Author: Emmanuel Lao

As someone who’s been in the real estate industry for quite some time now and in real estate web design in recent years, I go on the talking circuit to provide value to a number of brokerages out in California.

In one of these sessions, one of the gentlemen, a real estate veteran, in the class pulled me into his office to have a one-on-one with me. He wanted to learn a little bit more about what we do and talk about some of the struggles that he’s facing in his business.

I asked him what he was working on and what his biggest challenge was. He directed me toward these sheets of paper with a laundry list of all these different strategies, fixing and cleaning up his CRM, multiple websites for his businesses that he’s focusing on, mastermind groups, meetup groups, social media platforms,  ad campaigns. He’s doing commercial and residential real estate and he’s also interested in international transactions. He was clearly all over the place. 

You see, his story is not uncommon for a lot of the realtors out there, and this potentially might be speaking to you. I proceeded to ask him the question, where do you get the bulk of your business from? And he goes on to say that he has a database of about 5,500 people and about 85% of his business comes from this database of 5,500 people. 

Now, if 85% of the customer traffic of your business comes from your database, then why are you going to start and focus on another strategy and essentially start from 0%. So if I’m at 85% of success in my business and I’m 15% away from being able to get a hundred percent. 

Why the heck am I going to start this social media campaign and essentially start from zero on multiple platforms when I’m already 85% of the way there.

The answer is twofold.

Number one, this person clearly suffered from shiny object syndrome, when you go for a whole bunch of different strategies and tactics when in reality, the solution to fixing what you’re struggling with your real estate business is right in front of you. You’re blinded by all of these other different strategies and tactics like Facebook ads, Zillow ads, and all this other nonsense, but the bulk of your business is right there sitting in front of you.

All you really need to do for that last 15% is to look at yourself in the mirror and figure out what you need to do to solve this problem. You just need to look at yourself and figure out what excuse am I giving myself to make sure I don’t get to that hundred percent. And then once you figure out what that excuse. Then just throw it out the window and figure out what the problem is that you need to solve to get to a hundred percent of completion for mastering your database, systematizing your process so that you can have all your business just funneling from that database.

The second is fulfillment issues. 

He knew where 85% of his business is coming from, but how many of those were retained clients? If you have that many people in your database and you’re getting that many or that much business, but they’re not coming back to you, then it’s clear that you’re facing fulfillment issues. If they’re not coming back to you, this essentially means that you’re not very good at your job because your customers work with you, and then they ended up going to the other guy. 

So again, it’s maybe just taking a hard look in the mirror and figuring out what your flaws are. What’s stopping you from getting to 100% in this one piece of your business. Just be real with yourself and fix those problems. Systematize your process. Feed the mechanism and it’s going to output the exact same result, and over time you’ll be able to build that predictability within his database.

Find out more tips to help you scale your business and build predictability? Join our free Square 1 Facebook Group today. If you need help building out your real estate website, we’re just a call away! We’re experts so feel free to reach out to us and we’ll be more than happy to help you out.

As someone in the real estate web design business, I get to talk to a lot of real estate professionals, and the other day I was talking to a broker that mentioned something that inspired today’s video, he said that he wanted to be the authority, but didn’t want to be the face. And that really resonated with me because the idea made absolutely no sense in my mind. Can you be in authority or have influence without having really done the work to garner it? This particular topic will resonate with a lot of agents that are finding themselves really struggling in the real estate business and trying to find shortcuts to success. 

Authority is actually broken down into three main categories; legitimized by time, appointment, and charisma. Examples of legitimized by time are historical personalities. Like George Washington or Abraham Lincoln, they were legitimatized over a specific time span. The second way to kind of garner authority is by being appointed, an example of this is the appointment of an authority to an office. Now the third way is through charisma or by being charismatic. If you’re in real estate, this is pretty much arguably the category that you fall into.

Now that we’ve identified, what is an authority, and how to garner authority? Then the next question to really be asked is how can an authority have influence.

The best way to really have that influence is really through relationships and expertise. 

This is the main thing that we focus on with all of our clients. We help provide value about their expertise. You as being the authority as an expert, but the main thing in this type of influence is that you have to be able to share your expertise in order to gain that influence. In other words, you’re giving away value in order to gain authority.

Now you can have influence without being an authority or really sharing your expertise by doing a few things. One, you need to have a good reputation. Two, you have to be very diligent. Three, you have to be a good role model or a good person. Four, you really need to be a good motivator.

How can you achieve these four items without having to do the work of promoting them? Essentially this means that you need to have other people do this work for you. You need other people to preach the good word of how great you are, how much of an influence you are. You need to increase your word-of-mouth referrals. If you did a good job, they’ll preach your good reputation. They’ll talk about how diligent you are and really helping them work a deal, an excellent agent for other agents to aspire to, being a motivator, AKA a leader, really taking charge of whatever deal that you’re trying to negotiate for your clients.

This really brings me back full circle to that first question. Can you be in authority without being the face without having done the work without having to provide your expertise? The honest answer is NO. 

In order to garner this pseudo authority without actual influence and authority, you have to have done the repetitions, you have to have done a lot of deals under your belt, you have to have a pretty significant amount of volume that you’ve done in terms of real estate transactions. You have to do the work. You have to be consistent in providing value. You need to keep flexing that expertise to really drive these inbound leads, into your pipeline.

If you want to achieve success in your real estate career, utilizing digital marketing efforts, you have to be the face. You have to put yourself in front of your, your camera phone or a camera and you need to become the face of your brand. 

Find out more about becoming an expert and authority in real estate. Join our free Facebook Group today for similar content that can help you in your Real Estate journey. If you are interested in one-on-one coaching, then schedule a strategy session with me today, and let’s talk about how I can help you move your business forward.

Do you currently have a list of warm or hot prospects in your real estate business that you’re trying to persuade into becoming your clients? Do you find that even with your stellar real estate web design, you’re still not able to close deals?  Well, If you have this laundry list of prospects that you’re sending your regular follow-ups to and you’re just being ghosted, it can get frustrating. 

If you’re looking for a tactic to get those people on the fence, up and over to work with you using a very simple tactic called scarcity.

Discussing this topic is essential as there are a lot of real estate agents that do have some leads that they are nurturing or trying to nurture but for some reason, are still unable to close them and make them take action.

Without a proper strategy in place to get them unstuck, you’ll end up going down an endless cycle of follow-ups to the internet ether and instead of getting a solid yes or no answer from our leads.

Pro tip: If you’re following up and they’re not responding, don’t give up easily. If you don’t get a solid no out of them, then there is still an opportunity. All you have to figure out is how to unlock it. 

So you are a real estate agent and you’re priming to either set up or revamp your real estate website. Not to put too much pressure but your website is important to make a great first impression with leads and prospects before even speaking with you and getting them into your sales funnel. You know the term, don’t judge a book by its cover, well it’s not applicable to your website. An old or outdated website can be a reason why you lose clients before you even get to talk to them. 

Now, after scouring the internet and doing all the research, I’ve broken 2022 real estate web design trends that can make your digital image look super crisp and trendy for all of your real estate agent peers and prospect into my top five:

Do you know what compels someone to buy, sell, or lease? Before these people even find your website and go through your real estate web design, what truly urges them to even think about buying or selling real estate?

This is a basic question that you would assume most real estate agents should know. However, this isn’t usually the case and by not knowing this, it will be very hard for you to have any success in real estate. This is basic Sales and Marketing 101 and it’s truly what will drive your business.

Do you find yourself always wanting to get more real estate seller leads? Are you wondering why your real estate web design doesn’t seem to attract seller leads? Wanting to work more with seller leads than buyer leads is a common desire in the real estate industry because you know that if you represent the seller you have all the power in the deal.

However, capturing leads where you represent the seller is one of the hardest leads to try to generate. Therefore, if you’re just getting started as a real estate agent, it is completely understandable how appetizing these leads can be. 

The key to successfully getting more seller leads is to deploy a solid strategy. 

Have you ever found yourself saying “I’m not getting any new real estate clients!”? Or maybe it’s “I just got my license and I haven’t gotten any new clients at all!”? This is the most common challenge that most Realtors face on a regular basis.

However, the reality is, the reason you’re in this position is that there is something that’s missing in your strategy. Chances are there are still a few things that you still have to learn. More than having a website with great real estate web design, you have to deploy different marketing strategies to really grow your business and get new real estate clients. 

Are you currently running Facebook or Google ads but not getting the results you’re looking for?

Or are you getting leads but they’re just not qualified so you end up wasting a lot of your time and energy for nothing? Or even worse, you’re not getting any leads at all?

Nothing beats the feeling of your phone not ringing, your inbox filling up with more spam than real prospects looking for help, or having wasted your time on a call with a lead who was clearly not qualified. Because the reality is, having a website with great real estate web design is not enough to move the needle for your business unless you drive people towards it. 

Have you been grinding away on your real estate business but still not able to see the return that you are looking for? Is your website with aesthetically pleasing real estate web design not moving the needle? This is especially difficult if you’ve been investing a lot of your hard-earned money on a strategy, coaching program, or tactic that isn’t bearing any fruit.

However, nothing hurts more than spending money on something with no substantial results and then you continue to still keep spending money. It’s called the sunk cost fallacy and a lot of real estate agents find themselves in this predicament.

It’s one of the most painful real estate scenarios to be in and you can easily get stuck in it if you’re not paying attention. Because if there’s one thing that every real estate agent dreams of, it’s to have a great cash flow that will allow them to grow their real estate business.

Are you currently marketing your services but it’s not really moving the needle on lead generation or sales? Are you frustrated that you have a website with great real estate web design but it’s not seeing any traffic? If you’ve dabbled on direct mail marketing or thrown in a few hundred bucks on Facebook Ads and it didn’t work, it can be extremely frustrating.

Knowing that you are burning through cash without any more income coming in is adds fuel to the fire. Because chances are, if you can’t figure this out before the time you run out of cash, your real estate business is more likely to go bankrupt.

The key longevity in the real estate industry is to keep your sales pipeline full and to do it consistently.