One reason I love teaching seminars nationwide is that I hear from agents who have achieved great success applying what I teach. One such agent came to my attention today in Bryan, TX, where I am teaching the CRS 206 two-day technology course. She is Mari Montgomery of Keller Williams Realty, Huntsville, TX. You can see her Web site here and her dynamic blog here.

Tonight, while working in my hotel room, I got an email from Mari. Among other things, she shared the following:

“I knew from the beginning that my website was my everything.  I have been through numerous websites and experiments in internet marketing.  I drew the idea for my current website on a napkin and got it done by a very smart guy.  My business comes almost exclusively from internet leads.”

I learned the following about Mari:

• She entered real estate in August, 2008
• Prior to entering real estate, she was the Choral Director of Huntsville High School
• She has only lived in Huntsville for three years and therefore did not have a Sphere of Influence there
• She started with no people in her database
• She has closed over 30 transactions to date
• She ranks 14^th out of 150+ agents in her office
• She ranks 162^nd out of almost 2500 Keller Williams agents in the greater Houston area.

Mari added one other item to her note: “I’ve got a lot to learn and am looking forward to the ride!”

I’m not surprised, but many agents whose production does not come close to Mari’s are not in the CRS 206 course…nor do they attend other courses. They are “too busy” or they feel that education isn’t worth the effort. Last week, I had a number of very heavy hitters in my CRS 206 course there. It was held in Waltham, MA, and some of the heavy hitters came from California, Oklahoma, Vermont and several other states. They realize the value of good education and they travel to get it.

Here’s what I hope you take away from this post: your Web site and a commitment to real estate education, primarily the CRS courses, will get you to the top….quickly.

It’s a beautiful day here in Bryan, TX….hope it’s a great day wherever you are, too!

Check out Allen’s New eBook of CyberStar(r) Tips Here!

First, let me say that I am not a big fan of Realtor.com.  I poll all of my classes around the country when we cover the three available sources for agent Web sites, asking the class how many have a presence on Realtor.com and how many of those are making money with their Realtor.com site.  A majority of attendees have a Realtor.com site of some sort; less than 1% are making money from it.

That said, I recommend having a minum presence on Realtor.com since a majority of sellers will look for you there before choosing you to sell their home.  But…be aware that you don’t have to pay Realtor.com’s exhorbitant fees these days.  They will negotiate, and you will save money.

Here are some of the comments posted by a few of my CyberStars(r) when the topic of negotiating with Realtor.com was broached on our private Google Group:

“No matter what they say, they will deal.  It took me 3 months of bluffing/cancelling/etc., but I did get my annual fee drastically reduced from the ‘chart.’”

“I’m in their 2nd tier (25-50 listings p/yr).  I negotiated a 44% discount with them last year.  My subscription is for their ‘enhanced showcase’ only.  I tried the zip codes feature a few years ago and dropped it.  When I checked my stats on buyer/seller leads from the Web, only 5% of my buyer leads came from R.com, and 10% of our seller leads.  Not very high, but like you, I suspect that sellers expect to see you on R.com.  I use it as a marketing tool in my Pre-List, since many agents in my area don’t subscribe, or subscribe and never utilize it with the 25 photos and extended text descriptions that are offered.  My VA handles it all as part of my listing program.”

“I have been able to negotiate a significant concessions on the featured homes.   You just have to tell them what you’re willing to pay, and they’ll come back to you.”

“If you are worried about keeping clients happy with your online marketing (which I was when we let Realtor.com lapse earlier this year), my solution was to talk about how being on just one site isn’t important anymore, which is why we were giving them hundreds of sites.  Then we created a list of the IDX sites in town and also talked about the growth of Zillow, Craigslist, Trulia and other sites we could post to for free.”

“I also am SMALL TIME, but got a 50% discount on renewal of Featured Listings, about 3 months ago.”

“After 8 years I am no longer paying the   monthly Realtor.com extortion fee and guess what?  I am still selling homes!  That’s $3400 a year to spend on new money-making tech tools and on more effective Web marketing strategies.”

Again, I am not saying that having a presence on Realtor.com is or is not necessary to your success, but if you do use Realtor.com as a marketing tool, I hope you see that it pays to negotiate!

It’s a beautiful day here on the lake in Reston…hope it’s a beautiful day wherever you are, too!

CyberStar(r) Carol Pease

I was talking with CyberStar(r) Carol Pease of Keller Williams Realty, Austin, TX, today, wishing her a Happy Birthday.  Carol and her husband, Ernie, are two of my favorite people, and it’s always a pleasure talking with her.

Towards the end of our conversation, Carol told me of a site she recently discovered: Driving Route Planner. If you have not yet used it with your buying prospects, give it a try…you’ll be sold on it!

Driving Route Planner will:

• Let you enter up to 8 different addresses for one trip, i.e. 8 different properties for them to view
• Estimate the minutes spent at each stop so that you can calculate the total time of the trip
• Choose between shortest & quickest routes
• Choose the sequence of stops during the trip
• Enter departure time so that you can estimate your arrival time at each stop
• Give you a printout complete with times, miles and carbon footprint for the trip

Carol uses Driving Route Planner all the time, presenting her buyers with a printout of their house tour and finds it to be a valuable free tool for her business.  Give it a try and let me know what you think!

It’s a great day here on the lake in Reston…hope it’s a great day wherever you are, too!

Some things just really make you sad if you know how effective today’s technology can be!  I saw a comment on a networking site the other day where an agent was thrilled that she had received her first lead from her site…in two years!  Almost brought tears to my eyes!

This does not need to be and should not be the case!  My view is that if your site does not earn you $20,000+ in closed gross commissions per year, it’s not worth having!!

As my ol’ Pappy told me, “If you want to be successful, do what successful people do!”  When it comes to having a successful agent site, if you study money making sites and incorporate their principles into your own site, it should be successful.

Brian Copeland

A great place to start is by looking at the agent Web site of one of our newest CyberStars(r), Brian Copeland, CRS, of Village Real Estate, Nashville, TN.  Brian is relatively new to real estate, but he really “gets it” when it comes to marketing to today’s consumer using today’s technology.  He was the Greater Nashville Association’s Rookie of the Year and was selected by Real Estate Magazine as one of the nation’s “Top 50 REALTORS(r) On The Rise” in 2007.  

Talk with Brian, and he will tell you that since 87% of today’s consumers go first to the Web to choose a home or an agent to market their home, an agent must have a strong Web presence.  Brian does.  He has an excellent Web site, a great blog, and he has already staked out his territory when it comes to social networking sites.

Several features I love about Brian’s money-making site:

• Great design and easy navigation
• “The Buzz Around”: 4 interchangeable testimonials on his splash page
• Very heavy emphasis on client testimonials with lots of video client testimonials
• Great listing treatment: lots of photos, maps, request a showing, add to favorites list, points of interest, direct link to inquire about the listing and more
• Wonderful use of video on his “Resources” page
• Link to his blog

So many Web sites out there….but which can build your business and make you money?  Here’s a list of 20of my favorite sites, most of which I demonstrate in my seminars, showing how agents can make money, save money and save time using them.  Hope they help your business!

It’s a beautiful day here on the lake in Reston…hope it’s a beautiful day wherever you are, too!

1.     Issuu.com (Free)
Takes any document, spreadsheet, PowerPoint show saved in PDF format and converts it into a sexy “eBook” format.  Posting your marketing presentation, home tour, etc. here can be a real point of difference when going for a listing!

2.     City-Data.com (Free)

My fellow CRS Instructor, Mike Selvaggio, introduced us to the great data available on this site while we were at our CRS 206 meeting at the DC NAR meetings…outstanding resource for your data and analytics

3.     Atom.Smasher.org (Free)

Cute…but useful.  Make your own digital sign to include in presentations, emails, etc.  I use it to do a “Welcome Sign” during the introduction for my seminars.

4.     GoToMeeting.com

This site, and its big brother GoToWebinar, makes doing online Webinars and training sessions a snap.  I use GoToWebinar to conduct private Webinars with my CyberStars(r) and for presenting Webinars with clients to promote our upcoming seminars. 

5.     LowesRealtorBenefits.com (Free)
Great prospecting & client retention tool.  CyberStar(r) Mel Coker of Columbia, SC, writes about this and how he uses it in my upcoming eBook.  A great resource that few agents seem to know about. 

6.     Google Docs (Free)
Great online document collaboration tool for working with your Virtual Assistant. 

7.     Google Analytics (Free)
Every agent with a Web site needs to use this measurement tool to analyze traffic to his/her site so that adjustments and improvements can be made on a regular basis. 

8.     Google Maps (Free)
Linking Google Maps to an agent’s listings results in more sales and is a terrific listing and showing tool. 

9.     Google Earth (Free)
Screen grabs of listings, property to be shown, etc., from Google Earth are great sales tools.  Here’s an example that CyberStar(r) Alan Mah uses in his property eBook for listing presentations.

10.  Agency Logic Power Sites
Tremendous, easy-to-use single property sites for displaying listings, selling listings from your Web site and getting the listing by showing sellers that you go the extra mile in marketing your listings. 

11.  RealProSystems
The biggest money-making option for agent Web sites according to my 200+ agent networking group. 

12.  FotoFlexer (Free)
Online image editor with great features and photo effects. 

13.  Photo Story 3 (Free)
Create slideshows using your digital photos, touch-up, crop, add special effects and voice narration, titles and captions.  Extremely easy to use! 

14.  YouTube (Free)
Not just for tipsy teenagers, YouTube has become a valuable marketing venue for savvy agents.  Hope your video client testimonials, marketing presentation, area tours, etc. are up on YouTube…it pays! 

15.  Animoto (Free)
Takes digital photos and turns ‘em into videos.  Best suited for the younger generation that likes action in their presentations!

16.  TubeMogul (Free)
One click uploads your videos to the top video sites and gives analytic data on who, what and how videos are being watched. 

17.  Jott
Great time saver!  Ever have a voicemail where the caller goes on and on and on?  Jott translates voicemail or notes into text messages for easier, faster review.

 18.  WalkScore (Free)

Instantly locates all area attractions within waling distance of an address.  Great for adding data to your listings.

19.  Xobni (Free)

 For Outlook, a great tools for managing/analyzing your crowded email!

 20.  Zemanta (Free)

Free service that will find free photos to include while you are blogging or writing emails

2009 CyberStar(r) Summit

We just concluded our CyberStar(r) Summit in Scottsdale, AZ.  110 CyberStars(r) shared real estate tips, technologies and strategies during 2 days of intense sharing.  Our CyberStar(r) Summit is a unique event in real estate conferences in that we ALL share what we know with each other in the areas of real estate technology, marketing and business practices.  The CyberStars(r) are all top agents, but they check their egos at the door and share their “best stuff” with fellow attendees openly.

We did a lot on social networking (great presentations on how Twitter, MySpace, Facebook, etc., can be used to grow your business!), reducing expenses while increasing income, increasing Web site and blog effectiveness, marketing w/real estate video on YouTube, marketing materials, scripts, forms, ideas to serve today’s consumer better…and so much more.

We were exposed to uses for sites and services such as SlyDial, DriveBuyTech, ShowingFeedback, HomeSteps, Snagit, TinyURL, PhoneTag and about 50 more sites that can be useful in real estate.

You might not be a CyberStar(r), but our experience points out the amazing value of networking with your real estate peers.  Most agents don’t attend conventions such as their franchise conventions, NAR annual convention, CRS Sell-A-Bration and others.  I’m always amazed when I talk to someone who does not attend such events.  How do they expect to grow, as real estate agents and as human beings, without attending these events?

So…seek out networking opportunities and get on board.  Learn and grow!

NOTE: If you are interested in CyberStar(r) membership, see our eBook on the requirements/benefits of membership here.  For a list of our members, go here.  If you think you qualify, let me know by emailing me at Allen@AFHSeminars.com.   I’ll get you an application.

I will be posting some specific techniques from our Summit in my next post…stay tuned, and let others in your networking group know about this blog!

It’s a great day here on the lake in Reston…hope it’s a great day wherever you are, too!

I have stressed many times the value of having a networking group, composed either of agents from your area or agents nationwide.  My networking group is the CyberStars(tm), 200+ top agents from the US, Canada, the Bahamas and Australia.  Each is a market leader who uses today’s tehcnology to meet the needs of today’s consumer.

  One of our members, CyberStar(tm) Lou Plummer (Alain Pinel REALTORS, Danville/Walnut       Creek, CA) reminded us via our CyberStar(tm) Google Group of the value to be found using Hewlett Packard’s learning center.  Lots of good courses here, and many of the CyberStars(tm) have taken them.

Perhaps you need to sharpen your skills on PhotoShop, OneNote (an excellent program for organizing and keeping track of projects, closings, etc.), PowerPoint, Outlook, Vista, Dreamweaver, Web site design or other progams?  If so, check out Hewlett Packard’s Learning center here for a list of courses.

It’s a great day here on the lake in Reston…hope it’s a great day wherever you are, too!

I just finished teaching the CRS 206 course in Columbia, SC.  As usual, we covered a number of today’s best tech tools, tools that meet the needs of today’s consumers.  One of the tools I demonstrated was Issuu.com.  You can visit it here.

 Issuu is a free upload site…but one with a difference.  Files saved in PDF format, such as PowerPoint, Excel, Word files and more saved as PDF’s, can be shown on Issuu as ebooks, emagazines or more.  It is a simple process: create your document or presentation, save it as a PDF, go to Issuu.com and click on "Upload."  Couldn’t be easier, and the results are really amazing.

I have posted a number of presentations to Issuu and will continue to do so.  You can see the slides I did for my presentation for the Texas Assn. of REALTORS(r) here.  CyberStar(tm) James Nellis of the Nellis Group here in Northern Virginia has a number of presentations on Issuu including their listing presentation, eflyers and more.

If you use PowerPoint, use Issuu as a point of difference for showing your presentations in a very "with it" way…you’ll be glad you did!

I just received this message from Allen F. CyberStar(tm) Pete Doty of Denver, CO (www.DenverRelocation.com):

"Just wanted you to know that 50% of my business this year has come from the Web & 50% from friends, family & referrals, both broker and past clients."

Now that’s running a business!  I asked Pete to give me some background as to what he did over the years to achieve this balance.  I hope his response can help you build a better business!

"Here’s a rough view of what I’ve done.  I used SEO ("Search Engine Optimization) to bring my site from page 47 to a 3rd or 5th spot on page #1.  Also,  everyone I have ever come in contact with is on a drip email campaign.  I use RealProSystem’s  drip  campaign and stealth Web sites and swear by them.  I only had to do minor editing on RealProSystem’s pre-planned emails…they are terrific!  I duplicated one of these drip emails and put it on my 3 IDX follow up programs.

 "I have 4 major Web sites plus some minor ones:

• www.DenverRelocation.com, done by myself and a Web coach
• www.PeteDoty.com, my RealProSystem stealth site
• www.DenverHomeSource.net, self-published
• www.DenverHomeSource.com, self published
• www.SuburbanDenver.com, template from my franchise

"I have to emphasize that my membership in your CyberStar(tm) networking group has had a huge impact on my success.  The techniques I learn and the tools recommended by others, such as RealProSystems, are priceless!"

NOTE: After investigating RealProSystems, you can order it at a discount from www.AFHSeminars.com or by calling us at 800-695-3794.

It’s a great (hot!) day here on the lake in Reston…hope it’s a great day wherever you are, too!

I am so blessed to be associated with my CyberStars(tm), nearly 200 top agents from the US, Canada, Australia and The Bahamas!  The are a constant vein of marketing and technology ideas that show me how successful agents dominate their markets.
 

I recently received another example of their marketing prowess to today’s consumer, this time from CyberStar(tm) Allyson Hoffman of RE/MAX North, Chicago, IL.  Ally sent me a copy of her Mother’s Day mailout, containing a one page message and 10 1 cent stamps.  The message noted the recent postage increase and suggested that the recipient use the 1 cent stamps together with the "old" postage to send a greeting to one’s mother, grandmother or any mom who is special to the recipient.

That, of course, was traditional marketing with a twist, the attention getting stamps.

Ally didn’t stop there, however.  She made sure that the recipient knew where to find a variety of information she provides.  At the bottom of her message was the following:

• Buying/Selling & Area Information: www.Allyson.com or www.AllysonHoffman.com
• Homes For Sale: www.PropertySearchNorthernIllinois.com or www.PropertySearchChicagoArea.com
• What’s Sold & For How Much: www.HomeValuesChicagoArea.com
• Sharing Thoughts:www.RealEstateNorthernIllinois.com/blog

Think about the number of today’s marketing methods Ally used in her message:

• Traditional ("snail mail")
• Traditional (marketing "pizazz" with 1 cent stamps)
• Custom Web site (Allyson.com)
• Customized template site (AllysonHoffman.com from #1 Expert)
• Stealth sites (property search and home value sites from RealProSystems)
• Real estate blog (RealProSystems)
• Numerous domain names for target marketing

Ally accumulated these tools over the years.  The point is that she, unlike the majority of agents out there, invests in the tools needed to build her business, always being alert to the needs of today’s consumer and adapting to them.

BTW:  If your organization would benefit from a technology/marketing seminar focusing on the ideas of the CyberStars(tm) and examples of tools they use, I’d love to hear from you.  Email me and we’ll check for open dates!

It’s a beautiful day here on the lake in Reston…hope it’s a beautiful day wherever you are, too!