RE-ACTion News...


 

Following are some past issues of my newsletters.  Sometimes they are just quick notes; other times they are more extensive.

 

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Past Newsletters and other articles can be found in the "Articles" section of this site.

Are you using your CRM (Customer Relationship Manager) to follow-up?

 

My timing in my career in Real Estate sales was impeccable – not!

 

I started in 1987, when the market was starting it’s decline, and I got out in 1994 when the market was turning to the good once again. In my first year, I sat new construction for my broker, and that community’s sales were virtually nil for everyone sitting them. When I wasn’t sitting the samples, I was sitting “on floor/opportunity time” for that same broker. Well no one was getting many opportunities in that market either. I was doing BAD!

 

Finally after the better part of a year, I stopped doing both, and started doing my own prospecting. Once someone’s name got into my database (I used one called Real Estate Specialist in those days – a DOS program) they got followed up with until they would either, as Steve Stewart would say, “Buy or Die”!

 

So over the next 5 years, with no pre-existing sphere of influence to speak of, I went from 0 sides in 1988, to 43 sides in 1993, in a very slow, buyers market. How? By mailing or calling everyone who had the misfortune, I mean good fortune, of finding themselves in my database.

 

I ended up going from a non-producer in a mom and pop shop to the number two agent in transactions in a 100% RE/MAX office simply because I followed up consistently. The other agents in the office called me the ‘King of follow-up’ because they knew I consistently did business with people months and years after I first met/spoke with them at an open house, ad call, sign call, door knocking, local pub, golfing, or whatever. I never let them forget me. And I was able to do that easily and efficiently by using my CRM (Customer Relationship Management) software.

 

So are you, you know, using yours?

 

If you own a CRM, and you ever have that phone conversation that contains the words – “Oh thanks for calling, but we already bought a house”, then you are not using follow-up plans with your prospects!

 

Any time you speak with someone, and they said something like “Oh we’re not doing anything until Bobby graduates in June, always made sure you get something personal out of them like that he liked to golf, or that Bobby was going to major in photography. That goes into that prospect’s notes. You then continue to mail/e-mail them – consistently – until it gets closer, and then you call.

 

You have a pre-arranged follow-up “Plan or Campaign”. As soon as you get that lead, you click a couple buttons, and select the plan you have specifically created for that kind of lead. It would be a Hot, Medium, or Cold plan, and when the plan called for that phone call somewhere down the road, it will come up on your to-do list.

 

When I called him back many months and sometimes years later and asked if Bobby was still interested in photography, you could hear a pin drop on the other end of the phone. There was always one of two reactions. He either marveled at my memory, or he said something like, “You use follow-up software don’t you?” Either way I had them, especially if he said the latter, because he knew I was organized. Buyers and sellers like organized!

 

Now, I teach people to track those things in the right manner. So let’s say you find out about a special golf outing in your market area. You can do a quick search, find the golfers, and shoot an e-mail out to them to let them know.

 

Or maybe Doylestown Borough just announced a tax break in the local paper. How many people read the paper any more? Before they find out by word of mouth, you can do a quick search on your past buyers who bought in Doylestown Borough, and let them know about it. Aren’t you just the best darn Real Estate person they have ever known!

 

And what are you doing each time you send out these notes? You’re staying “top of mind” with them, and of course, you’re asking for referrals.

 

DO NOT neglect your past clients with regards to follow-up. Are you proud of the job you did for them? Did they like the job you did for them? Then capitalize on it! Make absolutely sure you ‘touch’ them at least once each month by mail or e-mail, and annually or semi-annually by phone. And again, always ask for a referral.

 

If you are not consistently in your past client’s face, guess who will be? Right! The neighbor or the brother-in-law who just got in the business. They are hungry and prospecting. If you are not top-of-mind with your past clients, you will lose money.

 

If your CRM doesn’t have it’s own “Content”, that is, pre-written e-mails/letters, then write your own. Just make sure to use spell check, and have someone else critique and edit them.

 

If the thought of writing scares the Dickens out of you, buy some like “Dave Beson’s LetterWriter”. And remember what I said in a prior post about pre-written content., the value is in the concepts, not the wording. Or do a search on “Real Estate Prospecting Letters”. Be careful though. Some of them are really dated.

 

A contact manager is a glorified Rolodex™. Outlook is a good example of a contact manager. What you have, or should have, is a CRM, which stands for Customer Relationship Manager. Operative word being Relationship. It’s job is to help you maintain a relationship with your suspects, prospects, and clients, by targeting specific groups of people, with customized plans for follow-up.

 

You customize by categorizing them, such as hot buyer, past seller, etc., or by keeping certain information on them such as that they like golf, or are a graduate of Penn State, or that they like wine, etc. All of this information enables you to target market to them, as opposed to doing what all the other agents who do not know them do, which is generalized non-targeted marketing. Which do you think works better?

 

The point is, you have a tool to make you more money already. Start using it! Don’t let your CRM solution suffer the same fate as that poor Nordic Track® you have, sitting in the corner being used as a lingerie rack!

 

 

DNC - The Do Not Call list

 

If a FSBO or Expired is registered with the Federal Do Not Call list - ARE you allowed to call them?

I just came across an article in Realty Times I thought I would share with you that updates the answer to that question.

 

As of February 2005, the FCC said, effectively:

You can not call a FSBO unless you have a buyer for that house. You can not call expireds, unless they expired with your company, otherwise not at all!

 

The link to the article is http://realtytimes.com/rtapages/20050809_clarifyrules.htm 

 

Tiny URL

This is a quick one! This is not a new tool. I had heard of it before, but had never had occasion to use it. Now that I have, and have seen how easy it is to use, I had to make sure you knew about it. Have you ever sent a URL to someone that was about 3 lines long? The person that received it e-mails you back complaining that the link doesn't work. It may have been because it was so long that it "wrapped". This tool allows you to shrink any size URL down to a very short one.

An example. You want to send the following link to someone.                                                  http://www1.us.dell.com/content/products/features.aspx/outrageous_desktops?c=us&cs=04&l=en&s=bsd 

Simply go to http://TinyURL.com   In the box that says "Enter a long URL to make tiny", you paste the above URL. Click on "Make TinyURL" and it came up with

http://tinyurl.com/5msf4 . That URL will go to the same place!

Another nice thing about it, is that it's such an easy URL to remember!

JPEG Viruses

This is not a hoax that you sometimes see warning you of viruses. I have researched this. Please note the links you see below.

Sorry to be the bearer of bad tidings, but if you have not already heard - JPEG files can carry viruses. A JPEG or '.jpg' file is the most common type of file for a photo online or in e-mail. It was announced not too long ago that they were now capable of carrying viruses, but now there is an imminent warning that one is about to be/has been unleashed. Following are links to more information about it.

I can't tell you that if you haven't already downloaded the XP SP2 patch, to do it now, because I don't know how safe it is yet. BUT you have to weigh the relatively small chance that it will interfere with your system, versus the potential to get this virus without it. Good luck!

http://tinyurl.com/5yxrb

http://www.easynews.com/virus.html

I also suggest you go to Google, and key in , without the quotes - 'jpeg virus'. You will find much information there as well.

Update your virus files immediately if you are not doing it automatically!


Google and Cloaking

Google may be up to some tricks again. It has been reported that they did an unusually large amount of spidering in September, and that another restructuring or overhaul of their index MAY be happening again. Watch your Web site statistics in the coming months.

Another issue I just read about by people that do this for a living, was about reciprocal linking. They are "theorizing" that Google MAY start punishing people for linking to sites that are optimized using methods of which Google does not approve. I know for a fact that some people reading this are using SEO methods/companies that are using cloaking or similar tools. They may be using it unwittingly, but using it nonetheless. In that case - ignorance is NOT an acceptable excuse, as far as Google is concerned. The issue here is not who links to you, but who you link to. I thought, given the amount of reciprocal linking going on with many of you, that you may want to consider this. I am personally now considering using the tool I mentioned in another post http://www.gritechnologies.com/tools/spider.go, to insure that I do not link to a site which is being optimized using cloaking pages or redirects, on my Agent Referral Network page at http://garydavidhall.com/network.htm. What you need to do is look at the individual pages using the diagnostics view hyperlink. If you see text that isn't on that web page, when viewing that page in a browser, the SEO is cloaking and probably using redirects. That will be a lot of work, and I don't know about you, but I can't afford to be banned from Google!

They also warned about using companies that "Guarantee" you first page rankings for specific key words. These companies have been very successful at one thing in particular - getting you banned from the search engines!


Your name as your domain name

I had a client tell me that a local agent had bought her name as a domain name, such as BettyBoop.com. The agent then "pointed" it to his own site! So if someone was looking for Betty, at ABC Realty, they went instead to her competitors Web site. Not only was he not affiliated with her, but he was from a different company all together. She asked me if this was illegal, or at the least, could she stop him from doing it. I did some research and found that NAR had already addressed this once, and they will not allow it. What follows is the case in which they decided it.

What's the point? Go to the Web and key in yourname.com & yourname.net, to make sure no one is using your name to drive people to their Web site!

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Case #12-17: Use of Deceptive Domain Name/URL ("Uniform Resource Locator") (Adopted May, 2001.)

REALTOR® X, a principal broker in the firm XYZ, was technologically savvy and constantly looking for ways to use the Internet to promote his firm and drive additional traffic to his website.

Being an early adapter to the Internet, he had registered, but not used, domain names that incorporated or played on the names of many of his competitors and their firms, including ABC, REALTORS®.

REALTOR® X and his information technology staff concluded that one way to drive traffic to the firm's website would be to take advantage of the search engines commonly used by potential buyers and sellers. They realized that when potential buyers or sellers searched on key words like "real estate" or "REALTORS®" or on similar words, lists of domain names would appear, and that when consumers searched the Internet for ABC, REALTORS®, one of the domain names that might appear would be REALTOR® X's domain name, abcREALTORS.com.

REALTOR® X decided to take advantage of the domain names that he had previously registered, and pointed several that used, in various ways, the names of his competitors, including "abcREALTORs.com," to his site.

In a matter of days, REALTOR® X learned that he had been charged with a violation of Article 12 of the Code of Ethics by REALTOR® A, the owner of ABC, REALTORS® , alleging that his (REALTOR® X's) use of the domain name "abcREALTORS.com" presented a false picture to potential buyers and sellers and others on the Internet.

At the hearing, REALTOR® X defended himself indicating that, in his opinion, use of a domain name was not advertising or a "representation" to the public but simply a convenient way for Internet users to find relevant websites. Moreover, "When websurfers reach my home page, there is no question that it is my site since I clearly show XYZ's name and our status as REALTORS®," he continued. "These complaints are just a lot of sour grapes from dinosaurs who aren't keeping up and who don't realize that on the Internet it's 'every man for himself.' "

The Hearing Panel disagreed with REALTOR® X's justification, indicating that while his use of a domain name that employed another firm's name might not be precluded by law or regulation, it did not comply with the Code's higher duty to present a "true picture."

REALTOR® X was found in violation of Article 12, presenting an untrue picture in his representation to the public.

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My Featured Product this month is My Homeowners Club - sphere of influence follow-up & prospecting tool. Find out more at http://MHOC.GaryDavidHall.com


 

 

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