the model when people are out looking, an OSC should be manning e-mail and phones when people are browsing online. Ironically, that is usually during normal business hours – with a higher concentration during lunch time. Because of the ability to work in the office or remotely, an OSC can respond to leads from any location with a high-speed internet connection.
The speed of the initial response greatly affects the conversion ratio. This requires an “on call” approach to this position. An OSC needs to be flexible and willing to answer the calls and e-mails promptly. In turn, the builder will need to take a flexible look at the hours in which an OSC is required to work.
Read Part 3 – OSC Job Functions
Up Next – OSC Compensation & Salary Structure
Ask The Experts Webinar
I will be participating in an upcoming Ask The Experts Webinar Series by Blue Tangerine Solutions. This is a free series and you can register online today >>
Webinar Details:
How to Create An Effective Online Sales Program
Wednesday, November 7, 2007 – 12:00 PM Eastern
Expert: Mike Lyon, Online Sales Counselor for Simmons Homes and Author of “Browsers to Buyers: Proven Strategies for Selling New Homes Online”
Join us online for our upcoming “Ask the Experts” Webinar series when we talk with Mike Lyon about key strategies for implementing or improving your Online Sales Program. He will cover topics such as:
- The Online Sales Formula and Process
- How to hire just the right person as your Online Sales Counselor and how to structure that position
- Online Marketing that’s tailored specifically for homebuilders
- An overview of the Follow-Up Process
As an industry insider, Mike Lyon will reveal trade secrets that promise to explode your online sales and convert more of your Browsers into Buyers.
OSC Job Functions – Part 3 of 5
A dedicated OSC is ultimately responsible for handling all incoming leads. Even if you are only receiving a small amount of leads right now, there should be one person handling those leads quickly and efficiently. If you are a smaller builder with 100 leads or less, you can give the OSC additional responsibilities to help justify a full-time position. As you grow, you can adjust responsibilities accordingly. Keep in mind, the OSC must have the right tools and process (we’ll discuss this later) in order to handle the high lead volume. You can expect an OSC to be able to handle, on average, about 200 leads per month before you will need to hire additional support. The higher the lead volume, the less ancillary work you can expect to be accomplished by this person.
Most common job functions for an OSC are to:
- Respond quickly and personally to all electronic leads
- Handle all incoming phone leads
- Provide persistent and targeted follow-up
- Qualify the lead based on individual wants and needs
- Set and schedule appointments for onsite sales agents
- Maintain database of leads with updated information and customer notes
- Track and report on conversion statistics
Secondary functions that most OSCs can handle if work load permits:
- Update and maintain inventory on website and third-party referral sites
- Conduct e-mail marketing campaigns
- Manage or track Search Engine Marketing
- Continually research new sources for online advertising
- Maintain online marketing budget and conversion statistics
The OSC handles the lead until the appointment is set and then turns the responsibility over to the Onsite Sales Agent. Some relocation buyers may request more information from an OSC and want to go through the entire sales process. Don’t allow the process to go too far. Turn the lead over to the Onsite Agent when the leads have been properly qualified.
Some builders have an OSC position set up to handle a lead all the way to closing. That will limit the effectiveness of the online sales program and this position. An OSC cannot properly handle any volume of leads if s/he is expected to work with a client through the whole process. If your OSC is spending time getting financing together, following up on paperwork, updating the buyer on the construction, putting out fires or holding the deal together, s/he will not be able to respond quickly to the new leads arriving daily. This is, in essence, the Onsite Agents difficulty in handling leads and the reason the OSC position was created in the first place.
Unlike a busy salesperson, an OSC who is focused and trained will ask for the appointment every time and repeatedly “close” the lead until achieving the final result – an appointment. As you know, it is very unlikely that a sale will occur without the prospect visiting the neighborhood.
Think of all the calls and e-mails you will miss in one day when your OSC is selecting a homesite, preparing the contract, writing it up and closing the deal. (This has happened to me a few times when I have manned a model home in one of our communities and I was not nearly as quick or effective.)
Also, this will put an OSC in direct competition with the Onsite Agent. This type of competition is unhealthy. If you keep it separate and have the OSC setting up appointments for the Onsite Agents, everyone will be happy and you will sell more homes.
Read Part 2 – OSC Qualifications and Characteristics
Up Next – Hiring an Online Sales Counselor
