Real Estate and Beyond Blog

POSTCARD MARKETING TO GENERATE ADDITIONAL REAL ESTATE BUSINESS

There are so many ways to market oneself in the real estate market. I remember when I first got into the business ten years ago. I spent money on anything that would get my name out there such as

• Print ads
• Ads in real estate section
• Shopping carts
• Web site
• Purchase leads
• Phone book

Luckily, I had a great mentor when I started the business or I would of been broke by spending too much money in marketing myself. The key is to develop a REALISTIC business plan for the year, Then, implement the plan with some adjustments during the year to reflect the true picture of that time.

Currently, the only advertising I currently do is focused on the Internet. I am staying away from print ads at the current time. I am able to reach more people on the Internet at a much lower price versus print ads. Again, this is my business plan. If print ads work for you, then keep doing it.

I have decided to get back into strategic postcard marketing to develop more Phoenix Property Management business. Properties R Us LLC offers full service Phoenix Property Management for $60 per month per door. One can have access to their account 24/7 along with a full service repairs department to cater to tenants needs. We have truly created the one stop shop for Phoenix Real Estate Investors and Beyond.

We will do property management on the following

• Single family homes
• 2,3, and 4 multiplexes
• 4+ multiplexes

We conducted a search for 2+ multiplex units around our office. We discovered there were about 1,800 of them just around the office. Wow, that was quite the number just around our office. We own our zip code when it comes to property management. What if we had a 2% conversion rate on 1,800? That would be 36 new customers in a 90 day span of time. Does postcard marketing really work? Yes, postcard marketing does work when it is done strategically and the postcard is well designed to capture the reader's attention.

My target market will be focused on investors that own property that live outside of Arizona. The two biggest investors in the Arizona real estate market currently are from California and Canada. Many people do not know who to contact for real estate services. I have a system in place and will start implementing today. The first 150 postcards will be going out today.

WHAT ARE YOU DOING TO CREATE MORE BUSINESS?

TO BLOG OR NOT TO BLOG? WE ALL KNOW THE ANSWER IS TO BLOG HANDS DOWN

We are about to begin another week in the real estate business. Sunday mornings are great for be because I go over my game plan for the week. It allows me allot my time wisely. One of the items is time for continuous blogging. There was a time three years back that I did not care to blog for the following reasons

• Nobody would ready my blog posts
• I have nothing to write
• Too much time
• I have better things to do with my time
• I do not really see the sense in blogging

I guarantee that many of us went through these same items on the list above. Many times humans are afraid to trying something new because that would mean time and energy to do it. I would heavily advise anybody in real estate to start blogging about their local real estate market. Consumers want to hear from us. It is a great way to make you the LOCAL REAL ESTATE EXPERT when people read the blog posts.

Furthermore, it is great for GOOGLE JUICE. Fresh content is the secret recipe to stay on top of the search engines. I have consistently been blogging for three solid straight years. I became an Ambassador in the first six months. Finally, I blog for business each and every week. I really enjoy reading other blog posts. I learn a great deal from other ActiveRain members who contribute on a weekly basis.

Finally, blogging has given me my voice on the Internet. It allowd me time to collect my thoughts and put them into blog posts for everyone to enjoy.

BLOG TODAY

TWO QUESTIONS TO ASK CLIENTS BEFORE ENTERING INTO A REAL ESTATE BUSINESS RELATIONSHIP

I remember when I first entered the real estate business ten years ago. It was quite overwhelming for myself at the time I had entered the real estate market. I had to learn by fire for the following reasons

• First child born November 2001
• Purchased first home in December 2001
• Let from from high paying job February 2002

I really appreciated to being mentored my first two years of my real estate career. Yes, I had a 60/40 cut arrangement at the beginning to start transferring knowledge from my mentor to me. The commission cut was changed to 70/30 commission cut after six months of being on the job. I had the confidence and know how to close deals. However, I still needed to learn the ropes from my mentor.

He instructed me to ask TWO QUESTIONS to every person that was interested in using my real estate services

1. ARE YOU CURRENTLY WORKING WITH ANOTHER REALTOR AT THIS TIME?
2. WILL YOU BE PAYING CASH OR OBTAINING FINANCING WHEN PURCHASING THE HOME?

OK-they seem to be innocent questions to ask potential clients. I did not really understand why until I started closing real estate transactions. My mentor was teaching me to stay out of trouble when it comes to real estate. Let's analyze both questions in more detail.

ARE YOU CURRENTLY WORKING WITH ANOTHER REALTOR AT THIS TIME?

This is a great question to avoid AGENCY conflicts with other real estate agents in your local area. I remember I had a buyer that I showed a home. We were about to write a contract until my mentor called. He asked if I had asked both questions. Well, I had forgot to ask the buyer because I was so excited. So, I asked the buyer if they were working with another real estate agent? The buyer informed me that they were working with another agent but they could not reach the agent. Furthermore, I was writing an offer on a home that they viewed with this real estate agent. My mentor and broker informed to stay away from this transaction since there was implied agency at this time.

It is great to have wise mentors in one's life when it comes to real estate. Now, I mentor other agents in my local real estate market. I am passing it forward to other real estate agents that want to learn this business the correct way.

WILL YOU BE PAYING CASH OR OBTAINING FINANCING WHEN PURCHASING THE HOME?

It is best to obtain proof of funds or letter from a licensed mortgage professional stating that the buyer has the means to perform when an offer has been accepted. I learned early in my career to only take qualified buyers into my car or I am just a glorified taxi drive. It seems people love to look at homes but never pull the trigger simply because they are not qualified.

I believe in the KISS method which means KEEP IT SIMPLE AND STRARIGHT

The KISS methods brings CLARITY AND COMMUNICATION into one's real estate business.

I hope this blog post has been informative and effective for one's real estate business.

HARRY'S TOP 10 WAYS TO CREATE MORE REAL ESTATE BUSINESS TODAY AND TOMORROW

How many phone calls do you receive on a weekly basis from people trying to sell us something? I honestly receive about four phone calls per week. Where do they obtain our information? Well, they get our information for social media web sites such as ActiveRain and Face-book to name a couple out there. Companies use these web sites for farming purposes. They stick a person making $10 per hour to call people like us to see if we want to purchase X. Do you like receiving these calls? What do you say when they call you?

Realtors spend a lot of money on useless marketing. We are all trying to find something that works in this market. How many people would agree with this statement? Here is my advice to you.

1. Develop a niche in your local market
2. Create a one stop for real estate investing with Network of professionals
3. Each network professional refers each other's services within the group
4. Stay consistent with your brand message
5. Network Network Network
6. Create a database to send out monthly newsletters, hot properties, and invites to workshops
7. Follow up with past customers
8. Send thank you notes
9. Attend workshop on real estate and network with other Realtors
10. Blog on ActiveRain and meet great people around America

I have implemented these strategies into my real estate business. I like #10 myself.

Which number best describes you and your real estate business?

LEAD GENERATION THAT EVERYBODY CAN DO TODAY IN REAL ESTATE

The real estate market is expected to pick up over the next six months since mortgage rates will be low, plenty of inventory from bank foreclosure, and tax credits available until first half of 2010. This is a perfect storm. However, I meet real estate agents that do not know how to generate their own leads. They continue to take educational courses because their broker tells them to attend as many classes as possible. Then, these agents are ready to do their first deal. Real estate is a contact sport which means we have to converse with people to generate real estate leads. Agree? I mentor agents to learn what to say in different situations such as listings, investors or just people who want to purchase a primary home. They can at least create the lead to have me with them during the meeting so I can control the outcome of the meeting. I am a resource for them.

 I have learned the 4 Cs of the Real Estate Business

1. CREATE-Gary Keller reminds us in both of his real estate books that Realtors are in the lead generation business. That means we have to create leads. There are too many real estate agents waiting for the phone to magically ring on a daily basis. I have learned to master this skill to create leads through multiple web sites for niche markets I represent, weekly radio show, monthly newsletters, market my listings to generate leads both local and Internet, sphere of influence, Craigslist, word of mouth, passing out my business cards to everyone I come in contact with on a daily basis, contact my database throughout the year, hold workshops for public to attend, loan officers, ActiveRain Blogging, and COFFEE.
2. CAPTURE-Here is another skill by itself. How do you capture the lead? It is very exciting when people call you from one of your call capturing skills. However, we must do something with this lead to make it happen. Personally, I keep my writing pad with me all the time to obtain the simple information such as Name, Contact Phones, Address, Email Address and purpose of the call. Then, I go for the direct close by asking them can we meet in the next couple of days. I have dedcued that the direct close is my best method since I am from New York.
3. CONVERT This is ones ability to ask for the business. The client must know that the real estate agent is confident enough to do the task in front of them. Steps 3 and 4 are quite easy for most agents since they know how to close business. I believe most real estate agents have a hard time with #1 and #2. Personally, I have developed this skill to a science.
4. CLOSE-I have a saying "Done Deal with Delia." I close my deals. Are there obstacles to overcome? Yes! One must listen to their client to deliver the goods. That means we have to listen to our clients needs and show them the product needed by the client. There are times we must use other means to find real estate deals other than the MLS. This is where I have differentiated myself from the wolf pack.

Did this come to me overnight? No, I have developed this system over the last seven years. I have learned that we are in the lead generation business. My goal this year is to fine tune #2 and #3 to close more deals. I have set up a system to track each call so I know where my marketing efforts are paying off or not when it comes to lead generation.

I have created the Real Estate and Beyond Team so I am able to service each lead. I am the ultimate "RainMaker" on my Team. I take this job very seriously. Again, I am always looking for new ways to generate leads. My grandfather told me, "Always ask it because if you do not ask then you do not get."That was his simple advice to his grandson. I have taken this advice into my adult life. I am teaching my children to do the same thing in life. Just Ask For It-Assume The Sale.

I have been in the real estate industry for the past seven years. I spent the first fourteen years in corporate America. I was thrown into the real estate industry. However, I knew I had to obtain a mentor in order to survive in real estate. I needed someone to teach me the ropes. Real estate is very competitive. Many agents do not like to teach other new agents based on creating more competition in the field. Why? That was my question. There is enough business for everyone in this field. Senior agents brag about their knowledge. However, they are not willing to share it. Has anyone else experienced this practice?

Here were my Top 10 Reasons for obtaining a Mentor in Real Estate:

1. Professional-Learn from a pro who has been in the business for ten years or more to obtain the same knowledge.
2. Accountability-My mentor keep me honest with myself at each level. Quit the Long Ranger mentality.
3. Focus-Mentor teaches you how to balance work and life as you start the real estate career.
4. Questions-Mentors are there for you to ask as many questions as possible to increase experience.
5. Mistakes-A good mentor will help you avoid rookie mistakes or walk you through a rookie mistake that happened in order not to do it, again.
6. Goals-Mentor will help you set realistic goals to achieve.
7. Best Interest- Mentor has your best interest in mind. Mentor wants to see you succeed.
8. Investments-Mentor will walk you through a good real estate investment. This will save you money to avoid investing in the next big thing
9. Network-A good mentor has an established Network in place for one to use in real estate. You do not have to create the wheel.
10. Compass-Mentor will keep you going in the right direction at all times. A mentor will help you stay on course even when you want to quit.

I hop these reasons that I mention above motivate you to obtain your mentor this year. I would advise not to wait any longer. The real estate market will only become more competitive. The main reasons for me to obtain a mentor were #1,2, and 8.

WHAT DO YOU DO? YOU DO NOT SEEM TO BE THE NORMAL REAL ESTATE AGENT

I work with many people who want to invest in real estate from my radio show and ActiveRain blog. I like to sit down with my clients one on one so I get to see a face with a name and they get to know me. Why? I do it because I believe that sales is personal and I like to get to know my clients on a personal basis. I am dealing with their money and money is personal. One of the questions I get asked a lot is the following:

WHAT DO YOU DO? YOU DO NOT SEEM TO BE THE NORMAL REAL ESTATE AGENT

That is a great question Mr. Client. I do not think that I have ever been normal. My wife can contest to this statement. Seriously, I am more than just a real estate agent. I go above and beyond the call of duty to find the best real estate deals for my clients. I would have to say that 95% of all real estate agents just use the Multiple Listing Service(MLS) to find their deals. However, there is a whole other world when it comes to real estate investments and where to find them. Shhh! I cannot reveal my secrets until you become my client.

I truly believe in a two way street when I am working with my clients. We both have Networks when it comes to knowing people. We can accomplish great things when combining two Networks to make it one. That becomes very powerful for both sides. I have obtained more clients by using this strategy. If one person is successful in real estate, then they will ask who assisted you in real estate. Referrals is an added bonus to my success.

Yes, I do host a two hour real estate talk show on Saturdays from 12-2PM Phoenix time. I have been doing this show for the last three years. This is my fun day. I obtain the majority of my clients this way along with blogging. How many real estate agents have their own radio show in your local market? I bet you can use one hand to count them. I think outside the box.

Do you want to be normal? Please define normal to me

Here are the steps that I have taken to position myself in Phoenix:

1. Research the radio station that matches up with your intentions
2. Develop one stop show for real estate investors-Set up a Dream Team
3. Be consistent each week on the radio to develop loyal listeners
4. Have workshops once per month to meet the public
5. Purchase 24 hour number for live operator
6. Obtain sponsors for the show
7. Set up podcast on web sites
8. Blog on Active Rain

I did a live show on the holiday weekend. I have another rival real estate show at 9AM on the same station. I was informed that he did not receive one phone call. That was an indicator that everyone was enjoying the weekend. However, my goal was to receive 10 calls on or off the air. Bingo! I receive a total of 9 live calls to the show and three from the off air number. This tells me that people love my show at all times. My tag line is "Make the Call, Set the Plan, and Do the Deal$."

How many of you would like to start your own radio show? Who is up for the challenge? Let me know your thoughts. I am here to serve if you need further assistance.

1 IN 4 AMERICAN HOME OWNERS UNDER WATER WITH VALUE OF THE HOME AND MORTGAGE BALANCE

The American economy continues to take while more people are losing their jobs as national unemployment rate is over ten percent. People are losing confidence in the economy because they are scared of the future. Our current President has an approval rating beow fifty percent according to the polls. What are people to do? The Holiday Season is a time for family and traditions. Many families will be cutting back during this Holiday Season until the economy turns around. The retailers continue entice shoppers with bargains and no payment plans until 2010. Who are they fooling? I read an article where 1 IN 4 AMERICAN HOME OWNERS UNDER WATER WITH VALUE OF THE HOME AND MORTGAGE BALANCE

There are many people after the fact trying to blame someone for this national catastrophe. Who will stand up to accept the blame? Here are your following candidates

This is what the national media wants us to believe. Do they have a part in this problem? However, I believe I have found who to blame. Here is my answer below

 This person said it best in the movie, "GREED IS GOOD." Please click to watch the most famous movie clip that portrayed Gordon as the evil Wall Street person who cared nothing about humans and cared only about company earnings.

I refuse to participate in this recession. We all need to have positive attitudes and work together to solve this national problem. Housing got us into this recession and housing will get us out of this recession. I encourage everyone to continue to sell homes so America can get back on track.

BLOG AND THEY WILL FOLLOW YOU 250,000 POINTS MILESTONE ACCOMPLISHED

Today, I reached 250,000 points from my blogging experiences over the last eight months. It has been an amazing time since I have started this journey. I love the game of baseball. One of my favorite baseball movies includes "Field of Dreams." Kevin Cosner had visions of building a baseball diamond. Many real estate agents have visions of blogging. However, they do not know where to begin. Kevin Cosner starts building the baseball diamond on his farm. All of his neighbors that he was crazy for building the baseball diamond. Many Realtors in my local market call me crazy for blogging. Are they right? Proof is in the pudding.

 I have learned a great deal about blogging and search engine optimization. Furthermore, I have learned a great deal from my fellow ActiveRain bloggers that continue to pump out quality content. I devote 90 minutes per day to my social media plan. One must have a mind set of long term growth. Success comes over time as any professional will confess. I did not obtain 250,000 points over night. It has taken me eight months to get to this level. However, the most important thing to me is to generate quality content for both ActiveRain members and the public. I continually generate traffic flow from my blogs.

I will share a recent success story. I blogged a couple of weeks ago about purchasing a home from the trustee sale for a primary house purchase. Well, I had one person contact me to learn more about this process. I met with this person for about sixty minutes. I explained the entire process to him from A to Z. Well, I set him up and the way he went. We started putting in bids for properties being sold at the court house steps. Well, he won the bid today. He bought a nice Scottsdale, Arizona house for $242,000. The comparative marketing analysis on this home was about $320,000. The buyer thanked me for thirty minutes. We will be closing on this deal by the end of tomorrow. Tell me that I am crazy when it comes to blogging. Yes, I did make money on this deal.

I just want to thank everyone in the ActiveRain Network for making this night special for me. I am here to serve.