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3. Is it Time to Prospect Your Old Real Estate Clients?

1. Join Me for a Live Teleseminar This Wednesday Evening

This Wednesday evening, November 10th, at 8:00 p.m. Eastern Standard Time, I'll be hosting a live telephone seminar with Stan Mullin, SIOR, of Grubb & Ellis Company. During this event Stan and I will be instructing the audience on "Mastering the Art of Listing Commercial/Industrial Properties."

Stan is an expert on listing commercial/industrial properties and his clients include General Motors, Kraft Foods, Motorola, General Dynamics, Cox Communications, and Bank of America. In addition, Stan is one of the foremost educators in our industry and he's in line to become the President of the Society of Industrial and Office Realtors (SIOR) in 2006.

For more information on this event and to learn how to both enroll in it and receive a CD recording of the event, turn on your speakers and click on the following link:

Click Here for an Audio Postcard on This Event

Click here for downloadable E-books and live audio interviews with top-producing real estate agents. These interviews are with industry experts who show you exactly what they do to continually make hundreds of thousands to millions of dollars a year.

2. Great New Video Technology for Your Real Estate Business

There's a great new video technology being released in the next few weeks that could have huge applications for your real estate business. While the Internet has definitely been evolving rapidly in how it can be utilized in real estate, very few agents have been incorporating video into their own Web sites and E-mail.

This has been primarily because of:

1) The complications in recording video and making it easily accessible via Web sites and E-mail

2) The number of people still utilizing dialup connections to access the Internet

With respect to the second item above, high speed Internet connections are now becoming more mainstream. This means that audio and video features on the Internet are now being experienced by a growing percentage of both businesses and individual households. And within the next few years, it will become rare for people accessing the Internet to not be doing so via a high speed connection.

The company that created the product I utilize for adding audio to my Web site and E-mail is about to release a product enabling people to do the same with video. Their audio product is called AudioGenerator, and their new video product is called InstantVideoGenerator. I've looked at the demo of InstantVideoGenerator and everything I see tells me that this is the new video technology that the real estate industry has been waiting for.

This product will allow you to record quality video of yourself with a simple, inexpensive video camera on top of your computer monitor, with the top part of your screen simultaneously acting as a teleprompter feeding you the script you've written for yourself. So, similar to how television news reporters do it, you'll appear like you're looking right into the video camera while you're actually reading a script on your monitor.

Now you might ask, "Why should video be so important to me as a real estate agent?" And my answer to this question is, "Because it gets you more face-to-face time with the hundreds to thousands of your ideal real estate prospects on a regular basis."

With this new technology, you can easily send a simple text link in an E-mail that will have people see your video presentation when they click on the link. You don't even need to have your own Web site, either. Your video clips will be stored on the InstantVideoGenerator Web site, and you'll be able to upload them easily from your computer to that Web site.

I've been utilizing this company's AudioGenerator product for about 16 months now to add audio to my Web site and E-mail, and it is an extremely easy product to use. The InstantVideoGenerator product has been created utilizing very similar technology, and it will also be very easy for you to use.

Can you imagine, for example, sending a 30-60 second video clip to all of your clients and prospects on a monthly or quarterly basis, updating them on exactly what's happening in their real estate market? You couldn't possibly see these people face-to-face every single month, in fact you couldn't even talk with them on the phone every single month. But now, through the miracle of today's technology, they'll see YOU face-to-face every month, looking and talking like you're actually physically right in front of them. I think you can imagine how multiple experiences like this throughout the year will have your clients and prospects feeling much closer to you.

There are a number of other uses for this technology in your real estate business besides what I've just described to you, and I believe you can probably think of at least three or four of them right now. The point is that your competitors are going to start utilizing this technology themselves in the months and years ahead, so why not begin utilizing it yourself now before they recognize what you're doing and the impact you're creating in their marketplace? And the relationships you'll be building with your clients and prospects through utilizing this technology will pay you dividends for many years to come.

If you're interested and you'd like to see a demonstration of how this new video technology works, click on the following link:

Click Here for a Video Demonstration

Click here if you'd like more information on my one-on-one coaching program to take your real estate productivity to the next level. One-on-one coaching is available for both real estate agents and company management.

3. Is it Time to Prospect Your Old Real Estate Clients?

When you're brand new in the real estate business you typically don't have many prospects to work with, so the bulk of your time usually revolves around finding new prospects to work with. What can happen as a result of this if you're not careful, is you can end up continually looking for new prospects as the years go by while not staying in relationship with the people you've already closed transactions with.

Ideally as you progress throughout your real estate career you want the growth of your business to involve both finding new prospects and closing more transactions with the people you've already worked with. But if you're doing a poor job of staying in relationship with these people, there's a good chance they'll end up closing their next transaction with one of your competitors instead of you. And as a result you'll be kissing a lot of great real estate commission income goodbye throughout your career.

What you ideally need to be doing is including your past clients in your ongoing prospecting. These people are bona fide prospects just like everyone else, and the fact that you've already worked with them successfully gives you a leg up on your competition when it comes to successfully representing these people the next time. You just need to do a good job of staying in relationship with these people between transactions.

If you've been in the real estate business for several to many years now, this can be a great simple exercise that can lead to some solid new business for you:

1) Take about 10-15 minutes of your time and write down the names of everyone you've successfully closed transactions with

2) Begin calling the people on your list who you haven't spoken to for awhile now

And if you're feeling guilty because it's been some time since you've contacted a number of these people, that's OK. Once you contact them again you'll probably feel much better, and they'll probably be happy to hear from you also. In addition, even if these people aren't looking to do anything right now, this is also a great opportunity to ask them who they know who may be looking to buy, sell, or lease property in the near future.

These people you've previously closed transactions with represent a great opportunity for ongoing new business and referrals. You just need to contact them on a regular basis while you're continually looking for new people to do business with also.

Your subscription to my real estate E-zine entitles you to receive FREE online training. My training course is designed to take you to the next level in your real estate sales career regardless of where you are currently at in your career right now. To receive my FREE 7-Day Online Real Estate Training Course send a blank e-mail to the following E-mail address:

You will receive your first of seven lessons within minutes after sending your E-mail. You will then receive six additional lessons, one each day, for a total of seven lessons in seven days.

A. Nicholas Coppola, CCIM
Boston, MA

If you arrange for me to lead a seminar or training for your real estate company you qualify for FREE coaching! Call me or email me for more information.

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