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     The Syndication Scrum Key Step Toward RESPA Home Warranty Win

     4 Simple Tips for Success in Today’s Real Estate Market
     On August 3, 2012, in Marketing & Prospecting, Selling, Social Media, Technology, by Brian Summerfield
                                                                       Share |

     If you want to know what approaches to marketing, technology, and business strategy work in real estate today, simply look to the people who are doing well.
     Four real estate professionals who have at least $20 million in sales volume per year shared the stage during Inman’s Real Estate Connect event in San
     Francisco and offered examples of things they’re doing to find success in difficult times.

     In a panel discussion moderated by Better Homes & Gardens Real Estate President and CEO Sherry Chris, these young practitioners covered how they’re
     bringing in clients, managing teams, promoting properties, and more. Here are four key takeaways from that conversation:

     1. Serve up sizzle and steak.

     Raj Qsar, a REALTOR with Premier Orange County Real Estate in Southern California, markets his listings with polished high-definition videos and HDR
     photography. But, he added, that’s just the “sizzle” of his business. “The steak is being able to close with multiple offers at a higher price [than surrounding
     homes],” he said. Takeaway: Real estate pros need to be adroit negotiators and skilled transaction managers first and foremost. But good marketing helps a lot.

     2. Go beyond Facebook and Twitter.

     Speaking of sizzle, Linnette Edwards, an associate broker based in the Bay Area who has ranked in Better Homes & Gardens Real Estate’s top 10 agents
     nationwide each of the past three years, gave attendees some insight into how she’s creatively and effectively leveraged media that haven’t cost her a dime.
     Along with the usual social networks real estate pros use, she reviews local restaurants, shops, and cultural attractions on Yelp, which has become a steady
     source of leads. In addition, she was featured in an episode of House Hunters, which led to her most recent transaction. Takeaway: Facebook and Twitter can
     be effective tools, but they’re saturated with real estate practitioners. Try connecting with consumers through other channels.

     3. Have a flexible strategy.

     Matt Beall, principal broker and owner of Hawaii Life Real Estate Brokers, started his business in June 2008, a couple of months before the financial collapse.
     “It’s been a wild ride,” he said, but added that the brokerage has thrived because of its ability to adapt quickly to change. “Our growth strategy is that we don’t
     have a growth strategy,” he said. “We navigate based on the current circumstances in the market.” This approach has produced a highly collaborative,
     supportive work culture. “We keep the same essence whether we’re helping someone buy a house or helping someone change their career,” Beall said.
     Takeaway: Don’t pine for the “good old days” of real estate, whatever era that might be for you. Stay attuned to today’s market, and be prepared to roll with
     changes.

     4. Use past and existing clients to bring in new business.

     Are your clients praising you to the high heavens? Ask them for a referral or a testimonial, said Lisa Archer, a broker and agent with Keller Williams Realty in
     Charlotte, N.C. If they — and you — spread the word about their good experiences with you, you’ll be priming your pipeline. “If you’ve got one client, you’ve
     got a story,” Archer said. “Use that.” Takeaway: Don’t let the most effective free marketing opportunity pass you by. If your clients tell you they’re impressed
     by the way you did something, give them a way to share that with others.




                                 Brian Summerfield

                                 Brian Summerfield is online editor for REALTOR® Magazine. He can be reached at bsummerfield@realtors.org.


speakingofrealestate.blogs.realtor.org/2012/…/4-simple-tips-for-success-in-todays-real-estate-market/                                                                  1/4
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4 Simple Tips for Success in Today’s Real Estate market

  • 1. Home About This Blog Comments Policy Meet Our Bloggers Go to Realtor Mag -> The Syndication Scrum Key Step Toward RESPA Home Warranty Win 4 Simple Tips for Success in Today’s Real Estate Market On August 3, 2012, in Marketing & Prospecting, Selling, Social Media, Technology, by Brian Summerfield Share | If you want to know what approaches to marketing, technology, and business strategy work in real estate today, simply look to the people who are doing well. Four real estate professionals who have at least $20 million in sales volume per year shared the stage during Inman’s Real Estate Connect event in San Francisco and offered examples of things they’re doing to find success in difficult times. In a panel discussion moderated by Better Homes & Gardens Real Estate President and CEO Sherry Chris, these young practitioners covered how they’re bringing in clients, managing teams, promoting properties, and more. Here are four key takeaways from that conversation: 1. Serve up sizzle and steak. Raj Qsar, a REALTOR with Premier Orange County Real Estate in Southern California, markets his listings with polished high-definition videos and HDR photography. But, he added, that’s just the “sizzle” of his business. “The steak is being able to close with multiple offers at a higher price [than surrounding homes],” he said. Takeaway: Real estate pros need to be adroit negotiators and skilled transaction managers first and foremost. But good marketing helps a lot. 2. Go beyond Facebook and Twitter. Speaking of sizzle, Linnette Edwards, an associate broker based in the Bay Area who has ranked in Better Homes & Gardens Real Estate’s top 10 agents nationwide each of the past three years, gave attendees some insight into how she’s creatively and effectively leveraged media that haven’t cost her a dime. Along with the usual social networks real estate pros use, she reviews local restaurants, shops, and cultural attractions on Yelp, which has become a steady source of leads. In addition, she was featured in an episode of House Hunters, which led to her most recent transaction. Takeaway: Facebook and Twitter can be effective tools, but they’re saturated with real estate practitioners. Try connecting with consumers through other channels. 3. Have a flexible strategy. Matt Beall, principal broker and owner of Hawaii Life Real Estate Brokers, started his business in June 2008, a couple of months before the financial collapse. “It’s been a wild ride,” he said, but added that the brokerage has thrived because of its ability to adapt quickly to change. “Our growth strategy is that we don’t have a growth strategy,” he said. “We navigate based on the current circumstances in the market.” This approach has produced a highly collaborative, supportive work culture. “We keep the same essence whether we’re helping someone buy a house or helping someone change their career,” Beall said. Takeaway: Don’t pine for the “good old days” of real estate, whatever era that might be for you. Stay attuned to today’s market, and be prepared to roll with changes. 4. Use past and existing clients to bring in new business. Are your clients praising you to the high heavens? Ask them for a referral or a testimonial, said Lisa Archer, a broker and agent with Keller Williams Realty in Charlotte, N.C. If they — and you — spread the word about their good experiences with you, you’ll be priming your pipeline. “If you’ve got one client, you’ve got a story,” Archer said. “Use that.” Takeaway: Don’t let the most effective free marketing opportunity pass you by. If your clients tell you they’re impressed by the way you did something, give them a way to share that with others. Brian Summerfield Brian Summerfield is online editor for REALTOR® Magazine. He can be reached at bsummerfield@realtors.org. speakingofrealestate.blogs.realtor.org/2012/…/4-simple-tips-for-success-in-todays-real-estate-market/ 1/4
  • 2. Share | Tagged with: Inman Connect • Linnette Edwards • Lisa Archer • management • marketing • Matt Beall • Raj Qsar • referrals • Selling • Sherry Chris • strategy • success Leave a Reply Your email address will not be published. Required fields are marked * Name * Email * Website Comment You may use these HTML tags and attributes: < h e = " t t e " > < b r t t e " > < c o y t t e " > < > < l c q o e c t = " a rf" il=" ab il=" arnm il=" b bokut ie"> <ie <oe <e dttm=" <m <>< ct=" <tie <tog ct> cd> dl aeie"> e> i q ie"> srk> srn> Post Comment Search All NAR Blogs REALTOR® Magazine Speaking of Real Estate Styled, Staged and Sold The Weekly Book Scan YPN Lounge REALTOR.org Voices of Real Estate Economists' Outlook Bits & Bytes Information Central Appraisal Insight Resort Life Leadership Lab The Member’s Edge Commercial Source Categories Breaking News Broker Issues Commercial Real Estate Conference & Expo Design & Architecture speakingofrealestate.blogs.realtor.org/2012/…/4-simple-tips-for-success-in-todays-real-estate-market/ 2/4
  • 3. Economics Law & Policy Marketing & Prospecting Midyear Meeting Mortgage Financing NAR NAR Events New @ REALTOR Magazine Politics & Government Property Management Selling Social Media Technology Uncategorized Daily Real Estate News Gold Medal Doesn’t Guarantee Win in Real Estate Mortgage Rates Inch Up After Record Streak 'Immobile Move-up Buyers' Press on Market Study: Desire for Home Ownership Unswayed Foreclosure Review Deadline Gets Another Extension Recent Comments Rich from CA on Jumbo Mortgages: What Your Clients Need to Know RU student and librarian too! on RU: Rigorous, Academic—and Very Practical FELICIA GRIMARD on Prices Up, Inventories Down California Hard Money Lenders on QM, QRM, Basel III: Mortgages for the Wealthy Allison Wax on QM, QRM, Basel III: Mortgages for the Wealthy Recent Posts Key Step Toward RESPA Home Warranty Win 4 Simple Tips for Success in Today’s Real Estate Market The Syndication Scrum Web Metrics That Count QM, QRM, Basel III: Mortgages for the Wealthy Archives August 2012 July 2012 June 2012 May 2012 April 2012 March 2012 February 2012 January 2012 December 2011 November 2011 October 2011 September 2011 August 2011 July 2011 June 2011 speakingofrealestate.blogs.realtor.org/2012/…/4-simple-tips-for-success-in-todays-real-estate-market/ 3/4
  • 4. May 2011 April 2011 March 2011 February 2011 January 2011 December 2010 November 2010 October 2010 September 2010 August 2010 July 2010 June 2010 May 2010 April 2010 March 2010 February 2010 January 2010 December 2009 November 2009 October 2009 September 2009 August 2009 July 2009 June 2009 May 2009 Go To Top » L O O K I N G FO R A R C H I V ES V I S I T O U R FR I EN D S ! S O M ETH I N G ? All entries, chronologically... A few highly recommended friends... Use the form below to search the site: August 2012 WordPress.com Search July 2012 WordPress.org June 2012 May 2012 Still not finding what you're looking for? Drop a April 2012 Speaking of Real Estate comment on a post or contact us so we can take care of it! March 2012 February 2012 Pages January 2012 December 2011 About This Blog November 2011 Comments Policy October 2011 Meet Our Bloggers September 2011 Stay In Touch About This Blog Comments Policy Meet Our Bloggers More Thanks for dropping by! Feel free to join the discussion by leaving comments, and stay updated by subscribing to the RSS feed. © 2011 Speaking of Real Estate speakingofrealestate.blogs.realtor.org/2012/…/4-simple-tips-for-success-in-todays-real-estate-market/ 4/4