The Power of Video

The video revolution is upon us.  It is so crazy to me!  My real estate coach, Allen Pendley first introduced me to video in 1994, well over a decade before it’s time! What foresight!   I had a VHS tape that I used to give my sellers as a pre-listing tool so I could sell myself before the actual face to face meeting with the client.  My conversion rate went up by over 50% the first six months I started using video and I was hooked!  From that day forward, I have been on the video bandwagon.  Back then, I used to order those VHS tapes by the truckload. Every FSBO, every expired, every withdrawn listing had my video. I sent the video to all the news stations, sports franchises, sports agents, politicians, past clients, neighbors of houses I listed, open house giveaways to potential clients. Anyone who would take one, got one!  I WORKED THEN and it works even better now.

In 2010, clients EXPECT you to have products like video (now in digital format as well as CD and DVD as opposed to VHS tape) and upscale websites (shout out to Dave Mikes at Bedrock Media who designed my website, as well as many other agents across the USA) to showcase your marketing.  If you can’t outshine the other Realtors your client is interviewing, how can they reasonably expect you to make their house outshine the thousands of other houses for sale in MLS?

Agents, if you are not on board, join the video revolution today. The market is already shifting back to the good side and if the last recession told us one thing it was to aggressively market yourself during the recession.  I saw an ad the other day that noted that companies that aggressively marketing their product in the recession of the early 90’s saw a 400% increase in business when the market returned.  Those who waited until the market recovery before aggressively advertising saw only a 30% increase in business.

Now is not only the time to make your 2010 business plan, it’s time to add video into your business and make your plan for this new decade we are just starting.  The money is just waiting for you.

To see how I use video in my business, go to http://www.headofrealestate.com

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Attitude is EVERYTHING

I have Agents everywhere ask me how we survived the 2007 -2008 market in Tampa Florida (one of the worst markets in the nation in 2007 according to Forbes Magazine). In a word, ATTITUDE. We kept a positive attitude and we refused to let our market share take the hit. I knew that SOME people were going to buy houses in Tampa in 2007 -2008 and that some houses were going to sell in that market. I just continued to tell myself and members of my Team that we were not going to be one of those Agents who let the market take control of US. We worked harder, we worked smarter and we worked longer. I know many real estate trainers (usually the ones who have never sold real estate before) tell us how to do it, but they never have done it. Sometimes in this business, depending on your schedule and the market, we must put in those 18-20 hour days. That is simply the life of a good Realtor. If you survived 2007 -2008 in Florida, you did not do it by working a 5 hour day.

We farmed more because the competition stopped farming, we went after FSBO’s because there were less agents doing it and we attacked all Expired and Withdrawn listings in our area. We asked for price reductions on our current inventory until they were priced well enough to SELL. Remember, it is JUST STUPID TO SPEND ALL OF YOUR TIME TRYING TO GET NEW LISTINGS WHEN YOU HAVE 15-20 LISTINGS NOW THAT NEED PRICE REDUCTIONS! GET YOUR SELLER TO ADJUST THOSE OVERPRICED LISTINGS NOW! We did that in 2007 -2008 as well. Keeping a positive and upbeat mind set (read the book “Born To Be Exceptional” by Steve Morris if you are a Realtor). Tell yourself that you are good and that you will be a success! Convince yourself FIRST that your listings are salable. If YOU don’t think your listing is good and priced right, how is anyone else, let alone a qualified BUYER going to think so? They smell your ATTITUDE when you meet them at the property when you show it to them.             ATTITUDE!

In 2007, my Team ranked #4 in the world with ERA with about $30,000,000 in sales and in 2008, my Team ranked #1 in the world with ERA with $40,000,000 in sales. This with myself, one licenced assistant and two buyers agents to handle the phones. We all talk and reminisce about 2005, but our (Team Arcuri) sales figures were up in 2007 and 2008 and there were only two agents in Tampa Bay that saw increases in sales from that 2005 peak (please excuse me if you were a new agent that sold 2 houses in 2005 and then sold 5 in 2008, I’m talking to the big boys and girls here) in that time period. ATTITUDE is how we did and will continue to do it! The market was in the tank, yet we ranked #1 in the world with our former brand (and trust me, my former “brand” did absolutely ZERO to help us get there).

With Exit, we have continued our pace (if we can get our numbers posted in MEMO this millennium!) and we are even more excited to land with a company that shares our enthusiasm and that shares our “ATTITUDE” with us. We landed on VERY solid ground.

For more information about Exit Realty, go to http://www.headofrealestate.com