Do You Go The Distance with Prospects?
Do you find yourself asking, “Why doesn’t anyone respond to me?” In this video I talk about some facts that might surprise you. Like less than 10% of sales professionals follow up more than 3 times?
I also give you the formula for increased responses. It’s actually pretty simple.
View the video here
Video Interview – Building a House and a Blog at the Same Time
Building a home is an experience, not a transaction. Alaina Money, Sales Manager at Garman Homes, has taken this reality to the masses with her blog, buildlikeagirl.biz. Having sold many homes, Alaina decided she needed to get the perspective of her buyers. Convinced it would make her a better sales manager, she went into the trenches with the construction crew and got an insider’s view into the process—and has been blogging about it.
Recently I had the chance to visit with Alaina —aka “A Money”—and Jim Garman via Skype about the experiences.
Alaina Money Interview
Jim Garman Interview
Lively, witty, fun, and informative, Alaina uses the blogging medium to give the outside world an inside look, not just at the home-building process, but of the people of Garman Homes. “Our best asset is our people and we want people to get to know us better. Then they know we’ll do the right thing,” Alaina told me. “The blog brings people into the experience—the good, the bad, and the ugly.”
Jim Garman, owner of Garman Homes, supports Alaina’s transparency because her openness is building trust. He says, “The generation that is going to be buying homes the next 10 years is all about transparency. They want to see the people behind the company. Alaina makes people feel like they are part of the adventure so they’re okay with a mistake here and there. Alaina has blogged about a few tough issues. At a larger company that blog might have been censored.”
In addition to transparency, Alaina infuses passion into her posts, which currently number 40, and counting. Jim says Alaina’s engaging blog “is not about selling homes. Being memorable is the most important thing. Marketing is about being memorable, which means taking a few risks.”
A few key points that Alaina feels are important to having a successful blog is to
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1) Write in the style that you enjoy reading;
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2) Make your blog honest and don’t be afraid to put it all out there; and
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3) Pick a reliable partner who will provide productive feedback.
Using blogging and social media as a building block to making a good impression is an important aspect of marketing in our Web 2.0 world. A blog can be used for many years and implemented in marketing campaigns for unlimited use. A blog itself is free, but you have to invest your time and your passion. Build on a story that people want to follow. Your blog can be your blueprint to success!
Ugandan Prince Email – It’s Not Spam.
I got an email recently from my friend Zach Schabot from Go Realty. I loved it so much, I asked him to share it here…take a look.
I recently experienced the true power of email and I am happy to share it with my friends at doyouconvert.com. Enjoy!
I sent this email to a select group of 200 contacts as part of my monthly follow up campaign. The list included past clients, current clients, industry professionals, friends and family members. We are always trying to come up with new ways to increase our response rates and I get the best results by keeping my emails entertaining and light hearted- without losing sight of the real purpose (additional business). This email went out on a Tuesday afternoon about 2:00, imagine yourself receiving this unsolicited email one random weekday.
EMAIL #1
Subject: I need your help…
I recently received an email from a Ugandan prince who has a large sum of money he wanted to give me. All I had to provide was my social security number and my bank accounts. It was simple!
While I wait for the money to show up in my account I am continuing my career as a real estate agent. So if you know someone in the Triangle who would like my help in the next few months, please send them my way. I always make time for personal referrals, hopefully you feel good about sending your friends and family to someone they can trust- me!
Enjoy this wonderful spring weather! Check out http://www.zachschabot.com if you’d like to see my new website. I would love to hear your comments!
The email responses and phone calls started within approximately one minute after sending.
EMAIL #2 (2 days later)
Subject: Re: I need your help…
WOW! I just wanted to thank everyone for a wildly entertaining two days. I appreciate those of you who expressed a sincere concern for me after reading my email about the Ugandan prince. To answer some of your questions…
- Yes, this was a joke.
– No, I did not actually "fall for it."
– No, my email was not hacked.
– I was trying to add some humor to the boring "if you know anyone buying or selling a home I would love for you to refer them to me" email.NOW, which response do you like best…this will give you a glimpse into my friends who appreciate a light hearted approach to just about everything…enjoy!
A.) Zach, don’t trust that email. It is a scam! Only the widows of Nigerian generals have the real deal. Hope I caught you in time.
B.) I will keep my eyes and ears out for a referral for you, but as you know I tend to run around with musician types who are more in the income bracket of wanting to sleep on your floor rather than to commit
to a mortgageC.) I don’t know Zach…… Would you trust someone who gave his social and acct numbers to a Prince? Maybe if he was a King….
D.) Zach, I know a Nigerian mega millionaire that needs some help placing a large sum. I sent him your home phone number.
Stay tuned for my next email. Since I don’t think I am getting the money from the Prince I am going to make some other improvements in my life. But don’t worry, you can still call me with your real estate questions.
The key message here- lighten up! Be a real person. The next generation of buyers will work with you because they like you and trust you. That can only happen if you are transparent and honest with them. And a little humor never hurts either….
STATS:
-200 Emails sent
-45 email responses
notables:
6 building company presidents or vp’s
5 business owners
10 past clients
1 columnist for local biz journal
4 phone calls
notables:
1 friend at a US Congressmen’s office
2 Current clients
Initial Leads- 4 potential clients (2 referrals from past clients, one repeat client, one new client)
**Since this email went out two weeks ago I have received 2 additional referrals from past clients**
All Day Internet & Social Media Workshop: Home Builders Association of Northern California
I am excited to be presenting a Internet Marketing & Social Media Full Day Workshop at the Home Builders Association of Northern California on March 25th. We would love to have you join us!
Morning Session
Social Media Success: Creating Powerful Communities Online TO Boost Traffic and Sales
Date: Thursday, March 25
Time: 9:00 am – 12:00 pm
Location: HBANC Conference Room
101 Ygnacio Valley Road, 4th Floor Conference Room
Walnut Creek, CA 94596
Description:
Are you searching for answers on how to use social media such as Twitter, Facebook, YouTube, and LinkedIn to increase sales? It can seem overwhelming, but have no fear—we can get through this together!
Take control of your own digital network, and use these tools to reach out to more people, connect with more Realtors, and engage current and past customers—without spending any more of your marketing dollars.
Learning Outcomes:
- Learn how to touch your sphere of influence through Social Media
- Discover ways to quickly implement Social Media into your business plan
- Maximize your impact by interacting on sites such as twitter and facebook
- Engage and grow your online community
- Utilize free tools and tricks to increase your business without busting the marketing budget
Afternoon Session
Converting Browsers to Buyers: Proven Strategies for Selling Homes Online
Date: Thursday, March 25
Time: 1:00 pm – 4:30 pm
Location: HBANC Conference Room
101 Ygnacio Valley Road, 4th Floor Conference Room
Walnut Creek, CA 94596
Description:
We all know buyers are starting their search on the web and know of our communities before ever walking in the door. Whether you have a commanding internet presence or you are stuck in the digital dark ages, this intensive half day seminar, Browsers to Buyers, will deliver the proven methods necessary to develop and dramatically improve your online new home sales. This essential hands-on workshop provides an easy-to-follow roadmap leading to a successful Online Sales Program that will help you attract and capture more qualified buyers and explode your sales goals.
Learning Outcomes:
- Learn about the online sales process
- Discover ways to engage leads quickly and effectively online
- Maximize your lead capture rate by setting appointments from your website
- Attract and capture qualified traffic
- Implement a plan to meet and beat your sales goals
(video) Epcon Communites Goes Tech at National Sales Conference
I’ve recently discovered, after presenting at Epcon Communities’ national sales summit, that Epcon agents are people who take action!
During the summit, I had the pleasure of sharing concepts with their sales team and builder partners on how to create digital communities. We talked about integrating new technology into the sales process.
After my discussion on incorporating video into the sales presentation about 12 sales executives didn’t just take notes, they took action. They went to Target and bought Flip Mino cameras (rumor has it security almost kicked them out for trying to negotiate a group discount)
You know me, I never go anywhere without my own Flip. While I was there I shot a few clips myself with some amazing individuals!
In the first interview, I talk with Phil Fankhauser the CEO of Epcon and the best-dressed man in the industry. He shared some great concepts the night before. Here is my favorite quote, “If the market is 17% off, doesn’t that mean we are 83% on?”
Next up is Nanette Overly, the VP of Sales and a dynamic individual discussing action steps for 2010.
And finally, Ed Barber, Sales Executive of the year for Epcon talks about how he is going to use video email to blow up his business in 2010. (plus he talks about his dog, Teddy Bear)
