Webinar Replay – Blueprint for Success with Roberta Ross

What Every Real Estate Agent Needs to Build Their Blueprint for Success!

I know what it feels like to hit a plateau. I know what it feels like when massive success is just outside your grasp. I know how frustrating it can be to keep solving the same problems, but more importantly I know what it feels like to rise above these challenges and I’m humble enough to admit I couldn’t do it alone.

Roberta Ross is a very special person and I’m delighted to share her with you. During our session, we’re going to discuss how to put the frustration and struggle behind. Join us for this special session and you’ll have the keys to make the rest of 2016 extraordinary.

You’ll learn:

  1. How to make more money AND raise the experience of your business
  2. How to rise above your competition and OWN your market
  3. How to get out of feast/famine mode forever

Thomas and Lisa Echea have grown their sales 167% in the last 2 years!

Take our quick assessment and get Thomas and Lisa’s 5 tips for creating an email follow-up system that gets ROI here.

 

echea-edits

When they started The Echea Group in 2009 (now with RE/MAX House of Real Estate), the brother-sister team of Thomas and Lisa Echea knew they didn’t want the kind of real estate office that went from transaction to transaction, simply ending one deal and starting another. They wanted to build a relationship business.

Lisa had owned restaurants, where customer service was second only to great food. Thomas had over 25 years sales experience under his belt and understood the value of a strong connection with the customer. So, they agreed their goal was to build a business where client relationships reigned supreme.

The problem: How to do it? How do you start that kind of relationship when you’re dealing with hundreds of prospects you don’t know but want to convert into clients? How do you continue the relationships when clients may not need your services again for 7, 10, 15 years…or longer?

They knew if they wanted to build a successful business they’d need to start with a great system.

Two years ago they found their answer and it’s been up, up, and up ever since! “In 2014, we doubled down on email!”

“We knew that we needed a system that was easy and automated or it wouldn’t get done. We investigated “drip email” tools, but everything on the market seemed canned, impersonal and way too “salesy” – you know, the kind of marketing messages that cause you to hit the delete button the minute you see them in your inbox.”

Then they met Dan Stewart from Happy Grasshopper and it changed everything.

“The program we created with help from Happy Grasshopper is simple. We have our database broken into 2 groups: our past clients/sphere and our leads.”

To their sphere they send a fun, friendly message once every 3 weeks. “You wouldn’t believe the responses,” says Thomas. “We get email replies, phone calls and are even stopped on the street by people we haven’t seen or worked with for years. They actually want to tell us how much they enjoy our emails.”

“For our leads we set up an automated campaign. It begins with a brief message that simply greets the prospect immediately. An hour later, a ‘positioning’ email that lets the prospect know why they should set an appointment with us. Prospects get three positioning messages the first week of the campaign. That’s the heart of it. The magic begins a week later.”

The ‘magic’ is the nurturing portion of the campaign. Every few weeks, Thomas and Lisa’s prospects receive “off-topic,” short, fun and friendly messages about things they personally like in the Fort Lauderdale area. Lisa notes: “The messages don’t sell, and that’s why they work!”

And that, the Echeas insist, is how to build relationships and massively grow your real estate business year after year. In 2016 they are averaging a sale every 3 days.

Take our quick assessment and get Thomas and Lisa’s 5 tips for creating an email follow-up system that gets ROI here.

 

The Perfect Follow-Up Email

“I appreciate the email follow-up. If it’s any representation of your agency, then I am sure you will exceed expectations…”

This is an actual reply to the drip campaigns that Ryan Poppe and Jeff Brown, real estate agents in Durango, CO, are sending from Happy Grasshopper. The best part is it’s not the only one. They get replies like this weekly.

Ryan took the time to reach out (thanks, Ryan!) to let us know about all the replies his Happy Grasshopper emails have been getting.

This is what the perfect follow-up reply looks like:

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Hey ActiveRain, We Have a Winner!

We have a winner… cue the trumpets!

Before we get to the lucky winner (and his charity!), we’d like to take the time to thank all of the ActiveRain participants for their super amazing submissions. While the winner was drawn at random, we read each and every entry. Contests such as this aren’t simple giveaways, but rather an opportunity to learn more about others and what motivates them. We learned a lot from our fellow ActiveRain users this holiday season, and the experience was truly a blessing.

Ready for the winner? We thought you might be.

The winner is Joe Pryor of The Virtual Real Estate Team in Oklahoma City, OK! Congratulations Joe!!!

Joe’s submission was definitely a great one. His “5 Points of Thankfulness I am Mindful About” was exactly what we were hoping to achieve with our contest. It highlights people in his life that have made both his career and life better – a great piece we suggest everyone read!

download (2)Joe has decided to give the $1500 to the University of Texas MD Anderson Cancer Center’s Moon Shot program, which helps patients and their families fight cancer every day. Finding a cure for cancer is a cause everyone can relate to, and we’re glad to do our small part on behalf of Joe!

Finally, all entrants will receive 1000 ActiveRain points for their wonderful submissions. On behalf of everyone here at Happy Grasshopper…

Have a wonderful holiday season and, as always, stay happy. =)

10 Skills to OWN the Inside Sales Call

We promised you a more comprehensive sequel to our 4 Keys to the Inside Sales Call with Chris Smith, one that concentrated on the skills you’ll need to be successful and close the deal. He absolutely nailed it, doling out indispensable info that couldn’t be missed! When we reached the end, however, we realized Chris had too many skills to fit into just one post. And because here at Happy Grasshopper we always keep our promises, we give you:

Inside sales skills

 

  1. The Pre-Pitch Stalk

The more you know about a person, the easier it is to sell to them. This is an unavoidable truth whether you’re selling them a house or a Sno-Cone. Researching your lead is number 1 on this list and arguably the most important skill to hone. (more…)

4 Keys to Inside Sales Calls

Humorist Sam Levenson once wrote: “Don’t watch the clock; do what it does. Keep going.” Sales is as much flash as it is repetition; a combination of steps to follow every day in order to achieve success. There is no purer form of sales than the inside sales call, the direct contact between you and a potential sale – which is why we’re going to dissect it and give you 4 keys that will ensure you close the deal and cash the check!

Inside Sales Call (more…)

5 Activities That Will Get You to the Top

No matter which industry you’re in, we can all agree on one thing: it’s good to be on top. Thing is, that top spot doesn’t come easy. Any top producer will tell you about the long hours and dedication it took to get there. They may even touch on their secrets of success – but stop short of telling you the whole story. At Happy Grasshopper, we want you to be successful, even if that means our very own Dan Stewart and top real estate producer Kris Lindahl sharing their secrets to success. Together, they present you with their… 

Activities That will Get You to the Top2

 

  1. Maintain a “Me First” Attitude

I know, I know. You’ve been taught that selfishness is a universally negative trait – but that’s not always the case. A “Me First” attitude is crucial if you want to stand out within your industry.

You’ve got to put yourself first.

This may seem an easy enough attitude in theory, but in practice can prove difficult. After all, we’ve been conditioned that putting others before us is the expectation. The truth is, that you really can’t take care of others until you take care of yourself. When you’re operating at 100%, so are your relationships, which makes self-development paramount to success in all areas.

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Can email marketing be a conversation?

 

Conversation Bubbles

Can email marketing be a conversation?

The answer is absolutely yes, but using email marketing conversationally is as much a philosophy as it is a process of following the basic rules.

First, let’s just kill the elephant in the room. Email rocks! It has become the digital glue for all online channels, and returns the best ROI at more than 40:1 far surpassing any other channel at your disposal.

If you aren’t seeing this kind of ROI then listen up. We are going to walk you through how to see this kind of ROI using the basic concepts of Email Conversation Marketing.

First off, it’s important that you understand that most of the traditional strategies and tactics used to sell widgets won’t work for you.

Why? Your product or service can’t be downloaded or paid for with a swipe.

You are a professional salesperson, and you don’t sell concert tickets, e-books or other downloadables. You sell houses, cars, mortgages, financial products, insurance, and all sorts of other things that require you to build and nurture relationships. To generate outstanding returns on your investment in email you need to use what we call conversation marketing.

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Accomplish In Two Weeks What You Couldn’t Do Before In Two Years

MarkBrunoandTeamMark Bruno did.

Mark is a new Position-Me user and a team leader from the Monterey Peninsula in California (check out his website). He recently emailed us a happy story:

“Your Position-Me system is working great. It is weeding out some of the old dead weight and helping us generate appointments right out of the shoot. Thanks again for having such a great product!”

After reading that, we had to give him a call for more details, right?

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Write Better Email with the Information Gap

3 examples that will get you more responses from your follow-up email

Flat design modern vector illustration concept of questioning with isolated hands holding question marks

You’ve got new leads coming in every week that need your help. You’ve got people in your database who are ready to buy. You might even meet someone tonight at a social event who could be your next sale.

The problem: they ask for help once and evaporate.

It gets worse… your new web leads inquire about a property, yet they’re never to be seen again. Or even more frustratingly, you run into an old friend and find out they’ve recently purchased a home (from another agent).

There is a simple solution– The information gap.

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Automatic Responses for REALTORS

4 Examples of Automatic Responses for REALTORS® — Yes, you can steal these.

If you’re setting up emails to automatically follow up with your leads, we want to help. Here are some templates of automatic responses that let your leads know you have their information and you’ll be in touch soon:

Automatic Response for Property Request Sites like Zillow, Trulia, and Realtor.com:

SUBJECT: Thank You

Hi there — thank you for requesting property information from me today. Yes, this is an automatic message, and yes, I will be reaching out to you in person soon. Do you prefer that I email, call, or text you?

Let me know, and talk soon!

Why this message?

This message is direct, confirms you’ve received their request, and prepares your leads for you to communicate further with them — giving you control of the conversation.

Automatic Response for Open Houses:

SUBJECT: Thank You

Hi there — thank you for stopping by my open house! Did you have any unanswered questions about the property or ones like it in the area?

I’m going to stay in touch in case you need anything — and you can reach out to me anytime at !phone!.

Why this message?

It asks an open-ended question that can garner a response, gives them full-freedom to start a conversation with you, and segues into talking about other properties…that maybe you can show them…

Automatic Response for People You Meet at Events or Around Town:

SUBJECT: I’m glad we met

Hi there — I enjoyed talking to you the other day! I’m following up just so you have my contact information. If you ever have a question or would like to grab a cup of coffee and chat, say the word! My phone number is !phone!.

How are you today?

Why this message?

“How are you today?” is an easy question to garner a response and continue a conversation. The offer for coffee also opens opportunities for a one-on-one conversation, which can lead to more business.

Automatic Response for Leads Through Your Website Registration Form:

SUBJECT: Checking In

Hi there — I noticed you registered on my website, and I hope you found the information you were looking for.

To ensure I send you the most relevant information for your needs, please let me know what best describes you:

  1. You’re looking to buy or sell your home ASAP and just need to get ready for the next steps.
  2. You’re thinking of making a move, but you’re not 100% sure.
  3. You’re simply looking at what’s available in the market out of curiosity.

Whatever your circumstances, I respect them — I’m looking forward to hearing from you, and feel free to reach out to me anytime at !phone! if you have a question.

Why this message?

This message lets the reader know you respect their space, while also setting the stage that you will be following up in the future. It also asks open-ended questions that empowers them to impact the kind of communication they receive from you. If you don’t have open-ended questions in your email follow-up now, we highly recommend including them! They’re a great way to foster conversation.

How to Create the Best Autoresponse: A generic response isn’t necessarily a bad thing

At Happy Grasshopper, we’ve founded our business on the idea that “canned” email follow-up doesn’t work. The magic lies in personal, conversational messages from one human being to another.

Some of our users who purchased custom content to follow up with all of their new leads were concerned when they received a list of Automatic Responses as part of their custom content. The purpose of this post is to show why we include them and when they’re a great tool for you.

auto response

While we advise against dropping your leads into a prefabricated campaign, asking them over and over if they’re ready to use your services, we do recognize there’s a time and place when quick, simple, and straightforward responses enhance the authentic experience you want to give to your leads. (more…)

Are Your Old Leads Worth $90,000?

Dalley_20_1285890384282Brent Dalley’s were.

We recently ran into Brent at KW Family Reunion; he is a new user and team leader from Arlington, TX. He told a story we just had to share:

“Well, I’ve had 270 people unsubscribe from my first message, and I’ve gotten some hate mail.”

You might be asking yourself why I’d share that.

It’s because Brent is IN LOVE WITH OUR SERVICE!

From the 10,000 old contacts he re-engaged, he also received loads of happy replies from people who were glad he reached out. “I’ve gotten 15 deals. I’m going to end up making $90,000 in commissions from that one email.”

There are leads sitting in your database who are ready to buy. If the fear of getting a few negative responses is getting in the way – listen to Brent Dalley. Re-engaging them could lead to $90k in your pocket by summer.

Do you have a pile of old leads? Want to make more money from your new leads? Wish you got more referrals from your database?

Take our quick assessment and schedule a strategy call with one of Happy Grasshopper’s e-nurturing experts. You’ll love what our personalized follow-up solutions can do with your old leads.

How Happy Grasshopper Ruined This Agent’s Christmas

Brenda Pieper has a lot of great experience to share with her real estate clients, and it keeps her busy. That’s why she hadn’t uploaded contacts into her custom lead conversion campaign, even though it was ready for her to use.

A week before Christmas, she was getting ready to close her doors for the holiday and thought, “I’ll upload contacts as my last task before I begin my break.”

 

Email Marketing for Real Estate

 

She didn’t realize that her email campaign had automatically activated until her email began pinging her, flooding with responses — some from leads that were well over a year old. (more…)

Want More Business?

Generate More Business

Los Angeles is a tough market. The town thrives on buzz, so if a company is going about business as usual and not stirring anything up, people assume they’ve closed their doors.

Emma Tate knows this all too well. She’s lived in LA since she was a child, and she’s been running Culinary Delight Catering there for 36 years. Her clientele has ranged from Movie Stars and ESPN to local churches and family gatherings — she’s an LA Local through and through.

Emma began to use Happy Grasshopper in August because she realized she needed to reignite the buzz about her catering company. Her clients have always been delighted with her service and cuisine, and as the company shifts towards decadent party platters and hors d’oeuvres menus, she wants to reconnect with them. (more…)

Pro-Tip Tuesday: The Best Email Signatures are Simple

We know what’s running through your mind. As you craft the perfect email signature, labor over your picture placement, and choose the most attractive color combination — you want to make sure it convinces everyone to work with you.

You may include your long list of accomplishments and certifications. Your tagline will most definitely appear by your photograph, and you’re thinking about showing how high you rank among area REALTORS®.

It’s a lot of information to cram into a small space!

We understand the agony a signature can cause as you try find the perfect placement for each item, and we want to clarify something:

The best email signatures are simple.

best email signature
Here’s an example of a simple, easy-to-read email signature.

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A Tale of Two Job Postings

Check out what happened when I let our writers tell our story to potential new hires. Notice how in the second version our culture shines through, you learn exactly what we expect, why we appreciate your role, AND how we will make you happy  🙂

Telling your story to potential recruits is how the best recruit the best.  Let our writers help you tell your story – take our assessment and learn how here.

 

OLD VERSION – Customer Success Specialist

(809 views – 35 candidates) – Not bad.

Full time account administrator position in Safety Harbor, FL. Strong computer, organizational, and interpersonal skills a must. Must have strong attention to detail.

Responsibilities:
Client setup and training
Account creation
Appointment Setting
Sales Pipeline Management
Administrative Duties

Requirements:
Strong Computer Skills
Excellent communication skills — both verbal and written
Accurate typing skills
Self-starter with ability to multitask
Strong organizational skills and detail oriented
Top notch customer service skills
Highly motivated and proactive, with the ability to work well independently
Good judgment and problem solving skills

We are a small team, and while we have been in business for over 3 years and are well funded, we have the soul of a start-up. If you aren’t willing to get your hands dirty and pitch in to all aspects of the company and our mission you won’t enjoy the job.

Please respond with a resume to be called for an interview.

___________________

NEW VERSION – Customer Success Specialist

(812 views – 112 candidates) – A 220% increase!

Hi. I’m Celeste, and I’m one of the co-founders here at Happy Grasshopper.

Our Customer Success Specialists have a great job here. In my opinion they are the glue that keeps our company strong. And right now, our team needs a rock star Customer Success Specialist to join the ranks.

So, what will you do?

You’ll work with our clients to ensure their accounts are properly setup and deployed, and you’ll help them maximize their use of our products and services. You’ll handle scheduling and planning. You’ll constantly question the status quo. And you’ll think deeply about process improvement.

You’ll also work with our Marketing team to help prospect for new clients. Occasionally, you’ll join us on the road to go meet with our clients or attend a trade show.

What do we expect from you?

When you identify gaps in existing processes, we’re dying for you to suggest simple changes that make a big impact. We need you to brainstorm, think beyond the obvious, and drive projects forward.

Because we’re a startup, we need you to know the difference between what could be done and what must be done… and you have the freedom to do it.

Also, as you keep track of all of the details, keep us focused on the most important ones!

And, who are you?

Ideally, you have 1-2 years experience in a customer support or marketing role. You probably have a Bachelor’s degree because you have always been eager to learn, and you thrive in a dynamic environment. You can convince me that you have strong writing and computer skills, and you are overflowing with problem solving skills.

Among the tools in your toolkit, the two shiniest will be your organizational skills and your outstanding communication skills.

IMPORTANT: How to apply:

Your first test: Send me your Resume and include a note that will convince me there is no other person better suited for this job than you.

Here’s a hint: I want to know how well you’ll take care of our clients.

And why would you want to work here? We have some ideas.

People like it here: Our team is small, but we are a tight knit group that works hard and plays hard.

You will be challenged: People here are smart and are going to challenge your ideas, but we get along even when we don’t agree.

We make money in a way you can be proud of: Some websites try to take advantage of people — we don’t. We offer a money back guarantee on everything we do here. It’s the only way we’d ever want to do business.

Our clients love us: We get testimonials from people all over the country who are overjoyed with the results they get from using our services.

If you are a natural born people pleaser and want to use your positive attitude to help a growing company get to the next level, I look forward to hearing from you.

By the way, we offer great benefits including paid time off, paid holidays, health insurance and 401k.

Talk to you soon!
Celeste

 

How to Nurture your Leads, Past Clients and Sphere of Influence

Lead Nurturing ChecklistCan I ask you 3 questions?

  1. How large is your current database of past clients, sphere, and leads?
  2. What is your system for staying in touch with them regularly?
  3. How much business do you you think you are losing by not having a system to stay in front of them on a regular basis?

Okay, we both know running a business is like having two full-time jobs. But here’s the thing: 90% of salespeople do not follow-up consistently with their database even though the majority (I’m talking more than 80%) comes from it.

Simply put, better communication = more business (and profits!).

I know it can be hard to put such a big system in place …especially if you aren’t sure what’s most effective. That’s why we’re sharing this checklist with you. It lays out the steps you need to follow, plain and simple, to get more business from your database.

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Can You Really Make $100k Off Your Database?

Ask David Fraser.

On October 28th, David Fraser is hosting Make $100k Off Your Database — a one-time course on how real estate agents can drive steady, ongoing growth from your sphere alone.

But what if your database has a meager 100 contacts and you just don’t see a way to add 5 new contacts a day, as some speakers suggest?

 

make $100k from database

Yes, even you can make $100k from the email addresses in your computer.

And Yes — you can learn tried-and-true tactics for steady growth without the cold calling.

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The Secrets of the Happy Grasshopper Power User: Maximize Every Email

We have a confession.  Certain Happy Grasshopper users have hacked our email system.  They know the insider secrets on how to use it to their advantage, and their results range everywhere…from gaining new listings to receiving the grand title Happy Grasshopper Power User!

Because all Happy Grasshopper users are created equal, we need to even the playing field and share those insider secrets with you too.

Sshhhh... (more…)

How to Win Every Customer with Email Marketing

A Rule of Thumb Isn’t a Rule of Everybody

You are an awesome REALTOR®. You have leads coming to your peoplebase from a variety of sources, at all different stages of the buying process.  In an effort to gain the most clients, you research email send schedules, spend hours crafting the perfect email of the perfect length, and monitor each person’s activity on your website.

You’re a data gathering, researching, planning machine. Way to go!

Somewhere along the way, though, you may follow the rules too much and cut out who you are — the most valuable factor in your brand.

We don’t want that to happen, so we have some ideas to share with you.

THINK BIGGER (1) (more…)

Email Marketing for Real Estate: How One Message Can Grow Your Business

The cycle of marketing never stops turning. What was once tried and true becomes hackneyed and cliche. We observe this in fashion, music and art – and in today’s real estate email marketing, as will be our focus today.

Millions of email marketers have now been taught the same tactics: optimized subject lines, strong calls to action, captivating images, and so on. The result is that even the least hardened email recipient understands they’re being sold to. We do this as professional marketers, even though we understand that no one likes to feel like a target.

Your audience is a lot smarter than you (1)

Clothing stores and various merchants overcome the sense of inbox attack by giving their recipients exclusive access to discounts on their products and chances to access items that aren’t open to the general non-email-registered public. (more…)