MYCE https://www.myce.org.za Get more leads | Sell more property | Earn more commission Mon, 09 Dec 2019 14:05:59 +0000 en-ZA hourly 1 https://wordpress.org/?v=5.5.5 https://www.myce.org.za/wp-content/uploads/2019/06/cropped-Myce-Final-M-32x32.png MYCE https://www.myce.org.za 32 32 How To Ensure that New Clients Become Repeat Clients https://www.myce.org.za/new-sellers-get-more-listings/ Tue, 01 Oct 2019 08:43:40 +0000 https://www.myce.org.za/?p=2560

How To Ensure that New Clients Become Repeat Clients

Repeat customers are great. They refer more often, they’re less likely to try pay less than your asking price and it’s easier to maintain these relationships than it is to consistently acquire new customers.

Here’s how you can deliver the kind of experience as a service agent that drives your clients to use your services again and get more listings from them in future.

 

Step 1

Plan out, in your mind, your perfect experience viewing experience with a potential buyer.

Imagine what that experience would look like. What would you need to do in order to deliver it? And what would you need to prepare?

Think about the best customer experiences you’ve had. What made it stand out? What was it about the service you delivered that produced such great results?

How would you need to prepare to do that again, for every viewing?

 Step 2

Formalise what you imagined into a checklist.

Include everything it would take for you to deliver the perfect service experience. This varies for everyone, but here’s a template.

Click to download this template.

Aim for consistency: Delivering an 8/10 experience every time is more likely to generate repeat and referral business than delivering a 10/10 experience every now and then.

The great thing about delivering quality service is that it’s 80% preparation and only 20% what happens on the day.

You’ve given great service before: doing it all the time is just about committing to a standard, preparing what you need and making sure it’s the only way that you engage with clients.

And you’re done!

Repeat business depend on exceptional customer service and consistent after-care. Following this simple 2-step plan will help you deliver both with consistency. From here on out you need only develop profiles and calendars for each new client and stick to your plan.

Curious about how to get more business from clients you’ve already done business with? 

 

Interested in getting as much business as possible?

Learn how this Joburg Agent started her new professional relationships on the right foot and generated a ton of business as a result,

Reach more buyers and sellers with relevant messages using email marketing.
(Fill in this form and get it first!)

How To Get More Listings from Past Clients

How To Get More Listings from Past Clients

Repeat customers are great. They refer more often and they’re less likely to try pay less than your asking price. It’s also easier (and cheaper) to maintain client relationships than it is to consistently acquire new customers. Here’s how you can make the most of your past clients.

]]>
How To Get More Listings from Past Clients https://www.myce.org.za/past-sellers-get-more-listings/ Tue, 01 Oct 2019 08:43:28 +0000 https://www.myce.org.za/?p=2561

How To Get More Listings from Past Clients

Top agents report that referral and repeat business can contribute up to 39% of their earnings.

Here’s how you can reconnect with the clients you’ve served in the past and ensure that when they or the people the know are looking to make use of an Estate Agent’s services again, you are the first person they think of. 

Step 1

Make a list of the properties you’ve sold in the past ten years, and from there determine the clients you’ve worked with in that time.

That’s it. Baby steps, right?

Step 2

Make a personal character profile for each client. You want to include a short description (name, age, profession, marriage status), a brief history of your work with them, as much detail as you have about their likes and hobbies and the marketing messages they might be interested in receiving. Here’s an example.

By now you would updated your client list and gotten a basic understanding of each client and potential focuses for your re-engagement messages.

Step 3

Determine which clients had a good experience with you and give them a call asking If they’re happy with their home. Note how long it’s been since they moved in and let them know that you’d be available to assist them with any property questions or needs that they have this year.

This call doesn’t need to be intimidating; you’re not making a request or trying to sell something. It’s simply to ensure that you remain in mind for the buyers with whom you’ve already done business. Here’s an example of all your call needs to include:

“Hello Susan, I hope you’re well. I noticed that you’ve been living in your Greenside home for 2 years now. How are you finding it?”

“If you ever have any property related questions, or if you ever start thinking about other living options, don’t hesitate to give me a call. I’m more than happy to give you advice or point you in the right direction.”

 

Step 4

Create a “keep-in-touch” calendar for each of the character profiles you created in Step 1.

Start with their birthday and property anniversary, then mark dates for your New Year and end of year communication.

With four dates filled in, decide often you think you should contact them. Every month? Every three months? 

With that number in mind, populate your calendar so that you would have reached out to them enough times a year. Here’s a template for a client born on May 5th, who bought a property on September 5th and who you ought to contact every two months.

And you’re done!

Repeat and referral business depend on exceptional customer service and consistent after-care. Following this 4 step plan will help you deliver both with consistency. From here on out you need only develop profiles and calendars for each new client and stick to your plan.

Sounds intimidating? It’s easier to stick to a plan if you’ve got the technical support to automate your messages, keep your contact profiles in one place and have their information updated for you. See how MYCE can help you deliver exceptional service and ensure repeat and referral business by simplifying sophisticated customer relationship management.

Interested in getting as much business as possible?

Learn how this Joburg Agent started her new professional relationships on the right foot and generated a ton of business as a result.

Reach more buyers and sellers with relevant messages using email marketing.
(Fill in this form and get it first!)

How To Get More Listings from Past Clients

How To Get More Listings from Past Clients

Repeat customers are great. They refer more often and they’re less likely to try pay less than your asking price. It’s also easier (and cheaper) to maintain client relationships than it is to consistently acquire new customers. Here’s how you can make the most of your past clients.

]]>
Convince Buyers To Sign By Becoming A Suburb Expert https://www.myce.org.za/neighbourhood-expert-referrals/ Thu, 26 Sep 2019 09:34:23 +0000 https://www.myce.org.za/?p=2553

Convince Buyers To Sign By Becoming A Suburb Expert

As a South African Real Estate Agent who wants to sell more property in 2020, it’s important to consider how you can stand out from property portals and other agents.

Providing buyers with unique insights into the community will help you convince them to choose your listings and keep you top-of-mind when they are giving advice to friends and family.

No amount of deeds data or time on a property portal will tell a potential buyer about back routes to take during the 5pm rush, the incredible chicken briyani at the local North Indian restaurant or how many cute dogs attend the local Park Run every Saturday.

Beyond making you memorable, being active and visible in your community will give you expertise that buyers – and sellers – wouldn’t be able to get anywhere else.

Here’s how you can start becoming a suburb expert today.

Every week: Drive through the area

Here’s a suggestion you might not like – throw yourself into 5pm traffic.

You may think you know your farming area, but do you know it from the perspective of a local?

Does it really take 20 minutes to get into the suburb from the highway? Are there some obvious back-routes that could cut this time in half, or even some regular weekly event that extends it to an hour on Wednesdays?

This is just an example of how you could be providing value other agents can’t, just by getting to know the area a little better. These can include a more realistic sense of traffic patterns, how walkable the area is throughout the day or good times to visit stores or shops.

Every weekend – Live like a local

Going for lunch this weekend? Thinking of attending a Park Run? Do that your farming area.

Peek inside the local gym. Visit the nearby schools. Chat to the business owners, community members and security guards in the area. The things you learn will play a huge role in your prospects experience in that area, and there’s very few technologies or agents who would be able to offer them the same insights.

How do you find how much a house sold for? How do you find comparable home sales in your area? 

Apart from buying a Desktop Property Valuation Report, that comes down to local knowledge and asking questions. By embedding yourself in your community, you can get this information for free.

Becoming a suburb expert is about getting the kind of insights buyers – and sellers – won’t be able to find anywhere else (having unique value) but also making a powerful impression through your visibility in the area and unique knowledge.

Every other day – Brand yourself as an active community member.

By following the advice above, you should start developing a sense of the community events that take place in your suburb. These might include things like Park Runs, weekend markets and popular weekend specials that draw people from the suburb.

Attending and being visible at these events will really establish you as a member of that community and connect you with the suburb in the minds of those who live there. You won’t need to take on important roles or become deeply involved in any of these events, just be there often enough to start being recognised.

These are also great opportunities for you to meet and connect with community members, whether they’re service providers you can connect potential buyers with or individuals who could give you insights about the suburb, such as how walkable different areas are and good places to eat or get away for a weekend.

In Summary

The more time you spend in the suburb and the more people you speak to, the more unique insights and value you will be able to share with your prospective buyers. You will also be become more visible and memorable to the homeowners in your area, something that should be a priority for any agent who wants to be top-of-mind in their suburbs.

 

Interested in finding serious buyers?

Learn how Bonni was able to canvas dozens of individuals and field potential buyers in a way they actually appreciated.

Reach more potential buyers with relevant messages using email marketing.
(Fill in this form and get it first!)

How To Get More Listings from Past Clients

How To Get More Listings from Past Clients

Repeat customers are great. They refer more often and they’re less likely to try pay less than your asking price. It’s also easier (and cheaper) to maintain client relationships than it is to consistently acquire new customers. Here’s how you can make the most of your past clients.

]]>
How to Speak About Scarcity to Negotiate Better Deals and Sell Faster https://www.myce.org.za/sell-faster-negotiate-better-deals/ Wed, 25 Sep 2019 07:45:22 +0000 https://www.myce.org.za/?p=2538

How to Speak About Scarcity to Negotiate Better Deals and Sell Faster

Scarcity is very real in South African Real Estate, and you can use this to create urgency in prospective buyers, negotiate better deals and sell faster. Present yourself, your listings and your offers as limited and valuable, an opportunity not to be missed and that must be acted on quickly.

The Reality of Scarcity

People hate missing out on a good opportunity. Scarcity is compelling to us because it frames an opportunity as valuable and fleeting, something that needs to be taken advantage of quickly to avoid missing out on the value it offers.

Every suburb only has a certain number of houses and great buying opportunities don’t last long. Buyers typically understand this, but by reminding them you can initiate greater urgency in them. This will put you in a great position to negotiate favourable deals and sell faster.

Here are some great ways to initiate urgency in buyers using real examples of scarcity:

  • If a house has unique features, make this clear. We typically think of things like fireplaces or a swimming pool but this could include additional storage, intelligent lighting or even the shape of the house. Think about what distinguishes a home from others and frame this in terms of its scarcity.
  • If a house usually sells in two months, make sure you’re letting buyers know to act fast after the first month.
  • If you’re selling the only house – or one of very few houses – currently available in a neighborhood, let buyers know that this will be their only chance to get into the area for some time.
  • Think about the seasonal opportunities in your area, like fluctuating house prices or greater buyer interest at different times of the year. Mention the benefits of buying now that won’t be available year- round.
  • Another strategy could be scheduling listings back-to-back. This clearly and powerfully shows potential buyers that the listing is in demand and may not be available for very long.

 Artificial scarcity

You can make use of the compelling power of scarcity by creating your own valuable but short-lived opportunities. 

Offer limited promotions or services. For example, you could attract referrals by letting your clients know that you are offering discounted services or free property valuations to your next three clients.

Your focus should be on offering something of value that won’t be available for long, something that will compel your prospects to act quickly.

 The language of scarcity

You won’t be able to make use of scarcity – real or artificial – if your prospects don’t understand the value they will be missing out on. 

Make sure your prospect understands the benefits they stand to gain by acting now. 

  • Spend some time noting down all the elements of a listing / opportunity that you could frame as scarce. You will need to do some research and be prepared to bring these points up in conversation.
  • Use terms like ‘Unique property’ and ‘Limited Availability’.
  • Highlight the possibly urgent consequences for prospect delaying the process of selling or buying.

In Summary

  • Present the scarcity of a home’s features, how quickly homes in the area tend to sell, the limited listings in an area and other elements as short-lived but valuable opportunities that your prospects need to act on quickly to get the benefits.
  • Stimulate urgency in your prospects by creating your own limited offers.
  • Make the scarcity you are trying to communicate as visible to your prospects as possible by preparing some examples of scarcity and using clear language that gets across the value of short-lived opportunities.

Interested in Earning More Commission?

Read how this Estate Agent generated additional revenue by employing a strategy that saw her cold calls actually being answered.

Reach more buyers and sellers and generate additional revenue from past clients using email marketing. (Coming Soon!)

How To Get More Listings from Past Clients

How To Get More Listings from Past Clients

Repeat customers are great. They refer more often and they’re less likely to try pay less than your asking price. It’s also easier (and cheaper) to maintain client relationships than it is to consistently acquire new customers. Here’s how you can make the most of your past clients.

]]>
Property Valuation Reports https://www.myce.org.za/property-valuation-reports/ Thu, 01 Aug 2019 10:43:38 +0000 https://myce.org.za/?p=292

Property Valuation Reports

Using multiple data points, Dracore provides a Property Valuation Report. Our Property Valuation Report will give you the most accurate market value of your home, and a comprehensive overview of the property market in your area.

OUR PROPERTY VALUATION REPORT ASSISTS SELLERS WHO ARE LOOKING FOR A FAIR AND UNBIASED VALUATION OF THEIR PROPERTY.

Our Property Valuation Report will ensure that all parties have all the facts available to ensure well-informed decisions are taken when entering the property market.

A Property Valuation is an estimate value of a property at a specific date. Property Valuations are used by businesses, government bodies, individuals, investors and financial institutions when making decisions during a property transaction. The purpose of obtaining a Property Valuation is to determine the property’s market value before it is put onto the market to be sold.

House valuations are at the core of the property selling process. It’s vital for all parties involved in the buying stages to know how much the house being sold is worth, to help you negotiate a fair asking price and for the buyer to grasp the current state of the local market. It can also help you get a head start on discovering how you can maximise the value of your home.

A property valuation is carried out by an estate agent or an independent valuer to give you an accurate idea of the worth of your home. Buyers will also need to have a valuation if they’re applying for a bond, to ensure the lender offers the correct amount required.

For the valuation to be fair, most houses are compared with similar properties in the area. Property valuations that establish the market price are generally carried out by estate agents. Once you decide to sell your house, the agency you’re selling with will send someone over to have a look around and gauge how much your house is worth.

How To Get More Listings from Past Clients

How To Get More Listings from Past Clients

Repeat customers are great. They refer more often and they’re less likely to try pay less than your asking price. It’s also easier (and cheaper) to maintain client relationships than it is to consistently acquire new customers. Here’s how you can make the most of your past clients.

]]>
How to Find and Interest Sellers and Buyers Using Email Marketing https://www.myce.org.za/find-buyers-with-email/ Sat, 15 Jun 2019 10:40:53 +0000 https://myce.org.za/?p=295

How to Find and Interest Sellers and Buyers Using Email Marketing

Can you reach more buyers with email or social media? It’s a better question than you think.

When marketing through social media, you’re only reaching a small percentage of your followers. Organic reach has been declining on Facebook and Twitter for years, whereas email has remained one of the most effective lead generation strategies for decades.

If you’re just looking for some quick advice, here’s the three things that are killing your ability to reach and interest buyers and sellers using email.

1. You’re misinterpreting a group of individuals as a list of potential leads.

2. You’re thinking of email as a throw-until-something-sticks lead generation strategy.

3. You’re not improving on the messages you’re sending.

You’re misinterpreting a group of individuals as a list of potential leads.

Your email list isn’t really an email list. It’s a group of unrelated people with entirely different needs. You’ve just collected their contact information and grouped them together, in a list that only exists in your PC.

People differ from names on a list in crucial ways. People need to be engaged, naturally, in a way that considers how they think and what’s relevant to them. People are also different.

Every person can be distinguished from the general population in many ways, and it’s understanding those distinctions that will make your email marketing effective.

Here are some ways that you can use this understanding of your contacts as individuals to great effect.

  • Customise your sign-up form.
  • Create a strong welcome email.
  • Notify users that their subscription is confirmed.
  • Ask three important questions to help guide your tone when presenting your offer.
  • What distinguishes this contact from the general population?
  • How do they prefer to be communicated to?
  • How important is your offer to this specific person?

Being able to treat your contacts as people requires that you know a little about them. You won’t be able to get a complete understanding of your contacts the first-time round, but you should be actively trying to learn more about them.

Email marketing, while cost-effective, depends on a healthy reputation and contact list, and losing either will very quickly devalue what could be a hugely valuable lead generation channel.

You’re thinking of email as a throw-until-something-sticks lead generation strategy.

Another consequence of seeing your contacts as a list of potential leads rather than actual people is forgetting about their whole customer experience.

You may only be thinking of one element of the marketing process, but your leads will be experiencing every aspect of it, as well as the elements of sales and support that form part of their customer journey.

Your leads will develop expectations as soon as they read your subject line, and you need to manage them.

  • Plot out your prospects experience, from reading your email to speaking to you. Make sure that what you have in your head matches up with what they will actually experience.
  • Allude to this process in your email body. For example, “Click More Information and I’ll get in touch with you personally within a day.”
  • Do you have technological dependencies? Landing pages, cell-phone numbers, email addresses, links? If so, make sure they work!

As we’ve already said, email marketing depends on a healthy reputation. A throw-till-something-sticks strategy is likely to result in unsubscribes, which will undermine the value of your email strategy – and potentially have some impact on your brand reputation outside of email.

You’re not delivering and improving consistently high-quality messages.

 

Slapping your Facebook or SMS marketing messages into an email isn’t going to get you the kind of results email can deliver. Neither is sending out unoptimized messages to the same people every week.

Because email is so cheap it’s a great opportunity to test which subject lines, copy, tone and language works the best. Once you start measuring your results, you will be able to see what works best, start experimenting and continually improving on your emails until they deliver the results you want.

For a comprehensive, step-by-step explanation on how to test and improve your email strategy, check out our free guide below.

There’s a lot that goes into a successful email strategy. But by avoiding the above mistakes and following the advice we’ve set out, you’ll be protected from the mistakes that are killing your potential to succeed with email marketing.

Interested in reaching more buyers?

Learn how Bonni reached potential buyers in a way that they actually appreciated.

Reach more potential buyers with relevant messages using email marketing.
(Fill in this form and get it first!)

How To Get More Listings from Past Clients

How To Get More Listings from Past Clients

Repeat customers are great. They refer more often and they’re less likely to try pay less than your asking price. It’s also easier (and cheaper) to maintain client relationships than it is to consistently acquire new customers. Here’s how you can make the most of your past clients.

]]>
How to Develop and Use Authority to Get More Listings https://www.myce.org.za/authority-get-more-listings/ Tue, 30 Apr 2019 10:44:09 +0000 https://myce.org.za/?p=291

How to Develop and Use Authority to Get More Listings

We assume that people are aware of our experience and expertise. They probably aren’t, and reminding them can drive business and help you get more listings. Take the time to figure out what topics come up in your work most often, how you can present as an authority at those times and how you can make your experience and expertise visible to your prospects.

Authority is about persuasion, not status.

“Expose your expertise; don’t assume it’s self-evident. Surprisingly often, people mistakenly assume that others recognize and appreciate their experience.” — Robert Cialdini, author of Influence: The Psychology of Persuasion.

Why do doctors display their certifications on the walls of their offices? As patients we don’t use them to determine how qualified our doctor is, and having those certifications doesn’t differentiate them from any other doctor. 

People are persuaded by evidence of authority, even if they would expect it from you. You can use much of the experience and expertise you already have to bolster your reputation among sellers, even if you think they expect it from you, just by making it visible.

So how can we apply this to the work of a South African real estate agent?

Expertise

The best way to be seen as an authority is to become one. You don’t need to be the most experienced agent to do this. You just need to be prepared. 

Keep abreast of the listings and sales in your area, the area itself, your company and competitors, the market – anything that would be relevant to your clients. You don’t need to be an expert to get the benefits of authority; you just need to present as knowledgeable and be able to offer your clients real value using what you know. 

Don’t have the time to research a handful of topics? Consider the most common questions you get asked and make sure you can speak authoritatively about those topics. These are likely to be about the properties you are selling and the area in which you are working.

Develop and show evidence

What applies in doctors’ offices applies in Real Estate.

Buyers and sellers expect that their agent has experience, that a colleague would recommend them and that they are informed on their area, but it  can be very powerful and persuasive to remind 

But showing people that you have experience, that colleagues respect you and that you’re well-informed can be very powerful and persuasive.

Here’s some ways you can present evidence of your authority.

  • Go through your personal and business profiles and compare them with other, more experienced agents. Make sure you present as professional and credible in all your profiles.
                                                                                                                                                                                .
  • Write down all your awards, successes, client reviews, relevant years of experience and anything else that might make you seem more authoritative to clients. Think about where you could include these (from brochures to Facebook) and practice bringing them up in conversation.
                                                                                                                                                                                .
  • Back up your opinions with supporting evidence. When talking about the value of a home, be able to refer to market evidence, recent sales or comparable listings.
                                                                                                                                                                                .
  • Be able to refer to comments from industry experts. You can find these in articles, case studies or on Real Estate news sites.

Presentation

You can make use of people’s respect for authority without opening your mouth. Presentation – from your clothes to your sitting position – is powerful.

Make sure your outfit is clean and ironed. Arrive early at meetings. Don’t answer calls when speaking to prospects. Dedicate time and effort to clients. Always behave like you want to be where you are. 

In short, look and act like a professional. If you have the appearance of authority, people are more likely to give you the credit that goes with it, regardless of your status or experience. We may not realise how much authority we are giving up simply by appearing disorganised or disinterested on a regular basis.

In Summary

 

  1. You don’t need to be an expert to get the benefits of authority. Consider the most common questions you get asked and make sure you can speak authoritatively about those topics.
                                                                                                                                                                                      
  2. Back up your opinions with supporting evidence. Give evidence-based reasons for what you think. Be able to refer to comments from industry experts.
                                                                                                                                                                                      
  3. Show people that you have experience, that colleagues respect you and that you’re well-informed. Make sure you present well online, in your profiles and in person.

Interested in getting more listings?

Read how this Estate Agent secured a new mandate every 8 days while unable to leave her home following a foot operation. 

Make your authority visible by foregrounding it in email marketing messages.
(Fill in this form and get it first!)

How To Get More Listings from Past Clients

How To Get More Listings from Past Clients

Repeat customers are great. They refer more often and they’re less likely to try pay less than your asking price. It’s also easier (and cheaper) to maintain client relationships than it is to consistently acquire new customers. Here’s how you can make the most of your past clients.

]]>
How to Use Sincerity to Drive Referral and Repeat Business https://www.myce.org.za/likability-drive-business-get-more-listings/ Mon, 15 Apr 2019 10:44:39 +0000 https://myce.org.za/?p=290

How to Use Sincerity to Drive Referral and Repeat Business

We all want positive relationships with our clients. It drives referral business and makes them more likely to work with us in the future – helping you get more listings without having to canvass new buyers and sellers.

When it comes to improving your professional relationships and making yourself memorable to clients, focus on sincerity. Understand the journey your clients are on, use your casual conversations to build toward establishing common interests and make use of genuine praise and positive reinforcement.

A relationship to aspire to

As we all know from experience, you can’t please all the people all the time. What’s far easier is building sincere relationships based on commonalities and genuine expressions, even if these relationships don’t have great depth.

Your clients know that your relationship is professional. They don’t expect the two of you to become close personal friends. But you can still make use of the power of sincerity to drive business by making sure your professional relationships are friendly, sincere and genuine.

So how can we apply this to the work of a South African real estate agent?

A house vs a home.

Finding common ground, asking personal questions, offering genuine praise and compliments – all of these are tried-and-tested ways Agents have endeared themselves to clients, and they work. But for your engagement to appear sincere and genuine you must understand and acknowledge the personal journey your client is on. 

You might be buying or selling a house, but your clients are buying or selling a home. Some are considering where they will be raising their children. If your clients feel that you aren’t considering the significance of their decision, they aren’t likely to trust you with it.

If you really consider the depth of the decisions buyers and sellers are making, you should automatically become more patient, considerate and discerning. This will broadcast your commitment and thoughtfulness, making those buyers and sellers more likely to trust you with the opportunity to oversee one of the most important investments they will ever make. 

Genuine praise.

Flattery will get you nowhere? Not quite. Again, the key here is sincerity.

Genuine praise is a great way to endear yourself to clients. Instead of looking for opportunities to offer direct compliments, which can be rare and sound forced, look for opportunities to offer positive reinforcement. 

Some examples could include:

  1. “That’s a good point.”
  2. “You’re absolutely right.”
  3. “It’s good that you’re thinking about this.”
  4. “I’m glad you thought of that.”
  5. “Thank you for bringing that up.”
  6. “You’ve thought about the most important factors.”
  7. “You have a good idea of what you need.”

There are opportunities to include this kind of praise in practically any conversation. They are easy to give, sounds natural and because you can include a few of them in every conversation will be more powerful than the random forced compliment.

In Summary

  • Build sincere relationships based on commonalities and genuine expressions, even if these relationships don’t have great depth.
  • For your engagements with clients to appear sincere and genuine you must understand and acknowledge the personal journey your client is on.
  • When speaking casually with clients, speak with purpose. Ask questions that might guide you toward a shared interest.
  • Instead of looking for opportunities to offer direct compliments, look for opportunities to offer positive reinforcement

Interested in building strong professional relationships?

Learn how Bonni was able to endear herself to buyers and sellers in ways that helped her build strong personal connections.

Maintain positive and rewarding client relationships using email marketing. (Fill in this form and get it first!)

How To Get More Listings from Past Clients

How To Get More Listings from Past Clients

Repeat customers are great. They refer more often and they’re less likely to try pay less than your asking price. It’s also easier (and cheaper) to maintain client relationships than it is to consistently acquire new customers. Here’s how you can make the most of your past clients.

]]>
How to Use your Social Proofs to Reach Sellers and Build Trust https://www.myce.org.za/social-proofs-sellers/ Mon, 01 Apr 2019 10:45:16 +0000 https://myce.org.za/?p=289

How to Use your Social Proofs to Reach Sellers and Build Trust

Instead of having to find new sellers and convince them that you’re the best agent to sell their home, social proof can provide all the evidence they need to trust you.

Anything that proves to prospective sellers that other homeowners see more value than risk in working with you is part of your social proof. Figure out what your social proofs are and make sure that you are actively making them visible. 

Establish your most powerful social proofs

A good place to start is to consider everyone – clients, colleagues, mentors, industry professionals, employers – who would be able to speak to the value of your serviceAsk these individuals what impresses them about you and your service and write down the most compelling points the raise.

Then ask your clients about the most valuable contributions you’ve made to their lives. This is a broad question but will reveal precisely what has made a great impression in the past. 

Once you have an idea of the qualities and value that has made the strongest impression on these people, add to this list what you know about yourself; your achievements, your best results and anything that shows that people have gotten value out of your service.

Now that you have all this information, you should have a sense of your most powerful Social Proofs!

Find out how to build sincere and genuine professional relationships with prospects and clients.

Make your social proofs visible

Now you have your most powerful social proofs. The next step is making them visible to potential sellers.

Use these points in meetings with sellers. Add them as testimonials to your website and in marketing emails newsletters, your employee profile, posters and cards. Ask your supporters to mention you when someone could use your services.

As soon as you know what your most powerful social proofs are, you will start finding contexts – and sellers – for whom those skills and proofs would be relevant.

One of the easiest and cheapest ways for you to showcase the value you have provided others is through social media. You can use Facebook, Linkedin or other platforms to showcase your successes, your positive reviews and career achievements, at no cost to you.

Make sure the page or profile you’re using professionally has the following elements.

  1. A high-quality photo, personal description and career summary. Internet users have come to associate the quality of content – pictures quality, web design etc – with the quality of the service being advertised. This is your new first impression. Make sure it’s a good one.                                                                                                                                                                                                 
  2. Remember the 80/20 rule. 80 percent of your content should be customer-focused, and 20 percent should center on you as a professional. This a great way to avoid spamming potential clients while making sure you’re marketing yourself. A good general strategy is to focus on providing high-value, customer-focused content and peppering this with your strongest Social Proofs.                                                                                                                                                                                                      
  3. Social Media isn’t a billboard, it’s social network. If your page is working the way it should, you’ll be receiving questions, comments and messages. Responding to these messages, curating conversations and engaging with others is very much part of using Social media to it’s fullest potential. Dedicate some time to this each day.

Manage and add to your Social Proof

You’ve determined your most powerful Social Proofs and made them visible – now you need to manage and add to them. Here are some strategies that you can implement to manage your reputation and add to the Social Proof you already have.

  • Social proof also goes the other way; evidence that homeowners see more risk than potential reward in working with you will give sellers good reason to actively avoid using your services. Conduct regular surveys with clients to determine what would stop them from referring or recommending you to others. This can also be an opportunity to address the grievances your current clients have, potentially turning them into your vocal supporters.                                                                                                                                                                                                       
  • Start looking at everyone who has seen value in your service as potential ambassadors. At settlement, leave cards asking for a referral to friends and family. Include this request on business cards and in conversation. Let your colleagues know that you would appreciate a referral if they come across a prospect that you would be able to assist.                                                                                                                                                                                                     
  • Align yourself with a reputable peer. Dual listings are only one way for you to benefit from the reputation or social proof of a colleague. Helping a colleague where you can, supporting other agents or giving useful professional advice is a great way to turn the professionals around you into Ambassadors. Find out more about how to use reciprocity to attract more business.

In Summary

  1. Get an idea of the people who would be able to speak to your value – clients, colleagues, employers – and use them to determine your most powerful Social Proofs.                                            
  2. Start making these Proofs as visible and active as you can. Use these points in meetings, in conversation and add them to your testimonials, newsletters, employee profile or website. Ask your supporters to mention you when a need arises for your skills or value. Leave cards asking for a referral to friends and family. Align yourself with a reputable peer.                      
  3. Make sure your Facebook content is high-quality. Make sure you are providing valuable customer-focused content, regularly sharing your strongest Social Proofs and responding to comments and messages.

Interested in reaching more sellers?

Learn how Bonni was able to reach new sellers with a strategy that immediately endeared herself to them.

Reach more sellers with relevant messages using email marketing.
(Fill in this form and get it first!)

How To Get More Listings from Past Clients

How To Get More Listings from Past Clients

Repeat customers are great. They refer more often and they’re less likely to try pay less than your asking price. It’s also easier (and cheaper) to maintain client relationships than it is to consistently acquire new customers. Here’s how you can make the most of your past clients.

]]>
How to Use Small Commitments to Close Deals Faster https://www.myce.org.za/close-deals-faster/ Sat, 30 Mar 2019 10:45:45 +0000 https://myce.org.za/?p=288

How to Use Small Commitments to Close Deals Faster

When we’ve committed to an action, we’re more likely to follow through with it. By getting potential sellers to make small, easy commitments, they will be more likely to respond positively to bigger requests, making it easier for you to negotiate better deals and close them faster.

Voluntary and active

We all make commitments we don’t keep. So what separates strong commitments from weak ones?

Well, they must be voluntary. Trying to compel or pressure your prospects into a commitment, even just to get your foot in the door, will not make that commitment stick. That’s why an easy “yes”, a small commitment for which you’re likely to get a positive response, is a great way to build toward a bigger one.

Commitments also need to be active. Don’t pressure a prospect to agree to something; pressure them to commit to what they’ve agreed to. 

Focus on the smallest next step

If you want something from a prospect, like a commitment for a sole mandate, don’t start there. Start small.

Think about the easiest question for which you could get a positive response. You could offer a free weekly update of relevant property information. You could simply ask if they would like sit down with you for a free coffee to discuss the potential their property has.

Offering clients high-quality, low-cost resources is a great first step. Read about using reciprocity to attract more business here.

For example, say you’re trying to secure a sole mandate from a seller. Start by requesting a meeting some time in advance. If you’re hoping for a meeting on short notice, ask if you could call today at a convenient time. If you want a prospect to commit to filling out a survey, start with a commitment to read an email you’ll be sending later today.

You could get the ball rolling by offering an intelligent and unique property valuation.

Having your prospects make small, easy commitments not only makes them more likely to commit to large requests down the line, but also shows off your own consistency and commitment as an agent.

Consistency goes both ways

So far we’ve focused on how commitment and consistency on the part of your prospect can improve your chances of getting a “Yes” when you want it. It’s also a great way to showcase the quality of your service as an Agent.

When a prospect commits to attend a meeting, make time for a phone call or receive monthly updates, that’s when your own commitment and consistency become important. You can broadcast your competency, initiative and diligence simply by following through on the commitments made between you and a client.

More than remembering birthdays or bi-weekly check-in’s, this is what client relationship management is about.

In Summary

  1. Start small. If you want something from a prospect, like a commitment to buy, get your prospects to make small, easy commitments. This will make them more likely to respond positively to more ambitious requests.
  2. Don’t pressure a prospect to agree to something; pressure them to commit to what they’ve agreed to.

Interested in closing more deals?

Learn how Bonni was able to close her deals and secure a new mandate every 8 days. 

Reach more buyers and sellers with relevant messages using email marketing.
(Fill in this form and get it first!)

How To Get More Listings from Past Clients

How To Get More Listings from Past Clients

Repeat customers are great. They refer more often and they’re less likely to try pay less than your asking price. It’s also easier (and cheaper) to maintain client relationships than it is to consistently acquire new customers. Here’s how you can make the most of your past clients.

]]>