What Sellers Want From Agents Part 1 (VIDEO)

Owners want to know what's happening with their listing. Therefore, sellers want their agent to creatively market the property, pay attention to detail, and provide excellent customer support as part of their services.

The reason most often cited by owners who were unhappy with the listing agent is not the failure of the agent to secure a buyer; it’s failure of the agent to communicate with them after the listing is signed.

1. Sellers want you to add value by providing much more than the sellers could do on their own.

If they could have found that extra value on their own then what do they need you for?

2. Sellers want you to look at the entire situation and give good advice.

It’s difficult for sellers to be objective about their own property. Emotional attachment, nostalgia, and good memories cloud their ability to accurately assess their home’s value. That’s why you need to be the voice of reason and wisdom for the seller.

3. Sellers want you to remember who the customer is and respond to their needs.

Always remember that your relationship with the seller is a mutually beneficial one, and you should remember your role as well as your client’s. This relationship will sometimes require you to swallow your pride.

Okay, you gotta have a cut-off point though.

4. Sellers want to be treated like partners—keep in touch and update them at least once a week.

There’s nothing more frustrating for a seller than to be left in the dark. Keep them in the loop even if there’s nothing to report. This lets your client know that you care about them and their needs.

5. Sellers want to see a nice brochure—accurate, detailed, and professional.

A nice brochure shows that you’ve done your homework on the property and that you’re prepared to present their listing to potential buyers in the most professional way possible.

Keep in mind this list of seller desires so you don’t make the same mistake as many agents before you. Check back next time for part 2.

About Larson Educational Services:

Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.

Brad Larson

Larson Educational Services

1400 Colonial Blvd. #44

Fort Myers, Florida 33907

info@LarsonEd.com

239-344-7510

www.LarsonEd.com

There's no debate about it...

...LarsonEd is the best real estate school in Florida!

About Larson Educational Services:

Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.

Brad Larson

Larson Educational Services

13040 Livingston Road #12

34105

info@LarsonEd.com

239-344-7510

www.LarsonEd.com

Time is Running Out! Renew Your Florida Real Estate License by Sept. 30th!

About Larson Educational Services:

Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.

Brad Larson

Larson Educational Services

1400 Colonial Blvd. Suite 44

Fort Myers, FL 33907

info@LarsonEd.com

239-344-7510

www.LarsonEd.com

Video Resources for Real Estate Agents--LarsonEd

Video Creation and Video Conferencing Resources for Real Estate Professionals 

Florida Real Estate School

There are plenty of video creation and video conferencing resources available online for free or for cheap. You can use these resources to post videos that improve your brand image as well as your search rankings on Google.

1. YouTube

YouTube is the largest free video-hosting website that allows members to store and serve video content. YouTube members and website visitors can share YouTube videos on a variety of platforms (Facebook, Twitter, LinkedIn, a blog) by using a link or by embedding HTML code.

2. Vimeo

No advertisements will play in your video if you have an upgraded account. Password protection is available so you can post the video to friends/family/colleagues/clients before you share with the world – just forward the video and provide the password.

3. Powtoon

PowToon is a company which sells cloud-based software for creating animated presentations and animated videos. Powtoon provides all the animation tools you’ll ever need to immediately begin creating your own professional-looking animated explainer videos and animated presentations.

Here's an example of a Powtoon cartoon from yours truly, Larson Educational Services.

4. Skype

Skype is service provider that offers free calling between subscribers and low-cost calling to people who don't use the service. In addition to standard telephone calls, Skype enables file transfers, texting, video chat and videoconferencing. The service is available for desktop computers, notebook and tablet computers and other mobile devices, including mobile phones. Included in the free service is a softphone application that can be downloaded to any computing device running Windows, Macintosh, Linux, or Windows Mobile operating systems.

5. Go-To-Meeting

GoToMeeting is a web-hosted service created and marketed by the Online Services division of Citrix Systems. It is an online meeting, desktop sharing, and video conferencing software that enables the user to meet with other computer users, customers, clients or colleagues via the Internet in real time. GoToMeeting is designed to broadcast the desktop view of a host computer to a group of computers connected to the host through the Internet. Transmissions are protected with high-security encryption and optional passwords.

6. Join.me

Join.me combines instant screen sharing and powerful meeting tools in an app that anyone can use to present, train, demo or concept. Join.me is designed to be intuitive and accessible, providing features that you'll use every day for everything from show-and-tell to formal presentations.

7. FaceTime

A video telephone / video chat service that makes it possible to conduct one-on-one video calls between iPhone, iPad, and Mac notebooks and desktops. Apple’s FaceTime service is free to use but does require an Apple ID and a Wi-Fi connection

8. TeamViewer

TeamViewer is a proprietary computer software package for remote control, desktop sharing, online meetings, web conferencing and file transfer between computers. The software operates with the Microsoft, Android and Apple operating systems. It is also possible to access a machine running TeamViewer with a web browser. While the main focus of the application is remote control of computers, collaboration and presentation features are included.

About Larson Educational Services:

Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.

Brad Larson

Larson Educational Services

1400 Colonial Blvd. Suite 44

Fort Myers, FL 33907

info@LarsonEd.com

239-344-7510

www.LarsonEd.com

How to sell health insurance to small businesses Part 2

Small and medium sized businesses account for more than half of new job creation in the US. Therefore, they offer a great prospecting opportunity for health insurance professionals.

Check out these 10 tips for selling health insurance to small businesses.

6. Empathize

Get an understanding of what motivates your potential client. What are their goals and challenges? What is their budget?

The first question you ask never really gets to the heart of the matter. Follow up with two or three more questions to get to their real pain and needs as a business.

7. Build Genuine Relationships

The key in this tip is the word “genuine,” as in not forcing the issue. Get some knowledge on the prospect’s background (perhaps even take notes to keep for future reference) and ask them a ton of questions.

8. Do More Listening than Talking

We all know you’re a good talker (or at least you should be). Why else would you become a health insurance sales professional? But resist the urge to talk too much about yourself and the products you’re selling. For a start, there’s a chance that you may be providing a solution to a problem that this prospect doesn’t have. Second, you might come across as arrogant. Remember to give a little and give a little in the conversation. If you notice yourself talking too much, divert the attention back to your prospect.

9. Don't Plan Conversations (Too Much)

It’s good to have an idea of where you want a conversation with a prospect to go, otherwise things may get off course and you will spend more time than necessary with a potential client. But it’s also important that you don’t sound too scripted or over prepared when it comes to talking points in the conversation.

Overly scripted sales pitches and conversations make you sound robotic and they make your potential clients uncomfortable. Learn to think on your feet, get a vibe for the person on the other side of the table, and have fun. This may take some practice if you’re not already skilled in this area, but your conversation skills can always be improved.

10. Find a Mentor

Whether you’ve been a health insurance sales professional for 20 years or 1, we can all improve. Ask one of your colleagues to shadow you on a sales call and get feedback frequently. Ask them how they deal with some of the common problems you encounter. Odds are they’ve had to deal with the same problems as well.

If you’re a one-person operation, then try to network with other health insurance professionals at conferences and different professional events in the area.

Follow these tips and you’ll be more likely to get those small business clients in no time.

About Larson Educational Services:

Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.

Brad Larson

Larson Educational Services

1400 Colonial Blvd. #44

Fort Myers, Florida

33907

info@LarsonEd.com

239-344-7510

www.LarsonEd.com

How to Sell Health Insurance to Small Businesses Part 1

How to sell health insurance to small businesses

Small and medium sized businesses account for more than half of new job creation in the US. Therefore, they offer a great prospecting opportunity for health insurance professionals.

Check out these 10 tips for selling health insurance to small businesses.

1. Take Your Time

Part of the selling process includes educating your potential clients on what their potential health insurance solutions might be. Likewise, you need to qualify your prospect. If you skip these integral steps in search of a quick sale, then you may lose a deal. And remember: larger companies may require more time for the purchasing process. Utilize their more complex decision-making process as an opportunity to spend more time building a relationship with your client.

2. Focus on Best Leads

When you first meet a potential prospect (or even when you make a cold call) be sure to have a set of questions to ask that let you know whether or not your time will be well spent trying to get their business. Recognize who your most qualified leads are and be sure to give them your expert care.

3. Be Goal Oriented

It might be helpful to think of selling health insurance as a series of offers and agreements. It might start with the prospect agreeing to speak on the phone, then the prospect agrees to meet in person, then the prospect agrees to hear the sales pitch--all the way until the prospect becomes a client by agreeing to buy a health insurance policy from you.

At each potential agreement point, know your desired outcome and know what the next step is. Be sure to communicate these next steps clearly with your prospect.

4. Saying “Yes” Should Make Sense

Selling is not always a logical line of cause and effect; buying and selling is an emotional process. Spend time cultivating a relationship with your potential client and saying yes will make sense for them from both a logical standpoint and an emotional one.

5. Be Okay With Hearing “No”

Some salespeople dread the word no. But as you gain more experience as a health insurance sales professional, hearing no will be part of the process. It’s a good thing. A yes means you made the sale, but a no simply means that the prospect is not qualified and you are able to clear them from your prospects list. Do ask for feedback as to why they said no but don’t be pushy: simply try to gather information that may help you in future sales situations.

Follow these tips and you’ll be more likely to get those small business clients in no time.

Check back next time for part 2!

About Larson Educational Services:

Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.

Brad Larson

Larson Educational Services

1400 Colonial Blvd. Suite 44

Fort Myers, FL 33907

info@LarsonEd.com

239-344-7510

www.LarsonEd.com

How to Use Videos in Real Estate Marketing--Florida Real Estate School

How to Use Videos in Real Estate Marketing 

Florida Real Estate School

People like videos. While the average Internet user spends 48 seconds on a website, the same user spends close to 6 minutes on a website that has a video. If your real estate website and individual property websites include video, your visitors are likely to stay longer. What do videos help you do for your real estate listings?

1. Build relationships

Video helps develop familiarity and approachability. If someone can see what you look like, know how you interact, and get a sense of your personality it can put you in control of the first impression you have on them.

2. Stay top of mind

Having relevant video content, like home improvement or maintenance tips, can help you stay top of mind with your clients even after they buy a home.

Only do the home improvement thing if you know what you're doing.

3. Be easy to find

When homebuyers are searching for properties one of the first places they go is online. Having searchable videos will help you and your listings findable. Videos are more likely to generate a first page Google ranking. A video on the first page is more likely to be clicked over other content. To market a listing, use the address as the URL and in the video description.

4. Grab and keep your prospects’ attention

A visitor to a website with videos will typically stay 6 times longer than sites with no videos. However, videos should be no more than 2 minutes in length.

5. Be viewed as the local expert

Delivering relevant videos to your current, past, and future clients is a great way to separate yourself from your competitors. If the videos you have are truly helpful, they will increase repeat visits to your site, blog, or social network.

Using professional-looking videos will help improve your search listings and the way potential buyers view your brand.

About Larson Educational Services:

Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.

Brad Larson

Larson Educational Services

1400 Colonial Blvd. Suite 44

Fort Myers, FL 33907

info@LarsonEd.com

239-344-7510

www.LarsonEd.com

An Old Photo from the Archives--LarsonEd

I found an old photo in the archives of the three LarsonEd founders. Why do we all look so dang serious?? I figured we should change industries if we wanted to act so grim. What do you think?

About Larson Educational Services:

No, we are not a law firm. Utilizing 30 years of real estate training and professional education experience, Florida real estate school Larson Educational Services is the premier provider of Florida real estate licensing, exam preparation, post-licensing, CAM licensing, mortgage loan originator licensing, and continuing education in Southwest Florida. Classes are available in Fort Myers, Naples, Sarasota, and online.

Larson Educational Services

1400 Colonial Blvd. #44
Fort Myers,
Florida
33907

(239) 344-7510

LarsonEd.com