Real Estate Nexus

[fusion_builder_container hundred_percent=”no” hundred_percent_height=”no” hundred_percent_height_scroll=”no” hundred_percent_height_center_content=”yes” equal_height_columns=”no” menu_anchor=”” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” status=”published” publish_date=”” class=”” id=”” border_size=”” border_color=”” border_style=”solid” margin_top=”” margin_bottom=”” padding_top=”30px” padding_right=”” padding_bottom=”30px” padding_left=”” gradient_start_color=”” gradient_end_color=”” gradient_start_position=”0″ gradient_end_position=”100″ gradient_type=”linear” radial_direction=”center” linear_angle=”180″ background_color=”” background_image=”” background_position=”center center” background_repeat=”no-repeat” fade=”no” background_parallax=”none” enable_mobile=”no” parallax_speed=”0.3″ background_blend_mode=”none” video_mp4=”” video_webm=”” video_ogv=”” video_url=”” video_aspect_ratio=”16:9″ video_loop=”yes” video_mute=”yes” video_preview_image=”” filter_hue=”0″ filter_saturation=”100″ filter_brightness=”100″ filter_contrast=”100″ filter_invert=”0″ filter_sepia=”0″ filter_opacity=”100″ filter_blur=”0″ filter_hue_hover=”0″ filter_saturation_hover=”100″ filter_brightness_hover=”100″ filter_contrast_hover=”100″ filter_invert_hover=”0″ filter_sepia_hover=”0″ filter_opacity_hover=”100″ filter_blur_hover=”0″][fusion_builder_row][fusion_builder_column type=”1_1″ layout=”1_1″ spacing=”” center_content=”no” link=”” target=”_self” min_height=”” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” class=”” id=”” hover_type=”none” border_size=”0″ border_color=”” border_style=”solid” border_position=”all” border_radius=”” box_shadow=”no” dimension_box_shadow=”” box_shadow_blur=”0″ box_shadow_spread=”0″ box_shadow_color=”” box_shadow_style=”” padding_top=”” padding_right=”” padding_bottom=”” padding_left=”” margin_top=”” margin_bottom=”” background_type=”single” gradient_start_color=”” gradient_end_color=”” gradient_start_position=”0″ gradient_end_position=”100″ gradient_type=”linear” radial_direction=”center” linear_angle=”180″ background_color=”” background_image=”” background_image_id=”” background_position=”left top” background_repeat=”no-repeat” background_blend_mode=”none” animation_type=”” animation_direction=”left” animation_speed=”0.3″ animation_offset=”” filter_type=”regular” filter_hue=”0″ filter_saturation=”100″ filter_brightness=”100″ filter_contrast=”100″ filter_invert=”0″ filter_sepia=”0″ filter_opacity=”100″ filter_blur=”0″ filter_hue_hover=”0″ filter_saturation_hover=”100″ filter_brightness_hover=”100″ filter_contrast_hover=”100″ filter_invert_hover=”0″ filter_sepia_hover=”0″ filter_opacity_hover=”100″ filter_blur_hover=”0″ last=”no”][fusion_text columns=”” column_min_width=”” column_spacing=”” rule_style=”default” rule_size=”” rule_color=”” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” class=”” id=”” animation_type=”” animation_direction=”left” animation_speed=”0.3″ animation_offset=””]

Isaiah Colton, CEO RAP Success Systems, and Chris Walker, top-producing real estate agent out of Alabama, share lead conversion strategies in the popular real estate coaching workshop “Conversion Secrets.” Here are some highlights from the most recent workshop in that series.

Niche marketing in real estate is one of the smartest strategies an agent can use to have a big impact on their practice in the shortest amount of time. Real estate coaches and educators like Isaiah and Chris have seen how niche marketing has exploded their real estate businesses and their sales volume.

One of the most common mistakes in creating the sales and marketing part of the business plan is having a lot of great ideas scattered all over the place. The best analogy is the shotgun versus the rifle. With the shotgun, everything is spread out while the rifle hones in on specific targets. A shotgun marketing approach typically involves reaching as many people as you can. Rifle marketing involves targeting your audience more closely. Both approaches have their benefits. However, rifle marketing makes better use of limited marketing dollars. Carefully targeted marketing is a better use of your limited resources, so you get more BANG for your buck.

Take a real estate agent who is working fifteen types of leads sources with no specific niche or a specific market. They may make some progress, but they won’t catapult to the next level as quickly as they would by focusing on targeted niches within those lead sources. That’s why the top producers we’ve worked with and interviewed all recommend starting with one, maybe two niches. Once you’ve mastered those niches, you can expand to others. If you start building a team, have one of them help you with some of the other niches so they don’t slip away. The important point to remember is don’t spread your marketing efforts and budget too thin.

One of the most powerful niches that Isaiah has worked with and profited from is for sale by owners and expired listings. Chris Walker has experienced the same positive results from these targets. FSBOs and expired listings have been a real game-changer for their businesses.

In this three-part series, Chris and Isaiah will share insights about sales, prospecting and marketing to these targeted niches. Watch the first part of the niches series here.

[/fusion_text][/fusion_builder_column][/fusion_builder_row][/fusion_builder_container]

[fusion_builder_container hundred_percent=”no” hundred_percent_height=”no” hundred_percent_height_scroll=”no” hundred_percent_height_center_content=”yes” equal_height_columns=”no” menu_anchor=”” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” status=”published” publish_date=”” class=”” id=”” border_size=”” border_color=”” border_style=”solid” margin_top=”” margin_bottom=”” padding_top=”” padding_right=”” padding_bottom=”” padding_left=”” gradient_start_color=”” gradient_end_color=”” gradient_start_position=”0″ gradient_end_position=”100″ gradient_type=”linear” radial_direction=”center” linear_angle=”180″ background_color=”” background_image=”” background_position=”center center” background_repeat=”no-repeat” fade=”no” background_parallax=”none” enable_mobile=”no” parallax_speed=”0.3″ background_blend_mode=”none” video_mp4=”” video_webm=”” video_ogv=”” video_url=”” video_aspect_ratio=”16:9″ video_loop=”yes” video_mute=”yes” video_preview_image=”” filter_hue=”0″ filter_saturation=”100″ filter_brightness=”100″ filter_contrast=”100″ filter_invert=”0″ filter_sepia=”0″ filter_opacity=”100″ filter_blur=”0″ filter_hue_hover=”0″ filter_saturation_hover=”100″ filter_brightness_hover=”100″ filter_contrast_hover=”100″ filter_invert_hover=”0″ filter_sepia_hover=”0″ filter_opacity_hover=”100″ filter_blur_hover=”0″][fusion_builder_row][fusion_builder_column type=”1_1″ type=”1_1″ layout=”1_1″ spacing=”” center_content=”no” link=”” target=”_self” min_height=”” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” class=”” id=”” hover_type=”none” border_size=”0″ border_color=”” border_style=”solid” border_position=”all” border_radius=”” box_shadow=”no” dimension_box_shadow=”” box_shadow_blur=”0″ box_shadow_spread=”0″ box_shadow_color=”” box_shadow_style=”” padding_top=”” padding_right=”” padding_bottom=”” padding_left=”” margin_top=”” margin_bottom=”” background_type=”single” gradient_start_color=”” gradient_end_color=”” gradient_start_position=”0″ gradient_end_position=”100″ gradient_type=”linear” radial_direction=”center” linear_angle=”180″ background_color=”” background_image=”” background_image_id=”” background_position=”left top” background_repeat=”no-repeat” background_blend_mode=”none” animation_type=”” animation_direction=”left” animation_speed=”0.3″ animation_offset=”” filter_type=”regular” filter_hue=”0″ filter_saturation=”100″ filter_brightness=”100″ filter_contrast=”100″ filter_invert=”0″ filter_sepia=”0″ filter_opacity=”100″ filter_blur=”0″ filter_hue_hover=”0″ filter_saturation_hover=”100″ filter_brightness_hover=”100″ filter_contrast_hover=”100″ filter_invert_hover=”0″ filter_sepia_hover=”0″ filter_opacity_hover=”100″ filter_blur_hover=”0″ last=”true” first=”true”][fusion_youtube id=”https://youtu.be/YEgXdP3M5uU” alignment=”center” autoplay=”false” api_params=”” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” class=”” css_id=”” /][fusion_separator style_type=”none” sep_color=”” border_size=”” icon=”” icon_circle=”” icon_circle_color=”” alignment=”center” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” class=”” id=”” top_margin=”5px” bottom_margin=”5px” /][fusion_text columns=”” column_min_width=”” column_spacing=”” rule_style=”default” rule_size=”” rule_color=”” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” class=”” id=”” animation_type=”” animation_direction=”left” animation_speed=”0.3″ animation_offset=””]

Hi, my name is Bill Urasky from Homesmart Realty of Naperville, IL. I wanted to share some information about RAP Success Systems.

One of the key challenges that we face in real estate is that we don’t have enough leads. Most agents work their sphere, while others pay for leads from other sources. Not getting enough leads is probably our biggest concern.

When I was considering working with RAP Success Systems, my biggest concern was whether I would get an ROI. What’s my return on investment going to be based on how much I’m spending and how many good quality leads am I getting.

I found that the RAP System is a very good way to fill your pipeline. That’s more or less the results that I’m getting. You do get some people who you’re able to cherry-pick and get them to look for a property or list their home right away. Most of the time, though, you’ll need to put them into your pipeline. You’ll get opportunities that will play out in three to six months, sometimes even a year or two.

It just depends on the leads’ unique needs and their timeline. So following up with them is key. One of the specific outcomes from RAP Success Systems that I like so far is the drip email campaigns that they send. I can see which leads have opened the messages. The system will send you a text message or an email reminding you that you need to follow up with this client because they opened up your email. I think that is a very good process because you know that you’re working with people who are engaging with the communications that you are sending to them.

The other thing that I really like about the benefits that I received from RAPSS is that the leads are fresh and you have all the contact information you need. You’re able to help them if you’re needed. Best of all, you’re the first agent who’s able to call this prospect possibly. No other agent has the information on this client right here, right now.

So I find that by having fresh leads compared to leads that you would get from realtor.com Trulia, Zillow, Redfin etc., those leads typically are shopping around the internet looking at all the different sites and all the different agents. The RAPSS leads are fresh so I can work them by myself.  I’m not going to compete with a lot of other agents.

Your sphere of influence can only take you so far. You have to do something different to make things hit. So for me, the key is being the first one to be able to make that call to a prospective client.

The leads are very good but you still t need to be able to work them. The system is set up very very well. Everything is centralized in LionDesk. You have your own CRM where you’re able to do whatever you want to do. So, to send your own emails, if you want to you can put in all your information

Another benefit of the system is that you can get help from the RAPSS team at any time. Just give them a call and they’ll help you. They make sure you have the information you need.

You get the lead’s phone number, their address, and their email address. I’d say 95 to 97 percent of that information is all good; if you have the wrong contact information, that puts you at a bit of a disadvantage. You have to do more work. With the RAPSS system, you get everything.

So that more or less sums up my experience with RAP Success Systems. I think it’s a very good platform, the leads are fresh, great drip email campaigns. But again, don’t forget everything in real estate is about following up. If you follow up with your clients and you do what’s needed, then you’re going to get business out it.

Thank you very much, and you have a wonderful day

[/fusion_text][/fusion_builder_column][/fusion_builder_row][/fusion_builder_container]

[fusion_builder_container hundred_percent=”no” equal_height_columns=”no” menu_anchor=”” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” class=”” id=”” background_color=”” background_image=”” background_position=”center center” background_repeat=”no-repeat” fade=”no” background_parallax=”none” parallax_speed=”0.3″ video_mp4=”” video_webm=”” video_ogv=”” video_url=”” video_aspect_ratio=”16:9″ video_loop=”yes” video_mute=”yes” overlay_color=”” video_preview_image=”” border_size=”” border_color=”” border_style=”solid” padding_top=”” padding_bottom=”” padding_left=”” padding_right=”” admin_toggled=”yes”][fusion_builder_row][fusion_builder_column type=”1_1″ layout=”1_1″ background_position=”left top” background_color=”” border_size=”” border_color=”” border_style=”solid” border_position=”all” spacing=”yes” background_image=”” background_repeat=”no-repeat” padding_top=”” padding_right=”” padding_bottom=”” padding_left=”” margin_top=”0px” margin_bottom=”0px” class=”” id=”” animation_type=”” animation_speed=”0.3″ animation_direction=”left” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” center_content=”no” last=”true” min_height=”” hover_type=”none” link=”” first=”true”][fusion_youtube id=”https://youtu.be/OAQGtLdT7GA” alignment=”center” autoplay=”false” api_params=”” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” class=”” css_id=”” /][fusion_separator style_type=”none” sep_color=”” border_size=”” icon=”” icon_circle=”” icon_circle_color=”” alignment=”center” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” class=”” id=”” top_margin=”5px” bottom_margin=”5px” /][fusion_text]Isaiah Colton, CEO of RAP Success Systems, and Chris Walker, a leading real estate agent in Alabama, continue their education series on lead conversion. This series covers the best practices of generating and, more importantly, converting on various types of real estate leads.

This discussion has a specific focus on For Sale by Owners and expired leads as they are the low hanging fruit among lead sources.

Isaiah points out that, “you can have all the leads in the world,  the best websites, and the best database but if you don’t have a good sales and marketing plan to make sure the leads convert, then none of that matters at the end of the day.”

A huge part of that sales and marketing plan is making sure we understand the psychology of the niche that we’re working on.

FSBO and expired homeowners have raised their hands to say, “I’m ready to sell.” And if they can’t do it themselves, they will look for a real estate agent. A lot of times FSBOs and expireds are open to other options because they may have had a bad experience with their first attempt.

So, it becomes a matter of getting in front of them to showcase why you’re different than every other agent that’s out there. It sounds simple but differentiating yourself from the competition is one of the biggest obstacles when dealing with an expired or FSBOs.

What makes it a bit more difficult is trying to call a listing that just expired yesterday. Guess what, 60 other agents are calling as well, so good luck.

It’s more beneficial to wait at least 30 days to give the homeowner time to breathe. That way, they’re not being bombarded by 40 agents in one day.  If you’re the 40th call they’ve had, they’re probably over it; they’re not going to talk to you.  That’s why you should avoid calling an expired listing that just came off the market.  Giving it some time raises your chances for less competition.

Now we can circle back to a topic we raised in a previous episode of this three-part series, rapport building. Rapport building is the most important skill that comes into play when you get to the prospect’s front door for that appointment. One strong way to help build rapport is knowing how to handle the objections that prospectors raise properly.

The most common objections from Expireds and For Sale by Owners

There are only a handful of objections that we get when dealing with almost any kind of home seller. Once we know how to deal with those objections, we can then build our marketing and sales plan and our presentation around handling them. Then when we’re having a conversation with the prospect, we have good, solid responses and we’re very confident in our answers.

The objection handling stage is where most deals get lost. You’ve just barely gotten started when you find yourself out of the running.

To learn the rest of the strategies for building rapport and handling objections with FSBOs and Expireds, watch the Lead Conversion Series Episode 3 in its entirety here.[/fusion_text][/fusion_builder_column][/fusion_builder_row][/fusion_builder_container]

[fusion_builder_container hundred_percent=”no” equal_height_columns=”no” menu_anchor=”” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” class=”” id=”” background_color=”” background_image=”” background_position=”center center” background_repeat=”no-repeat” fade=”no” background_parallax=”none” parallax_speed=”0.3″ video_mp4=”” video_webm=”” video_ogv=”” video_url=”” video_aspect_ratio=”16:9″ video_loop=”yes” video_mute=”yes” overlay_color=”” video_preview_image=”” border_size=”” border_color=”” border_style=”solid” padding_top=”” padding_bottom=”” padding_left=”” padding_right=”” admin_toggled=”yes”][fusion_builder_row][fusion_builder_column type=”1_1″ layout=”1_1″ background_position=”left top” background_color=”” border_size=”” border_color=”” border_style=”solid” border_position=”all” spacing=”yes” background_image=”” background_repeat=”no-repeat” padding_top=”” padding_right=”” padding_bottom=”” padding_left=”” margin_top=”0px” margin_bottom=”0px” class=”” id=”” animation_type=”” animation_speed=”0.3″ animation_direction=”left” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” center_content=”no” last=”true” min_height=”” hover_type=”none” link=”” first=”true”][fusion_text]Adapted from article originally written by CHRIS DRAYER · 2019

Real Database Pro leverages “Likely to Move” Prediction Technology – An Independent Study White Paper

Prediction Success Rate of 19.5% Independently Verified by Third Party Altos Research
By: Mike Simonson & Chris 

Summary

This white paper outlines the findings and method used for the first independent verification of the technology behind Real Database Pro’s “likely to move” prediction technology. Altos Research was commissioned as an independent third party to evaluate its prediction accuracy. In its study, Altos Research found the “likely to move” prediction success rate to be 19.5 percent. In other words, one out of five leads generated by the technology used by Real Database Pro moves within six months.

Previous analysis relied on self-reported feedback regarding prediction accuracy from customers who respond to industry surveys. The current user-reported accuracy rate is 36.4 percent.

“Altos Research performed this statistically valid research in order to test the prediction technology algorithms and “likely to move” success rate. The prediction success rate is verifiable due to the MLS confirmation of home listings. It is safe to assume that the 19.5 percent success rate would be higher if there was a reliable source, such as the MLS, through which we could have compared the home buyers and renters identified by Real Database Pro as “likely to move”. This is by far the best lead success rate we’ve seen in the real estate industry. We also expect the rate to improve over time…” said Mike Simonson, CEO of Altos Research.

Research Method

Altos Research took a statistically significant sample size (5 percent) of all the likely mover leads generated by the AI technology in 2017 and compared them to verified home sales within their MLS. To ensure a lack of geographic bias, the sample was pulled randomly from across the U.S.

In a typical prospect database, the likely movers that the AI technology in Real Database Pro identifies could be renters, buyers or sellers. This study, however, was limited to verification of accuracy via those who listed a home for sale via an MLS. Markets with low MLS use, such as San Francisco and NYC, were eliminated from this study. As a result, the 19.5 percent success rate only applies to those who sold a home by listing it on an MLS and does not include home renters, first-time buyers or second home buyers, as they could not be independently verified by another source such as an MLS as a seller.

There is an unknown margin of error in the data sources used to filter out renters and first-time buyers, as well as to obtain the physical address from an email address. Altos Research used a conservative value to estimate this inaccuracy and there is a good chance the accuracy is higher than the results show due to this unknown — which correlates with the 36.4 percent accuracy rate that is reported by users.

Comparison of Lead Success Rates

Only 1 percent of cold calls actually result in a meeting, according to a study by the Keller Research Center at Baylor University. Zillow, Trulia and Realtor.com leads have an approximate 10 percent success rate, which Altos estimated based on 5 million homes sold and 50 million leads generated.

Background

Approximately 11 percent of Americans move annually, which is the lowest number of movers since the U.S. census began tracking movers in 1948. Yet there are more real estate agents and loan originators than ever before competing for that business. Real Database Pro takes advantage of technology that aims to help real estate and mortgage professionals and those in adjacent industries improve their sales effectiveness and productivity by more accurately predicting who will move.

The Technology and How it Works

Real Database Pro uses technology that is different from other artificial intelligence algorithms in that it focuses on customers and prospects that have already been acquired and that currently exist in a database, rather than farming  ZIP codes of unknown people. Using just the email addresses of the prospects, Real Database Pro applies a proprietary algorithm and artificial intelligence to analyze the prospects’ propensity to move – specifically leveraging, government data, spending data, online activity and social media data that indicate major life events and therefore the likelihood that someone will need to buy or sell a home. These are called the “Data Ds”: 

• Diamonds – Marriage engagements are one of the highest indicators of a move. 
• Diapers – The birth of a baby usually requires more living space and indicates a high likelihood of moving. 
• The Daily Grind – Job changes are major indicators of a move. 
• Diplomas – Children graduating from college are likely to result in a move to downsize living space. Other times parents help their new graduates find a home, take a HELOC, make down payments and fund an additional mortgage.
• Divorce – 41 percent of all divorces include the selling of a property as part of the settlement process.

• Death – Many times a family must deal with selling a home when there’s been a death in the family. 
• Discretionary Income and Downsizing – Retirees with discretionary income often purchase vacation homes or real estate investments, reduce square footage or move closer to grandchildren. 

In as little as 48 hours, the technology assigns a “likely to move in the next 6 months” score to each contact and sends alerts to clients via an integrated API or push notifications to sales and marketing teams.

The search algorithms behind Real Database Pro are akin to pre-Internet methods used by Realtors, who would comb the Sunday paper for announcements of engagements, job moves, births and deaths in order to find new customer prospects. Today Real Database Pro helps agents automate that process to reveal these same prospects before they’ve reached out to an agent or a mortgage company. The technology behind Real Database Pro’s services strictly adhere to U.S. privacy laws.

Schedule a time with RAP Success System’s Agent Success Managers to learn more.[/fusion_text][/fusion_builder_column][/fusion_builder_row][/fusion_builder_container]

[fusion_builder_container hundred_percent=”no” equal_height_columns=”no” menu_anchor=”” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” class=”” id=”” background_color=”” background_image=”” background_position=”center center” background_repeat=”no-repeat” fade=”no” background_parallax=”none” parallax_speed=”0.3″ video_mp4=”” video_webm=”” video_ogv=”” video_url=”” video_aspect_ratio=”16:9″ video_loop=”yes” video_mute=”yes” overlay_color=”” video_preview_image=”” border_size=”” border_color=”” border_style=”solid” padding_top=”” padding_bottom=”” padding_left=”” padding_right=”” admin_toggled=”yes”][fusion_builder_row][fusion_builder_column type=”1_1″ layout=”1_1″ background_position=”left top” background_color=”” border_size=”” border_color=”” border_style=”solid” border_position=”all” spacing=”yes” background_image=”” background_repeat=”no-repeat” padding_top=”” padding_right=”” padding_bottom=”” padding_left=”” margin_top=”0px” margin_bottom=”0px” class=”” id=”” animation_type=”” animation_speed=”0.3″ animation_direction=”left” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” center_content=”no” last=”true” min_height=”” hover_type=”none” link=”” first=”true”][fusion_text]Adapted from article originally written by CHRIS DRAYER · 2019

Predictive AI is very powerful – especially when put in the right hands in Mortgage and Real Estate professionals.

So, who are the right hands, and what are the best practices?
Three areas of Mortgage and Real Estate companies can be positively impacted by the “likely-mover” technology being leveraged by Real Database Pro. 

Here’s what current users say works well for Sales, Marketing and Management.

Sales Department

The Likely mover lead list is very powerful in the hands of a good ISA team.  This creates massive efficiencies, sometimes in excess of 98% when looking at the total list they were calling previously.

For Example – ISA teams success rates are typically around 2%, or 1 out of 50 calls – but with the proprietary AI data you can expect 1 in 5 or 19.5% success rate.

Marketing Department

Marketing folks are always looking for an angle or an edge.  Current users report leveraging the Likely Mover AI Leads in both Facebook, Direct Mail and Email marketing with great success.  We recommend that you keep doing what’s proven to work well for you in the past – just use the Real Database Pro service to improve efficiencies.

For Example – Create a Facebook custom audience, and begin displaying branding messages or pre-qualification / low rate offers. Information that is helpful and timely is best.

Management / C Suite

Efficiencies and growing the bottom line is the primary goal of management, and through the  Real Database Pro platform, we can help with cleaning your data and improving your tracking and insight.

To learn more visit www.realdatabasepro.com[/fusion_text][/fusion_builder_column][/fusion_builder_row][/fusion_builder_container]

[fusion_builder_container hundred_percent=”no” hundred_percent_height=”no” hundred_percent_height_scroll=”no” hundred_percent_height_center_content=”yes” equal_height_columns=”no” menu_anchor=”” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” status=”published” publish_date=”” class=”” id=”” border_size=”” border_color=”” border_style=”solid” margin_top=”” margin_bottom=”” padding_top=”” padding_right=”” padding_bottom=”” padding_left=”” gradient_start_color=”” gradient_end_color=”” gradient_start_position=”0″ gradient_end_position=”100″ gradient_type=”linear” radial_direction=”center” linear_angle=”180″ background_color=”” background_image=”” background_position=”center center” background_repeat=”no-repeat” fade=”no” background_parallax=”none” enable_mobile=”no” parallax_speed=”0.3″ background_blend_mode=”none” video_mp4=”” video_webm=”” video_ogv=”” video_url=”” video_aspect_ratio=”16:9″ video_loop=”yes” video_mute=”yes” video_preview_image=”” filter_hue=”0″ filter_saturation=”100″ filter_brightness=”100″ filter_contrast=”100″ filter_invert=”0″ filter_sepia=”0″ filter_opacity=”100″ filter_blur=”0″ filter_hue_hover=”0″ filter_saturation_hover=”100″ filter_brightness_hover=”100″ filter_contrast_hover=”100″ filter_invert_hover=”0″ filter_sepia_hover=”0″ filter_opacity_hover=”100″ filter_blur_hover=”0″ admin_toggled=”yes”][fusion_builder_row][fusion_builder_column type=”1_1″ layout=”1_1″ spacing=”” center_content=”no” link=”” target=”_self” min_height=”” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” class=”” id=”” hover_type=”none” border_size=”0″ border_color=”” border_style=”solid” border_position=”all” border_radius=”” box_shadow=”no” dimension_box_shadow=”” box_shadow_blur=”0″ box_shadow_spread=”0″ box_shadow_color=”” box_shadow_style=”” padding_top=”” padding_right=”” padding_bottom=”” padding_left=”” margin_top=”” margin_bottom=”” background_type=”single” gradient_start_color=”” gradient_end_color=”” gradient_start_position=”0″ gradient_end_position=”100″ gradient_type=”linear” radial_direction=”center” linear_angle=”180″ background_color=”” background_image=”” background_image_id=”” background_position=”left top” background_repeat=”no-repeat” background_blend_mode=”none” animation_type=”” animation_direction=”left” animation_speed=”0.3″ animation_offset=”” filter_type=”regular” filter_hue=”0″ filter_saturation=”100″ filter_brightness=”100″ filter_contrast=”100″ filter_invert=”0″ filter_sepia=”0″ filter_opacity=”100″ filter_blur=”0″ filter_hue_hover=”0″ filter_saturation_hover=”100″ filter_brightness_hover=”100″ filter_contrast_hover=”100″ filter_invert_hover=”0″ filter_sepia_hover=”0″ filter_opacity_hover=”100″ filter_blur_hover=”0″ last=”no”][fusion_text columns=”” column_min_width=”” column_spacing=”” rule_style=”default” rule_size=”” rule_color=”” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” class=”” id=”” animation_type=”” animation_direction=”left” animation_speed=”0.3″ animation_offset=””]

This post is a MUST READ for an agent who is looking for a game-changer in their practice.

If you are serious about increasing revenue, decreasing your cost per sale, and increasing the value that your clients place on your service, read on.

If done the right way, this concept can be the difference between missing, meeting, or exceeding your goals. Also contributing to this conversation is Ron Mazza. Ron has trained and coached thousands of real estate agents over the years. The game-changing concept that Isaiah and Ron will discuss centers on “Putting Together an Offer.” It’s based on a great book called The irresistible offer by Mark Joyner. I read this book a long time ago when I first got involved in business. The basic concept shared in the book has been one of the reasons why I’ve been able to take a single idea into a business, no matter the industry, and quickly scale it and generate revenue without raising venture capital or a lot of startup cash.   

A lot of these concepts can be used in any business but also are particularly applicable to real estate. The real estate industry is extremely competitive; even tech companies have become direct competitors, putting pressure on agent commissions and value. These tech companies present a do-it-yourself online model to the homeowner and plant a seed their head about what a commission is, how much it should be, and why. This information creates challenges for agents, making it more important than ever to have a unique offer (unique selling proposition or value proposition).

One important thing to do is ask yourself this simple question, “what makes you different than anybody else that you compete with?”  There are different answers to this question. Some are good, some are bad and some are great. One of the most common mistakes that I see among entrepreneurs or salespeople is they’ll write a fancy business plan, put up a great website, and do other great things. They will mistakenly do all those activities BEFORE they start their marketing plan!

That marketing plan is all about your offer. That’s why it needs to be at the core of everything. It’s the building block of all your other activities. It determines what’s on your business cards, what’s on your website, what callers hear on your greeting before they get your voicemail. At every turn, they should be reading or hearing your offer in some way. If prospects are hearing your offer regularly, it will become part of your brand. Then word-of-mouth kicks in and people start talking about you thinking of you first.

At the end of the day, it’s about one simple thing: mindshare dominance. With all the competition out there, it’s all about dominating the marketplace at a macro level.  

When Ron Mazza considers the importance of having a unique offer or unique value proposition in

today’s market, he says, “I think the first word of that says it all. Unique. It’s something different. It’s something that only you share or people try to copy from you.” Once you have proposed it and put it out there, it’s yours.  Anybody else who tries it is just following you, which puts you one notch higher. You’ll own it, have authenticity and first-mover advantage on your side.

Click here to listen to the rest of the conversation with Isaiah and Ron, who offer further points on how you can make the offer that will help you stand out from the pack in your market.  

[/fusion_text][/fusion_builder_column][/fusion_builder_row][/fusion_builder_container]

[fusion_builder_container hundred_percent=”no” hundred_percent_height=”no” hundred_percent_height_scroll=”no” hundred_percent_height_center_content=”yes” equal_height_columns=”no” menu_anchor=”” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” status=”published” publish_date=”” class=”” id=”” border_size=”” border_color=”” border_style=”solid” margin_top=”” margin_bottom=”” padding_top=”” padding_right=”” padding_bottom=”” padding_left=”” gradient_start_color=”” gradient_end_color=”” gradient_start_position=”0″ gradient_end_position=”100″ gradient_type=”linear” radial_direction=”center” linear_angle=”180″ background_color=”” background_image=”” background_position=”center center” background_repeat=”no-repeat” fade=”no” background_parallax=”none” enable_mobile=”no” parallax_speed=”0.3″ background_blend_mode=”none” video_mp4=”” video_webm=”” video_ogv=”” video_url=”” video_aspect_ratio=”16:9″ video_loop=”yes” video_mute=”yes” video_preview_image=”” filter_hue=”0″ filter_saturation=”100″ filter_brightness=”100″ filter_contrast=”100″ filter_invert=”0″ filter_sepia=”0″ filter_opacity=”100″ filter_blur=”0″ filter_hue_hover=”0″ filter_saturation_hover=”100″ filter_brightness_hover=”100″ filter_contrast_hover=”100″ filter_invert_hover=”0″ filter_sepia_hover=”0″ filter_opacity_hover=”100″ filter_blur_hover=”0″ admin_toggled=”yes”][fusion_builder_row][fusion_builder_column type=”1_1″ layout=”1_1″ spacing=”” center_content=”no” link=”” target=”_self” min_height=”” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” class=”” id=”” hover_type=”none” border_size=”0″ border_color=”” border_style=”solid” border_position=”all” border_radius=”” box_shadow=”no” dimension_box_shadow=”” box_shadow_blur=”0″ box_shadow_spread=”0″ box_shadow_color=”” box_shadow_style=”” padding_top=”” padding_right=”” padding_bottom=”” padding_left=”” margin_top=”” margin_bottom=”” background_type=”single” gradient_start_color=”” gradient_end_color=”” gradient_start_position=”0″ gradient_end_position=”100″ gradient_type=”linear” radial_direction=”center” linear_angle=”180″ background_color=”” background_image=”” background_image_id=”” background_position=”left top” background_repeat=”no-repeat” background_blend_mode=”none” animation_type=”” animation_direction=”left” animation_speed=”0.3″ animation_offset=”” filter_type=”regular” filter_hue=”0″ filter_saturation=”100″ filter_brightness=”100″ filter_contrast=”100″ filter_invert=”0″ filter_sepia=”0″ filter_opacity=”100″ filter_blur=”0″ filter_hue_hover=”0″ filter_saturation_hover=”100″ filter_brightness_hover=”100″ filter_contrast_hover=”100″ filter_invert_hover=”0″ filter_sepia_hover=”0″ filter_opacity_hover=”100″ filter_blur_hover=”0″ last=”true” first=”true”][fusion_text columns=”” column_min_width=”” column_spacing=”” rule_style=”default” rule_size=”” rule_color=”” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” class=”” id=”” animation_type=”” animation_direction=”left” animation_speed=”0.3″ animation_offset=””]RAP Success Systems and Cole Realty Resource, two progressive real estate technology companies, join forces to help agents overcome one of the biggest challenges in the industry. 

“I can’t change the direction of the wind, but I can adjust my sails to always reach my destination.” Jimmy Dean

In a recent Facebook live interview, Tyler Steenken of Cole Realty Resource and Isaiah Colton of RAP Success Systems shared how their two companies adjusted their sails to give real estate agents more leverage in the marketplace.

Cole and RAPSS have established a partnership to make their data resources and lead conversion strategies work together. Harnessing the power of these two resources in tandem makes the data a thousand times more actionable than using either resource on its own.

The partnership began when both companies realized they had a shared mission to use their services to help real estate agents crush their goals. Most agents who turn to RAPSS and Cole are those looking to take their business to a whole new level in their market.

RAPSS exclusively works with mega agents and team leaders. Even among that elite group, RAPSS found that lead conversion was a huge problem. “It’s not surprising when the first training or advice new agents get is that building a successful practice is all about lead generation,” said Isaiah Colton.

RAPSS uses its strength with artificial intelligence to turn the hyper-local data provided by Cole into a SMART database. The result is a highly actionable lead database in a user-friendly platform.  It doesn’t get better than that for agents seeking to create their own sales machine. RAPSS takes it one step further by helping agents focus on different strategies that increase the lead conversion rate dramatically above market averages.

It may seem simple now, but there has been a lot of evolution in what data providers like Cole and lead management services like RAPSS provide. Both companies are experts at tracking the “winds” of the marketplace and making the necessary advances to ensure their clients stay ahead of the curve. In addition to technological advances, RAPSS also offers Inside Sales Agents as a team-building resource for busy practices.

“Because of the tremendous investment of resources and manpower that RAPSS makes to deliver services, we restrict the type of agents we support to the top agents; those who generate at least 30-40 transactions per year.  We also ensure we work only with agents who have a mindset that understands that their database is everything and it has to be managed and worked to be a cash machine,” said Isaiah Colton

It’s no secret that agents have to spend money on lead generation. There are reports of agents spending anywhere from $10,000 a year up to an eye-popping $125,000 per month.1  With that kind of money at stake, if you don’t have a rock-solid database at your foundation and you’re not partnering with advanced data providers like Cole, then you will never fully monetize all those leads generated, and you may even go broke in the process.

Consider this: the average conversion rate on internet leads is only 0.005%, ouch! Since the cost of lead generation will continue to rise, and more agents are competing for the same type of leads, agents will have to be more creative with how they’re attacking the marketplace.

“We started off 70 years ago printing Cole Directories. Since then we have expanded into an online platform and with Cole Realty Resource, small businesses are able to grow,” says Tyler. “With our database, agents can receive unlimited access to contact information such as landlines, email addresses, and cell phones. We had to find innovative ways to get cell phone numbers, email addresses and now even attributes like credit indicators and length of residence; that includes a robust set of analytics behind each record. We put a lot of focus on adding value so we can be a true partner to our clients in this changing industry. The Real Database Pro and Lead Conversion Pro products from RAPSS are specifically designed to make the data from services like Cole actionable.

The average agent just grinds through whatever data they happen to have. They pick up the phone and just start calling as many people as they can. But our job is to help agents realize that they need to be smart about what they’re doing to grow a sustainable business. You must reach out to those leads in a systematic, strategic way. It’s not about just buying the leads.

RAPSS is currently headquartered in the Eastman Kodak building, in Rochester, NY. Every day, the collapse of Kodak serves a reminder that you must stay ahead of the curve and be willing to adjust your sails ahead of the prevailing winds. “That’s why our mission is to be the company and team that helps agents convert leads. We are the Lead Conversion Experts,” said Isaiah Colton.

In fairness to agents, when they first got their license, they didn’t know they had to have a master’s degree in sales and marketing.  No one really explains that part of the job. The reality is that to be successful in today’s market; you need to be knowledgeable about fundamental sales and marketing principles. So, if you don’t already have those skills you have to be willing to learn them along the way. A quick way to acquire those skills is to partner with teams like RAPSS that have a mission to share those best practices with their clients.

To get more details about technology companies Cole Realty Resource and RAP Success Systems’ mission to help real estate agents crush their goals, listen to the full interview here: Putting data to work for you!

1. https://theclose.com/why-this-broker-spends-125000-on-lead-generation/

About Rap Success Systems

RAPSS builds powerful, simple and easy-to-use platforms to help real estate agents and brokers convert more leads and generate more revenue. The Company’s mission is to combine innovative solutions and modern technology to help Real Estate Agents and Brokers achieve their goals.

About Cole Information

Cole Realty Resource is a product of Cole Information. Cole Information is a leading provider of vertically-targeted customer acquisition solutions to SMBs across the real estate, insurance, and home services verticals.  Cole’s suite of proprietary, technology-enabled digital customer acquisition solutions leverages its national consumer databases of more than 130 million households and 19 million businesses, plus unique datasets including cell phone numbers, email addresses, and automobile ownership. For more information visit www.coleinformation.com[/fusion_text][/fusion_builder_column][/fusion_builder_row][/fusion_builder_container]

[fusion_builder_container hundred_percent=”no” hundred_percent_height=”no” hundred_percent_height_scroll=”no” hundred_percent_height_center_content=”yes” equal_height_columns=”no” menu_anchor=”” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” status=”published” publish_date=”” class=”” id=”” border_size=”” border_color=”” border_style=”solid” margin_top=”” margin_bottom=”” padding_top=”” padding_right=”” padding_bottom=”” padding_left=”” gradient_start_color=”” gradient_end_color=”” gradient_start_position=”0″ gradient_end_position=”100″ gradient_type=”linear” radial_direction=”center” linear_angle=”180″ background_color=”” background_image=”” background_position=”center center” background_repeat=”no-repeat” fade=”no” background_parallax=”none” enable_mobile=”no” parallax_speed=”0.3″ background_blend_mode=”none” video_mp4=”” video_webm=”” video_ogv=”” video_url=”” video_aspect_ratio=”16:9″ video_loop=”yes” video_mute=”yes” video_preview_image=”” filter_hue=”0″ filter_saturation=”100″ filter_brightness=”100″ filter_contrast=”100″ filter_invert=”0″ filter_sepia=”0″ filter_opacity=”100″ filter_blur=”0″ filter_hue_hover=”0″ filter_saturation_hover=”100″ filter_brightness_hover=”100″ filter_contrast_hover=”100″ filter_invert_hover=”0″ filter_sepia_hover=”0″ filter_opacity_hover=”100″ filter_blur_hover=”0″][fusion_builder_row][fusion_builder_column type=”1_1″ layout=”1_1″ spacing=”” center_content=”no” link=”” target=”_self” min_height=”” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” class=”” id=”” hover_type=”none” border_size=”0″ border_color=”” border_style=”solid” border_position=”all” border_radius=”” box_shadow=”no” dimension_box_shadow=”” box_shadow_blur=”0″ box_shadow_spread=”0″ box_shadow_color=”” box_shadow_style=”” padding_top=”” padding_right=”” padding_bottom=”” padding_left=”” margin_top=”” margin_bottom=”” background_type=”single” gradient_start_color=”” gradient_end_color=”” gradient_start_position=”0″ gradient_end_position=”100″ gradient_type=”linear” radial_direction=”center” linear_angle=”180″ background_color=”” background_image=”” background_image_id=”” background_position=”left top” background_repeat=”no-repeat” background_blend_mode=”none” animation_type=”” animation_direction=”left” animation_speed=”0.3″ animation_offset=”” filter_type=”regular” filter_hue=”0″ filter_saturation=”100″ filter_brightness=”100″ filter_contrast=”100″ filter_invert=”0″ filter_sepia=”0″ filter_opacity=”100″ filter_blur=”0″ filter_hue_hover=”0″ filter_saturation_hover=”100″ filter_brightness_hover=”100″ filter_contrast_hover=”100″ filter_invert_hover=”0″ filter_sepia_hover=”0″ filter_opacity_hover=”100″ filter_blur_hover=”0″ last=”no”][fusion_text columns=”” column_min_width=”” column_spacing=”” rule_style=”default” rule_size=”” rule_color=”” hide_on_mobile=”small-visibility,medium-visibility,large-visibility” class=”” id=”” animation_type=”” animation_direction=”left” animation_speed=”0.3″ animation_offset=””]

If you’ve been following the “$100k in 90 Days” coaching series hosted by Patrick Fenton, then you’re already among the exclusive class of real estate agents who do what it takes to position themselves as leaders in their market.

This post shares what Pat covered in one of the most recent episodes. Here’s what he said:

I’ll start today by telling a quick story because it’s an awesome story. We love the rags to riches stories; those come from behind stories. I know I do because I think most of us can relate. It’s a quick story about a good friend of mine, his name is Ray Higdon, and he and his wife Jessica own a company called Rank Makers.

Ray and I have similar backgrounds. I was introduced to Ray about 13 years ago by one of my real estate clients, Ryan Chiodo, out of Naples, Florida.

Ray was a speaker and platform sales guy for Whitney Education Services. Like most people who were in that industry, the mortgage meltdown and recession completely wiped out them out. I know it did for me as well. As Ray tells the story online, he “…ran into some problems, so life sucked for a while.” He was even facing foreclosure on his home.

But he just woke up one day and said, “You know, I just need to get my butt going and I need to reach people–engage people–because I am very talented and I have skills.  I have all this knowledge, but it’s just that nobody knows about it!”

He realized the cheapest, best way to get started would be through social media. So, Ray got a piece of paper out and vowed that he was going to do one video every single day, including Sundays. You know, Sundays when the Super Bowl is on, and you’re cooking and have all kinds of other fun things going on. The days when you don’t feel like doing work-related activities. Ray decided to do a video, and he committed to that every single day. His commitment was not just for two weeks, like most people do when they say they’ll go to the gym, a seminar, or class. Instead, his commitment was for every single day, day in and day out. I believe this was in 2010.

He started making a little bit of money, but obviously, it had a tidal wave of personal and financial problems that he had to address. But he just kept going, posting his videos day in and day out until he got more followers and attracted more people. At that point, he said to himself, “..great now I’m getting a following, but I’m I’m talking to like nine people.”  So while he kept doing his daily videos to attract  more followers, he also pulled together a little bit of money to place an ad. So now he’s actually running ads. Then he began to study online sales funnels and understanding the psychology of online sales funnels and learning how Facebook and Instagram worked.  He wanted to understand how to use the platforms to make money. His goal was to avoid all the traveling he had to do before.

All that said, while I don’t know exactly what Ray makes today (I’d estimate high six figures every month) he has an incredibly beautiful home in Naples, a beautiful wife, and baby He’s got a huge following now and his smashing it at his quarterly events.

I love that story; I love seeing people win.I love seeing people with their backs against the wall and fighting their way out of the corner. It goes to show you that you really don’t need money. Nobody came into Ray’s life and said “oh you know what, Ray’s $300,000 in debt and under foreclose on a home, let’s just invest in him.”  So he didn’t start with money he started with guts, desire and commitment.

He started by changing his routine and his habits, even when it wasn’t always what he wanted to do.  He was working diligently for little to no money at first. Brian Tracy talks about this when he says, “You have to work hard for a little while and put in more effort in the work than you actually will convert to dollars for a short period so that you can enjoy the sustaining benefits for the long run.” That’s a principle we all know.

When we work really hard it has this rippling effect, and it continues to spiral for us in a positive way.  That’s what Ray did.

So as you as real estate agents, how do we do what he did? How can we model that?

Watch the rest of Pat’s video to learn how real estate agents can model the success of agents like Ray, to take their business to greater heights.

[/fusion_text][/fusion_builder_column][/fusion_builder_row][/fusion_builder_container]