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Tuesday Tactics Newsletter December 22, 2009
Scott's Thoughts: Wish I Met You Sooner 
Is there someone in your life that makes you think: "I wish I met them sooner"? Think of someone who you would probably miss if you didn't hear from them for a long time. Someone who makes you marvel at how lucky you are that you met them. Do any of your clients think of you this way? If you've been at it for a long time, you probably have at least few clients that think of you this way. They're probably directly responsible for a lot of referrals, too. If you have clients that think of you this way, you will never have to worry about business. Your sellers will become your future buyers and together they'll refer you more business than you can handle. Sounds like an admirable goal to shoot for, doesn't it? To be memorable, you should be indispensable. You must be someone who gives freely, someone who builds life-long bonds by enriching the lives of people with whom you have rapport. So how do you do it? 1. Empathize with people. Imagine, as you're listening to them, that they're not describing their problems, questions, and dreams, but they're describing your own. Make yourself the star of the movie of their life and be aware of how you would feel. 2. Be a part of the solution, even if you cannot solve the problem. Can you solve everybody's problems? Of course not. But you might be able to help them to see a pathway through their problem. This might be in the form of questions that help them think something through. It could be a referral to someone who can help them with their problem. It could even be as simple as a list of good articles to consider. 3. Aim to counsel, don't aim to please. An advisor is a true ally. A "yes man/woman" is completely forgettable (and untrustworthy). Risk short term rejection over a tough truth in order to grow a long term relationship. 4. Teach others how to teach themselves. Don't just give answers. The more you can increase a client's capacity to empower themselves, the more valuable your standing will be in their eyes. Think about it: Do you ever forget your mentors? 5. Give without anticipating return. If you're running a little cost/benefit analysis in your head for every interaction, you're not giving freely. Hesitancy, a stinginess of spirit, and an unwillingness to risk without reward will always cost you more than you think.
Q & A: Advising Clients on Lenders?
A: Whatever you do, don't push your client in the direction of a particular lender unless you've had first-hand experience with a good one, or you've heard good things about them from a trusted person who has done business with them. Also, ask your broker or a senior escrow or title company officer for a list of at least three recommended lenders or mortgage brokers. If your client is set on using a particular big name bank, don't dissuade them, but keep yourself informed as to what is going on with pre-approval. With your client's permission, get the contact information of the person handling the pre-approval and ask them directly when the buyer will get approved or denied. If they delay, or fail to respond to your inquiries, present this information to your client and offer them alternatives. Stay involved without being pushy, and you can avoid a painfully prolonged wait... both on approval and on closing.
Easy Task Management: Remember the Milk
Need a great tool to help you with this? Try "Remember the Milk," task-management software that is on the web, in your calendar, connected to email, and runs seamlessly on your BlackBerry, iPhone, or mobile device. With sophisticated features packaged in an easy-to-use interface, "Remember the Milk" is a great way to get a grip on the new year ahead. From the website: "Managing tasks is generally not a fun way to spend your time. We created Remember The Milk so that you no longer have to write your to-do lists on sticky notes, whiteboards, random scraps of paper, or the back of your hand. Remember The Milk makes managing tasks an enjoyable experience."
Start with a free account. You can upgrade to a "pro" for $25 if it fits your style.
Looking for something a little lighter? Check out the new kid on the block, "Teux Deux":
Why Use Video Blogging for Real Estate
In real estate, you are your brand. Your reputation, your voice, your personality... they're all central to the success of your business. Every time you go to a meeting in person, you're putting yourself out there. You take the risk of being you. In taking that risk, you're also giving yourself the maximum opportunity of making a personal connection with your clients. Why not maximize your online presence with your personality as well? With the rise of YouTube.com, Vimeo.com, and other video sharing sites, it's extremely cheap and easy to share videos and embed them in blog posts. Let's face it, not everyone's a big reader, too. With inexpensive webcams and products like the Flip Video Camera, it's easier than ever to shoot video. Consider these seven benefits to using video in your real estate blog: 1. You can welcome people to your blog in person.2. Are you a natural conversationalist? Video is made for you. 3. Not a great writer? Not much time to write? Video makes it easy. 4. Want something people can share and distribute quickly? Video does that. 5. Video is great for boosting visibility in search engines. 6. Quick video messaging is a great way to draw clients' attention (see TokBox.com, as featured here: http://www.fhfrea.com/how-to-use-video-email-with-leads/ ) 7. Video is an excellent way to practice your public speaking... with do-overs! Remember, video doesn't have to be a big production. Check out Ian Watt (http://www.ianwatt.ca/IanWattTop5VideoBlogs), who dispenses real estate advice in Vancouver as he drives around:
See an example of Ian Watt using casual video: Be open to the possibility of video, even if you're camera shy. Next week we're going to feature hands-on video blogging tips that will help you think of what to say, how to say it, and how to publish it with ease! Stay tuned.
Trip Cubby: Track Mileage with your iPhone Named one of the "must have" apps for real estate professionals, "Trip Cubby" will take the hassle out of your record keeping. From the App Cubby website:
"After many failed attempts over the years at keeping a paper mileage log, we created Trip Cubby to take the time and tedium out of this money saving process. We designed Trip Cubby to be fast, clever, and above all, easy to use. With predictive input, auto-entry, auto-calculation, and quick access to frequent trips, Trip Cubby does the hard work for you. A few quick taps will create useful data ready to search, sort, and generate email reports." Combined with Gas Cubby, Trip Cubby is well worth the under $10 price tag. You can also try out "lite" versions before you buy:
There's an App for That... or is There?
Tell us what app you'd like to see for real estate professionals... just respond to this email. Miss last week's edition of Tuesday Tactics? No worries. We have two back issues available right now: Until next week!
Cheering you towards greater success,
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Q: How do I provide my clients with good advice about getting pre-approval with a good lender? I have a client who wants to use a big name bank, but I happen to know they don't have the best reputation for timely service. What do I do?
With mobile applications these days, it seems like it's not a question of "if its out there," but rather, "where can I find it?" Now and again, though, you've probably tried to find an application for your iPhone or Blackberry and just haven't been able to find exactly what you want. If so, we want to hear from you!
