What it means to be a REAL'tor

As surprising as it is to me, most people I talk to get it right. Real Estate is a 'relationship' business. Which is all the more surprising that so many Realtor's spend so little time actually building relationships. They are typically tossed into the oblivion and promise of cash and realize almost as soon as that license goes active that while they have plenty of promises of cash and big commission checks, there is really nobody standing around ready to help guide them. 

This one piece of advise will save you literally years of wondering and heartache. This is and always will be a relationship business. Have you ever heard the statement: It's not what you know it's who you know? I am sure you probably have. This business principal has not changed in a long time and I don't see it doing so anytime soon. In fact, only growing all the more relevant as transparency becomes predominant in today's marketplace. That being said, does anybody want to know you? 

We now live in a world where people can decide if they like you or not based on one thing. Your Facebook account. This is a good thing, if, and only if you are using it right. The consumer wants to know who you are before they call you. Thanks to Social Media we can now develop a relationship before we ever even talk to each other. 

Anytime I have ever wanted to do business with someone, I had to build a relationship with that person. In some cases the person turned out to be someone they said they were not. In some cases that person was me. Living a life of false perceptions that I needed to live and do things a certain way to please other people. You need to understand that's not the case. It never was the case but I can see where you got that false perception. 

I hear so many Realtor's talk negatively about Social Media and it saddens me to know they will soon be extinct for this thinking. 

"Well, anybody can go out there and post anything negative about me that they want to!" Maybe you should stop doing things to develop a negative reputation. 

You should develop confidence in the fact that you can be who you are and be who you want to be and in today's day and age, you will be accepted by those that share your beliefs. Doesn't that sound much better? You have an amazing story and today's consumer wants to hear it. When you think about that, you no longer have to worry about the negativity, the false data provided by those you were unable to please because more than likely -- you should have never been working together in the first place. 

Lets think of this in terms of dating online. You go out, build an honest profile in hopes that someone else out in the cyber world is your perfect match. Wouldn't it be great if something like this existed in Real Estate? It does: www.Rmatchmakers.com

It is the same thing in business. Be who you are as a person and there will be plenty of people out there looking to do business with you because of who YOU are. 

In Transparent Marketing, a term being utilized by today's marketing professionals, the consumer doesn't want to be fed a book of lies. Those lies are what has us here today. People and businesses promising one thing with a completely different agenda led by completely different people than you were led to believe they were. Your clients are fed up with this. They simply want the truth and they want it to be clearly communicated. In the same sense they want the truth about who you are. They are not perfect and they know you aren't either. Knowing those things they would rather do business with someone that can admit those faults. Tell your clients what you can't do and they'll believe you when you tell them what you can do. 

I am 100% positive that anytime you have ever done business with someone and things didn't happen as promised or people weren't who they said they were, you were upset about it. So, why would you do this to your own clients? Did you ever stop to think that is why it happens to you? What you project the world projects back to you. 

You go out and shop with your pocket book -- people will shop you the same way. Think about it. Have you ever told someone you couldn't purchase something that you were certainly in the market for but didn't because 'you didn't have the money' or you 'don't have the credit' and then low and behold those same types of people and excuses appear in your life? 

What I want you to do is take a deep breath; In and out and understand that it is OK to be who you want to be. It is perfectly fine to accept who you are and stop pretending to be something you are not. There are millions of people just like you in this country (and this world) who will respect you for that. Who will also want to do business with you because of that. 

What you are going to notice is more satisfied customers referring you to more people just like yourself to do business with. 

There are many parts to a Realtor's job and that starts with being REAL with who you are so you can build REAL relationships with REAL people to attain REAL results in your business. 

So you are a new agent struggling to get started because nobody will show you the path to major success in this business. Be you. Be authentic to who you are and spread that message as far and as fast as possible. You need people to know who you and what your passion is. (Real Estate) 

Where can you spread that message? Social Media. I don't mean go private messaging everyone on your friends list telling them who you are and what you do. There is an appropriate and extremely successful way to get new business. If you are unaware of these approaches, check out: R|MASTERMINDS.

Work your power bases (friends, family, work associates, etc) These people already know who you are and will help spread your message as well. 

Funny right? Most people fake who they are but the first thing they do is go out and talk to everyone that truly knows them about doing business together. 

You can do this and it won't take you 3-5 years like the current path you may be on. Breath in again, be you, and spread that message. Business will find you in return.

To be a REAL'tor you MUST be REAL. 

Transaction Generation > Lead Generation

Strange concept right?

A company that generates transactions for you, NOT a company that generates leads for you.

Is something like that even possible? The answer to that question is, yes and it even exists. I would like to introduce you to Rmatchmakers.com. A revolution in the Real Estate Transaction experience.

I am sure if you, much like we have, talked to Realtor's today, most are upset. Some, even down right pissed off. Why? They feel that they are wasting their money, in some cases, when paying a company to generate leads in their business.

Rmatchmakers has created a solution. What is it? Consumer Pairing. Transaction Generation.

Think of online lead generation that exist today. Then, think of how today's online dating platforms have completely changed how 'dating' occurs in our modern world.

Now let's combine these two things into a platform for both Consumers and Realtor's. Rmatchmakers is now able to uniquely capture all of the consumers information and pair that with the Real Estate Agent's desires in clientele.

Thus, Transaction Generation is born. They are not merely generating leads in your business as they are taking your desires and generating seamless transactions in your business time and time again.

Rmatchmakers is not promising you massive amounts of leads, they are promising you the perfect experience you seek with all of your clients. The opportunity to be paired with a consumer that has every quality you seek in a transaction.

One of the rules to running a successful business is to be the real you. (REAL'tor) Be the person that you want to be and you'll attract the people you want to attract.

'The more you like yourself, the less you are like anyone else, which makes you unique.' -Walt Disney 

"One of the reasons I love this company so much is that we are connecting real people to get real results" - Founder of Rmatchmakers.com 

"This is the start of a  revolution in this business for those agents that have had enough. We aren't charging Realtor's to generate leads in their businesses. We are partnering with Realtor's, we are learning about these people. What they like, what they don't, what they look for in a transaction and a customer. We care about these people and they can see that. This is a company genuinely created for the Realtor that also serves the needs of the homeowner. You aren't going to find that anywhere else. 

Transaction Generation now exist thanks to Rmatchmakers.com. We are committed to bringing you results and we do that by bringing you qualified clients to do business with." 

Most of the homeowners and or future homeowners out there in the world today really don't initially understand why Agent's are so important and what they provide in their service. This is an opportunity for Rmatchmakers to connect with the consumer in a non-biased way and further sell the benefits of an agent while matching them with the RIGHT agent for their needs. Thus creating a greater rate of returning clients to the Real Estate Industry as a whole. 

This industry is looking for an answer, and I think they've found it. This company is going to change the way 'Leads' are brought into a Real Estate Agent's business. As a matter of fact, it wipe 'leads' out of the conversation. This company is going to revolutionize how transactions are started in the Realtor's business. 

It's ALL about Quantity of Leads!

You are probably sitting there thinking, "Well this guy has no earthly idea what he is talking about".

If you don't think it's ALL about the quantity of leads, you're wrong. Now. That quantity is certainly all about quality as well.

The thing that most lead generation companies play off of is your mindset towards quantity. Your typical next question: Well how good are these lead? What are my chances of getting to the closing table with leads?

Then, once they've sold you on the quantity of leads they will provide you and the fact that you getting to the closing table is "all dependent on your sales abilities' (taking a quick shot at your ego) you're in, and two months later you're pissed because you are in a contract you can't get out of!

There are a number of scenarios that play out with online lead generation and it's either your fault or it's the company that you have hired to bring these leads to you. So, which is it?

Something that lead generation companies will take full advantage of is most peoples desire for quantity. This makes the quantity>quality sales pitch very, very interesting to you.

"We are going to generate you so many leads, lawdy, you'll be able to retire in 2 years!"

This approach is why you are so mad at companies like Zillow and Trulia, they have, in fact, done what they told you they would. They have generated the 'leads' they promised you. The fact that they are really mere impressions to some website are beside the point and you can be re-assured you WILL pay for these 'leads'.

So whose fault is this? Yours or theirs? They did what they said they were going to. You were the one that didn't close these people.

Is it because the 'leads' weren't good enough or because you were not prepared to properly handled these leads? That's a tough question for some to answer and I can imagine that if you are feeling angry right now, you have your answer.

Once again, don't get all mad. Look it's not ALL your fault. In most cases this just comes from not knowing. Most importantly right now, its about knowing that you must keep looking at quantity but it's quantity of quality leads. Being that is the case, START looking at WHAT all of these leads mean to you. These are in fact leads that could one day if not today be in a position to do business with you.

So we have a number of leads:

1) Hot Leads
2) Warm Leads
3) Cold Leads
4) Not leads at All

Look at what those things say there.. they are ALL leads. You have to help these leads understand why YOU are the one to serve their needs and not someone else. In most ALL cases, these people WILL buy from someone but will they buy from you?

Hot Leads will go with you because you were the recommendation and they need to look no further.

Warm leads need to be sold. This is a tipping point in a transaction. Can you sell these people on you or will your lack of understanding of who you are send these people to another agent?

Cold Leads just need to be incubated. They are buyers that need time for various reasons but they are still buyers. What will you do with these leads? Don't look for instant gratification from every single lead that crosses your desk and understand these people WILL buy from you as long as you continue to care about them. Make sure you have an automated follow up system in place and prevent the fallout.

The 4th type of lead will take care of themselves. You simply have to ensure that you did everything in your power to keep them. Once you've set your system in place, USE IT!! These people will make their decisions based on your processes. If they like you they will stay, if they don't, they won't. This is a good thing not a bad thing.

Obviously from this, your current goal is to bring in more HOT leads. From that you will bring in the other 3 types of leads and you need to be prepared for that. But what companies out there can bring you these leads?

Social Media driven leads are costing you LESS money and CONVERTING into sold business at a much higher rate than traditional Lead Gen companies. I would highly suggest you invest in the knowledge of generating this business.

If you don't care to do that and or you feel you cannot fathom spending money on education, check out Rmatchmakers.com.

This is a company designed to bring you HOT leads. How? Consumer Pairing. Rmatchmakers will match each client with you based on your desires in a transaction experience. A company that digs in to find out what type of client YOU want to work with and pairs you with said client based on the consumers needs.

Quick 90 Second Description: http://youtu.be/HjiJkCwxDAQ

A company committed to bringing you 5-10 TRANSACTIONS a year. (Quality)

Rmatchamkers is not promising more leads than you can ever have. They are promising quality in every transaction experience based on your desires and the consumers needs.

A predestined experience.

'The Top 5 Things you HAVE to do to Survive as a Realtor in this Economy

Haven't you always wondered why it is 10% of Realtor's actually do 90% of the business?

I have that answer! It's because 10% of the agents in this country actually know what they are doing. Still yet, baffling, right?

Now before you get all mad, know it's not your fault, to an extent. In most cases it's your brokers or brokerages. You got all excited about getting into Real Estate. The money, the seemingly comfy lifestyle. The only problem? Whoever got  you into this business forget to tell you, you actually have to work. So when you finally get over the fact that you are a Realtor and you don't know what you are doing, rest at ease knowing there are many, many solutions!

The reason most Realtor's have failed in the past is because they haven't known what to do,. they give up eventually, and get out of the business.

So how can YOU prevent failure in this industry? Commit to these 5 things and you're destined for success!

1) WORK

Yes, you actually have to work in this business. You can meander on by, but you're really just wasting space in an industry filled with people better than you who would appreciate what market share you've captured much more than you do. When you get over the fact that you've just gone to class fro 2 weeks to get a license to sell someone the largest investment they will ever make in their life (in most cases) understand, this is a lot of work. I am not saying it's hard by any means, and sometimes it can be, it's a lot of work. If you are not prepared for that, go to your broker right now, hand him your pocket card and do the Real Estate world a favor. If just the thought of what I just said upset you, stop reading this, go to your broker right now and hand in your pocket card. You're a part of the problem not a part of the solution.

Expect the long hour weeks, the constant ringing of the phone (and for the love of god answer your damn phone), the weekends that have somewhat disappeared, and the nights you typically spend with your family. IF you want to make in this business, at least to start, you need everyone to know who you are and what you do. And you can't do that sitting at home every night piddling around on social media. Unless however, you embrace #2.

2) SOCIAL MEDIA

Go to the nearest computer you can find and don't leave it until you have mastered Social Media. A huge problem that we have seen in this industry is that technology has passed it by. While most of the agent's are literally turning their noses at Social Media, the agent's that have embraced it are passing you by at the speed of light.

Facebook is most certainly your money maker, if and only IF, you know how to use it for business. Don't know how to Facebook? Sit on your computer right now until you know everything there is to know about Facebook. Then follow that up with Instagram and Pinterest. Twitter will be far less pertinent to you as a Realtor unless your are in a larger metro area or you're a larger franchise company recruiting for growth.

Now remember what I just said, this industry will leave you in the dust, much like it is already doing, if you don't embrace this and UNDERSTAND it NOW. It is not enough to know what it is, you must understand it and much like Rule 1 you must WORK it. Every. Single. Day.

3) INVEST

Many of you unfortunately know nothing about business, which is mainly the reason you are still sitting here not sure what to do next. The 10% of this industry know how to run a business and know how to do it successfully. You look at spending money as an expense and goodness gracious how wrong you are. You HAVE to market yourself and to do that you get to invest in yourself. This is not money that you HAVE to SPEND, this is money that you get to invest in you, much like savings, only this money is multiplying at much fast rate than your bank account CD.

It is important for you to understand that your are not a Realtor first, You are a marketer that just so happens to specialize in Real Estate, but I will dive more into that in a second.

You're must change this mindset you have, even if your low on cash, you're about be lower and lower and lower if you don't get out of the mindset that you don't have any money. You have all the money you need to invest in anything you want, you just don't value the marketing, thus you don't value more money so answer us all this, why should the world bless you with any more of it? When you invest money, when you give money, the planets align with the fact that you are responsible with this money. That you will use it to make more money and to bless more people. Yes, giving will not only increase your business but will fill your heart and make you a better person/Real Estate Agent.

So, I'll finish this Rule by asking you this question: Do you understand why you don't want to and or are afraid to invest money in yourself?

Ok, I'll answer it too. You are afraid to invest because of you. You don't believe in yourself. Now I know that is a tough thing to read but it is as true as you are sitting there reading this. It doesn't matter how little money you have in your pocket, find the most effective way to utilize the funds and invest it, IN YOU. It will multiply, I promise.

Leading onto my next point...

4) UNDERSTAND

A lot of you don't understand. You don't understand what to do, how to market, who you are, why you're in this business, why you want to make money, you just don't understand it.

'We're in an age that we are drowning in information but searching for wisdom.' - Tony Robbins

You need to understand first and foremost why you are in this business. So please take 2 minutes and write it down, I will wait....

Awesome, I hope you are clear on that now. Finding your purpose and understanding your WHY is crucial to your success. Not just in Real Estate but anything in life. You must know why you do things. Write them down often and don't stray from them. Your life may change and so will your needs but your WHY is your power.

Now also answer, WHY do you want make more money? What are you going to do with it? This is important to clarify. Structuring your finances before your start piling in cash is very important. What will you turn around on each check and invest back into your business, what will you save for your future, how much will you tithe or utilize to help other people, pay your taxes and then clarify how much or what percentage of your checks will be left for your expenses. It's not that you need to use ALL of your check on your personal needs, you need to sell more house. The only way to do that is to continually invest in you.

Understand, as I said earlier, you ARE NOT a Realtor first. You are a Marketer, a salesman. You just so happen to specialize in Real Estate. This understanding is key. The goal is to utilize your skills when you have the opportunity as a Realtor, but you will never have the opportunity if nobody knows what it is that you do and how well you do it. Market yourself at every opportunity so you can be a Realtor!

Understand HOW to accomplish these things...

5) TRAINING/COACHING

Your broker took a test to ensure his legal on knowledge on this industry, he will ensure that your documentation is properly aligned and signed to remain compliant. In most cases this is an older gentleman or woman. Very nice, always there for you. Unfortunately, he/she in most cases is not up with the times on the most Modern Marketing Practices.

This leaves more than a million Real Estate Agents a year wondering how to get from point A to point B.

From what we have studied it takes, on average, three to five years for the average Realtor to 'make it'. This is 1000 times too long. Sadly, because these agents are forced to figure it out on their own. Studying and testing, searching for the right formula to find what works for them and their business.

Find yourself a Real Estate Coach, a Mentor, a Tudor, somebody that has tested these topics and proven them. Someone that can personalize your business plan to you and someone that can clearly guide you from point A to point B. Someone that understands business and how it works the most successfully. This type of investment in yourself will yield the life you've always wanted in a 1/3 of the time.

But as you search for this Mentor, ensure that they are MOST up-to-date with Modern Marketing Practices as this has proven to be the single most important marketing subject going into 2015 in your Real Estate business.


For me, information on Programs designed to get your immediate results in your business; from Social Media specific to fully Personalized Master Coaching Programs check out Realtor MASTERMINDS

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