Hi,
Reg Gupton here. A while back a current client mentioned to me that a local sales manager/owner was not interested in working with me to help her agents because I did not offer anything new.
I thought about that a while. I reviewed what I recall about her and her office.
Until a real estate agent has the basics covered in the lead generation there is no need for anything new.
The basics are focus on what really works. This is not opinion. There is compelling research from the National Assoc of Realtors about how the public picks their agent.
Here is some of it. About 67% of the sellers had either used the agent before or were referred by a friend/family/neighbor. Almost 70% from your past clients and/or those who know, like and trust you seems pretty targeted to me. And points out the benefits of staying in touch with your sphere of influence and past clients.
And the typical seller (84% to be exact) interview only one or two agents.
Further, 81% would or probably would use the agent again. However, only 24% had used the agent before.
And 87% were very or somewhat satisfied with the process. That is a very, very high satisfaction rate. Most industries do not have that kind of success.
This broker had been in business for almost 3 decades. She had no database of past clients. She walked away from the closing table unemployed.
No repeat business. Seems like hard work to me. How about you?
True. I have nothing new to offer. And for most agent there is no need for anything new until the basics are covered.
Having trouble with implementation? Get with me for a few tips on how to get this done.
To your continued success,
Reg Gupton
Showing posts with label NAR Home Buyer and Seller Profile. Show all posts
Showing posts with label NAR Home Buyer and Seller Profile. Show all posts
Wednesday, January 06, 2010
Monday, April 27, 2009
Reg Gupton says you better be the best - NAR Profile
Hi,
Reg Gupton here. More from the NAR Home Buyer and Seller Profile.
NAR reports that 84% of the sellers out there only interview one or two agent to sell their home.
So when you go in be first or second. If you are and you are prepared with a real, professional listing presentation, you have an 84% of getting the listing. That is pretty high.
During the listing presentation, you should tell the owner the truth about what sells real estate and it is only 3 things. No smoke and mirrors. Just 3 things to get right.
To your continued success,
Reg Gupton
www.twitter.com/reggupton
www.facebook.com/reggupton
Reg Gupton here. More from the NAR Home Buyer and Seller Profile.
NAR reports that 84% of the sellers out there only interview one or two agent to sell their home.
So when you go in be first or second. If you are and you are prepared with a real, professional listing presentation, you have an 84% of getting the listing. That is pretty high.
During the listing presentation, you should tell the owner the truth about what sells real estate and it is only 3 things. No smoke and mirrors. Just 3 things to get right.
To your continued success,
Reg Gupton
www.twitter.com/reggupton
www.facebook.com/reggupton
Reg Gupton offers more from NAR Buyer and Seller survey
Hi,
Reg Gupton here. Do you know that according to NAR 68% of the respondents would definitely recommend their agent. They are very pleased with your service. And 19% would probably recommend you.
If these stats are true then why aren't you doing more repeat/referral business?
Given almost a decade of coaching agents and 3 decades in the business, I know.
You don't stay in touch often enough and don't have a database to make this easy. You are always on to the next one rather than working with those who know, like and trust you.
The ROI for marketing to your warm databasse is 10 to 1 minimum. That means that for each dollar spent on marketing to your sphere of influence and past clients you will earn $10 at least.
It is easy once you get it set up. And you can delegate most if not all of this.
Contact me for more information on how to do this easily.
To your continued success,
Reg Gupton
www.twitter.com/reggupton
www.facebook.com/reggupton
Reg Gupton here. Do you know that according to NAR 68% of the respondents would definitely recommend their agent. They are very pleased with your service. And 19% would probably recommend you.
If these stats are true then why aren't you doing more repeat/referral business?
Given almost a decade of coaching agents and 3 decades in the business, I know.
You don't stay in touch often enough and don't have a database to make this easy. You are always on to the next one rather than working with those who know, like and trust you.
The ROI for marketing to your warm databasse is 10 to 1 minimum. That means that for each dollar spent on marketing to your sphere of influence and past clients you will earn $10 at least.
It is easy once you get it set up. And you can delegate most if not all of this.
Contact me for more information on how to do this easily.
To your continued success,
Reg Gupton
www.twitter.com/reggupton
www.facebook.com/reggupton
Wednesday, April 22, 2009
Reg Gupton NAR Profile Home Buyer and Seller Summary
More from the NAR Profile.
Continuing to be amazed by what agents stress in their marketing and conversations with prospects.
Too many stress the company, the smoke and mirrors marketing they will do to market a property when the public really cares about just a few critical items.
Sorry folks, no one cares about balloons, jacket color or most other things that are stressed everyday.
The factors used by the public to choose are simple and direct.
28% agent is honest and trustworthy
22% reputation of agent.
17% agent is friend or family
12% agent's knowledge of neighborhood.
These 4 add up to 79%. The 80/20 rule is alive (again)
Stress these in an acceptable way to the public and your chances of being selected are dramatically enhanced.
How to do this could be troubling without sounding like you are bragging.
I would use third party endorsements/testimonials for the first two. If you can get them to pick you based only these two you have 50% of the audience.
I would take that any day.
To your continued success,
Reg Gupton
www.facebook.com/reggupton
www.twitter.com/reggupton
Continuing to be amazed by what agents stress in their marketing and conversations with prospects.
Too many stress the company, the smoke and mirrors marketing they will do to market a property when the public really cares about just a few critical items.
Sorry folks, no one cares about balloons, jacket color or most other things that are stressed everyday.
The factors used by the public to choose are simple and direct.
28% agent is honest and trustworthy
22% reputation of agent.
17% agent is friend or family
12% agent's knowledge of neighborhood.
These 4 add up to 79%. The 80/20 rule is alive (again)
Stress these in an acceptable way to the public and your chances of being selected are dramatically enhanced.
How to do this could be troubling without sounding like you are bragging.
I would use third party endorsements/testimonials for the first two. If you can get them to pick you based only these two you have 50% of the audience.
I would take that any day.
To your continued success,
Reg Gupton
www.facebook.com/reggupton
www.twitter.com/reggupton
Reg Gupton asks: ever wonder how buyers find their agent?
Reg Gupton here.
More from the NAR Home Buyer and Seller Profile.
I see many agents spend money and time marketing themselves without paying any attention to what is working and were their leads are coming from.
Based on NAR research here is how buyers found their agent.
43% referred by (or is) a friend, neighbor or relative.
11% used agent previously
8% Internet web site.
6% visited open house.
7% saw for sale sign
5% referred by another agent.
These 6 sources comprise 80% of the possible buyers. The 80/20 rule is alive and well.
If I were creating a marketing plan, I would develop my strategies based on the the list above.
Looking at the list above you will notice that the worst case is 4 times as many leads come from referrals than another source.
So until I had my marketing set up to market to my friends/family, sphere of influence, I would not focus on the remainder.
Stay focused on your warm market. Build your list asap.
Hope this helps you grow your business.
To your continued success,
Reg Gupton
www.facebook.com/reggupton
www.twitter.com/reggupton
More from the NAR Home Buyer and Seller Profile.
I see many agents spend money and time marketing themselves without paying any attention to what is working and were their leads are coming from.
Based on NAR research here is how buyers found their agent.
43% referred by (or is) a friend, neighbor or relative.
11% used agent previously
8% Internet web site.
6% visited open house.
7% saw for sale sign
5% referred by another agent.
These 6 sources comprise 80% of the possible buyers. The 80/20 rule is alive and well.
If I were creating a marketing plan, I would develop my strategies based on the the list above.
Looking at the list above you will notice that the worst case is 4 times as many leads come from referrals than another source.
So until I had my marketing set up to market to my friends/family, sphere of influence, I would not focus on the remainder.
Stay focused on your warm market. Build your list asap.
Hope this helps you grow your business.
To your continued success,
Reg Gupton
www.facebook.com/reggupton
www.twitter.com/reggupton
Reg Gupton NAR Profile Home Buyer and Seller Summary
Reg Gupton again with more important information from the Profile. More info here.
There is often conversation about how many agents a buyer will use in buying a home.
.
The numbers are staggering to me. The Profile reports that 80% of buyers use only one. And another 15% use two.
So 95% use one or two agents in the home buying process.
What does that mean to you? The better you are with buyers the more money you will make because they are not shopping you and your services.
Get them signed up asap.
To your continued success,
Reg Gupton
www.facebook.com/reggupton
www.twitter.com/reggupton
There is often conversation about how many agents a buyer will use in buying a home.
.
The numbers are staggering to me. The Profile reports that 80% of buyers use only one. And another 15% use two.
So 95% use one or two agents in the home buying process.
What does that mean to you? The better you are with buyers the more money you will make because they are not shopping you and your services.
Get them signed up asap.
To your continued success,
Reg Gupton
www.facebook.com/reggupton
www.twitter.com/reggupton
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