understanding and engaging today’s real estate agent
TRANSCRIPT
Understanding and Engaging Today’s Real Estate Agent
Matt DollingerPresident and Founder
Gearbox Consulting
• Over 10 years of industry experience
• Accomplished industry speaker
• RealTrends 50 Company• Coaching and Training of
100s of agents• Developed training
programs around KCM• Focus on growth,
automation and technology
How I’ve used KCM in the past
Created the Market Expert Class
• In-office training program focusing around the materials provided by KCM each month:– 20% increase in total GCI for participants– 20% increase in online lead conversion of buyers– 50% decrease in property price adjustments– 30% decrease in DOM for listed properties– 98% LP:SP ratio for listed properties
Integrated into Company Marketing
Supplemental Online Content
Video Market Updates
Branded Listing/Buyer Collaterals
What agents look for in lenders
My unofficial Chicago agent survey
• Sent survey out to top 1000 agents in Chicago• 16% responded to survey• Three Questions– What do you want/expect from your lender?– Why are you currently working with your lender(s)?– Why have you “left” a lender?
• These answers were then broken out by quartile*
What are you looking for in a lender
Why do you work with your lender(s)
Why have you left a lender?
Why have you left a lender?BROKER
What the agent isn’t getting…
• Different agent outreach programs– Curtailed business development, insight or leadership
based on their current needs (based on quartile)
• Coaching and training on how to USE market data– Insight into how current developments can effect
their business and most importantly their clients
• Compelling/Branded marketing materials– Pieces to educate consumers, drive business and
reflect their brand in a positive light.
from their BROKER
How can you become high value?
What is valuable to today’s Realtor?
• Anything that saves them time or automates.
• Anything that brands them positively.
• Anything that helps them do more deals/grow.
• Anything that “WOWS” their client.
Creating Value Based Partnerships
Remember These?
3 areas Bridge Builders can help
• Increase Facetime with key agents• Brand agents as experts• Grow and Empower YOUR Team
Increase Facetime with key agents
• Schedule a monthly meeting with your top producing agent’s teams and provide/discuss these materials.*
• Schedule a monthly webinar where you can go through some of the most important slides
• Send them out to perspective agents with your contact information (email blast)
* Sample curriculum and “how to” guide for running a Market Expert class will be provided after webinar.
Brand them as experts
• Key infographics for them to use in marketing (postcards, email blasts, etc.)
• Handouts (in color) for them to use in buyer presentations and listing opportunities
• Scripts for them to use when discussing the market with their clients.
• Materials for them to use in online lead opportunities• “Keep in Touch” materials to send out to past
transactions to show them how well they've done in their investment
Grow and Empower YOUR Team
• Make “newbies” look like educated pros when talking about the market
• Provide them with marketing materials to go after their own agent relationships
• Follow up materials and handouts to use in their meetings with potential clients
• Keep in touch materials with their database of agents.