Mitch 's Blog

So I guess there was some confusion over a post I made this past week with regard to affiliate marketing.  Let me explain it hopefully a little better.

Back when I owned my Internet company, I was one of the first companies online to do affiliate marketing.  The goal was to have my affiliate partners have my content and business on their site but make it appear to be my affiliate partners.  It was a win/win situation; when someone bought something, through these sites we both benefited.

A few weeks ago it dawned on me that I should be using this approach in the Real Estate arena.  I haven't seen anyone do this so it's understandable that most Agents won't really understand what I'm doing.  However, if you don't, don't miss out on the opportunity.  Just call me at 321-258-4150 and I will explain this the best I know how.

Here's how it works:

Once we agree that you would like to participate, I will create an IDX page that is for Brevard County Florida.  Since over 80% of our leads come from out of state, we are partnering with other Real Estate Brokers all over the country.  The IDX page we create for you will allow your visitors to search for homes by going through your site.

Once someone does a search on your Brevard Couny IDX form, our Agents will do what we do best, convert Internet leads to sales.  If a lead from your site becomes a sale, we send you a 25% referral fee.  Almost as important, you will receive a copy of each lead knowing that they are most likely going to be selling their home before they can move to Florida.

You simply will place the link on your site stating: "If you are thinking about moving to Florida, click here to search for homes in Brevard County Florida."  Of course you can market this as little or as much as you would like.  The more you market it the more chance of getting listings and referral fees. 

Just one last note, as The eHomes Realty Network grows, so will our referral network.  Whether you are a member or not, you will then have access to all of Florida and beyond!

As I mentioned above, if this makes sense to you, and you would like to receive listings leads and referral fees, please feel free to email me at mitch@mitchrealty.com or call me on my cell phone listed above. 

I have received a few emails lately that have stated that they would like to join The eHomes Realty Network but are afraid to because of all the companies out there promising the world and not delivering.  In reality, I'm not promising anyone the world.  In fact, my training and tools will not work for you if you don't have it in you to become successful.  Our goal, my goal, is to help as many Agents and Brokers as I can become successful not only by building a strong Internet program for you, but just as important to offer training on other aspects of Real Estate that you may or may not have access to in your office. 

With that said, if you are not getting what you would like out of Real Estate and think there is more, then you owe it to yourself to join at http://www.ehomesrealtynetwork.org/index.cfm/Register.  I know it's hard to grasp that I am really here to help you.  Believe me, I get just as many vendors calling me on a daily basis all wanting to get into my pockets.  One of the reasons I have priced this program so inexpensively was because I understand that money is tight.  I understand that everyone wants your cash.  I understand how difficult this market can be.  I understand how difficult this busines can be if you have not had the best training.  Let's face it, there are very few companies that have any training. 

Whether you are a new Agent trying to figure it all out, or an Agent or Broker who is just not feeling like they are getting over the hump, The eHomes Realty Network is here to help.  I hope to hear from you!

As we continue to grow our Internet program at Tropical Realty, we are in the process of developing an Affliate Marketing program to create a win/win situation for our affiliates and ourselves.  The program is simple.  Place our IDX search page on your site and have a link saying "Are you thinking of buying a vacation or reolocating to Florida? Click here to search for homes." 

Each affiliate has it's own landing page so we can track each lead that comes from your site.  Also, you will receive a copy of each lead and have the ability to contact that lead with regard to getting the listing.  With more than 50% of our buyers in Brevard County Florida, The Space Coast, this is a great way to generate referral fees (25% per sale) and listings.  Like I said, it's a win/win situation. 

If you have any interest in partnering with us, please drop me a note at mitch@mitchrealty.com.  It takes less than a few minutes for me to generate your link.  Let's face it, you probably know people that are moving to Brevard County Florida.  Most of our customers come from California, Massachusetts, NY, Conn., Rhode Island, Vermont, Maine, and the midwest.  If you are located in any area that is cold, you can be sure that your future customers are moving to Florida! 

I wanted to mention another floor call like opportunity.  At our office we also have a feature on our front desk computer called Bold Chat.  Bold Chat is a live chat tool that allows your visitors to your site to contact you instantly.  Our staff has sold many homes through this excellent feature. 

It's very easy to use.  Simply place the button on your website and visitors to your site will contact you through this Instand Messenger tool.  Once a customer contacts you, just follow the directions on the last post as it was a phone call.  These are very easy to convert to customers for life!

To see the Floor Call post go to: http://activerain.com/blogsview/664942/Floor-Calls-The-most

All of our tools we use in my office are part of The eHomes Realty Network.  If you really are tired of not making it in this business go to www.eHomesRealtyNetwork.com.  Find out how you can become supercharged! 

I can't believe that only 2% of the floor calls in the United States are converted to customers.  Yes, you heard that right.  Only 2% of buyers who are calling your office to find out about properties are being converted to customers.  When I heard that number in 2001 when I first started I knew that was a huge gap and of course an opportunity for me to shine. 

I spent the first few weeks of my Real Estate career listening to Agents, and good Agents, doing floor time. I listened to their phone calls and almost immediately figured out the problem.  I then asked many of these Agents what they thought of floor time.  They all said the same thing, in fact it's the same thing I hear from Agents all around the country.  According to these Agents it was a complete waste of time.  So I asked them why they hate it so much.  Their answer was very telling.  They said that all these people wanted were prices of homes and they never buy anything. 

One thing I have learned throughout my life, and have made a good living at it, is to do the opposite of what everyone else is doing.  I set out on my quest...which lasted about 15 minutes, to figure out how to do floor calls.  My first year in business I sold 36 homes.  Of those 36 homes, 28 were from floor calls. 

One of the things I teach at The eHomes Realty Network (www.ehomesrealtynetwork.com) is how to handle floor calls.  I know that most people know me as an Internet expert, but our Network offers so much more.  We not only teach and help you master the Internet, but we also teach you how to maximize every lead that comes your way whether from the Internet, Floor Calls, FSBO's, sign calls and more.

So let's talk about floor calls for a minute.  Does this sound familar?  The phone rings and here is the conversation.

Agent - Thank you for calling Anyplace Realty, this is Suzy, how can I help you?

Customer - Could you tell me the price of 111 Main St?

Agent - Sure, that price is $269,000.  Is there anything else I can help you with?

Customer - No thank you....good bye.

I have heard that floor call conversation a thousand times when I first got in the business.  The problem was obvious.  The Agent didn't give herself any time to build a customer.  She didn't have a chance.  So do Agents hate floor time because they don't know how to take advantage of the phone call to turn that caller into a customer.  That's my belief.  I find that most people will blame everything and everybody about their failures.  Don't you think it's time to look in the mirror and start taking responsibility and learn how to be successful at things you aren't good at. 

Ok, so how do you handle a floor call and get a lead 80% of the time?  It's actually extremely easy.

First, you must be prepared on floor to handle a call.  You must have your MLS open the entire time so you can handle the call properly.  You must not be on the phone during floor time as you won't have time to handle the caller when they call.  We have all been guilty of the quick answer because you were to busy to handle the call.  I know, I can't believe anyone would be too busy to not help a buyer on the phone.

Ok, so I'm going to teach you how to handle the call. This is directly from one of my training manuals which all my members at The eHomes Realty Network have access to every day and night.  By the way, if you are not getting what you want out of Real Estate then you owe it to yourself to check out the Network.  I know that you will increase your sales but I can't make you take that step.  It's up to you to really think about what you want out of this Real Estate business and to make the decision to go and get it.  Ok, no sales pitch...this is how to handle a floor call.

Using the MLS to Capture a Lead

As with our phone calls we make to our leads, your personality will be the first contact with this new potential customer.  Many times a person is calling just to get a price of a home.  They are very tentative and sure you are going to try to sell them something.  Their guard is up!  As I have said many times, if you can have fun, you can win.  I usually answer the phone with something to catch them off guard.  A simple, "Good Morning" when it is the afternoon will always get a chuckle or a "Are you having a fun day?" will do the same.  It's tough sometimes, but if you can't break the ice you will have difficulty converting the call to a customer. 

Let's go through a typical phone call.  This will illustrate how a good floor call should go.

 Agent - Good Morning!  Are you having a fun day today?  This is Mitch, what can I do to help you?

 Customer - I guess it's a fun day!  By the way it's afternoon not morning. 

 Agent - Oh yeah, time just flies while I'm having fun here!  So what can I do for you?

 Customer - I would like to know the price for (insert street address)

 Agent - Great let me get pull that up and I can take a look.  This will only take a minute or so.  So are you local or out of state?

 Customer - I'm in Boston. 

 Agent - I'm from Boston too (if you are lucky enough to make that bond, you are all set.  You should be able to get them easily as a customer)  I've been down here about 9 years and I love it.  It's the best thing I ever did.  Are you currently working with Realtor?

Customer - No, I'm just starting to look and I found your website online.   

 Agent - That's how most people find us.  Most of our customers come from the North.  Are you looking for vacation home or are you moving down here permanently?

Customer - I'm thinking about moving down there for good.  I'm sick of the cold!

Agent - I understand that one!  What type of home are you looking to buy?

Customer - I'm looking in Cocoa Beach.  I've always wanted to live near the Ocean.  I need at least 3 bedrooms and 2 baths.

 Agent - How big a home do you want?

 Customer - At least 1800 sq. ft.

 Agent - Ok, I got the info on the home you called on, it's $285k.  When are you going to be coming down here to look at houses? 

 Customer - Next Month.

 Agent - Do you have to sell you home first? 

Customer - No I currently rent and it's time to buy.  I'm tired of throwing money away.

Agent - It's true, for what you pay for rent up there I can help you find a home to buy.   Well, while we were talking I pulled up a list of properties including the listing you called on.  There are 25 others that are similar.  Would you like me to send you the list so you can look at them?

Customer - I don't want to waste your time in case I don't come down there.

Agent - Not a problem.  I'll also set you up in our listing update system which will notify you of any new listings that come on the market.  What's your email address and I'll send you the list. 

Customer - Billy@BillyBoy.com

Agent - Great! I'll send it right up to you.  Could I have your name and phone number.  I would like to check in with you to see if you have any questions or would like me to change the homes I'm sending. 

Customer - Sure, my name is.....

Agent - Great, I'll give you a call in a few days to go over the listings and we can start to put together a list of properties to show you next month when you come down.

You have now created a lead, a very strong lead.  Many times the customer will be local but they may also be from anywhere in the world.  Also, many times they are looking at your website and the property they are calling on is located in our IDX system.  If it is not on our list of in-house listings, you need ask them if they have the MLS number.  They usually do.  The few key points you need to take from this dialogue are:

•a.       Are you working with a Realtor - I'm not a big fan of doing other Realtors work.  Ethically we are not allowed to try to steal the customer if they call on one of our listings.  You will find over time that most Agents will try to steal your customers. It's the nature of this beast.  However, all of our Agents are required to be the best and most ethical and honest Agents in the county.  We don't lower our standards because they lower their standards.

•b.      Find something in common quickly - If you can create a common bond quickly, you can almost guarantee you winning this person over.  For me I use Golf because it relates to leisurely sunny days while relaxing.  Everyone can relate to the sun and relaxation.

 •c.       Send them a list - Be sure to get their email address to send them a list.  Once you have them set up in your prospecting system you will be in front of them on a regular basis.

•d.      Get their phone number - Of course the ultimate goal is to get their phone number to follow up to eventually get the appointment to show when they come down.

•e.       Get the appointment - If they are a local lead, your goal is to set an appointment.  A simple "would you like to see any of these?" works.  You can't get what you don't ask for.  Ask for the appointment and you will be pleasantly surprised!

 Well I know this has been quite the long blog, but it's an important one.  You can just blow this off, or you can change the way you view floor time tomorrow morning.  I hope you take this info and add a few sales to your bottom line this year.  If you find this information helpful, you do owe it to yourself to check out The eHomes Realty Network.  Just think if you sell a couple houses because of this blog, how many homes can I help you sell if you actually read all my training and have me as your personal consultant?  Your future is totally up to you!

I wrote this manual last year and give it to every new Agent I hire. I also give it to anyone that I meet that is thinking about getting into business for themselves.   It's my thoughts and experiences of how I believe everyone should run their businsses.  It covers everything from lead generation to ethics.  My goal in life is to motivate others to get off their butts and go after their dreams and goals.  The only person who is going to help you succeed...is you. 

It's a long read, but I have received some great feedback and thought I would share it with you. 

http://www.ehomesrealtynetwork.org/index.cfm/Sales_and_More_Guide/

It's been a busy night for The eHomes Realty Network.  I have received 4 new members and counting tonight which is awesome!   I am so happy I have so many people that believe in me and what I teach.  It's very rewarding.  I find nothing more exciting to me than helping Agents and Brokers take their business to the Next Level. 

It seems the most asked question I get from my members is "How do I convert a lead to a sale?".   Of course the first thing I tell them to do is to read our 100MPH Marketing System Manual.  All the answers are located in that manual. 

The biggest error I see from everyone, including my members, is the lack of follow up needed to convert an Internet lead to a customer for life.  It's so important to have a strong follow up system if you really want to master Internet Lead Conversion. 

On September 12th we will be starting our twice monthly webinars.  I'm very excited about offering these webinars.  We are still working out some of the issues.  The biggest is whether these will be online or by conference call.  We are still checking out which system will be the easiest and most effective means of accomplishing these calls.  Sept. 12th, our first webinar, is going to be about Lead Capture.  In this webinar you will learn how to capture leads online and more importantly the information you need to capture in order to maximize your conversion to sales.  There is more to capturing leads than just getting a name and email address. 

If you are interested in attending the webinar/conference call, drop me an email.  I may have room for a few guests which will be handled on a first come first serve basis.  Of course if you join The eHomes Realty Network (http://www.ehomesrealtynetwork.org/index.cfm/Register) you will have a front row seat to all our webinars and of course all our other great programs!  I look forward to hearing from you.

It's been interesting since I started The eHomes Realty Network (www.ehomesrealtynetwork.com) .  I have talked with so many Agents and Brokers who are really off base when it comes to their Internet program.  After a few moments on the phone, the fixes are usually very simple and once I explain the benefit of not reinventing the wheel by joining The Network, they join.  This is the first time, at least that I have seen, that you have access to all the systems our Brokerage uses to convert leads to customers for life.  It's all about capture, convert and customers for life.  That's always our goal! 

If you have been beating your head against the wall trying to "get it" with regard to your Internet program, then stop hurting yourself.  You are wasting money and I know how much that hurts!  Been there and done that!  Check out what we have to offer.  My purpose in starting The eHomes Realty Network was to help Agents and Brokers not spend the amount of money I had spent to figure it all out. 

Our systems have taken us from one agent, me, to 24 Agents and on track to sell over 250 homes via the Internet this year.  It's there for the taking, you just have to go for it!  Of course I can't help you figure it out unless you join the Network.  I hope to see you soon!

Check out the Member Benefits at:

http://www.ehomesrealtynetwork.com/index.cfm/Benefits_of_Membership

I was talking with a group last week and they had asked me why I had started The eHomes Realty Network.  It really wasn't a hard decision once I decided which direction I was going to go. 

I recently wrote on my blog at The eHomes Realty Network why I decided to go this route.  Check it out at: http://www.ehomesrealtynetwork.com/index.cfm/Mitchs_Blog/fuseaction/forum.topic/threadid/308

If you have any questions about the Network don't hesitate to ask!

I have asked this question of many people, most recently when I presented my eHomes Realty Network (www.ehomesrealtynetwork.com) to about 60 brokers in Orlando.  What do you feel is the purpose of your website? Does anyone really know the answer.  The answer, in my opinion, is to get visitors to become a lead so we can turn those leads into customers for life.  That's the purpose. 

What I have heard from almost everyone is that the purpose of a website is to provide information to the visitors.  Sure, that's a purpose, but it should be THE purpose of your website.  Most of the Agents that believe the purpose is information are usually the same Agents just waiting for someone to click on the "contact us" button on their website.  I have read that the actual rate using this technique is somewhere around 1 out of 1000 visitors might contacdt you. 

When I mentioned this at the presentation this morning, I saw many of the Brokers with the "aha" look on their faces.  Personally that's one of my favorite sights when I teach this stuff.  I love when someone really gets it all of the sudden. 

After the presentation this morning I had several, about a dozen, Brokers come up to me and ask me about joining.  In fact, the woman who had me come there, Lisa Harr, from IFREC, told me that the few people she talked to after I left were very excited about joining.  In the end, when I do meet and talk with Agents, they do understand that I'm doing this Network to help Agents save a ton of money that they will waste trying to figure out the Internet.  As I've said, why spend thousands of dollars in mistakes when I have already made them for you. 

So when you start thinking about your Internet strategy, please be sure to look at your site for the great tool is should be.  Learn to capture leads and then learn to convert them.  It's the future of Real Estate...well actually it's now.  As always, if you have any questions about the Network or about Internet lead capture and conversion, please don't hestitate to email or call me!