Strategic Partnerships for More Money & Better Service

How Realtors & Loan Originators Make More Money!

The world of real estate has felt the impact of a “new normal” but the lending industry, tied to the ebb and flow of money and home sales, continues to adjust to new restrictions, new requirements and new legislation.

There is one requirement that rarely changes and that is the consistent consumer demand for top professionals in both fields to assist them in the process of transferring housing from one party to another.

After interviewing top agents and loan originators around the country, the trusted partnership concept still prevails.  More transactions close successfully when there exists a solid alliance of an agent and a loan originator who work together to create a stellar service experience.  These services include using tools, systems and communication platforms that help agents close more sales and loan originators place more loans.

There are several great examples of how the right tools can help to pump up the best overall service experience for buyers and sellers:

• Real estate has become a paper-hungry, file-stacking, duplicate-paper making nightmare.  If you fax or scan and send documents in your real estate practice, consider using a tool to make it easy and fast. The Scanmate i1120 scanner from Kodak can make your life so much easier while saving you serious time and money.  This small but powerful scanner will allow you to create better than original images of all your documents, scan high-volume contracts, disclosure, and financial information all with the touch of a button.  If your documents need to be delivered to more than one e-mail address or phone number, no problem with Kodak’s i1120.   You’ll be amazed by the simplicity and cost-effectiveness of this high-tech scanner tool. When you automate more of your process you‘ll provide a better service model than your competition. Offering the best of high tech, high speed, and high volume, the i1120 is both a simple and powerful way to get those stacks of paper off your desk and to help you and your lender partners help you provide the best real estate experience for happy customers. 
•  Most lending institutions are no longer fans of faxing, but prefer the scanning of documents instead.  For smaller jobs, the Kodak ESP 6150 All in One printer, scanner and fax can wirelessly transmit the right documents directly to the processing department saving time and being green in the process.  More importantly with the explosion of the use of iPhones and iPads, the wireless options make it easy to fax or send information from anywhere and anytime.   
•  Brochure boxes help agents get properties sold but only if the quality of both the photos and information provide high engagement and a “wow” pictorial experience. The Kodak ESP 6150 provides high quality color with ink that doesn’t run or smear.  Add your lender information for easy pre-qualification and your brochure now helps you help make the sale.
• Short sales require an enormous number of documents to complete the package.  The Kodak i1120 Scanmate was designed to serve the multiple sending requirements for the diverse short sale transaction.  It will scan up to 9 destinations at the touch of a button, including those irregular and long pages like some contract forms, and deliver up to 1,000 pages per day.  At a time when efficiency and cost effectiveness are important, having an easy to use tool helps agents and loan originators get the job done right!
• Go paperless! Smart agents are loading all of the closing documents and saving them on a simple and safe CD of scanned documents. Protect the content of your files with digital images to save paper and time.  No more bulky closing packets that can get damaged or lost. 

 Tighter lending restrictions create a terrific opportunity for agents and loan originators to work together.  Offer to make the process of buying and selling seamless and easy to best serve your customers and make more sales.

Bio: Terri Murphy is a licensed Real estate broker, author, speaker, communication consultant, and e-Strategist.  She is the author of 5 books, including one with Donald Trump. She is the Pres. of  MurphyOnRealEstate as CIO of U. S. Learning in Memphis.  email: Terri@TerriMurphy.com

Copyright©2011- All rights reserved

Our newest challenge is to meet this variance in demands by addressing each group’s respective communication and service preferences using both traditional and electronic channels.

Using Technology

According to Harvard Business Review of May 2010, Millenials (the youngest segment of our generation) are emerging as a significant section of our work force and consumer segment.

In order to connect with this large buying segment, using electronic communication and web services will be crucial to engage today’s faceted consumer, but using the channel of their own preferences to connect.

According to studies by Futures Consulting, the four generations representing these age groups are:

Civic: 62+
Boomer: 43-61
GenXer: 31-42
GenY/Millenial: 13-30

In order to engage with each group, we must deliver their brand of better service, using the technology channels they prefer to insure connection and ultimately conversion.

Servicing These Consumers

• Starting with the oldest group, civic consumers have always demanded respect, especially from younger service providers. To create a superior real estate experience that resonates with Civic consumers, we must infuse respect; from the language we use, to our style of dress, how we communicate with them and every aspect in between. Agents who master the “respect factor” with civics stand to gain significant competitive advantage. For this group, personal communication is often preferred, and technology plays a lesser role in meeting their service requirements.

• Baby boomers value a “winnable” experience; to overcome obstacles and feel as though they conquered and won. Agents who can promise and deliver a victory, like finding the property of their dreams and the best financing demonstrate they “speak their language”. This approach helps support and develop long lasting, profitable relationships with Boomers.

• The youngest two generations of consumers (GenX/Y) dominate the first-time buyer market. There are several factors that are important for agents to demonstrate, primarily that they “speak Gen X and Gen Y.”

Studies show that with Xers, agents must demonstrate to these consumers the “Home Depot” approach, telling these consumers at every turn, “Yes, you can do this, but we can help.” They have no interest in being told what to do, but will engage when asked to participate.

Texting and social media channels have eclipsed email as their preferred communication tool, with technology being tremendously important means of communication to both groups.

If you want to play with these young consumers, agents must use high tech platforms, interactive blogs, intranet portals and tech tools to facilitate the transaction. Speaking “high “tech” is often a pass for admission to connect with this age segment.

Here are a few examples that will help communicate with these generational groups:

1) For younger generations, look for communication models that deliver information 24/7. Employ platforms like QR Codes (Quick Response), and text number riders on signs to offer immediate information and connection for this crowd. Don’t overlook the use of traditional brochure boxes as an alternate, but make the boxes work for you by including electronic options on the paperwork for additional resource information. Consider using multiple options for multiple age groups.

2) Engage and participate online using blog posts and social media channels to position yourself as a resource, especially if you specialize in a given service vertical. Specialization enhances interest, like short sales, first time buyers, retirement communities, and government financing just to name a few. You are more likely to get higher response results with specificity. Post tips that offer valuable insight into the buying and selling process without selling to gain trust and create community.

3) Video is a terrific way to demonstrate expertise. Develop a weekly videozine to answer the most often asked questions from your prospects. Video has never been easier with the latest digital video cameras and easy uploads to Facebook and YouTube. Be sure your audio quality is good, and your content relevant. (Kodak PlayTouch Video Camera has easy uploads to social media channels)

4) Respond to all inquiries, using the means that best suits their needs. Once you are using various platforms to communicate, it is important to respond to all comments in a quick time frame.

Think “strategic communications” to target and focus on the specific generational styles. Take advantage of the technological tools, programs and systems available and you will appeal to all age groups wanting to buy and sell properties….everybody wins!

See more results when you recognize and respond to these specific needs and wants of any prospective customer, to guarantee profitable results.

For a short video on generational dynamics, visit: http://www.terrimurphy.com/video-blog/

Terri Murphy is President of Terri Murphy Communications, Inc, and is a communication and e-marketing specialist and social media consultant. For more information visit: www.TerriMurphy.com or email: Terri@TerriMurphy.com

Copyright©2010 All Rights Reserved

Have you noticed that business today is facing a bit of a challenge?   With costs of doing business changing every day, today’s businesses are overwhelmed, overloaded and stressed to find new ways to save money, time and streamline efficiencies. If you are struggling to figure out what to do and are looking to pump up your  sales, here are a few key activities that can help you begin to take action:

• Start with an attitude shift! Studies prove that whatever you focus on becomes your reality and positive thinkers usually get positive results. Abrupt change opens the door to seek more creative solutions, so focus on how to enthusiastically embrace new innovative approaches to what appears to be obstacles.  Begin with identifying the possible positive outcomes which will spur creativity.  Every change reveals new opportunities that would ordinarily be lost in the mundane and routine!

• Investigate your Options:  More millionaires are born in a challenged economy than in a robust one.  When markets get tough, the tough go back to basics, get creative and become intensely focused in every aspect of how their business functions to discover new ways to deliver their products and services.  When sales stall, we’ve got a window of opportunity to re-design, re-work and re-ignite new processes in our service, delivery and fulfillment that would not have ordinarily been discovered.  When things are down like they are today, it is a great time to turn up the heat and initiate new relationships and seek new solutions.

• Use new tools! Get in the game and learn about and invest in the latest tools and programs that help you be the expert your customers and clients expect!  Look at adding a blog to your online presence and use Twitter, Facebook and Youtube as channels to attract, engage and convert strangers into friends and friends into customers and clients.

• Embrace Adaptability!  Studies prove that flexibility is the vital key to thriving and surviving.  It is critical that when we reinvent service and communication processes that we focus on engaging the 4 d ifferent generations who make up today’s consumers.  GenX is rapidly advancing and dominates the buying public. Their core preferences and values differ greatly from Boomers and Civics. Responding and resonating with their preferred mediums for information and service open the doors to compete and win.

• Marketing Message Makeovers:  Forget the self-aggrandizing message touting years of experience and impressive sales numbers. Today’s generation is not interested in an experienced provider, so much as enjoying a good buying experience.  Learn to utilize words and tools that speak to your target audience so that you can guarantee a more successful return on your marketing investment. 

Use new tools to engage GenX and Y using social media channels like Facebook, YouTube and TWITTER.  Incorporate more TEXT messaging in your cadre of communication tools.  Start posting tips and information 24/7 posts on social networks that link back to your blog site to provide interaction and participation.

• Get a Web Makeover:  Successful web sites have migrated from being an informational to interactional destination. Add tools that integrate a social platform that allows you to interact or “speak “with the consumer.  Incorporating social interactive tools like blogs, video and podcasts provides the medium for participation that promotes creating more of a “community” online and ultimately drives more traffic and adds “stickiness” to your web visits and pumps up search engine optimization.
• Just posting quotes and quips won’t create a brand of value.  When using social media channels, develop a strategy that incorporates a social convergence that creates a consistent brand and value to your resources and information

• Learn to sell Value! – In today’s competitive environment, learning what is valuable to the end user is the key to repeat and continued business, which is ever changing.  We need to seek new ways to deliver our services and products more efficiently that excites and delights our customers and clients.  When the value of our products and services is combined with strong relationships, high integrity and authentic care, price becomes a lesser issue.  Focus on delivering high quality services and your customers will insist on working with you.

Change is inevitable and how we handle the challenge makes for winning or losing.  Don’t try and tackle everything at one time, as making micro changes will be easier and less intimidating. But whatever you do…stop whining, take action and start winning!

Bio: Terri Murphy,  speaker, and communication consultant, and e-Strategist.  She is the author of 5 books, including one with Donald Trump. She is the Pres. of MurphyOnRealEstate as CIO of U. S. Learning in Memphis.  email: Terri@TerriMurphy.com

Copyright©2010- All rights reserved

Today was the opening day of our local Farmers Market. I got there fairly early and was delighted to see the early morning hustle and bustle of local entrepreneurs eager to profile their fresh veggies, breads, flowers, honey and other goodies.

Familiar faces were there walking through the booths with coffee in hand. There was energy around the movement as this real “community” lives.

During the winter months, the only way we were connected was by email or a simple blog. What was most interesting was the way we connected after communicating electronically since October of last year.

One of my favorite booths is owned and operated by an adorable Laotian family.  The little ladies there simply sparkle with joy as they arrange their fresh vegetables on display.  The most powerful connection is in using few words.  They know how to say “hello” and okay” with ease.  But if you really want to get a strong connection, try saying “thank you” in THEIR language.  It is the most joyful reaction I’ve ever seen!

As I walked toward their booth after months of not seeing them, I waived and they nodded… and then I said “thank you” back to them in their Laotian language…causing them to  begin waiving wildly and smile widely!  They were visibly delighted…all because of one little word…with a special “twist”…having it THEIR way.

How many ways can you say thank you today to your clients, customers, friends and family? 

Tom Peters said “Never underestimate the power of the tiniest personal touch”, and as usual, he is so right.  The power of human connection continues to be the magic that bridges relationships and often is the key to successful entrepreneurships…no matter what you are selling!

Bio: Terri Murphy is an author, speaker, e-communication consultant, and author of 5 books, including her latest with Donald Trump. She is the founder and Pres. of WomensWisdomNetwork.com and serves as CIO of U. S. Learning in Memphis and one of NAR’s GAME CHANGER 2010 Coaches. visit www.TerriMurphy.com or email: Terri@TerriMurphy.com

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What can you do differently than you have been doing?  Are you relying on the same old things, systems, and habits…. or even more concerning, doing the same things your competitors are doing?

Today’s savvy consumer knows what they want, and are not willing to pay for services that do not meet their need. The largest buying segment of housing is GenX, and they are especially good at finding another professional who is willing to do it “their way” and fast!

So, how about tune up for your presentation program?  Whether you are presenting to a buyer or seller, creativity, expertise and delivery will boost or beat your chances.

Here are 3 key tips on how to fine tune your connection:

1) Speed of Response:   How fast are you responding to your lead requests?  If you don’t have systems in place to respond in a nano-second, your prospects are moving on to the next agent who does have a method to  respond  in real time with targeted information …and that is what it takes to make a first WOW impression!

2) When you are meeting face to face, have you revamped how you personally “go to market”?  Are you “market” presentable? Are you fully focused on your client? Have you anticipated their every need?

Before your meeting, are you equipped with a with deep needs analysis pre-written questionnaire that demonstrates you are prepared, interested and focused to authentically discover and fulfill their real objectives? 

Unfortunately, this is an area where many of us have slacked off. Having left a fast and furious marketplace, we didn’t have the luxury of time or the need to build trust bridges with our prospects. 

A slower market is loaded with multiple opportunities to engage, connect and earn the right to provide our services to those in need and a great time to demonstrate strong differentiation from our competitors.  As an example, if you are still running a paper CMA from your local MLS and showing up with a worn out one size fits all presentation, you might need to start looking for another job! 

NAR reports that in 2009 that 34% of the properties sold were purchased by GenX. Translated that means they are driven by their own core values and preferences.  Those preferences include real time response, deep expertise and real accountability.   Think about investing some time in a marketing makeover and don’t wait another minute to re-design how you go to market while you still can! NAR’s Learning Library offers some free and almost free online webinars to help you do just that.  Check them out at: (http://budurl.com/MurphyMktgMakeover)

 3) Get rid of the old tools and get good with the NEW ones!   You are right to be confused, frustrated and downright stubborn about trying to figure out what’s in what’s out/what’s hot and what is not, but that is no excuse. 

You might be able to connect with prospects, but keeping all the updates consistent and valuable takes help from techno tools.  Set aside some time or ask the experts what tools are recommended to help you service 24/7 without working all those hours.  

Learn how virtual tours like OBEO.com will do the reporting on activity to the seller automagically for you and engage an interested prospect with interactivity on the tour. 

Your time is your money, so employing automated, customized drip systems that offer opt-in/opt-out options integrated with your IDX information is the only way to provide real time information as it is listed to prospective buyers or sellers considering to market their home. 

NAR reports that approximately 98.9% of prospects search for properties on the Internet BEFORE engaging an agent. Surprisingly only 60% of agents even have a website!  Do the basics, but do them right. Get a full web marketing website that does the work for you. Check out  http://www.realprosystems.com/  and get the whole enchilada:  Podcasts, blogs, drip systems, automated campaigns, back end training and the list goes on.  You can’t afford to be the jack of all trades, so figure out what systems can best support your goals and go for the gold. 

We’ve heard if you keep on doing what you’ve always done, you’ll keep on getting what you’ve always gotten…and that’s just not true anymore!  We know we can no longer do what we’ve always done to even stay even with what we’ve generated in the past!   If you are truly serious about making money by leveraging your time and expertise, get with the program.   Very few customers or clients say I don’t want to work with that professional because they are too good at what they do, too eager to help me get exactly what I want and too much of an expert at their craft….just ask them!

Bio: Terri Murphy, Communication specialist is an author, speaker, communication consultant, and author of 5 books, including her latest with Donald Trump. She is the founder and Pres. of WomensWisdomNetwork.com and serves as CIO of U. S. Learning in Memphis and one of NAR’s GAME CHANGER 2010 Coaches. Email: Terri@TerriMurphy.com – And for more webinar resources visit: http://budurl.com/NARFREEWebinars

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Have you ever enjoyed an experience like this:  You meet with someone and two hours fly by and you can’t believe the meeting is over!  You still have so much to learn from them that you just don’t want it to end!

What if every meeting or presentation you were a part of ended like that? Would your second connection with these people be easier or harder to schedule?  Easier is the answer of course!

So the question is: After working with you, do prospects leave so energized, so pumped up, so laden with valuable information, tips, strategies, resources and inspiration that they can hardly wait to meet with you again? 

If your goal is not to surprise, delight, engage, energize and really connect with people you are doing business with, you might want to fine tune your strategy.

 Today I met with a most amazing professional. Tony Jeary may not be a household name to you, but he is the executive coach of choice to the world’s top CEO’s and high achievers for over 20 years.  His clients include presidents of companies like Wal-Mart, Firestone, Shell, and even the United States Senate!  You can’t leave his presence without being so excited about possibilities that you need and want more…

And that is exactly what most sales people and leaders should aspire to….guiding those we serve to a place that shows our prospects and customers  how to achieve their own best scenarios to  attain their personal and professional success.

Whether you are selling houses, tires, cosmetics, or pharmaceuticals, your product or service must include specific components that ignite and inspire those we serve by providing solutions to their problems. Here are a few key activities to include in order to fine- tune your personal and professional interactions:

1) Be and sound ENERGETIC!  If you aren’t truly excited about what you do and how you do it, you will rarely communicate the value to another person.  Without contradicting your personal style, allow your enthusiasm and passion for what you offer be transparent so your prospects can engage with you and participate in working with them to provide solutions to their needs.

2) Invest in PREPARATION!  Want to really impress someone? How about having prepared a full spectrum of information about them and possible solutions to help their business available so they can see that you made an investment in them?  Too many sales people spend the bulk of their time perfecting their presentation, trying to “sell” their product or service instead of investing the time to get information about the prospect’s needs when preparing for the meeting.

3) Be a true EXPERT!  How deeply do you study your own product or service and that of the competition? Can you draw from accurate information and statistics to help determine the best solution for your prospect or customer?  People will ALWAYS pay for expertise.  Become an expert by investing even 30 minutes a day every day on a competency and you will develop solid expertise in your given niche.

4) Learn PRESENTATION skills.  All the information on the planet won’t help you if you haven’t learned the most engaging and powerful ways to communicate.  People connect logically and emotionally.  Logic will help them see the value, but emotions provide the actions to buy or not buy.  Study up on Behavioral styles and generational communication dynamics to connect with all four communication styles and age groups.  Invest in presentation skill coaching if this is an area for serious improvement.  It is guaranteed to pay off! (For a free report on the 12 biggest mistakes most sales people make, visit www.Fripp.com)

5) Be AUTHENTIC with your word. Nothing is more devastating than someone who shows up, makes all kinds of promises and doesn’t deliver. If you are not a systems person, set up checks and balances to keep you focused and on target with action steps and deliveries on what you promised.  There is no second chance when you compromise your integrity. It is a highly underestimated and powerful action that doesn’t cost in dollars, but in attention to executing what you have promised. 

 Focus on these simple steps and you are sure to be the provider of choice and create raving fans and repeat business.

Terri Murphy, Author of 5 books, her latest with Donald Trump. She is a Speaker & Consultant can be reached by email: Terri@TerriMurphy.com or for more information visit www.TerriMurphy.com

Terri Murphy, Pres, Terri Murphy.com
CIO, USLearning.com-Featured author with Donald Trump-”The BEST Real Estate Advice I Ever Received”
901-767-0000
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We are all prisoners of our habits, and especially after a certain age, it is tough to “change”.  It’s been said, that if we keep on doing what we’ve always done, we’ll keep on getting what we have always gotten….but that is not true anymore!  In today’s competitive marketplace we may not even be able to survive doing the “normal”.  Today’s market requires innovation, creativity, and execution, using new tools, systems, strategies and the biggee: A willingness to CHANGE! 

If we don’t change who is going to notice?  From losing that extra five pounds to adding another day of exercise, or making more money…unless you have a plan and a coach to help you stay focused, there are no real outside consequences.

We are in a world that requires dollars for sustenance, survival and comfort, not to mention that money has been the measure of success.  So with that said, there are several experts out there that offer us a new path to create more guaranteed profits at this time next year if we are willing to embrace a few small changes.

Don’t have time??? Not an excuse anymore! With NAR’s FREE Realtor University Webinars, you can learn from top experts anytime, anywhere. Al l you need is the willingness to learn, a computer and a little willingness to CHANGE!  Here are some great resources:

Follow a Plan – Expert coach, author and speaker Carla Cross offers the best first step, and that is to have an effective business plan.  She did a brilliant job presenting what you need to know in the Realtor University free webinar last month available on line.  http://budurl.com/BizPlan2010withCarla

List for More $$ – More expertise to increase your bottom line with listings comes from super coach, author and speaker, Bernice Ross.  Bernice’s webinar offers solid direction on how to list more properties at higher commissions in 2010 by developing a premium marketing plan and use Web 2.0 strategies to get the listings signed up, priced right and sold!  Her million dollar information is offered FREE. Click here to get one on one direction:  http://budurl.com/ListMore4MoreMoney

Be the First Agent they call – Did you know that an NAR survey shows that 60-80% of consumers work with the first agent who responds to them?  If you are not up to speed on the latest applications that the top agents are using to out respond and out communicate their competitors, you need to get with it!  Expert and social media instructor Amy Chorew offers an information-packed power hour on the PDA applications top salespeople all over the world are using to respond, engage and connect with hot prospects. Get the scoop by clicking on: http://budurl.com/AmysKillerAps4U

There is a WEALTH of information available to agents that are sick and tired of not making the money they want.  The choice is yours to take advantage of these valuable online webinars that are guaranteed to take your profits from dull to dynamic! WARNING: It does require CHANGE on your part!

Are you ready???  Then check out these and others at: http://budurl.com/FreeNARWebinars4U

Do it! And we’ll see you in the winner’s circle…same time next year!

Bio: Terri Murphy is an author, speaker, communication consultant, and author of 5 books, including her latest with Donald Trump. She is the founder and Pres. of WomensWisdomNetwork.com and serves as CIO of U. S. Learning in Memphis and one of NAR’s GAME CHANGER 2010 Coaches. Email: Terri@TerriMurphy.com – And for more webinar resources visit: http://budurl.com/NARFREEWebinars