Award Winning Buyer Packages
I have had many Realtors ask me what makes a great buyer package? What kind of content, visuals, media… Do I need to really help my buyers make the right choices?
Each buyer package must have the following 3 essentials: Presentation, Content & USP (Unique Selling Proposition).
Presentation: The buyer package needs to cater to your buying audience. Make it reflect your clients and their lifestyles. The main 4 Lifestyles from SRI (Stanford Research Institute): Belonger, Achiever, Societally Conscious & Emulator. There are different needs for each buyer but make the presentation visually appealing to your community’s largest audience (lifestyle).
Content: What type of information is needed for a buyer to understand and appreciate your market? The information is accessible all over the internet and various types of media however this package allows for you to funnel what is necessary for your clients to make the right decision.
Include the following to separate yourself as the Top Realtor providing the most effective material:
- Unique items for your neighborhood/communities served
- Transportation Information
- School District Information
- Housing Stats- Trends
- Cashflow/Rental Opportunities
- Sample Package
- Agency Information: Sample at http://www.nellisgroup.com/Blog/Buyer-Representative
- History of Area
- Main Employers/Industry in Area
USP: As a Top Realtor in your area you need to effectively communicate how you stand apart from the competition. The benefits that make your Team unique in your area.
Focus on your experience, sales market knowledge and services. Many Realtors employ contractors, interior designers and discounted lending packages in order to provide their clients with the best experience.
Many Realtors do not even have a buyer package… Start with one buyer package and then as you progress you can have multiple packages for the different types of buyers…
AnnounceMyMove.com
Announce My Move is a web based company that originated in the Real Estate profession. It utilitzes the venue of social media and networking to assist buyers, sellers & Realtors. The focus is on the client. Announce My Move allows the Realtor to assist their client in providing a unique URL or website for their home purchase or sale.
Announce My Move has branched out from announcing simply a home move to announcing new listings, newsletters and even Open Houses. Once you create the unique site it will allow you to copy and paste it into an email or any social networking tool. Many clients have started posting the excitement of their new home or sale on Facebook & Twitter.
Spoken Word Seminars has negotiated a discount with Announce My Move for their readers. Find out more about the discount at:
Mastering the Referral
I have read many books and seen tons of speakers talk about referrals as an Art Form. But unlike art or music which unfold and show a disparity between the “haves and have nots”, referrals are a skill that can be mastered. You don’t have to be a natural with people or a people person to gain the ability to do business by referrals. You must learn some basics about people, human behavior and trust.
There is a gap I refer to as the Referral VOID which is the chasm between knowing how to give and receive a referral and doing business the normal way. I have spent over 14 years in the Real Estate business and still marvel at how many in my profession do not understand the referral concept.
A referral is a transference of trust from one individual to the other. So how do we not only endear trust but make sure that when given a referral that trust is not betrayed. There are 5 Key Principles to keep in mind the next time you are giving or receiving a referral:
1. Treat them as a CLIENT and not a SALE. So many consumers have been burned in various transactions by the salesperson simply wanting to sell and not wanting to help. Recognize their needs upfront and help them fulfill their needs and not your own.
2. Do NOT pass our your business cards. Everyone has a business card and it does not result in new business.
3. Trust- Trust is built in small and big ways. Being on time for appointments and following through on Q&A from each client.
4. Paradigm Shift: Request your clients ask their coworker or friend for permission for you to call or email them instead of waiting for their call.
5. Follow Up: Follow up not only with the new referral but just as important with the client that sent them to you. If by chance you are not able to connect or do not wish to work with this new referral you MUST be the first one to contact your mutual friend.
For more information on the Referral VOID and Wishing Well Referral vs. Permission Referral contact Spoken Word Seminars to book them for an upcoming event.
Blackberry Storm
Well… The reviews have started to come in on the newest Blackberry. The Blackberry Storm is officially on the market. Their rendition to outperform and be the Verizon answer to the Iphone appears to have missed its mark… Check out the review from David Pogue
I bought the Iphone when the newest version came out… I stood in multiple lines- the first store ran out. I remember standing in the middle of Tysons Corner and passing a Verizon Store- an empty store wondering how they could ever pass on the Iphone opportunity and let AT&T get the contract. It reminded me of my mother’s saying “Penny Wise and Pound Foolish”. Many times I am so concerned over the small details I miss the big picture.
So where does Verizon and the Storm go from here?? I honestly believe UP. They will correct the errors and make a software download or package that cures the current ills.
Will the Storm ever be better than the Iphone? The answer to this question is it DEPENDS… For the business professional it will be a resounding YES. The main issue with the Iphone is the lack of searchability with email. It is not built to compete in the business world. The RIM company lives and dies with speed, efficiency and responding to the business needs of professionals. EMAIL is the key to their Vitality in the industry.
This means the STORM or any other device must be fast. Offer quick access between programs, keep its great keyboard layout and its search functionality within email. I do look forward to upgrading my phone, but I will be waiting to see the developers send out the first patch/fix for the new device.
If you have an I-phone - happy scrolling for emails
If you have a Treo- can’t help you I returned mine within 24 hours because of the turtle pace between apps
If you have a Blackberry- keep the Faith and keep typing!
James Nellis
New BlueTooth Ear Piece
Plantronics being modeled by Vicki Nellis as the “Bling” Version in Gold. They come in 3 colors: Gold, Black & Magenta.
Plantronics 925 Device (click here for more specs) This is one of the newest devices on the market. Below are the top reasons to purchase it tomorrow: 1. Connects easily to any mobile phone. Currently I have it connected to the Blackberry Curve. 2. If out of range it connects without prompting once within range. 3. It charges within a mobile charger. 4. The small mobile charger once charged will become a charger for the field once the bluetooth runs out of battery life. 5. It is cheaper than my Bang & Olufsen earpiece.
Are We Connected?
