My CyberStar(tm) networking group recently had an on-line discussion on the decision of the LA Times to abandon their real estate classified section.  All agreed that it is a sign of the times that newspaper advertising has declined dramatically.  The reason?  Today’s consumer goes to other, more immediate and thorought ways of getting information…including real estate.

One of my CyberStars(tm), Sam Miller of RE/MAX Stars Realty, Mt. Vernon, OH, posted the following comment during the discussion.  Sorry that I didn’t note who posted it, but it says a lot about how to market real estate these days.  Note that the writer uses print media to get the consumer to his Web site, a great example of using “old” media the right way.

“Let me be VERY clear that I do not question that the Web works.  In my peak year I closed more than 100 transactions that came into my Real Pro System as the initial contact.  Understand that the only way people found my Real Pro Site was print marketing including direct mail, homes magazine ads and newspaper ads promoting the automated search feature.  Later I added the Automated Listing Search to the back of my listing flyers in my brochure box…all of this was print marketing that generated Real Pro Systems website traffic.

“Tracking this type of thing is very difficult, and if I didn’t know better I would have said all 100+ transactions were Intenet leads when it reality there were a combination of print that drove the consumer to my Real Pro Site.  A close friend of mine in Hendersonville Tennessee, Wayne Turner, has been able to take my personal experience and test it and then leverage it in a much larger real estate market and he has been selling 175 to 225 transactions per year.

“When you try to track where your business comes from, pay close attention to more than the initial data.  In many cases you have to go 2 and 3 questions deep to find the true source of business.  Speaking of not being able to easily track where some of your business comes from…..those of you who have had billboards know exactly what I am talking about.  I typically would get the “I saw your billboard last week” and other comments like that and the reality is that the billboard had been down for more than a year.  You have to be able to dig deep to find what truly caused them to contact you.”

I hope this helps you balance “old” and “new” marketing methods….and that it leads to more transactions!

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

CyberStar(tm) John Riggins of John Riggins Real Estate, Honolulu, HI, exemplifies one trait of the CyberStars(tm): they get out of their own backyard and go to various conventions and gatherings in order to further their knowledge…and grow their business.

John and his fellow CyberStars(tm) are different from many agents I talk to who shrink from the idea of "spending all that money" to attend out-of-area conferences!  John recently attended an investor’s conference in Las Vegas.  He shared 10 major strategies he picked up at the conference with his fellow CyberStars(tm).  Here’s one of them:

"Adam Ginsberg presented ‘Secrets of an Auction Millionaire."’  Ginsberg sold more pool tables than anyone else in the world on eBay (600 a week) and was declared by eBay to be the top marketer for several years.  He has been buying and flipping properties on eBay real estate.  He started buying real estate on eBay when he bought his Brentwood, CA (OJ’s old neighborhood) home on eBay about 22 months ago.  The property had been on the market for several months.  While the seller’s agent objected to the offer (an example, according to him, of the real estate agent standing in the way of a buyer wanting to buy and a seller wanting to sell), he made a $950,000 offer with seller financing.  The seller, who had been asking $1.5 million, countered at $975,000 and provided seller financing with no down payment. 

"When he asked the audience to name the number one Internet search engine, everyone in the audience stated that Google was the number one search engine.  However, Adam pointed out that eBay is the number one search engine on the Internet.  There are 8.5 million visitors per day, and forty-five thousand new members join each day.  eBay has over $42 billion in sales.  There are 279 million plus marketers on eBay, eBay Real Estate and eBay Motors.  eBay Real Estate is rapidly becoming the most profitable segment of eBay.  Is any Cyberstar marketing and selling real estate on eBay real estate?  If so, what are some of your experiences?"

John’s experience and thinking are definitely "out of the box," an indication of why he is such a successful businessperson.  His message points out another possible marketing vehicle for reaching today’s Internet-oriented consumer…..and of getting out of your own backyard to broaden your business horizons!

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

Got up at 5:30 this morning, put my canoe in the water and started fishing here at Lake Anne.  Usually, I do pretty well, but after two hours this morning….no bass!  Discouraged, I pulled my canoe out of the water and prepared to head back home.  Thought I’d do a cast or two off the bank, and, you guessed it, I started getting fish! 

Here’s why:

All morning, I had been positioning my canoe out from the bank and fishing towards the bank, figuring that the fish would be close to the bank that early in the morning.  I tried different lures with no results.  After putting up the canoe, I decided to make a cast or two into deeper water away from the bank.  That’s where the fish were!

There’s a lesson here for real estate agents, which is why I’m writing this post.  In brief, if you are not doing the business you want to be doing, perhaps you, too, are "fishing" in the wrong places.  In real estate, we "fish" for buyers and sellers.  It is my believe that the majority of agents are "fishing" in the wrong places for their prospects.

What I mean by "the wrong places" is that most agents are looking for buyers and marketing their listings in traditional ways, in tradeitional media, and that these methods are not where you will find today’s Internet based consumers.

Examples of the old methods include open houses, classified advertising, flyers and floor duty.  If these are the methods you still use, look at where one expert in marketing to today’s consumer.  The expert is Allen F. Hainge CyberStar(tm) John Riggins of John Riggins Real Estate, Honolulu, HI.  John has long been a major contributor to our CyberStar(tm) networking family, and he is a marketing pro.  Here are some of the options he chooses for his marketing efforts:

America Online * MSN * Netscape * Moving.com * Juno * NetZero * Excite * iWon * Chicago Sun Times * Chicago Daily Herald

John does advertise in his local real estate magazines, but they are not the traditional ads.  Their purpose is to get readers to his Web site, not to make the phone ring. 

Note that his marketing outlets are mainly Web based.  Note, too, that he places ads in Chicago papers….a long way from Honolulu!  Why?  Because Chicago is one of his prime "feeder" areas, areas where a lot of buyers in his market hail from.

This morning, I was pretty frustrated until I figured out where the fish were and started catching some nice ones.  If you are frustrated because you are not getting listings, getting buyers or selling your listings, perhaps it’s time you started fishing elsewhere.  I hope the above gives you some clues as to where you might start fishing!

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

Growing children are famous for saying, “I can do it myself!”  At a young age, they are learning independence, and that is a good thing.  As adults, however, we still fall back on that phrase, thinking that we can do everything all by ourselves.

For years, I thought that I, too, could do it “all by myself” when it came to my business.  I was wrong.  My business only began to reach its potential when I began to network, to share ideas with those with similar aims.  I think this applies to every agent who wants to succeed.

I firmly believe that networking is the key to growth when it comes to ones business.  Getting together with others, both over the Web and in person, exposes one to the ideas of others.  We can learn from the experiences (both good and bad) of others and apply them to our businesses.

A number of networking opportunities are already in place for you, should you decide to expand your horizons.  ActiveRain, Jack Peckham’s CyberSpace Society and other groups are tailor-made for learning and expanding one’s horizons.

In my case, my greatest networking group is the Allen F. Hainge CyberStars™.  We are a group of 200+ members from around the world who share ideas, tech tips and marketing strategies through face-to-face meetings and online through our private Google Group.

We recently completed our annual two-day CyberStar™ Summit in Orlando, and here are only a few of the hundreds of ideas I took away from our session:

• New uses for my FlipVideo camera
• New strategies for SEO (Search Engine Optimization)
• The right way to organize the splash page on my site
• Blog strategies
• Lots of ideas for taking advantage of various social media sites
• Great examples of marketing on YouTube
• Tips for action plans in my real estate database
• Pretty much eliminating taking buyers around through use of the DASH GPS
• The value of striving for excellence in my business
• More applications for the iPhone
• An in-depth look at companies marketing virtual tours
• Going paperless with the Fujitsu ScanSnap
• Putting PowerPoint presentations on Issuu.com
• WalkScore.com, a great add on for agent Web sites

I could go on, but you get the idea.  Networking works, especially if you implement the ideas you are exposed to! However you do it, get involved with your own networking group….and grow your business!

NOTE: If you are interested in exploring membership in our CyberStar™ networking group, go here to see our current members and for membership requirements and an application.  We are currently looking for new members who use technology to make money, save money and save time in their business!

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

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 asked my fellow CRS 206 instructor, Mike Selvaggio, to contribute his Ten Top Tips for the revision of my best-selling book, "Dominate! Capturing Your Market With Today’s Technology."  The CRS 206 course is the Council of Residential Specialist’s 2-day technology course, the best course, in my opinion, for learning how to market with today’s technology.  Mike does a superb job on the digital photography module of the course, and he’s my "go to" guy when I want to learn more in this area.

Here are Mike’s top ideas…Top 10 + a bonus #11:

1.       Shoot lots of shots

2.       Shoot bedroom shots 4 feet off the ground

3.       Buy a wide angle camera like the Canon sd800

4.       Have at least a 512 mb card for storing your photos

5.       Reformat your card while in the camera at least once a month

6.       Always have your camera ready for that great shot

7.       Shoot kitchens by holding your camera over your head and if possible, stand on a chair

8.       Shoot exterior front shots at ¾ angle, not straight ahead. Stand on the non-garage side.

9.       Best shots are on cloudy days, not bright sunshine. Avoid harsh shadows.

10.   Take your best shot in the field so you do not have to work it over in your computer

11.   Set the resolution of your camera BEFORE you shoot so it matches the ultimate use (bonus tip)

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

I’m on vacation in Israel with Miss Ellie’s family, in Jerusalem at present.  Israel is a fascinating, varied and complex country, and I feel blessed to experience it on this visit.

Today, being on vacation anywhere in the world does not mean we are out of touch.  There is email, of course, and we can usually connect to the Web, but a free service I have written about before, Skype (www.Skype.com), provides extra benefits, as I have found on this trip.

Yesterday, I connected via Skype to a real estate agent here in Jerusalem (a potential CyberStar(tm) candidate) and with my son in Japan.  Miss Ellie and I met the agent by accident while touring the Old City of Jerusalem.  We had asked him for directions.  Like any good agent, he mentioned that he was in real estate after giving us the directions.  I took his card, on which was his Skype address.  Later, I Skyped him from the hotel, and we had a pleasant chat about his joining the CyberStars(tm), each seeing the other via Web cam (mine is built into my travel notebook).

My daughter and her family are visiting my son in Japan.  We connected via Skype later in the day and caught up with each other by voice and by video.

This morning, CyberStar(tm) Ira Serkes of Berkeley, CA, noticed that my computer was on and Skyped me.  Again, a pleasant chat, and it sounded as if we were on a local telephone line although we were half a world apart.

Here’s why I’m sharing this: you NEED Skype, both for business and personal reasons.  Nothing to it, and it opens up a whole new world of communication, both business and personal, for you.  The Skype download is free.  Skype-to-Skype calls are free.  How can you not have this valuable, near-miraculous tool in your technology arsenal?

Take a tip from the agent here in Israel who has Skype and who lists his Skype address on his business card and Web site.  Take a tip from the many CyberStars(tm) who use Skype to communicate with family and business clients world wide.  Get Skype today…you’ll be glad you did!

It’s a beautiful (hot!) day here in Jerusalem…hope it’s a great day wherever you are, too!

Regards,

Allen

So much technology….so many decisions!  How is one to decide what’s "the best" when it comes to buying a new computer, a scanner, a digital camera, new software or new Web services?

When faced with a major purchase, many of us are prone to "Analysis Paralysis."  We research, study, research and research again.  By the time we make a decision, we have lost time, productivity……and the technology we are researching has probably been improved upon!

This doesn’t have to be the case if we rely on experts who know a lot more about whatever product we’re researching than we do.  Here are two sites I depend on when it comes to making good, quick decisions when buying new technology.

PC Magazine’s Top Rated Products
This is my "go to" site when I need to buy technology….it has never let me down.  Checking out PC Magazine’s top picks online is quick, easy and accurate.  Go to PC Magazine online and click on "reviews," pick your product, then look at their top rated products.  Don’t think…just pick one of them that is in your price range, and you save a lot of time and avoid making costly mistakes!

CNET’s Editors’ Top Products
As  with PC Magazine, CNET offers a "top picks" section.  Like PC Magazine’s top picks, this where I go to make a fast, on-target decision when making a major purchase. To see CNET’s system, go to CNET, click on "reviews" and your decision is made easier!

Top Ten Reviews
I don’t use this site as often as I use PC Magazine’s, since it’s not as business oriented, but it is useful at times.  See it here.

So many agents lose money because they just can’t make a decision when it comes to buying today’s technology.  Remember: you do not need to suffer from "Analysis Paralysis."  Use the experts, make your choice, buy it…and start making money with it today!

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

Having a networking group of agents who, like you, sees the importance of using today’s technology in their businesses really helps.  I’m fortunate to have such a network, 185+ agents from the US, Canada, the Bahamas and Australia, the Allen F. Hainge CyberStars(tm).  We share tips, techniques and strategies, and it helps us all grow.

  One of our members, Pei Lin Huang (Keller Williams Syracuse, Syracuse, NY)  just shared a YouTube video with us.  It’s a tv report on a new service that sends listing facts via text message when prospects text the number on your sign.  You can see it here.

Texting has replaced email for a significant percentage of today’s buying public.  Knowing that, an agent should be looking at using text messaging in ways that connect with today’s consumer.  The service highlighted in the news report is one way of meeting that need.

BTW: One non-tech way you can serve these folks is to ask, during your qualifying interview or on your buyer/seller info sheet, how they wish to be contacted: phone, email or text messaging.

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

Here’s another success story from my CyberStars(tm).  This one combines the power of networking and the value of referring to a tech savy agent.  CyberStars(tm) Leslie McDonnell (RE/MAX Suburban, Libertyville, IL), Sven Andersen (RE/MAX Leading Edge, Boston Suburbs) and Crystal McCall (Keller Williams Cornerstone Realty, Ocala, FL) played their parts in this great example of networking, technology and referral success.

Leslie writes:

"First of all, I MUST thank Sven for his ‘anywhere agent’ idea. Quick story.  I sent it out to 10,000 people including my past clients, farms, orphans, prospects.  The first day it went out I got a call. The guys lives in an 800K house and wants to buy a house in The Villages in Florida.  I immediately called Crystal McCall  at the suggestion of you CyberStars(tm), since I had no idea where that was.  Anyway, the guy tells me that he really doesn’t want to bother going there to find a place, since he knows the area.  He said he specifically wanted someone ‘tech savy’ who could help him buy a place without going there.  So, within 5 days, he buys a house from Crystal, whom he has never met!  Cash buyer, no home to sell, didn’t even have to show one house.  Isn’t life great!

"Thanks to Sven for the great idea and to Crystal for making me proud!! Fabulous, and it really knocks my socks off to be part of this group!"

BTW:  If you are a high producer who uses technolgy to build your business and want to be part of real estate’s best networking group, email me and I’ll send you information on joining the CyberStars(tm).