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The perfect pitch

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The perfect pitch

As an agent you never can predict where you’ll come across your next listing or client. You come into contact with potential clients every day, whether it’s dropping your kids off at soccer practice, networking at an industry conference, buying bread at the bakery or sweating it out at your personal training class, anyone and everyone you meet is a potential lead or knows of a new lead.

That’s why it’s so important to be able to sell yourself and showcase your abilities within a 30 second ‘elevator pitch’ in a conversational, friendly and uncontrived way when making new acquaintances.

The best real estate agents have their sales pitch down to a succinct, well-timed, memorable work of art. The aim is you want to entice anyone you meet with factual but easily digestible chunks of information about your industry knowledge and the work you do. You want the person to walk away thinking ‘wow, so and so really knows their stuff’.

However, you have to pick and chose your audience and make sure the timing is right. The last thing you want is to come across as a pushy sales person who’ll launch into how great you are at your job to anyone who’ll listen.

Here are five things to keep in mind when crafting the perfect pitch to win over new clients.

1. Unique sales proposition (USP).

When developing your pitch, one of the most important things you need to decide is what your USP is. That is what is it that makes your service different, memorable and superior to that of your competitors. This may be different depending on the type of potential client client. Ask yourself ‘what makes me unique as a real estate agent?’ for an investor, a first home buyer, a seller or a renter.

Perhaps your USP is your:

  • fast response time to enquiries
  • track record of fair appraisals and stellar sales results
  • killer negotiating skills
  • extensive local knowledge about the area showcased on your Premier Agent Q&As and Suburb Reviews. 
  • impressive collection of satisfied client’s testimonials or
  • large network of potential buyers.

2. Provide evidence of your success.

To make your pitch resonate with the person you’re speaking to, It’s a great idea to offer up a specific story that is relevant to their situation. For example, if you’re talking to a potential seller you could mention a big win you had for a client with an auction result after an aggressive marketing campaign. If you’re talking with someone in need of a buyer’s agent showcase your great interpersonal and negotiating capabilities.

3. Get the timing right.

Make sure you only pull out your pitch when the time is right. Your pitch shouldn’t be the starting point of a conversation with a new acquaintance. Get to know them first, see if you have any mutual interests and go from there. After a while chatting you’ll determine whether there may be a need for your services or not, if you get the feeling there is launch into your pitch.

4. Practice makes perfect.

As with any form of public speaking, practice is key to creating a winning pitch. Writing out a scripts for different scenarios and practicing in front of a mirror, a co-worker or family member will put you more at ease when it comes to delivering the pitch for real. Better yet, take a video of yourself and watch it back looking at your body language, delivery and timing.

 5. Don’t forget the important details.

Lastly, don’t forget to introduce yourself by name, mention which office you work for and where and what area of sales/property management you specialise in to make it easy for the new client to track you down. Better yet, if they’re genuinely interested pass on your business card so they can get in touch when ready.

What to avoid:

  • Using a flat generic pitch with industry jargon and buzzwords. Tailor your message so that It is not intimidating and easy to understand.
  • Talking all about yourself. Make your pitch all about your potential client and what you can do for them in terms of making buying or selling less stressful, efficient and profitable.
  •  A long pitch. You don’t want the delivery of your key message to take any longer than 30 seconds.

Put your best foot forward in your elevator pitch by explaining your USP, providing evidence of your success and highlighting what you can do for a potential client. A quick and thoughtful well rehearsed pitch can be a powerful lead generation tool and help to set you apart from the competition.

 

Happy selling!

From the Homely Team

 

About Homely:

Homely is a new way to search for real estate for sale and properties to rent in Brisbane and across Australia. With over 330K listings and 500K local reviews and insights, Homely is a faster and easier way to search for property to buy and rent in Australia.

Check out our suburb reviews and Q&A pages to see what everyone is talking about!

 

We'd like to hear from you!

If you enjoyed this blog leave a comment below and share it with your friends. Please respect the public forum and refrain from posting any expletives or hateful comments as they will be removed. We're always on the look out for guest bloggers and would like to receive your feedback, so feel free to get in touch at marketing@homely.com.au.

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Tips for working with investors

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Tips for working with investors

There are a number of advantages and rewards to be had from agent-investor relationships.

Property investors can be a very profitable market segment for agents, as they require less hand-holding than typical owner-occupiers and first home buyers. Most commonly investors aren’t looking for homes to live in for themselves so they tend to not be as particular or as hesitant to make a purchase as an owner-occupier can be.

Investors also have greater potential to be repeat customers over a short amount of time, often buying and selling multiple properties within a year and also needing property management services for their rental properties. 

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Four tips to help you best service investor clients:

1. Understand what investors are looking for.

Get yourself into the mindset of an investor and think about how they assess the worth of a property and how you can be of the most help to them. Unless you take time out to understand how they make purchase decisions you will not be able to give the best advice and knowledge on investment prospects. You need to have a different approach depending on the type of investor you’re working with.

  • The house flipper- For those investors looking for old run-down properties they can buy at a low cost and fix up and sell for a profit you need to learn about the different stages and timeline of a typical ‘fix and flip’. You also need to have knowledge about what newly renovated homes in the area have been selling for (to determine if and how much profit is achievable) and what the typical buyer in that area looks like (it may be a rental property investor or a young first home buyer family). This will help you to advise house flipping investors about the changes that will add the most value.
  • Rental home investors- For this type of investor price and stats are paramount. You will need to know your local rental and investment market inside and out. What type of properties command higher rents? What areas have the highest rental demand? What is the area's median house price/ long-term capital growth/ rental yield rate? Learn how to do cash-flow calculations to show clients that after the mortgage and other property related expenses, how much rental income they can expect to have coming in from a particular investment property.

2. Stay informed on markets of interest.

One of the best ways to help out an investor is to fuel their desire for market knowledge and up to date market information. Set up automated email alerts to inform your investor clients about new and sold listings of their preferred house types in their suburbs of interest. The best thing about email alerts is that they are easy to set up, automatically go out and every time they get a new alert they’re reminded of your services and value.

3. Realise investors are valuable because they tend to make quick decisions.

Unlike first and second home buyers, who depend on your real estate experience, knowledge and emotional support as they grapple with their purchase decisions calling at all hours with questions and concerns, investor clients tend to be a bit more market savvy, know precisely what they want and what they’ll pay for it. Consequently, transactions with investors tend to be simpler than those with owner occupiers. Where once you gather all the information the investor needs they’re typically able to make an immediate decision then and there if it meets their specific requirements and investment goals.

4. Talk investor to investor.

If you’re an investor yourself or you’ve worked with a lot of other investors before let your clients know and talk about the types of results you’ve seen. This will show them that you know what you’re talking about, that you’re on the same page and that you understand how negotiating and low offers are a part of the property investing game.

Also keep in mind for investors time is money, so you should always try to respond to calls or emails within a couple of hours of receiving them. Investors value speed and efficiency highly in their agents in order to snap up the best deals, and will see it as a bad sign if an agent takes over a day to return a call, as this could be the difference between having an offer accepted or missing out.

 

Happy selling!

From the Homely Team

 

About Homely:

Homely is a new way to search for real estate for sale and properties to rent in Melbourne and across Australia. With over 330K listings and 500K local reviews and insights, Homely is a faster and easier way to search for property to buy and rent in Australia.

Check out our suburb reviews and Q&A pages to see what everyone is talking about!

 

We'd like to hear from you!

If you enjoyed this blog leave a comment below and share it with your friends. Please respect the public forum and refrain from posting any expletives or hateful comments as they will be removed. We're always on the look out for guest bloggers and would like to receive your feedback, so feel free to get in touch at marketing@homely.com.au.

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8 step guide to quality marketing in property management

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8 step guide to quality marketing in property management

Traditionally the goal of advertising and marketing a rental property has been to get it leased, but if done well you can leverage your exposure to help win more business for your agency.

Why is quality marketing in property management important?

Highlighting the importance of quality marketing to your landlord will not only assist them in getting their property leased quickly and for potentially more money, it will ultimately give your agency free exposure to new clients.

Pushing paid marketing and advertising on your landlord will not only maximise your profit on each management, but also help you lease properties quicker and give you a superior position in the marketplace. It’s also important to remind landlords that all the marketing and advertising expenses incurred while leasing their property is an immediate tax deduction come tax time (ATO Guide for rental property owners 2015).

With interest rates at an all time low many tenants are purchasing investment properties to make the most of the tax benefits from renting them out, and then renting a property to live in for themselves. That’s evidence enough to make sure you put effort into your marketing and advertising to impress anyone viewing your ads as they could potentially become your new landlords.

With the internet at our fingertips it's important to showcase your client’s home in its best light so you can attract as many potential tenants to the inspections as possible and also to avoid being outshone by your competitors.

Maximise your property listings and agency's exposure with quality advertising and marketing with the below eight recommendations:

1.  Professional photography.

Gone are the days of taking a few photos on your digital camera and hoping they’ll attract quality tenants, as computer savvy consumers are now expecting more from real estate portals and agents.

While they say kitchens sell homes, in the rental world professional photography is the key to attracting plenty of people to inspections and getting a property leased to quality tenants quickly. Good quality photos will make the property look bigger, lighter and show it off in its best light!

Based on a standard three bedroom home in Melbourne’s South East on homely.com.au, a property with professional photography compared with basic low quality photography had 75 per cent more views on homely.com.au than one with lesser quality photography.

2. For lease board.

Erecting a for lease board not only makes it easier for potential tenants to find the property, it's also free advertising for your agency; especially when there is a leased sticker on the board!

3. Written copy.

Agents are known for long winded written description essays in ads, but these days professional photography should be doing all the talking for you.

Instead of rewriting Ben-Hur simply stick to an easy to read format that people will actually be able to get through. Include three paragraphs selling the area, dot points highlighting the property's main features and then two sentences of any extra inclusions or benefits the property or area might have.

4. Social media.

Instagram, Twitter, Facebook and other forms of social media are great tools to market and advertise your properties, but don’t over do it by spamming your followers with just property listings. Instead share quality and relatable content, with only the occasional property listing to encourage likes, sharing and ultimately to win you more business.

Having a ‘listing of the week’ post is a great way to get attention for a property you’re struggling to rent and attract potential tenants from amongst your followers. Plus your client will love the extra exposure.

5. Marketing handouts.

While physical brochures and rental lists might be seen as old school, they’re a great way for potential tenants to remember the property they’ve inspected and encourage them to investigate other properties your agency may have on the books.

Giving each person who comes through your inspections something with your contact and agency details on it ensures they can easily contact you again in the future.

6. Database and email marketing.

Collecting contact details from anyone that inspects your properties is vital to help grow your database so you can stay in touch perhaps using a monthly newsletter to stay front of mind.

Sending a weekly rental list to your database of potential tenants will be helpful to those looking for a new home and help build an ongoing relationship with clients who may one day turn out to be landlords or vendors for your agency.

7. Virtual inspection videos.

A video walk through on your ads is a great way to showcase your property listings and really show off their best features in a way that a photograph cannot.

Many sales agents have been using video walk throughs on their property ads for a while now, but by using video walk throughs in your rental listings it could help set you and your agency apart from your competition, which will impress potential clients looking at your property ads.

8. Marketing your success.

Property management can sometimes be a thankless job, but when you’re praised make sure you shout it from the rooftops! Advertise it on social media, in listing presentations, record your clients’ video testimonials for your social media platforms and website, or even put it on a big sign outside your office.

Homely Premier Agent is also a revolutionary way for you to share your success with potential clients. It showcases all your reviews along with a success map of all your recent leased properties to help you cement yourself as an expert in your area, which will ultimately help to win you more business.

We hope these eight steps will guide you in successfully leveraging your marketing and advertising efforts to generate more business for yourself and your agency.

 

Author bio:

Rory Cook has worked in the real estate and property management industry as a Property Manager and a Business Development Manager for over four years. He currently is a Business Development professional at arguably Australia’s best looking real estate website Homely.com.au

About Homely:

Homely is a new way to search for real estate for sale and properties to rent in Sydney and right across Australia. With over 330K listings and 500K local reviews and insights, Homely is a faster and easier way to search for property to buy and rent in Australia.

Check out our suburb reviews and Q&A pages to see what everyone is talking about.

 

We'd like to hear from you!

If you enjoyed this blog please leave a comment below and share it with your friends. We're always on the look out for guest bloggers and would like to receive your feedback, so feel free to get in touch at marketing@homely.com.au.

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5 Facebook tools real estate agents should be using

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5 Facebook tools real estate agents should be using

There’s no doubt Facebook is one of the most beloved and user-friendly social networks of today, 968 million daily active users worldwide can’t be wrong!

Many agents use social media with different objectives in mind. For Balmain based agent Ben Munro Smith social media ‘isn’t all about selling, it’s about being part of the community, supporting local business and connecting with people’.

Facebook in particular ‘helps the community get to know you and in return helps you to understand them’, Ben says.

Due to the constantly evolving nature of Facebook it can be difficult for users and agents alike to keep up with the new tools and features available that could potentially make our lives that little bit easier.

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Here are five Facebook hacks that can help optimise and simplify the management of your agency’s Facebook page:

1. Archive content to share later.

Use Facebook’s ‘Save’ bookmarking feature to archive and curate relevant content for your page. This is a particularly useful if you’re following the 70/20/10 posting rule (where 70 per cent of posts come from your brand and add value to your community, 20 per cent of posts come from others and 10 per cent have a promotional purpose). Meaning you no longer waste time endlessly scrolling and searching for that interesting article or video you saw, as you’ll already have it in your ‘Saved’ items.

To save an item select the drop down arrow in the upper right-hand corner of the post and click ‘Save’. Access your bookmarked items in the ‘More’ tab in the app or on the left-hand column of the web browser under ‘Saved’.

2. Add a call-to-action (CTA) button.

Facebook allows you to add a CTA button on bottom of your cover photo. You have seven different button options to choose from to add the URL destination of you choosing. This is a brilliant way to drive traffic from your Facebook page directly to your website.

Add a CTA by clicking on ‘Create call-to-action’ on your page’s cover photo, select the button type and add the URL. To check how much traffic is going to your URL destination click the drop-down arrow on your button to ‘View insights’.

3. Find out the ‘real’ engagement level of your posts.

If you’ve ever been disappointed with a low amount of interaction on a particular post don’t get too disheartened. These numbers can be deceiving and low amounts of likes, shares or comments don’t necessarily mean your post wasn’t engaging.

To get a quick snapshot of a post’s performance click on ‘People reached’ at the bottom left of the post. Here you’ll be able to see deeper metrics, like the number of clicks, views, unlikes and hides to get a clearer picture of interaction levels and the posts overall performance.

Try pinning important posts to the top of your timeline to increase visibility and engagement. To pin a post click the downward facing arrow in the top right corner of it and hit ‘Pin to top’.

4. Schedule posts. 

A great way to keep your stress levels in check and save time is to use apps like Buffer, dlvr.it and Hootsuite to schedule all your updates in advance. This ensures updates go out at the optimal time and you don’t have to stress about being at your computer 24/7.

You can also schedule, backdate and set posts to expire at a certain date on Facebook.

To schedule a post use the drop down menu next to ‘Publish’ and select the date and time you want it to be published. You can schedule posts to go up within 10 minutes to six months’ time, which is great if you want to take some time off.

5. Remote log off.

Did you know you can remotely log off of your Facebook account? If you can’t remember whether you logged off or not or if you accidentally leave your Facebook session active on a friend’s device or public computer, don’t stress because you can easily log out from a mobile device or another computer.

Log off remotely by going into your ‘Settings’, clicking on ‘Security’ and choosing edit on ‘Where you’re logged in’ and select ‘End activity’ on the locations you want to log out of and presto you’ve saved yourself from a Facebook prankster or PR disaster.

We hope these tricks and tips come in handy when managing your business’s Facebook page. If you found this post useful please feel free to share it via the links below.

 

 

Happy selling!

From the Homely team

 

About Homely:

Homely is a new way to search for real estate for sale and properties to rent in Brisbane. Homely incorporates beautiful design and community engagement, to create an enjoyable and simple experience that helps you find a new home quickly.

Check out our suburb reviews and Q&A pages to see what everyone is talking about!

 

We'd like to hear from you!

If you enjoyed this blog leave a comment below and share it with your friends. Please respect the public forum and refrain from posting any expletives or hateful comments as they will be removed. We're always on the look out for guest bloggers and would like to receive your feedback, so feel free to get in touch at marketing@homely.com.au.

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Feature agent: 5 minutes with Emily Borg

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Feature agent: 5 minutes with Emily Borg

This week's feature agent Emily Borg from United Realty shares her thoughts on the property market in South-West Sydney, tips on how to generate more business and what attributes make a good real estate agent.

What areas do you service and what can we expect to see in your market in the next 12 months’ time?

Our large Sales Team and myself cover the entire South-West Sydney, Macarthur and Wollondilly regions. We are able to provide exceptional real estate services to a large community due to having two central and prominently located offices. In the next 12 months we expect to see great market activity and growth with many developers buying re-zoned land in the South-West Growth Centre close to the future International Airport at Badgerys Creek. This will have an anticipated flow on effect with sellers buying lifestyle properties in surrounding areas.

What do you find most enjoyable and rewarding about your career in real estate? 

Whether you have bought and sold several properties or it’s your first real estate transaction, buying and selling is typically a stressful process, usually because of a lack of communication between vendors or purchasers, agents, solicitors and brokers. I enjoy nurturing my clients throughout the entire process and helping them to feel at ease and in control every step of the way. It’s rewarding to facilitate a smooth and enjoyable move from one home to another.

What tools and marketing strategies do you use to drum up more business?

When it comes to marketing in real estate I find the old saying ‘success breeds success’ rings true. Having a lot of glowing testimonials from happy sellers who are delighted with the services we provided and the price we achieved for them, as well as photos with excited clients in front of the sold sign, is one of the best assets to drum up more business. Excellent results in the area and great word of mouth is generally what gets and keeps the phone ringing!

What do you like about Homely.com.au?

I find Homely to be user friendly, and it’s great that we're starting to see many buyer and seller enquiries coming from Homely. The site is definitely creating some competition for the big real estate websites and it’s about time because the cost to vendors for marketing on those other sites has become unaffordable.

What personality traits do you think are most important to be a successful real estate agent?

The most important traits to have as a successful real estate agent include honesty, integrity, understanding, to be adaptable, to never promise anything you can’t guarantee or won’t deliver, to be thorough, organised and have high attention to detail, and of course to be friendly, helpful and relatable.

Take a look at United Realty's current listings on Homely at 85 Bamburgh Road, Werombi, NSW and 3 Crawford Creek Place, Razorback, NSW

Agent bio:

Emily Borg officially began her promising real estate career in January of 2009, as a Sales Administrator/Sales & Marketing Assistant to her father, Edwin. Emily operated as a successful Sales Agent for over three years; delighting her vendors and purchasers with her genuine interest and personalised attention.

In November of 2013, Emily was appointed Sales and Business Manager of United Realty. Since this time, she has been a driving force in the development and extensive growth of the business. Emily's primary focus has and continues to be to ensure that her entire team consistently delivers exceptionally high standards of client service, and to uphold the integrity and reputation of an agency that represents her family’s name.

emilyborgbiopic

About Homely:

Homely is a new way to search for real estate for sale and properties to rent in Sydney. Homely incorporates beautiful design and community engagement, to create an enjoyable and simple experience that helps you find a new home quickly.

Check out our suburb reviews and Q&A pages to see what everyone is talking about.

 

We'd like to hear from you!

If you enjoyed this blog please leave a comment below and share it with your friends. We're always on the look out for guest bloggers and would like to receive your feedback, so feel free to get in touch at marketing@homely.com.au.

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