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Jolene Quinn

Business Planning Insights Industry Insights Sales Insights

Are You Missing Potential Leads?

March 21, 2014

Author: Jolene Quinn, eBusiness Manager of Alain Pinel Realtors
Are you receiving calls on your listing and your listing is pending? What are you saying to these clients? “Thank you for calling but the property has an accepted offer”. Click
These are prospective clients that you can represent as buyers!  Your response should be “The property has an accepted offer but I know of a similar home in the area. Would you be interested in seeing it?”

  • If they are not working with an agent, offer to show them another home. This is a client who called you who needs assistance finding a home! This is a great lead!
  • Sometimes they already have an agent. Always be kind. You can answer a few questions then refer them back to their agent. If their agent drops the ball then they will think of you if they want to work with a different agent.

Not interested in representing buyers?

  • Refer them to a buyer’s agent in your office. Not only can you get a referral fee from the agent but you’re also building rapport with your peers.  Not to mention, helping the client!
  • When you speak to the client, tell them you work with a great buyer’s agent that you would be happy to refer them too. Make sure to let them know the name of the agent and give a nice introduction.  This makes it more comfortable for both the client and the agent.

Asking these questions before you pass them off to your buyer’s agent helps the agent:

  • What area are you looking in?
  • What price range would you like to stay under?
  • Are you pre-approved for your home loan should you need one?
  • How many beds and baths do you need?
  • Do you prefer a condo or single family home?
    • Do you have pets? (if interested in condo)

Above all, make sure you respond to client inquiries quickly!  In today’s world, clients expect a response within minutes and will quickly move on to another company if they don’t hear from you.  Have a process in place with your referring buyer’s agent so the agent understands a quick response is mandatory if you are to continue referring clients to them.


About Author:

Jolene Quinn is the eBusiness Manager at Alain Pinel Realtors. She has almost 20 years in real estate and over 13 years working directly with internet leads. Prior to working with APR she managed the eBusiness department of a large real estate company that spanned 3 states. She was responsible for taking the department from ground level to one of the most successful eBusiness departments in the nation. 

Buyer / Seller Information

Building a Great Relationship with Your Buyer's Agent

March 5, 2014

Author: Jolene Quinn, eBusiness Manager of Alain Pinel Realtors
Real estate agents and clients build a strong bond by using open and honest communication.
With a few simple steps you can build a lasting and successful relationship:

  1. Give your agent as much information aspossible.
    1. Price range
    2. Area
    3. Condo or single family
    4. Single story or multiple levels
    5. Feng Shui important? Tell them!
    6. Everything that’s important to you
    7. How do you like to communicate, phone, text, email or all three
  2. Be honest! Express your likes and dislikes. This helps the agent narrow the search for the prefect property.
  3. Be courteous. If you have to cancel an appointment, give as much notice as possible. Remember your agent has many clients, appointments and a family and they scheduled their time just for you. They may also have to cancel with the home-owners and other agents representing the homes. Late notice or a no-show can affect many people.
  4. Work with one agent rather than several. Agents are committed to helping their clients but may not be as proactive if they know you are working with multiple agents. All agents are aware of a law referred to as “Procuring Cause”. This law ensures the right agent gets paid commission on a sale. If you use one agent to show you a property but want another agent to write the offer and represent you, then you may cause a conflict in who is actually owed the commission. It’s in the buyer’s best interest to get a buyer’s agent rather than work with a bunch of different listing agents. Find a buyer’s agent you are most comfortable with and use them for all your real estate needs.
  5. Do not call the listing agent if you are working with a buyer’s agent. Listing agents work for the seller. If the listing agent shows you the property, the listing agent will expect to represent you.
  6. Get pre-approved for your home loan. The pre-approval not only helps you understand how much home you can afford and what your payments will be but it also shows the agent you are prepared and serious. An online mortgage calculator does not show the complete payment you will have since it does not have all your financial information. It is just a guideline. With a pre-approval in place, your agent can present an offer on your behalf with confidence! Don’t be afraid to ask your agent for assistance in finding a good loan officer. They will know of many good lenders through their experience with other clients.
  7. Change your mind or not able to buy for a while? Priorities change in everyone’s life. It’s okay! An agent would rather know you’ve changed your mind rather than not hear from you at all. Try to stay in touch with your agent so they know you still want their services when the time comes to look again.  The worse thing to happen to an agent is when a client disappears and they don’t know why.


With open communication you will have a great relationship with your agent who will always want to put their best foot forward to help you find your desired property. Whether it’s today, tomorrow or two years from now.


About Author:

Jolene Quinn is the eBusiness Manager at Alain Pinel Realtors. She has almost 20 years in real estate and over 13 years working directly with internet leads. Prior to working with APR she managed the eBusiness department of a large real estate company that spanned 3 states. She was responsible for taking the department from ground level to one of the most successful eBusiness departments in the nation. 

Industry Insights Marketing and Technology Insights

Connecting Clients and Technology

January 30, 2014

Author: Jolene Quinn, eBusiness Manager of Alain Pinel Realtors
As a sales associate, you need to be flexible and have a breadth of knowledge. In today’s market with limited inventory and tight credit standards, working with a buyer will most likely be a long-term process. Yes – you will be looking at homes with them, but you also need a way to stay engaged with them should nothing come to the market that fits their needs for any extended period of time.
In 2014, I suspect we’ll see many changes in the real estate industry – especially when it comes to technology in the home. You can use this as a benefit and use these developments as a reason to stay in touch with your clients.  No matter how much or how little technology a client is familiar with, show them that you’re the expert with all of today’s home advancements. With technology moving so fast, you won’t run out of material!
To stay on top of the latest developments, check out rismedia.com and inman.com. Both are great resources for information on the latest technology in real estate and smart devices around the home. You can subscribe and get daily emails – plus it’s free.
How many of you attended or read about the 2014 Consumer Electronics Show (CES) that took place in Las Vegas a few weeks ago? Some items I read about that were a hit at the show were wearable technology and smart devices around the home. Take a look at some of these examples:

  • Door knobs that’ll know when someone is at the door
  • Toothbrushes will tell people how clean their teeth are
  • Refrigerators that can text you a shopping list
  • Drones that can give aerial images of properties that aren’t too far away like helicopters
  • Bendable TV’s that enhance viewing
  • Curved glass phones – flexible so it fits your face and lies flat on a table
  • Self-healing glass surfaces (scratches magically disappear!)
  • Washing machines that you can run from your smartphone
  • Smart light bulbs that can save energy, slowly put you to sleep, and more
  • Health monitors that track eye strain, glucose, asthma etc.

These are just a few – and more are being developed every day. If you can name it, someone has or is creating a device to help monitor it, track it, watch it, park it, or even create it (like 3D printers)!
We already see Nest (great closing gifts!) and Floored starting to influence the home and real estate – we can only begin to scratch the surface of what’s next. Start telling your clients about them!
Remember, no matter what is going on in real estate and technology, establishing a long-term relationship is key. The most important things to your clients are honesty, integrity, knowledge and responsiveness to their needs. Building qualities still need to be at the forefront to building a good relationship.


About Author:

Jolene Quinn is the eBusiness Manager at Alain Pinel Realtors. She has almost 20 years in real estate and over 13 years working directly with internet leads. Prior to working with APR she managed the eBusiness department of a large real estate company that spanned 3 states. She was responsible for taking the department from ground level to one of the most successful eBusiness departments in the nation. 

Buyer / Seller Information

The Benefits of Working With A Buyer's Agent

January 8, 2014

Author: Jolene Quinn, eBusiness Manager of Alain Pinel Realtors

Buying and selling real estate can be one of the most rewarding undertakings a person can go through but it can also be one of the most stressful. As a buyer, it is most likely the biggest purchase you will ever make! As a seller, you want to get your home sold quickly and for as much money as possible. With this much money involved on both sides, it can be extremely emotional.
The average search for a home can be anywhere from 8 months to 2 years – and it can be very overwhelming.

Working with a real estate agent can help!


Education and Experience

Real estate agents must take many hours of continuing education on law, ethics, fair housing, trust fund, risk management, contracts and business planning, just to name a few. Many agents work 6 or 7 days a week. They see the greatest number of homes and know the inventory in your desired area. They have a working relationship with the other agents and many times know of homes that are just coming on the market or not publicly listed. Once your offer is accepted, your real estate agent will help navigate each step in the closing process
Knowledge of the Area
An agent will know if the home is overpriced, meaning room for negotiation or underpriced, meaning the seller is encouraging a multiple offer situation or a quick sale. Agents know which homes have been professionally remodeled and how much those remodels should translate in terms of market value. Agents can identify comparable sales such as the home that sold for less after months on the market and falling out of escrow. Your agent will have knowledge of the neighborhood and be familiar with school information, public transportation and local business. Agents view all the homes in their market which can help you weed out homes that do not fit your criteria, saving you time.
Negotiation Skills
Top producing agents negotiate well because they are experienced and know the right way to present offers. This is extremely important if you are in a multiple offer situation. Agents can take out the sometimes emotional aspect between the buyer and seller and present you in the best manner. There are times you may want to renegotiate due to the home inspection or disclosures and request the seller to fix certain items. In many cases sellers are selling the home “as-is” and do not want to fix anything. An agent has the experience to make the requests.
Did you know?

1. In most cases, a buyer does not pay an agent; the seller pays the commission and splits it between the seller’s agent and the buyer’s agent so the services are essentially free to the buyer. The commissions are already established when the seller lists the home for sale.

2. Working with “one” real estate agent rather than several, is best. Agents have access to all the same information so finding an agent that you feel comfortable with, who is responsive, and an expert in your desired area are all key. Make sure the agent that schedules your appointments is the same agent you want to write your offers.

3. An agent’s success and continued career in real estate are referrals from their clients. These referrals give agents strong incentives to make certain their clients are happy and satisfied.


About Author:

Jolene Quinn is the eBusiness Manager at Alain Pinel Realtors. She has almost 20 years in real estate and over 13 years working directly with internet leads. Prior to working with APR she managed the eBusiness department of a large real estate company that spanned 3 states. She was responsible for taking the department from ground level to one of the most successful eBusiness departments in the nation. 

Industry Insights Marketing and Technology Insights Sales Insights

How Do I Convert My Internet Leads?

December 3, 2013

Author: Jolene Quinn, eBusiness Manager of Alain Pinel Realtors

The most common statement I hear from agents is:

“My online leads never pan out!

 
It’s the most misunderstood type of “client” in the real estate industry and yet, it is probably now the most common!  So how do you turn an internet lead into a sale?  Build a relationship! All the statistics say that clients are starting their search anywhere from a couple of months to a couple of years prior to actually purchasing their home. They use the internet to research and get facts. Many are first-time home buyers who don’t fully understand the process and they are very hesitant to give out their contact information. So when a client does contact us, it’s usually an email with no phone number or a quick call to ask a few questions. Consider this first contact like the first “hand-shake” when you meet someone face-to-face.
First impressions are everything! And you have but a moment to make it a good one “virtually”! Delivering a wonderful experience from the first phone call, email or text is very important if you want to turn a lead into a client. Clients no longer choose an agent for information. Information is just a click away! If you manage to make that first impression a good one, chances are you will have a client you can build a relationship with and will be loyal to you for the long-haul.

  • Learn how to make a good first impression virtually. Generally just be cordial and knowledgeable.
  • Take them seriously even if they aren’t pre-approved. Most don’t understand the importance of pre-approval until they build a relationship with an agent, then they get it.
  • Respond as quickly as you can to calls, emails and texts. Even if it’s a quick note to say you got their message and will get back to them.
  • Ask how they would like you to correspond and how often.
  • Have the skill and knowledge of your area. They don’t realize you viewed most of the homes in your area or know what the home next door sold for.
  • Don’t automate everything. Mix in personal text and calls.
  • Don’t give up and think the client isn’t serious just because you haven’t heard from them in a while. Let the client know it’s okay to contact you no matter how long it’s been.
  • Be patient. It may not be a quick sale. Each client is unique and has their own timeline.
  • Build a good relationship with your client. This is important if you want them to be loyal to you and not seek another agent when they’re ready.
  • Build your relationship with other agents! Agent relationships are just as important as client relationships. Everyone wants to work with an agent that is well-liked and respected.

Use this information to build a better relationship with your internet leads. Distinguish yourself by providing clients with great service! Pretty soon you won’t need to chase your clients, they’ll already be in your pipeline and converting to a sale as time goes on.


About Author:

Jolene Quinn is the eBusiness Manager at Alain Pinel Realtors. She has almost 20 years in real estate and over 13 years working directly with internet leads. Prior to working with APR she managed the eBusiness department of a large real estate company that spanned 3 states. She was responsible for taking the department from ground level to one of the most successful eBusiness departments in the nation.