Brokerage Allows Sellers to Pre-Test Prices

A real estate brokerage has launched a new service called the “price whisperer” that allows home owners to get feedback on a price for their home before actually listing it for sale. Redfin’s new “price whisperer” tool allows potential sellers to gauge the pricing of their home from potential buyers while giving buyers a “sneak peek” at homes not yet on the market.

redfin

“The most important decision when selling a home is what price to charge,” says Redfin CEO Glenn Kelman. “The traditional process often amounts to a high-stakes guessing game with tens of thousands of dollars at stake for the owner.”

Home owners provide the price they want for their home, while also getting advice from an agent. An agent then takes photos of the property and e-mails up to 250 active buyers with a question whether they would pay that price for this home. The address is not disclosed. Buyers are also asked if they’d like to tour the home.

Redfin says the service is not intended to generate pocket listings. If there is interest in the property, the agent will recommend that the home owner list the property on the Multiple Listing Service before selling.

“Selling directly to a buyer without listing the home on the MLS is called a ‘pocket listing,’ and generally does not benefit the seller,” according to a release from Redfin.

The service is being launched in Boston; Chicago; the Los Angeles area; New York; Portland, Ore.; San Diego; San Francisco Bay area; Seattle; and Washington, D.C.

Source: Redfin

Why Use AMPI?

AMPI is the national association of real estate professionals that have, since 1956, gathered under laws and codes of ethics and conduct to create a reliable, trustworthy an efficient real estate environment in Mexico.

AMPI consists of separate autonomous sections all throughout the nation, as well as more than 4,000 associates and affiliates. Each section is independent and has its own board of directors, only surpassed by a national board of directors comprised of twenty associates from all over the republic.

Developed over the years with the input and knowledge of its members, AMPI is much more than just a collection of offices. AMPI has been a solid and recognized institution in Mexico for the past 27 years. It was originally established in 1956 and was consolidated in 1980. AMPI is currently represented in all the principle cities and regions of Mexico stretching from Tijuana to Cancun.

The Riviera Nayarita, Vallarta and Compostela chapters of AMPI are dedicated to promote the best practices in real estate by providing its members with education to reinforce the standards of ethics that give our industry the credibility which our clients deserve.

AMPI is committed to giving our membership access to a multiple listing service that forms the platform from which our industry can expand locally and into other markets while giving our members precise and up to date information that is vital to continuous improvement and growth.

Transform vague property ads and agent services into top-notch marketing

If your words fail to paint a mental picture, you’re doing it all wrong.

Whether you’re marketing a home or marketing your services, specificity is better than a broad generalization.

But if you read many real estate advertisements you’ll see that all too many are filled with vague statements that merely take up space. They don’t offer any specific information to spark a reader’s imagination or interest.

property ads

For instance: “Excellent service.”

What does that mean, exactly? My idea of excellent and yours might be far different. So instead of using a generalization that fails to paint any kind of mental pictures, be specific.

If you return all calls within 30 minutes, say so. If you update your broker price opinions (BPOs) monthly, say so. If you preview homes for your buyers before dragging them around town, say so.

Whatever it is you do that you consider to constitute excellent service, tell your prospective clients about it.

Then there are the property descriptions.

Think about the statement: “Great yard.”

Does that mean it’s landscaped with mature shrubs and flowers that bloom at different times throughout the season? Or does it mean it has a 6-foot-high dog fence? It could mean a yard big enough for the kids to pay touch football, or small enough to require little maintenance time.

After you write something, read it and think.

Does it conjure up any mental images? If not, you definitely need to start over.

If you used generalizations but you get mental images because you know what you considered “excellent” or “great,” then get rid of the generalization and write about what you saw in your mind’s eye. That way, your reader will be able to see it, too.

Originally published by Marte Cliff, Marte Cliff Copywriting, on ActiveRain.

Why Use AMPI?

AMPI is the national association of real estate professionals that have, since 1956, gathered under laws and codes of ethics and conduct to create a reliable, trustworthy an efficient real estate environment in Mexico.

AMPI consists of separate autonomous sections all throughout the nation, as well as more than 4,000 associates and affiliates. Each section is independent and has its own board of directors, only surpassed by a national board of directors comprised of twenty associates from all over the republic.

Developed over the years with the input and knowledge of its members, AMPI is much more than just a collection of offices. AMPI has been a solid and recognized institution in Mexico for the past 27 years. It was originally established in 1956 and was consolidated in 1980. AMPI is currently represented in all the principle cities and regions of Mexico stretching from Tijuana to Cancun.

The Riviera Nayarita, Vallarta and Compostela chapters of AMPI are dedicated to promote the best practices in real estate by providing its members with education to reinforce the standards of ethics that give our industry the credibility which our clients deserve.

AMPI is committed to giving our membership access to a multiple listing service that forms the platform from which our industry can expand locally and into other markets while giving our members precise and up to date information that is vital to continuous improvement and growth.

Originally published by Marte Cliff, Marte Cliff Copywriting, on ActiveRain. – See more at: http://www.inman.com/next/transform-vague-property-ads-and-agent-services-into-top-notch-marketing/#sthash.M8R3ytFi.dpuf
Originally published by Marte Cliff, Marte Cliff Copywriting, on ActiveRain. – See more at: http://www.inman.com/next/transform-vague-property-ads-and-agent-services-into-top-notch-marketing/#sthash.M8R3ytFi.dpuf

10 superpowers of the world’s greatest social media marketer

When I was little I so wanted to be a superhero. I couldn’t wait to get home from school to watch cartoons. I marveled at the mild-mannered Clark Kent’s quick change from reporter to Man of Steel and the amazing Wonder Woman with her ability to miraculously foil the bad guys without ever breaking a sweat. I haven’t forgotten my dream, although truthfully I never imagined it would require superhuman feats to be successful in life. Juggling friends, family, health and career just to enter the game.

What’s become more and more apparent in the world of online marketing is that the game has changed and we all need to become superheroes if we want to be heard above the noise. Now that everyone is a publisher, it’s not enough to create content and send out a few tweets: Your Spidey sense has to kick in, allowing you to really listen to your audience, create compelling content, and share it with an audience that you’ve taken the time to nurture.

While we may not be able to leap tall buildings in a single bound, we still have the potential to do great things. Here’s a good place to start. Let me know what superpowers you think are required to be a great marketer and I’ll add them to the list.

10-superpowers-social-media-marketer-placester

Author: Seth Price – InmanNews

Why Use AMPI?

AMPI is the national association of real estate professionals that have, since 1956, gathered under laws and codes of ethics and conduct to create a reliable, trustworthy an efficient real estate environment in Mexico.

AMPI consists of separate autonomous sections all throughout the nation, as well as more than 4,000 associates and affiliates. Each section is independent and has its own board of directors, only surpassed by a national board of directors comprised of twenty associates from all over the republic.

Developed over the years with the input and knowledge of its members, AMPI is much more than just a collection of offices. AMPI has been a solid and recognized institution in Mexico for the past 27 years. It was originally established in 1956 and was consolidated in 1980. AMPI is currently represented in all the principle cities and regions of Mexico stretching from Tijuana to Cancun.

The Riviera Nayarita, Vallarta and Compostela chapters of AMPI are dedicated to promote the best practices in real estate by providing its members with education to reinforce the standards of ethics that give our industry the credibility which our clients deserve.

AMPI is committed to giving our membership access to a multiple listing service that forms the platform from which our industry can expand locally and into other markets while giving our members precise and up to date information that is vital to continuous improvement and growth.

A real estate agent’s 5 worst practices

In these desperate times, some real estate brokers are using dubious tactics to sell more homes. They can vary from rushing you into an agreement to overpromising on prices.

The upshot: It’s buyer — and seller-beware.

 worst practices

Frequently, brokers compete to get listings, explains Erica Ramus, a broker at Realty Executives in Pottsville, Pa. And some are doing things they wouldn’t have done five years ago.

Brokers are supposed to be self-policing, she adds. But really, they’re guided only by an ethics code. So naturally, some conflicts of interest can rear their ugly heads. For example, brokers may weed out homes that are priced lower and which don’t pay high enough commissions.

“Black and white can bleed into gray,” she says.

Ramus and other experts stress that most agents are honest and hardworking. For the rest, we got experts to spill the beans about a real estate agent’s five worst practices.

Worst practice No. 1: Brokers may overpromise things to sellers

To snag your listing, brokers may tell you to list your home for a higher price than the market will bear. Or they may tell you there’s a real buyer, when there isn’t, says Sam DeBord, a broker at Coldwell Banker Danforth in Seattle. After you sign a broker’s agreement, you may realize the selling price is too high — or there’s no buyer. But by that time, brokers have already locked up the listing.

Remedy: Ask your broker for proof of your home’s worth, such as comparable sales from at least three homes. And know that you don’t need to sign a listing agreement even if your broker does produce a buyer. “You can sign a single-buyer listing contract instead,” DeBord adds. (A single-buyer listing contract is a listing agreement limited to just one named buyer. If the deal goes through, the agent gets to broker it. If the deal doesn’t go through, the contract is over.)

Worst practice No. 2: Listing agents may sandbag a seller

This happens when listing agents actually have bagged a buyer, but delay adding the home to the MLS or putting up a “For Sale” sign. In such cases, the broker wants to get both the buy and sell commissions — doubling their wages for the sale. The trouble is that the buyer’s bid may not be high enough, says Ramus, and so it lowers the home’s potential worth. “By competing for a home, sellers might get a better price,” she adds.

Remedy: Go on the agency’s website — and other good local sites — to see if your listing is included. “Know what’s out there,” she says.

Worst practice No. 3: Brokers may try to choose a seller’s team

Brokers want to offer one-stop shopping, such as choosing your lawyer or inspector. But don’t put all your trust in one agent, says William Decker, a home inspector in Skokie, Ill.

Remedy: Choose your own team. The most important player is the real estate attorney, Decker adds. “That’s the first person to hire, because they understand fiduciary responsibility and can sue,” he says. Sellers should also hire their own independent appraiser to get solid ballpark figures when selling a home. “The more objective information you have, the better off you are,” he says.

Worst practice No. 4: Short-sale prices are unrealistically low

First-time homebuyers are most susceptible to being pulled in by too-low prices, says DeBord. They may spend six months trying to buy a short-sale home, he says, only to find that the bank won’t sell it at that price. “But seeing these flashy prices is deceptive,” he adds. “And the listing agent usually already knows the price is too low. But they want to get the contract process going because banks won’t negotiate until they have an offer.”

Also, short sales may take a long time to wrap up. Some can take two years since lenders are swamped, he says.

Remedy: Don’t rush to buy, says DeBord. Take time to research all the short-sale angles. And work with brokers you trust, he says. Ideally, brokers should also live in areas you’ve targeted for buying.

Worst practice No. 5: Brokers may divulge crucial buyer information

Sometimes, brokers want to close a deal quickly. So, they’ll reveal the buyer’s lowest bid rather than negotiating even lower prices, says Ramus.

Remedy: You can’t control your broker, but you can state your terms upfront. “Don’t tell brokers the bottom line price you’re willing to pay until you know how they operate,” says Ramus. You’ve got to protect yourself, she adds.

Author: Constance Gustke

Why Use AMPI?

AMPI is the national association of real estate professionals that have, since 1956, gathered under laws and codes of ethics and conduct to create a reliable, trustworthy an efficient real estate environment in Mexico.

AMPI consists of separate autonomous sections all throughout the nation, as well as more than 4,000 associates and affiliates. Each section is independent and has its own board of directors, only surpassed by a national board of directors comprised of twenty associates from all over the republic.

Developed over the years with the input and knowledge of its members, AMPI is much more than just a collection of offices. AMPI has been a solid and recognized institution in Mexico for the past 27 years. It was originally established in 1956 and was consolidated in 1980. AMPI is currently represented in all the principle cities and regions of Mexico stretching from Tijuana to Cancun.

The Riviera Nayarita, Vallarta and Compostela chapters of AMPI are dedicated to promote the best practices in real estate by providing its members with education to reinforce the standards of ethics that give our industry the credibility which our clients deserve.

AMPI is committed to giving our membership access to a multiple listing service that forms the platform from which our industry can expand locally and into other markets while giving our members precise and up to date information that is vital to continuous improvement and growth.

The Cost of Real Estate Lead Generation

Lead generation and the demand for it, while not new, has become more prevalent in today’s market. You can say it’s a product of our times. As a result of the market slow down, some real estate agents are looking for brokers to provide them with leads, and many brokers have responded to this by offering leads. While the number of brokers offering lead generation has increased, the question is, “Are these leads really helping Realtors?”

The-True-Cost-of-Real-Estate-Lead-Generation

To better answer this question, let’s divide leads into two main categories, bogus or “here say” lead generation and genuine lead generation. The first usually can not be substantiated and come in the form of; “our company is so well known and respected in the area that by working here you will close an extra X number of transactions” or “our national brand is so well recognized that you will close more deals if you join us.”

These claims are rarely if ever substantiated. Even if there was some element of truth to them, all you have to ask yourself is, “How many of these leads will I actually get and how are they going to pick me out of the hundreds and in some cases thousands of agents of the same brand in the area?” It’s simple enough to say that if the leads cannot be substantiated then you can’t count on them.

So what is real lead generation, what are the best quality leads, and what is the cost associated with them? There are many opinions on the matter but let’s categorize them by this writer’s opinion.

Sign Calls

Sign calls are always the best. The prospect is in the neighborhood, likes the exterior, has read the brochure, etc. Although this is the best lead, most reputable brokerages forward these calls to the listing agent, and in many cases the prospective buyer calls the listing agent directly from the sign rider’s phone number. Arguably these are the best leads, but unless it’s your listing you are not likely to get them and it’s not a broker/office “lead generation”

Walk-ins

Walk-ins are probably the next best source of leads. “Tire kickers” very rarely walk into a real estate office, and a face to face meeting will always yield the best results.

Internet

Volumes can be written about these leads, but for the sake of time, we will split them into two categories, purchased leads and direct contact. There are a number of companies that sell Internet leads. The problem with those leads is that the same lead is often sold to a number of people and in some cases those people resell the leads so by the time you get them they could be stale or someone else already got to them. The best source of Internet leads are the ones where the prospects contact you directly. Your website, if it’s well designed and promoted, will yield some of these leads.

The most important thing to understand is that three top websites for home search inquiries are: Realtor.com, Trulia, and Zillow.  With that in mind, your efforts should be directed at taking advantage of those sites.

Advertising

Advertising is the most expensive lead generator. We all know the purpose of an ad is to generate a call. The key is to then be skillful enough to turn that call into a face to face meeting.

Costs

All of these lead generators have a cost associated with them. If the office has walk-ins, that usually means that they are in a superior location with higher rent. As a result, these costs will be passed on to you, often through your commission structure or referral fee.

If the office is generating Internet leads they either have to buy them or pay one of the 3 top websites for listing enhancement ads, etc. Once again, the cost will be passed on to you either on your commission structure or by a way of a referral fee or even through a technology or Internet marketing fee.

The same holds true for advertising. If the office pays for it, it will be passed on to you either through a direct fee, commission structure or referral fee.

Be wary if someone offers you maximum commission and “free lead generation”. The money has to come from somewhere

Final Words

The moral of the story is that there is no free lunch. Be wary if someone offers you maximum commission and “free lead generation”. The money has to come from somewhere.

If you need or are looking for lead generation and don’t have the resources to invest in marketing yourself, find an office that has true lead generation, high commission structure, and charges a referral on the leads that they provide you. This way you only pay on actual transactions from those leads and not on a continuing basis whether you close a deal or not.

Lastly when someone claims they have “lead generation”, ask them to show you what type and where are they coming from.

Choosing a new broker is a business decision, do your due diligence.

Source: SellStateRealty.com

Why Use AMPI?

AMPI is the national association of real estate professionals that have, since 1956, gathered under laws and codes of ethics and conduct to create a reliable, trustworthy an efficient real estate environment in Mexico.

AMPI consists of separate autonomous sections all throughout the nation, as well as more than 4,000 associates and affiliates. Each section is independent and has its own board of directors, only surpassed by a national board of directors comprised of twenty associates from all over the republic.

Developed over the years with the input and knowledge of its members, AMPI is much more than just a collection of offices. AMPI has been a solid and recognized institution in Mexico for the past 27 years. It was originally established in 1956 and was consolidated in 1980. AMPI is currently represented in all the principle cities and regions of Mexico stretching from Tijuana to Cancun.

The Riviera Nayarita, Vallarta and Compostela chapters of AMPI are dedicated to promote the best practices in real estate by providing its members with education to reinforce the standards of ethics that give our industry the credibility which our clients deserve.

AMPI is committed to giving our membership access to a multiple listing service that forms the platform from which our industry can expand locally and into other markets while giving our members precise and up to date information that is vital to continuous improvement and growth.

3 Tips for Transforming Your Job Into a Business

How many times have you heard it?  You are your very own business owner in real estate.  You are an independent contractor, you incur and write off expenses, you spend your own marketing dollars and you work your own hours.  You own a business.

business

It definitely sounds like a business.

Years ago,  I was convinced I had a business, but what I realized was my business was really a job — it was unprofitable and I couldn’t sell it. It was unprofitable because I was paying myself all the money it made. I couldn’t sell it because if someone bought it they would have to hope my friends and family would use them as a REALTOR®.  Also, who was going to buy my business when what they’d really be buying is a job.  Who wants to buy a job?

Why is it not a business?  Because it was missing 3 things.

Here’s the difference between a job and a business: A job is when you have to do the work yourself to get paid. A business pays the employees market wages while giving owners a 10-15 percent profit off of gross revenues. A business allows the business owners to be able to go on vacation and not have to answer sales calls.  A business should be able to be bought or sold. It would be nice to sell your company and retire, right? Or maybe you want to stay involved after retirement but pay someone else to run your business operations. How many agents do you know who truly have a business or can sell their business?  I would say it is extremely rare in our market.

So, you want to own a business? Here are the three things that will transform your career/job into a saleable business.

1. In order to sell a business you have to pay yourself a market wage and make a profit. You can’t be paying yourself $30,000 a year and take $90,000 in dividends and claim it’s a $90,000 profit.  You have to pay yourself what it would cost you to replace yourself.  If you need a good salesperson to replace you, then you need to be paying yourself whatever the market wage is in your area.  Let’s say the market wage is $120,000. Now everything you make above that would be profit. So if you are bringing in $150,000 in commissions and spending $30,000 in expenses…you wouldn’t have a profit.  Your goal would be to have a profit above that.   Create goals and structure your company to help achieve this.

2. You need to have lead generation other than your family and friends. This includes your value proposition. You can’t be selling to just your family and friends. No one wants to buy your mother-in-law or your friends.  They want to buy a brand/company that has business day-in and day-out, whether your mom is buying a home that year or not.

3. Have systems in place so tasks are accomplished when you’re not there. Most agents do everything themselves. That doesn’t work.  The sign has to be installed, pictures have to be taken, and phone calls have to be answered — no matter where you are.  And no matter who calls in sick, tasks should still get done. New leads have to be coming into your office every day. The way those leads are handled — all the way to closing and beyond — should happen the same way every day.

The awesome thing about our industry is that this is achievable.  Our industry is a breeding ground for agents to do just this because we have become a commodity. The window of opportunity is now. Work on these three things and you will begin to transform your job into an actual, profitable, saleable business.

Author: Dave Robison – realtor.org

Why Use AMPI?

AMPI is the national association of real estate professionals that have, since 1956, gathered under laws and codes of ethics and conduct to create a reliable, trustworthy an efficient real estate environment in Mexico.

AMPI consists of separate autonomous sections all throughout the nation, as well as more than 4,000 associates and affiliates. Each section is independent and has its own board of directors, only surpassed by a national board of directors comprised of twenty associates from all over the republic.

Developed over the years with the input and knowledge of its members, AMPI is much more than just a collection of offices. AMPI has been a solid and recognized institution in Mexico for the past 27 years. It was originally established in 1956 and was consolidated in 1980. AMPI is currently represented in all the principle cities and regions of Mexico stretching from Tijuana to Cancun.

The Riviera Nayarita, Vallarta and Compostela chapters of AMPI are dedicated to promote the best practices in real estate by providing its members with education to reinforce the standards of ethics that give our industry the credibility which our clients deserve.

AMPI is committed to giving our membership access to a multiple listing service that forms the platform from which our industry can expand locally and into other markets while giving our members precise and up to date information that is vital to continuous improvement and growth.

Never sign a document on your client’s behalf

Clients must go through proper legal channels if they want someone else to sign for them.
closing

At the recent Real Estate Connect conference in San Francisco, an agent who represents ultraluxury clients referenced the fact that her clients were too busy to deal with all the details related to closing their deal.

The question you must answer is what will you do when your client says, “Don’t bother me with the details — just sign it for me.”

A number of years ago, there was a lawsuit filed against the company where I worked regarding the California Transfer Disclosure Statement (TDS).

Our agent was representing the seller, who was in critical condition in the hospital. The agent had obtained a signed copy of the TDS. Several days later, the agent spilled a cup of coffee on the document. In attempt to be helpful, she recopied the document.

After the closing, a lawsuit was filed over another issue in the transaction. During the discovery process, the attorneys learned that the document had been recopied. Even though the agent still had the original document, the judge ruled against our company. The law specifically stated that the form had to be completed by the seller.

This led to a major change in our procedures. Under no circumstances, at no time, were you permitted to fill out any part of the TDS except the agent’s portion of the document. If the seller was unable to fill out the document, whatever the reason, you had to take the necessary steps to have someone else complete the TDS.

Article continues below

In a recent interview, I discussed challenges related to paperless transactions with Jack Miller, chief technology officer of Austin, Texas-based brokerage The GoodLife Team. Miller said his agents have reported numerous instances in which agents from other companies signed documents on their clients’ behalf. Based upon the comments I heard at Real Estate Connect, this practice is widespread.

Moreover, if agents and their clients are engaging in this behavior in the paper world, it could happen even more easily in the digital world. All the client has to do is to give his agent his password and say, “Sign it for me.”

So when the owner of your listing tells you, “Just handle it,” what do you do?

Clearly, ultra-high-end clients expect concierge-level service. This means you don’t contact them with decisions about plumbers, termite inspectors, or when to turn the utilities off or on.

As the agent at Connect put it, “They’re much too busy to be bothered.”

The trap in this each of these scenarios is thinking that you have to be the decision-maker, or that this is somehow your responsibility.

Your responsibility does not include signing the documents on your client’s behalf!

So what are your alternatives?

Limited vs. general power of attorney

Granting another person limited power of attorney to act on your behalf is routine in a wide variety of transactions, especially in the stock market. If you have someone managing your investments, you have signed a limited power of attorney for them to manage trades for your account. The authorization to act on the client’s behalf is confined to the specific functions designated in the limited power of attorney.

In contrast, granting another person a general power of attorney to act on your behalf allows that person to make decisions as if that person is you. This type of power of attorney is commonly used on behalf of a minor child, someone who may be experiencing a medical condition where he is unable to make decisions for himself, or someone a court has deemed incompetent to handle his own affairs.

What to do when the client wants you to handle it

When you represent a high-net-worth individual, he will generally have an attorney or a business manager who has power of attorney to act on his behalf.

The first question to ask your client is, “Who handles your business issues when you are unavailable?”

Once the client gives you that person’s name, follow up by asking, “If you are unavailable, does this person have power of attorney to act on your behalf?”

If the client says he wants you to make the decisions in this transaction for him, respond by saying, “I’m sorry, but that’s not possible. That would create a conflict of interest and could even cause me to lose my license.”

In the case where a spouse may be unable to sign, it’s still important to have a limited power of attorney drawn up so that all signatures are legal.

This is a primary reason that mortgage and title companies require the signatories to notes and deeds to appear before a notary in person. It’s also the reason that if you are signing on someone else’s behalf, you must sign their name with “by your name” and attach a copy of the power of attorney.

So here’s the bottom line: Never, never, never sign a document on your client’s behalf.

Get the client’s brother, cousin or friend to sign the document. But always make sure that you have gone through the appropriate legal channels, such as obtaining a power of attorney, so that you and your client are both protected.

Author: Bernice Ross – Inman News

Why Use AMPI?

AMPI is the national association of real estate professionals that have, since 1956, gathered under laws and codes of ethics and conduct to create a reliable, trustworthy an efficient real estate environment in Mexico.

AMPI consists of separate autonomous sections all throughout the nation, as well as more than 4,000 associates and affiliates. Each section is independent and has its own board of directors, only surpassed by a national board of directors comprised of twenty associates from all over the republic.

Developed over the years with the input and knowledge of its members, AMPI is much more than just a collection of offices. AMPI has been a solid and recognized institution in Mexico for the past 27 years. It was originally established in 1956 and was consolidated in 1980. AMPI is currently represented in all the principle cities and regions of Mexico stretching from Tijuana to Cancun.

The Riviera Nayarita, Vallarta and Compostela chapters of AMPI are dedicated to promote the best practices in real estate by providing its members with education to reinforce the standards of ethics that give our industry the credibility which our clients deserve.

AMPI is committed to giving our membership access to a multiple listing service that forms the platform from which our industry can expand locally and into other markets while giving our members precise and up to date information that is vital to continuous improvement and growth.

Bernice Ross
Bernice Ross
Bernice Ross

8 Traits That Can Improve Your Customer Relationships

Find out what personality characteristics tend to make up a successful salesperson.

numbers

Why are some salespeople more successful than others? What separates the top earners from those who fail to reach their potential? Could it boil down to personality?

Not quite.

Top salespeople “include both extroverts and introverts and all degrees in between: shy and outspoken, talkative and quiet,” says David J. Lill, author of the sales textbook Selling: The Profession (DM Bass Publications, 6th edition, 2012). “However, certain core characteristics seem to be present to some degree in the most successful salespeople.”

Gaining clients’ trust is an important component of real estate success. Just how important? Look no further than the National Association of REALTORS® Profile of Home Buyers and Sellers survey, where honesty and trustworthiness are ranked as the most important factors home buyers and sellers consider when choosing a real estate agent.

In his 35 years of training top producers, Lill has observed certain traits that improve face-to-face client interactions and help build credibility and rapport. According to Lill, these are some of the characteristics present in the most successful salespeople:

1. Enthusiastic

Do you have passion and excitement for the work you do? It can show in your client interactions. Enthusiasm isn’t expressed just as excitement, Lill says; it can also be shown through a calm, quiet confidence. Enthusiasm helps demonstrate a genuine belief that you believe you can help your clients fulfill their needs.

2. Inquisitive

Stop talking and start asking and listening, Lill says. Good salespeople tend to ask a lot of questions. Indeed, a study by Steve W. Martin, an author and expert in sales linguistics, shows that 82 percent of top salespeople scored high on curiosity.

Martin has interviewed thousands of top salespeople over the last decade to hone in on what makes them top earners, giving them personality tests to measure the core personality traits that separate them from their peers. The top salespeople tended to show their curiosity by asking their customers lots of questions — sometimes difficult and uncomfortable questions — in order to close any gaps in information. Questions help you discover more about your clients, uncover their primary buying motives, and flush out and discuss any potential concerns.

Every prospect has unique needs, so spend more time in the discovery stage with your customers. Avoid jumping into the know-it-all role of telling prospects what you think they need. Ask and then listen to their specific situation before you propose solutions. Once they’ve expressed their concerns, use “what if” questions to gauge their interest in the solutions that you suggest.

3. Empathetic

You’ll need that inquisitiveness to show empathy — another core sales trait of a successful agent, Lill says. Empathy involves having a true understanding of a person’s concerns, opinions, and needs, and reflecting that understanding in your conversations with the client. Don’t fake empathy or sincerity — your clients will quickly pick up on it, which will lead to distrust. Make sure your comments or compliments are genuine and relevant to the conversation. “People do not always care how much you know; they want to know how much you care,” Lill says.

4. Goal-driven

To be successful, you need a plan of action, Lill says. Consider what you want to achieve in your real estate career and how you can work toward fulfilling those goals. Top salespeople tend to take initiative and be self-starters by setting goals with an action plan for how to achieve them.

Lill recommends using the SMART process for goal-setting: Make your goals specific, measurable, attainable, realistic, andtangible. He recommends writing down specific goals. For example, instead of “increase my income,” write “increase my income by 50 percent in the next year.” This will help you more easily evaluate your progress. Lill also recommends attaching a tangible reward to your career goals to add motivation, such as more money, recognition, or an award or plaque.

Have a plan to continually monitor your progress. For instance, at the end of each week, take a personal account of what you’ve accomplished. List the five habits or attitudes that were the biggest obstacles to achieving the results you wanted and consider how you can change them. “Working toward goals increases your creativity and problem-solving ability,” Lill says.

5. Resourceful

How fast do you think on your feet? Resourceful people analyze what works and what doesn’t, and they study industry information to guide them.

“On the spur of the moment, [top salespeople] can think of new ways to make a point, new applications and creative uses for products, and unique reasons for a particular prospect to make a buying decision,” Lill says.

To be more resourceful, start by keeping good records, such as handwritten notes, when you are asking your client questions about their buying or selling motivations and concerns. This will not only help reinforce your own memory and understanding of what they’re saying but also show the other person that you think what they’re saying is important. They’ll likely perceive the gesture as a compliment and a sign of thoroughness. Then, repeat the concerns they express to you — including key phrases they use — to make them feel heard.

6. Friendly

Pushy, overly confident salespeople are a turn-off. Not surprisingly, clients prefer friendliness when trusting someone to guide them through one of the biggest financial decisions of their lives. “The salesperson with a pleasant, outgoing disposition is remembered and favored,” says Lill.

When you’re first meeting a prospect, your goal should be to establish rapport in the first few minutes of conversation. This will help put the person at ease and signal that you’re not trying to “sell” them on something. “Small talk may be discussions of topics unrelated to what you’re selling,” Lill says. “Topics like mutual friends, similar interests in civic organizations, hobbies, and family life are frequently used.”

7. Adaptive

Be able to sync your communication style to one of the four basic personality styles that your clients are likely to display. People will respond more favorably to a style that is similar or complementary to their own. For example:

Driver:Tends to be competitive, fast-paced, goal-oriented, and wanting to see results.

Adapt your style: Be prepared, organized, and to the point. Know their goals and offer them several solutions.

Expressive:Tends to be spontaneous in their decisions and often will jump from one topic to another.

Adapt your style: Let them talk, but gently refocus them when needed; show interest in them personally; and propose solutions through stories and illustrations.

Amiable:Tends to be friendly, sensitive to how their decisions affect others, and slow to act.

Adapt your style: Get to know them personally, be prepared to move at a slower pace, and use small talk to help establish rapport.

Analytical: Tends to be detail-oriented and show less emotion.

Adapt your style: Don’t rush them to make a decision, but allow them plenty of time to assess a situation. Provide lots of information and be prepared to answer questions in detail.

Observe your clients’ behavioral clues, such as their speech, use of time, reaction to others, and tone of voice, to see which of the four communication styles they likely fit.

“It’s using psychological reciprocity,” Lill explains. “You’re getting into their mind-set. You don’t change your style, but use techniques to accommodate their style.”

8. Persevering

Part of success is how you handle rejection. There will be prospects who will not want to work with you, buyers who choose not to buy, and sellers who decide to work with another agent despite your numerous attempts to convince them otherwise. Sometimes clients may not be forthcoming as to why they decided not to work with you — try not to take it personally, Lill says. It may come down to bad timing or budget constraints.

“Setbacks outnumber triumphs,” Lill says. “Salespeople must have reserves of strength and resilience to fall back on when this happens.”

Author: Melissa Dittmann Tracey – realtor.org

Why Use AMPI?

AMPI is the national association of real estate professionals that have, since 1956, gathered under laws and codes of ethics and conduct to create a reliable, trustworthy an efficient real estate environment in Mexico.

AMPI consists of separate autonomous sections all throughout the nation, as well as more than 4,000 associates and affiliates. Each section is independent and has its own board of directors, only surpassed by a national board of directors comprised of twenty associates from all over the republic.

Developed over the years with the input and knowledge of its members, AMPI is much more than just a collection of offices. AMPI has been a solid and recognized institution in Mexico for the past 27 years. It was originally established in 1956 and was consolidated in 1980. AMPI is currently represented in all the principle cities and regions of Mexico stretching from Tijuana to Cancun.

The Riviera Nayarita, Vallarta and Compostela chapters of AMPI are dedicated to promote the best practices in real estate by providing its members with education to reinforce the standards of ethics that give our industry the credibility which our clients deserve.

AMPI is committed to giving our membership access to a multiple listing service that forms the platform from which our industry can expand locally and into other markets while giving our members precise and up to date information that is vital to continuous improvement and growth.

Ten Time Efficiency Habits For Realtors

Great time management means being effective as well as efficient. Managing time effectively, and achieving the things that you want to achieve, means spending your time on things that are important and not just urgent. To do this, here are 10 habits you should adopt to achieve maximum efficiency and employment of your valuable time:

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1. Start Your Day Earlier; Get up Earlier: The key to wringing more out of your day or getting the most from your time can often be just starting your day earlier. When I have deadlines to hit and projects to complete I have the habit of getting up earlier.

It can mean that I complete my previous day earlier by going to bed earlier. If you are like me, the evening time is rarely a time that I can work on projects and important tasks. I am generally too tired to be able to focus well. I am much better off hitting my sleep pattern earlier in the evening so I can get up earlier in the morning. I have been known to go to bed at 8:00 p.m. or earlier but get up at 2:00 a.m. That way the house is quiet. I can establish a time where I can increase my high focus production time.

I find that the most successful people and time managers have one thing in common. They are early risers. The old fable “Early to bed and early to rise makes you healthy, wealthy and wise” is true. If you just get up a half hour earlier each day, those 30 minutes add another 182 1/2 hours to your year. You gain an extra 23 days of eight hour work days in a year. It’s like you have added more than another month to your year. You have established a wonderful new habit in only 30 minutes a day of reduced sleep.

2. Plan Your Day in Advance: Being able to plan your work and work your plan is a habit of high achievers. Establishing your objectives, priorities, and agenda for tomorrow before you leave today will increase your effectiveness in your business and life. Ask yourself these questions:

  • What didn’t I get done today?
  • What did I do really well today?
  • What could have I done better?
  • What really frustrated me today?
  • What do I wish I had been able to do today?
  • How was today on a scale of 1-10 and why?
  • What priorities do my boss, my customers, or my employees need me to accomplish?
  • What is the most important thing I need to do first tomorrow?
  • What does my family need from me when I get home?

You need to be able to ask yourself some key questions to make sure you are on the track to your habit of time management and success.

3. Eat Healthy and Exercise Regularly: That might not seem like a time management habit or tip but it is really important. When we are not in shape physically and we do not have the proper fuel for our bodies it affects our time management. It takes us longer to accomplish tasks. We waste time because we are not physically able to keep pace with others or the pace we need to complete our objectives and advance our career.

There is a direct connection between your physical health and your usage of time. If you are overweight and out of shape it takes longer to do anything and everything. It takes longer to write a report, walk from your car to the office, fix dinner, or even get dressed in the morning.

Reducing your fat intake, lowering your carbohydrates, eating lean protein, and reducing your portion sizes will help shed excess weight. Increasing our use of strength conditioning will increase our metabolism because we have increased our muscle mass and muscle will burn more calories than fat. By doing cardio vascular training three times a week such as bike riding, walking, running and swimming we can increase our stamina. You might mix up your workout to avoid boredom. Try a number of different cardio options to keep it fresh.

4. Spend Time in Quiet Time, Prayer, and Meditation: I notice a significant difference in my effectiveness, energy, accomplishments, and my time usage on days when I am on my morning routine of quiet time versus when I am off or omit it. My routine is to get up early and pray, read, and study my devotional Bible each day. When I adhere to that routine I am far more centered spiritually for the day.

To ignore the relationship between our spiritual being inside, our physical bodies, our brains, and our goals and accomplishments is to be naïve. We have a clear connection in all these areas that relates to our use of time and the effectiveness and accomplishments for our day. For me when I give the first of my day to time in “The Word”, prayer, and meditation; more gets accomplished and my time is better spent throughout the day. My focus is intensified and my overall state of mind is much calmer and more patient than if left to myself.

5. Meal Plan for the Whole Week: Whether your feelings of food are being merely fuel to your body or your view of its position is to be indulged and enjoyed, planning ahead is a wise habit to establish. I learned this habit from my mother. She was very deliberate in meal preparation for the family. She would decide on the family meals for the week in advance. She would select the family meals based on the sale items at the store, special occasions that week and family preferences. She would map out on paper the meals and ingredients she needed to prepare the meals for her hungry family.

She would then go to the store once to collect the groceries for the week. She didn’t operate through impulse buying throughout the week. She didn’t waste her time multiple times a week trying to find a parking spot, getting a cart, walking the aisles of the store, fighting to keep toddlers controlled, waiting in the checkout line, paying the bill and using coupons, loading the groceries in the car, unloading the groceries, taking them in the house, and finally putting them away. She did that necessary part of life once a week rather than numerous times a week as most people do today. What a colossal waste of time because of our lack of vision, decision and organization.

6. Delegate Almost Everything: The best time investors delegate better than most others. They figure out what is really important, valuable, meaningful, and fun and do only those things.

The key in both personal and business life is to delegate the task or activity to the lowest paid competent person. Many of us struggle with this because we don’t want to be viewed by others as being “too good to do _________.” It’s not an elitist view we should take. It’s the efficient and also effective view. Don’t do anything unless it brings you or someone else you love joy.

I can’t say that I am big on playing dolls. I would say that like most men I didn’t grow up playing with dolls. I do know that there is an incredible amount of joy that comes to Annabelle when I get down at her level and play with her dolls. When we have tea parties with her dolls and make believe my joy comes out of seeing her joy come out of her. I wouldn’t delegate doll playing to anyone.

I would gladly and do delegate yard work and any fix it work to anyone skilled enough to take it off my hands. I am willing to pay someone to do these things that matter little to me, my family, or my business. To these things I say, “pass me a doll.”

7. Say No More Often: We all must get in the habit of saying no. We live in an overcommitted, stressed out, rushed world. We have people who want more of our time at work. We have people that want us to contribute our time to the school, the church, the Junior League, business associations, our golf club or athletic club, the kids sports teams, Boy Scouts, Girl Scouts, United Way, political parties, Cancer Society, MS Society, the hospital, Boys and Girls Clubs, Rotary, Lions. There is an endless list of organizations that need our help and resources. The one resource that they want the most is time.

I am not saying tell all of them no. The truth is we have to say no to some of them because we can’t do all the things most successful people are asked to do. When you become more successful people will seek you out for help. As you get better at your time management your level of success will grow. People will notice there is something different about you. They want what you have and want help because they sense something special about your skills and results. We have to learn to say no!

8. Always Use a Time Management System: Whether you use a Franklin Planner, Day Runner, Day Timer, or CRM you must use something.

You could also just create a time block schedule. It doesn’t matter where you are in your career or who you are, you must have a time management system.

9. Begin Every Day at Zero: Start over and start fresh each day. Resolve to make each day a perfect ten. If you didn’t have a good day yesterday in how you managed your time, give yourself a clean slate to begin anew today. Conversely, if you had a wonderful day yesterday at your time management, don’t let your guard down. A greater day yesterday doesn’t automatically translate to a great day today in your time management. The past is history. The future is a mystery. Today is a gift. That is why they call it the present. Unwrap each day with anticipation and expectation of unfolding a wonderful day of production, success, fulfillment, service to others, results, and relationship building. Use your time to create the largest, best, most significant return on your time invested as possible.

10. Simplify Life: We tend to make our lives more complex than is necessary. We work to fund our lives so our work can overtake our life. Our wants tend to expand significantly beyond our imagination, can overtake our capacity and our willingness to delay our own gratification. If we are faced with ever expanding bills, increasing monthly obligations and debt it makes it difficult to invest our time in other more meaningful pursuits in life beyond working and earning a living to pay the bills.

We need to embrace the habit of being content in all our circumstances. Being content doesn’t mean stuck, or not striving for better. It just means there is a limit to the chase of keeping up with the Joneses. It doesn’t mean to give up, but to be happy and grateful for the things we do have rather than exclusively focusing on the things that we don’t.

There will always be someone with a bigger house, more houses, better cars, more cars, more money or more of anything that you might want. Contrary to pop culture, He who dies with the most toys doesn’t win; He merely dies and leaves most of his toys to the Internal Revenue Service and his family. Live your time, enjoy your time, and simplify so you are not a slave to a lifestyle. An ancient proverb says that the borrower is servant to the lender. The time of the borrower is also servant to the lender.

Author: RealtyTimes.com

 

Why Use AMPI?

AMPI is the national association of real estate professionals that have, since 1956, gathered under laws and codes of ethics and conduct to create a reliable, trustworthy an efficient real estate environment in Mexico.

AMPI consists of separate autonomous sections all throughout the nation, as well as more than 4,000 associates and affiliates. Each section is independent and has its own board of directors, only surpassed by a national board of directors comprised of twenty associates from all over the republic.

Developed over the years with the input and knowledge of its members, AMPI is much more than just a collection of offices. AMPI has been a solid and recognized institution in Mexico for the past 27 years. It was originally established in 1956 and was consolidated in 1980. AMPI is currently represented in all the principle cities and regions of Mexico stretching from Tijuana to Cancun.

The Riviera Nayarita, Vallarta and Compostela chapters of AMPI are dedicated to promote the best practices in real estate by providing its members with education to reinforce the standards of ethics that give our industry the credibility which our clients deserve.

AMPI is committed to giving our membership access to a multiple listing service that forms the platform from which our industry can expand locally and into other markets while giving our members precise and up to date information that is vital to continuous improvement and growth.

Why Use AMPI?

AMPI is the national association of real estate professionals that have, since 1956, gathered under laws and codes of ethics and conduct to create a reliable, trustworthy an efficient real estate environment in Mexico.

AMPI consists of separate autonomous sections all throughout the nation, as well as more than 4,000 associates and affiliates. Each section is independent and has its own board of directors, only surpassed by a national board of directors comprised of twenty associates from all over the republic.

Developed over the years with the input and knowledge of its members, AMPI is much more than just a collection of offices. AMPI has been a solid and recognized institution in Mexico for the past 27 years. It was originally established in 1956 and was consolidated in 1980. AMPI is currently represented in all the principle cities and regions of Mexico stretching from Tijuana to Cancun.

The Riviera Nayarita, Vallarta and Compostela chapters of AMPI are dedicated to promote the best practices in real estate by providing its members with education to reinforce the standards of ethics that give our industry the credibility which our clients deserve.

AMPI is committed to giving our membership access to a multiple listing service that forms the platform from which our industry can expand locally and into other markets while giving our members precise and up to date information that is vital to continuous improvement and growth.

How Content Marketing Can Get You More Leads

Think of the content you put on your Web site as the first step in asking prospective clients to engage in a conversation about their needs.
Content marketing is an ongoing conversation. If you can capture the interest and trust of your readers, you have exponentially increased your opportunity to capture and nurture these conversations into motivated and loyal clients.
content

Every time you can provide value to your reader, you have an opportunity to ask for something in return. Namely, you can ask permission to stay in touch or follow up with this reader-turned-prospect.

Asking permission is as simple as presenting your reader with a pop-up, or having calls to action in your site’s sidebars or within the framework of your site design.

1. Build an Opt-in Marketing List

There’s really no better time to reach out to someone to start a conversation about their needs and wants than when someone visits your Web site to view a home for sale.

When you’re consistently publishing new opinions, analyses, and insight on your site, you have an opportunity to ask readers for permission to send them updates when you add new content.

From personal experience and from what I’ve heard other industry experts report, it takes an average of nine to 18 months of online research and preparation before a home buyer completes a purchase. So an opt-in marketing list is your nine- to 18-month pipeline. If you’re not adding new information to your site on a regular basis, you lose the opportunity to keep visitors to your site updated.

2. Content-Specific Lead Generation

Creating content around current market trends is a great way to offer specific help or guidance related to your content. The best example I have of how this works is a market report that I posted on our Web site a couple of months ago. I based it on a market report offered by a popular research service that I subscribe to, and I broke it down, explaining what each statistic and trend means to home buyers.

I titled the article “The Science of Buying a Home in a Low Inventory Real Estate Market.” The basic point of it was to show that in low-inventory markets, using an agent that has in-depth knowledge of local trends and market conditions will give the buyer a competitive edge.

At the bottom of the article, we added a call to action to sign up for automated “Market Reports” that will keep the home buyer informed and educated and possibly even give them a competitive advantage.

That article generated 10 registrations for market reports in the first 48 hours that the article was published.

3. Financing-Related Lead Generation

The focus of the majority of our content marketing efforts is financing-related challenges, qualifying questions, and assistance opportunities.

One of the most effective lead-generation strategies we use is a buyer assistance finder. This is a form that invites buyers to give us some basic information, and we use it to match them with available assistance once we determine their eligibility to qualify.

This is a great opportunity to get your lender involved in your marketing efforts by asking them to contribute content and share their experience and expertise for the benefit of the visitors to your site.

With home buyers and home owners being of common interest to both REALTORS® and lenders, there is a great advantage to seeking a marketing savvy, content-creating lender partner. This skill set is more commonly found with an individual loan officer, as opposed to something a company offers.

You’re looking for unique, sincere, well-communicated content. A writer’s resume is their blog. All it takes to interview a marketing partner is a Google search.

Managing Expectations

Content marketing is a long-term strategy that requires a well-thought-out conversion strategy. An important part of your success is expectation management:

  • Expect a lot of trial and error.
  • Expect a lot of testing and tracking.
  • Expect that you will succeed if you don’t give up.
  • Expect that your clients will be more loyal.
  • Expect to hear, “I’ve been reading your articles for a year.”

Most Web site solutions allow for easy publishing. Hopefully, you are working with WordPress.

Adding content on a regular basis is as easy as spending three to five hours a month or week, which is what I’ve invested for years.

Gaining a competitive edge in your online market may be as easy as creating more content than your competition.

Author: Scott Schang – Realtor.org

Why Use AMPI?

AMPI is the national association of real estate professionals that have, since 1956, gathered under laws and codes of ethics and conduct to create a reliable, trustworthy an efficient real estate environment in Mexico.

AMPI consists of separate autonomous sections all throughout the nation, as well as more than 4,000 associates and affiliates. Each section is independent and has its own board of directors, only surpassed by a national board of directors comprised of twenty associates from all over the republic.

Developed over the years with the input and knowledge of its members, AMPI is much more than just a collection of offices. AMPI has been a solid and recognized institution in Mexico for the past 27 years. It was originally established in 1956 and was consolidated in 1980. AMPI is currently represented in all the principle cities and regions of Mexico stretching from Tijuana to Cancun.

The Riviera Nayarita, Vallarta and Compostela chapters of AMPI are dedicated to promote the best practices in real estate by providing its members with education to reinforce the standards of ethics that give our industry the credibility which our clients deserve.

AMPI is committed to giving our membership access to a multiple listing service that forms the platform from which our industry can expand locally and into other markets while giving our members precise and up to date information that is vital to continuous improvement and growth.