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Sammy Harper

Content Writer

Recent Posts

Shape Your Real Estate Marketing Around These 6 Most Desirable Agent Traits

Posted by Sammy Harper on Aug 22, 2017 7:20:06 AM

When you’re developing your real estate marketing, it’s important to think about what will resonate with your target audience. What will home buyers and sellers be looking for in an agent? What type of person do they want to work with?

So, how do you create messaging that will resonate with home buyers and sellers? You start by gaining a deep understanding of your target audience and what they value most in a real estate agent.

The Balance published an article that lists six qualities and skills clients say they value in a real estate agent. We’ll go through each of these—in order, starting with the most important—and discuss how you can incorporate each into your real estate marketing.

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Are Your Emails Annoying Your Real Estate Leads? Ask Yourself These 5 Questions

Posted by Sammy Harper on Aug 14, 2017 9:13:30 AM
Reaching out to your real estate leads on a regular basis is important for staying top of mind—but at some point, does it start to backfire?

There’s a fine line between staying in touch and being annoying.

In this blog post, I’ll help you determine whether or not your emails have crossed that line. All you’ll need to do is ask yourself five questions:

  • Is my email useful?
  • Is it relevant?
  • Is it a quick read?
  • Is everything in good working order?
  • Are my recipients engaged?

And if it turns out you are annoying your leads, there’s no need to worry. I’ll tell you how to transform your emails from nuisance to must-read!

So, let’s dive deeper into each of these questions.

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5 Reasons Why Your Real Estate Leads Aren’t Converting

Posted by Sammy Harper on Jul 20, 2017 8:39:57 AM

You have plenty of real estate leads coming in from your website...but that’s where the action stops. They’re not interested in doing a walkthrough of your property, they’re not answering your emails, and you can’t seem to nail down a second phone call.

What gives?

In this post, we’ll shed some light on why your real estate leads might not be converting to clients. Read on to find out if you are making any of these common mistakes!

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3 Clever Ways To Use Text Messaging For Your Real Estate Business

Posted by Sammy Harper on Jun 27, 2017 8:47:36 AM

Did you know that 40% of real estate clients prefer to communicate by text...but only 15% of agents do so?

According to a report prepared by the California Association of REALTORS, the majority of real estate agents are not taking advantage of text messaging. Have you incorporated this into your process? If not, it’s time to give texting a try!

Read on to learn how to make texting an effective part of every step of your process, from lead follow-up and marketing to the client experience and your repeat/referral strategy.

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5 Steps To Growing Your Real Estate Business With “Warm Calling”

Posted by Sammy Harper on Jun 14, 2017 11:14:39 AM
Is cold calling dead?

Some experts seem to think so. Others argue that it’s still an effective means of generating leads. But one thing’s for sure—it’s got nothing on warm calling.

What Is “Warm Calling?”

Warm calling is when you reach out to someone with whom you have had previous contact. They’re already in your CRM database. You know them and, more importantly, they remember being contacted by you. There’s already a tiny sprout of trust.

With warm leads, you know they have at least a little bit of interest in working with you. And you have useful data stored in your CRM, like what type of property they were looking at online or whether they have kids.  

And that’s the second part of warm calling—when you’re reaching out to someone you’ve already connected with, you are able to provide more value. You can offer to show them more properties like the ones they are interested in, let them know which neighborhoods have kid-friendly sidewalks, and so on.

Doesn’t this sound way better than calling a list of strangers who don’t know you, and who might have zero interest in buying or selling a home? Warm calling is less intrusive, and it feels way more genuine and human.

Read on to learn why warm calling works and how to use your CRM to make it happen!

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4 Reasons You Lost The Listing (And How A CRM Can Help)

Posted by Sammy Harper on Jun 2, 2017 10:03:00 AM

Losing clients and listings isn’t fun, but it’s something every real estate agent experiences. Sometimes it’s beyond your control—maybe the client is just utterly unreasonable (one agent lost a client because she couldn’t be available on her wedding day!) or maybe they’re best buds with another agent.

Sometimes, though, it’s on you. (I know, I know, harsh!)

It’s true, though—we all make mistakes. It’s what makes us so delightfully human and interesting. It’s how we learn how to do things better. As Napoleon Hill said, “Every adversity, every failure, every heartache carries with it the seed of an equal or greater benefit.”

Many of the mistakes that lead to the loss of a listing or client can be solved by one tool: a real estate customer relationship management (CRM) system. When combined with the right strategy, using a CRM system can really drive success for your real estate business.

There’s a great article on Inman News that lists reasons why agents lose deals. Let’s take a look at some of these common mistakes and talk about how a real estate CRM could help you avoid making them in the future.
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How To Create A "Culture Of Gratitude" Within Your Real Estate Business

Posted by Sammy Harper on May 2, 2017 11:16:00 AM

When was the last time you genuinely thanked an employee for their work?

I’m not talking about one of those obligatory niceties (“Thanks for sending that email!”). Rather, when was the last time you took a moment out of your day to pause, observe your employees, recognize that they are doing really great work, and then personally express your gratitude?

An article by Fast Company suggests that all of us suffer from “gratitude deficit disorder.”

“We are hungry for genuine appreciation and thanks,” the article states. “We want to know that we matter, that our efforts are making the world a better place.”

Unfortunately, many people are not getting that reassurance. In one poll, nearly half of those surveyed reported that they never feel appreciated at work.

Do your employees feel appreciated? What about your clients? And how much does gratitude really matter?

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6 Mind Hacks To Help You Accomplish Your Real Estate Goals

Posted by Sammy Harper on Apr 25, 2017 11:11:00 AM

Think about a goal you once had that never came to fruition.

What happened? Did you simply decide it wasn’t the right path for you...or did procrastination, distraction, and a loss of motivation cause the fierce pursuit to fizzle out?

It happens to us all. In our personal lives, we fail to follow through on New Year resolutions, diets, and budgets. And it happens in the workplace, too.

As a real estate agent, you know you have to hold yourself accountable. Not only do you have to set your own yearly, quarterly, monthly, and weekly goals, but you also have to complete the daily tasks that are required to accomplish these goals.

It requires self-discipline and self-motivation. And a little insight on the inner-workings of your mind...that doesn’t hurt, either.

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7 Ways To Boost The Impact Of Your Real Estate Marketing

Posted by Sammy Harper on Apr 18, 2017 11:19:00 AM
Sometimes, just a small change in your real estate marketing can make a huge impact.

This is certainly true when it comes to your real estate business. The smallest tweaks to things like word choice or sentence structure can have a huge impact on the persuasiveness of your messaging and your email campaigns.

Last week, I shared some fascinating findings from The small BIG—a collection of researched-backed insights in the field of persuasion science—and discussed how real estate agents could apply those insights to different aspects of their business.

For today’s post, I’ve zeroed in on 7 “small BIGs” that can be applied to your messaging to really boost the impact of your real estate marketing.

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Persuasion Science For Real Estate Agents: 5 Insights From “The small BIG”

Posted by Sammy Harper on Apr 11, 2017 11:16:00 AM

“When it comes to influencing the behaviors of others, it is often the smallest changes in approach that make the biggest differences.”
The small BIG

The small BIG is a fascinating collection of 52 insights on how to influence and persuade others, all gleaned from recent research in the fields of social psychology, behavioral economics, and neuroscience. The tactics shared in this book are easily applicable because they are all small, mostly no-cost changes that have a big impact. And every “small BIG” is completely ethical—this is about influence, not manipulation.

The authors wrote the book after they realized information on its own (“You should buy this product because of these great features…”) isn’t the most effective way to influence people. To be more persuasive, they discovered, you must also consider the context in which the information is delivered.

For this blog post, I’ve pulled out five “small BIGs” that can be easily applied to your real estate business. Read on to learn about five small changes that can have a huge impact on the way you win clients, maintain a tidy office, build rapport with others, boost employee productivity, and stick to your goals.

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