Articles http://realtormag.realtor.org/articles/all en Under New Congress, NAR Keeps Focus on You http://realtormag.realtor.org/news-and-commentary/feature/article/2017/01/under-new-congress-nar-keeps-focus-you <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> REALTORS® are readying for a busy first quarter of the legislative season as President-elect Donald Trump prepares to take office. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Friday, January 13, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/robert-freedman">Robert Freedman</a> </div> </div> </div> <!--paging_filter--><p>REALTORS&reg; are gearing up for what is expected to be a busy first three months of the legislative season as a new Congress and new Administration tackle a number of priorities that affect real estate, including tax reform, the Affordable Care Act, regulatory reform, reauthorization of federal flood insurance, and what to do about Fannie Mae and Freddie Mac.</p> <h4>Regulatory Reform</h4> <p>Right out of the gate, the House took a stab at regulatory reform, passing a measure that would give Congress more say in the rules federal agencies propose. The Regulations from the Executive In Need of Scrutiny Act (REINS) would require agencies to send proposed rules to Congress for a vote if they would have an impact on the economy of $100 million or more.</p> <p>NAR supports the bill because it would increase transparency and help lawmakers ensure the rules are consistent with congressional intent. &ldquo;Additional scrutiny by elected officials is a good thing,&rdquo; says NAR President William E. Brown. &ldquo;And it gives us another chance to weigh in with Congress when it&rsquo;s looking at these big-ticket rules.&rdquo;</p> <p>The House was also considering another bill that NAR sees merit in, the Regulatory Accountability Act. It would require agencies to achieve their objectives at the least cost and to say how their rules would impact small businesses, among other things.</p> <p>Both bills largely apply prospectively, NAR analysts say, although the REINS Act includes an amendment that would direct agencies to identify a rule for repeal to offset annual costs any time a rule is proposed. NAR analyst say more information is needed on how such a provision would work in practice.</p> <p>In addition, the administration of Donald Trump could take a fresh look at existing regulations across the board, and that could result in new rulemaking to change provisions that are hurting real estate, including provisions in the Dodd-Frank financial services reform law enacted in 2010 in response to the financial crisis.</p> <p>NAR analysts say the association might favor easing some Dodd-Frank requirements on community banks, which traditionally provide the bulk of financing for housing construction. Housing starts have been far below what&rsquo;s needed to meet rising demand, and easing some requirements on community banks could lead to more robust construction lending.</p> <p>&ldquo;Anything we can do to make it easier for local banks to allow builders to obtain loans to build homes that are members can sell is good,&rdquo; Brown says. More houses would also help bring supply and demand into closer balance, slowing rising home prices.</p> <h4>Health Insurance Reform</h4> <p>With the debate to repeal and replace the Affordable Care Act beginning, NAR is prepared to represent the interests of REALTORS&reg; and real estate companies just as it did when health care reform was debated a decade ago, says Brown.</p> <p>NAR analysts have been monitoring what lawmakers are discussing with an eye to ensuring independent contractors and small businesses retain access to quality policies at reasonable costs.&nbsp;The lion&rsquo;s share of NAR members buy their insurance in the individual market, which historically tends to be more volatile and expensive than the group market.</p> <p>NAR would also like to see certain aspects of existing law that benefit REALTORS&reg; remain in any replacement law. These include not letting insurers deny coverage to people who have a preexisting condition, preventing insurers from charging markedly different premiums based on factors such as age, gender, and health status, and allowing people to keep their children on their plans up to age 26.</p> <p>&ldquo;We will weigh in at the appropriate time and with the appropriate committees as the process is unfolding,&rdquo; says Brown. &ldquo;We are not at the center of this debate, but we will weigh in as needed to help ensure independent contractors and small businesses have access to health insurance that meets their needs.&rdquo;</p> <h4>Tax Reform</h4> <p>Once health care reform is resolved, the new Congress is expected to take up tax reform. NAR&rsquo;s priority is to preserve longstanding tax incentives for home ownership and real estate investment, including the mortgage interest deduction and property tax deductions. On the commercial side, preserving 1031 like-kind exchanges is paramount. &nbsp;</p> <p>NAR has made it clear to lawmakers it will resist efforts to eliminate or curtail MID, and it has come out against proposals that have been circulating in Washington for several years that would effectively eliminate the incentive value of the deduction for most home owners by raising the standard deduction. &nbsp;&nbsp;&nbsp;</p> <p>NAR analysts call proposals to cut most itemized deductions, including for property and other state and local taxes, and doubling or tripling the standard deduction a back-door attack on MID because it would eliminate the incentive for most people to itemize. &ldquo;It blurs the distinction between renting and owning, and that goes against the commitment the federal government made more than 100 years ago to support homeownership,&rdquo; says Brown.</p> <p>NAR estimates that only the wealthiest 5 percent of households would continue to itemize under some of the proposed changes, while currently the bulk of households that take advantage of MID and property tax deductions are middle class.</p> <p>On the commercial side, NAR is letting lawmakers know that proposals to curb 1031 exchanges will also meet with strong resistance, because the tax deferral mechanism is one of the main drivers of commercial real estate development today. &ldquo;If that goes away, commercial real estate will be decimated,&rdquo; Brown says. &ldquo;That&rsquo;s something we&rsquo;re being very clear about with Congress. This provision is to commercial real estate what MID is for residential real estate. We will fall on our sword for this.&rdquo;</p> <h4>Flood Insurance</h4> <p>Another pressing priority for NAR in the coming months will be getting the National Flood Insurance Program reauthorized before it expires at the end of September. The last time the program was up for renewal, in 2008, Congress took four years to reauthorize the program under the Biggert-Waters Act. Up until that point, the program was extended 18 times and allowed to shut down twice, which created uncertainty in the real estate industry. &nbsp;</p> <p>NAR is seeking another long-term reauthorization combined with additional reforms to increase the accuracy of flood mapping, provide financial assistance for more homeowners to mitigate their risk before a flood occurs, and develop a more robust private insurance market.</p> <p>Although the program is vital to real estate, reauthorization requires an ongoing education effort because many lawmakers believe flooding is more a regional than a national problem. &ldquo;What many don&rsquo;t realize is flooding can happen anywhere and we all live in a flood zone to some degree. In fact, flood disasters have been presidentially declared across much of the Midwest over the last 6 months and just about everywhere else over the last 10 years,&rdquo; says Brown.</p> <p>The last time the program was allowed to shut down, 30,000 home-sale transactions came to a halt each month, with devastating consequences for the households and the local economies. Flood insurance is required for a mortgage in more than 22,000 communities around the country. NAR is prepared to push for a temporary extension to keep the program open well before the program expires if reauthorization risks getting crowded out in the fall.</p> <h4>Secondary Mortgage Market Reform</h4> <p>Since the financial crisis, government officials have wrestled with what to do about the two secondary mortgage market companies, Fannie Mae and Freddie Mac. They&rsquo;re integral to home sales because they give lenders a market in which to sell their conventional loans so they can maintain liquidity for new lending.</p> <p>The companies have been in federal conservatorship since 2010, and although they&rsquo;re making money again and have even paid back to the Treasury the assistance they received in the wake of the financial crisis, many lawmakers want to keep reform high on the agenda.</p> <p>NAR has forcefully advocated for years that, whether or not the companies are replaced, there must continue to be a mechanism for lenders to sell safely underwritten, federally backed conventional loans to investors. Not to have that would almost surely spell the end of the 30-year, fixed-rate loans that are at the heart of the country&rsquo;s successful home sales market, Brown says. &ldquo;Borrowers&rsquo; ability to access safe, affordable, long-term, fixed-rate financing depends on the federal guarantee,&rdquo; he says.</p> <p>NAR analysts don&rsquo;t expect secondary mortgage market reform to be taken up before the fall. &ldquo;There&rsquo;s a lot going on, and as long as the companies are doing well, the urgency to deal with them won&rsquo;t be as high as other priorities,&rdquo; Brown says. &ldquo;But it remains important to settle their status once and for all.&rdquo;</p> <p>Brown says the work of the reform-minded 115th Congress can have enormous repercussions on how much real estate is bought and sold for years to come, so vigilance will be the watchword for 2017, particularly in the early months. &ldquo;There are going to be a lot of balls in the air,&rdquo; he says. &ldquo;We have to be ready. We will be ready.&rdquo;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Feature Fri, 13 Jan 2017 17:56:26 +0000 wcole 22585 at http://realtormag.realtor.org Best Technology for Your Brokerage in 2017 http://realtormag.realtor.org/for-brokers/network/article/2017/01/best-technology-for-your-brokerage-in-2017 <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Don’t fall by the wayside while your competitors take the reins. Learn about seven tech trends that will truly bring your marketing into the new year. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Friday, January 6, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/chris-rediger">Chris Rediger</a> </div> </div> </div> <!--paging_filter--><p>Staying at the forefront of your market means leading with technology. Equipping your brokerage with quality tools will allow you to be faster, smarter, and, well, cooler than your competition.</p> <p>In 2016, the industry focus was on social trends, including Snapchat, Instagram stories, and Facebook Messenger bots. Heading into 2017, there are seven technology assets that can set brokerages and individual agents apart.</p> <h4>1. Accessible Virtual Reality</h4> <p>When the Google Cardboard VR viewer was launched in 2014, virtual reality started to take off because suddenly, all the VR videos on <a href="https://www.youtube.com/channel/UCzuqhhs6NWbgTzMuM09WKDQ" target="_blank">YouTube</a> became more accessible to smartphone users. For real estate, we&rsquo;ve had to rely on expensive equipment or outside companies to make VR property videos, but that&rsquo;s changing. The new <a href="http://www.giroptic.com" target="_blank">Giroptic iO</a> is a 360-degree camera you can attach to your iPhone. For $249, you can take photos, record videos, and even livestream videos in 360 degrees of real estate bliss. They&rsquo;re available for presale now, with the first units scheduled to be released Jan. 17.</p> <h4>2. Snapchat Marketing</h4> <p>Snapchat continues to be an excellent tool for agents to engage with millennials &mdash; all 150 million of them &mdash; and other tech-savvy clients in real time. You can boost visibility and brand loyalty by sharing properties and neighborhoods, creating buzz with contests, and offering personal advice. Show followers the real you (within reason), behind-the-scenes action, or silliness at your office. It&rsquo;s an easy tech tool that makes you real, timely, and approachable.</p> <p>Additionally, the click-through rates for Snap Ads are five times than for comparable social media platforms, according to <a href="https://hootsuite.com/" target="_blank">Hootsuite</a>. The key to local engagement is to take advantage of geofilters, an illustrative overlay for images based on a geographical location and selected time frame. Snapchat&rsquo;s <a href="http://www.snapchat.com/on-demand" target="_blank">On-Demand Geofilters</a> start at just $5. You can build your own artwork using an app like <a href="http://www.canva.com/" target="_blank">Canva</a>.</p> <p>Here&rsquo;s a real-life situation where it makes sense to try Snapchat geofilter marketing: Say your target neighborhood hosts an annual parade. You could build a geofilter for that date and location that all users in the area could access. You could reach thousands of people and it could cost you as little as $20.</p> <h4>3. Social Media Live Video</h4> <p>According to the Web Video Marketing Council&rsquo;s annual <a href="http://www.flimp.net/2015-video-marketing-trends-and-statistics" target="_blank">survey</a>, 73 percent of marketers said that online video had a positive impact on their business. With live streaming, expect to see an even larger impact. Here are some platforms to consider:</p> <ul> <li>The <a href="http://live.fb.com/about/" target="_blank">Facebook Live</a> streaming tool is built right into your news feed. Simply click on the live button in the new post field and your followers can see what you&rsquo;re recording and respond as it happens. Plus, you can save the video for users to watch later.</li> <li>Once available only through its <a href="http://www.periscope.tv/" target="_blank">Periscope</a> app, live video is now integrated into Twitter itself. Instead of posting a text tweet, you can <a href="http://support.twitter.com/articles/20175092#" target="_blank">go live</a> for up to 2 minutes and 20 seconds. Like tweets, your videos are saved and are searchable by the public (so think carefully about what you say on air). Maximize this feature for revealing new listings or promoting upcoming Facebook Live events, videos, or Q&amp;As. If you&rsquo;re already invested in Periscope, you might want to start letting your followers know you&rsquo;re on Twitter.</li> <li>Instagram <a href="http://help.instagram.com/292478487812558" target="_blank">live videos</a> can be up to to 60 seconds long. Because it&rsquo;s a strictly a live feed that disappears immediately with no replay function, this tool offers a serious &ldquo;sense of urgency,&rdquo; which is why it could be a great property preview tool. You can still upload a recorded video to Instagram that can be replayed without limits, and Instagram&rsquo;s direct ephemeral messages lets you privately share images and videos with a maximum of two views.</li> </ul> <h4>3. Programming Alexa and Google Assistant</h4> <p>The advent of smart-home devices and hubs has created a huge opportunity for real estate companies. Finding a home value or researching the cost of homes in a certain neighborhood is just a question away.</p> <ul> <li>For Amazon Echo and devices like the Fire TV stick, more people will be asking their virtual assistant Alexa a wide range of questions. The race is on for real estate companies and individuals to develop <a href="https://developer.amazon.com/public/solutions/alexa/alexa-skills-kit/overviews/understanding-custom-skills" target="_blank">custom skills</a> under unique invocation names (and get people to use them). For instance, you could program a response for when users say something like &ldquo;Alexa, ask Redefy Real Estate how much my home is worth.&rdquo;</li> <li>The Google Assistant can be used to make similar queries through the Google Home or Google Allo apps. Google breaks down these questions into patterns of components that include a trigger phrase (such as &ldquo;ask&rdquo;), invocation name (such as &ldquo;Redefy Real Estate&rdquo;), action preposition (such as &ldquo;about&rdquo;), and action phrase or deep link invocation (such as &ldquo;my home value&rdquo;).</li> </ul> <p>Yes, you&rsquo;ll need a web developer to create these services. And yes, it&rsquo;s probably costly. But as the number of homeowners who employ this technology continues to grow, eventually it&rsquo;ll be something you wish you&rsquo;d done sooner.</p> <h4>4. Virtual Spaces</h4> <p>Brick-and-mortar brokerages may persist for some time, but more companies and individuals will explore and possibly transition to a virtual office model. Between technology and meeting spaces like Regus suites, more walls will fall in 2017. While saving overhead, budgets can be put toward more tech. Also expect to see more virtual transactions in 2017.</p> <h4>5. Data on Tap</h4> <p>Evaluate how well you&rsquo;re using the data you have access to. Can you provide an instant, accurate market valuation? Can you become a thought leader in the industry based on your own ability to mine data? Big, smart data is also essential for predictive analytics. Though they&rsquo;ve long been staples for lead generation in the business world, data and algorithms are finally being used to drive marketing in real estate.</p> <h4>6. AI Chatbots</h4> <p>Artificial intelligence has been refined to the point that it&rsquo;s now a viable and affordable option for customer service. Chatbots provide an incredible opportunity to meet customers where they are, provide instant service, and initiate conversation that converts to leads. For shy or hesitant customers, this provides a neutral platform for conversation. The AI portion can respond and adapt based on what the customer asks to hone in on their real motivation (such as I need to sell now, I&rsquo;m just curious, I&rsquo;m lonely and will waste your time talking about nothing).</p> <h4>7. UX</h4> <p>UX &mdash; or user experience &mdash; is the key to encouraging customers to embrace your technology. If you&rsquo;re not making it easy and fun for prospects and clients to use all the aforementioned technology, they will disengage. Apps, websites, and other touch points need to be designed for visually pleasing and ridiculously simple navigation. Ask your grandma to &ldquo;drive&rdquo; your site or app and you&rsquo;ll quickly realize how cumbersome it is. Now go test out some of the <a href="http://webbyawards.com/winners/2016/websites/website-features-and-design/best-user-experience/" target="_blank">2016 Webby Award winners</a>, such as Virgin America. You&rsquo;ve got some work to do, don&rsquo;t you?</p> <p>The landscape is changing in front of you, and the longer you wait to employ new technology to market your business, the less relevant you will become. As an agent or a brokerage, getting ahead in this business depends on your ability to get ahead of technology. So whether you throw yourself into all seven of these assets or utilize a few, you&rsquo;ll be taking definitive steps to a stronger 2017 and beyond.</p> <hr /> <p><br /> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="float:left; height:117px; width:150px" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <p>&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Don&rsquo;t fall by the wayside while your competitors take the reins. Learn about seven tech trends that will truly bring your marketing into the new year.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_BB_tech_trends.jpg" type="image/jpeg; length=188912">jan17_BB_tech_trends.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_BB_tech_trends_0.jpg?1483991713" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_LP_BB_tech_trends.jpg?1483991737" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2016/11/tech-trends-embrace-in-2017">Tech Trends to Embrace in 2017</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2016/12/ownership-business-social-media-accounts">Ownership of Business Social Media Accounts</a> </div> <div class="field-item odd"> <a href="/for-brokers/network/article/2016/11/fall-in-love-these-12-business-apps">Fall in Love With These 12 Business Apps </a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2016/11/be-more-useful-facebook-group">‘Be More Useful Than a Facebook Group’</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Fri, 06 Jan 2017 20:58:29 +0000 echristoffer 22539 at http://realtormag.realtor.org Finding Your Company’s One True Brand http://realtormag.realtor.org/for-brokers/network/article/2017/01/finding-your-company-s-one-true-brand <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Learn how to build your brokerage into a recognizable symbol that signals who you are and why customers should choose you over the competition. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Thursday, January 5, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/eric-bryn">Eric Bryn</a> </div> </div> </div> <!--paging_filter--><p>Everyone knows a company&rsquo;s success is dependent on its brand, but the topic can incite many questions: What transforms a company into a brand? How do you build a brand? Why should you bother?</p> <p>Try this thought exercise: When you think about the company Apple, what do you see? What picture pops into your head? Now, think about Microsoft. What do you see there? In your mind, how are those companies different?</p> <p>The difference between Apple and Microsoft doesn&rsquo;t lie just with their products; it&rsquo;s with their branding &mdash; how they positioned their companies in the market. You instantly know what kind of companies they are, what they offer in terms of products and services, and what they stand for or represent.</p> <p>Fundamentally, a brand conveys trust to consumers and clients through these three <a href="http://designingbrandidentity.info/" target="_blank">functions</a>: navigation, reassurance, and engagement. Similarly, according to Wolfgang Schaefer, author of <a href="https://www.amazon.com/Rethinking-Prestige-Branding-Secrets-Ueber-Brands/dp/0749470038" target="_blank"><em>Rethinking Prestige Branding: Secrets of the Ueber Brands</em></a>, a brand distinguishes these fundamental aspects: mission and myth, connection and exclusion, and truthfulness.</p> <p>Your brand should signal to consumers and clients who you are, reasons they should choose you over a competitor, and validation about why they should continue to work with you in the future. To help determine your value proposition, which is what your brand demonstrates to your target audience, begin by asking yourself the following questions:</p> <ul> <li>Why should clients care about my brand?</li> <li>Why is my brand different from my competitor&rsquo;s brand?</li> <li>What values does my brand have in common with my clients?</li> <li>Why are my core values important foundational elements of my brand?</li> <li>How is my brand related to my profitability?</li> </ul> <p>There are several methods for kickstarting a brand discovery or rediscovery process, but a useful method to follow is a process known as <a href="https://en.wikipedia.org/wiki/Appreciative_inquiry" target="_blank">appreciative inquiry</a>, a method developed in 1987 at Case Western University to assist companies with organizational change.</p> <p>One hallmark of AI is its team-based focus on positive outcomes as opposed to problems. Rather than focusing on problems that need solving, AI frames issues by asking a series of questions focused on &ldquo;what&rsquo;s working&rdquo; and then envisions a future based on the answers to such questions. Another feature of this process is that it works in four distinct stages.</p> <h4>The Discovery Phase</h4> <p>In this stage, your goal is to understand current processes, systems, functions, and approaches that are driving bottom-line results such as client acquisition, customer retention, and revenue. These types of questions shift the focus away from problems and competitors to a focus on your core strengths. You&rsquo;ll begin with broad themes and then progressively narrow your focus. Here&rsquo;s are some examples:</p> <ul> <li>What&rsquo;s my mission?</li> <li>Why was our brokerage or team created?</li> <li>If I could communicate a single message about my brokerage or team, what would it be?</li> <li>What problem is my brokerage or team trying to solve for a respective target audience?</li> <li>Why is my brokerage or team in the business beyond making money?</li> <li>Who is the primary target audience(s) of my brokerage or team?</li> <li>Why do consumers and clients choose to do business with my brokerage or team?</li> </ul> <h4>The Dream Phase</h4> <p>The goal during the dream phase is to focus on aligning the insights you gained during the discovery phase to the problems your core target audience faces. Once you have answers to the discovery questions, you and your team can begin to learn how to best position your brand in way that embodies these insights. This dream segment of your journey purposefully avoids an overt discussion about competitors.</p> <p>For example, if you determined that a primary mission of your brokerage or team is to serve millennial first-time home buyers, then you would dream up the systems and engagement strategies that would best serve this audience and solve their top five problems. What single message would resonate with a millennial first-time home buyer? Would you convey this message primarily in a written, visual, or video format? What do you offer the millennial first-time home buyer beyond an efficient process? Can you appeal to this audience by mirroring what <a href="http://www.toms.com/about-toms#companyInfo" target="_blank">TOM&rsquo;s Shoes</a> does but in the context of purchasing a home, answering the question &ldquo;Why is my brokerage or team in the business beyond making money&rdquo;?</p> <h4>The Design Phase</h4> <p>After you&rsquo;ve dreamed up the optimal solutions that align with your core strengths, it&rsquo;s time to address your competitors and your weaknesses in the design phase. Here you&rsquo;ll prioritize the most impactful and meaningful changes you&rsquo;ve defined in the first two phases and plan out the solution. For example, if you&rsquo;ve envisioned a new client engagement strategy that crosses mobile, web, texting, email, showings, open houses, in-office visits, and so on, and this is your highest priority, design this engagement strategy to reflect the purity of what you&rsquo;ve envisioned. Next, juxtapose your newly envisioned (or refined) systems, processes, and engagement strategies against your competitors&rsquo; and evaluate whether your changes can neutralize or negate these strengths.</p> <p>Make sure you don&rsquo;t become obsessed with your competitors. Try to remain dispassionate and logical when it comes to your differences, while focusing your strengths and how you can position (or reposition) those into a marketplace asset for your company.</p> <h4>The Delivery Phase</h4> <p>Finally, just as a contractor follows a blueprint when building a house, follow your design during the delivery stage. At this point you&rsquo;ll choose the right systems, platform partners, engagement strategies, and communication plans that align with your mission and core values. In this way, you&rsquo;re fulfilling the promise you&rsquo;re making to consumers and clients, instilling trust in your company, and creating the consistency and cohesion that modern consumers expect.</p> <p>Following this AI process enables current and future clients to navigate away from your competitors and choose you. It gives them reassurance they&rsquo;ve made the right choice because you&rsquo;re actively engaging them at all relevant touch points. You&rsquo;re demonstrating your mission to serve them well and creating a bit of tradition around how you connect with them. You&rsquo;re living your truth and giving your clients reason to talk about your brand.</p> <hr /> <p><br /> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="float:left; height:117px; width:150px" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <p>&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p class="Normal1">Learn how to build your brokerage into a recognizable symbol that signals who you are and why customers should choose you over the competition. <style type="text/css"> </style> </p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_BB_brand.jpg" type="image/jpeg; length=86736">jan17_BB_brand.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_BB_brand_0.jpg?1483985648" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_LP_BB_brand.jpg?1483985672" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/solutions/article/2015/07/building-consistent-brand">Building a Consistent Brand</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2015/11/defining-values-protects-your-brand">Defining Values Protects Your Brand</a> </div> <div class="field-item odd"> <a href="/for-brokers/network/article/2016/11/be-more-useful-facebook-group">‘Be More Useful Than a Facebook Group’</a> </div> <div class="field-item even"> <a href="/technology/feature/article/2013/03/4-steps-relaunching-your-online-brand">4 Steps to Relaunching Your Online Brand</a> </div> <div class="field-item odd"> <a href="/for-brokers/network/article/2015/10/create-moments-discovery-online">Create Moments of Discovery Online</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Fri, 06 Jan 2017 20:36:34 +0000 echristoffer 22538 at http://realtormag.realtor.org A Broker’s Leadership Journey http://realtormag.realtor.org/for-brokers/network/article/2017/01/broker-s-leadership-journey <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Learn how Devon Thomas of Alaska honed her leadership chops at her state and local association, which, in turn, helped her become a more effective manager. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Wednesday, January 4, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/erica-christoffer">Erica Christoffer</a> </div> </div> </div> <!--paging_filter--><p>Devon Thomas is keenly aware of the correlation in real estate between business growth and industry involvement &mdash; and she&rsquo;s seen it play out repeatedly throughout her career.</p> <p>Over the past 14 years, she&rsquo;s climbed the ladder as a licensed assistant, team member, team leader, and now managing broker of 80 agents in five offices at Century 21 Realty Solutions in Wasilla, Alaska. During that same period, she has worked her way up in leadership roles on local, state, and national association boards and committees. This year, she&rsquo;s serving as the president of the Alaska Association of REALTORS&reg;.</p> <p>Those looking to build confidence and gain industry insights, she says, should look no further than their local REALTOR&reg; association. The volunteer positions she&rsquo;s taken on have given her the gumption to strive for greater leadership responsibility within her own career. And, despite not always feeling fully prepared for the challenges, she&rsquo;s never been afraid to jump in and try</p> <p>&ldquo;I don&rsquo;t think anyone who steps into leadership says, &lsquo;I&rsquo;m ready,&rsquo;&rdquo; Thomas says. &ldquo;But this experience has provided me with so many tools that I can bring back to help my agents be successful.&rdquo;</p> <p>After graduating from Chaminade University in Hawaii with a communications degree, Thomas earned her real estate license in 2002. A year later, her team leader, Kibe Lucas, encouraged her to join a committee at the local Valley Board of REALTORS&reg;. &ldquo;At that time, I didn&rsquo;t know what RPAC was or what the legislative committee did,&rdquo; she says. But her involvement was a crash course in organized real estate.</p> <p>Following several years serving on the convention and program committees, Thomas was named a board director in 2011. &ldquo;I really cared about the future of our industry, and it was an industry I saw myself in 20 or 30 years from that point in my life,&rdquo; she says. &ldquo;By that time, I really got the value of REALTORS&reg; and what they do for homeownership.&rdquo;</p> <p>Thomas served a two-year term as a local director. During Alaska&rsquo;s state convention, the incoming state president asked if Thomas would consider running for the Valley Board of REALTORS&reg; president position. &ldquo;At the time, it was kind of unprecedented,&rdquo; she says. &ldquo;There were people who came up to me and said, &lsquo;You have young kids; are you sure you should be doing this?&rsquo;&rdquo; But Thomas ran unopposed, and once elected, people were supportive, she says.</p> <p>In 2012, as her local board&rsquo;s president-elect, Thomas attended her first national meeting at the REALTORS&reg; Legislatives Meetings and Trade Expo in Washington, D.C. &ldquo;I just showed up at the YPN meeting and started participating in the round tables,&rdquo; she says. Thomas then went back to Alaska and launched the Valley Board of REALTORS&reg; YPN during her year as president. She chaired it for two years, then started serving on the national YPN Advisory Board and became a director on her state association board. She chaired the committee in charge of the association&rsquo;s website and logo rebranding. A year later, she threw her hat in the ring for the presidency of the Alaska association. Her opponent stepped aside to support her run. At nearly the same time, Thomas was promoted to broker-manager at Century 21 Realty Solutions.</p> <p>&ldquo;This whole experience has developed me as a leader,&rdquo; she says. &ldquo;I don&rsquo;t think I could have become managing broker if I hadn&rsquo;t done all of this first.&rdquo; In addition to building confidence, Thomas says her leadership experience has honed her public speaking skills, taught her how to best approach challenging situations, and helped her establish credibility.</p> <p>Thomas is also currently serving on NAR&rsquo;s Housing Opportunity Committee and is involved with a local homeless teen advocacy center. Now she&rsquo;s considering a future in politics after her term as state president.</p> <p>&ldquo;The moral of the story is find people and reach out to them,&rdquo; Thomas says. &ldquo;You&rsquo;re going to be more successful if you can seek out other leaders to help you along the way.&rdquo;</p> <hr /> <p><br /> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="float:left; height:117px; width:150px" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <p>&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Learn how Devon Thomas of Alaska honed her leadership chops at her state and local association, which, in turn, helped her become a more effective manager.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/devon-thomas.jpg" type="image/jpeg; length=182037">devon-thomas.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/devon-thomas_0.jpg?1483732234" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/devon-thomas-LP.jpg?1483732644" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2016/10/meet-era-s-new-leader">Meet ERA’s New Leader</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2016/12/investing-in-your-mind-body-and-business">Investing in Your Mind, Body, and Business</a> </div> <div class="field-item odd"> <a href="/for-brokers/network/article/2016/11/providing-value-your-agents">Providing Value to Your Agents</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2016/03/cultivate-clients-in-your-community">Cultivate Clients in Your Community</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Thu, 05 Jan 2017 23:41:38 +0000 echristoffer 22535 at http://realtormag.realtor.org How Robots Will Disrupt Real Estate http://realtormag.realtor.org/technology/feature/article/2017/01/how-robots-will-disrupt-real-estate <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Learn how automation will impact your industry, and perhaps even your future career prospects. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Thursday, January 5, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/viktor-franz-paul-weber">Viktor Franz Paul Weber</a> </div> </div> </div> <!--paging_filter--><p>In my research on robotics and real estate, I&rsquo;ve found very few real estate agents and brokers have ever wondered how robotics might impact real estate in the future. Even many of those at commercial real estate corporations haven&rsquo;t yet bothered to analyze the various impact scenarios on their business, whether it&rsquo;s diminishing demand for industrial space or clients&rsquo; needs for special purpose properties or robot-friendly infrastructure. The list goes on and more often than not, C-level executives are quite astonished when they hear these future possibilities, because they haven&rsquo;t thought about them.</p> <blockquote> <p>More from the <strong><a href="/technology/feature/article/2016/08/disrupt-or-be-disrupted-part-1">Disrupt or Be Disrupted</a></strong> series:</p> <p><a href="/technology/feature/article/2016/09/how-ai-can-boost-not-disrupt-your-business">How AI Can Boost Your Business</a><br /> <a href="/technology/feature/article/2016/10/disruptive-power-blockchain">The Disruptive Power of Blockchain</a></p> </blockquote> <p>But as a real estate professional who wants to understand disruptive technologies, it&rsquo;s time to learn about some of the basic ways automation will alter the world of real property in the near future.</p> <p><strong>How Robotics Will Change Your Business</strong></p> <ol> <li><strong>Robots will be involved in new-building construction.</strong> This will lead to better building quality, causing longer life cycles for residential and commercial structures. In the long run, you&rsquo;ll likely see better use of space and less new construction (which is also more sustainable and less reliant on planned obsolescence).</li> <li><strong>They&rsquo;ll help us maintain properties more efficiently.</strong> Building Information Modelling, or BIM, allows architects, builders, and designers to code information about how a building functions in digital format. By layering that technology with property-machine communication, a sensor within a wall could signal to a facility management robot that the building&rsquo;s depreciation had reached a critical level, and that robot could inspect and repair structural problems without getting any humans involved.</li> <li><strong>We&rsquo;ll need to make room for them.</strong> Sensor-enabled houses, roads with charging stations, and even entire cities must provide space for the robots that will work for us, which means changing usage and planning processes.</li> <li><strong>They will change our economy.</strong> Automation will likely cause tremendous shifts in employment, which could lead to rapid change in consumer demand patterns. In real estate, these two contradicting trends will make the biggest impact: <ol style="list-style-type:lower-alpha;"> <li><em>Decentralization of work</em>: The &ldquo;pull factor&rdquo; of the city as an employment hub ceases to exist, meaning that your future clients might want to move to cheaper and more remote markets. This hypermobility means that the traditional focus on a property&rsquo;s distance from employment centres could diminish.</li> <li><em>Centralization of leisure</em>: Assuming the successful implementation of a basic income, automation might allow us humans to focus on culture, reemphasize social activities, and develop to an experience-driven economy in city centers.</li> </ol> </li> <li><strong>Brokers will hire robots to carry out real estate chores.</strong> Brokerages might find robots who can help with tours, virtual reality, and other tasks, which will cause shifts in real estate offices&rsquo; demand for talent.</li> </ol> <p>This is just a selection of changes that will impact real estate, especially in the context of brokerages. But it only partially tackles the major elephant in the room when it comes to discussions about automation, and that&rsquo;s the job market.</p> <p><strong>Will Robots Take Over Real Estate Jobs?</strong></p> <p>I would be lying if I told you that robotics will not disrupt the real estate industry. The fact is, <a href="http://bgr.com/2015/11/16/robots-replacing-human-jobs/" target="_blank">researchers forecast that more than 95 million jobs</a> in the U.S. and U.K., meaning more than 50 percent of the current workforce, <a href="https://www.theengineer.co.uk/this-weeks-poll-do-you-fear-automation/" target="_blank">might vanish in the next two decades due to automation</a>. Even though it&rsquo;s impossible to forecast the exact pace of the change induced by developments in artificial intelligence as well as robotics, the odds are not looking great for many jobs that are now considered normal elements of our economy.</p> <p>But as I&rsquo;ve written in a previous article, it&rsquo;s likely that other jobs will emerge as a result of this change. And it&rsquo;s also likely that humans will continue to appreciate interaction with other humans for business purposes. However, success will depend much more on the service quality and user experience when humans are competing with robots for business.</p> <p>Based on this, it is time for self-reflection. Examine how digital your business is now and how unique your customer&rsquo;s journey is at every step of the process. It will not be enough to show a beautifully staged property, know some key figures, and explain a non-academic macroeconomic assessment of the housing market.</p> <p>Of course, this isn&rsquo;t anything new for real estate. From FSBO guides to automated valuation systems, there have always been new technologies that threaten to disrupt the industry. And the successful agents and brokers are the ones who can differentiate themselves by combining a personalized customer experience with competence and digital prowess.</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Learn how automation will impact your industry, and perhaps even your future career prospects.&nbsp;</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_T_robot.jpg" type="image/jpeg; length=157906">jan17_T_robot.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_T_robot_0.jpg?1483721269" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_LP_T_robot.jpg?1483721286" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/daily-news/2016/08/23/bubbles-and-real-estate-robots">On Bubbles and Real Estate Robots</a> </div> <div class="field-item even"> <a href="/news-and-commentary/commentary/article/2016/02/robots-cant-replace-realtors">Robots Can&#039;t Replace REALTORS®</a> </div> <div class="field-item odd"> <a href="/for-brokers/network/article/2016/09/until-robots-become-brokers-we-need-systems">Until Robots Become Brokers, We Need Systems</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Feature Thu, 05 Jan 2017 22:29:20 +0000 mwhite 22534 at http://realtormag.realtor.org New Year, New Financial Resolutions http://realtormag.realtor.org/sales-and-marketing/sponsored/intuit/new-year-new-financial-resolutions <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> It’s not too late to make changes that will set you on the path to better financial footing in 2017. Content sponsor Quickbooks Self-Employed explains how. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Friday, January 6, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/quickbooks-self-employed">QuickBooks Self-Employed</a> </div> </div> </div> <!--paging_filter--><p><span style="font-family:trebuchet ms,helvetica,sans-serif;">The new year offers a clean slate, which means right now is the perfect time to make financial resolutions that better align with your business goals.</span></p> <p><span style="font-family:trebuchet ms,helvetica,sans-serif;">The best way to make 2017 your most successful year yet is to resolve to better organize your business expenses. This may sound like a massive task, but you can start by simply tracking and categorizing each expense as you go. Bad recordkeeping often prevents agents from truly knowing whether their business is making money. If you&rsquo;re diligently tracking what you&rsquo;re spending, you can make adjustments during both up and down months.</span></p> <p><span style="font-family:trebuchet ms,helvetica,sans-serif;">One of the most effective, on-the-go methods to track your business expenses is the <a href="https://selfemployed.intuit.com/nar?cid=par_nar_US_realtormag_jan2017_QBSE">QuickBooks Self-Employed</a> mobile app. It automatically imports and categorizes your expenses, tracks your mileage, and captures receipts. This means you can free up an average of 11 hours per month of your time and make sure you don&rsquo;t overpay at tax time.</span></p> <p><span style="font-family:trebuchet ms,helvetica,sans-serif;">If you prefer to use a simple spreadsheet, a free software program such as Google Sheets will work as long as you remember to track your expenses on a regular basis and stick with it. But don&rsquo;t ditch the old shoebox full of receipts because you may still need a designated spot to place paper-only records. Just make a resolution now to set aside a few minutes each month to empty out those receipts and record them in your system of choice.</span></p> <p><span style="font-family:trebuchet ms,helvetica,sans-serif;">Ready for more? Here are some simple, easy resolutions that will make 2017 your best tax year ever.</span></p> <p><span style="font-family:trebuchet ms,helvetica,sans-serif;">1. <strong>Determine your deductible expenses in advance</strong>. Whether it&rsquo;s how much you want to spend on marketing your business or what you want to give in tax-deductible donations this year, decide on a number and portion it out. For marketing expenses, look at how much you spent last year overall and divide that by one-fourth. When determining how much to give away, ask your accountant what the threshold for making an impact on your taxable income would be (based on last year&rsquo;s earnings) and divide that amount between your favorite charities. Either way, you won&rsquo;t be spending as haphazardly, and you can better categorize your expenses into the common groups for real estate professionals:</span></p> <ul> <li><span style="font-family:trebuchet ms,helvetica,sans-serif;">Mileage &amp; vehicle expenses</span></li> <li><span style="font-family:trebuchet ms,helvetica,sans-serif;">Home office (utilities, insurance, maintenance, mortgage interest, repairs, taxes, etc.)</span></li> <li><span style="font-family:trebuchet ms,helvetica,sans-serif;">Advertising</span></li> <li><span style="font-family:trebuchet ms,helvetica,sans-serif;">Marketing</span></li> <li><span style="font-family:trebuchet ms,helvetica,sans-serif;">Office supplies and postage</span></li> <li><span style="font-family:trebuchet ms,helvetica,sans-serif;">MLS and key box dues</span></li> <li><span style="font-family:trebuchet ms,helvetica,sans-serif;">Training classes</span></li> <li><span style="font-family:trebuchet ms,helvetica,sans-serif;">Gifts to clients</span></li> <li><span style="font-family:trebuchet ms,helvetica,sans-serif;">Meals and entertainment</span></li> <li><span style="font-family:trebuchet ms,helvetica,sans-serif;">Depreciation of assets</span></li> </ul> <p><span style="font-family:trebuchet ms,helvetica,sans-serif;">For more on how to categorize your expenses, see the <a href="https://www.irs.gov/instructions/i1040sc/ch02.html#d0e560">instruction sheet</a> the IRS provides on Schedule C.</span></p> <p><span style="font-family:trebuchet ms,helvetica,sans-serif;">2. <strong>Set up a calendar alert to make sure you are ready to file your taxes every quarter</strong>. Here are the due dates for 2017: Jan. 15, April 15, June 15, and Sept. 15. But make sure you set your alarm early enough so that you have all your ducks in a row and are ready to file. If you are doing your own taxes, plan in advance to make sure the task doesn&rsquo;t interfere with transactions you might be working on around that time. After all, the housing market doesn&rsquo;t pause every quarter so you have time to get your taxes done.</span></p> <p><span style="font-family:trebuchet ms,helvetica,sans-serif;">3. <strong>Resolve to track all your vehicle expenses, not just mileage</strong>. Mileage tracking is one of the biggest deduction opportunities for agents. For the sake of simplicity, many opt to take the standard deduction for mileage rather than calculating actual costs. But the IRS gives you the choice, and the easy way out might mean you&rsquo;re leaving money on the table. The standard deduction for the 2016 tax year is 54 cents per mile. If you decide to take the actual deduction, you&rsquo;ll need to keep track of more than just miles. Things like maintenance and repairs, auto insurance, and even your registration can be deducted. Check out <a href="http://quickbooks.intuit.com/r/driver/rideshare-mileage-deductions-standard-mileage-vs-actual-vehicle-expenses/">this article</a> for more details about standard versus actual deductions. On average, <a href="https://selfemployed.intuit.com/nar?cid=par_nar_US_realtormag_jan2017_QBSE">QuickBooks Self-Employed</a> customers log $7,393 in potential mileage deductions per year. This means guessing your mileage is against your best interest. While you can continue to use a handwritten mileage log into 2017, it&#39;s easier and more accurate to use an app like <a href="https://selfemployed.intuit.com/nar?cid=par_nar_US_realtormag_jan2017_QBSE">QuickBooks Self-Employed</a> that automatically begins tracking miles as soon as you begin moving your vehicle. After the trip or even at the end of the day, you can separate business and personal miles and assign client names and purposes for each trip.</span></p> <p><span style="font-family:trebuchet ms,helvetica,sans-serif;">4. <strong>Follow through.</strong> If you take your New Year&rsquo;s resolutions seriously and have a plan in place to better track your deductions as well as organize and plan your expenses, you&rsquo;ve already made an important commitment to keeping your business in good shape. But a plan means nothing if you don&rsquo;t stick to it. When you find yourself putting off tax-related tasks or straying from your goals, learn from it and adjust as needed. By creating good habits in January and February, you will pave the way for a successful rest of the year.</span></p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>It&rsquo;s not too late to make changes that will set you on the path to better financial footing in 2017. Content sponsor Quickbooks Self-Employed explains how.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_intuit.jpg" type="image/jpeg; length=191259">jan17_intuit.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_intuit_0.jpg?1483645790" /> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Sales and Marketing Wed, 04 Jan 2017 22:05:23 +0000 mwhite 22516 at http://realtormag.realtor.org Convince Investors to Buy Rental Property Now http://realtormag.realtor.org/for-brokers/network/article/2016/12/convince-investors-buy-rental-property-now <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Use these tips to help your clients diversify their portfolio. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Friday, December 30, 2016</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/kevin-ortner">Kevin Ortner</a> </div> </div> </div> <!--paging_filter--><p>If you, your agents, or your clients are looking to diversify investments, you&rsquo;ll want to consider adding rental properties to your investment portfolio early in 2017.</p> <p>Rental property is an especially hot investment right now, and for good reason. While house flipping is largely speculative and depends on short-term appreciation and increasing property values, rental property is a more sure and steady investment option. You can generate solid monthly income in the form of rental payments while at the same time experiencing the benefits of long-term appreciation.</p> <p>Industry experts and analysts say now is an excellent time to own rental property, and many investors are snatching them up right and left. Demand for rentals is at an all-time high and expected to grow into the future. According to the Urban Institute, <a href="http://www.urban.org/urban-wire/lower-homeownership-rate-new-normal" target="_blank">nearly two-thirds of the households that are formed between the years 2010 and 2030 are expected to be in rental housing</a>.</p> <p>Here are some tips for how to talk to investors about why now is a great time to get started with rental property.</p> <h4>Fewer People Are Buying Homes<strong> </strong></h4> <p>Consumers may be holding off on home purchases by choice or necessity. Though experts are divided on what exactly is causing homeownership rates to drop, it&rsquo;s safe to say that affordability is one of the main reasons that first-time buyers are having a hard time getting onto the housing ladder.</p> <p>For many, renting is the only fiscally reasonable option. Housing prices are skyrocketing, especially in high-demand areas, while wages have stagnated, and those who have poor credit history or are struggling to save up for a deposit are finding it all but impossible to buy. This is especially true when it comes to cash-strapped millennials, who form the largest percentage of renters. Many of them are graduating from college with significant student loan debt.</p> <p>But it&rsquo;s not just financial considerations that are at play: Attitudes toward renting are shifting, and it no longer carries the stigma that it once had. There&rsquo;s also a small but growing minority known as &ldquo;lifestyle renters&rdquo; &mdash; people who could afford to buy but choose not to, preferring freedom from home repairs and maintenance over the commitment of a mortgage.</p> <p>Laurie Goodman, co-director of the Housing Finance Policy Center at the Urban Institute, told National Public Radio in July that the dip in homeownership among younger generations is &ldquo;<a href="http://www.npr.org/2016/07/26/487470787/fewer-young-people-buying-houses-but-why" target="_blank">a permanent shift</a>.&rdquo; She referenced a study by Fannie Mae showing that homeownership has fallen 6 percent since 2000 among young, college-educated, upper-income white families. &ldquo;And that sort of best captures the subtle change in attitudes towards homeownership,&rdquo; Goodman said, &ldquo;because this is a group for whom there&#39;s no reason not to be homeowners.&rdquo;</p> <h4>The Rental Market is Booming<strong> </strong></h4> <p>With rental demand growing, the Census Bureau <a href="http://www.cnbc.com/2016/09/17/with-fewer-people-buying-homes-millennials-are-redefining-the-american-dream.html" target="_blank">recorded a drop in the homeownership rate</a> to 62.9 percent in the second quarter of 2016. That&rsquo;s the lowest it&rsquo;s been in more than 50 years. Meanwhile, <a href="http://www.jchs.harvard.edu/sites/jchs.harvard.edu/files/son2016-key-facts.pdf" target="_blank">36.4 percent of U.S. households were in rental housing in 2015</a> &mdash; the largest share since the late-1960s. Over the last 10 years, the number of renter households expanded by 9 million.</p> <p>Demand for single-family rental housing is particularly high. The single-family sector has traditionally housed about 30 percent of the nation&rsquo;s renters, but today, <a href="http://www.jchs.harvard.edu/sites/jchs.harvard.edu/files/jchs-sonhr-2015-ch5.pdf" target="_blank">its share of the market now stands at 35 percent</a>, or 14.8 million households.</p> <p>This growing demand has contributed to increasing rental prices. <a href="http://www.jchs.harvard.edu/sites/jchs.harvard.edu/files/son2016-key-facts.pdf" target="_blank">Rents increased 3.6 percent in 2015</a>, according to the Joint Center for Housing Studies&rsquo; Consumer Price Index. And over the last 10 years, average rents in the top 50 markets <a href="https://www.trulia.com/blog/trends/own-to-rent/" target="_blank">have risen 22.3 percent</a>. Meanwhile, vacancies are low, dropping to just 7.1 percent in 2015 &mdash; its lowest point since the mid-1980s. The long-term forecast looks good for rental property investors.</p> <h4>How to Capitalize on the Growing Demand for Rentals</h4> <p>If your client is still toying with the idea of investing in real estate, they&rsquo;re not too late to the table. It&rsquo;s true that there are fewer deals today than there were immediately following the recession, but there are still bargains to be had if you know where to look. If you as a broker have connections, use them. If you&rsquo;re familiar with local markets, use that knowledge to gain an advantage for your company. You&rsquo;ll be able to spot the best deals that will offer a better rate of return, and you&rsquo;ll help your clients steer clear of overpriced properties.</p> <p>While managing rental property used to involve a significant amount of work, that&rsquo;s no longer the case. Many real estate investors are now hiring professional property management companies &mdash; which is another service your brokerage could offer. This allows your clients to outsource the day-to-day management responsibilities and all of the work with tenant sourcing and screening. It also frees your clients up to focus on their investment strategies and grow their portfolios &mdash; with you.</p> <p>If &ldquo;<a href="http://renterswarehouse.com/the-insiders-guide/" target="_blank">rent estate</a>&rdquo; is a new niche for your company, talk with other brokers and professional real estate investors to learn from their experience. Do your homework on home values and rent prices in key markets that you&rsquo;re interested in investing in or serving. Start browsing online foreclosure listings. You&rsquo;ll also want to determine your clients&rsquo; ideal rate of return; <a href="http://www.forbes.com/sites/erincarlyle/2016/01/27/best-buy-cities-where-to-invest-in-housing-in-2016/#fc4a39624293" target="_blank">gross annual returns of 15-20 percent</a> are excellent and not unrealistic in some markets.</p> <p>Don&rsquo;t wait too long before diving into this niche. Rental demand is currently sky high, and rental prices are only going up. Many investors are jumping onboard and snatching up properties, and now is your chance to capitalize on the growing demand.</p> <hr /> <p><br /> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="float:left; height:117px; width:150px" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <p>&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Use these tips to help your clients diversify their portfolio.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_BB_rent.jpg" type="image/jpeg; length=270951">jan17_BB_rent.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_BB_rent_0.jpg?1483544538" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_LP_BB_rent.jpg?1483544576" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2016/01/building-credibility-foreign-buyers">Building Credibility With Foreign Buyers</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2015/10/guide-clients-through-sight-unseen-offers">Guide Clients Through Sight-Unseen Offers</a> </div> <div class="field-item odd"> <a href="/for-brokers/network/article/2016/01/7-tips-for-smart-scalable-growth">7 Tips for Smart, Scalable Growth</a> </div> <div class="field-item even"> <a href="/for-brokers/feature/article/2016/01/virtual-edge">The Virtual Edge</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Fri, 30 Dec 2016 19:43:06 +0000 echristoffer 22503 at http://realtormag.realtor.org Starting a Brokerage: Why Do It? http://realtormag.realtor.org/for-brokers/network/article/2016/12/starting-brokerage-why-do-it <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> In the first of a three-part series, a new broker-owner explains the why, what, and how of starting a real estate company. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Thursday, December 29, 2016</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/nico-hohman">Nico Hohman</a> </div> </div> </div> <!--paging_filter--><p>Recently, I said out loud for the first time that I am a broker. It was during a conversation with a client, and it was a pretty cool feeling.</p> <p>My journey from being a college graduate to a licensed real estate agent and then running my own brokerage wasn&rsquo;t something I could have predicted even five months ago. Yet it seems like my business life is exactly where it should be.</p> <p>I didn&rsquo;t always aspire to own my own real estate company; I wasn&rsquo;t even sure I wanted to be an agent. But once I sold my first property five years ago, I knew that real estate was the career I wanted for the rest of my life.</p> <p>There are countless reasons why I wanted to become a broker, but these are the six that motivated me the most.</p> <h4>1. Creating Something From Scratch</h4> <p>Since I was a little kid, I&rsquo;ve always loved to build things. Whether they be physical like a Lego set (or more recently, a garage storage system) or digital like creating and selling mix CDs to my classmates in sixth grade, I&rsquo;ve always enjoyed making something from nothing. There&rsquo;s a great sense of pride and accomplishment when you complete a task. You can step back, take in all you&rsquo;ve done, and give yourself a pat on the back.</p> <p>I get this feeling every single day when I go to work. I can look around and see the small and large things I&rsquo;ve accomplished, from hanging my first For Sale sign with my brokerage name to helping my agents implement the mission of our company. I&rsquo;ve had a hand in creating everything in my business, whether I did it myself or helped others do it.</p> <h4>2. My Leadership Style</h4> <p>When I started as an agent, I enjoyed my job. I liked working with buyers, sellers, and other agents to get a deal closed. But it wasn&rsquo;t my favorite thing to do, and it wasn&rsquo;t what I was best at either.</p> <p>My favorite thing &mdash; and what I would say I did best &mdash; was helping other agents when they had questions. Even though I started out being significantly younger and less experienced than a lot of the agents I helped, I&rsquo;m a quick learner who was able to teach complex subjects to other people in a simple manner. I took a personality test a few years ago, and it revealed that I have the qualities of a coach. Being able to apply these personality traits in honing my leadership style is a big reason I started my brokerage.</p> <h4>3. Being My Own Boss</h4> <p>I was attracted to real estate for the ability to be my own boss. But even as an agent and independent contractor who thought of myself as a small-business owner, I had a broker to answer to. Being the broker means you truly are your own boss &mdash; especially as an independent broker, unaffiliated with any franchise. The only people that I must answer to are my clients (and my wife).</p> <h4>4. Having a Salable Asset</h4> <p>As much as I love what I do, and as much as I see myself working for the foreseeable future, there will come a day when I&rsquo;ll be ready to retire.</p> <p>If I retired as a real estate agent, the only asset I could sell and earn residual income off of is my book of business. While this certainly can work for some, I don&rsquo;t see it as a significant benefit.</p> <p>As a broker, I can create assets ranging from physical elements, such as office space and signage, to digital possessions, such as websites, educational tools, and more. Plus, not only would I be selling my own book of business but also the books of business belonging to all the agents that work at my brokerage.</p> <h4>5. Making a Difference</h4> <p>As a broker, I can have a bigger impact on my community than I can as an individual agent. When it comes to volunteering at a local charity or nonprofit, deploying my team of 25 agents goes much further for the cause. The same is true when it comes time to making a donation. While one person contributing to a cause is great, matching the donations of all my agents makes an even bigger impact.</p> <h4>6. Inspiring Agents</h4> <p>Every day, I remind myself that my business not only provides for my family but is a platform for other people to also provide for their families. A web of influence is created, and a small business can grow exponentially when others are counting on you to succeed. I want to have a positive, meaningful impact on the lives of other people. If I can do that, I will consider myself a success.</p> <p>My advice to anyone who is considering opening his or her own company: Start with &ldquo;why.&rdquo; Why do you want to do this? If you can successfully answer that question, the rest will fall into place.</p> <hr /> <p><br /> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="float:left; height:117px; width:150px" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <p>&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>In the first of a three-part series, a new broker-owner explains the why, what, and how of starting a real estate company.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_BB_brokerage.jpg" type="image/jpeg; length=164046">jan17_BB_brokerage.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_BB_brokerage_0.jpg?1483545775" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_LP_BB_brokerage.jpg?1483545798" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2016/11/be-more-useful-facebook-group">‘Be More Useful Than a Facebook Group’</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2016/11/providing-value-your-agents">Providing Value to Your Agents</a> </div> <div class="field-item odd"> <a href="/for-brokers/feature/article/2016/07/7-habits-successful-brokers">7 Habits of Successful Brokers</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2016/09/brokers-top-10-tips-for-new-agents">Brokers&#039; Top 10 Tips for New Agents</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Fri, 30 Dec 2016 18:09:54 +0000 echristoffer 22502 at http://realtormag.realtor.org 3 Power Scripts for Inexperienced Agents http://realtormag.realtor.org/sales-and-marketing/my-first-year/article/2017/01/3-power-scripts-for-inexperienced-agents <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> When you’re new to real estate, prospective clients may question whether you have the skill to represent them. These scripts emphasize your drive and work ethic over transaction history and will help put clients’ minds at ease. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Tuesday, January 3, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/julie-nelson">Julie Nelson</a> </div> </div> </div> <!--paging_filter--><p>New agents don&rsquo;t have a good answer when a prospect asks, &ldquo;How many homes have you sold?&rdquo; Because of their lack of experience, they can&rsquo;t reassure the prospect with a long history of brokering successful deals. So what else can rookies rely on to win business? These three super impactful scripts take the focus off your experience and put it on your knowledge and determination to work hard for the client. If you deliver them with panache, good posture, a believable smile, solid eye contact, and confidence, you&rsquo;ll attract and convert more clients.</p> <p>Before we get to those scripts, let&rsquo;s first agree on a foundational principle: Practice makes perfect. I find that the majority of real estate professionals &mdash; not just new ones &mdash; could benefit from putting in regular practice time. Look at practicing scripts as a revenue-producing activity. These scripts need to be ingrained in your brain, easily accessible, and authentic. Do yourself and your bank account a favor and put in 30 minutes five days in a row (or more) to simply practice your scripts and presentations. I guarantee that will be time well spent.</p> <h4>Script Number One: The Listing Closer</h4> <p><em>&ldquo;Mr./Mrs. Seller, if you were to sign with me right now, here&rsquo;s what would happen: Today, we would have a &lsquo;coming soon&rsquo; sign in the yard. Today, we would build out your online marketing campaign and launch it on social media. Today, we would contact other agents in the area to alert them of the listing. And that&rsquo;s just day one. Let&rsquo;s get started.&rdquo;</em></p> <p>The key to this script is your delivery. By putting the emphasis on what you&rsquo;ll do for your client <em>today</em> and delivering it with an I-know-what-I&rsquo;m-doing attitude, you will look and feel like you have been doing this for years. Not only does it convey a sense of urgency, it also shows that you have a plan &mdash; a method &mdash; and that you&rsquo;re a professional.</p> <h4>Script Number Two: Social Media Master</h4> <p><em>&ldquo;I may be new, but I&rsquo;m a master on social media. I will target your property to the online audience most likely to buy in this neighborhood. Very few agents know how to do that or simply do not have it implemented in their marketing program. Did you know that house hunters who see your property online &mdash; and that&rsquo;s the majority of them &mdash; will decide within four to six seconds whether they are interested in viewing your home? On top of that, we are going to put your property on Facebook Live and drop a location pin so everyone knows where to find your beautiful property. We do this by design to drive the right traffic to your property. This helps us reach the greatest possible and most realistic audience of buyers.&rdquo;</em></p> <p>If your sellers are tech-savvy, this script will speak to them. It conveys the message that there are a lot of real estate pros who are not keeping up with the most current tools and platforms to most effectively meet today&rsquo;s consumer &mdash; but you are. Even being new to real estate, you can stand out as a smart, cutting-edge professional, and often, that is exactly what the seller wants.</p> <h4>Script Number Three: Niche Knowledge</h4> <p><em>&ldquo;Do you know anyone who needs assistance with a commercial property, farm or ranch, or downtown loft, or wants recommendations in other cities? I have a solid and highly screened network of professionals I work with in all of these specialties throughout the state and country (and internationally, if applicable). I can help connect you or folks you know with the right professionals.&rdquo;</em></p> <p>If you use this script all the time, you will start generating consistent referral opportunities. But this script will also make you look knowledgeable of the industry on a big-picture scale by recognizing the various niches and needs of your consumers and their sphere. You will come across as the professional who is always looking for other opportunities to provide solutions for your client.</p> <p>Here&rsquo;s the key with all of these scripts: You have to be saying these things <em>all the time</em>. Create your own powerful versions of these scripts and add a few more to the mix, and then make them such an ingrained part of everything you do that your family and friends could recite them. Practice until you can&rsquo;t get them wrong. With that kind of effort, you&rsquo;ll start attracting and converting more clients.</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>When you&rsquo;re new to real estate, prospective clients may question whether you have the skill to represent them. These scripts emphasize your drive and work ethic over transaction history and will help put clients&rsquo; minds at ease.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_SM_scripts.jpg" type="image/jpeg; length=249190">dec16_SM_scripts.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_SM_scripts_0.jpg?1483123384" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_LP_SM_scripts.jpg?1483123407" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/sales-and-marketing/sales-coach/article/2015/05/3-questions-convert-seller-leads">3 Questions to Convert Seller Leads</a> </div> <div class="field-item even"> <a href="/sales-and-marketing/my-first-year/article/2016/08/want-sound-natural-use-script">Want to Sound Natural? Use a Script</a> </div> <div class="field-item odd"> <a href="/sales-and-marketing/relationship-management/article/2016/09/5-things-prospects-cant-say-no">5 Things Prospects Can&#039;t Say No To</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> My First Year Thu, 29 Dec 2016 22:20:30 +0000 gwood 22492 at http://realtormag.realtor.org How Teams Beat Single Agents at Marketing http://realtormag.realtor.org/sales-and-marketing/feature/article/2017/01/how-teams-beat-single-agents-marketing <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> It’s not just because they have more hands on deck. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Tuesday, January 3, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/megan-spray">Megan Spray</a> </div> </div> </div> <!--paging_filter--><p>The real estate business has become increasingly complicated for individual agents. Being responsible for all aspects of your business &mdash; including administrative duties, lead generation, face time with clients, meetings, home tours, and more &mdash; consumes all of your time. Nearly half of all agents, including those who do not intend for real estate to be a full-time job, <a href="https://placester.com/real-estate-marketing-academy/life-as-an-agent-survey-results/" target="_blank">report working 40 hours or more per week</a>, according to real estate digital marketing firm Placester.</p> <p>Undoubtedly, that&rsquo;s why more agents are opting to join or create real estate teams &mdash; so the flow of the real estate process doesn&rsquo;t rest on one person&rsquo;s shoulders, thereby reducing chances of disruptions for clients. So what can teams do better than individual agents? Here are some points to consider.</p> <h4>Take Digital Advertising to New Heights<strong> </strong></h4> <p>One of the most economical methods for any practitioner to drive leads is pay-per-click advertising via Google AdWords, banner ads, and mobile ads. PPC charges you only when a visitor physically clicks on an ad, making it cost-effective to narrowly target ideal buyers, sellers, and home owners. However, it is important to keep in mind that PPC&rsquo;s effectiveness depends on market expertise, and that&rsquo;s where teams have a significant advantage over individuals.</p> <p>Team members can complement the strengths and weaknesses of each other no matter what they are. Teams will be well-rounded in their skills if the team leader made astute hiring decisions. With teams, leads that are generated via PPC can then be distributed to members for follow-up based on their expertise, availability, and criteria.</p> <p>Developing a digital advertising message can take hours and requires close monitoring several times each week to be successful, including testing different strategies, changing keywords, and redistributing funds to target different markets. Teams have a clear competitive advantage over individual agents because they have more hands on deck to appropriately follow up on conversions and manage campaigns on a regular basis.</p> <h4>Capacity to Expand Social Media Engagement</h4> <p>Like PPC, social media requires consistent updating for it to be successful. Many individual agents simply cannot carve out the time in their weekly schedules it takes to market effectively on social media. With dedicated team members accountable for keeping social media up and rolling, teams have a larger benefit over individual agents who must manage channels on their own.</p> <p>Teams aren&rsquo;t just capable of posting more often; in fact, the real estate industry had the highest frequency of posting on social media among several business types &mdash; but earned the lowest engagement rate, according to HubSpot&rsquo;s <a href="http://blog.hubspot.com/customers/social-benchmarks-report-2015" target="_blank">2015 Social Media Benchmarks Report</a>. Real estate professionals need to provide more relevant content to their audience, and unlike individual agents, teams can distribute more applicable thought leadership, industry news, and personal content based on multiple members&rsquo; expertise.</p> <h4>Power to Leverage Multiple Spheres</h4> <p>Real estate is a relationship-driven business, and tapping into a sphere of influence is the oldest and most effective way to drive leads. All agents, no matter whether they&rsquo;re individual or part of a team, have a sphere of influence. The difference with teams, however, is that it&rsquo;s easier for agents to consistently mine and build their spheres because they&rsquo;re no longer responsible for the entire sales process.</p> <p>In team environments, one agent may help a buyer sign with the team, and then hand them over to another agent to begin setting up showings. This ultimately allows all team members more time to go back out and work their sphere to bring in new leads. With every team member working their sphere at the same time, real estate teams increase their chances of consistently obtaining and converting leads over individual agents.</p> <h4>Adeptness to Own Third-Party Sites</h4> <p>Every real estate agent has heard of realtor.com&reg;, Zillow, and Trulia. These sites can provide quick ROI with minimal effort because a majority of buyers and sellers who use them have already spent time searching and are ready for immediate action. A common misconception is that teams should not worry about third-party websites because individual agents use them the most, but no team should ever rule them out.</p> <p>Today&rsquo;s third-party sites rely more on pay-to-play opportunities, and teams have more revenue to invest than individuals. But the biggest advantage for teams using third-party sites, however, is timeliness. Contacting a lead within the first five minutes makes conversion nine times more likely. An individual agent who is at a showing may not be able to step away and contact a lead right away. Teams, on the other hand, often have dedicated inside sales associates doing initial lead contact, thereby guaranteeing timely responses.</p> <h4>Proficiency to Go All In With Farming</h4> <p>Even for teams, farming a certain neighborhood is incredibly time-consuming (it will likely take a year before to see results) and expensive (think about costs for mailers, creating websites, attending events), and it has the lowest success rate of all lead-driving tactics. However, teams are more likely to succeed at it.</p> <p>Farming is a market-share play. Teams are more prepared to approach it with the mindset of &ldquo;Together, we are going to dominate this area.&rdquo; Teams that farm are also at an advantage because they can have multiple members with varying expertise and can more frequently be out and about in the community.</p> <p>For instance, a successful team can take the time to put holiday flags out at every house in their farming area for Fourth of July or be in attendance at local festivals and events. Individual agents are not scalable, making it nearly impossible to successfully complete these tasks.</p> <p>Though all agents can use time-tested marketing tactics, their time-consuming nature becomes unmanageable to handle alone. With teams, agents get the best of both worlds when marketing for leads: the knowledge and manpower as well as the expertise of multiple agents to handle all of the logistics. This ultimately produces better results and showcases why traditional and digital marketing methods work better for today&rsquo;s real estate teams.</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>It&rsquo;s not just because they have more hands on deck.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_SM_teams.jpg" type="image/jpeg; length=167340">dec16_SM_teams.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_SM_teams_0.jpg?1483121523" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_LP_SM_teams.jpg?1483121543" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/sales-and-marketing/sales-coach/article/2016/03/7-reasons-your-real-estate-team-will-fail">7 Reasons Your Real Estate Team Will Fail</a> </div> <div class="field-item even"> <a href="/for-brokers/feature/article/2016/05/what-are-your-team-leaders-not-telling-you">What Are Your Team Leaders Not Telling You?</a> </div> <div class="field-item odd"> <a href="/for-brokers/solutions/article/2014/04/how-build-x-factor-team">How to Build an X-Factor Team</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Feature Thu, 29 Dec 2016 22:45:31 +0000 gwood 22494 at http://realtormag.realtor.org The Rise of the Inside Sales Agent http://realtormag.realtor.org/news-and-commentary/feature/article/2017/01/rise-inside-sales-agent <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> As ISAs become a bigger part of the real estate business, know why they’re more than glorified assistants. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Tuesday, January 3, 2017</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/dale-archdekin">Dale Archdekin</a> </div> </div> </div> <!--paging_filter--><p>Back in 2004, the seminal book for real estate sales, <em>The Millionaire Real Estate Agent</em>, described the role of inside sales agents as mere &ldquo;telemarketers.&rdquo; Today, the ISA&rsquo;s role has progressed to the point where organizations have entire departments dedicated to inside sales. And now <em>The Millionaire Real Estate Agent 2</em> is set to be released soon, featuring the ISA as a key role that should be introduced to a real estate team early in the teambuilding process.</p> <p>Inside sales is a relatively new development for many real estate teams, a natural evolution from &ldquo;lead scrubbers,&rdquo; receptionists who ask basic questions of a consumer and then pass them on to an agent. Inside sales is so much more than simple lead scrubbing.</p> <h4>What is an ISA?</h4> <p>For the uninformed, an ISA is often misrepresented as an assistant or receptionist. What is the basic job function of ISAs? Well, their purpose is all in the name: inside <em>sales</em>. ISAs are virtually the same as an outside sales agent, with the exception that they don&rsquo;t go on listing or buyer appointments, and they don&rsquo;t walk the client through the sales process. ISAs are, however, highly trained and accountable salespeople; they are licensed and can function just the same as an outside agent with respect to prospecting, following up with and nurturing leads, and setting appointments.</p> <p>The primary purpose of having inside sales agents is for leverage. Faced with myriad demands, having a designated ISA leveraging lead generation, follow-up, and appointment scheduling is a godsend. Great ISAs can annually generate upwards of 70 additional transactions for your business. They can also ensure that your past clients feel the love with regular follow-ups &mdash; something others may procrastinate on doing.</p> <p>ISAs are masters of every script used in lead generation and cultivation. The good ones can set appointments with even the toughest cold leads, which requires very advanced sales skills and training. Assistants are not salespeople; that is the difference.</p> <h4>How Do ISAs Increase Sales?</h4> <p>Many industries employ inside salespeople as a strategy for increasing sales. It&rsquo;s a hyperfocused department that is dedicated to generating leads by cold-call prospecting (which can include email and texting as well). ISAs are the first point of contact for inbound sales inquiries such as website registrations, listing inquiries, sign calls, Facebook registrations, direct-mail responses, and radio and TV ad responses.</p> <p>The best ISAs have prior phone sales experience, but you can&rsquo;t always find people with experience in inside sales. At a minimum, you need candidates that have direct selling experience, which means they were not an order taker, cashier, or support person. Preferably, the candidate is versed in situations where they needed to ask the consumer to take an action and buy something in order for the salesperson to get paid: car rentals, car sales, gym memberships, property and casualty insurance, financial planners, mortgage reps, door-to-door sales, and so forth. You do not want customer service reps who simply received inbound calls looking for product support, nor do you want retail sales experience. Although those employees are considered salespeople, they generally don&rsquo;t have the experience or training to do the type of lead nurturing and appointment setting that is needed in the inside sales role.</p> <h4>Do ISAs Require Extra Training?</h4> <p>The best approach is to regard your inside sales department as your training ground for your outside agents. Make inside sales your &ldquo;agent boot camp.&rdquo; You can be training and coaching your inside sales agents to be future outside sales agents. This will ensure that you are training real sales assassins both on the phone and in person.</p> <p>Inside sales has become such a hot topic in real estate that even the big boys are getting into the game. Redfin staffs its own inside sales to respond to calls and emails generated by its advertising. There are even third-party companies like Rokrbox, a company of inside sales agents, that specifically help Boomtown website clients capture and nurture leads into future appointments and sales.</p> <p>There are training companies such as <a href="http://cipraniconsulting.com/" target="_blank">Ciprani Consulting</a> that will do the recruiting and initial training of your inside sales agent for you. Companies such as <a href="http://sammonreal.com/" target="_blank">Sam Monreal Coaching and Consulting</a> and my own, Smart Inside Sales, have entire <a href="https://smartinsidesales.com/" target="_blank">ISA training and coaching systems</a> to teach team leaders, mega-agents, and brokers how to build and structure entire lead generation departments and ISA teams.</p> <p>There are a ton of choices out there on how you can get into the inside sales game. The best start would be educating yourself on the costs, requirements, best practices, benefits, and pitfalls to using inside sales leverage for your business.</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>As ISAs become a bigger part of the real estate business, know why they&rsquo;re more than glorified assistants.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_SM_ISA.jpg" type="image/jpeg; length=151408">dec16_SM_ISA.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_SM_ISA_0.jpg?1483122861" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_LP_SM_ISA.jpg?1483122882" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/sales-and-marketing/sales-coach/article/2014/12/what-you-need-more-assistant">What You Need More Than an Assistant</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2014/12/hiring-assistant">Hiring an Assistant </a> </div> <div class="field-item odd"> <a href="/tool-kit/personal-assistant">The Personal Assistant Tool Kit</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Feature Thu, 29 Dec 2016 22:36:02 +0000 gwood 22493 at http://realtormag.realtor.org Ownership of Business Social Media Accounts http://realtormag.realtor.org/for-brokers/network/article/2016/12/ownership-business-social-media-accounts <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Have you hired someone to oversee your social media accounts? Make sure you are still protecting and managing your online interests. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Wednesday, December 28, 2016</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/christopher-m-mason">Christopher M. Mason</a> </div> </div> </div> <!--paging_filter--><p>Most business owners understandably assume that they own their social media accounts. Why wouldn&rsquo;t they? The accounts are generally listed in the business&rsquo; name, contain content approved by the business, and are maintained by the business&rsquo;s employees.</p> <p>What tends to complicate matters, however, is the fact that social media may include overlapping ownership interests. For example, there may be a right to access and control of the account, while the name of the account may reflect another&rsquo;s interest, and content published on the account may belong to yet another.</p> <p>Simple agreements stating a right to or interest in the material on the account don&rsquo;t always fully protect a business&rsquo;s interest in complete ownership. In other words, the very social media accounts used to promote a business may not necessarily belong to said company.</p> <p>In recent years, ownership rights in social media have faced legal challenge. Employees who created, maintained, and produced content for social media accounts for their employers have won a number of cases disputing ownership rights to those accounts. In one particular case, an employee established the right to customer information gained through regular contact with them via social media on behalf of his employer. Upon leaving his company, he was free to take the contact information gathered from social media for thousands of his former employer&rsquo;s customers. These risks can affect businesses that have hired or tasked employees to create and maintain accounts on LinkedIn, Facebook, and a host of other types of social media accounts.</p> <p>Proper agreements and policies will severally limit the reach of these types of case decisions. General agreements providing that all work created or developed by an employee remains the property of the employer are often held sufficient; however, employers are well advised not to rely on these types of general agreements. The more explicit the right is stated in the agreement, the better.</p> <p>To protect your brokerage&rsquo;s rights and reduce the risk of litigation, register formal social media accounts under your name and provide multiple employees with access. This will help prevent individual claims of ownership or issues with accessing accounts should a dispute arise. Those employees with access should sign explicit agreements acknowledging that all rights relating to the social media accounts are and remain the exclusive property of your company.</p> <p>Keep in mind that with ownership comes responsibility. Employers taking control over their social media increase their likelihood of liability for claims of defamation, copyright infringement, and similar misconduct. Policies should provide definitive procedures for social media use and publication procedures.</p> <p>Whatever measures you take, they should be careful not to intrude on the rights of individual workers to manage their own social media. Intruding too far could put an employer at legal risk under a variety of laws designed to protect employees. Nonetheless, the safest course for businesses is to stake claim to their social media accounts, and thoroughly police and manage interests in their social media property.</p> <hr /> <p><br /> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="float:left; height:117px; width:150px" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <p>&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Have you hired someone to oversee your social media accounts? Make sure you are still protecting and managing your online interests.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_BB_social.jpg" type="image/jpeg; length=209459">jan17_BB_social.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_BB_social_0.jpg?1483545092" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_LP_BB_social.jpg?1483545118" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2015/05/protect-your-business-social-media-policy">Protect Your Business With a Social Media Policy</a> </div> <div class="field-item even"> <a href="/law-and-ethics/feature/article/2016/03/social-media-posts-get-you-in-trouble">Social Media Posts That Get You in Trouble</a> </div> <div class="field-item odd"> <a href="/technology/feature/article/2016/05/how-rock-social-media-subtle-way">How to Rock Social Media the Subtle Way</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2015/11/brokers-face-ugly-side-facebook">Brokers Face the Ugly Side of Facebook</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Wed, 28 Dec 2016 23:40:34 +0000 echristoffer 22486 at http://realtormag.realtor.org Under the Sells-Scope: Search Alliance http://realtormag.realtor.org/for-brokers/network/article/2016/12/under-sells-scope-search-alliance <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> A new real estate tech company intersects crowdsourcing with lead generation. Learn whether this web platform is right for your brokerage. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Tuesday, December 27, 2016</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/lee-davenport">Lee Davenport</a> </div> </div> </div> <!--paging_filter--><p>You want leads for your agents. You also need a quality website to showcase the real estate listings in your area. To top it off, you wish your company&rsquo;s Facebook business page stood out and appealed to home buyers and sellers.</p> <p>Most brokerage owners know of tech vendors that can meet those separate needs &mdash; and many use them, but they usually come at a fairly hefty cost.</p> <p>If one of your New Year&rsquo;s resolutions is to stop paying thousands of dollars for lead generation sites that lock you in for months at a time with lackluster results, then you might want to check out <a href="https://joinsearchalliance.com/">Search Alliance</a>. This is a new lead-generating network built by its members located across the nation. Agents and brokers get leads right from other Search Alliance subscribers&rsquo; websites. Members set their own price for network traffic and pay only when a unique visitor is delivered to their website<em>.</em></p> <p>I set out to discover if Search Alliance lives up to their claims of producing high-quality leads. In the video below, I examine both the perks and drawbacks of Search Alliance and share my wish list of improvements for this burgeoning network.</p> <p><iframe allowfullscreen="" frameborder="0" height="360" src="//www.youtube.com/embed/JMO17XrhtoY" width="640"></iframe></p> <p>I would love to hear from you. Give me a shout on <a href="https://www.facebook.com/LearnWithLee.REALTOR/" target="_blank">Facebook</a>, <a href="https://instagram.com/learnwithlee.realtor/" target="_blank">Instagram</a>, <a href="https://www.youtube.com/user/leedavenport8?sub_confirmation=1" target="_blank">YouTube</a>, and <a href="http://google.com/+leedavenport" target="_blank">Google+</a>, or by visiting <a href="https://www.learnwithlee.realtor/" target="_blank">LearnWithLee.Realtor</a>. And, be sure to tell the real estate agents you know to get a copy of the 5-star rated workbook, <a href="http://amzn.com/1508652325" target="_blank">Plan to Win</a>, to transform their real estate sales game plan.&nbsp;Here&rsquo;s to your success.</p> <hr /> <p><br /> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="float:left; height:117px; width:150px" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <p>&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>A new real estate tech company intersects crowdsourcing with lead generation. Learn whether this web platform is right for your brokerage.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_BB_leads.jpg" type="image/jpeg; length=132777">jan17_BB_leads.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_BB_leads_0.jpg?1483468059" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_LP_BB_leads.jpg?1483468087" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2016/09/under-sells-scope-espresso-agent">Under the Sells-Scope: Espresso Agent</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2016/08/do-you-need-individual-property-websites">Do You Need Individual Property Websites?</a> </div> <div class="field-item odd"> <a href="/for-brokers/network/article/2016/05/3-ways-connect-prospects">3 Ways to Connect With Prospects</a> </div> <div class="field-item even"> <a href="/technology/feature/article/2015/01/does-it-make-sense-buy-leads">Does It Make Sense to Buy Leads? </a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Wed, 28 Dec 2016 23:14:28 +0000 echristoffer 22484 at http://realtormag.realtor.org Selling to Second-Wave Baby Boomers http://realtormag.realtor.org/for-brokers/network/article/2016/12/selling-second-wave-baby-boomers <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Research shows how to build and market properties that will appeal to the younger half of the boomer generation, which has different home buying preferences than their older counterparts. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Monday, December 19, 2016</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/erica-christoffer">Erica Christoffer</a> </div> </div> </div> <!--paging_filter--><p>What do buyers 55 and older want when purchasing a new home? If you&rsquo;re a developer or broker-owner with salespeople focusing on this market niche, new research may be of interest to you.</p> <p>Hanley Wood, publisher of <em>Builder</em> magazine, and Taylor Morrison, a national home builder and developer, recently surveyed baby boomer home buyers, finding that the top three influences on their home purchases are location (50.2 percent), price (37.4 percent), and floor plan (19 percent). The study, conducted by The Farnsworth Group, also found that the three most important rooms in a home for this group are the kitchen (82.8 percent), master bedroom (59.2 percent), and great room (36 percent).</p> <p>&ldquo;These influential buyers want a fresh start in a vital, connected, accessible new-home environment,&rdquo; says John McManus, editorial director of Hanley Wood&rsquo;s Residential Group. &ldquo;And as millions of baby boomers across the country begin the next phase of their lives, buying the right home is top-of-mind for them.&rdquo;</p> <p>In addition, Hanley Wood and Taylor Morrison worked with Grey Matter Research and Consulting to conduct a focus group to capture the first impressions 55-plus home shoppers have when entering a new community. They found that amenities such as a clubhouse, pool, and walking trails played an important factor in home buyers&rsquo; decisions. Specifically related to location, the report found that potential buyers wanted new homes close to shopping, dining, and medical services. &ldquo;There&rsquo;s a greater value placed on what&rsquo;s going on outside the house,&rdquo; McManus says.</p> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/Research-Infographic.jpg" style="width: 625px; height: 405px;" /></p> <p>The baby boomer generation includes people born between 1946 and 1966. The eldest among this group are now 70, and the youngest are 50. McManus says his company is focusing on the preferences of the younger half, or second-wave baby boomers, as they exhibit different needs than older boomers. &ldquo;People talk about baby boomers as a homogenous group, but there are very different segments within this generation,&rdquo; he says. &ldquo;[The younger boomers] are more connected to multigeneration neighborhoods, and they don&rsquo;t want as much structure in social programming.&rdquo;</p> <p>While the kitchen is the heart of the home for this group, younger boomers are also looking for indoor-outdoor space that&rsquo;s seamless, McManus says. They are seeking a fun, dynamic lifestyle with a home that can also adjust to their changing needs in the future. Living space should either include accessibility features, such as doorway space, lower shelves, and nonslip surfaces, or be easily adjustable when the time comes.</p> <p><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/NextAdv-IBS2017.jpg" style="width: 300px; height: 232px; float: right;" />Hanley Wood and Taylor Morrison are using the feedback from the study and focus group to influence the design and development of the NEXTAdventure Home, a model home that will debut at the International Builders Show Jan. 10 to 12 in Orlando. The 2,268-square-foot house with an open floor plan is located in the Esplanade at Highland Ranch community in Clermont, Fla. Among the features are a kitchen with a large center island and a separate &ldquo;messy kitchen,&rdquo; which is a hidden room for storage and entertainment prep. It also includes seamless indoor-outdoor living space with a pool, outdoor kitchen, fireplace, and TV. Smart-home features, such as thermostats, lighting, and security systems, are built in. The home also features two bedrooms and a flex room dubbed &ldquo;the snore room&rdquo; for couples who prefer their own space. In fact, Hanley Wood and Taylor Morrison&rsquo;s research found that <a href="http://realtormag.realtor.org/daily-news/2016/12/02/buyers-secret-must-have-snore-room" target="_blank">one in four couples admit to sleeping in separate bedrooms</a>.</p> <p>McManus says the research also shows that 55-plus home buyers seek minimal maintenance, yet they want a feeling of privacy around their house. So his company has paid close attention to lot orientation, fencing, and landscaping around the NEXTAdventure Home.</p> <p>Conducting focus groups and using survey data is an important way to understand your market, says Graham Hughes, chief customer officer for Taylor Morrison, which is something other brokers and developers can take to heart. &ldquo;Using data effectively has always been key to building homes and communities that truly resonate with home buyers,&rdquo; he says.</p> <p>For more on the NEXTAdventure Home, visit <a href="http://www.builderonline.com/nextadventure" target="_blank">builderonline.com/nextadventure</a>.</p> <hr /> <p><br /> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="float:left; height:117px; width:150px" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <p>&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Research shows how to build and market properties that will appeal to the younger half of the boomer generation, which has different home buying preferences than their older counterparts.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_BB_boomers.jpg" type="image/jpeg; length=246984">jan17_BB_boomers.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_BB_boomers_0.jpg?1483468955" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/jan17_LP_BB_boomers.jpg?1483468976" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/daily-news/2016/07/22/baby-boomers-chart-new-direction-in-housing">Baby Boomers Chart New Direction in Housing </a> </div> <div class="field-item even"> <a href="/daily-news/2016/02/23/top-community-features-for-baby-boomers">Top Community Features for Baby Boomers</a> </div> <div class="field-item odd"> <a href="/home-and-design/architecture-coach/article/2016/01/put-cool-back-in-ranch-style-homes">Put the Cool Back in Ranch-Style Homes</a> </div> <div class="field-item even"> <a href="/home-and-design/feature/article/2016/12/2017-home-design-trends">2017 Home Design Trends</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Tue, 20 Dec 2016 21:32:37 +0000 echristoffer 22458 at http://realtormag.realtor.org Uncertain Times Are No Match for Seasoned Agents http://realtormag.realtor.org/for-brokers/network/article/2016/12/uncertain-times-are-no-match-for-seasoned-agents <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Train your team on how to deal with stressful situations while maintaining their professionalism and composure. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Thursday, December 15, 2016</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/joan-allen">Joan Allen</a> </div> </div> </div> <!--paging_filter--><p>We all react differently to a sudden change that causes upheaval. Whether it&rsquo;s a personal, political, or economic disturbance, there is no singular way for coping with the anxiety it brings. But real estate professionals must not allow the turmoil of an uncertain time to permeate their daily routine.</p> <p>Emotions are part of life, and real estate salespeople have more experience than the average Joe in handling other people&rsquo;s emotions. I&rsquo;ve been a leader at <a href="http://www.windermereportland.com/" target="_blank">Windermere Stellar</a> through some uncertain times, such as 9/11, the 2008 market crash, the death of beloved agents, and the closing of an office. Today, agents are working with clients who are anxious about where housing is headed &mdash; particularly following the presidential election, which has generated a lot of questions.</p> <p>It&rsquo;s through hurdles like these that I&rsquo;ve discovered ways of helping my agents work through nerve-wracking situations. These are tactics that other brokers, managers, and owners can emulate. As a leader, your team relies on you to be there for them every day &mdash; to be their rock. So, here are some ways for staying rock-solid in times of uncertainty and inspiring your agents to do the same.</p> <h4>Agents Are Here to Help</h4> <p>Buying a home in a stable climate is stressful enough without the addition of a shaky situation. Remind your agents that they navigate the choppy waters of selling and listing homes every day and are in place to smooth out any wavering nerves, especially with the new wave of first-time home buyers. Windermere&rsquo;s chief economist, Matthew Gardner, <a href="http://www.bizjournals.com/portland/news/2016/11/03/windermere-economist-millennials-are-a-driving.html" target="_blank">detailed their entrance into the marketplace in a recent article</a>. Some clients might be feeling uncertain about the economy, a lack of empowerment, or even socially marginalized. Agents should approach each workday with confidence and the tools needed to educate their clients, knowing that their job is to help people who are in a multitude of life circumstances.</p> <h4>Don&rsquo;t Suppress the Emotion, Work Through it</h4> <p>We all need space and time to process stressful events. Sometimes your agents might need a safe place to vent and cry. If you give your agents that space to express what they are feeling and instill your faith in them, they&rsquo;ll feel grounded and supported and will jump at the opportunity to prove their resilience. We all strive to overcome adversity, so give them the tools to come back stronger than ever.</p> <h4>There Is No Fixed Reaction, Remember?</h4> <p>Understand that you and your agents should judge the proper way to handle a situation based on body language and interactions in the moment. Train your agents to be sensitive to how their clients are feeling, because everyone reacts differently to stressful events. The way an individual feels about certain issues can be complex. Tell your agents that their job right now is to help their clients handle fears and emotions one step at a time.</p> <h4>Get Out, Work Together as a Team</h4> <p>Fundamentally, real estate creates community and feeds from it &mdash; and as professionals, real estate agents cherish their counterparts. The act of doing something as a group, like helping prepare a memorial service following the loss of an agent, brings everyone closer and allows people to heal. Remind your agents that since their work helped build a community, that community will be strong, united, and supportive through anything.</p> <p>Uncertain situations breed exactly that: uncertainty. As humans, we will feel anxiety from time to time because we care and are passionate about the issues at hand. But as salespeople, therapists, and communicators all bundled into one, real estate professionals are expected to weather the storm and keep everybody going. If you&rsquo;re available to answer questions, listen, and comfort, your agents will gain the inspiration and confidence needed to move forward. You want your office to be the place agents turn to during uncertain times because it is safe. But it all begins with you setting the example.</p> <hr /> <p><br /> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="float:left; height:117px; width:150px" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <p>&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Train your team on how to deal with stressful situations while maintaining their professionalism and composure.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_BB_uncertainty.jpg" type="image/jpeg; length=362381">dec16_BB_uncertainty.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_BB_uncertainty_0.jpg?1481924065" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_LP_BB_uncertainty.jpg?1481924085" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2016/12/investing-in-your-mind-body-and-business">Investing in Your Mind, Body, and Business</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2016/11/be-more-useful-facebook-group">‘Be More Useful Than a Facebook Group’</a> </div> <div class="field-item odd"> <a href="/daily-news/2016/11/11/uncertainty-over-election-moves-rates-up">Uncertainty Over the Election Moves Rates Up</a> </div> <div class="field-item even"> <a href="/for-brokers/feature/article/2016/07/7-habits-successful-brokers">7 Habits of Successful Brokers</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Thu, 15 Dec 2016 21:34:05 +0000 echristoffer 22438 at http://realtormag.realtor.org Attract the Right People to Your Team http://realtormag.realtor.org/for-brokers/solutions/article/2016/12/attract-right-people-your-team <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> There’s one simple question that can tell you all you need to know about an agent’s production potential. Learn how to ask it the right way. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Wednesday, December 14, 2016</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/jason-forrest">Jason Forrest</a> </div> </div> </div> <!--paging_filter--><p>How would your top-producing agents describe what drew them to real estate? There are typically two types of responses, and you can tell a lot about a salesperson&rsquo;s chances of success based on what they say. The answers correspond to two types of salespeople: option-based and procedure-based.&nbsp;&nbsp;</p> <p>Option-based salespeople say something like, &ldquo;I got into this career because I&rsquo;ve always liked helping people. I like the flexibility to work my own hours and build my own business.&rdquo; They&rsquo;ll give you a <em>why</em>-based answer.</p> <p>On the other hand, procedure-based people will answer the same question by telling you <em>how</em> they got there. They&rsquo;ll say something like, &ldquo;I was actually looking for a home myself and my agent said I&rsquo;d be great in this field. They told me how to get a license and what it would take to become a successful real estate professional.&rdquo; They will tell you their process.</p> <p>Top salespeople think in a very procedural way. They follow a process and think in terms of the 10 steps to get a listing or the five steps to gaining new clients in a particular market. They stick to the process, rinse, and repeat. So how can you boost your business by attracting more procedure-based agents?</p> <h4>Shift your marketing to speak directly to them.</h4> <p>Look at how you&rsquo;re marketing your brokerage first. Anything that addresses flexibility, schedule, working from home, and defining one&rsquo;s own hours will attract option-based people. Highlighting social personalities and the opportunity to connect and interact with people will also attract option-based thinkers. Instead, use your marketing as an opportunity to demonstrate how your firm fits into their career process. Or you can use language that addresses the process head-on, as in, &ldquo;If you are someone who thrives off of following a specific process that leads to unlimited earning potential, then this job is for you.&rdquo;</p> <h4>Do a better job of recognizing these individuals when they&rsquo;re in front of you.</h4> <p>One way to determine a salesperson&rsquo;s point of view on this important topic is to ask a why-based interview question about their career path, as stated at the top of this piece.</p> <p>The way you ask the question is very important. If you ask how, any respondent will naturally use how in their answer, and you will have a hard time understanding if they are truly option-based or procedure-based. But if you ask <em>why</em>, certain people will explain how they got into the profession and you will know you didn&rsquo;t prompt it with your phrasing. You will be able to clearly see their mind thinking procedurally. If their mind is on options when they talk about why they&rsquo;re in the profession, it&rsquo;s a red flag that they may stray from a process that works in order to remain comfortable.</p> <p>If you can change your thinking, marketing, and interview questions to attract procedure-based salespeople, you can bring process into your business. Then rinse, repeat, and reap the profits of nurturing a top-producing team.</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>There&rsquo;s one simple question that can tell you all you need to know about an agent&rsquo;s production potential. Learn how to ask it the right way.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_B_type.jpg" type="image/jpeg; length=317395">dec16_B_type.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_B_type_0.jpg?1481745942" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_LP_B_type.jpg?1481745963" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/solutions/article/2016/04/which-agents-are-playing-for-mastery">Which Agents Are Playing for Mastery?</a> </div> <div class="field-item even"> <a href="/for-brokers/solutions/article/2014/04/how-build-x-factor-team">How to Build an X-Factor Team</a> </div> <div class="field-item odd"> <a href="/for-brokers/network/article/2015/03/build-support-motivate">Build, Support, Motivate</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Solutions Wed, 14 Dec 2016 17:26:44 +0000 mwhite 22428 at http://realtormag.realtor.org Investing in Your Mind, Body, and Business http://realtormag.realtor.org/for-brokers/network/article/2016/12/investing-in-your-mind-body-and-business <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Your sleep and nutritional habits have more of an effect on your success than you might realize. Here are some tips for reducing stress in your office while ramping up your business in the new year. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Wednesday, December 14, 2016</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/erica-christoffer">Erica Christoffer</a> </div> </div> </div> <!--paging_filter--><p>Every morning at 5 a.m., Brad Feldman hops on a short motivational call with Sharran Srivatsaa, president of Teles Properties. By 6 a.m., he&rsquo;s watching the sunrise over the Pacific Ocean from his surfboard. And by 8:30 a.m., he&rsquo;s at the office with a clear, determined mindset.</p> <p>But his morning routine wasn&rsquo;t always so inspiring.</p> <p>Like a lot of real estate professionals, Feldman, team leader of the Feldman Group at Teles Properties in Laguna Niguel, Calif., began to feel the consequences of long workdays, unhealthy eating habits, and inadequate sleep. He was managing seven to 10 escrows and 10 to 20 listings at a time while trying to balance family time with his wife and five children. &ldquo;I was operating at a level that you can&rsquo;t sustain. I was noticing a lot more valleys with my energy levels.&rdquo;</p> <p>But then, about a year ago, Srivatsaa started incorporating wellness into his company&rsquo;s core values and offerings. Feldman was awakened. Professionals from Stark, a holistic group of personal trainers, chiropractors, nutritionists, and medical professionals, started speaking at Teles offices. Feldman joined Stark&rsquo;s program, underwent a health audit and made some pretty significant changes to his diet and sleep schedule. He immediately dropped 10 pounds and saw his energy level skyrocket. Feldman said he had always been active, but the holistic approach encouraged by Teles and Stark helped him to identify food sensitivities and alleviate a lot of his stress.&nbsp;</p> <p>&ldquo;Being healthy is more than talking about health. &hellip; It&rsquo;s a mindset,&rdquo; says Srivatsaa. &ldquo;We have to talk about it at every opportunity.&rdquo; Teles has hosted conference calls for its agents about health and stress, in addition to having other authors and health professionals speak at its offices. In fact, wellness has become such an important initiative at Teles that president and founder Peter Hernandez writes a monthly series called &ldquo;Keep it Core&rdquo; covering health topics. Teles even incorporates triathlons and cycling events into their charitable fundraising initiatives.</p> <p>There is a direct correlation between overall holistic wellness and the mental acuity necessary for the fast-moving world of high-end real estate, Srivatsaa says. As a company leader, Srivatsaa has seen the benefits of investing in one&rsquo;s health. Just a few years ago, he was in the same boat as Feldman. &ldquo;I was very sick to the point where I couldn&rsquo;t even sustain a normal work schedule. There were very few foods that I was not allergic to, and lack of energy made it hard for me to exercise,&rdquo; he says. So he changed his mindset and focused on taking care of his body and living a more balanced life. &ldquo;It&rsquo;s important to take care of ourselves so that we can be great citizens of the world,&rdquo; Srivatsaa says.</p> <p>Tyler Mounce, an executive coach at Stark, characterizes his clientele as high-performing CEOs, executives, and real estate professionals, such as Tom Ferry and Tony Robbins. &ldquo;Real estate is such a highly competitive field, people are going a million miles per hour,&rdquo; Mounce says. &ldquo;The next generation of real estate agents is going to be the people who invest in themselves and their physical health.&rdquo;</p> <p>For practitioners looking to make healthy changes, Mounce says start with hydration. If you&rsquo;re not properly hydrated, your cognitive function decreases. Calculate half your body weight in pounds&mdash;that is the number of ounces you want to work up to drinking each day.</p> <p>Next, focus on food selection. Choose power foods such as lean proteins; vegetables such as broccoli, asparagus, spinach, cauliflower, and cucumbers; carbohydrates in the form of sweet potatoes, squash, or beets; and fruits such as apples, cherries, peaches, and berries. You want foods that will nourish and increase your energy.</p> <p>It&rsquo;s also imperative to get a good night&rsquo;s sleep. Avoid looking at screens about an hour before bed. Try journaling or reading a book instead. Move your cell phone away from your bed and use an alarm clock instead. Always shoot for at least eight hours per night.</p> <p>Since making wellness a priority at work, Srivatsaa has noticed the rise in professionalism. He sees agents treating their real estate careers as more than punching the clock. &ldquo;Agents are able to respond faster, be more creative, and maintain their composure during high-stress negotiations when they are mentally, physically, and emotionally strong,&rdquo; he says.</p> <p>In fact, Srivatsaa&rsquo;s 5 a.m. morning conference call evolved from his wellness commitment. Approximately 100 people from all over the world take part in the &ldquo;5 a.m. Club.&rdquo; &ldquo;It&rsquo;s one of those keystone habits that has changed my life. After the call, I mediate, exercise, and spend time with my family before I get ready to crush the day,&rdquo; he says.</p> <p>For other brokers looking to add wellness initiatives to their offices, Srivatsaa suggests assembling a group of agents who believe in the impact of the program and asking them to help choose speakers or activities. Those people will become your evangelists and help inspire others in the office.</p> <p>&ldquo;Sales takes charisma, quick wit, hard work, and endurance, which all require fitness and mental fortitude,&rdquo; Srivatsaa says. &ldquo;These are also core to building great salespeople and an overall successful organization.&rdquo;</p> <hr /> <p><br /> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="float:left; height:117px; width:150px" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <p>&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Your sleep and nutritional habits have more of an effect on your success than you might realize. Here are some tips for reducing stress in your office while ramping up your business in the new year.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_BB_wellness.jpg" type="image/jpeg; length=243905">dec16_BB_wellness.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_BB_wellness_0.jpg?1481923440" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_LP_BB_wellness.jpg?1481923460" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2015/10/surprising-side-effects-workplace-wellness">Surprising Side Effects of Workplace Wellness</a> </div> <div class="field-item even"> <a href="/for-brokers/feature/article/2010/04/9-ways-lower-stress-your-office">9 Ways to Lower the Stress in Your Office</a> </div> <div class="field-item odd"> <a href="/for-brokers/network/article/2015/03/5-tips-for-helping-agents-in-spring-market">5 Tips for Helping Agents in the Spring Market</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2016/12/what-does-your-body-language-tell-clients">What Does Your Body Language Tell Clients?</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Thu, 15 Dec 2016 00:21:00 +0000 echristoffer 22430 at http://realtormag.realtor.org 2017 Home Design Trends http://realtormag.realtor.org/home-and-design/feature/article/2016/12/2017-home-design-trends <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Learn about the latest on the residential style horizon so you can help clients meet their own needs as well as those of future buyers when it’s time to sell. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Tuesday, December 13, 2016</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/barbara-ballinger">Barbara Ballinger</a> </div> </div> </div> <!--paging_filter--><p>Housing styles emerge slowly and typically appeal first to cutting-edge architects, builders, and interior designers. As a trend spreads and gains wider interest, it may go mainstream, become almost ubiquitous, and eventually lose its star power. Just look at once-favored granite, which now has been replaced by the equally durable and attractive options of quartz and quartzite.</p> <p>The economy, environment, and demographics always play a big role in trend spotting. But this year there are two additional triggers: a desire for greater healthfulness and a yearning for a sense of community.</p> <h4>1. Community Gathering Spaces</h4> <p><strong><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2016_dec/1216_AC_trends1.jpg" style="width: 182px; height: 177px; margin: 3px; float: right;" />Why it&rsquo;s happening: </strong>The combination of more time spent on social media and at work and the fact that fewer people live near their family members has caused many to feel isolated and crave face-to-face interactions.</p> <p><strong>How it will impact you as a real estate pro: </strong>Multifamily buildings and even single-family residential developments are rushing to offer an array of amenity spaces to serve this need. Some popular options include clubhouses with spiffy kitchens, outdoor decks with pools and movie screens, fitness centers with group classes, and drive-up areas for food-truck socials. At <a href="http://www.mainandstone.com" target="_blank">its Main+Stone</a> building in Greenville, S.C., The Beach Co. began hosting free monthly events such as its &ldquo;Bingo &amp; Brews.&rdquo; Make sure you know which buildings, communities, and neighborhoods offer these sought-after social events and gathering spaces so you can help clients connect.</p> <h4>2. Taupe Is the New Gray</h4> <p><strong><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2016_dec/1216_AC_trends2.jpg" style="width: 182px; height: 177px; margin: 3px; float: right;" />Why it&rsquo;s happening:</strong> White remains the top paint color choice due to its flexibility and the fact that it comes in so many variations (<a href="https://www.ppgpaints.com/" target="_blank">PPG Paints</a> has 80 in its inventory, according to Dee Schlotter, senior color expert). Though white has been upstaged by gray in recent years, this year many will be searching for a warmer neutral, which is why paint manufacturer <a href="https://www.sherwin-williams.com/homeowners/color-forecast/color-of-the-year" target="_blank">Sherwin-Williams named &ldquo;Poised Taupe&rdquo;</a> as its 2017 Color of the Year. &ldquo;Poised Taupe celebrates everything people love about cool gray as a neutral, and also brings in the warmth of a weathered, woodsy neutral and a sense of coziness and harmony that people seek,&rdquo; says Sue Wadden, the company&rsquo;s director of color marketing.&nbsp;</p> <p><strong>How it will impact you: </strong>Dallas-based designer <a href="https://www.barbaragilbertinteriors.com" target="_blank">Barbara Gilbert</a> considers taupe a smart alternative since it still performs as a neutral with other colors, cool or warm. She expects to see taupe on more exteriors &mdash; blending well with roofs, doors, window frames, and surrounding landscape &mdash; but it also will turn up indoors on walls, ceilings, kitchen cabinets, furnishings, and molding. It might even work to help update a listing clad in gray, she says, as the two colors work well together.</p> <h4>3. More Playful Homes</h4> <p><strong><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2016_dec/1216_AC_trends3.jpg" style="width: 182px; height: 177px; margin: 3px; float: right;" />Why it&rsquo;s happening:</strong> Americans work harder now than ever, with many delaying retirement or starting second careers, so they want their homes to be a refuge and a place to unwind.</p> <p><strong>How it will impact you: </strong>Be sure you&rsquo;re asking buyers how they like to spend their free time. Spaces that encourage play are trending higher on their wish lists, whether it&rsquo;s a backyard bocce court (the latest outdoor amenity to show up in residential backyards) or a putting green. And sports don&rsquo;t have to be relegated to the outdoors. says Gilbert; technological advances have allowed for rapid improvement in indoor golf simulators, for example. While some of her clients have installed modest models, she&rsquo;s working on a dedicated golf room with software that gives homeowners virtual access to any golf course in the world. Though landscape architect Steve Chepurny of <a href="http://www.beechwoodlandscape.com/" target="_blank">Beechwood Landscape Architecture</a> in Southampton, N.J., designs putting greens with synthetic grass that range from $12,000 to $30,000, he also notes he&rsquo;s seeing more playfulness outdoors in the form of non-sports amenities, such as pizza ovens.</p> <h4>4. Naturally Renewable, Warmer Surfaces</h4> <p><strong><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2016_dec/1216_AC_trends4.jpg" style="width: 182px; height: 177px; margin: 3px; float: right;" />Why it&rsquo;s happening:</strong> The pervasiveness of technology throughout homes has resulted in a corresponding yearning for more tactile surfaces and materials that convey warmth. Natural cork is a perfect expression of these needs, with the bonus of being low-maintenance.</p> <p><strong>How it will impact you: </strong>In recent years, cork, a renewable material harvested from the bark of cork oak trees, has resurfaced as a favorite for myriad uses, and for good reason. Some credit designer Ilse Crawford&rsquo;s introduction of cool, edgy cork pieces in her <a href="http://www.ikea.com/us/en/catalog/categories/collections/31586/" target="_blank">&ldquo;Sinnerlig&rdquo; collection for IKEA</a> for the resurgence. Aside from aesthetics, the material is appealing since it&rsquo;s resistant to mold, mildew, water, termites, fire, cracking, and abrasions. Moreover, cork can be stained and finished with acrylic- or water-based polyurethane. <a href="http://www.jessicalagrange.com/" target="_blank">Chicago designer Jessica Lagrange</a> likes to incorporate cork to clad walls and floors. &ldquo;It&rsquo;s an especially effective and forgiving choice since dents bounce back and floors retain heat,&rdquo; she says.</p> <h4>5. Surface-Deep Energy Conservation</h4> <p><strong><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2016_dec/1216_AC_trends5.jpg" style="width: 182px; height: 177px; margin: 3px; float: right;" />Why it&rsquo;s happening:</strong> As energy costs continue to increase, the search is on for ways to save. Incentives to do so only increase as states and municipalities enact new, stricter energy codes. While energy-wise appliances and more efficient HVAC systems are still appealing to homeowners looking to save on their utility bills, less costly surface upgrades are gaining in popularity.</p> <p><strong>How it will impact you:</strong> After New Jersey increased its requirements for insulation, architect Jason Kliwinski, <a href="http://www.designs4life.net/" target="_blank">principal at Designs for Life</a> and current chair of New Jersey&rsquo;s AIA Committee on the Environment, went looking for new options. He found new low-E window film that can double the performance of glass at one-fifth the cost of a full window replacement. Several options for this film are on the market now, and Kliwinski says manufacturers such as <a href="http://www.enerlogicfilm.com/" target="_blank">EnerLogic </a>are producing versions that are invisible when installed. Other surface-change artists that lower energy use and that are cost-effective and relatively easy to apply include a ceramic insulating paint coating for walls and a thermal energy shield for attic interiors. <a href="https://www.tesla.com/solar" target="_blank">Tesla, the innovative manufacturer of electric cars, is just debuting</a> solar glass tiles that resemble traditional roof materials such as slate and terracotta, but provide passive heat gain.</p> <h4>6. More Authentic, Personalized Use of Space</h4> <p><strong><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2016_dec/1216_AC_trends6.jpg" style="width: 182px; height: 177px; margin: 3px; float: right;" />Why it&rsquo;s happening: </strong>As home prices escalate &mdash; up 5.5 percent, according to <a href="http://www.cnbc.com/2016/11/29/us-home-prices-hit-new-peak-in-september-sp-corelogic-case-shiller.html" target="_blank">CoreLogic Case-Shiller</a> &mdash; and <a href="http://www.curbed.com/2016/3/22/11285052/baby-boomers-housing-retirement" target="_blank">baby boomers downsize</a> to retire or cut costs, every inch of available space counts more than ever. To make the best use of space for each resident, design professionals are zeroing in on how clients want to live rather than thinking about how people use space generically. &ldquo;One size doesn&rsquo;t fit all any longer,&rdquo; says <a href="http://www.marycook.com/" target="_blank">Mary Cook, whose eponymous Chicago-based design firm</a> specializes in amenities, public spaces, and model home interiors.</p> <p><strong>How it will impact you:</strong> You and your clients are likely to see a greater variety in terms of layouts, building materials, home systems, color palettes, and furnishing choices, both in model homes and in houses staged for sale. Listing agents can take the cue from this trend by helping sellers highlight the flexibility of their spaces when putting a home on the market. Buyers&rsquo; reps should similarly showcase a range of living options in each home-shopping session.</p> <h4>7. The Walkable Suburb</h4> <p><strong><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2016_dec/1216_AC_trends7.jpg" style="width: 182px; height: 177px; margin: 3px; float: right;" />Why it&rsquo;s happening: </strong>Urban centers have long been a magnet for residents wanting to walk rather than drive to work, shopping, and entertainment. But the trend is now spreading to the suburbs where being close to a town center &mdash; and public transit into a larger city &mdash; offers similar appeal.</p> <p><strong>How it will impact you: </strong>A <a href="http://walkscore.com" target="_blank">high walk score</a> has become a recognized real estate marketing tool. Real estate salesperson <a href="http://www.stephaniemallios.com" target="_blank">Stephanie Mallios of Coldwell Banker Residential Brokerage</a> in Short Hills, N.J., has seen a huge uptick in interest and value in single-family homes and townhouses close to town centers, especially those near a train station if residents commute to a large metropolitan area. &ldquo;Most homes for sale in my area list the number of blocks and steps to public transit in their marketing materials. Homes far from everything have become less valuable,&rdquo; Mallios says. The most appealing towns also incorporate individually owned shops rather than chain stores.</p> <h4>8. Healthier Homes</h4> <p><strong><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2016_dec/1216_AC_trends8.jpg" style="width: 182px; height: 177px; margin: 3px; float: right;" />Why it&rsquo;s happening: </strong>Consumers have been increasingly aware of hazardous indoor environments over the last few years, but news of the lead-tainted water crisis in Flint, Mich., raised awareness to a nationwide level in 2016. Homeowners are actively seeking out healthy water supplies, purifiers, and HVAC systems, along with nontoxic paints and adhesives. A newer element to this trend in 2017 will include enhanced environmental testing.</p> <p><strong>How it will impact you:</strong> A growing number of builders, remodelers, architects, and interior designers expect health to influence their business decisions due to consumer demand, according to studies from both the <a href="http://uli.org/report/building-wellness-report-explores-business-case-healthy-development/" target="_blank">Urban Land Institute</a> and <a href="http://www.worldgbc.org/files/7114/0378/8427/Drive_Toward_Healthier_Buildings_SMR_2014.pdf" target="_blank">McGraw-Hill Construction.</a> You should expect to see more buyers hiring health experts to examine listings and requiring in-home contaminant removal prior to a sale. Your clients will also have greater access to additional home products that promote healthy sleep patterns, such as those featuring UV and LED circadian lighting.</p> <h4>9. Shifting Hearths</h4> <p><strong><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2016_dec/1216_AC_trends9.jpg" style="width: 182px; height: 177px; margin: 3px; float: right;" />Why it&rsquo;s happening:</strong> The traditional log-burning fireplace has lost some appeal as homeowners realize it&rsquo;s less energy-efficient and can send more particulates into the air. But there are a number of replacement options waiting in the wings.</p> <p><strong>How it will impact you: </strong>Homeowners have been switching out their log-burning fireplaces with new gas models for many years. Newer on the market are the ventless alcohol-burning fireplaces that can be placed almost anywhere and without costly construction, says Los Angeles&ndash;based <a href="http://www.sarahbarnard.com/" target="_blank">designer Sarah Barnard</a>. Another increasingly popular solution is to build a fireplace outdoors, according to landscape architect Chepurny.</p> <h4>10. Counter Options</h4> <p><strong><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2016_dec/1216_AC_trends10.jpg" style="width: 182px; height: 177px; margin: 3px; float: right;" />Why it&rsquo;s happening:</strong> Much like granite did, quartz and quartzite are predicted to be kitchen favorites until another material comes along. But other green laminate options are gaining in popularity, and they&rsquo;re no longer just for the budget-minded consumer.</p> <p><strong>How it will impact you:</strong> A new countertop can make a big difference in the appeal of a room. Sally Chavez, senior product designer at <a href="http://www.wilsonart.com/" target="_blank">Wilsonart</a> in Temple, Texas, which manufactures engineered surfaces, says laminate options that mimic stone, wood, distressed metal, and concrete are gaining in popularity. But she recommends avoiding designs that include the &ldquo;spots and dots&rdquo; or speckled patterns from decades past. Some newer countertop options offer an additional perk: They lessen the time and cost of installation and also eliminate the need to discard the old countertop. <a href="http://www.trend-transformations.com/" target="_blank">Trend Transformations</a>, an Italian manufacturer with a U.S. manufacturing facility, incorporates recycled granite, glass, and even seashells in its surfaces, which are installed over an existing countertop. Installation can be finished within a day, and prices are competitive with quartz and quartzite. Because these countertops are less porous than traditional stone, they&rsquo;re also more resistant to stains and scratches.</p> <h4>11. The Transforming Office</h4> <p><strong><img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/2016_dec/1216_AC_trends11.jpg" style="width: 182px; height: 177px; margin: 3px; float: right;" />Why it&rsquo;s happening:</strong> Regular work-from-home time among the non&ndash;self-employed population has grown by 103 percent since 2005, according to Kate Lister, president of <a href="http://globalworkplaceanalytics.com/" target="_blank">Global Workplace Analytics, a San Diego&ndash;based research and consulting group</a> focused on workplace change. Her organization estimates that number will continue to grow at between 10 percent and 20 percent a year.</p> <p><strong>How it will impact you: </strong>More of your clients are likely to need a work-from-home space, but due to the diminished size and highly transient nature of technology tools, there&rsquo;s less need for a dedicated, separate office. Brad Hunter, <a href="http://www.homeadvisor.com/r/about-brad-hunter/" target="_blank">HomeAdvisor&rsquo;s chief economist,</a> says almost any area of a house can become a workplace, but the most functional ones incorporate built-ins and furnishings that serve a dual purpose. That same desire for flexibility may someday translate to layouts that can easily change to a homeowner&rsquo;s whim, such as the KB Home <a href="http://ktgy.com/projekt-kb-flexible-space-future/" target="_blank">ProjeKt</a> movable wall concept in its &ldquo;Home of 2050&rdquo; at the Greenbuild Conference and Expo this past October.</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Learn about the latest on the residential style horizon so you can help clients meet their own needs as well as those of future buyers when it&rsquo;s time to sell.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_HD_2017trends.jpg" type="image/jpeg; length=75586">dec16_HD_2017trends.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_HD_2017trends_0.jpg?1481666170" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_LP_HD_2017trends_0.jpg?1481666181" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/daily-news/2016/12/08/brokers-share-their-2017-outlook">Brokers Share Their 2017 Outlook </a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2016/11/tech-trends-embrace-in-2017">Tech Trends to Embrace in 2017</a> </div> <div class="field-item odd"> <a href="/technology/feature/article/2016/01/tech-trends-thatll-change-showings">Tech Trends That&#039;ll Change Showings</a> </div> <div class="field-item even"> <a href="/daily-news/2016/10/19/big-expectations-ll-drive-housing-in-2017">Big Expectations That’ll Drive Housing in 2017</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Feature Tue, 13 Dec 2016 15:23:01 +0000 mwhite 22421 at http://realtormag.realtor.org 5 Commitments Toward a Better Sales Year http://realtormag.realtor.org/sales-and-marketing/sales-coach/article/2016/12/5-commitments-toward-better-sales-year <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> If you think you could be even more productive in 2017, here are some ways to hold yourself to the challenge. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Tuesday, December 13, 2016</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/jared-james">Jared James</a> </div> </div> </div> <!--paging_filter--><p>Many real estate professionals aren&rsquo;t reaching their full potential because their daily patterns and habits are hampering their ability to do so. I&rsquo;m on a mission this year to help as many practitioners as possible end a cycle of unproductive behavior. If 2017 is going to be the year you&rsquo;re no longer too busy to actually grow your business, here are five commitments to hold yourself to the challenge.</p> <h4>Stop Chasing a Dream; Start Following a Plan</h4> <p>Dreamers are asleep. At some point, you have to wake up and start following a plan if you want to push yourself forward. Whenever one of my students tells me about a goal he or she wants to achieve, I ask for proof that the goal is achievable. Can you show a viable path to your goal? The best way to do this is to apply statistics and measurements of your previous performance to figure out what it will take to get to where you want to be. You can download a free business plan to help you do just that at <a href="https://www.jaredjamestoday.com/business-plan-giveaway" target="_blank">jaredjamestoday.com/business-plan-giveaway</a>.</p> <h4>Stop Relying Solely on Referrals</h4> <p>Referrals are awesome, and I want you to get more of them. But if they&rsquo;re your main source of new business, your income will be vulnerable to the swings of the market. Think of it like this: If you run a referral-based business and I ask you to create a new transaction right now, what are you going to do? Stare at your phone harder and hope it rings? That&rsquo;s not a strategy. Commit to daily prospecting and learning how to use Facebook Ads and direct targeted marketing to create predictable leads. Here are some prospecting ideas to check out:</p> <p><iframe allowfullscreen="" frameborder="0" height="360" src="https://www.youtube.com/embed/G663FMziYjY" width="640"></iframe></p> <h4>Identify the 3 Biggest Problems You Need to Solve</h4> <p>Having problems in your business is not a bad thing. But you don&rsquo;t want to be dealing with the same issues five years from now that you&rsquo;re facing today. When your business develops new challenges, it&rsquo;s a sign that you&rsquo;re growing. If you&rsquo;re going to solve problems as they arise, though, you have to be willing to admit when a problem exists. Here are some pointers on being more honest with yourself:</p> <p><iframe allowfullscreen="" frameborder="0" height="360" src="https://www.youtube.com/embed/VIYiqhigp_U" width="640"></iframe></p> <h4>Become a Student</h4> <p>I&rsquo;m a big believer in the saying: &ldquo;First you &lsquo;Learn,&rsquo; and then you drop the &lsquo;L.&rsquo;&rdquo; If you want to be a top earner in your area &mdash; and remain one &mdash; then you have to understand that there is always something new to learn. Overall principles in real estate always remain the same, but the strategies behind them constantly change. For example, it&rsquo;s always been a guiding principle of prospecting to &ldquo;meet clients where they are&rdquo; &mdash; but the strategy to do that has changed drastically. Fifteen years ago, you might&rsquo;ve pulled out a phone book and cold-called people asking if they or someone they knew was looking to sell. Today, you&rsquo;d do better to leverage a Facebook ad or a targeted marketing campaign around an active listing. Never stop learning and changing your tactics.</p> <h4>Do Something Different</h4> <p>The power of pattern disruption not only helps you convert more leads but also can effect positive changes for yourself. If you drive the exact same route home every day, have you ever zoned out for five minutes behind the wheel? We get stuck in our routines, and you have to shake it up. Block out time in your schedule for different activities such as prospecting and creating business systems, joining a coaching program that holds you accountable and gives you new ideas, or attending an event outside of your area that forces you out of your comfort zone. Create a plan and do nothing but focus on what needs to happen for your business to be everything you want it to be.</p> <p><em>Jared James Enterprises is hosting its Annual Advance conference Jan. 31 and Feb. 1 in San Antonio at the Henry B. Gonzalez Center. Learn more about the coaching event at </em><a href="http://www.jaredjamestoday.com/annualadvance" target="_blank"><em>jaredjamestoday.com/annualadvance</em></a><em>.</em></p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>If you think you could be even more productive in 2017, here are some ways to hold yourself to the challenge.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_SM_2017_goals.jpg" type="image/jpeg; length=30705">dec16_SM_2017_goals.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_SM_2017_goals_0.jpg?1481650981" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_LP_SM_2017_goals.jpg?1481651078" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2015/12/start-planning-for-improved-new-year">Start Planning for an Improved New Year</a> </div> <div class="field-item even"> <a href="/for-brokers/feature/article/2009/04/how-approach-business-plan-makeover">How to Approach a Business Plan Makeover</a> </div> <div class="field-item odd"> <a href="/product-guide/applications/article/2015/10/financial-planning-do-you-need-adviser">Financial Planning: Do You Need an Adviser?</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Sales Coach Mon, 12 Dec 2016 20:31:53 +0000 gwood 22414 at http://realtormag.realtor.org What Does Your Body Language Tell Clients? http://realtormag.realtor.org/for-brokers/network/article/2016/12/what-does-your-body-language-tell-clients <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Make sure your body language aligns with what you’re saying to clients. Here are some nonverbal cues that affect how you’re perceived. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Thursday, December 8, 2016</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/lee-nelson">Lee Nelson</a> </div> </div> </div> <!--paging_filter--><p>Stacey Hanke fired a few real estate agents during her recent search for a Chicago condo &mdash; and it was the body language they displayed that led to the death of their business dealings.</p> <p>For instance, one agent had robotic motions, giving off the impression that was only there because she needed to be there and not because she wanted to help. Another kept talking even when Hanke had already walked out the door.</p> <p>Because body language speaks louder than words, real estate professionals need to be cognizant of how they&rsquo;re expressing themselves. Good body language can express a positive attitude and confidence, while negative body language can communicate insecurities or apathy, which can be devastating to a working relationship and for an agent&rsquo;s livelihood.</p> <p>&ldquo;The better we understand body language in ourselves &mdash; our posture, our eye contact, and more &mdash; the better we are able to reach our listeners,&rdquo; says Hanke, owner of Stacey Hanke Inc. in Chicago, where she helps professionals (including real estate brokers) with their presence and influence in the business world. A big part of her training focuses on nonverbal communication skills. Here are some points that Hanke and other body language experts say brokers and agents should consider when it comes to body language and its effect on how people perceive you.</p> <h4>First Impressions Can Be Everything</h4> <p>There is a disconnect between what some people believe their body language says with what is really happening, Hanke says. This is especially true during an initial meeting, where they first impression you make is the most crucial.</p> <p>You have just a few seconds to get in the mood you want to project, says Carol Kinsey Goman, author of <em>The Silent Language of Leaders</em> and <em>The Nonverbal Advantage. </em>She also is an executive coach and keynote speaker through Kinsey Consulting Service in Berkeley, Calif. &ldquo;People look at your face and get all sorts of information about what is really going on,&rdquo; she says, adding that sometimes they get that information subconsciously. For instance, a beaming smile is less influential than a slow onset smile. Your smile should grow as you get closer to the person.</p> <h4>The Importance of Your Handshake and a Touch</h4> <p>Touch is the most primitive and powerful body language, Goman says. If you can touch someone on the shoulder for one-fortieth of a second, you create something called the compliance effect, where an individual does what someone else wants them to do, following his or her request or suggestion. For instance, Goman says <a href="http://psp.sagepub.com/content/10/4/512.abstract" target="_blank">research</a> from psychologists April Crusco and Christopher Wetzel shows that if a waiter gently touches someone on the shoulder lightly as they returned their change, their tip goes up.</p> <p>Not suprisingly, the greeting of a <em>handshake can be a powerful tool. A study by</em> the <em>Income</em> <em>Center for Trade Shows </em>disclosed that people are two times more likely to remember you if you shake hands with them. Goman says that a good handshake begins by looking at the person in the eye, smiles in a positive and powerful way, and make sure your hand is right into the web of the other person&rsquo;s hand. And when you end your handshake, don&rsquo;t drop your gaze down, she says.</p> <h4>Adjust Your Body Language for Different People</h4> <p>Cathie Elliott, broker-owner at The Clarke Agency Inc. in Gunnison, Colo., says that after many years in the real estate industry, she has learned to adjust her body language depending on the customer.</p> <p>For instance, when she senses that someone wants to look thoroughly through a house, she sticks close to them and does the tour more slowly than normal, explaining a lot of details. If she has a buyer who seems to joke around a lot, then she keeps everything light, with lots of smiles and a less businesslike tour while still being professional. &ldquo;You can certainly tailor every showing depending on the person&rsquo;s characteristics,&rdquo; she says.</p> <h4>Make Your Posture Portray Positivity</h4> <p>If you align your body with the person you&rsquo;re talking to, it shows you are engaged with what he or she is saying and doing. Also, you should approach them with your back straight but not stiff, and your shoulders should be relaxed so you don&rsquo;t look too businesslike or uptight.</p> <h4>Unfold Your Arms and Legs</h4> <p>A study by body language researchers Allan and Barbara Pease discovered that people remember a lot more if they just sit with unfolded arms and legs. That means, if you are open to what your client is saying, you will remember more of their needs and wants.</p> <p>Also, Hanke says, many real estate professionals have a tendency to talk too much instead of focusing on the person in front of them and what they are saying. &ldquo;Just remember that if your body language is not consistent with your message, then your message becomes a distraction,&rdquo; she explains.<br /> &nbsp;</p> <hr /> <p><br /> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="float:left; height:117px; width:150px" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <p>&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Make sure your body language aligns with what you&rsquo;re saying to clients. Here are some nonverbal cues that affect how you&rsquo;re perceived.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_BB_body_lang.jpg" type="image/jpeg; length=184348">dec16_BB_body_lang.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_BB_body_lang_0.jpg?1481910191" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_LP_BB_body_lang.jpg?1481910212" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2016/10/read-minds-understanding-body-language">Read Minds By Understanding Body Language</a> </div> <div class="field-item even"> <a href="/well-being/safety/article/2016/11/what-should-safety-course-really-teach-you">What Should a Safety Course Really Teach You?</a> </div> <div class="field-item odd"> <a href="/sales-and-marketing/relationship-management/article/2016/07/4-ways-more-honest-sales-relationship">4 Ways to a More Honest Sales Relationship</a> </div> <div class="field-item even"> <a href="/daily-news/2016/03/30/3-communication-traits-you-need-have">3 Communication Traits You Need to Have</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Fri, 09 Dec 2016 17:29:49 +0000 echristoffer 22406 at http://realtormag.realtor.org Inspiration for Low-Cost Client Gifts http://realtormag.realtor.org/sales-and-marketing/relationship-management/article/2016/12/inspiration-for-low-cost-client-gifts <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> You don’t need to drop a lot of cash to show your appreciation to customers this holiday season. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Wednesday, December 7, 2016</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/melissa-dittmann-tracey">Melissa Dittmann Tracey</a> </div> </div> </div> <!--paging_filter--><p>Whether your gift is a <a href="http://realtormag.realtor.org/product-guide/slideshow/2015/12/9-funny-gifts-show-your-personality" target="_blank">gag meant to show your personality</a> or a <a href="http://realtormag.realtor.org/product-guide/slideshow/2015/12/6-gifts-tell-them-you-care">thoughtful gesture from the heart</a>, giving something special to clients this holiday season isn&rsquo;t just about showing appreciation for their business. It&rsquo;s an opportunity to turn them into a superfan who sends referrals your way. A gift to a customer can be powerful. In fact, research has shown customers will remember you because of your thoughtful gesture.</p> <p>Gifts can be a powerful marketing tool: In a <a href="http://www.ppai.org/press/ppai-study-confirms-effectiveness-of-promotional-products" target="_blank">2010 Promotional Products Association International survey</a> of 1,000 consumers, 89 percent said a promotional product they received in the previous two years led them to have a more favorable impression of the company. The gift, respondents said, had a greater effect on their perception than print ads, television commercials, or online advertising.</p> <p>If that motivates you to play Santa Claus with your clients, remember that your gift doesn&rsquo;t have to be big or expensive for customers to appreciate it. According to <a href="https://www.ppai.org/inside-ppai/research/Documents/Business%20Gift%20Practices_SalesPowerTool.pdf" target="_blank">PPAI research</a>, 15 percent of companies say they give gifts that cost less than $10; 29 percent between $10 and $25; and 35 percent between $25 and $50. Looking for some ideas? Take a look at the slide show below to find a range of customer gifts they&rsquo;re sure to love. (Just make sure to <a href="/buyers-guide/gifts/article/2013/12/2013-holiday-gift-guide-5-tips-avoid-gift-giving-mistakes">avoid common gift-giving mistakes</a>.)</p> <div class="embed"><div class="rmo-slideshow-title"><h2 class="node-title">Client Gift Ideas for $30 or Less</h2> <div class="deck"><p>Gather ideas for inexpensive ways to treat your most loyal buyers and sellers this holiday season.</p> <div class="rmo-slideshow-author"> <!--|-->December 2016<div id="author"> | BY <a href="/author/melissa-dittmann-tracey">Melissa Dittmann Tracey</a></div> </div><!-- /.section-date-author --></div><!-- /.deck --> </div> </div> <div id="image-gallery-slideshow"> <div class="view view-image-gallery-images view-id-image_gallery_images view-display-id-block_1 rmo-slideshow view-dom-id-1"> <div class="view-content"> <!-- dynamic display block slideshow --> <div id="views-slideshow-ddblock-image_gallery_images_block_1" class="views-slideshow-ddblock-cycle-vsd-upright-60p clear-block"> <div class="container clear-block border"> <div class="container-inner clear-block border"> <!-- slider content --> <div class="slider clear-block border"> <div class="slider-inner clear-block border"> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/1216_gifts_01.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>Branded Gift Cards</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p>Put your logo on a gift card so your client doesn&rsquo;t forget who it came from. Starbucks offers <a href="http://www.starbuckscardb2b.com/">real estate&ndash;themed gift cards</a> featuring a key and welcome mat, while Amazon offers a <a href="https://www.amazon.com/b?ie=UTF8&amp;node=15243182011">Gift Cards for Business</a> program for bulk ordering. The <a href="https://www.nar.realtor/programs/realtor-benefits-program/gifting-marketing-resources/multi-merchant-prepaid-card">Multi Merchant Prepaid Card</a>, a REALTOR Benefits&reg; partner, offers discount, personalized gift cards in denominations of $25 or more. Select from more than 100 popular merchants and get a 5 percent savings on the cards for being an NAR member.</p> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/1216_gifts_02.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>A Magnetic Idea</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p>Give your clients a practical gift they&rsquo;ll use all year. They can stick this <a href="http://www.4allpromos.com/product/memo-board-calendar-magnet">magnetic calendar</a> on their kitchen refrigerator and use an erasable pen to input family appointments and activities. At the end of each month, the calendar can be wiped clean to start a new month. The 11-by-8.5-inch memo boards can also include your name, logo, and contact information along the top. <em>Price: $1.05 apiece for minimum order of 300</em></p> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/1216_gifts_03.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>A Green Statement</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p>Make your holiday card eco-friendly with <a href="https://www.paperculture.com/eco/business-holiday-cards-corporate-holiday-cards-c-104.html">Paper Culture</a>, which offers a range of modern cards that send a message of sustainability along with your yuletide greetings. The company uses sustainable, recycled materials and vows to offset its carbon footprint by planting a new tree for every card sent. Select from Christmas cards, winter cards, New Year&rsquo;s cards, holiday invitations, or other seasonal and event themes. <em>Price: Starting at $1.39 per card</em></p> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/1216_gifts_04.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>A Spin on a Traditional Mug</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p>Perfect for morning coffee, tea, or hot cocoa, these <a href="http://www.anypromo.com/mugs-drinkware/coffee-mugs/16-oz-acrylicstainless-steel-java-stir-mug-p653206?utm_source=PLA&amp;utm_medium=PC&amp;utm_campaign=653206&amp;s=1&amp;gclid=CjwKEAiAr4vBBRCG36e415-_l1wSJAAatjJZEIsP-fO4ubTQCIS5gCTwSfypWLCbmD7_vtjqVLCl7RoCmNXw_wcB">self-stirring mugs</a> contain a motor that can be activated with the press of a button on the large grip handle. The thermal insulated mugs, which come in a variety of colors, can also be inscribed with your logo or company name. <em>Price: $6.42 each</em></p> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/1216_gifts_05.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>A Holiday Card That Pops</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p>Your clients will get a surprise when they open these holiday cards: <a href="https://www.lovepopcards.com/">a 3-D holiday scene will pop up</a>. Made by LovePop, the cards come in a variety of holiday styles, including pop-ups of Santa swinging on a hammock, a row of Christmas trees, a snowflake blizzard, or a winter cabin with a snowman. <em>Price: Starting at $10 per card</em></p> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/1216_gifts_06.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>I’ll Be Home for Christmas</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p>Bring new homeowners holiday cheer with a personalized house-shaped ornament inscribed with their names and the year they moved into their abode. <a href="http://www.personalizationmall.com/Personalized-Christmas-Ornaments-Gingerbread-House-i42464.item?productid=15857">Personalization Mall</a> offers several ornament design styles, including a snow-covered gingerbread house or a fireplace with Christmas stockings (which can include each family member&rsquo;s name, too). <em>Price: Starting at $15.95</em></p> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/1216_gifts_07.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>Add to Their Tool Set</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p>Homeowners need tools. These <a href="http://www.homedepot.com/p/Husky-6-in-1-Multi-Function-Pliers-99474/206721761">six-in-one multifunction pliers</a> are bound to come in handy. There&rsquo;s a wire stripper and a set of long-nose pliers in the mix. The comfort grip handles allow for non-slip use. <em>Price: $14.97</em></p> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/1216_gifts_08.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>Send a Giftagram</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p>Available for iOS and Android, the <a href="http://www.giftagram.com/">Giftagram</a> app allows you to send a gift to a client with three quick taps on your smartphone. Choose the recipient from your contact list; then scroll through the app to find the perfect gift from local boutiques and international retailers. Gift options include boxed pampering sets, sweet treats, and gourmet and wine gifts, or you can let your clients choose the gift card they want. Once you&rsquo;ve selected gifts, recipients will be notified by text or email, and they&rsquo;ll receive the gift within five business days. <em>Price: Starting at $20 per gift</em></p> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/1216_gifts_09.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>Something Sweet</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p>Give your clients all the ingredients they need to whip up something extra special in the kitchen. <a href="https://thesweetbox.com/">The Sweet Box</a> will send all the ingredients (premium, organic, and preservative-free) needed to make a delicious homemade treat. Choose from desserts like brown sugar blondie cookies, caramel-corn party brownies, or cinnamon coffee cake. The Sweet Box also sends a digital recipe card that contains photos to help the novice baker along the way. <em>Price: Starting at $20</em></p> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/1216_gifts_10.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>Supersized Good Fortunes</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p>Give your clients a giant fortune cookie for 2017: &ldquo;Your future in real estate in the year ahead is looking bright! Call me!&rdquo; You can craft your own real estate&ndash;themed fortune and have it tucked inside a giant fortune cookie for delivery. The <a href="http://www.arttowngifts.com/Christmas-Fortune-Cookie-p/lf-tfch11.htm?gdffi=399e4d505be5473997d5aeb168da8a29&amp;gdfms=82161FAC2EFB4B77B7FF839A781685F4">Giant Gourmet Fortune Cookie</a> is almost the size of a football and weighs nearly 2 pounds. You can include a 1-foot-long fortune inside. <em>Price: $29.99</em></p> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> <div class="slide clear-block border"> <div class="slide-inner clear-block border"> <img src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/imagecache/rmo_slideshow/1216_gifts_11.jpg" alt="" title="" class="imagecache imagecache-rmo_slideshow imagecache-default imagecache-rmo_slideshow_default" width="290" height="218" /> <div class="slide-text slide-text-vertical slide-text-right clear-block border"> <div class="slide-text-inner clear-block border"> <div class="slide-title slide-title-vertical clear-block border"> <div class="slide-title-inner clear-block border"> <h2>Flower Deliveries</h2> </div> <!-- slide-title-inner--> </div> <!-- slide-title--> <div class="slide-body-vertical clear-block border"> <div class="slide-body-inner clear-block border"> <!--paging_filter--><p>Want face-to-face time with clients this holiday season? Bring a Christmas-themed flower arrangement to their door. Their friends and family will be sure to ask: &ldquo;Who are those from?&rdquo; Choose from a variety of holiday plants: poinsettias, amaryllis, Christmas cacti, rosemary plants, or holly bouquets. Check your local florist or online vendors such as <a href="https://www.ftd.com/best-sellers-ctg/occasion-christmas-bestsellers">FTD.com</a> or <a href="http://www.fromyouflowers.com/occasion/christmas-flowers">FromYouFlowers.com</a> for holiday-themed deliveries. <em>Price: Starting at $29.99 for holiday bouquets</em></p> </div> <!-- slide-body-inner--> </div> <!-- slide-body--> </div> <!-- slide-text-inner--> </div> <!-- slide-text--> </div> <!-- slide-inner--> </div> <!-- slide--> </div> <!-- slider-inner--> </div> <!-- slider--> <!-- scrollable pager images--> <div class="spacer-horizontal"><b></b></div> <!-- scrollable pager container --> <div id="views-slideshow-ddblock-scrollable-pager-image_gallery_images_block_1" class="scrollable-pager clear-block border"> <!-- prev/next page on slide --> <!-- custom "previous" links --> <!--<div class="prevPage"></div>--> <div class="prev"></div> <!-- scrollable part --> <div class="vsd-scrollable-pager clear-block border"> <div class="items 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</div> <!-- template --> </div> </div> <div id="slideshow_tips">Click on the small photos to scroll through the slide show. <div id="copyright">&copy; 2017 REALTOR&reg; MAGAZINE ONLINE </div></div> </div> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>You don&rsquo;t need to drop a lot of cash to show your appreciation to customers this holiday season.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_SM_gifts_0.jpg" type="image/jpeg; length=79076">dec16_SM_gifts_0.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_SM_gifts_1.jpg?1481144563" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_LP_SM_gifts.jpg?1481144584" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2016/11/best-gifts-for-your-agents">The Best Gifts for Your Agents</a> </div> <div class="field-item even"> <a href="/news-and-commentary/your-nar/article/new-closing-gift-ideas-for-your-clients">New Closing Gift Ideas for Your Clients</a> </div> <div class="field-item odd"> <a href="/product-guide/gifts/article/2015/02/7-mistakes-you-make-closing-gifts">7 Mistakes You Make With Closing Gifts</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Relationship Management Wed, 07 Dec 2016 18:51:45 +0000 gwood 22381 at http://realtormag.realtor.org Is There a House in Your Retirement Plan? http://realtormag.realtor.org/commercial/feature/article/2016/12/there-house-in-your-retirement-plan <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Single-family homes can offer an easy entry into property investment and help you diversify your portfolio. But even experienced real estate pros have to take care to ensure they get the most from this type of nest egg. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Thursday, December 8, 2016</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/kevin-ortner">Kevin Ortner</a> </div> </div> </div> <!--paging_filter--><p>Thinking of adding investment property to your reserve fund? You&rsquo;re not alone. When investing site <a href="http://www.bankrate.com/finance/consumer-index/financial-security-charts-0716.aspx" target="_blank">Bankrate.com asked Americans in a 2016 survey</a> what they felt would be the best way to invest money they wouldn&rsquo;t need for more than 10 years, the most popular answer was real estate.</p> <p>But while you surely understand the benefits of real estate as an investment &mdash; equity, ownership of a tangible asset, and appreciation, just to name a few &mdash; when it comes to taking the leap, you might feel stuck. Even for real estate professionals, it&rsquo;s difficult to know where to start. It&rsquo;s one thing to help your clients with property investments; if you&rsquo;re going to take that leap yourself, you first need to gather a sizable amount of your own money. Then you need to make sure you play your cards right and end up with a winning property.</p> <p>While there&rsquo;s no one-size-fits-all property investing strategy that will always outperform the rest, rental properties &mdash; and particularly the humble single-family residence &mdash; have been performing exceptionally well in recent years. Over 36 percent of U.S. households were renting in 2015, according to a <a href="http://www.jchs.harvard.edu/sites/jchs.harvard.edu/files/jchs_2016_state_of_the_nations_housing_lowres.pdf" target="_blank">report by the Joint Center for Housing Studies of Harvard University</a>, which is the largest share since the 1960s. And 40 percent of the nation&rsquo;s renters are in single-family housing, up from 34 percent in 2005. We&rsquo;re experiencing an unprecedented demand for this type of housing, and that&rsquo;s fueling surging rental prices across the country.</p> <p>One of the great advantages to investing in single-family homes is the relatively low entry point. As any residential real estate practitioner can confirm, this type of property is by far the easiest to start with. Compared to condos or multifamily residences, the required down payments and outgoing expenses are often significantly lower. Meanwhile, you can expect steady returns on a single-family home investment. According to RealtyTrac, the average annual gross rental yield for properties purchased in the first seven months of 2016 was <a href="http://www.realtytrac.com/news/home-prices-and-sales/q3-2016-single-family-rental-market-report/" target="_blank">8.7 percent</a>.</p> <h4>Why the Single-Family Rental?</h4> <p>Nationally, rents for single-family properties are on the rise. According to <a href="http://www.themreport.com/wp-content/uploads/2016/07/RMBS-Research-Increasing-Rents-on-Single-Family-Properties-Suggest-Robust-Tenant-Demand-July-2016.pdf" target="_blank">a recent report released by Morningstar Credit Ratings LLC</a>, increasing rents on single-family properties throughout the U.S. suggest that tenant demand remains robust. And while many investment options struggled to provide substantial returns throughout 2015, another recent Morningstar analysis found <a href="http://nreionline.com/single-family-housing/single-family-rentals-pay-bulk-investors" target="_blank">single-family rental </a>investments outperformed expectations in terms of both rental income and appreciation in a number of markets throughout the country.</p> <p>What&rsquo;s driving this demand? <a href="https://www.homeunion.com/blog/homeunion-identifies-best-and-worst-markets-for-single-family-rental-investments/" target="_blank">Steve Hovland</a>, manager of research services at HomeUnion, says more favorable views about renting among millennials and seniors is one catalyst behind the increasing occupancy rates and higher rents. Additionally, Harvard&rsquo;s Joint Center for Housing Studies predicts the <a href="http://www.jchs.harvard.edu/sites/jchs.harvard.edu/files/jchs_2016_state_of_the_nations_housing_lowres.pdf" target="_blank">steady decline in homeownership</a> will continue to fuel demand for rental housing into the foreseeable future.</p> <p>So these market conditions make rental property investment more enticing, but why are single-family rentals particularly attractive? In my experience with Renters Warehouse, I&rsquo;ve noticed that these properties tend to attract high-quality, low-maintenance tenants. Maybe that&rsquo;s because occupants of single-family rentals tend to stay longer than apartment dwellers do; one Oakland-based company specializing in single-family rentals finds that on average, their tenants <a href="http://nreionline.com/single-family-housing/single-family-rental-housing-tenant-king" target="_blank">stay in a rental for about three years</a> and that tenancies of five or six years are not uncommon. Not only does this tend to lead to more stability, but it also helps investors such as yourself cut back on the need for tenant sourcing and screening.</p> <h4>Making the Most of Your Investment</h4> <p>While the market for single-family residential property is hot, it&rsquo;s important to note that not all units are created equal. Some properties naturally perform better as rentals than others.</p> <p>For this reason, it&rsquo;s important to run the numbers and pay attention to your projected net yield. Don&rsquo;t assume that a great price or an outstanding property will automatically equate to higher profits. At the end of the day, finding success with single-family rentals comes down to two very simple things: finding a winning property and ensuring that it&rsquo;s managed as profitably as possible. Here are some key steps to follow:</p> <h4>Know Where to Look</h4> <p>While it&rsquo;s true that there are fewer bargains today than there were immediately after the recession, there are still good deals to be found if you&rsquo;re patient and know where to look. It&rsquo;s always a good idea to start local, since you&rsquo;re already familiar with the local housing market and your area&rsquo;s economic conditions. Pay attention to whether a property is a power-of-sale property or a foreclosure. With foreclosures &mdash; which have the lending institution on the title &mdash; you&rsquo;ll often be able to get a better deal, since banks prefer to offload properties fairly quickly.</p> <h4>Find the Right Property</h4> <p>Next, it&rsquo;s important to choose a property that will perform well as a rental. While there are exceptions, many investors find that the most profitable rentals are the ones that fall in the middle of the scale. Look for properties that are in nice, middle-class areas, near jobs and good schools; this will increase your chances of attracting long-term tenants while avoiding the costs that are often associated with rentals that are located in more exclusive neighborhoods. You&rsquo;ll also want to carefully consider whether you want a fixer-upper or a turnkey property that&rsquo;s ready to go. While some investors make it their strategy to purchase homes that are in need of repairs, this method can be risky and costly if you don&rsquo;t know what you&rsquo;re doing. No matter which option you choose, it&rsquo;s important to go into it with an airtight plan and a timeline for any repairs.</p> <h4>Run the Numbers</h4> <p>Don&rsquo;t operate on assumptions alone. It&rsquo;s important to do your homework and determine how much a property will cost you to operate each year; this includes taxes, insurance, maintenance, repairs, and unexpected vacancies. Next, subtract this figure from your projected annual rental income. While low property prices or estimated high gross yields can be tempting, remember: a cheap property doesn&rsquo;t necessarily mean that it&rsquo;s a good deal. Similarly, more expensive properties that promise high returns will make a poor investment if the annual taxes end up eating up most of your profit. What matters most is how well the property will perform in the long-term.</p> <h4>Manage Your Property Profitably</h4> <p>Once you&rsquo;ve acquired a property, you must manage it in a way that will ensure maximum profitability. Keep in mind that your tenants can make or break the success of your rental, so it&rsquo;s important to implement comprehensive policies, a solid rental agreement, and a thorough screening process for vetting potential renters. Run background checks, call references, and perform credit checks for all potential tenants. Finally, it&rsquo;s important to ensure you are operating in compliance with anti-discrimination laws. Always provide your screening procedure in writing. Run it by an attorney to ensure that your questions don&rsquo;t discriminate against any protected classes. Many investors choose to use property managers, allowing them to offload the work of tenant sourcing and screening as well as the day-to-day tasks associated with property management. This is an especially good idea for those who want a more hands-off experience once they reach retirement.</p> <p>The single-family residence is still a hot item that can make an excellent addition to your retirement portfolio. Just remember that, as with any investment, it&rsquo;s important to assess potential properties on a case-by-case basis, ensuring you weigh projected profit and loss.&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_C_retirement.jpg" type="image/jpeg; length=56936">dec16_C_retirement.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_C_retirement_0.jpg?1481140675" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_LP_C_retirement.jpg?1481140694" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/commercial/conversations/article/2014/07/are-mega-investors-changing-rental-housing">Are Mega-Investors Changing Rental Housing?</a> </div> <div class="field-item even"> <a href="/home-and-design/feature/article/2015/12/does-it-pay-invest-in-tiny-homes">Does It Pay to Invest in Tiny Homes?</a> </div> <div class="field-item odd"> <a href="/commercial/round-up/article/2013/03/single-family-asset-class">Single Family as an Asset Class</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Feature Wed, 07 Dec 2016 15:51:05 +0000 mwhite 22380 at http://realtormag.realtor.org Should IoT Stay or Should It Go? http://realtormag.realtor.org/technology/feature/article/2016/12/should-iot-stay-or-should-it-go <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Where sellers see smart-home technology as personal property, buyers see it as a built-in feature. How can real estate professionals help clients on both sides of the transaction navigate the process securely? </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Thursday, December 8, 2016</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/julie-knudson">Julie Knudson</a> </div> </div> </div> <!--paging_filter--><p>Smart-home technology is part of more and more real estate transactions, and it&rsquo;s bringing along some new terrain for agents. The recent <a href="https://www.nar.realtor/reports/smart-homes-and-realtors" target="_blank">Smart Homes &amp; REALTORS&reg; survey</a> conducted by the National Association of REALTORS&reg; found that consumers&rsquo; awareness about smart-home technology is still in the growth phase &mdash; only 15 percent of respondents reported their clients had asked about it. Knowledge of the available technology is also low, with 52 percent saying their clients were not familiar with what the smart-home technology marketplace had to offer.</p> <p>Of the systems that are on clients&rsquo; radars, smart locks topped the list as most important. This resonates with James von Gillern, an agent at Coldwell Banker Mid-America Group in West Des Moines, Iowa, who says homewide security systems are among the most popular smart-home technologies in his market. &ldquo;They&rsquo;ve been a part of home technology history, but recently they&rsquo;ve become more available to the masses,&rdquo; he explains. &ldquo;You can control them from your phone or computer without the need for ongoing service and other monthly fees.&rdquo;</p> <h4>The Security Risks of Smart-Home Tech</h4> <blockquote> <p><strong>What Is IoT?</strong>&nbsp;Learn more about the <a href="/technology/feature/article/2015/03/real-estate-and-internet-things">intersection of real estate and the internet of things</a>.</p> </blockquote> <p>That same convenience of controlling these tools from one&rsquo;s phone also makes some sellers less likely to want to leave them behind. Unlike traditional systems, where programming is entered locally and stored within the unit, today&rsquo;s smart-home devices are web-enabled, making them a part of the internet of things (IoT). That means security risks &mdash; particularly when transferring ownership of a home &mdash; are a greater concern.</p> <p>That&rsquo;s why you shouldn&rsquo;t allow your clients to think of, say, a Nest thermostat as just another device that controls the AC, according to Chad Curry, managing director at NAR&rsquo;s Center for REALTOR&reg; Technology. &ldquo;We&rsquo;re still treating them as the objects they were,&rdquo; he explains, stressing that consumers should view these devices as gateways to personal information. &ldquo;We&rsquo;re not thinking in terms of making sure they&rsquo;re secure.&rdquo; Smart-home platforms are essentially computers, he says, with hazards similar to what might exist if a laptop was included as part of a sale.</p> <p>Curry says there are numerous real-life examples of these systems being compromised. &ldquo;We&rsquo;ve heard stories of people who have purchased refurbished cameras, installed them in their homes, and other people had access to their feeds,&rdquo; Curry says. In some cases, sellers have inadvertently retained control over thermostats and even door locks.</p> <p>The data stored inside a thermostat seems innocuous on its face, but few people want others outside their inner circle to know what time of day they&rsquo;re likely to be away from home. John Carter, head of communications at smart-home technology provider Canary, says sensitive data unrelated to the function of the device may also be on offer if smart-home devices aren&rsquo;t properly secured: &ldquo;It could be financial information, such as your credit card number, or personal information in the form of a cell phone number that was used to set up the account.&rdquo;</p> <h4>An Opportunity to Embrace the Role of Trusted Adviser</h4> <p>Of course, just because these devices present a greater data security risk than their unconnected counterparts doesn&rsquo;t mean sellers should insist on taking them to their new homes. To help aid the transfer of these devices, the Online Trust Alliance and NAR have teamed up to create the <a href="https://otalliance.org/system/files/files/initiative/documents/ota_smarthome_check_list.pdf" target="_blank">Smart Home Checklist</a>, a best-practices tool for buyers and sellers involved in a transaction where connected devices are included in the sale.</p> <p>Carter&rsquo;s first bit of advice for sellers who want to leave their devices behind in a sale is to separate themselves from the home they&rsquo;re putting on the market. &ldquo;Thermostats, climate monitors, and home security devices are often set up through a personal email address instead of a separate account for the location,&rdquo; Carter explains. This leads to a potentially sticky situation during a sale, when the devices are transferred to the buyer but they&rsquo;re still linked to the previous owner&rsquo;s phone or online account.</p> <p>As a listing agent, you can help your clients by setting up a free email account with the listing&rsquo;s physical name address (like <a href="mailto:123mainstreet@gmail.com">123mainstreet@gmail.com</a>) that they can transfer these smart-home device accounts to when the home goes on the market. When the sellers get to the closing table, give the email address login information to the buyer, who can then reset the password and securely gain access to all the smart-home accounts at once.</p> <p>You will also want to include a whole-house reset as part of your sellers&rsquo; transaction checklist, making sure they understand that simply deleting an app from their phone isn&rsquo;t enough to secure their data from others. &ldquo;The best advice is to direct clients to the manufacturer&rsquo;s website for each device, so they can reset them to the factory defaults,&rdquo; Curry says, noting that each maker has its own protocols, some more intuitive than others. &ldquo;With devices like locks, if a reset isn&rsquo;t completed, any virtual keys that were given out &mdash; to family, friends, or trusted vendors &mdash; may still provide access to the home,&rdquo; Curry explains. A factory reset severs the relationship with the door hardware, wiping out connections the hardware may retain to data stored in the cloud or on a handheld device.</p> <h4>Smart Tech: Take It or Leave It?</h4> <p>Until the technology becomes more ubiquitous, determining how to treat smart-home devices during a home sale is best done on a per-case basis. &ldquo;Security systems from major providers may include leased equipment, so the seller will want to confirm if it needs to be returned to the vendor,&rdquo; Cheryl Liss, a real estate agent in Coldwell Banker Residential Brokerage&rsquo;s Bedford, N.H., office, gives as one example. In other cases, consumers might not even think about how to gain access to smart-home features until after the closing. &ldquo;Buyers want to know they have the remote control for the pellet stove, but the remote for a smart-home system might be a dedicated tablet that also has personal applications on it.&rdquo;</p> <p>Sellers will rarely want to leave something like that behind, creating a situation where a home may boast a system but no controller. &ldquo;If they take the device that makes the system work, the buyer will have to start from scratch,&rdquo; Liss says. It could put the sale in jeopardy or lead to legal wrangling over what is and isn&rsquo;t in the contract. Liss encourages agents to avoid surprises by working with clients to hammer out the details early in the process.</p> <p>The trend of smart-home technology has been growing, but it isn&rsquo;t something agents encounter in every transaction, as is clear in NAR&rsquo;s recent survey. While 42 percent of REALTORS&reg; said their clients were interested in smart-home devices, a similar number &mdash; 41 percent &mdash; reported their clients had no interest.</p> <p>But von Gillern believes demographics may be changing that balance soon. &ldquo;It is becoming more prevalent with the millennial generation,&rdquo; he says. That&rsquo;s why forward-thinking agents can seize this opportunity to serve as trusted advisers when it comes to protecting clients&rsquo; interests during transactions that include smart-home technology.</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Where sellers see smart-home technology as personal property, buyers see it as a built-in feature. How can real estate professionals help clients on both sides of the transaction navigate the process securely?</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_T_IoT.jpg" type="image/jpeg; length=382384">dec16_T_IoT.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_T_IoT_0.jpg?1481744048" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_LP_T_IoT.jpg?1481744074" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/home-and-design/feature/article/2015/05/pain-fixture-feuds">The Pain of Fixture Feuds</a> </div> <div class="field-item even"> <a href="/technology/feature/article/2015/03/real-estate-and-internet-things">Real Estate and the Internet of Things</a> </div> <div class="field-item odd"> <a href="/daily-news/2016/05/05/your-ultimate-smart-home-primer">Your Ultimate Smart Home Primer</a> </div> </div> </div> <div class="field field-type-link field-field-links"> <div class="field-label">External Links:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="https://otalliance.org/smarthome" rel="nofollow">Smart Home Checklist</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Feature Wed, 07 Dec 2016 22:37:35 +0000 mwhite 22394 at http://realtormag.realtor.org Thank the ‘Silent Partners’ http://realtormag.realtor.org/for-brokers/network/article/2016/12/thank-silent-partners <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Simple gestures showing agents’ families you care can go a long way toward building a strong office culture. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Friday, December 2, 2016</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/annmarie-janni">AnnMarie Janni</a> </div> </div> </div> <!--paging_filter--><p>A career in real estate can be difficult without a supportive family. Spouses and children must have a lot of patience when you work long days and nights and attend to unexpected showings.</p> <p>That&rsquo;s why at <a href="http://gorealty.bhgre.com/" target="_blank">Better Homes and Gardens Real Estate Go Realty</a>, we show our appreciation to our agents&rsquo; families. Each year, our office leaders send a &ldquo;thank you&rdquo; gift to agents&rsquo; spouses or significant others. This year, we gave them a $10 gift card to a local restaurant with a handwritten note of appreciation. What we&rsquo;ve found is it&rsquo;s the thought that counts more than the amount you spend, and a little love goes a long way.</p> <p>Also, whenever possible, we invite spouses to our company events. Holiday parties and office happy hours are more fun when we can all kick back and enjoy a celebration together. Children are also welcome in our offices, and we&rsquo;ve provided kid-friendly spaces for our young visitors. Knock-knock jokes? We got &lsquo;em. Disney Channel on Pandora? We play it. An unhealthy dose of candy when mom isn&rsquo;t looking? Guilty!</p> <p>The reality is agents don&rsquo;t want their kids at the office with them, (&ldquo;Mom, mom, mommy, mom, mom, mom.&rdquo;) and the kids don&rsquo;t want to be there either. (&ldquo;Can I play a game on your phone? Can I go to my friend&rsquo;s house? When are we leaving?&rdquo;) But we know that life happens, plans change, and sometimes the kids must join in on all the fun that real estate offers.</p> <p>I don&rsquo;t mind stopping what I&rsquo;m doing for 10 minutes to keep a child entertained while their mom or dad makes a few phone calls or meets with clients. It&rsquo;s part of our office culture to help one another out in a variety of ways. I&rsquo;ll invite the kids into my office so they can play a game while their parents work. Plus, when they&rsquo;re hanging out with the boss, they are extra good for mom or dad. And parents (who are also your agents) never forget the people who are extra kind to their children.</p> <p>Your office culture should extend to everyone you come in contact with, including agents&rsquo; families. As brokers, it&rsquo;s worth it to reach out to the folks behind the scenes&mdash;the ones who play the most important roles in your agents&rsquo; lives. This is a simple yet highly effective way to build stronger relationships with your agents, encourage brand loyalty, and help with retention.</p> <hr /> <p><br /> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="float:left; height:117px; width:150px" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <p>&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Simple gestures showing agents&rsquo; families you care can go a long way toward building a strong office culture.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_BB_thanks.jpg" type="image/jpeg; length=42315">dec16_BB_thanks.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_BB_thanks_0.jpg?1481035071" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_LP_BB_thanks.jpg?1481035091" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2016/10/running-open-door-brokerage">Running an Open-Door Brokerage</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2016/08/your-vibe-attracts-your-tribe">Your Vibe Attracts Your Tribe</a> </div> <div class="field-item odd"> <a href="/for-brokers/network/article/2014/08/create-winning-brokerage-culture">Create a Winning Brokerage Culture</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2016/11/providing-value-your-agents">Providing Value to Your Agents</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Fri, 02 Dec 2016 20:55:05 +0000 echristoffer 22358 at http://realtormag.realtor.org When Someone Asks to ‘Pick Your Brain’ http://realtormag.realtor.org/for-brokers/network/article/2016/12/when-someone-asks-pick-your-brain <div class="field field-type-text field-field-deck"> <div class="field-label">Deck:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Learn how to show that your time is valuable—and how to say “yes” on your own terms. </div> </div> </div> <div class="field field-type-text field-field-archive-item"> <div class="field-label">Archive:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <div class="field field-type-text field-field-features-checkbox"> <div class="field-label">Add to Features Package for the Month:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> off </div> </div> </div> <fieldset class="fieldgroup group-mag-pub-date"><div class="field field-type-date field-field-pub-date"> <div class="field-items"> <div class="field-item odd"> <span class="date-display-single">Thursday, December 1, 2016</span> </div> </div> </div> </fieldset> <div class="field field-type-nodereference field-field-op-author"> <div class="field-label">Author(s):&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/author/kevin-ortner">Kevin Ortner</a> </div> </div> </div> <!--paging_filter--><p>A short, simple, and seemingly innocent request comes through in your email: &ldquo;I&rsquo;d like to pick your brain about property investing. Maybe we can meet up for coffee sometime?&rdquo; You do like coffee. And you enjoy talking about real estate investing. How could you say no?</p> <p>So you agree to meet.</p> <p>But after the meeting, you don&rsquo;t feel better for having spent time discussing the finer points of real estate investing &mdash; in fact, you feel like your hard-earned experience is underappreciated. You&rsquo;re left feeling drained and overspent, as though you&rsquo;ve just given away your secrets in exchange for a $5.95 Starbucks latte.</p> <p>If this sounds like you, you&rsquo;re not alone. Most professionals reach a point where they start receiving frequent requests to meet for coffee and brain-picking sessions. For many real estate advisers and property professionals, the number of solicitations they receive may very well correlate with the amount of free, online content that they produce. If you&rsquo;re an especially prolific writer or podcaster, chances are you will receive many such emails or cold calls per week. People feel that since you share your thoughts online for free, that you&rsquo;ll certainly be willing to divulge your secrets in person in exchange for a hot drink.</p> <p>But if you&rsquo;re anything like most of us, you&rsquo;re busy. Very busy. And taking the time out of your already packed schedule to provide free consultation services can be costly, both mentally and from a pure time-management point of view.</p> <p>If you&rsquo;re feeling overwhelmed with requests from brain-pickers, here&rsquo;s how you can turn them down while tactfully saying &ldquo;yes&rdquo; to the offers that you genuinely want to accept.</p> <h4>Ring, Ring!</h4> <p>First, let&rsquo;s slash some misconceptions surrounding brain-picking sessions.</p> <p>There&rsquo;s a good chance that part of you feels like you can&rsquo;t say no. &ldquo;I&rsquo;m in demand,&rdquo; you think, and besides, &ldquo;some of those sessions may eventually pay out down the road,&rdquo; right? Who knows, you may even get some genuine business out of the deal with referrals, and you certainly don&rsquo;t want to be known as someone who turns down offers to meet up.</p> <p>For broker-owners, successful agents, and real estate investors alike, you know that networking is invaluable. But the fact is that by and large most of these &ldquo;brain-pickers,&rdquo; whether through naivete or willful ignorance, are grossly undervaluing your experience.</p> <p>Think about it with me for a minute. If these people really valued your services, they wouldn&rsquo;t be asking for you to provide them with consultation services and expecting you to give them your secrets to success for the price of a hot beverage or lunch. They&rsquo;re not saying it directly, but their actions imply that they feel that your experience and knowledge on the subject is worth less than $20 at best.</p> <p>Is this something that you want to take part in?</p> <p>As best-selling author <a href="https://books.google.com/books?id=TauECgAAQBAJ&amp;pg=PT65&amp;lpg=PT65&amp;dq=People+treat+us+the+way+we+teach+them+to+treat+us+jack+canfield&amp;source=bl&amp;ots=Tn9Plvjdby&amp;sig=E4jgMte65EvkG56S2XDQJSS7sdo&amp;hl=en&amp;sa=X&amp;ved=0ahUKEwjTq_nP8-bPAhVB7B4KHfcsCRIQ6AEILjAG#v=onepage&amp;q=People%20treat%20us%20the%20way%20we%20teach%20them%20to%20treat%20us%20jack%20canfield&amp;f=false" target="_blank">Jack Canfield says</a>, &ldquo;People treat us the way we teach them to treat us.&rdquo; Don&rsquo;t teach people that your time is worthless.</p> <h4>Offer an Alternative</h4> <p>When someone sends you a request to meet up, what they&rsquo;re really asking for is advice. In most cases, though, there are a number of other ways that they could find the answers to their questions on their own &mdash; as long as they&rsquo;re motivated and willing to research. So don&rsquo;t feel like you have to do their heavy lifting for them. Instead, consider taking the time to politely point them in the right direction, encouraging them to do some of the legwork on their own.</p> <p>Your goal is to help even as you indicate that your time is valuable.</p> <p>The next time you get a request to meet up that you can&rsquo;t or would rather not take part in, consider responding with one of the following alternative suggestions.</p> <ul> <li><strong>Recommend a Great Book or Two</strong></li> </ul> <p style="margin-left:.5in;">Having the titles of a few great books that you&rsquo;ve personally found to be helpful can be an excellent way to point people in the right direction. Incidentally, at Renters Warehouse, we have <a href="http://renterswarehouse.com/the-ultimate-list-of-real-estate-investing-books/" target="_blank">an entire list of books</a> that we recommend to those who are interested in getting started with income properties.</p> <ul> <li><strong>Forward Them Links to Articles That You&rsquo;ve Written or Read</strong></li> </ul> <p style="margin-left:.5in;">Consider referring them to your free resources. If you have published articles, podcast episodes, or videos that you feel could help to guide them in the right direction, then consider doing so. For especially persistent brain-pickers, consider including a brief explanation that these resources are the only types of free advice that you offer &mdash; anything that involves a meetup has a cost.</p> <ul> <li><strong>Inform Them That You Will Be Speaking at an Event</strong></li> </ul> <p style="margin-left:.5in;">If you&rsquo;ve reached a point in your career where you&rsquo;re speaking at events, consider replying with a short note detailing that you&rsquo;re going to be speaking at an upcoming event, informing them that they&rsquo;re welcome to come and see you.</p> <ul> <li><strong>Invite Them to Email You Their Questions </strong></li> </ul> <p style="margin-left:.5in;">If the request is one that&rsquo;s especially piqued your interest, consider having them create a brief draft outlining their questions and email it to you. The great thing about this type of response is that it will help you to weed through time-wasters who aren&rsquo;t interested in investing anything themselves. Most people won&rsquo;t be willing to go through the trouble of writing up a draft and sending it to you, and if they do go through with it, you can know that they&rsquo;re serious and more than willing to do their own hard work.</p> <p>Finally, if part of your business is consulting, then make sure you follow your response with a short sentence, emphasizing that you charge for these types of meetings. Something like, &ldquo;If you&rsquo;re still interested in a consultation, I&rsquo;m available at ____ rate,&rdquo; will get the message across.</p> <p>These types of responses offer two great benefits. First, they give you a polite way to direct inquirers on toward helpful and free resources, and secondly, at the same time they allow you to firmly establish your time as valuable.</p> <h4>Meet on Your Terms</h4> <p>For some of us, we enjoy meeting up once or twice a month to share our experience with others. After all, helping others who are genuinely interested in learning (and not just looking to score some free tips) can make us feel good. And, let&rsquo;s face it, it&rsquo;s great to give back.</p> <p>If this sounds like you, consider setting aside a specific amount of time each week to do this. Allocating, say, 30 minutes per week to do this for people allows you to say &ldquo;yes&rdquo; to those requests that you want to say yes to, while at the same time helping you to weed out the requests that you aren&rsquo;t interested in.</p> <p>Before you agree to meet with anyone, just make sure it&rsquo;s something that you want to do. Don&rsquo;t feel pressured into it because they&rsquo;re an old friend from school or extremely persistent.</p> <p>Don&rsquo;t spread yourself too thin or do something that involves a significant sacrifice. Do you feel right about the meetup, or does the thought of one more thing this week cause you to feel stressed and anxious? Are you spending enough time with your family? Are you getting enough downtime? Or do you have too much on your plate already?</p> <p>Remember, it&rsquo;s not wrong to say no. You don&rsquo;t owe anyone this, and you don&rsquo;t have to create excuses. A simple &ldquo;Sorry, my schedule&rsquo;s full&rdquo; or &ldquo;I&rsquo;m not doing coffee meetups at the moment&rdquo; is adequate.</p> <h4>Set a Time Limit</h4> <p>In order to get the most out of the meetup sessions that you decide to say yes to, make sure you set some ground rules first.</p> <p>It&rsquo;s on your time, so don&rsquo;t feel bad about putting a limit on it. Tell your contact that you can give them, say, 30 minutes. You may also want to consider meeting over the phone instead of over coffee. No matter which option you choose, make sure you stick to your time limit.</p> <p>As the clock approaches 30 minutes, draw the conversation to a close. Say, &ldquo;I&rsquo;ve enjoyed meeting up with you; we have time for one more question.&rdquo; Then, wrap the conversation up &mdash; inform them that you have to get back to the office, and then leave.</p> <p>Helping others will also help you. Meeting up with others will give you a chance to solicit some great questions that you can use for future material or blog posts. And they may also help you to get some referrals or give you a chance to recommend a colleague. Networking, when done on your own terms, can be a great thing. Just make sure you&rsquo;re not devaluing your expertise in the process.</p> <p>Finally, as author <a href="http://www.forbes.com/sites/kevinkruse/2016/05/30/7-ways-to-say-no-to-pick-your-brain-meeting-requests/2/#1860b1a5666f" target="_blank">Kevin Kruse</a> puts it so well, &ldquo;Every &lsquo;yes&rsquo; is a &lsquo;no&rsquo; to something else.&rdquo; Make sure you&rsquo;re saying yes to meetups on your own terms, and choose your opportunities discerningly. Most people will understand if you say you&rsquo;re busy. And if they don&rsquo;t, try not to worry about it too much; they&rsquo;re probably the type of individuals that you wouldn&rsquo;t want to do business with anyway.</p> <p>Maintain your reputation, meet up when you want to, but don&rsquo;t let word get out that you&rsquo;re easy to solicit free advice from. Respect your time, and others will too.</p> <hr /> <p><br /> <img alt="" src="/sites/realtormag.realtor.org/files/rmo_files/images/logos/BtoB_logo_footer_080114.jpg" style="float:left; height:117px; width:150px" /><em>Broker-to-Broker is an information network that provides insights and tools with business value through timely articles, videos, Q&amp;As, and sales meeting tips for brokerage owners and managers. Get more <a href="/for-brokers/network" target="_blank">Broker-to-Broker content here</a>.</em></p> <p>&nbsp;</p> <div class="field field-type-text field-field-show-author-info"> <div class="field-label">Show Author Info?:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> Show Author Info? </div> </div> </div> <div class="field field-type-text field-field-teaser"> <div class="field-label">Teaser:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <!--paging_filter--><p>Learn how to show that your time is valuable&mdash;and how to say &ldquo;yes&rdquo; on your own terms.</p> </div> </div> </div> <div class="field field-type-filefield field-field-main-image"> <div class="field-label">Main Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <div class="filefield-file"><img class="filefield-icon field-icon-image-jpeg" alt="image/jpeg icon" src="http://realtormag.realtor.org/sites/all/modules/filefield/icons/image-x-generic.png" /><a href="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_BB_meetings.jpg" type="image/jpeg; length=22694">dec16_BB_meetings.jpg</a></div> </div> </div> </div> <div class="field field-type-filefield field-field-top3-lp-image"> <div class="field-label">Top 3 Article on Landing Page:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_top3_lp_image" width="149" height="70" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_BB_meetings_0.jpg?1481842226" /> </div> </div> </div> <div class="field field-type-filefield field-field-lp-mainstage-image"> <div class="field-label">Landing Page Mainstage Image:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <img class="imagefield imagefield-field_lp_mainstage_image" width="830" height="230" alt="" src="http://realtormag.realtor.org/sites/realtormag.realtor.org/files/dec16_LP_BB_meetings.jpg?1481842252" /> </div> </div> </div> <div class="field field-type-nodereference field-field-related-content"> <div class="field-label">Related Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> <a href="/for-brokers/network/article/2016/11/how-fire-agent">How to Fire an Agent</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2016/10/fostering-real-estate-disruptors">Fostering Real Estate Disruptors</a> </div> <div class="field-item odd"> <a href="/for-brokers/network/article/2016/10/there-are-no-shortcuts-media-exposure">There Are No Shortcuts to Media Exposure</a> </div> <div class="field-item even"> <a href="/for-brokers/network/article/2016/10/landing-your-first-speaking-gig">Landing Your First Speaking Gig</a> </div> </div> </div> <div class="field field-type-number-integer field-field-mainstage-image-display2"> <div class="field-label">Mainstage Image Display on Content:&nbsp;</div> <div class="field-items"> <div class="field-item odd"> No, don't disable the "Main" image on this article </div> </div> </div> Network Fri, 02 Dec 2016 21:00:03 +0000 echristoffer 22359 at http://realtormag.realtor.org