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MODULE 5: Technology & International Development/Implantation of systems to streamline your business Learn new skills – Time is $$ Web surfing, spiders, blogs, Expand your Market : International awareness Polish your existing skills
IT’S A WHOLE NEW WORLD • How do your customers/clients want to communicate with you? • The consumer wants to be in control so don’t be too pushy or you will lose them (respect privacy) • Cell/Camera/flip capability • Virtual Tours, streaming video • You. Tube & myspace. com Marcus A. Wally · +1. 904. 669. 1081 · marcuswally. com
Marcus A. Wally · +1. 904. 669. 1081 · marcuswally. com
What tools are you using to develop systems? Time is Money • Contact management software • Lead generation • Exposure/Recognition on line • Links to directories • Calls for Action • Response time is critical; check emails frequently Marcus A. Wally · +1. 904. 669. 1081 · marcuswally. com IS
On Line Marketing • Reaching the world wide market • The world is small • If you’re not on line, you’re not in business! • websites should serve both buyers and sellers – because both are searching for REALTORS® on line • Consumers on line all over the world • Consumers looking for property all over the world • How can you be found?
On Line Marketing 1. Buy a Domain name (Google, Yahoo) ie. You. com 2. Ensure that your domain name is on every form of marketing/ad/ correspondence, etc. 3. Institute a contact management program to organize your business 4. Lead Generation 5. Website content-relative/current 6. Respect the online consumer(privacy) 7. Exposure and recognition 8. Responsive / timeliness
Search Engine(SE)Optimization • This is what it’s all about! • SE’s connect you w/customers, not our web pages. • Where is your placement on the SE’s? • Are you at/near the top of the results page? • Key word analysis & relevant content will do it! • Spiders from these SE’s go to your website(s) looking for the most relevant content.
WHAT’S A BLOG • Blogs—short for Web logs • online journals to inform clients/prospects on market conditions • current events w/ family and friends • 20 million blogs exist • Blogs- very affordable way to build an online community and spark discussion with those who visit the Web site • Similar to a “letter to the editor”
WHY BLOG? • • 4% of real estate agents have blogs inexpensive marketing tool Blogs boost web traffic Offer up to date information to clients Generate prospects Enhance interaction w/target audience Positions the agent as the local expert Is an extension of your customer service!
Universal Record Locator (URL) • • • A URL is a Web site address The www. marcuswally. com The browser makes a connection to that address the Web page located at that address is displayed URL to a list of bookmarks (favorites) Copy and paste to send a link
Attributes of ECS 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 4.
Attributes of ECS 1. HONESTY 2. TRUST 3. DEPENDABILITY 4. KNOWLEDGE 5. ENTHUSIASM 6. PERSERVERENCE 7. WILLINGNESS 8. COMPASSION 9. ACTION 10. ATTITUDE 11. DESIRE 12. EXPERIENCE 13. HUMILITY
CONSTANT COMMUNICATION Marcus A. Wally · +1. 904. 669. 1081 · marcuswally. com
A complaint is nothing more than. . An unmet need Marcus A. Wally · +1. 904. 669. 1081 · marcuswally. com
COMMUNICATE · COMMUNICATE Don’t hide anything-especially bad news! Say it loudly and say it often Look at alternative ways of communicating (e-mail, texting, video e-mail, etc. ) Listen more than you talk, BUT get the information out there to your customers/clients Use a sellers/buyers checklist to insure accuracy. Marcus A. Wally · +1. 904. 669. 1081 · marcuswally. com
Statistics Consumer Retention 87% 45% 97% Opening/First Middle Closing/End Harvard Business School Study-1980 and repeated every five(5)years.
HUMAN RELATIONS • The six most important words: "I admit I made a mistake. " • The five most important words: "You did a good job. " • The four most important words: "What is your opinion. " • The three most important words: "If you please. " • The two most important words: "Thank you, " • The one most important word: "We" • The least important word: "I" Marcus A. Wally · +1. 904. 669. 1081 · marcuswally. com
We’re All Actors! Knowing your “lines” is critical The flow and the delivery are key Nerves/Anxiety are diminished with a script Scripts keep us on track; from forgetting important points Practice makes perfect
New vs. Experienced A new agent has a number of advantages: Total focus on their new career Full of enthusiasm and excited about getting into the RE business Hungry for new business and the opportunity to make some $$ Not spread too thin with lots of other business
COMBATTING COMMON OBJECTIONS 1. Think on your feet- practice w/family and friends. Practice “off the cuff” responses. 2. Don’t make assumptions-don’t assume, LISTEN! 3. Take an educational approach-don’t sound defensive…. empower them to make a more confident decision. 4. Write your own scripts-customize and allow info to flow naturally. 5. Answer objections with confidence. 6. Practice makes perfect!
Always end with…. . Any other questions?
Ask for Referrals! REAL ESTATE INDUSTRY IS BASED ON WORD OF MOUTH ASK FOR THE BUSINESS!! LISTINGS BECOME BUYERS ORIGINATE AS SELLERS
Ethics & Business Etiquette Marcus A. Wally · +1. 904. 669. 1081 · marcuswally. com
ETHICS Your commitment to making ethical decisions and living an ethical life. Marcus A. Wally · +1. 904. 669. 1081 · marcuswally. com
Doing the RIGHT thing may not always be easy… But is ALWAYS right!!! Marcus A. Wally · +1. 904. 669. 1081 · marcuswally. com ETHICS
There’s NO right way to do the WRONG thing! Marcus A. Wally · +1. 904. 669. 1081 · marcuswally. com ETHICS
Actions Speak Louder… Marcus A. Wally · +1. 904. 669. 1081 · marcuswally. com
GOOD LISTENING GOOD • Use Diplomacy • No Tin Ears • Grab the small signs Marcus A. Wally · +1. 904. 669. 1081 · marcuswally. com
PERSONALITIES Resolving conflict in a professional manner Marcus A. Wally · +1. 904. 669. 1081 · marcuswally. com
: SUVIVING IN DIFFICULT TIMES • Financial - market forces • Natural disaster - hurricane, fire, off-site protection, etc. • Media - under attack!! • RE is so psychological - FSBOs don’t work, Expired never list!! • Personal crisis - divorce, illness, business emergency, etc. • Missing opportunities - global market, population increase, diversity. Marcus A. Wally · +1. 904. 669. 1081 · marcuswally. com
1. Set aside your EGO/LISTEN to other viewpoints 2. Share the credit/shoulder the blame 3. Ability to learn on the job 4. Find time to relax/reflect/prepare for tomorrow 5. Be diplomatic 6. Be a Visionary 7. Great instincts in a crisis 8. Awareness of weaknesses HONEST ABE 9. Control of emotions 10. Ability to communicate goals & stick to long term goals - EVEN WHEN UNPOPULAR Marcus A. Wally · +1. 904. 669. 1081 · marcuswally. com
A LEADER BELIEVES. . . For all the reasons you might draw someone into your life, one would never be to find his/her faults! Marcus A. Wally · +1. 904. 669. 1081 · marcuswally. com
Roles & Responsibilities Marcus A. Wally · +1. 904. 669. 1081 · marcuswally. com
MODULE 4: Are you a Lion? Marcus A. Wally · +1. 904. 669. 1081 · marcuswally. com
King of the Jungle Characteristics : 1. Strong 2. Hungry 3. Run fast 4. Never give up 5. Survivors
IN THE GARDEN…. . WHEN YOU’RE GREEN YOU GROW, WHEN YOU’RE RIPE, YOU ROT!
Growing a Garden Missi Howell
Developing a Green Thumb • Look for fertile ground • Keep your tools sharp • Recognize a weed from a blossom • Focus your energy where you are going to get fruit • Toss out some fertilizer • Add water and sunshine • Have patience…. will thrive
Fertile Ground Always look for the best soil to farm for business Toss out extra seeds to insure results 100 seeds may lead to a dozen sprouts A dozen sprouts may lead to one healthy, producing plant The one healthy plant will be filled with more seeds
Sharp Tools NO DULL HOES Education for Excellence – keep learning! Business Cards Resume/Bio Brochure Information must be current Recent photo (1 year or less) Email address included Website address included Direct dial phone number with country code included
Recognize a weed Weeds Blossoms • Maintenance - pull the weeds • Enjoy the fragrance • Control – spray w/weed killer • Experience the color • Manageable – constant eye • Appreciate change
The gift of my garden God give me the gift of my garden To hold my head toward the sun To cherish and welcome cool raindrops And from turbulent storms never run
Rule of The harder you work, the luckier you get!
Be A Lion! Be A Survivor!
INSPIRING QUOTES When you change the way you look at things, the things you look at change. Dr. Wayne Dyer
H A B U of a REALTORS® time &The most highly effective use of a REALTORS® time: • Prospecting • Showing property • Writing offers / negotiating a contract • Closing & following up
Sir Winston Churchill Success is never final. Failure is never fatal. Courage is want counts.
Mother Teresa… Yesterday is gone. Tomorrow has not yet come. We have only today. Let us begin.