understanding and engaging today’s real estate agent

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Understanding and Engaging Today’s Real Estate Agent

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Page 1: Understanding and Engaging Today’s Real Estate Agent

Understanding and Engaging Today’s Real Estate Agent

Page 2: Understanding and Engaging Today’s Real Estate Agent

Matt DollingerPresident and Founder

Gearbox Consulting

• Over 10 years of industry experience

• Accomplished industry speaker

• RealTrends 50 Company• Coaching and Training of

100s of agents• Developed training

programs around KCM• Focus on growth,

automation and technology

Page 3: Understanding and Engaging Today’s Real Estate Agent

How I’ve used KCM in the past

Page 4: Understanding and Engaging Today’s Real Estate Agent

Created the Market Expert Class

• In-office training program focusing around the materials provided by KCM each month:– 20% increase in total GCI for participants– 20% increase in online lead conversion of buyers– 50% decrease in property price adjustments– 30% decrease in DOM for listed properties– 98% LP:SP ratio for listed properties

Page 5: Understanding and Engaging Today’s Real Estate Agent

Integrated into Company Marketing

Page 6: Understanding and Engaging Today’s Real Estate Agent

Supplemental Online Content

Page 7: Understanding and Engaging Today’s Real Estate Agent

Video Market Updates

Page 8: Understanding and Engaging Today’s Real Estate Agent

Branded Listing/Buyer Collaterals

Page 9: Understanding and Engaging Today’s Real Estate Agent
Page 10: Understanding and Engaging Today’s Real Estate Agent

What agents look for in lenders

Page 11: Understanding and Engaging Today’s Real Estate Agent

My unofficial Chicago agent survey

• Sent survey out to top 1000 agents in Chicago• 16% responded to survey• Three Questions– What do you want/expect from your lender?– Why are you currently working with your lender(s)?– Why have you “left” a lender?

• These answers were then broken out by quartile*

Page 12: Understanding and Engaging Today’s Real Estate Agent

What are you looking for in a lender

Page 13: Understanding and Engaging Today’s Real Estate Agent

Why do you work with your lender(s)

Page 14: Understanding and Engaging Today’s Real Estate Agent

Why have you left a lender?

Page 15: Understanding and Engaging Today’s Real Estate Agent

Why have you left a lender?BROKER

Page 16: Understanding and Engaging Today’s Real Estate Agent

What the agent isn’t getting…

• Different agent outreach programs– Curtailed business development, insight or leadership

based on their current needs (based on quartile)

• Coaching and training on how to USE market data– Insight into how current developments can effect

their business and most importantly their clients

• Compelling/Branded marketing materials– Pieces to educate consumers, drive business and

reflect their brand in a positive light.

from their BROKER

Page 17: Understanding and Engaging Today’s Real Estate Agent

How can you become high value?

Page 18: Understanding and Engaging Today’s Real Estate Agent

What is valuable to today’s Realtor?

• Anything that saves them time or automates.

• Anything that brands them positively.

• Anything that helps them do more deals/grow.

• Anything that “WOWS” their client.

Page 19: Understanding and Engaging Today’s Real Estate Agent

Creating Value Based Partnerships

Page 20: Understanding and Engaging Today’s Real Estate Agent

Remember These?

Page 21: Understanding and Engaging Today’s Real Estate Agent

3 areas Bridge Builders can help

• Increase Facetime with key agents• Brand agents as experts• Grow and Empower YOUR Team

Page 22: Understanding and Engaging Today’s Real Estate Agent

Increase Facetime with key agents

• Schedule a monthly meeting with your top producing agent’s teams and provide/discuss these materials.*

• Schedule a monthly webinar where you can go through some of the most important slides

• Send them out to perspective agents with your contact information (email blast)

* Sample curriculum and “how to” guide for running a Market Expert class will be provided after webinar.

Page 23: Understanding and Engaging Today’s Real Estate Agent

Brand them as experts

• Key infographics for them to use in marketing (postcards, email blasts, etc.)

• Handouts (in color) for them to use in buyer presentations and listing opportunities

• Scripts for them to use when discussing the market with their clients.

• Materials for them to use in online lead opportunities• “Keep in Touch” materials to send out to past

transactions to show them how well they've done in their investment

Page 24: Understanding and Engaging Today’s Real Estate Agent

Grow and Empower YOUR Team

• Make “newbies” look like educated pros when talking about the market

• Provide them with marketing materials to go after their own agent relationships

• Follow up materials and handouts to use in their meetings with potential clients

• Keep in touch materials with their database of agents.

Page 25: Understanding and Engaging Today’s Real Estate Agent

Questions or Comments?

Matthew DollingerPresident and Founder

[email protected]

773.354.9681