success tips for the single real estate agent

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• Today’s call will be recorded

• View today’s recording and past Power Hour recordings at:

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• Live Q&A today; send in your questions!

Welcome to Market Leader Power Hour!!

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Success Tips for the Single AgentFeaturing: Nina Hollander

Presenter: Shannon Shimabukuro

Senior Market Leader Trainer

Single Agents?

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Agenda for: Success Tips for Single Agents

• Meet Nina Hollander

• Building and working a referral base

• Why focus on internet leads and how Nina follows-up

• Optimize your day to do it all yourself

• Questions

What Will You Learn Today?

• Realtor, Broker for 22 years – NYC and Charlotte (last 16 yrs in NC)– 15 years working internet leads – Market Leader subscriber since 2010– 70% referrals; 30% internet– 2013: 23 Sales; $6 Million Gross

• Awards– RE/MAX Hall of Fame (Top 2%)– 5 Star Best In Client Satisfaction – 50 Most Influential Women in

Charlotte

• Past Sales:– $100+ Million in listing sales– $90+ Million in relocation sales– $80+ Million in first time buyer sales– $75+ Million in fine home sales

Meet Our Featured Expert: Nina Hollander

In the beginning….

What’s your secret to growing your referral base?

Success tip to work internet leads: Address mindset and misconceptions

There are no bad leads?

Wait… you mean they might not respond to my emails?

But I worked so hard…

1. Respond to new leads throughout the day

2. Check recent activity up to 3x daily for people back on my website

3. Work reminders for that day.

1. Works down the reminders every day 25-30 reminders

2. TIP: Used saved templates to send emails more quickly

What does your internet lead follow-up look like?

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In general• Custom follow-up during 1st month

– Follows Million Dollar Pipeline Program (but customizes)

• Automate follow-up after first month

• Look for areas to engage in a custom way thereafter based on activity.

How do you create all these touch points?

Single Agent Tip: Invest in self learning and coaching programs

Single Agent Tip: Follow a routine to ensure key activities get done!

A day in the life…

• 6:30 am-10:30am: Prospecting

– ActiveRain : write blog and comment on previous posts

– Market Leader: work new leads, recent activity, reminders

– Check expired listings

– Facebook ,LinkedIn and Twitter: participate in any discussions

– Prepare cards for clients with a life event (birthday, anniversary, etc)

– Prepare “unique” mailing to ML database

• 12:00-2:00pm Self education (2-3x per week):

– Million Dollar Pipeline, Power Hour, ActiveRain, IMSD,

– KCM-related webinars, company lunch and learns

• 10:00-1:00 pm: Schedule closings

• 2:00-5:00 pm: Client appointments

– If no client appointments in afternoon,

• Prepare listings for market

• Refine presentation materials

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• Photography

• Closing coordinator

• Keeping books

• Marketing delivery

Single Agent Tip: Know when to outsource

Nina’s Referral Marketing PlanRecurring Monthly Marketing Plan

When What to send Audience

monthly Monthly mailing to sphere* Past clients and strong prospects (top 150)

monthly Email Newsletter Everyone in my database

monthly Email with sales activity for subdivisionTop 150 plus newer leads who are interested in specific

subdivisions.

As appropriate Holiday eGreetings Entire Market Leader/Prospect database

Month-Specific Marketing Plan

January Market Activity review for their subdivisions for the prior year. Past clients and strong prospects (top 150)

January Copy of their HUD-1 to prepare for tax time Clients who bought or sold in past year

FebruaryNotepad with Valentine’s Day theme with business card

attached.Past clients and strong prospects (top 150)

Late March Easter Greeting Past clients and strong prospects (top 150)

May Mother's Day greeting Past clients and strong prospects (top 150)

June Father's Day greeting Past clients and strong prospects (top 150)

later June Notepads with patriotic theme with business card attached. Past clients and strong prospects (top 150)

JulyMarket Activity review for their subdivisions for the first half of

year. Past clients and strong prospects (top 150)

August N/A N/A

September "Who are the best agents in Charlotte?" postcard Past clients and strong prospects (top 150)

October Halloween themed post card Past clients and strong prospects (top 150)

November Thanksgiving card Past clients and strong prospects (top 150)

December Annual calendar with business card attached.

Sphere of 300 (Anyone whose address you have, who may not be

a strong prospect, but with whom I have contact and who can

turn into a buyer/seller one day, or a source of referrals.

(attorneys, my photographer, etc)

Prospect-Specific Marketing Plan

Throughout the year

Home anniversary cards, client birthday and wedding

anniversary cards. I also check their Facebook pages, Linked-In

posts and respond as appropriate.

Past clients and strong prospects (top 150)

*This will be in the class notes and available at

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Emails vs Postal?

Top tips for a single agent

The discipline of consistency

Never

Never Never Give Up!

You cannot control results, you can only control activities.

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Add time dedicated to self education into your weekly schedule

Create 1 new touch point for your Market Leader database

Create 1 new touch point for your referral base

Implement a strategy to keep up with your past client/referral base

And as always:

Fill out the survey to receive today’s class notes

Register for next week’s Power Hour!

What now?

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Managing leads from other sources

• Target your follow up to imported and 3rd party leads and maximize your conversion

• Utilize the new “Quick Text” feature in your Market Leader system

Join us Next Week!

Wednesday, 2/12 at 10:00 am PT/1:00pm ET

To Register: www.Learn.MarketLeader.com

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QUESTIONS FOR NINA?

Notes:1. Fill out the survey to receive the class notes! (It displays when the class is over)2. Find today’s recording and additional classes on www.learn.marketleader.com

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Appendix

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Hi Vanessa,

Welcome back! Just wanted to check in with you. I saw that you have been looking at homes again on my site www.HomesInCharlotteArea.com. Please let me know if you have any questions about any specific properties or if there is anything I can do to help you in searching for a home in the area or if I can arrange for a private showing of any of the homes you've been looking at.

Have a great day!

Market Leader Email template example: “Welcome Back!”

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The 3 things to consider before you start remodeling your kitchen

Kitchen renovations are one of the most popular renovation projects that homeowners tackle, second only to bathroom renovations. It’s easy to see why: a renovated kitchen not only improves the flow and function of your living space, it also boasts a high investment return of between 80-85%, on average.*

This month, I’m sending along information to help you plan your kitchen renovation. The information is full of great tips intended to make your renovation easier, whether you plan to do a minor update or start from scratch. It also offers a few suggestions to help you make your kitchen greener, from using energy-saving appliances to choosing eco-friendly cabinet, countertop and flooring options.

Due to the nature of my business, I know many great contractors and other building professionals. If you’re considering a home improvement project, call me and I may be able to refer you to a professional that will give you the same great service that you’ve come to expect from me. Feel free to pass this information on to your family and friends who may be thinking of making improvements to their homes.

Sincerely,

Oh, by the way®…if you know of someone who would appreciate the level of service I provide, please call me with their name and phone number, and I’ll be happy to follow up and take great care of them.

*Source: Remodeling Online/Hanley-Wood

Referral Marketing example: monthly mailing to sphere

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Example of newsletter

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“Who are the best agents in Charlotte?” postcard

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Valentine’s Day Notepad