Gail and JoAnna's Real Estate Thoughts

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Be an Active Pro by being "Pro"active!

Definition of Proactive

 

Definition of Proactive:

Controlling a situation by causing something to happen rather than waiting to respond to it after it happens.

 

 

 

 

Reactive marketing is waiting for the sale or client to "walk through the door".  Being reactive also involves putting your message in places where you think large numbers of people have a good chance of seeing it. This would include farming - sending postcards and flyers regularly to keep your name in front of potential sellers or advertising in local newspapers or maybe drip email campaigns to your sphere of influence.  It involves sending YOUR message to many people who at the given time, may or may not have a need or interest in what you are offering them.  The hope is that when they do have that need, they will think of you.

Finding Opportunity

Being proactive is the art of creating new client interest.  Accomplishing a proactive sale is only limited by the confines of creative thought.  A proactive opportunity means looking around to see how an opportunity can be created.  The key is in the creation. 

Historically, I think I was more reactive.  I planted lots of seeds and when they sprouted I was here to answer the phone call of opportunity.  Great!  But I have no control on when that consumer will need my service.  There is a definite place for reactive selling in our business, but there has to be a balance.

 

Manalapan Realtor Selling Homes Proactively

 

 

Today, I want to build my business NOW!  I want to work on identifying and connecting with potential clients who need what I’m offering. Similar to using the yellow pages, when a consumer needs to fix their car, they look up auto mechanics and hire someone to get the job done. 

When a homeowner wants to sell, I want to be who they find when they search for a Realtor.  Whether they ask their friends, Google “Manalapan NJ Realtor”, see my advertising that I’ve strategically placed on home search sites or go to one of the many real estate agent directories you can find on the internet, or heck, even if they find me when they open the yellow pages!

 

 

 

I’m also going to shoot for more of a proactive vs. reactive dialog:

In the past, reactive… “I don’t want to bother you but I’m calling to see if maybe you have an interest in possibly selling your home some time?”  “No?  Ok, but can you pretty please, with sugar on top, promise to call me if you change your mind”

Today, proactive… “I’m calling to tell you that there has NEVER been a better time to upsize.”  “You don’t believe me?  Do you have a calculator?”

 

Manalapan Real Estate - Net profit to selling today

 

In Stephan Covey’s 7 Habits of Highly Effective People, Covey suggests that Proactive language, embraces responsibility and takes charge of the situation. Nothing is left to chance. If something is being done, it’s not because we are forced to it, but because we choose to do it. Remember, we are response-able, free to choose our response. So we are not victims, but we are the masters. And proactive language exuberates this.

 

  How Active a Pro are you going to be this year?

Active Professional Manalapan Realtor Selling Manalapan Real Estate

 Go out there and figure out how to make something good happen today!

 

 

Jo

JoAnna Siminerio
Weichert Realtors - Manalapan - Marlboro
New Jersey
www.JoTheRealtor.com

 

 

___________________________________________________________________________________

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JoAnna Siminerio, Weichert Realtors

JoAnna Siminerio
Weichert Realtors - Marlboro / Manalapan
732-598-6823 cell
732-536-4400 x116 (office)
JoAnna@JoTheRealtor.com
www.JoTheRealtor.com

Let's Connect!

Comment balloon 65 commentsGail Szeluga & JoAnna Siminerio • December 28 2008 08:42PM

Comments

These are some great thoughts for all of us as we are planning our business for the new year.

Posted by Bridget Fredericks (Home After Home) almost 10 years ago

Thanks for the post. I can't wait to get started this year.

Posted by Marty Remo, HV Home Team (RE/MAX Benchmark- Marty Remo-CDPE, E-Pro) almost 10 years ago

I have all these thoughts running around in my head and they all are a result of the same driving force...

 

MOTIVATION!

 

The drive and determination to work smarter this year!

Posted by Gail Szeluga & JoAnna Siminerio, Fostering Community Spirit Through Real Estate (Weichert Realtors - Manalapan - Marlboro) almost 10 years ago

Nice post JoAnna. I think all of us can be a little too reactive at times. Thanks for a kick in the butt as we really need to turn things up a notch to exceed the goals we set for 2009.

Posted by Dan and Amy Schuman, Luxury Home Specialists (Howard Hanna Real Estate Services) almost 10 years ago

Great post, I think that I also need to seize the day and be more proactive instead of being reactive!  Thanks for the reminder!

Posted by Tony & Darcy Cannon, The C Team (Aubrey and Associates Realty) almost 10 years ago

We need to create the opportunity that will allow us to seize the day.

We can sit at the desk at work and hope for our next client to walk in.  That happens.  The odds are slim, but it does happen.

OR we can proactively cold call around our new listing until we get an appointment.  Don't need my calculator to figure the odds are stacked just a bit more in my favor if I seek out that next client!

Posted by Gail Szeluga & JoAnna Siminerio, Fostering Community Spirit Through Real Estate (Weichert Realtors - Manalapan - Marlboro) almost 10 years ago

Great post!!!

I try to be proactive in every other aspect of my life, why not my business??!!

Thanks!

Posted by Tony Orefice, Realtor/Harrisburg NC,Concord NC (Wilkinson ERA/www.TonyORealtor.com) almost 10 years ago

Hi JoAnna~ Being Proactive is the only way to be!  It works for me! 

Posted by Vickie McCartney, Broker, Real Estate Agent Owensboro KY (Maverick Realty) almost 10 years ago

JoAnna - Nicely done.  I agree wholeheartedly with your points here.  I think 2009 will present lots of good opportunities for those of us who are ready to grab the brass ring.

Posted by Jason Crouch, Broker - Austin Texas Real Estate (512-796-7653) (Austin Texas Homes, LLC) almost 10 years ago

This totally is great.  I agree with what you state here.  I've taken 15 deals b/c of AR.....The opps are there, but sitting on the sidelines ain't gonna get you a thing!!!

Posted by Larry Bettag, Vice-President of National Production (Cherry Creek Mortgage Illinois Residential Mortgage License LMB #0005759 Cherry Creek Mortgage NMLS #: 3001) almost 10 years ago

Hi JoAnna!
Nicely timed post!  You have inspired me to review my marketing and hopefully tweak it a bit!  By the by....do you find the yellow pages really works at all?

Posted by Paula Swayne, Realtor-Land Park, East Sac & Curtis Park -Dunniga (Dunnigan, Realtors, Sacramento (916) 425-9715) almost 10 years ago

Pro-active is the way to go. Really good blog - I am finishing up my business plan and needed the xtra inspiration to look at it and know that it is going to work. The type of office I am in I have to be pro-active as they are not going to come flocking to the door to me!  Happy New Year!

Posted by Valerie Spaulding, Allyn-Belfair-Hood Canal-Local Expertise! (Windermere Peninsula Properties~Allyn~Belfair~WA) almost 10 years ago

Being in the internet lead gen biz...I can tell you that being proactive is the one way to help ensure you have a pipeline of clients to work....and continually add to those numbers.  Excellent post!!!  So glad it got featured!

Posted by Clint Miller (Real Estate Pipeline, Inc.) almost 10 years ago

Covey had the answers all along. It is necessary to take action to be successful -- having a realistic business plan is key.  I think this post is very insightful.

Posted by Joan Whitebook, Consumer Focused Real Estate Services (BHG The Masiello Group) almost 10 years ago

Very well said ans an interesting looking post!  I wish you th ebest of luck for 2009 and hope to be able to utilize some of your proactive thinking!

Posted by Bridget Cella, e-Pro, Realtor (Re/Max Connection) almost 10 years ago

I can definitely benefit from being proactive. Thanks for the tip.

Posted by Steven Wright, CRS - Home Real Estate - 720-989-5283 (Home Real Estate) almost 10 years ago

Excellent post...I think that being proactive will be the hallmark of the 21st Century realtor.

Posted by Li Read, Caring expertise...knowledge for you! (Sea to Sky Premier Properties (Salt Spring)) almost 10 years ago

I am working on being more proactive, and it's working.  I love your language in your calls.

Posted by Christine Donovan, Broker/Attorney 714-319-9751 DRE01267479 - Costa M (Donovan Blatt Realty) almost 10 years ago

Thanks for the comments.

I've never advertised in the yellow pages, but might not be a bad idea if they throw in internet placement in their online directories.

Being proactive comes down to the work smarter not harder philosophy.  It makes sense to position yourself where the consumers are looking for your service.

Posted by Gail Szeluga & JoAnna Siminerio, Fostering Community Spirit Through Real Estate (Weichert Realtors - Manalapan - Marlboro) almost 10 years ago

Great post Joanna. You go girl.

Posted by Fran Gatti, Managing Principal Broker - RE/MAX Integrity (RE/MAX Integrity) almost 10 years ago

In the Brian Buffini Working by Referral program, we are challenged to commit to a 3-month blitz. Each action item is proactive to stimulate, nudge, urge people to take action -- all done in the context of keeping close to our data base of clients and associates.

Great reminder to keep developing and nurturing the market to maintain activity and prospects in the funnel.

Posted by Pacita Dimacali, Alameda/Contra Costa Counties CA (Alain Pinel) almost 10 years ago

I am really tired of sitting around waiting for something to happen....Now is the time to go out and MAKE it happen!  Just think what it would be like if everyone had that thought process! 

Debbie

Posted by Debbie Hutchins almost 10 years ago

Great peptalk Jo!!!  I need this right now, thanks and have a prosperous new year.

Posted by Marlene Pellegrini almost 10 years ago

Good material thank you for sharing.

Posted by SacramentoCommercialLoans Bank Turn downs welcomed, Quick closings 916-847-7212 (Sacramento commercial loans) almost 10 years ago

JoAnna - Great post and awarded a gold star by the Gods and another one from us at:

LATE NIGHT - EARLY MORNING AT ACTIVERAIN

Posted by Robert Vegas Bob Swetz, Las Vegas Henderson Homes for Sale (Realty ONE Group) almost 10 years ago

Thanks Robert!  By definition, it is already late night here!

Posted by Gail Szeluga & JoAnna Siminerio, Fostering Community Spirit Through Real Estate (Weichert Realtors - Manalapan - Marlboro) almost 10 years ago

JoAnna, congrats on getting a feature for this post!  I've heard a lot of great things about this book, thanks for recommending, I'll check it out!

Join my NEW group for professionals who work from their home office at http://activerain.com/groups/virtualoffice

Regina P. Brown

Posted by Regina P. Brown, M.B.A., Broker, Instructor (MBA Broker Consultants) almost 10 years ago

Proactive is the way to go.  I have always believed it is better to be proactive then reactive and usually I have received a response of "what" from my peers.  Glad to see someone others with the same principals.

Posted by Kari Battaglia, PA, Selling Florida Gulf Coast Lifestyle (Keller Williams Realty Gold) almost 10 years ago

VERY...why keep our knowledge and expertise to ourselves.  We can't help people if we don't get the listing or the sale.  They'll never know how much we know if we don't tell them.  SO, let's go get them...2009 is around the corner.

Posted by Terrylynn Fisher, HAFA Certified, EcoBroker, CRS, CSP Realtor, Etc. (Dudum Real Estate Group - BuyStageSell.com) almost 10 years ago

Just in time for my business planning for 2009 - Wish we all have a great year and break new grounds!  Thanks! 

Posted by Sylvia Barry, Marin and Sonoma Real Estate Leading Expert (Coldwell Banker Previews International (#1 Marin_Sonoma_San Francisco_North_Bay)) almost 10 years ago

Awesome post JoAnna! You are such a great writer. 2009 is going to be a wonderful year if we all become more proactive.

Posted by Cherimie Crane (Cherimie Crane & Associates) almost 10 years ago

Jo,

Are you a motivational speaker?  Excellent post and just what I needed on this dreary Monday morning.  I am going to pick up that phone and make some more calls.  Oh, I better wait a little while if I don't want to WAKE UP my clients.  - Judy

Posted by Judy Jennings, Broker - The Lanterns at Warren Woods - Ashland MA (The Green Company) almost 10 years ago

OK, let's see?  Do I want to make things happen OR do I want to let things happen to me?  I chose to take control of my life and business.  Proactive all the way.. Nice timely post.

Posted by Mark Watterson, Utah Real Estate almost 10 years ago

Jo, Great post and I love the way you integrated your photos.

Posted by Tina Gleisner, My Handyman almost 10 years ago

Being proactive is sort of like fishing.

You have to put your lures and bait where the fish are to catch one.

Posted by Jim Lee, Portsmouth NH Realtor, Portsmouth, NH (RE/MAX Shoreline) almost 10 years ago

Nicely Done, JoAnne. We can all use a little motivational speech now and then to get our mind set back on track.

Happy Holidays!
Shawn

Posted by Shawn Davis, Homes For Sale, Genesee County, Michigan (Home Crossings, P.C.) almost 10 years ago

you are very correct, i use all forms of advertising, radio, local social networking sites, and networking through the community and surrounding communities.

http://www.westernmontanagrapevine.com

Posted by Tom Ski, Social Media Marketing, Online Radio (BeFirst Media Group) almost 10 years ago

Being proactive seems so obvious, yet so many of us have a hard time doing it.  I feel most of the time I am proactive, but I get easily distracted.  Hopefully, this year, I will be more proactive and less distracted.

Posted by Brien Berard, Maryland Real Estate Agents - Laurel Real Estate (Remax Professionals Laurel MD) almost 10 years ago

Good kick in the rear for me! Like that Yellow Pages art!

Posted by Gary L. Waters Broker Associate, Bucci Realty, Fifteen Years Experience in Brevard County (Bucci Realty, Inc.) almost 10 years ago

This is a good primer for how to do business in this tough market! I am going to borrow your ideas!

Thank you and Happy New Year 2009!

Posted by Caren Wallace, Portland Caren Real Estate (Premier Property Group LLC) almost 10 years ago

PROACTIVE - that's me in 2009. Thanks for the kick to get us all smarter.

Posted by Rebecca Gaujot, Realtor®, Lewisburg WV, the go to agent for all real estate (Vision Quest Realty, Martha Hilton, Broker) almost 10 years ago

Jo:

You are right - its the proactive realtor that making it happen. Good luck to you and I really liked your blog. It was right on the mark. This is the kind of motivation I need. Thanks.

Posted by Kathy Knight, BROKER, ABR, CRS, GRI, SFR, SRES (Intracoastal Realty Corp) almost 10 years ago

Great suggestions. Now it's about creating a business plan that has specific activities! Yes!

Posted by Anonymous almost 10 years ago

Great suggestions. Now it's about creating a business plan that has specific activities!

Posted by Jan Radosevich almost 10 years ago

Hi Jo - I agree 100% about being pro-active!  Too many times, we leave our destiny in the hands of others - and for no good reason! 

Thanks for the post and congrats on the Feature!

Posted by Emily Lowe, Nashville TN Realtor (The Lipman Group | Sotheby's International Realty) almost 10 years ago

Jo,

Thanks! Just the "little pick-me-up" I needed to get my day started right! I've always been a "pro-active" marketing advocate, sometimes it's just a little difficult to build up that motivation on your own... Mondays for example ;)

Which is why I read posts like this, well I better get going... I have a PRO-active... PRO-ductive day ahead of me!

 

-Brendan Winans

Posted by Brendan Winans, Professional Real Estate Services (Winans & Associates) almost 10 years ago

Great attitude to have.  That is exactly what I needed.   Thank you and have a Happy New Year.

Posted by Danielle McFadden (RE/MAX Connection) almost 10 years ago

Great post! I am going to go find my Covey books now!

 

Happy New Year!

Posted by Mary Newrones (Howard Hanna) almost 10 years ago

JoAnna,

The king of Proactive vs Reactive or Passive marketing for me is Mike Ferry. His straight forward cut to the chase scripts and dialogues are the best.

Including my favorite " When are you Selling Your Home " Always ask questions that do not terminate with a Yes or No answer.

The goal is committment. The vehicle is a carefully crafted set of scirpts and dialogues that will get you there in the shortest period of time.

Nice post, wish you lots of success in 2009.

Posted by Herb Hamilton, Real Estate Broker ,CDPE, Downtown Portland (RE/MAX Preferred Inc. Realtors) almost 10 years ago

Herb,

Thank you so much for putting Mike Ferry on my radar!

On my list of future blog topics is "do you use scripted dialogues or do you fly by the seat of your pants?"

The key to scripting, I think, is to get used to speaking proactively.  Learning the nuances to phrasing questions. 

Your point about questions not terminating with a yes or no answer is too true.

Thanks!

Posted by Gail Szeluga & JoAnna Siminerio, Fostering Community Spirit Through Real Estate (Weichert Realtors - Manalapan - Marlboro) almost 10 years ago

Part of the Mike Ferry training is to get those scripts and dialogues down pat so they are natural and not canned sounding.

Role playing can really work well for that if you have someone to work with. Another clue is to reccord your self. You wont believe how you sound to others untill you take this step.

You can pick up some of the Mike Ferry stuff at his web site ( mikeferry.com ) for free. All you need to do is provide an email adress and you can download away.

I gave several people the opportunity to get me off track while practicing Mike's 15 minute listing presentation. No one has ever succeeded in diverting me from the presentation or prolonging the presentation.

Posted by Herb Hamilton, Real Estate Broker ,CDPE, Downtown Portland (RE/MAX Preferred Inc. Realtors) almost 10 years ago

Herb,

I was just discussing this with my cousin today.

Using a script and sticking to it, without sounding canned is a great skill.

He swares it isn't possible!

We did a little role play and I realize I need a lot more practice!!

I'm heading over to that website right now!

Thanks again!

Posted by Gail Szeluga & JoAnna Siminerio, Fostering Community Spirit Through Real Estate (Weichert Realtors - Manalapan - Marlboro) almost 10 years ago

Hi JoAnna...I certainly agree with your intent to be more proactive than reactive in the future. 

One question though.  Do you do cold calling?  The one example you provided appeared to be just that and with the Do Not Call List very few do that type of calling.  I know I will not use anyone that calls me no matter how proactive they may sound.  Of course, I'm on the DNCList.

You have really inspired many of us here on the Rain to get going in 2009.  Hope they, and you, have a very successful one.

Kate

Posted by Kate Elim, Realtor 540-226-1964, Selling Homes & Land a (Dockside Realty) almost 10 years ago

Hi JoAnna, I like it! That is a great mantra to have, in this or any market Make Something Happen!

The Horse Girl ~ Marian

Posted by Marian Gregor-Ann, Arbor area Real Estate (Keller Williams) almost 10 years ago

Kate - I do cold call.  I pretty much stick to do not call list, however, I make a VERY strong effort to collect phone numbers for people in my farm and have done pretty well with that.

Also, when cold calling, FSBO's and expireds are generally ok to call since they have made it clear that they are doing real estate business.

You can't make all your living doing it, but cold calling is definitely another piece of my business plan.

Posted by Gail Szeluga & JoAnna Siminerio, Fostering Community Spirit Through Real Estate (Weichert Realtors - Manalapan - Marlboro) almost 10 years ago

Good post on the difference between being reactive and proactive!  I am definitely trying to be more proactive.

Posted by Eileen Begley, Monterey Real Estate (Coldwell Banker, DelMonte) almost 10 years ago

In planning for the new year, some of your thoughts have made their way into my scheme for 2009! Thanks...

Posted by Matthew O'Shea, The O'Shea Group at Prudential - 402.310.5977 - (Prudential Ambassador Real Estate) almost 10 years ago

JoAnna, Cool! Congrats on the Star!!! I do agree that it is better to be proactive than reactive...

Posted by TeamCHI - Complete Home Inspections, Inc., Home Inspectons - Nashville, TN area - 615.661.029 (Complete Home Inspections, Inc.) almost 10 years ago

You are right that it takes action and positve communication to move foward and reach the next level.  Excellent post !

Posted by The Somers Team, Real People. Real Dreams. Real Estate. (The Somers Team at RE/MAX Access) almost 10 years ago

ProActive is a good thing.  Follow up will close the deal.

Posted by Scott Guay, Associate Broker. Ocean City and Ocean Pines MD (Berkshire Hathaway Home Services PenFed Realty) almost 10 years ago

Thanks for the comments.

What is not to be missed is it just feels darn good to have some control over influencing your business!

Good luck in the New Year!

Posted by Gail Szeluga & JoAnna Siminerio, Fostering Community Spirit Through Real Estate (Weichert Realtors - Manalapan - Marlboro) almost 10 years ago

I guess I will wait and see what happens......

....(that's a joke!). 

As I tell agents, we can debate as to what to do to be successful....just do something.   Heck, just walking in your neighborhood with a t-shirt with your logo is doing something (actually that works, by the way)

Posted by TIM MONCRIEF, Over 2,000 homes sold….. (Keller Williams Realty) almost 10 years ago

Tim,

I'm getting a little spooked...

For Christmas, my husband printed a few t-shirts for me.  Real simple black shirts with an iron on with my logo and website.   He thought it would be great for me to wear when I go bowling.  I thought it was thoughtful, but didn't really plan to wear them too much.  I'm not a fan of a shirt with my picture on it.

Anyway, just got dressed, literally 5 minutes ago and thought I would be nice and wear the t-shirt today. 

THEN I read your post!  I believe in fate and destiny...

So I'm going to head on out and go for a power walk in my new t-shirt!

Thanks for your timing!

 

Posted by Gail Szeluga & JoAnna Siminerio, Fostering Community Spirit Through Real Estate (Weichert Realtors - Manalapan - Marlboro) almost 10 years ago

Hi JoAnna, I can really relate to your post.  I am in the process of creating a 2009 plan will use some of your pointers.

Posted by Shirley Parks, Broker, 210-414-0966, San Antonio TX Real Estate (Sands Realty 210-414-0966) almost 10 years ago

My other business is a home inspection company, a very litigious industry. I have to work with my various business advisors in being proactive in managing the expectations of my Clients. I'm often taken to task by other home inspectors for being proactive in that sense, but 50% of those who were in business when I started back in October 2001 are no longer in business. Might say something about being proactive. I'm with you!

Today is the first day of the rest of your life -- make it a good start.

Posted by Russel Ray, San Diego Business & Marketing Consultant & Photographer (Russel Ray) almost 10 years ago

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