How Do You Get People Coming Back To Your Website?

When you are thinking about what content goes on your website you should think about why is the consumer coming to my website and what do they want to read? Let’s start with one of the big reasons people come to your website; listings. Anytime you have a listing you see a spike in traffic on your website from people clicking on “Visit Realtors Website” on Realtor.ca.

The reason they are doing this is actually pretty simple when you stop to think about why. I’ve even listened to consumer panels where they have talked to consumers about this very topic. They are clicking through to your website to find more information about that specific listing than they are seeing on Realtor.ca.

Most of the time though they end up seeing the exact same information scraped off of the IDX or DDF feeds. There is no information that is much different. if at all, than they find anywhere else. They are coming to you see more.

This is the type of information you should be providing them. They want to come see more so give them more. Tell them everything you know about the house, the neighbourhood, and even go past that. Talk to the sellers and ask them what they love about the house, what will they miss the most, and anything else that only someone who lives in the house might know. I spoken to sellers who said the thing they’ll miss the most is the amazing neighbours, that’s actually a good selling point for many potential buyers.

Share all the information you can about the house. People are putting down a lot of money and they will consume everything they can find about the house before buying. If you’re consistently providing this information they’ll keep coming back and eventually reach out to you for help.

If you don’t have any listings you can still take advantage of this. Find other peoples listings that you’re allowed to advertise. Ask the listing agent if you can promote it on your website with a blog post as a “Featured Home of the Week” and if they say yes then write about their listing and try to collect buyer leads that way. It can be an effective strategy for generating buyer leads once you start ranking well on search engines.

The consumers want to see more so go on your website and start giving them more. It may not pay off from day one but this is a strategy with the long term in mind. The more you do it the more traffic you’ll get and the more they will stay on your site. The longer they stay on your site and the more they come back the higher you will rank in search engines. So start sharing everything you know about the house, neighbourhood, and whatever else might be relevant to potential buyers!

Get To Know The Coaches: Dan Wood of Brokerage Nation

Get To Know The Coaches: Dan Wood of Brokerage Nation

This week we are going in a different direction to a different kind of coach. Dan Wood is not what you would call a “traditional coach”. He is a project based coach who helps you get specific things done.

Full Disclosure: Dan and I do training bootcamps together for agents.

How would you describe your coaching?

A white glove approach as the client shares my screen and I log in and do all the heavy lifting. We can tackle a REALTORs systems “one project at a time” (it’s not monthly). It’s as needed, one project at a time. From setting up a database and lead follow up, to actually generating the leads in the first place.

What makes someone “coach-able”?

Openness… from being open to new ideas to being open to actually trying to make it work.

Do you identify more as a coach, sales trainer, mentor, or accountability partner?

It’s a hybrid of all, but leaning more towards coach.

Who should hire you?

My focus is helping agents get buyer leads and seller leads. For the broker owners I focus on agent recruiting and training.

Who shouldn’t hire you?

Most of what I do is marketing based… so if they don’t have a monthly marketing budget for Google, Bing, Facebook, Instagram, YouTube, etc

What makes you different than other coaches out there?

My focus is more on the technical side of the business. Most coaches are traditional… and that’s great because most agents need that. Actually I get most of my referrals from other coaches with clients who I help for specific reasons and the goal is to get them back to the other coach who keeps them accountable.

Have you sold real estate personally?

Yes. Since 2007.

Where are you located geographically? What percentage, approximately, of your clients are American vs Canadian?

I’m in Canada but about 30% of my business is in the United States.

What’s your speciality?

Marketing & technology.

Do you have systems for your clients? 3rd party or in house?

Inhouse + 3rd party. Depends what it is. For seller leads I use other programs but tie it all together. For agent recruiting it’s all in house.

How long to get someone up and running?

1 hour average.

What’s included in your programs?:

*Depends

What is the price range of your services?

$99 a month to $600 a month. $160 hourly. $300 to a few thousand for seminars.

Term length of contracts and cancellation requirements?

Zero.

What’s your turnover rate?

For 1-on-1 my goal is for them not to need me anymore.

What’s the main reason people stop coaching?

Money.

Best training for a new agent?

Podcast and audio books.

Get To Know The Coaches: Joshua Smith & GSD Mode

Get To Know The Coaches: Joshua Smith & GSD Mode

This week we are going in a different direction to a different kind of coach. Dan Wood is not what you would call a “traditional coach”. He is a project based coach who helps you get specific things done.

Full Disclosure: Dan and I do training bootcamps together for agents.

How would you describe your coaching?

A white glove approach as the client shares my screen and I log in and do all the heavy lifting. We can tackle a REALTORs systems “one project at a time” (it’s not monthly). It’s as needed, one project at a time. From setting up a database and lead follow up, to actually generating the leads in the first place.

What makes someone “coach-able”?

Openness… from being open to new ideas to being open to actually trying to make it work.

Do you identify more as a coach, sales trainer, mentor, or accountability partner?

It’s a hybrid of all, but leaning more towards coach.

Who should hire you?

My focus is helping agents get buyer leads and seller leads. For the broker owners I focus on agent recruiting and training.

Who shouldn’t hire you?

Most of what I do is marketing based… so if they don’t have a monthly marketing budget for Google, Bing, Facebook, Instagram, YouTube, etc

What makes you different than other coaches out there?

My focus is more on the technical side of the business. Most coaches are traditional… and that’s great because most agents need that. Actually I get most of my referrals from other coaches with clients who I help for specific reasons and the goal is to get them back to the other coach who keeps them accountable.

Have you sold real estate personally?

Yes. Since 2007.

Where are you located geographically? What percentage, approximately, of your clients are American vs Canadian?

I’m in Canada but about 30% of my business is in the United States.

What’s your speciality?

Marketing & technology.

Do you have systems for your clients? 3rd party or in house?

Inhouse + 3rd party. Depends what it is. For seller leads I use other programs but tie it all together. For agent recruiting it’s all in house.

How long to get someone up and running?

1 hour average.

What’s included in your programs?:

*Depends

What is the price range of your services?

$99 a month to $600 a month. $160 hourly. $300 to a few thousand for seminars.

Term length of contracts and cancellation requirements?

Zero.

What’s your turnover rate?

For 1-on-1 my goal is for them not to need me anymore.

What’s the main reason people stop coaching?

Money.

Best training for a new agent?

Podcast and audio books.

Get To Know The Coaches: Goodfellow Coaching & Consulting Inc.

Get To Know The Coaches: Goodfellow Coaching & Consulting Inc.

Welcome to the first in our brand new “Get to Know the Coaches” series on the Just Sell Homes website! This series will be ongoing as we get to know as many coaches as possible.

The goal is to show you the different options out there and so you can get to know your options. This is an introduction to different coaches only. You should still interview them to see how they fit with you and your business!

This first coaching session is with none other than Ken Goodfellow of Goodfellow Coaching and Consulting Inc. 

How would you describe your coaching?

Goodfellow Coaching focuses on running a successful business. We are not the “Did you make your 10 calls this week?” coaches. Our clientele is well established and essentially know how to sell real estate. Our guidance helps bring balance into people’s lives, creates a profitable business model and helps the client with operations and growth.

What makes someone “coach-able”?

The individual must be open to new ideas and thoughts and change. They must also be motivated to do better and be accountable.

Do you identify more as a coach, sales trainer, mentor, or accountability partner?

We identify more with the Coach role and even more so as Business Managers. Our expertise is highly focused on financial health and accountability and profitable growth.

Who should hire you?

Our expertise is with agents earning $500,000 or more. They are focused on growth and many are in the process of building a team. Broker owners hire us to assist with talent attraction, profitability, and general operations.

Who shouldn’t hire you?

We are not a fit for those just beginning in the business.

What makes you different than other coaches out there?

We are strong business coaches and consultants. Our In-Office strategy and implementation offering is dramatically effective and unique. We interview your staff and the agents on your team (or brokerage), review systems, marketing, financials, and over several days prepare a carefully crafted strategy and implementation plan.

We only work with top producers and have extensive experience in selling and preparing for sale, real estate team’s and brokerages.

Have you sold real estate personally?

Ken was a successful REALTOR who subsequently owned and operated a real estate brokerage with over 200 sales associates. Once he sold the brokerage he built a profitable and productive real estate team. After selling the team Ken started his coaching business. Ken’s real estate experience is unique in the coaching industry. The Goodfellow team coaches have all sold real estate and have all earned or are earning in excess of $1,000,000.00 annually in real estate sales.

Where are you located geographically? What percentage, approximately, of your clients are American vs Canadian?

Goodfellow coaching has offices in Ottawa, Toronto and Florida. We are a Canadian company that services North America with approx. 75% of our clientele situated in the United States.

What’s your speciality?

Goodfellow Coaching group are recognized as the #1 Team Experts in North America having coached well over 700 top real estate teams. Our broker/manager coaching also reflects our extensive experience in owning and operating successful real estate brokerage.

Do you have systems for your clients?

We provide all systems needed to run a business. Some in-house and some third party.

How long to get someone up and running?

When we take on a new client we begin with a 30-page questionnaire on their current situation. Then in conversation with the client, a strategy is set and that determines our timing and start date.

What’s included in your programs?

Our program is customized to the client as we deal with top producers and all clients are at different stages with their business. Having said that we have coaches that specialize in systems, recruiting, marketing, luxury, real estate brokerage operations.

What is the price range of your services?

Admission to our coaching services is by referral, invitation or application. Once this criteria has been met we will review the investment.

Term length of contracts and cancellation requirements?

Our agreements are fully open. There is no set term and no obligation. We believe in results and not restrictive contacts.

What’s your turnover rate?

Our clientele is typically long term. We have a low turnover rate as our base is characteristically growth minded. We end up being long term business managers and in many cases partner as CEO’s of their company.

What’s the main reason people stop coaching?

They tire of the accountability.

Can you share documented and proven results for your clients increase in performance?:

YES. The testimonials are plentiful and powerful.

Do you hold any designations?

Ken is a Master Coach and all our coaches are certified within Goodfellow Coaching.

Do you want to continue reading about Goodfellow coaching? Click Here to read an issue of their coaching magazine.

You Are Not The Hero

You Are Not The Hero

Do you want to connect with your customers with a marketing message that really resonates? You need to remember that its not about you. You’re not the hero in the story. If you want your marketing message to truly resonate then it can’t be about you. A lot of marketing today is based around the agent specifically. The best marketing is when it tells a story, but a story that makes the client the hero.

A good story about a hero resonates. People project themselves into the hero role. If you’re making yourself the hero it won’t resonate as much. Most people watching a James Bond movie want to think of themselves as James Bond, not Q. They want to be Batman and not Alfred. Neither of those heroes could do what they do as well as they do without Q & Alfred. They guide them, help them, give them the tools to succeed. Countless examples of this. Yoda to Luke, Mickey to Rockey, Rafiki to Simba, Morgan Freeman to anybody who will listen, Doc Brown to Marty, Gandalf to Frodo, Dumbledore to Harry, and the list can go on. You find these characters all over. They are essential to they story. Sometimes even loved more than the main character. They aren’t the hero though. It’s not about them. Can you make yourself the Mr. Miyagi instead of the Daniel-San of your marketing?

You need to apply this principle. Make your customer the hero and you’re the guide helping them. Next time you have a listing, talk about how you guided them to get the most for their home. They did it though. You helped them stage their home but they actually were the ones responsible. They’re the hero, not you. Give people something to relate to. If they list their home with you they can be the hero too. Give them the appearance of control over their situation because ultimately its up to them in the end. Even if you swoop in to provide help at the exact moment they were about to lose they are still the hero! Its just a way to reframe your marketing.

It’s one of the biggest challenges in marketing. You’re marketing your business, you want to make yourself look as strong as possible. Ultimately though, that’s not what resonates strongest with people. Most people are always thinking “What’s in it for me?” Can you answer that? It’s much easier to relate to someone they can see themselves in than as you, the agent.

For example, if I was selling investment properties I wouldn’t talk about all the things you can do to help them buy the right one and make money. I’d tell the story of John; John made a great decision to buy an investment property and with the rent being collected not only did he cover his costs, he got to take his family on vacation with the profits. See John here on vacation with his family? That could be you. You could be John.

That’s a much more effective message. Make them the hero, not you. You’re not the hero. (Even though you kind of are)

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