Many real estate agents today create temporary relationships with home buyers and sellers. Agents provide transaction services, take buyers from property search to home closing; or take sellers from property listings to home closings. But when the closing is completed, most agents hand over the house keys and move on to the next hot prospect. It’s the nature of sales.
Some agents keep in touch with past customers by sending trinkets, jam, calendars, anniversary cards and holiday greetings. But too often, past customers are neglected as a prime source for future transactions.
When you neglect or ignore a happy, well-treated, well-served customer, you give up a great deal of hidden value in the form of client goodwill. Immediately after a successful real estate transaction, a satisfied customer is prepared to become your client for life. A customer becomes your client when you pro-actively provide products and services distributed throughout the years in between transactions: newsletters, information reports, market alerts, product discounts, seminar invitations and other useful information about your local housing market.
You now have a long-term, professional relationship with these home owners or sellers. They’re impressed that you treat them well and fairly, even though the transaction is complete. You become their real estate agent – the name they know and the professional they recommend.
Indeed, past clients recommend you to family, friends and neighbors, generating quality referrals and prospecting leads. And expect these well-maintained clients to buy or sell more real estate using you as their “insider” authority. The goodwill factor stays with happy clients years after the sale, when you reach out and maintain interest and contact.
Now, this sounds good in theory, but you don’t have enough time to provide services to past customers. You have to cut expenses, generate and convert leads so that you generate income today, not five years down the road.
Not to worry, the client approach gives you the best of both worlds. You focus on making money today, while obtaining clients for tomorrow. You do both because the time and cost of client management is insignificant when weighed against the benefits you derive.
Agents continue to use traditional marketing channels such as online lead generation services, postcards and mailers, open houses, local newspaper advertisements, local real estate listing hand-outs and telemarketing to focus their near-term activity on converting leads to customers and fulfilling customer transactions.
Now let’s look at the client-based approach. Growing a client business is based on the concept of “self generating” referrals and leads, accomplished by creating a large network of exposure points, which, in turn generate more referrals and leads naturally, organically.
For example, an agent who conducts a seminar on foreclosure sales to an audience of 100 people creates an exposure point because once the seminar is over, the power and reach of your expertise and authority spreads by word of mouth – the best advertising an agent has.
One hundred seminar attendees now have a favorable opinion of the agent. Each tells family, friends, neighbors and colleagues about the agent. In turn, some of these people tell others and your reputation grows virally. A one-hour seminar creates a self-generating process of referrals and leads.
The fact that a client-based approach creates self-generating referrals is a bonanza for today’s ambitious agents. According to a recent survey conducted by HomeGain, real estate agents believe that referrals are the most effective marketing strategy to acquire new clients.
Clients Eventually Generate More Business
If you keep clients for life, they’ll ultimately naturally generate more commission income for your business practice, while you are focused on generating short-term customer business. Here’s why:
A meaningful percentage of an agent’s book of clients will eventually purchase a trade-up or trade-down property, organically generating more business for the agent and agency.
A percentage of clients will eventually purchase a resort property, giving the agent the referral fee from another agent in a different location.
A percentage of clients purchase investment properties, giving the agent all of these transactions.
Satisfied clients refer their agent to family, friends, and neighbors, growing the agent’s client base. This word of mouth exposure expands on its own as the agent continues to provide advice and counsel.
And finally, serving a large number of clients in a relatively small community gets the agent recognized as highly credible with a solid reputation.
Simply stated, clients are worth more than customers-over time.
Tag Archives: Cross River Real Estate
New social search engine focuses on real estate | Cross River Real Estate
When searching on social media networks, it’s often difficult to decipher what’s legitimate and what isn’t. However, a new search engine is entering the scene, one that is powered entirely by the Facebook API.
Curaytor organized tens of thousand of conversations from various groups on Facebook about topics such as technology products worth investing in, business tips and companies that should be avoided at all costs. The engine also allows web users with an interest in real estate to find conversations related to housing.
The latest search engine also hand picks its favorite discussions, which will be labeled as “staff picks.” Curaytor also uses a simple tagging system to make groups of conversations on the same topic easily findable.
Curaytor will begin by focusing on the real estate industry, but plans to eventually expand to other topics.
To get a better understanding of the search engine, watch the video below.
2013 Autos: Mileage Matters | Cross River NY Realtor
“Fuel economy is the No. 1 concern of buyers,” says Ford’s new Chief Operating Officer Mark Fields, and that’s all the more true for real estate practitioners, who spend a good part of their week behind the wheel. The latest in a long-running series of studies by the University of Michigan Transportation Research Institute finds that the typical car is now delivering better mileage than ever before. But the better news is that you don’t necessarily have to sacrifice comfort, convenience, or legroom to improve your efficiency.
Consider the new-for-2013 Porsche 911 Carrera 4S. The all-wheel-drive sports car delivers a marked improvement in power compared to the outgoing model, even as mileage jumps more than 15 percent. You can tell a similar story about almost every new product on the market. As we earlier noted, the new three-row Nissan Pathfinder gains 30 percent compared to the old 2012 model.
There are a variety of reasons behind these improvements. Even conventional gas-powered products makers are slashing vehicle weight, and the general rule of thumb is that every 100 pounds translates into about one extra mile per gallon. The industry also is migrating to more advanced powertrain designs, such as the direct injection used in the new Honda Accord V-6 and the turbocharging technology that’s at the heart of the various Ford EcoBoost engines. Ford will offer a new 1.0-liter EcoBoost on the updated Fiesta model that will deliver significantly more power than the current 1.6-liter naturally aspirated engine, even though mileage expected to be well in excess of 40 miles per gallon will likely be the highest of any non-hybrid model sold in the United States.
That said, expect to see more hybrids and other battery-based vehicles in 2013 and beyond. By the end of the new model year, virtually every maker in the U.S. market will have at least one “electrified” offering. Toyota and its Lexus brand will offer hybrid versions of virtually every model. Toyota has also just launched its first pure battery-electric vehicle, the RAV4-EV, as well as a plug-in version of the Prius.
Honda will add a plug-in version of the Accord and a full battery-powered Fit. Nissan, meanwhile, is working up a hybrid Altima and will have a battery car for Infiniti in 2014, though the Leaf will remain its primary electrified model this coming model year.
Detroit is expanding its battery-model mix as well. GM’s Chevy brand will add the new Spark EV minicar alongside the Volt plug-in, currently the nation’s best-selling advanced propulsion vehicle. Ford is rolling out an array of new battery-based products, such as the C-Max and Fusion hybrids and Energi plug-ins.
Japanese makers were first to market with hybrid technology, and Toyota remains the dominant player from a sales perspective — especially having expanded its Prius “family” to include the plug-in and the new compact Prius C hybrid. But Europeans are rapidly expanding their lineup; even Porsche is offering hybrid versions of its Panamera four-door coupe and Cayenne crossover models. Among more mainstream offerings, there’s the new Volkswagen Jetta Hybrid. That said, European makers are well aware that American motorists have less than fully embraced battery technology so far. Add all the hybrids, plug-ins, and BEVs together, and they still account for less than 3 percent of the total U.S. new car market.
No wonder, then, that European makers are expanding their lineup of diesel powertrains. Audi will adding four new models for 2013. Also, VW is trying to boost capacity at its new U.S. assembly plant. Currently, about 20 percent of its midsize Passat models are coming with diesel technology. VW Group of America CEO Jonathan Browning believes that could soon top 30 percent. For those who tend to do more highway driving, diesels tend to deliver better mileage than most hybrids — and even in urban settings they’re close, while sacrificing little in terms of performance.
Facebook vs. Google: It’s on in search | Cross River Realtor
Facebook’s new “graph search” is the beginning of a long-term attempt to strike at Google’s most lucrative product.
When Google unveiled free word processing and spreadsheet apps back in 2007, the company wasn’t trying to immediately topple Microsoft’s Office suite. After all, Google’s apps were―and still are―inferior to powerful programs like Word and Excel. But their launch was the beginning of a long-term campaign to nibble away at one of Microsoft’s core franchises. In fiscal 2012 Microsoft’s business division, which includes Office, brought in $24 billion. But there is little doubt that it would be even larger had Google not offered a cheaper alternative now used by millions of businesses.
Facebook (FB) is taking a page from Google’s (GOOG) playbook. The social networking giant on Tuesday unveiled a search service. It is not aimed at toppling Google from its perch as the king of Web search any time soon. Instead, it is the opening round in a long-term campaign to erode Google’s monopoly over the most powerful and profitable business on the Internet. If successful, Facebook’s so-called “graph search” will offer users an alternative to Google that may work better for many types of queries. In due time, it could turn into a tidy business for Facebook.
“Graph search is not Web search,” Mark Zuckerberg, Facebook’s co-founder and chief executive, said during a packed press conference at the company’s headquarters in Menlo Park, Calif.
Indeed, Facebook only searches for things that have happened on its sprawling site. For now, it concentrates on four types of searches: people, photos, interests and places. But the types of queries possible with Facebook’s new service are innovative and useful. Users can “find friends who like soccer” or “find friends who like soccer in your hometown.” Users can find all the photos they’ve liked or all the photos their friends have taken in Paris. They can find restaurants in San Francisco liked by friends who are locals, or by friends who are Indian―say if they’re in the mood for spicy food. Users can’t do that on Google.
The promise of this kind of service—which, by the way, was built by a team of 50 engineers led by two ex-Googlers—is enormous. For starters, it could broaden the utility of Facebook, turning it from a tool of interaction into one that helps users discover new things. And Google, which is trying to be the place where people find not only other Web pages, but also restaurants or plumbers or HD televisions, should be worried. (Google declined to comment.)
Yet Facebook’s caution―graph search is still in beta or test mode, and is only being rolled out to a very small fraction of the site’s more than 1 billion users―is warranted. The company’s demo was dazzling, but the queries were for users who were also Facebook employees. These are Facebook “super-users” who likely check in every place they go, and click the Like button on every book, song or brand they, well, like.
I’d venture a guess that the majority of Facebookers are more parsimonious in their usage of the site and may not regularly share what they’re reading or listening to, let alone recommend their plumber, dentist or contractor to their closest 500 friends. Without that information, their contribution to the search graph will be limited. I have hundreds of Facebook friends, yet the answer to the query “pizza places in Oakland that my friends like” was hardly satisfying—it listed just one result. (Regular Facebook users can request access to graph search here.)
And of course, Google has never been known for taking its eye off the ball when it comes to search. The company already has a social network in Google+. While it lacks the level of activity that Facebook enjoys, it could readily serve as the basis for Google to build a rival graph search service. (As Fortune chronicled in its 2011 cover story, this battle has been a long time coming.)
The biggest understatement of the press conference may well have been Zuckerberg’s response to the question of monetization. “This could potentially be a business over time,” he said. For now, graph search has no ads. But if people start searching for restaurants of stores in large numbers, plenty of those businesses will be willing to pay Facebook in exchange for preferential placement in search results. Zuckerberg said Facebook would focus on improving the product, and rolling it out on mobile phones and in other languages, before it considers taking ads.
“This is one of the coolest things that I think we have done in a while,” Zuckerberg said. Many Facebook analysts agree. If Facebook appeared beleaguered after its disastrous IPO, Zuck’s crew is gunning for Google again, reminding its biggest rival that while it was down for while it certainly wasn’t out.
Oh, and as the two giants battle it out in the coming years, there is bound to be collateral damage. On Tuesday, shares of Yelp (YELP), which risks being tripped up by Facebook’s graph search sooner than Google will, dropped more than 6%.
‘Spider-Man’ Star Apartment Makes Debut Appearance | Cross River Realtor
Housing Recovery Rescuing 8 Million Underwater in U.S: Mortgages | Cross River Real Estate
Maggie Medved was stuck with her Phoenix house for two years after the market crash wiped out the equity in the property. Last year, as prices in the area rose by the most in the U.S., she and her partner were finally able to sell the 3-bedroom 1950’s style home and move to a larger place.
“We were counting the days for when we could move,” said Medved, 40, who trains employees for weight loss company Jenny Craig Inc. “We definitely knew it was a waiting game because it would’ve been financial suicide if we had sold earlier.”
Medved was among the 12 million borrowers in the U.S. who at the peak of the real-estate downturn owed more on their mortgages than their houses were worth, blocking them from moving or saving money by taking advantage of the lowest borrowing costs on record to refinance. As prices recovered, the number of underwater borrowers fell by almost 4 million last year to 7 million, according to JPMorgan Chase & Co., and could drop to 4 million within 2 years.
The housing market is rebounding faster than anyone thought possible, according to Blackstone Group LP’s global head of real estate Jonathan Gray, as the Federal Reserve buys mortgage bonds to keep rates near record lows and investors sop up a diminishing supply of properties for sale. Housing construction could boost U.S. gross domestic product by 0.4 percentage point and home price appreciation may add another 0.2 percentage point, Bank of America Corp.’s senior economist Michelle Meyer forecasts.
‘Appreciating Asset’
“It supports household wealth, consumer confidence and can generate greater credit creation,” Meyer said. “If prices are rising, homeowners believe that they will once again have an appreciating asset. It’s a very big change in how they think about their wealth and their balance sheets.”
Medved’s Phoenix home was on the market for two days before it sold for $85,000, just shy of the price paid in 1998. She and her partner Wendy Thomas bought a larger property with a pool for $210,000 in Glendale, about 10 minutes away.
“We’d outgrown the house and the neighborhood took a turn we didn’t like,” Medved said. “Almost 12 years later we were in the hole $30,000. We couldn’t take that much of a loss and needed to stay regardless of what the neighborhood had become.”
Arizona’s capital city is leading the U.S. in price appreciation, surging 22 percent in the 12 months through October, according to an S&P/Case-Shiller index, which had the biggest year-over-year advance since May 2010. Eighteen of the 20 cities in the index showed increases from a year earlier.
Even with the gains, Phoenix prices were down about 45 percent through November from their 2006 peak, according to Zillow Inc. Nationally, prices peaked in May 2007, according to the real-estate website, and are down 19 percent.
Supply Dropping
Prices of properties in Phoenix climbed as the inventory of houses for sale dropped to about 14,700 in December, about half of the normal level, according to Tina Waggoner, a real estate broker in Phoenix, and the one who sold Medved’s property last year.
“The supply has dropped substantially,” said Waggoner, who specializes in distressed sales. “Cash investors are beating out buyers all the time.”
JPMorgan analysts led by John Sim estimate the price growth last year was responsible for a drop of almost 4 million in underwater borrowers. The number of homeowners that owe more on their mortgages than their properties are worth may fall to 4 million by the end of 2015, according to Sim, whose team is the top-ranked for residential mortgage securities in Institutional Investor magazine’s annual survey.
Constrained Inventory
While a 5 percent increase in home prices could lower the number of underwater borrowers to just above 5 million, a move of that magnitude in the other direction would push it back over 10 million, he wrote in the Jan. 4 report.
Supply across the country is being been constrained as institutional investors including Blackstone and Colony Capital LLC have pushed out traditional buyers competing for a dwindling number of properties.
Blackstone, the largest U.S. private real estate owner, has accelerated purchases of single-family homes as prices jumped faster than it expected, spending more than $2.5 billion on 16,000 homes to manage as rentals, Gray said during an interview last week. That’s up from $1 billion of homes owned in October, when Blackstone Chairman Stephen Schwarzman said the company was spending $100 million a week on houses.
Underwater borrowers, who can’t sell without taking a loss, contributed to rising levels of foreclosures, which blighted neighborhood prices by increasing the number of abandoned homes. It also increased the phenomenon of borrowers who saw little chance of their homes ever being worth what they owed on it sending the keys back to the bank and moving out, known as strategic default.
Foreclosures Slowing
Foreclosure starts dropped 28 percent in November from a year earlier, data provider Lender Processing Services Inc. wrote in a report this week.
As real estate prices rise further, more homeowners will emerge from negative equity and may decide to sell, adding to supply.
Still, increasing prices will have a more gradual effect on the housing market, said Karen Weaver, head of market strategy and research at investment firm Seer Capital Management LP in New York. “Home prices are not rocketing up,” said Weaver. “But all the trends are in place. You have an improvement in the negative equity situation and you have a reduction in the amount of people in the default bucket.”
Housing Estimates
Home values climbed by more than $1.3 trillion to $23.7 trillion since the end of 2011, according to Zillow, and prices will rise by 3.3 percent after an estimated 4.5 percent jump last year, based on estimates of 15 economists and housing analysts surveyed by Bloomberg. Sales of existing homes will increase about 7.2 percent in 2013 to 4.98 million, the highest since 2007.
Increasing prices compounded with Fed efforts to keep mortgage rates low could widen the population of borrowers eligible to refinance and have implications for bond investors.
Higher levels of refinancing would be a boon for securities without government backing such as subprime bonds and option adjustable-rate mortgages issued during the housing boom that trade at discounts to par. Faster prepayments could hurt holders of government-backed mortgage bonds, whose prices average almost 108 cents on the dollar, according to Bank of America data.
The improving housing market has already helped the broader economy heal after the crash triggered the worst recession since the Great Depression. The unemployment rate has dropped to 7.8 percent, the lowest level since January 2009 and Fed officials in December projected economic growth in a range of 2 percent to 3.2 percent in 2013.
“For most middle class households, homes are by far their biggest asset,” Weaver said. “So once the housing market starts to recover it helps consumer spending, it helps the whole economy.”






