How to Handle 11 Common Objections in Real Estate (Scripts Included)

Can you imagine buying a house without any hesitations or questions? There’s probably a thousand things swirling in a person’s mind when considering a real estate decision. It’s the source of many objections you hear. And no doubt, it’s challenging to deal with their resistance on a daily basis.

To improve your odds at converting real estate leads, we’re going to focus on one word: Commitment.

The goal isn’t to get someone to commit to a huge decision, like buying a house next week. That’s asking way too much! Instead, you want to get them to commit to something small and easy. And oftentimes, this means simply continuing the conversation – rather than letting a hard objection put a “no” in your discussion.

To get a lead committed, let’s go over a few steps to navigating tough conversations. And then I’ll share my favorite scripts for answering 11 of the most common objections in real estate.

 

Steps to Navigating Tough Conversations & Overcoming Objections

When handling objections and managing tough conversations, the last thing anyone wants to feel is like they’re being attacked. You’re not a battering ram beating at the castle gates.

To keep people from getting defensive, and to offer you the opportunity to persuade, use the LAER model: Listen, Acknowledge, Explore, Respond. These steps are common techniques used in debates, and are often used successfully by top salespeople in other industries.

Make your pitch and offer your services, but let your lead talk and voice their objections. Acknowledge their resistance as a valid point and then explore the underlying reasons for what they’re saying. Ask questions and dig into their mindset a bit. This also allots some time for you to gather your thoughts versus answering right away.

Then recommend a solution to their objection. Or a counterpoint. Remember, you’re not trying to “win.” You’re trying to solve their hidden pain points and make them feel confident. Show them you’re there to help, not push.

Because you listened and explored their perspective, they’re more likely to hear you out. And by that, you’ve gained a little bit of commitment from them. From there, it builds in small actions.

 

How to Respond to 11 Common Objections in Real Estate

Feel free to steal and use these scripts. Conversations can go a myriad ways, but these should give you a headstart at handling objections.

 

1“I don’t need your service. My friend (or relative) is an agent.”

A lot of people know someone in real estate, so here’s a quick to way to offer an alternative value.

“That is great to hear! Are you comfortable with sharing all of your personal information with your friend? As you know in the home buying/selling process, all of your financial data is front and center. I know I wouldn’t want my friend knowing that much about me. Are you sure you want your friend knowing your financial business?”

 

2“I’m okay right now. I’m renting a nice place that I like.”

This is a golden opportunity to show them a financial opportunity in owning.

“Why pay someone else’s mortgage when you can pay yours, build equity, and get more house for less monthly?”

 

3“I’m a couple of years out from buying.”

Everyone loves to window-shop, but it’s a good time to explore the right time to buy.

“Just out of curiosity what is the significance of that date? If we could get you approved for a loan, get you in a house today and show you how to save thousands, would that be of interest to you?”

 

4“This is my first time buying a home. I’m a little nervous.”

For anyone buying their first home, it can be nerve-wracking. Help put them at ease.

“Did you know that Real Estate has outperformed the stock market in the past 3 years. The wealthiest people in the world own real estate. In just the past year home prices have gone up over 3%. That means if you bought a house today for 300k in one year you would have over 9k in equity.”

 

5“My credit is bad, so I’m just day-dreaming right now.”

This is a great opportunity to offer financial advice that could re-shape their lives.

“Its great to day dream and I encourage you to continue looking on our site. Have you talked with a credit repair company? Many times they can make a couple of tweaks that can bump your score dramatically. Can I share your name with _______ at _________Credit Repair?”

 

6“I’m just looking on behalf of a friend (or family member).”

Let them know you can be an extension of help.

“That is great that you are looking out for your family, it shows you want the best for them. Fortunately for you, you came to our website. We are ranked in the top 1% of agents in the country. If you’d like, I can reach out to your friend/family and send them some helpful information that can save them thousands on purchasing a new home and why it’s so important to pick the right buyers agent.”

 

7“I have an agent already.”

Check to see if they already have a buyer’s agreement. If they haven’t committed to one yet, there’s an opportunity for you.

“That is great that you have an agent. Can you share their name so I can send them the properties you have been looking at?”

Nine out of ten times they really don’t have an agent. But based on their responses, you can address them like so …

  • If they give you a name: Fantastic, I will send this to _____ , but it concerns me that you don’t have a written agreement and the only way for me to work for you as your real estate coach is with a signed buyer agreement. Without it, I am working as a referee in your purchase.
  • If they don’t give you a name: You know they lied to you. Continue as though they don’t have an agent.

 

8“I’m just looking right now.”

Even though their timeline may be far out, they’ve still shown interest in real estate. See if you can gather their reasons for searching today.

“I love looking at homes too. It’s why I got into the business. What made you decide to look at homes today? I see… continue with LPMAMA.

 

9“I never registered on your website!”

Be understanding that there is some confusion. It’s always good to double-check and see if another family member registered with their contact info.

“I’m sorry. Perhaps your husband/wife registered with your information. Are you looking for a home in __________?”

 

10“You have been contacting me way too much!”

Giving a lead the 10-days of pain can be brutal and annoying. Again, acknowledge their issues and offer a reason + solution.

“First let me apologize. We are in a very fast paced market right now and I want to make sure that you don’t miss out on any deals. How often would you like to be updated?”

 

11“I’m busy right now. I’ll call you back.”

Try to get a small commitment here – ask if they can answer 4 quick questions in less than 2 minutes. This will set you up for further conversations later, where you can offer more detailed help.

“I understand, if I can just ask you 4 quick questions I can have you off the phone in less than 2 minutes. Would that work?”

 

Walking Away with a “No Thanks”

Hearing the word “no” is never easy, and getting rejected can easily put you in a dark mood. So, it’s worth saying, “don’t give up.” Perseverance requires maintenance in real estate. If you start to feel tilted, like you’re getting more frustrated, take a break. Do something non-work related.

Acknowledge the wins you have had this week, and the hot opportunities you have in the coming days. And if you need an extra boost, these Reddit sub-channels are great motivators: 1) /r/GetMotivated! 2) /r/aww.

The post How to Handle 11 Common Objections in Real Estate (Scripts Included) appeared first on BoomTown!.

KW Agents Shift Into Gear As Fed Raises Interest Rates

After years of rock-bottom interest rates, the Federal Reserve has raised the benchmark rate from 2.25 percent to 2.5 percent. With only eight increases in the last 10 years, and three in 2018, the fourth hike – and highest in a decade- may add to the reverb in the housing market.

While the Fed doesn’t set mortgage rates, the federal fund rates they institute impact short term and variable interest rates. When the Fed rate increases, the cost of lending between banks and lenders does as well. These financial institutions may choose to pass the incurred costs to consumers in the form of higher rates on mortgages.

Shift Happens: How Top Agents Survive (and Thrive) in a Turning Real Estate Market

It’s been a whirlwind couple of decades in the real estate industry, with many agents experiencing both the peak highs and devastating lows. Defined by the crushing great recession of 2008 and the subsequent steady rise to a booming seller’s market (fueled by sky-high home prices and stalled inventory growth), it’s been a wild ride.

 Moving into 2019 the #1 buzz in the biz is undeniably the shifting market. Let’s start by saying, the market isn’t falling apart. No reliable predictions show that the market shift will mirror anything close to the 2008 collapse, so most real estate professionals are adopting a healthy sense of caution, rather than urgency. But it is shifting.

So what does this mean for your business? It may be a period in time that separates the good from the great. The agents that adapt quickly and pivot strategically are the ones that will enter the next decade with a healthy, thriving business.

A Peek at the Data

Home Prices: Slight Deceleration

What we’re seeing is a lull in the annual increase of median home prices. Median home list price isn’t dropping, but it is decelerating from the monumental growth we’ve seen in recent years. In August 2018, the YoY increase in median home price dropped below 6% for the first time of the year, and rate-of-increase decelerated for the 5th month in a row.

In 2017, 16 out the top 45 markets saw double-digit price gains and that number reduced to 5 out of the 45 markets this year.

Additionally, price cuts of homes on the market are rising (up to 19.1% from 17.6% last year), indicating that sellers are overconfident when putting their homes on the market and reduce the price due to lack of offers.

media annual sales price real estate data
Data from: NATIONAL ASSOCIATION OF REALTORS®

 

The question is, will we see the prices continue to stall and eventually start declining? Some sources are predicting that we’ve reached peak housing, and prices may begin to slump. (MarketWatch, Bloomberg Businessweek) However others emphasize that we’re simply seeing a minor deceleration, and overall the market is still in great shape.

“With rising home prices and more homeowners, the aggregate owners’ equity in real estate is projected to grow by $1.4 trillion this year. That gain would bring the net housing equity (home value minus mortgage outstanding) to over $15 trillion. Considering it had been only $6 trillion a decade ago at the depths of the housing market downturn, the overall picture of the housing market is quite impressive.” – Lawrence Yun, Forbes

Home Sales: Noticeable Dip

Meanwhile, we’ve yet to see a real increase in buyer demand, due to things like steadfast high mortgage rates and tenuous wage increases that aren’t enough to offset high home prices.

Existing home sales increased slightly in October 2018 after 6 months in a row of decreases. The increase was 1.4% month-over-month, however year-over-year it was a 5.1% decrease. New single-family home sales decreased 8.9% in October 2018, in direct contrast to market predictions of a 3.7% jump.

monthly existing home sales real estate data
Data from: NATIONAL ASSOCIATION OF REALTORS®

 

Realtor.com®’s 2019 Housing Forecast predicts that “home sales are on track to a mild year-over-year decline in 2018, which is likely to extend into 2019 with a 2.0 percent decline. Although long-term desire to own a home remains strong, especially among younger Gen-z and millennials, the market challenges that make owning a home difficult continue to keep out first-time buyers, locking them out not only of their home, but also of the wealth by equity generation that owning provides.”

Inventory and Listings: Modest Uptick

Towards the end of 2018, there was a slight uptick in inventory. In September 2018 inventory grew .4%, reaching about the same levels in 2017. This may not seem like anything to write home about, but there are some other slightly hopeful numbers worth noting. Condos and townhomes are accounting for a higher percentage of listings and saw even more inventory growth, raising about 3% YoY. Additionally, larger markets are seeing a more significant increase in inventory. In the 45 largest markets inventory is up 5.6% YoY, the highest jump since 2013.

monthly median inventory real estate data
Data from: Realtor.com

 

Although we’ve seen a hopeful uptick in inventory and slowdown in home price increases, inventory is still well below what’s considered a healthy and balanced level (6 months), so the uptick isn’t earth-shattering. It’s certainly not enough to counter-balance high prices and cause a shift to price reductions.

New and existing home sales, paired with the tapering off of home price increases and lower than average inventory are all reasonably strong indicators of a lukewarm market in 2019. (To reiterate, predictions will vary substantially across markets)

Mortgage Interest Rates: Climbing

Mortgage interest rates climbed steadily in 2018 (contributing to a lack of affordability), however, it does appear that they’ve begun to level off a bit as we get closer to 2019. The federal reserve has raised interest rates three times in 2018, “as the central bank attempts to prevent a tight job market from causing inflation.”

CNN Business suggests that mortgage rates topping 5% is evidence of a booming economy. While 5% mortgage rates are a 7-year high, they are still lower than the 6.5% rates we saw in 2007 before the housing collapse. The federal reserve raised rates at a higher frequency this year in response to the economy performing so well.

monthly interest rates real estate data
Data from: Federal Housing Finance Agency

 

High home prices and high interest rates mean fewer buyers in the market with enough motivation and liquidity to purchase.

Unpacking the Possibilities

We’ve been reviewing national data, so it’s important to note that there are different trajectories for different markets. Keep an eye on your localized data so you’re fully prepared for any shifts that are unique to your market. You’ll want to know month-to-month numbers for the following on both a local and a national scale: median sales price, average sale-to-list difference, percentage of homes that sold above list price, number of price drops, inventory, number of homes sold, and median days on the market.

While expert predictions are generally reliable, there are quite a few outlying elements in play and any of the numbers we’ve outlined could shift in any direction. Effects of these trends could come in pockets or it could be widespread. So let’s be smart and prepare for all scenarios.

 

What should I expect?

It’s wise to anticipate a shift towards a more “normalized” market, in contrast to the seller’s market we’ve seen in recent years. You may feel the effects of the dip in home sales and continued hesitance from buyers due to prices remaining high (even with the deceleration).

If the shift keeps up momentum, swinging the pendulum even further towards a definitive buyer’s market, this can be good for agents. In this situation you have clear stats on one side or the other, allowing you to approach a seller and say, “there is no black and white — your price needs to be in this range if you’re serious about selling.” This at least makes the lead education process a little simpler, as it removes the grey area that breeds hesitation.

 

Who will benefit?

A more normalized market (leaning towards a buyer’s market) can amount to a favorable environment for those who do want to buy. Buyer leads have more negotiating power, more properties to choose from (slightly), and the potential for more wiggle room if prices continue to decelerate.

Will there be a seller boom as homeowners become more aware of the market projections?

It’s possible that certain areas could see a rush to sell homes while prices remain high. The only concrete answer is that we just don’t know what the future holds for prices. This could be a small, temporary plateau that goes back on the upward slope, or it could be the beginning of a steady deceleration and eventual decline.

 

No need for the panic button!

A few reasons why this market shift is different from the Great Recession of 2008

  • There is potential for inventory to rise, giving a little more flexibility to market and restoring the balance
  • Unemployment remains low and wages are rising
  • Most homebuyers are not overleveraged
  • Mortgage standards are stable and consistent

Tactics for Agents & Brokers

So amidst this changing of tides (with no fortuneteller to guide us) how can you prepare for what’s to come?

First, get organized. Schedule some time to step back and get a birds-eye, 1,000 foot view of your business. Look at your goals and take inventory of your processes. If you want to understand where you need to adjust or change course, you first have to have a clear finger on the pulse of your business.

Get Creative Finding Leads

Leads, leads, leads. Nothing new here, as agents have been searching for better lead strategies for years. What’s different now is that you may have to get more creative if there’s a dip in seller or buyer leads in your market.

Tips for strategic and creative lead generation

  • Diversify your efforts. You never know if you’re missing out on a gold mine until you try a new tactic.
  • Direct mail isn’t dead! Send just listed/sold post cards.
  • Educate your lead base. It’s your job to connect the dots for your clients.
  • Get involved in your community. Reputation and name recognition are the keys here. Sponsor events, volunteer, be a guest speaker… anything to have your name be a part of the conversation.
  • Spruce up that social media. Social media is a low-cost, medium-time investment, but it can yield great results.
  • Boost your investment in expert digital advertising.
  • Prepare a better listing presentation. Download our guide.
  • Convert buyer leads into seller leads.

Be a Know-It-All

We mentioned before that during a market shift the good are separated from the great. A perfect example of how to land in the latter category is to know everything you can possibly know about your market. Front and back, left and right. You need to have every data point on the tip of your tongue, ready to use in conversations with potential sellers and homebuyers.

Remember: your leads likely aren’t paying attention to (or don’t care about) national market trends. So, while it’s important to know all of that data as well, it’s critical to have local market numbers on hand at all times.

Share your expertise via content marketing! Stick to your geographic farm, compile all of your knowledge and observations, and share them with your leads via blogs, Facebook, videos, and email newsletters.

Become a Data Scientist

Being strategic and numbers-driven is always good business practice. And it’s particularly critical during a market shift when transactions may slow a bit and budget becomes a top priority.

So what metrics should you be tracking? We like to break it into two groups: personal performance and return on investment (ROI).

Personal Performance

The agents that thrive in any market are the agents that stay diligent and hold themselves accountable.

  • Follow-Up & Response Time: Generating leads isn’t enough. It’s the follow-up and persistent communication that comes next that truly matters. Ask yourself, how is your follow-up? Track and measure your speed-to-lead as well as your response rates. If you’re using a CRM that tracks these things for you and schedules to-dos, be diligent with your system. Take advantage of accountability tools and dashboards that show you concrete numbers reflecting your follow-up habits.
  •  

  • Lead Conversion & Close Rates: These numbers are critical to stay on top of because they directly tie to your transaction volume. When you’re crystal clear on how many leads you’re converting to opportunities and how many deals you’re closing, you can (A) pinpoint where you need to improve, and (B) estimate how many leads you need in order to reach your sales goals.

 

 

    The Trick to Increasing Lead Conversion

 

Return on Investment

Times of uncertainty call for extra caution and precision with budget.

When you’re creating your business plan and setting goals for the upcoming year, spend some extra time working on your budget. Look closely at your finances from the past few years, and set specific goals for your revenue and profit (while trying to lower your expenses.)

The reason tracking and measuring your expenditures is important, is so that you can understand which efforts have a positive ROI. You may be spending a relatively high amount of money on lead generation or marketing efforts — however if those outputs lead to enough closings, it’s worth the investment.

Track all of your expenses as diligently as possible, (with as much detail as you can), and you’ll be able to boost the right investments and cut corners in the right places.

If you’re a broker or team leader, you need to measure the ROI of your agents. Here are a few questions to ask:

  • Do they bring in sales that are equal to, or above their costs?
  • Does your employee encourage customer retention?
  • How does your employee affect team morale and production? Are they distracting? Motivating?
  • What does this employee’s future look like within your business? How do they contribute to your business growth?

Focus on Relationships & Communication

One of the possible outcomes of a shifting market is a transition period defined by uncertainty and hesitation from both buyers and sellers. Sellers are anxious to sell but worried about getting low-end offers. Buyers may be concerned about high interest rates, high prices, and lack of options.

This means, the agents that thrive are the agents that develop specific skills for working with both buyer and seller leads.

Seller Leads

It’s all about conveying the trends that are to come. Accepting an offer is a major decision, and there is even more on the line when the offers are lower than they were hoping for. Work on your “counseling” skills, which will come in handy when counseling anxious sellers to get off the fence and accept an offer. Be prepared with projections to show them that if they wait, more than likely the offers will go down.


Text Templates for On-The-Go Agents. Click Here >


Buyer Leads

Avoid preemptive and reluctant buyers and seek out the leads that are motivated to buy now. With the market shifting towards a more “normal” balance, buyer leads might want to hold off until the pendulum has swung even further in their favor. In this case, it’s helpful to convince them that they don’t want to bet on uncertainty. Prices could start increasing again, and the market “shift,” could just be a temporary lull. I.e. “Snap up a good deal while you can.”

Top Communication Tips:

  1. Share Facts – always have detailed and valuable market information at-the-ready
  2. Listen – learn your client’s needs and fears
  3. Avoid Pitfalls – be aware of common transaction pitfalls (inspections, appraisals, loan approval), and take extra precautions throughout the process to avoid them
  4. Be Honest – don’t manipulate data to push a seller or buyer in a particular direction if you don’t genuinely think it’s in their best interest. (Be encouraging without being pushy)

Appearance & Condition are Key

It may not be a buyer’s market quite yet, but agents are preparing for how to shift their strategies if the trends continue in that direction.

In a buyer’s market, staging and condition of homes for sale are more critical than ever. To thrive in this market, you need to learn how to coach your seller leads on getting their home in the best condition possible to sell. It’s useful to have materials on hand to educate them on how to make their home look more valuable, like step-by-step staging guides and checklists for home conditions.

 

modern interior real estate home staging shifting market lead generation

 

The Scoop on Staging

Here are a few stats you can share with a seller that’s hesitant or indifferent about staging.

From the NAR 2017 Profile of Home Staging:

  • 49% of buyer’s agents said that staging had a positive effect on most buyers’ outlook on the home
  • 77% percent of buyer’s agents said that home staging helped buyers visualize themselves in the home
  • 29% percent of sellers’ agents reported an increase of 1 percent to 5 percent of the dollar value offered by buyers when staging, in comparison to similar homes; 21 percent said that staging a home increased the home’s dollar value by 6 percent to 10 percent
  • 39% percent of sellers’ agents stated that home staging greatly decreases the length of time a home is on the market

Streamline Your Business with a CRM

We all wish we could be the superhero that tackles all of the tough tasks on their own. But the truth is, achieving top-tier success in real estate is nearly impossible without technology in this day and age. By partnering with the right real estate technology, you can completely streamline your business, automate busy work, and develop a healthy pipeline of leads to drive your business even in the toughest of markets.

1. It’s Nearly a Virtual Assistant

    Have you ever thought of a day where you don’t need to remember anything? There’s no to-do you forgot or lead you missed. A real estate CRM covers the bases of an assistant. When you generate leads, a CRM can automate the follow-up communication. It can set reminders on your calendar to call the homebuyer (or seller). And it can route incoming leads to agents, equally.

    It may be a little work to set up a process in the CRM, but it’s the same as if you hired someone. Except without the extra costs. Plus, it acts like a storage device. You can keep notes on homebuyers and set follow-up actions for later in the year — which is helpful considering most leads are 6-8 months from buying.

2. Prioritize Who to Call

    Real estate agents generate leads everyday. If you’ve been in the business for a few years, you probably have several hundred, if not thousands, of leads sitting in a spreadsheet. How do you know which ones are still active? Still searching?

    A real estate CRM can tell you who is actively looking for a home and how often. You can even filter and segment your leads by who is active. Think about the time saved right there. Hours of prospecting reduced to a fraction of a second. Coupling this with a phone dialer, you can turn lead generation into one of real estate’s easiest exercises. No more time blocking hours for routine grunt work. You can focus on tasks that have a higher ROI, like showing houses for clients.

 

3. Better Lead Communication (that Drives Conversions)

    Which statement do you think will have a longer, lasting impact?

    1. Hi Jack, I saw you were looking to buy a house. How can I help you today?
    2. Hi Jack, I noticed you were looking at homes in Lawton Harbor. It’s a beautiful neighborhood! Would you like to see some homes there today?

    Number two sticks out, right? The best real estate CRMs — working with your website — will tell you what properties leads are looking at (and how many times). This allows you to send personalized communication bound to convert. BoomTown clients, for example, have seen a 450% increase in lead responses (based off our CRM tools). It works particularly well for leads who are 6-8 months out. If you notice them looking at one specific property over and over (recorded by the CRM), then you can send them a quick text, saying, “Want me to schedule a showing for 1234 Bend Street this Saturday?”

    Good real estate CRMs will expand on this behavior. They will match new (or updated) properties to your leads, using the data behind their home searches. It’s similar to how Google will offer better websites based on how you search. Then all you have to do is send out a group text or email, asking if anyone wants to see these “new” properties. Lead insights allows personalized communication. That communication creates better conversions. More conversions equals more money.

4. Improve Agent Performance

    Well-performing teams have a business process. It’s a workflow for handling new leads and existing clients. Example: Brokers often tell agents to respond to new leads within the hour. But how do you know if agents are actually contacting new leads within the hour?

    Holding agents (or yourself) accountable to a process isn’t easy. But a real estate CRM makes it effortless. By asking your team to contact leads through your CRM, it’ll leave a record of their actions. You can then pull up reports and see what they’re doing. It’s a good base for one-on-one discussions. You can drill into how often they try to contact leads, when they contact them, and if there was a response. It allows you to improve agent performance, which creates better ROI for your business. Ultimately, it’ll allow you to recruit and retain the best agents.

     

     

In Conclusion

Without a crystal ball, we just have to wait and see how things shake out for the real estate market. Some markets may stay the same, while some are flipped entirely on their head. In the meantime, do what you can to prepare for a shift. You’ve made it all the way through this article, so you already have a head start on the competition!

Frontload on business planning and strategy-building for the year ahead, so that if and when you start to feel the effects of the market shift, you’re fully prepared and ready to pivot. Be smarter with money and budget than you ever have before. Now is the time to stretch your dollars, maximize your ROI, and save as much money as you can.

Lastly, maintain your laser focus, continue to express gratitude, and remember why you love this business and what you do.

 

Sources

  • “August 2018 Data: Home Price Cuts Increase as Price Growth Eases.” Realtor.com®, Realtor.com, 13 Sept. 2018, www.realtor.com/research/august-2018-data-home-price-cuts-increase-price-growth-eases/
  • “Existing Home Inventory Flattens.” Builderonline.com, Builder Economics, www.builderonline.com/money/economics/existing-home-inventory-flattens_o
  • “Existing-Home Sales.” www.nar.realtor, 21 Nov. 2018, www.nar.realtor/research-and-statistics/housing-statistics/existing-home-sales.
  • Lane, Sylvan. “Fed Raises Rates for Third Time in 2018.” TheHill, The Hill, 26 Sept. 2018, thehill.com/policy/finance/408552-fed-raises-rates-for-third-time-in-2018.
  • “Local Market Trends” Realtor.com®, Realtor.com, www.realtor.com/research/market-trends/.
  • “United States New Home Sales” TRADING ECONOMICS, tradingeconomics.com/united-states/new-home-sales.
  • “National Association of Realtors® 2017 Profile of Home Staging” National Association of Realtors® https://www.nar.realtor/sites/default/files/migration_files/reports/2017/2017-profile-of-home-staging-07-06-2017.pdf
  • “No Housing Recession Over Horizon,” Lawrence Yun, August 2018, Forbes. https://www.forbes.com/sites/lawrenceyun/2018/08/02/no-housing-recession-over-horizon/#3fa30d75f79c
  • “Mortgage Rates Top 5%, Hitting a 7-Year High,” Paul R La Monica, October 2018. CNN Business. https://www.cnn.com/2018/10/11/homes/mortgage-rates-5-percent-housing/index.html

The post Shift Happens: How Top Agents Survive (and Thrive) in a Turning Real Estate Market appeared first on BoomTown!.

Happy Holidays! Your 2018 Real Estate Gift-Giving Guide

The holidays are upon us (said everyone since mid-August). That means you can’t run an errand without being confronted by piles of red bows, candy canes and discounted gourds reminding you that it’s time to get on the ball!

 

Take advantage of the holiday season this year and spread some cheer to your clients and colleagues. Check out a few of our favorites below!


Gifts For Your Fellow Real Estate Agents

  1. Customized Contact Cards: Instagram is the social media powerhouse of 2018. Social Print Studio takes your Instagram pics (or photos from your computer) and turns them into mini-square business cards. Put a favorite local photo into the customizable order form, slap a catchy phrase on the back and there you go! Instant in-person social sharing.

Begin Crafting Your Cards Here! 

 

  1. Is it chilly in here or what? Must be your awesome cooler bag! An oldie, but goodie. These days, the agent that goes above and beyond is the agent that comes out on top. Always be ready for an impressive client experience with a branded cooler in the back seat, at the ready with water, iced tea, snacks, and a mini bottle of champagne just in case!

Go the extra mile and customize your own koozies. This way your clients will always leave the house hunting trip with a cheers-able item! Start here. 

  1. There seems to be a punny coffee mug out there for everyone. And goodness are there options. BoomTowners love a good pun almost as much as we love hearing about your success (we also love to be corny). Below are a few top picks for this year’s coffee enthusiast:  
  • Hot Coffee: “I turn coffee into contracts.”
  • Iced Coffee: “I came. I saw. I sold.”
  • Wine Glass: “Sold is my favorite 4 letter word”
  1. What better gift than the investment of education? Check out your training and coaching options this holiday season. Now this option may not be as punny, but it sure as anything pays off. And listen in brokers and team leaders! Your fellow real estate pros will have no one else but you to thank when their business starts expanding after a good ole training session with your tech provider, or a visit from the real estate coaching fairies.

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  1. The real estate t-shirt. If you don’t know anything about someone except their t-shirt size, then go for the gold and order one of these right now! Our favorite is the “Location Location Location” option: 

#real estate agent

Will Give Real Estate Advice for Tacos

Location Location Location


Gifts For Your Real Estate Clients

  1. If you close a deal in December and the client welcomes holiday cheer, a front door wreath should be in order. Crowning the house with a celebratory wreath made of local flora is an excellent way to congratulate and welcome a new family into their home for the holidays.
  1. Cut to the chase with a cutting board or charcuterie platter. Find a local carpenter or woodworking guru and join forces. Charcuterie or cutting boards are perfect for any party, last minute guest, or night-in. And in the meantime, you will foster more local connections and refer the new property owner to your favorite woodworker. Who knows? They may need a new kitchen table as well! We’re talking about something like this: inspiration! 
  1. Framed map or architectural drawing. A painting or drawing of your client’s new home is a nice gift as well, but we love the look of an architectural rendering or map in a classic frame. This works fantastically for older homes if you can find antiqued versions at town hall.
  1. Spare keys with a personalized key chain. Go the next step and make it easy on your new homeowners. Have their first set of spare keys ready with a home-related key chain. Make sure to place your subtle logo somewhere on the keychain!
  1. A quality custom doormat serves as a constant reminder of your help throughout the home search. And if that doormat lasts a long time? Your clients won’t forget it. Go for the home accessories that make the most impact and won’t necessarily be the first thing a homeowner would buy for themselves. Those are the items that will keep you top of mind and bring a smile to their face. Check out our favorite doormat maker extraordinaire The Doormatory!

  2. For the locavores in your area, gift them a CSA for the following season. If you are getting the local food friendly vibe from your clients, there is nothing better then entering them into a seasonal farm food fresh delivery. CSA, or Community Supported Agriculture, is a platform supported in many towns both big and small. You sign up on a subscription basis, or pre-paid before a growing season and then receive weekly deliveries of fresh produce, eggs, and other local products.


Gifts For Your Real Estate Broker

  1. Go big or go home on this one and gift your lovely broker a drone for the holidays. This is a gift that keeps giving for the entire business’s aerial abilities. And the bonus? You’ll have a super cool team picture ready to go for 2019!
  1. They may not be pounding the pavement and door knocking any longer, but it’s always nice to remind them of the good old days with a Fitbit! These also make excellent client raffle gifts if you are in the market for a holiday gift giveaway item.
  1. For the broker who is still trying to do everything for everyone, give the gift of a digital assistant. BoomTown clients have flocked in droves to the digital assistant world. This is the perfect solution for those gap years in which you don’t yet need an admin, but could 100 percent use the help scheduling your busy life.
  1. Off visiting conferences and coaching sessions? The Echo Smart Pen will keep all of your notes at the ready.
  1. The ultimate gift? BoomTown! Boomtown has the ability to provide a work life balance, a solid support team available during your work hours, and technology built to make your business soar. Now that sounds like a gift for the ages!

 


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The post Happy Holidays! Your 2018 Real Estate Gift-Giving Guide appeared first on BoomTown!.

KW Takes the Tech Revolution on the Road

By Lalaina Rabary 

This has been a year of rapid innovation for Keller Williams.

From the release of an AI-powered virtual assistant (Kelle) and first real estate smart cloud (Keller Cloud) to the burgeoning development of a real estate-specific operating system (Command) and several R&D partnerships – Keller Williams has made significant strides in technology.