Guerilla Training Blog by Matt Jones

Ten Steps to Real Estate Success (Step 9)

What if I offered you a choice between two options.  Option 1 you earn $1,000 every day, starting July 1, for the entire month.  Option 2 you earn one penny on July 1st, and double your earnings every day for the entire month.  Which one would you choose? If you chose Option 1, at the end of the month you would have earned $31,000.  Not a bad month!  For most of us, Option 1 is the easy money.  The sure money.  The safe money.  On the other hand, if you ... Read More »

Hey Eeyore! (Part 2): Money for Nothing and Clients for Free!

Okay, let’s talk about everyone’s favorite four-letter word: LEAD.  For some reason, we in the real estate profession want to tell ourselves that we are somehow not in the sales business.  That we are above the crassness of selling.  Selling is for those lower on the developmental ladder.  It’s not for professionals like us. Well I’m calling BS!   Of course we are in sales, and it’s great!  The highest paid profession in the world is SALES.  I love sales.  You should love sales.  We should all hold our heads high ... Read More »

Quick Answer Series: What Makes a Good Website?

As the President and CEO of a real  estate website company and who has licensed our website technology to over 20,000 agents world-wide, this is a question that is near and dear to my heart.  It’s near and dear to me for two reasons: First, because there is so much wrong information out there from the so-called “experts” and second, because by doing it right, most agents could go from doing almost no business from the internet to nearly all their business from the net. To answer the question, “What ... Read More »

The Emperor Has No Clothes!

Well, it’s official: NAR dues are going up 50%.  Well, technically, it still has to be approved [read rubber-stamped] by the board of directors on May 14, but that’s a formality.  Dues are going up 50%.  Just when you thought the return on investment couldn’t get worse! I know you are probably thinking, “I thought everyone was tightening their belt during these economic hard times.”  Well apparently not everyone.  Your labor union — make no mistake, that’s what it is — needs just a little more of your commission dollars. ... Read More »

The Ultimate Website

I’d like to introduce you to the latest tool in our technology arsenal.  I call it the Ultimate Website — A Website That Works.  But before I tell you the what, I want to first tell you the why.  After over ten years, why did we decide to offer a full-featured real estate website?  Let me explain it like this. Imagine it was my mission to get you to save gasoline, and you were driving a big, gas-guzzling SUV.  I could tell you all day long that riding a bicycle ... Read More »

The Ultimate Listing Presentation (Part 1 of 6)

It All Starts With Lots of Seller Leads — How Do I Get Them? WHAT’S IN THIS ARTICLE? 1. BECOMING THE TOP LISTING AGENT IN YOUR MARKET 2. THE MOST IMPORTANT PIECE OF THE LISTING PUZZLE 3. HOW YOU CAN GET HUNDREDS OF LISTING CLIENTS TO COME TO YOU EVERY MONTH 4. HOW LEAD CAPTURE TECHNOLOGY DIFFERS FROM A WEBSITE WHAT DOES IT TAKE TO BECOME THE TOP LISTING AGENT IN YOUR MARKET? What a great question! If you’ve ever asked yourself that question, you’re already on your way! You’ve ... Read More »

Start a Relocation Company!

Tired of endlessly riding in cars with buyers?  Don’t think you can endure another frustrated seller calling?  No problem.  Start your very own relocation company.  It’s so easy I’ll bet that after you read this you’ll wonder why you never thought of it. First, let’s think about what a relocation company is at its very core.  It is a company that attracts people who are relocating, and helps them find real estate professionals taking the stress out of moving.  The largest relocation company is Cartus Mobility (originally part of what ... Read More »

Don’t Throw Out the Baby with the Bathwater!

I was talking to a veteran agent the other day who’s seen a lot of changes during his 10-plus years practicing real estate.  Like many of us, he’s been sold program after program and has wasted thousands of dollars on many of the “latest and greatest” ways of solving the age-old problem: finding that next customer. We talked about some of the dumb ideas we’d both tried, from walking neighborhoods handing out expensive fliers and refrigerator magnets, to personal brochures, to fancy newsletters, to various homes magazines… you name it, ... Read More »

The Ultimate Website — It’s Better than Ever!

The numbers are in for last month and they are better than even we expected! Of course many of you know that our company has long been an innovator in the field of online lead generation for the real estate professionals and was featured by CNN’s Pulse on America program almost a decade ago as, “changing the way real estate is done in America”. Still we’ve continued to perfect the science of online marketing and help agents generate their own business and not be dependent on national aggregators like Zillow, ... Read More »

Quick Answer Series: What Do You Think of Farming?

It’s a bad idea.  Here’s why.  It comes down to “cost per lead”.  I’ll show you.  Let’s take a typical market where the average sale price is $206,500 and the average commission side is 2.6%.  That means that the average Gross Commission Income (GCI) is $5,369.  According to real estate “experts” an agent should budget 20% of GCI for marketing.  I’ve even heard numbers as high as 25%!  (Incidentally, the rest of the entire business world budgets less than 10% of revenue for marketing, but what do they know?) I ... Read More »

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