Matthew Ferrara’s presentations on Generation Differences in Real Estate and Leads Management from Leading Real Estate Companies of the World 2010 Conference in Las Vegas.
Matthew Ferrara offers a radical idea on leads management: Only assign new leads to agents who have a track record of turning prospects into closings. Imagine that!
It has often been said that sales is a contact sport. If so, then every opportunity to work closely with consumers is a sales moment. Real estate sales professionals know that it’s all about relationships. So it’s important to never let a good sales moment go to waste. If you’re serious about a sales career, [...]
In one of the cruel ironies of the housing market today, the total number of units sold this year isn’t that far from historically normal volume. According to the National Association of REALTORS, the seasonally adjusted annual rate for sales in May is around 4.77 million – generally trending the pre-bubble long-term volume for a [...]
What do Hyatt, FedEx, Microsoft, and Burger King all have in common? They all started during recessions. And today they each are winning companies in their industries. Every one of them understood that recessions cause both economic uncertainty and reveal new opportunities. Their success is a result of capitalizing on the companies who went into [...]
Real estate is a tricky business. At some point, you’d expect things to “mean” what they say. Yet we’re an industry that can’t even decide what exactly constitutes a “bedroom.” In some markets, it’s a broom closet; others extend the definition to unfinished attics. Of course, small dens and breakfast nooks in big-city condos qualify [...]
Everyone knows about the 90/10 rule: 90% of the business is done by about 10% of REALTORS. Translated to a consumer experience, this means that most buyers and sellers have about a 1-in-10 chance of getting the “best performing” agent to sell their home or represent them in a purchase. Even a generous assessment of [...]
When I read this headline this morning, I immediately thought of that Britney Spears song, “Oops! I did it again!” Once again, another real estate company is reporting some “numbers” designed to get people – consumers, agents, Martians – to gasp. Seems like their website has generated some few millions of “leads” to their agents. [...]
Here’s an quick thought that could have a profound effect on how REALTORS can improve their business:
Use what you already have.
It’s amazing how many of us already have enough technology to list and sell homes for three careers. Yet for some reason, agents and brokers are always on the hunt for the “next silver bullet” [...]
Fact: 24% of Buyers found the home they actually purchased on the internet last year.
Fact: 80% of consumers stick to the first agent who “responds” to them.
Fact: 23% of real estate agents have an email capable phone.
Fact: You can’t make sales to consumers you continue to ignore.
First, let’s just put your first objection to rest, [...]
Just had a great conversation with Karen today about leads (if you don’t know Karen, she’s our Executive Director conversion and national averages. Our consultants and trainers are constantly being asked about the “key” to success in online leads conversion: is it software, is it an auto reply, is it template emails. Well, yes, sure, [...]
