Email, the Unsung Hero of Business Growth

Summary: Not enough real estate and mortgage pros take email marketing seriously. A well-built list of 2000 can create 6 deals per month and give you an actual asset that performs in perpetuity. The three steps to getting into the email game are: 1) Be an excellent list builder, 2) Pick the right tools, 3)  Send compelling content.

Three Ways to Avoid Social Media Addiction for the #DigitizedMLO

Summary: Social Media is designed to be addictive… I mean, engaging. If you are going to play in the digital world, you need to spend a certain amount of time actively staring at your device. Three things you can do to help curb the social media addiction are: Turn off your notifications, track your use, and manage your timeline.

Three Words to Eliminate From Your CRM (and life) Today.

Summary: Language is a facilitator of action. How we use language profoundly impacts results. There are three words I see popping up in CRM systems that should be eliminated to maximize the effectiveness of your team. These words create mental traps that prevent you from reaching your potential. With that, let’s try to examine how we should improve our CRM subjects.

Three of the Biggest Mistakes Real Estate Pros Make on Social Media

Summary: The #DigitzedMLO knows that their brand is linked to their digital footprint. What we don’t talk about often enough are the ways we goof it up. Here are three of the biggest mistakes real estate pros make on social media: 1) The expensive rant, 2) Karma imbalance and 3) Giving up the farm.

1)  The Expensive Rant.

Here’s the first social media mistake: the expensive rant. I know, it is challenging to keep your mouth shut. We are paid to talk, to connect, to network, and to have an opinion. Political posts are killing more than one career right now. You have an opinion, you have a glass of wine, and you know the exact counterpoint to change the mind of your fellow high school alum. Well take a pause and breathe. If you need to take a stand, do it carefully, do it deliberately and do it in alignment with your target demographic.

Does Your Digital Handshake Stack Up? [Repost]

Digitization can seem overwhelming; however, the game is changing and it’s an essential part of your business. Here’s four ways to step up your digital handshake: 1) Set up the right accounts 2) Represent your brand 3) Have a basic content strategy 4) Obsess over reviews.

“Two out of three buyers researched prospective agents extensively online prior to working with them.” – Google.

This is the second time I have published this quote and it definitely won’t be the last. Rather than Zillow convincing you to buy leads or some social media guru persuading you to spend $500 per month, this is the horse’s mouth speaking directly to the real estate industry.

The Number One Reason You’ve Been Avoiding Online Leads

Summary: Have you been avoiding online leads? Relationship based mortgage pros often think that online leads don’t work because they lack the systems and capabilities to properly nurture home buyers from exploring to transacting.

I am in my fourth year of working with relationship based mortgage pros on online leads and wrapping up my tenth year leading consumer direct mortgage teams. It is with a tinge of embarrassment that I admit it took me a long time to really understand how hard it is for the traditional MLO to integrate the buying cycle into their workflow.  

Automation: The Great Lie

Automation done right frees you up to spend time on the things that matter. Most of us real estate and mortgage folks are obsessed with the idea of automation. We are told automation is a magical gateway to more time, more money and greater recruiting prowess. Consider the last five sales pitches you have seen about automation. There is a good chance it was similar to “We can automate that thing you don’t like doing!” Are you on FB? Every add is “guaranteed to convert” and is basically a promise to generate more money without work. Seems like a good idea, right?

I was squarely on ”team automation” for a long time. The CTO of the F250 company I worked for looked me right in the eyes at an especially intense meeting and said, “I don’t do automagic, you shouldn’t make technology do what humans are getting paid to do.” He was right.  I was wrong, (although I didn’t admit it at the time and I continued to make John’s life hell… sorry John).

“When it can and should be done by a human, use a human.” -Gary Vaynerchuck @garyvee #automation #automagic

One Habit: How No Lead Left Behind Can Double Your Production [Repost]

Summary: One habit can double your production in the next 12 months.  A defined No Lead Left Behind process forces you to prioritize, increases your conversion rate, builds future pipeline and gives you a real value proposition.  

The keystone holds the arch up. Without it, the entire structure is compromised. With it, you can build the production team of your dreams. Running a successful business is an art and science: the science is discovering the right thing, and the art is making a habit of doing it every day. 

Charles Duhigg said that “there’s nothing you can’t do if you get the habits right.” Establishing one habit creates a trickle down effect. It creates systematic improvement in your entire business. What if I told you there’s one habit that when turned into a business discipline will double your business in the next 12 months? The No Lead Left Behind habit can do exactly that.