Written By: Nicole ‘Nik Nik’ Nicolay

If you’re looking for the article that tells you how to blast your listings out to everyone on the Web, this isn’t it. If you’re looking for the article that gives you a list of all the Facebook apps that auto-post listings to your business page or wall…this still isn’t it. But if you want to know how to share your listings in a socially engaging manner on Facebook or even Twitter…then you indeed came to just the right place!

Nearly every time I teach a Facebook class to real estate professionals there is usually one agent who asks (right from the beginning), “How do I post my listings to my wall or tab?” And my reply is most often not the answer, but a question, “If you’re a consumer do you start your search for a home inside Facebook?” (Usual reply: “uh no”) Yep…that’s what I thought.

So then, why do we continue to see the Facebook Newsfeed and Walls of real estate professionals cluttered with sales pitches for their current listings? And don’t tell me it’s just the Facebook newbies? There are plenty of seasoned super tech-agents still posting “Beautiful 3 bedroom, 3 bath home in a quiet neighborhood, XYZ…call me today for more details or visit 123listing.com” on their personal profiles. Yes, on their Facebook profiles.

First, let’s remind our “salesfriends” of the basics. If you’re not already familiar with Facebook’s Terms of Service then you should know that it’s against their policy to use your Facebook Profile for commercial gain. If you want to post your listings, then do it from a Facebook Business Page. Which brings me to my next point. If you only post listings on your Facebook Page, do you REALLY think that’s going to be enough to keep folks interested or engaged (or “liking” your page)? Moreover, do you REALLY think the consumer is going to say to herself, “Today is the day, I’m ready to look for my dream home so of course I better start at Jenny Smith’s Pleasantville Real Estate page on Facebook!”

I know there’s a chance that someone in your network who’s looking to buy may be online at the moment you post that listing to your Facebook Page Wall, and may even see it in the Newsfeed. And it could be a match made in heaven (or Facebook)…it’s possible. But if that’s your strategy…go ahead, throw that dart and see where it lands.

Now let’s examine what happens when you only post listings on Twitter:

Yep, that sure gives me a reason to respond, follow you and converse. When real twitter users encounter real estate listings like the example above, one word comes to mind…starts with an “s”…spammer! So you may as well sew a big “s” on your sweater because you’ll be permanently marked that way until you change your ways.

Enough is Enough

It’s time to raise the bar and use the tools the way they’re meant to be utilized. So if you’re investing your time and effort in Facebook, Twitter and other online communication channels, remember to obey the “nature of the network”. I’m not saying you can’t or shouldn’t post your listings altogether. In fact, go for it. But don’t expect real “engagement” to take place unless you put in some real “effort” to make what you share actually “of interest”. So here are a few strategies you may want to try:

(1) Facebook – Listing Feature Post: Share your listing on your Facebook Page but instead of just regurgitating listing details (like 3 BED, 3 BATH, PRICED REDUCED), why not focus on what makes this home special. Highlight a feature of the home (unique yard, new kitchen, awesome view) or better yet the surrounding neighborhood or community. Give us a peek into the lifestyle…give us a reason to want to learn more, a reason to actually comment.

When you broadcast listing details the only engagement you’ll most likely yield are a couple of “likes”…and that’s usually someone who likes you, not your “NEW LISTING”. Those “likes” are not going to give you enough “FB Edge” to rank well in the Newsfeed…which means you’re counting on your targets visiting your Facebook Page on a regular basis to see if you’ve posted their dream home (that they may or may not be planning to buy right now). So instead think about creating conversation around an interesting element of your listing with text, a photo, or video…and then link to a landing page where people can choose to get more details. Thank you Nashville & Beyond for this ROCKIN’ example:

And another stellar example from @FloridaSunSales of how to accomplish sharing a “listing feature”, but on Twitter:

(2) Facebook – Social Listing Post: Rather than posting listing features, post HOW you’re getting down to business on any given day. Working with clients, prepping for a showing, waiting at an inspection, or better yet….share the interesting work related occurrences that pop up in your day! Just think about answering “What are you up to?” as if a friend were asking. Thank you Mizzle for this ROCKIN’ example:

(3) Facebook – Proactive Listing Post: You see a house on Broker’s Tour and immediately think of a certain client, or a client who’s always looking for that “perfect forever home”. Ever considered taking a photo and posting it to the wall or sending it via message to that client. Well, that’s exactly what Shannon King and Heather Elias do for their clients. Not only is this proactive strategy helpful to the potential buyer….but think about all the other people that will notice your initiative! Clearly these ladies have the expertise to match their clients with the home and lifestyle they are looking for! That’s talent…that’s a local market expert! Thank you LocoMusings for this ROCKIN’ example:

(4) Facebook – Custom Tabs: If you focus your Facebook Business Page on your local market area and aim to deliver relevant info that local consumers care about…well, BRAVO! I’ve seen many agents migrate from personally branded pages to geographic or niche focused pages…which is great! But don’t forget to highlight who’s delivering this helpful content…YOU! So consider adding a custom tab that showcases your expertise and any tools you may want to offer. Your tab can also welcome locals to your page and provide important calls to action: like my page, sign up for my newsletter, search for homes (on your site), etc. This way you can still provide all the relevant local content that keeps targets coming back for more, but also have a place where your LIKERS know to go for YOUR real estate expertise.

MyTechOpinion

At the end of the day, you need a plan of action for gaining listing exposure online. Which most likely starts by (1) optimizing your MLS listing details, (2) creating a landing page to feature the listing on your own online hub (Website/blog), and (3) syndicating your listing to places where consumers actually go to look for real estate (Trulia, Zillow, Realtor.com). When it comes to Facebook, Twitter and the like….you need to remember why you are there (i.e. cultivate relationships). And don’t forget the nature of the SOCIAL network you’re using!

Given advanced CSS capabilities that allow tabs, reveals and other treatments that display more content and links on a page does Google still recommend 100 or less links on each Web page? This short video explains:

Regular blogging is the key to success! Or so “they” say at every conference and Barcamp. I’ve long held the opinion that not everyone can blog but for those people that can and do it is important to organize your posts. We publish an average of 100 posts a month so know that as well as anyone. And so to Ricardo Bueno of Diverse Solutions who explains how to do exactly that in the following short but very useful video.

And remember, it’s not the size of your white-board, it’s what you do with it that matters

Arnie Stein, Broker Associate with Fuller Sothebys International Realty discusses the importance of listing photos for your real estate properties in MLS and the improvements made by Metrolist that now allows up to 25 photos.

Ever wonder why you see certain ads on Facebook? This video explains how the Facebook ad system works to show you relevant ads without sharing any of your personal information with advertisers.

Written By: Matthew Ferrara

Matthew Ferrara

Contrary to popular belief, lots of selling is happening in our economy. In 2010, more than 4.7 million home sales occurred – on par with historical trends (excepting the bubble) – according to the National Association of REALTORS. Bloomberg reports online holiday sales are up 15% over last year. U.S. stock markets are also enjoying year-over-year gains.

From homes to retail goods to investment products, someone’s selling something every day.

Whether or not that will be you in 2011 depends upon what you’re doing right now to prepare for positive sales. It might take longer, or require new tools, but the right plan could make you part of the “sales were up” crowd next holiday season. To help create that plan, remember these five keys to sales success:

1. Define clear goals. Identify what you’re working towards. Place that goal “front and center” every day – on your computer desktop, cell phone or an index card on your bathroom mirror. Focus on goals and good decisions will come easy. You’ll know which customers to call, which to engage, and which to avoid. Focusing on why you’ll be working hard – prospecting, training, closing – will motivate you to do the activities required for success.

2. Know the customer. Past markets aren’t ever going to “return” and neither are past customers. The reasons people buy your products, desire your service and pay your fees change as customers evolve. Constantly collect research about customers to understand what they value, how they want to interact and their goals. Go beyond “market” research: learn how your customer works, plays, lives. Then refine your sales approach to reflect those values.

3. Get with it. There’s an “it” when it comes to your industry. Maybe it’s technology – like social media or video marketing. Maybe it’s financial – mastering economic and investment conditions. Maybe it’s sales skill – moving from “I’m the greatest!” to “You’re the greatest!” marketing. Whatever the “it” is, make sure you “get” it sooner rather than later.

4. Prune. We tend to constantly add to our lives, but consider finding things to prune from it. Especially negative influences. Prune or limit time spent online in vitriolic discussion groups. Managers might finally eliminate negative or low-producing sales people (or high producers who are also high complainers). It might even mean pruning some existing customers from your business mix. Look for ways to eliminate negative energy, frustrating interactions or goal-sapping busy-ness from your plan.

5. Keep it simple. You know where business comes from: friends, family and past clients. All sales industries are referral-driven. Few experience success from “cold” customers. So contact one existing relationship daily. Not two or five or ten. One a day is enough. That’s 20 a month and probably more than you contacted consistently last year. Keep it personal and simple, too. Avoid mass-produced letters or e-blasts. One personal email. One thinking-of-you social media comment. One short telephone call or text message. As Bill Hogan, who won 13 consecutive annual sales awards at IBM says in his book: Eat the elephant one bite at a time!

You’ll probably need a few more things in your plan, but when it comes down to it, these five are certainly essential. Don’t make it harder than it has to be: Focus on your goals, know how your customers think and engage them every day. Avoid time-traps and get with “it” in your industry. You won’t even need any luck, when you stick to it, to reach your sales goals next year.

Written By: Matthew Ferrara

Matthew Ferrara

Contrary to popular belief, lots of selling is happening in our economy. In 2010, more than 4.7 million home sales occurred – on par with historical trends (excepting the bubble) – according to the National Association of REALTORS. Bloomberg reports online holiday sales are up 15% over last year. U.S. stock markets are also enjoying year-over-year gains.

From homes to retail goods to investment products, someone’s selling something every day.

Whether or not that will be you in 2011 depends upon what you’re doing right now to prepare for positive sales. It might take longer, or require new tools, but the right plan could make you part of the “sales were up” crowd next holiday season. To help create that plan, remember these five keys to sales success:

1. Define clear goals. Identify what you’re working towards. Place that goal “front and center” every day – on your computer desktop, cell phone or an index card on your bathroom mirror. Focus on goals and good decisions will come easy. You’ll know which customers to call, which to engage, and which to avoid. Focusing on why you’ll be working hard – prospecting, training, closing – will motivate you to do the activities required for success.

2. Know the customer. Past markets aren’t ever going to “return” and neither are past customers. The reasons people buy your products, desire your service and pay your fees change as customers evolve. Constantly collect research about customers to understand what they value, how they want to interact and their goals. Go beyond “market” research: learn how your customer works, plays, lives. Then refine your sales approach to reflect those values.

3. Get with it. There’s an “it” when it comes to your industry. Maybe it’s technology – like social media or video marketing. Maybe it’s financial – mastering economic and investment conditions. Maybe it’s sales skill – moving from “I’m the greatest!” to “You’re the greatest!” marketing. Whatever the “it” is, make sure you “get” it sooner rather than later.

4. Prune. We tend to constantly add to our lives, but consider finding things to prune from it. Especially negative influences. Prune or limit time spent online in vitriolic discussion groups. Managers might finally eliminate negative or low-producing sales people (or high producers who are also high complainers). It might even mean pruning some existing customers from your business mix. Look for ways to eliminate negative energy, frustrating interactions or goal-sapping busy-ness from your plan.

5. Keep it simple. You know where business comes from: friends, family and past clients. All sales industries are referral-driven. Few experience success from “cold” customers. So contact one existing relationship daily. Not two or five or ten. One a day is enough. That’s 20 a month and probably more than you contacted consistently last year. Keep it personal and simple, too. Avoid mass-produced letters or e-blasts. One personal email. One thinking-of-you social media comment. One short telephone call or text message. As Bill Hogan, who won 13 consecutive annual sales awards at IBM says in his book: Eat the elephant one bite at a time!

You’ll probably need a few more things in your plan, but when it comes down to it, these five are certainly essential. Don’t make it harder than it has to be: Focus on your goals, know how your customers think and engage them every day. Avoid time-traps and get with “it” in your industry. You won’t even need any luck, when you stick to it, to reach your sales goals next year.

We now support profiles for ActiveRain.



With over 195,000 members, ActiveRain operates the largest and most active social network in real estate. The free network helps real estate professional to create and build relationships with others in the field and with the consumer. The primary goal of the company is to empower the real estate professional which will in turn empower the consumer. Not only does it provide professionals with the opportunity to discuss insider topics, it allows the consumer to discover what the real estate industry is about. ActiveRain provides a community platform to learn and explore. If you’re interested, check out ActiveRain.com!

Do you have a FREE social business card? Visit Follr.com today!

Google answers the question:

“How does Google determine domain age? Do they look at the whois data or do they rely on the crawler? e.g. When it first indexed the website. In general, how important is it for website authority? “

If I had to list my favorite things, one experience would easily be at the top – being greeted at the airport by my family after a trip.

As a frequent traveler, no matter how long I’ve been away, no matter how tired I am, no matter how bad the trip was, being rushed by three kids as I arrive at my home airport lifts my spirits like nothing else. I know I’m on borrowed time and way too soon they (my children) will have no interest in going to the airport let alone seeing me but I’m enjoying it while I can.

The movie “Love Actually” is based, in part, on this exact event and so to another amazing example of viral and emotional marketing from T-Mobile. I’ve highlighted their creativity before in my post “Facebook, Viral Marketing and Real Estate” and so (with thanks to Matthew Shadbolt who pointed this out in the first place) I ask the question again: T-Mobile ads don’t directly advertise mobile phones and you don’t have to advertise property; you simply need to think about something that will bring your community together and make it fun. Whatever ‘it’ is you’ll need to think differently and think creatively. Can you?

I’m going to make three predictions:

1. You’ll watch this more than once
2. It’ll bring a tear to your eye
3. You’ll want to share it

Enjoy

Written By: Tony Sena

Real estate agents should value blogging if they want to develop a perpetual business model based on a specific type of client that is well informed, loyal and trusting.

While it has already been proven that a real estate company can be established solely around a successful Internet presence, most agents new to the web get caught up chasing social media shiny objects before they clarify their true purpose for getting online.

One of the first misconceptions agents make about blogging is that they approach their business blog like it’s an all-encompassing forum to journal their personal thoughts about life or evolution through social media technology.

However, the business-minded industry professionals that are able to keep their online content focused on providing valuable information for clients are actually quite successful at integrating an Internet presence into their daily office routine.

Quick Overview Of The Basics:

Simply put, a blog is just a type of website platform that is designed for the purpose of quickly publishing content to the Internet.

Categories, Tags, RSS Feeds, Page / Post structure, Widgets, Sidebar / Footer Areas and Custom Menus are some of the technical components of a blog that allow a publisher to easily organize their content in whatever manner best suites the needs of their target audience.

The actual technology behind some of these blogging platforms is getting so advanced that authors can effortlessly publish content by simply sending an email or even leaving a recorded message on a special 800 number.

Regardless of your learning curve when it comes to computers and gadgets, if your business involves sharing information with clients about products, services or anything else that may impact their decisions, then it is vital to your survival to start learning more about the blogging process.

Finding Your Purpose As A Real Estate Blogger:

It doesn’t matter whether or not you’re a professional copywriter, the following six points are the main reasons real estate agents should care about blogging:

1. Education

I believe that if home buyers were better informed about the real estate and mortgage process over the past 10 year we wouldn’t be overwhelmed with a foreclosure crisis.

While it may not be our actual “job” as industry professionals to teach our clients about the responsibility of home ownership, it is in fact our duty to break down this complex buying and selling process in a manner that people can understand.

Keep in mind that when home buyers get the fever for moving, most of them become obsessed with gathering information online.

So, if you’re not providing your clients with the most accurate and easily accessible data that they need, there is a high probability that someone else online is feeding them the wrong info.

2. Communication

Constant communication is an important part of building trust and loyalty with clients and referral partners.

Frequently asked questions, market updates, rate changes and neighborhood happenings are relevant topics that can be published to your blog and then emailed out to specific groups of clients.

We’ve streamlined our client relationship building systems to the point where just about any question someone has can be quickly answered with a few bullets and a link to a specific article on one of our blogs.

3. Equity

Growing your number of Fans, Friends and Followers in social networking groups may seem like its productive work, but online relationships don’t necessarily translate into true equity in your business.

Well, at least not in comparison to the type of perpetual equity that you can build with an authority blog that the search engines love to crawl and feature in the top ten results for important key phrases.

A seasoned domain name with thousands of links from other strong sites can be worth serious money, especially if it generates a significant amount of traffic from a targeted audience that translates into closed transactions for your business.

In addition to search engine strength, a niche blog that contains hundreds or thousands of articles takes a long time to build.

It’s the complete body of work that becomes so valuable to an agent or brokerage for recruiting and hiring.

4. SEO / SEM

Search engines love frequently updated content.

And, if your articles get linked to from other industry related sites that are deemed trustworthy, the chances of your posts showing up at the top of the search results pages dramatically increases.

Blogs also require very little out of the box tweaking to ensure each page, post, category and tag are optimized so that the search engines know how to properly index your content.

From a unique permalink structure, to the customizable Meta Descriptions of every detail, it’s easy for an author to strategically place specific content directly in the path of their target audience on the search engines.

5. Branding

While the other agents in your city litter homeowners’ mail boxes with postcards labeling themselves as “Local Market Experts,” you can actually prove it by providing valuable content on your own blog.

Whether you specialize in short sales, first-time home buyers, bank owned properties or high-rise condos, it helps to highlight your expertise by providing a wealth of valuable information on your site that speaks to the direct needs and anticipations of your potential clients.

It can be as easy as giving your insight and commentary on market news that may have a direct impact on the real estate decisions your clients are in the middle of contemplating.

6. Targeted Marketing Opportunities

If you write it, they will come.

Choose your audience, write content that answers their specific “buying” questions and then offer solutions to their problems.

Since each client has a unique scenario, a blog will allow you to tailor your message to answer their individual needs.

Obviously, a successful blogging campaign takes time and dedication before you can move all of your business building activities online.

However, the lasting benefits are significant and well worth the investment for those agents that stick to a plan.

For new real estate bloggers, I recommend establishing your purpose, setting an achievable publishing schedule and then defining your target audience.

After that, simply load your blog up with excellent information that will prove to your readers that you are an undisputed expert in your niche.

It seems not that long. When I asked this question before (using listing video examples that lasted between three and nine minutes) the responses were mixed. Using data from Visible Measures, Silicon Alley Insider reports that 20% of online video viewers give up after 10 seconds and almost 60% click off after two minutes. Surprised?

Written By: Matthew Ferrara

Matthew Ferrara

Um….. it’s called VIDEO for a reason. That’s the message that needs to go out to REALTOR-land this week (and for some time to come, I suspect). While millions of lowly seventh-graders seem to have no problem filling up YouTube with high-definition video, too few adults in charge of the housing industry have figured out that movies require one critical feature:

Movement.

What’s with the slideshows, folks? A panning set of photos doesn’t cut it in the twenty-first century. Adding Pachelbel’s 17th century greatest hit as background music won’t send it viral, either. Maybe we should offer customers a vintage 1939 Viewmaster to see the latest stereographic images?

It’s simply not acceptable that real estate searches of YouTube return nothing more than low-resolution slide shows. Pan, zoom and transition effects can’t compensate for what must be the consumer’s first (and last) reaction to these non-videos: Click. Move on. That’s not what they expected; if the video turned out to be “not” correct, what else should the consumer worry about in the advertising content.

It’s not as if there are any major barriers to online video, either. Most new mobile phones can do halfway decent video; most digital cameras have featured good video recording features for half a decade. Mini video cameras like the Flip or Kodak Zi8 are high resolution, high-capacity point-and-shoot devices that use a simple USB connector to pull video onto your personal computer, ready to upload. In fact, YouTube users can upload video directly from their smartphones, no computer necessary. So what’s standing in the way?

(The first person who writes MLS in the comments will be sent to Siberia…)

In all fairness, it’s not all bad. It’s just too few. There are some agents out there making some great videos. They talk us through the house and don’t overly edit the clips, to keep that natural, personal feeling to the message. Some use a tripod, others just work with a friend, but those who are creating real videos are doing so in under an hour, at most, per listing. That’s less time than printing, licking and stamping a typical mass-mailing to the neighborhood. And it’s certainly more effective, especially with next generation buyers and sellers.

Video alone isn’t going to turn the housing market around, but it might be one of the better tools for the industry to employ. Trying to reach the “sidelined buyers” with traditional media isn’t going to attract them; it certainly won’t engage them. And possibly, should a Gen Y buyer be subjected to yet another slideshow, it just might scare them off. For good.

Source: Nicole “NikNik” Nicolay – MyTechOpinion

The Social Media Experts I’m a fan of will tell you that if you want to succeed in applying social media as a business strategy that it requires planning, consistency, balance, originality, relevancy, and listening…among other things. And they would be right. But when it comes to real estate marketing, many agents struggle with working ON their business because they’re tapped by working IN their business. And for the most part, I’ve always considered that an excuse (myself included).

There is some validity however, to the shear amount of effort required in implementing social media marketing strategies….or ANY effective marketing strategies for that matter. And that’s why I’m not surprised when agents ask me if I can do “the social media” for them. But if you know me, then you know I’m not an automator…I’m an educator. Which means I prefer you learn about the new strategies available to you, best practices for using them, and how to measure their effectiveness.

So whether you or your marketing assistant is syndicating your listings, sending an email drip campaign, blogging or engaging in social media channels…KNOW the plan, the process, AND your role in it! By being a participant who’s just as knowledgeable about your own business as you are about your market area it’s much easier to become a trusted advisor. But obviously it’s not just about being a trusted advisor…it’s about closing deals too. So no matter the strategy or the channel…you need to create an opportunity to convert.

Now the reason I’m so passionate about social media as a real estate marketing strategy is because it gives agents who are willing to be a participant….a huge conversion opportunity. When you take an active role with blogging or Facebook comments and posts, you can directly connect with current and past clients, as well as potential leads.

For example, let’s say you’re passionate about the schools in your local market area. So you decide to get involved with a local “Back to School” cause. You post information about the cause on your Facebook Page telling locals about the supplies needed, where to donate, associated fundraising events, interviews and pictures of local teachers setting up for the school year, etc. If you’re a part of the plan and the process…as well as actively engage on the Page, then you’re creating an opportunity to convert. Especially, when you run into thankful teachers, parents and locals who you’ve been engaging with online. Taking an active roll in your online engagement means it’s easier to take an active roll in your offline engagement.

When you haven’t got a clue what social media strategies are being deployed on your behalf, you’re missing out! Sure you might be getting more online exposure for your brand and listings….but the opportunity to convert is greatly lessened. That’s because when potential client Susie Q sees you at Starbucks and thanks you for helping her neighborhood school you won’t have any idea what she’s talking about. But had you taken an active engagement role online you would be easily able to strike up a relevant and thoughtful conversation…a conversation that could possibly lead to new business tomorrow or someday in the future. And that’s your ROI when it comes to social media.

But if you’re still of the “have it done” mindset, there are plenty of “blog for you, tweet for you, post for you” services popping up. These companies are happy to take your money and create your Web presence for you, as well as automate, duplicate, replicate, and syndicate “relevant” content on your behalf. So if you’re looking for the shortcut to success with social media, there you go! And to be honest, you may very well get the exposure you want….but I highly doubt you’ll get the conversion opportunities you need to take your business to the next level. But who knows, I could be wrong.

I WILL say that there is a happy medium. The relevant content that you drip out through the various channels you participate in can be created by others (but should be supplemented by your own) and can also be scheduled. Tools like HootSuite and Tweetdeck let you schedule and post to a variety of networks. In fact, I created a Tweet Plan for using Hootsuite for both general business and for real estate. And innovators, like the folks at Roost, understand the content dilemma and deployment that real estate professionals are faced with and have created a new tool that will soon ROCK your Facebook world!

Probably the biggest social media roadblock for agents is identifying content that can be shared, retweeted, commented on, blogged about, curated, etc. So I am all for making the organization of content much easier with a homepage or dashboard of content. Alltop, Regator, My6Sense, and Google all offer great options in the organization department. A few savvy real estate companies have even created their own custom content dashboards, and are regularly creating content their agents can share and re-purpose!

So clearly there IS a benefit to “systematizing” your content flow to maximize online exposure…BUT remember that if you go the route of scheduling resourceful tweets and/or posts, that you still need to be listening, responding…and initiating social interactions! More importantly, you still need to be you and bring your passion to whatever marketing strategy you plan for!

MyTechOpinion: You CAN shortcut your way to “success” with social media…but that depends on what success really means to you.

Ever wonder why you see certain ads on Facebook? This video explains how the Facebook ad system works to show relevant ads without sharing any personal information with advertisers.

Walter Sanford

part 1 click here
part 2 click here.

Continued…

12. Top agents become experts at answering objections. What do you say when a client states, “Well, I’m just going to rent it”? What about the objection of “I’m taking it off the market now”? These types of objections should be handled seamlessly, succinctly, and smoothly, creating an opportunity to once again show value to the client.

13. A top agent is always seeking to find what’s in it for their client. Though these agents could be top in the world, top in their franchise, or top in their city, rarely will they be bragging about it because know the client just doesn’t care. A top agent will find what’s important to the client.

14. Top producers can relate. They relate their marketing plan or their sales plan to the client’s needs. They spend so much time evaluating motivation that now they tie that motivation to the end result. Top producers help clients relate as to how their service will achieve a client’s goals.

15. The top 1% are amazingly flexible. They have plans for what will happen when interest rates go up, and they have plans for what will happen when government changes the rules. Daily, weekly, and monthly work plans are constantly evaluated to make certain they are doing what is most profitable.

16. Seek out the concepts that are most profitable. It is always great to hear people talk about the things that are most profitable in real estate, but if you don’t know what they are, they are of little help. Many trainers were not top producers themselves and are myopic in offering just one product or service. It is very difficult to build an entire career on staging, Feng Shui, social media, or stealth websites; however, if that is the only product, that is what you are going to hear about all day. The top producing coaches are expensive, create results, and demand that their clients are working the most profitable activities in real estate. If you don’t like it, you ain’t gonna do it!

I hope that you have enjoyed this insight into how a top producer’s mind works. If you need to fill in the blanks with any particulars regarding what to do next, please do not hesitate to call me at 800.792.5837 or email me walter@waltersanford.com.

An oil and gas lease lottery millionaire by age 16, Walter S. Sanford was in massive debt by the time he was 22. Taking his winnings, he invested in over 400 units and found that high leverage real estate can be detrimental to your financial health.

Obtaining his real estate brokerage license during the 80s, Walter went on to become what some believe to be one of the top agents in North America. He built his career on systems that are in demand by virtually ever major franchise and top producing agent in the world. 1995 was Walter’s best year, in the midst of a real estate depression in Southern California, where he personally closed 316 transactions.

Walter Sanford now coaches some of the top agents and travels internationally to deliver his seminars based upon systems with velocity increased by technology. He is the author of 10 ground-breaking books and software that assist top real estate producers in not only beating the competition but also providing lasting estates for their future. Systems are his passion.

Walter has been buying or selling real estate for the past 35 years. It took a long time for Walter to find balance, but today, he runs a successful coaching and training business. He enjoys life in “small town America” with his wonderful wife and two darling daughters.

Many speakers and trainers have never been involved in real estate brokerage aspects and none have ever been involved to Walter’s extent. If you would like to know more about Walter, please visit www.waltersanford.com. You’ll find more information about how to hire Walter as a speaker or coach and how to obtain his ground-breaking products for your library. Walter can also be reached at (800) 792-5837 or walter@waltersanford.com.

Written By: Matthew Ferrara

Matthew Ferrara

1. Remember, it’s Prospecting. Keep your mind on what you’re doing, which is trying to engage your sphere of influence, clients, past clients and prospects. As a prospecting tools, social networking is fast and direct. But it also requires a clear focus and consistent effort. For every update that targets your prospects, ask yourself, “Would I have said this in my e-newsletter or if I were telemarketing them?” This doesn’t mean you can’t have fun; but it does mean you should have a purpose in mind when social networking with your business contacts.

2. Create a Feed Farm. One of our key principles for expanding your sphere of influence and reaching new contacts is “Share to Grow.” This means contributing some content – a fact, a link, an idea, a quote – that multiplies your contact’s fun, knowledge or skill as a result. Once you exhaust the basics – and avoid the irrelevant price-reduction announcements – you’re going to need a lot of content to consistently contribute to your network daily. The best way to keep the sharable content flowing is to create an rss link farm of industry-related content. Use something like iGoogle or Yahoo Pipes to aggregate rss feeds from your favorite websites. Then, set your feed farm page to your browser’s default page. Each time you open your browser, scan the feeds for any helpful content you can potentially share with your sphere in a flash.

3. Ask more. One of the best uses – but often forgotten approaches – to social network prospecting is to ask questions. Great salespeople know that listening more and talking less helps them find opportunities with potential clients. Social media offers a fantastics way to ask more – of more people – and learn. Consider adding at least one “polling” effort each week to your social media prospecting plan. It can be as simple as posting a question in the update, or using a more formal polling application like the one built into LinkedIn, to learn from your contacts.

4. Use visuals. Microblogging content can be tough: Picking 140 characters to Tweet an effective prospecting message takes some serious thinking. Still, a picture remains worth a thousand words, even online. So consider using more photos (and videos) as part of your regular social network communications plan. Sometimes, a funny, interesting, eye-catching image, chart or video clip is all you need to get your sphere interacting, and hopefully sharing, your content with others.

Social media presents a variety of new ways to engage your prospects. Sharing blog content can share ideas; videos can educate. Like any sales tool, it takes goal clarity, resources and planning to make social network prospecting pay off. Modern consumers, like Gen X sellers and Gen Y buyers, are happy to connect with you, but be sure to contribute value, not just advertise. These four ideas should help you shape up your social network prospecting – and grow some new business – a little easier each day.

Terry LeClair is the broker of record/owner of Prudential LeClair & Associates Realty in Barrie, Ontario, Canada. Taking part in Realtor.com’s ‘Ask a Realtor’ featured, he answers the question, “What can I do to sell my home quickly?”

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