Posts Tagged ‘Michael Russer’
The Secret to Online Lead Conversions
Monday, March 8th, 2010
For most sales professionals, converting online leads is the bane of their Internet world. Online consumers just don’t behave anything like those you meet face-to-face or on-the-phone. Now imagine if there was just one thing you could do that would suddenly convert cold online inquiries into serious clients.
Small Steps to Solve Big Problems
In their new book: “Switch: How to Change Things When Change Is Hard” authors Dan & Chip Heath explore how big problems don’t always require big solutions or worse, big changes in behavior. Big problems can often be solved by leveraging just one simple, small change in behavior. For example, real estate companies and their agents have been struggling with how to boost online lead conversion since the inception of the commercial Internet. They often approach this with massive training programs and/or constantly introducing even more complicated strategies (like social networking) when agents haven’t even mastered the basics of speaking the language of online consumers.
If companies and agents would use just one thing consistently, they would see their online lead conversions soar. That one thing is what I call the Critical First Response Email script. This is an email script engineered to be used specifically as the first response to online inquiries. I crafted this script and have been teaching it since the 1990’s and always receive email from incredulous agents who are astounded at how well it works. Here’s one that I just received a few days ago:
Last week I had used the email lead response script that was provided in the course. I had been going back and forth with the prospect and finally met to show her the rental property this week. Very nice, professional gal and we hit off very well.
She thanked me profusely for my quick replies to her emails AND said, the first email I sent to her was the reason why she trusted me!!! It was non-threatening and she felt I totally understood where she was coming from making an internet inquiry. It was EXACTLY as you and Michael said!!! Amazing…
RuthAnne Salvatore, REALTOR/Broker Associate
C.R.S. Certified Residential Specialist
ERA Goodfellow Homes
203.994.4860 (Mobile)
Just One Thing…
Remember the movie “City Slickers”? Billy Crystal’s character asks “Curly” the trail boss (played with dead-eye aplomb by Jack Palance) “What’s the secret to life?” And Curly responds by holding up his finger and says “Just one thing…” Well, I don’t know about the secret to life, but I sure as hell know the secret to boosting online lead conversions and it’s just one thing —consistently using the Critical First Response Script for every initial inquiry that comes your way via the Net.
Here’s Where You Find It
If you’ve read this far then you deserve to have access to this incredibly powerful, yet simple tool. Just go to www.FaceBook.com/OnlineDominance and click on the “Cool Tools” tab at the top (you will need to be a fan of Online Dominance to get access to this tab’s contents.) You will be able to immediately download this script right from there.
Remember, big problems can often be solved by very small changes in behavior. Here’s your chance to find out just how powerful this thinking really is…
Google Makes Your Active Fan Page Even More Valuable
Sunday, February 28th, 2010
Google is busy serving up real-time updates from Twitter, Myspace, blogs and so on for hot search topics or trends. It just added Facebook Fan Page updates to this mix and here is why it’s important to you.
The world of search results and relevancy is going more real-time (you can largely thank Twitter for that). Since Google is all about providing relevant search results for a particular search, it is now striving to provide these real-time yet ephemeral results right at the top of the non-sponsored results of each search. If you have an active Facebook Fan page focusing say on your primary neighborhoods, and fans are actively posting comments, then you are going to see more search engine traffic. First to your Fan Page, then (by extension) to your site. This also means that your Fan Page is likely to rank higher in the search results over all as a result.
For this to work in your favor however, two things need to be in place regarding your Facebook Fan page:
- Its focus needs to be relevant – a Fan page is NOT about you (at least not if you want to succeed)! For most real estate sales professionals this means it needs to be about your particular niche and/or neighborhoods you service.
- Fans need to be active – this means you must keep the content fresh and worthy of comment.
I truly believe that appropriately maintained social media will be the new “Google Juice” for driving Web traffic and hence most online business. Static content, even if comprehensive, is no longer enough. So if you are not connecting with clients and prospects this way (i.e. via an active Facebook Fan page), now is a good time to start!
* Special thanks to Brad Carroll of Dakno Marketing for this tip :0)
Ignorance Is, Well… Ignorance
Friday, February 26th, 2010
My Mom had an expression to describe the innocence of my Dad’s world view: “Ignorance is bliss.” Apparently that particular trait was not passed down to me given one of my favorite expressions is: “Better the devil you know than the one you don’t.”
Unfortunately “Ignorance is bliss” is the way far too many people live their lives or go about their business. It’s easy to see why. It’s a way to avoid the unpleasantness that is a part of our existence here on earth. It’s also the way to avoid taking responsibility to make things better for ourselves and those around us.
Choosing the “bliss” of ignorance is choosing to be unconscious. It also means lost opportunity, failure to see real danger and often being the cause of it…
Nothing in all the world is more dangerous than sincere ignorance and conscientious stupidity.
Martin Luther King Jr.
Seeing things for what they really are is often not a fun experience. It is necessary however if you want to thrive in a world that is changing at light speed. The key is to not internalize what’s happening “out there”. Observe it, make behavioral adjustments as needed and move on. Reality becomes painful primarily when we turn it into a story about us rather than acknowledging that it is simply “what is”. Easier said than done, I know —which is why so many people opt for the bliss of ignorance. BTW, if ignorance was bliss, then why aren’t there more happy people? Something to think about…
Do You Have the Will to Win?
Friday, February 19th, 2010
Having you been watching the Winter Olympics? These athletes are beyond amazing. They train tirelessly for years just for the chance of competing for a medal that says to the world they are the best at what they do.
And, for the most part they are unstoppable. Lindsey Vonn still manages to shake off brutal injuries and pain to become the world’s fastest women downhill skier. Aside from raw talent, what makes these people champions while everyone else is either a wannabe or a spectator?
In a word, it’s their will to win. Their will is indomitable and laser focused. They let nothing get in the way of their goals and dream of winning a Gold Medal. So is this force of will just the province of lithe athletic gods, or is it something that we all have the potential of tapping into…
You have the means to get it done. There is no question of that. If it’s not happening for you, there’s really just one thing missing. Somewhere, somehow, you lack the will to do what it takes.
Yes, of course there are all kinds of obstacles. Certainly it is not easy and there are plenty of completely understandable reasons why you have not gotten it done. Even so, you know it is possible. And indeed it is possible for you.
Excuses won’t do it. Commitment, and the focused, persistent action to back it up, are what will get you there. It’s your choice and it’s your life. Right now, your greatest possibilities await your will to make them happen.
Ralph Marston
In my business (of coaching sales professionals) I run into a lot of who confuse lip service for will. Then there are those who give their will substance through committed, focused and persistent action. You can tell these individuals are champions right out of the gate. Their actions speak much more loudly than their words.
Fortunately your will is something you have total control over. Unlike native intelligence or athletic ability, your “will potential” is a function of choice —yours.
See Mr. Internet LIVE at the National Real Estate CyberConvention & Expo
Monday, February 15th, 2010
This note is to let you know that I will be the only featured LIVE speaker presenting “Dominate Your Online Competition” at the upcoming National Real Estate CyberConvention & Expo, February 21-27, 2010. To register just go to http://recyber.cyberconventions.com/
This is a wonderful on-line convention and you may attend all events — without leaving home! The event is expected to attract over 10,000 real estate professionals during its seven days (Feb 21-27) and is open to the real estate community worldwide.
This year’s speaker line up, the largest ever, in addition to my talk, includes 50 sessions plus an address by Lawrence Yun, Chief Economist of the National Association of REALTORS who will tell us what’s going to happen!
You can network in the CyberConvention Social Networking Community, check out the latest business building products and services at the Expo — and of course attend my session! Once again, my session will be the only one that is LIVE (i.e. real-time) while the others are pre-recorded.
Register for your pass at: http://recyber.cyberconventions.com/
Explode Your Facebook Fan Page Base For No Cost
Sunday, February 7th, 2010
Douglas Newby is one of my long-time students who had zero (0) fans for his FaceBook fan page last September (2009). As of the date of this post he has well over 48,000 fans, each of which contributes to his search engine rankings. Here’s how he did it and how you can explode your fan base without spending a dime. NOTE: if you already have a fan page and want to learn the secret of explosively growing your fan base for no cost without having to read this whole article, just go to www.FaceBook.com/OnlineDominance and click the “Cool Tools!” tab.
Personal Profile vs. Fan Page
There are two primary ways you can represent yourself on FaceBook:
- Personal Profile – everyone who has a FaceBook account has a profile page. This is your “home base” for all your friends and family to connect with you in a personal way on personal (i.e. not business) matters. While how you grow and manage your “friend base” is a topic for another post, suffice it to say it doesn’t even come close to helping your business as the next way.
- Fan Page – sometimes also referred to as your business page. This is where you try to attract and interact with people who are part of your target market or at least connected to it in some way. Now this next part is very important: The more targeted fans you have, the more Google will see you as being relevant and important in your field of real estate expertise. And this translates to significant gains for your search engine rankings. For example, Douglas Newby is essentially a one-man shop in Dallas, yet his site consistently out-ranks those of companies in his area with 1,000 or more agents.
To create a Fan page in FaceBook simply go to www.facebook.com/pages/create.php and follow the simple steps. Now there are some things you might want to do jazz it up so it looks attractive and engaging. There are plenty of articles written about this that go into more depth (just Google “How do you create a fan page on FaceBook”).
Once created, Facebook will give your fan page an innocuous looking URL that no one would ever remember. However, once you have at least 25 fans, you can get your own URL that is tied to your brand. This is crucial that you do this ASAP!! Get your friends and family to become fans so you hit your 25 fan threshold as quickly as possible. Then go to NameChk.com to see if your intended name (i.e. brand name) is still available on nearly every social media portal on the Net. If so, grab it immediately on FaceBook, Twitter and YouTube at the very least.
Growing Your Fan Base
Douglas Newby did something rather clever to build his fan base from 25 to about 2,000 in a short period of time. He simply created a FaceBook ad targeted to people on FaceBook who are interested in modern architecture. His ads were set up as Pay-Per-Click (PPC) which means if they clicked on his ad, they automatically became a fan. Keep in mind however, this method is not free and each fan you bring in this way costs you money. Once he hit the 2,000 mark, his fan page went wildly viral and started growing exponentially by word of mouth from his initial base. The reason his fan base grew so quickly after that is a) his content is extremely interesting to his target market, and b) there are millions of people all over the world that are interested in fine modern architecture.
Here are several ways you can grow your fan base without spending money:
- Send emails to your clients and prospects suggesting that they become a fan;
- Place a “Become a Fan!” widget on your Websites and blogs.
While these methods may add marginally to your fan base, don’t expect rapid growth this way. The key to explosively growing your fan base consists of two parts: 1) make sure you have something of extreme value in the eyes of your target market, and 2) well, it will have more impact if I demonstrate it for you —just go to www.FaceBook.com/OnlineDominance and click the “Cool Tools!” tab and you will instantly see how this second part works :0)
You will find that taking the time to aggressively grow your targeted fan base will have a dramatically positive impact on your online bottom line. There is simply nothing more powerful in marketing than having a bunch of raving fans…
First Time Buyer Niche Success Story
Saturday, February 6th, 2010Take one relatively new sales associate, add liberal helpings of passion and commitment and you end up with someone who comes out on top. Here’s how she did it (in her own words).
Hi Michael
Just wanted to say I’ve loved what having a niche has done for my business from a personal enjoyment point of view. (it sucks to hate your job). Tomorrow I meet with my broker to go over my business plan for 2010 and I am excited and proud of what I’m doing.
I just had my second annual VIP Client appreciation party, and put pix up on my photo blog. I got a lot of community involvement (donations of prizes) which generated awareness of my business, re-grouping with old clients (who now really love me) and the photo evidence is now further marketing material… so I am sure things could be improved upon, but I wanted to share it with you – here’s the link to my latest photo blog entry: http://photos.dreamhomearlington.com
But the point of this email was to tell you how much I’ve personally enjoyed developing my niche of working with First X Buyers – it totally gives me focus, and something more interesting to talk about than “I sell houses” My broker thinks I’m brilliant. (blush) and credit to Mr. Internet!
Also, something I just did that others may find interesting: I had $50 American Express gift cards made up with my logo on them - and I’ve been giving them to buyers at Closing, along with a bottle of champagne. I have also used them as “THANK YOU!’s” for referrals. People remember me when they spend the money, and it’s kind of a hit – so I thought I’d share it in case you think others may want to do this. Thanks again, and I welcome any input on my blog/ site, or whatever!
Bija Satterlee
Bowes GMAC
1010 Mass Ave, Arlington 02476
781-354-4835 c
781-643-1741 f
www.bowesre.com
www.dreamhomearlington.com
http://photos.dreamhomearlington.com
http://blog.dreamhomearlington.com
I received the above email last Wednesday. Bija has since had her annual business review with her broker and followed up with this (received just a few hours ago):
“…I had my annual business meeting review with my broker, and he said not only was I among the top producers in town, and in our office, in his words “Ive never seen an agent put the ‘whole package’ together quite like you have – with your niche, your web site, your blog, the seminars, the whole deal.” I have areas I need to improve in, but he said he was very impressed and proud to have me as an agent in his office. So that was like hitting the jackpot – to get recognition like that from him.”
Do you get a sense of how much she loves the process? That is actually one of her most powerful success secrets. If you don’t believe me, just read the following post…
So that was like hitting the jackpot – to get recognition like that from him.
How to Immediately Eliminate Frustration in Your Business
Thursday, February 4th, 2010
What does CSI, ice cream and the latest, greatest real estate marketing tools have in common? Something that could forever hold you back if you aren’t careful…
Solving an exciting major crime in just 45 minutes, experiencing that luscious feeling of sweet cream melting in your mouth and believing that the latest real estate “silver bullet” will solve all your problems are all examples of instant gratification.
Hey, I like watching a great TV show and eating ice cream as much as the next person. I even paid $249 for an awesome book on writing headlines, titled: “How to Write Great Headlines Instantly!” (which unfortunately was 160 pages pages long – so much for “instantly”).
The problem is that our collective sense of what is important is increasingly based upon “Get it now with the least amount of effort“. Short term pleasure often results in long-term pain. Time lost, weight gained and precious financial resources badly misplaced in so-called solutions that promise little or no effort to see immediate substantial benefit.
It is only natural to want instant results with the least amount of effort. In fact it’s wired right into our survival mechanism. However, what helped us survive often holds us back from reaching our full potential. That requires hard work, dedication and a willingness to transform our need for gratification into fulfillment 0f enjoying the process…
Every achievement requires many efforts. Those individual efforts combine with each other to bring the desired result.
Ralph Marston
If you set your egoic goals for the purpose of freeing yourself, enhancing yourself or your sense of importance, even if you achieve them, they will not satisfy you.
Eckhart Tolle
One of the most powerful ways to overcome the allure of instant gratification is to take pleasure in the process of whatever you do. This means the act of doing what is necessary is even more fulfilling than the results you are striving to achieve.
While we can perhaps rightfully blame Madison Avenue for pushing the drug of “You deserve to have it now!”, each of us certainly has the ability to simply just say “no”. Instant gratification never fills the void of desire nor built a sustainable business. Enjoying the process of doing what’s necessary pretty much always does…
(BTW, before you send in a comment pointing out the irony of this post’s title, let me assure you it was full intended :0)
Photo Blogging Your Way to the Top of the Search Engines
Monday, February 1st, 2010
There is no question that blogging can be a powerful tool to help you and your Website stand out from the crowd and generate new business. And, as many have already discovered, it can be time consuming and a lot of work —until now.
Here’s an innovative way to post compelling content to your blog in just seconds that will also help propel your site to the top of the search engine results.
Photo Blogging: Cell Phone to Blog Post in 90 Seconds Flat
Photo blogging is a way to leverage what you do best every day, look at properties and use your cell phone, to create fresh search engine relevant content for your blog even several times a day. Here’s how it works:
STEP 1 – Snap a cell phone picture of a listing in your market area
STEP 2 – Compose an email with the address of the listing as the subject line and just a sentence or two describing the property.
STEP 3 – Send the email to a special address that once received will instantly post your subject line as the blog post title, insert the photo and follow it up with the descriptive text as the main body of your post.
There you have it, about 90 seconds total (unless you are all thumbs like me, then figure 2 minutes). And what is really cool is that you haven’t broken your daily routine to do it. And no more staring at a blank computer screen trying to figure out what to post while you could be out, well… looking at property.
Now at this point you are probably thinking “Awesome, I can do that! Ahhh, what’s that special address I need to send these emails to?” As you might have guessed, there’s just a little bit of set up you have to do before you start photo blogging yourself silly…
Getting Started
The first thing you want to do is set up a free account at Posterous.com. Once set up, you will be able to send your cell phone posts to post@posterous.com and it will “know” who sent it (it also works with email sent from any device, including your computer). Now if this is far as you go, Posterous will automatically create your blog and handle updating it via your emails. However, if you want to maximize your “Google Juice” that a frequently updated blog can give you and have a look & feel that is consistent with your brand, then there are a few other things that you want to do:
- Create a sub-domain from your main Website domain that points to your photo blog. For example, if your main site domain is “LuxuryMountainHomes.com” then you may want to set your photo blog URL as “photoblog.LuxuryMountainHomes.com” with links to it on every page of your site. By doing this, search engines like Google will attribute the new photo blog content to your entire site. And since you used the property address as the post title, your site’s relevancy for your market area increases with every submission.
- Have your Web designer modify the look and feel of your Posterous blog to be consistent with that of your main Website.
By doing the above, you now have a way to constantly be adding high-relevancy blog content to your site throughout the day, day-in day-out without breaking a sweat.
IMPORTANT: if you already have a blog with more traditional content, be sure to make your photo blog separate from it. Not everyone subscribed to your current blog will want to receive your photo blog posts throughout the day.
Remember, the main benefit of a photo blog is quickly and easily adding search engine relevant content to your site on a regular basis, not necessarily to inform a reader base.
From $250K to $600K Average Sales Price in Just a Few Months
Walter Burns is a condo specialist with Weichert Realtors in Hoboken, NJ. Thanks to his social media efforts (a large part of which is his photo blogging) his average transaction prices have soared from $250,000 to over $600,000 in short period of time. You can see his photo blog by going to http://photos.livingonthehudson.com/. You will notice that in addition to his photo blog he has a traditional one as well, both of which are seamlessly integrated into his main site www.LivingOnTheHudson.com. If you examine both, you will see that the frequency of his posts to his photo blog is far greater than his regular one. And for good reason, it’s so darn easy!
Whether you are brand new to blogging or a seasoned social networking pro, photo blogging is one tool you should be using on a daily basis. If you can take photos and text with your cell phone, you can photo blog.
NOTE: Mr. Internet®, RUSSER Communications, its staff and officers receive no compensation whatsoever from any third party vendors (unless he/they are directly involved with the creation and/or improvement of a vendor service or product), and make no recommendations as to the suitability of the products or services mentioned in this article. Always thoroughly investigate any product or service before trying or purchasing.
Mr. Internet is the alter-ego of Michael J. Russer, an internationally recognized Internet speaker, trainer, author, and strategic consultant to the real estate industry. He’s dedicated to helping real estate professionals leverage their people skills into profit on the Internet. Send your Internet questions to help@askmrinternet.com or you can visit his Website at http://www.russer.com
This article is reprinted in its entirety from the February 2010 issue of REALTOR® Magazine by permission of the NATIONAL ASSOCIATION OF REALTORS®. Copyright © 2010. All Rights Reserved other than mentioned above. Mr. Internet® is a registered trademark of RUSSER Communications.
Photo Blogging: Cell Phone to Blog Post in 90 Seconds Flat
Photo blogging is a way to leverage what you do best every day, look at properties and use your cell phone, to create fresh search engine relevant content for your blog even several times a day. Here’s how it works:
STEP 1 – Snap a cell phone picture of a listing in your market area
STEP 2 – Compose an email with the address of the listing as the subject line and just a sentence or two describing the property.
STEP 3 – Send the email to a special address that once received will instantly post your subject line as the blog post title, insert the photo and follow it up with the descriptive text as the main body of your post.
There you have it, about 90 seconds total (unless you are all thumbs like me, then figure 2 minutes). And what is really cool is that you haven’t broken your daily routine to do it. And no more staring at a blank computer screen trying to figure out what to post while you could be out, well… looking at property.
Now at this point you are probably thinking “Awesome, I can do that! Ahhh, what’s that special address I need to send these emails to?” As you might have guessed, there’s just a little bit of set up you have to do before you start photo blogging yourself silly…
Getting Started
The first thing you want to do is set up a free account at Posterous.com. Once set up, you will be able to send your cell phone posts to post@posterous.com and it will “know” who sent it (it also works with email sent from any device, including your computer). Now if this is far as you go, Posterous will automatically create your blog and handle updating it via your emails. However, if you want to maximize your “Google Juice” that a frequently updated blog can give you and have a look & feel that is consistent with your brand, then there are a few other things that you want to do:
a) Create a sub-domain from your main Website domain that points to your photo blog. For example, if your main site domain is “LuxuryMountainHomes.com” then you may want to set your photo blog URL as “photoblog.LuxuryMountainHomes.com” with links to it on every page of your site. By doing this, search engines like Google will attribute the new photo blog content to your entire site. And since you used the property address as the post title, your site’s relevancy for your market area increases with every submission.
b) Have your Web designer modify the look and feel of your Posterous blog to be consistent with that of your main Website.
By doing the above, you now have a way to constantly be adding high-relevancy blog content to your site throughout the day, day-in day-out without breaking a sweat. IMPORTANT: if you already have a blog with more traditional content, be sure to make your photo blog separate from it. Not everyone subscribed to your current blog will want to receive your photo blog posts throughout the day. Remember, the main benefit of a photo blog is quickly and easily adding search engine relevant content to your site on a regular basis, not necessarily to inform a reader base.
From $250K to $600K Average Sales Price in Just a Few Months
Walter Burns is a condo specialist with Weichert Realtors in Hoboken, NJ. Thanks to his social media efforts (a large part of which is his photo blogging) his average transaction prices have soared from $250,000 to over $600,000 in short period of time. You can see his photo blog by going to http://photos.livingonthehudson.com/. You will notice that in addition to his photo blog he has a traditional one as well, both of which are seamlessly integrated into his main site www.LivingOnTheHudson.com. If you examine both, you will see that the frequency of his posts to his photo blog is far greater than his regular one. And for good reason, it’s so darn easy!
Whether you are brand new to blogging or a seasoned social networking pro, photo blogging is one tool you should be using on a daily basis. If you can take photos and text with your cell phone, you can photo blog.
NOTE: Mr. Internet®, RUSSER Communications, its staff and officers receive no compensation whatsoever from any third party vendors (unless he/they are directly involved with the creation and/or improvement of a vendor service or product), and make no recommendations as to the suitability of the products or services mentioned in this article. Always thoroughly investigate any product or service before trying or purchasing.
Mr. Internet is the alter-ego of Michael J. Russer, an internationally recognized Internet speaker, trainer, author, and strategic consultant to the real estate industry. He’s dedicated to helping real estate professionals leverage their people skills into profit on the Internet. Send your Internet questions to help@askmrinternet.com or you can visit his Website at http://www.russer.com
This article is reprinted in its entirety from the January 2010 issue of REALTOR® Magazine by permission of the NATIONAL ASSOCIATION OF REALTORS®. Copyright © 2010. All Rights Reserved other than mentioned above. Mr. Internet® is a registered trademark of RUSSER Communications.
