Realtor and Inman News contributor Jeffrey Hogue spots a pack of real estate lead thieves sailing the Internet’s vast seas. They’re trolling for info from homebuyers and sellers who should be contacting you.
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Check out RealTips on HomesAndLand.com to find dozens of share-ready videos, infographics and articles on real estate and home improvement topics. Your clients just might like them.
Real estate trainer Jared James takes on the task of converting seller leads in a recent post for RealtorMag. Among his three suggestions to help you get in the door with a hesitant homeowner: Ask for 5 minutes. The time limitation reassures the homeowner that you won’t eat up much of his time, and there’s no big commitment.
Jared starts the conversation: “Would you be offended if I came by to do a quick five-minute onsite price consultation?” Get the homeowner interested by explaining that automated online estimates are often inaccurate. A local agent will know better.
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Reciprocity is something you don’t have to explain to people. They just get the idea of mutual exchange. According to a blog post from marketing and sales software company HubSpot:
“One study found that when waiters gave customers a complimentary mint, their tip increased 3 percent. Giving two mints saw a 14 percent increase. When the waiter left one mint, then turned around and said, ‘But for you nice people, here’s another mint,’ his tip increased by 23 percent.”
The blog’s conclusion: “Going above and beyond for your prospects — especially with a bit of theater — will make them want to help you if they can.”
As a Realtor, what’s your mint? Small gifts like magnets or calendars are nice, but a gift doesn’t have to be material. One sincere compliment can go a long way, and good information and outstanding service are most always appreciated.
Read more about “18 Tricks to Convince Prospects to Buy”
International buyers snapped up $104 billion dollars’ worth of residential property in the U.S. from April 2014 through March 2015, according to the new “Profile of International Buying Activity” from the National Association of Realtors.
That figure represents 8 percent of the dollar volume of U.S. existing home sales during that 12 months, and it should be of particular interest to agents selling luxury properties. The average price of the homes purchased by international buyers was $499,600, nearly twice the average price of $255,600 for American buyers. Chinese buyers tended to pay more, an average of $831,800.
For the first time in NAR’s report, buyers from China were responsible for the largest portion of foreign sales, spending $28.6 billion on American properties. They were followed by buyers from Canada, India, Mexico and the United Kingdom. A majority of the transactions were all cash.
SELLING LUXURY WORLDWIDE
The easiest way to reach high-dollar international buyers is right in your own backyard. Homes & Land sends qualified luxury listings to the websites where those buyers look, including the Wall Street Journal’s editions for Asia, Europe, India and Latin America, and the Chinese and Spanish-language versions of Mansion Global, mansionglobal.com.
Buying that exposure on your own would cost approximately $1,400 per listing. When you advertise with Homes & Land, it’s part of the package.
Click here to read NAR’s report on international sales
Homes & Land’s 2015 Readership Survey is complete, and the results are just as we suspected. Our readers are prime buyers and sellers. They’re overwhelmingly interested in real estate — homes for sale and the professionals who make transactions happen.
◼ A majority of survey respondents — 56% — reported that they intend to buy a home within the next year, and 34% plan to buy within six months.
◼ When they see a house they like in the magazine, readers are inclined to:
- Find the property online — 67%
- Drive by — 55%
- Visit the agent’s website — 48%
- Go to an open house — 30%
- Call the agent directly — 30%*
◼ Most — 83% — say they’re likely to contact a real estate pro or select a company that advertises in Homes & Land.
◼ Homes & Land readers are in their prime buying years — 73% are ages 35 to 64. They’re affluent and well educated, with 30% reporting a household income of $100,000 or more and 45% saying they have a bachelor’s degree or higher. Both stats beat the national averages.
The Readership Survey was conducted in January and February 2015. A total of 1,936 readers made valid submissions. Results compile responses from those who pick up the magazine at least six times per year.
To read more about the survey results, click here
* Respondents were invited to select multiple answers to this question.
22 ‘hacks’ to get the most
Courtesy of online marketing company HubSpot come 22 clever tricks that will help you maximize the LinkedIn platform’s potential as a business tool, including how to:
◼ Send a message to someone who is not a connection even if you’re out of “InMails.”
◼ Hide your connections from competitors.
◼ Customize connection requests from a mobile device.
Read the blog on HubSpot
|Smart tips for first-time buyers
Give real estate newbies some smart advice with the help of a great infographic from Jacob Grant Property Management: “15 money saving tips for first-time home buyers.” The colorful infographic can even be embedded on your website or blog with code provided in the article.
Check out the article and infographic
One print ad, many purposes
A print ad should serve 7 primary functions:
- Increase your visibility and further brand you as a leading real estate professional
- Enhance your listing presentation
- Satisfy your homeowner
- Provide information readers might not seek on their own
- Generate inquiries via text, email, phone calls or QR codes
- Spark interest in areas and neighborhoods that readers might not have considered
- Drive traffic online
“Homes & Land has been a godsend to me. I’ve been getting phone calls from Germany, from Hawaii, from all over the country. I will stay with Homes & Land until I retire.”
— Myra Hensley, Prime Mountain Properties
HOMES & LAND | JUNE 2015