Members learned numerous business-building strategies, earned continuing education credit, browsed real estate-related services and networked with each other during the second day of 2023 Spring Conference & Expo in Collinsville Wednesday.
Ifoma Pierre kicked off the morning with “Hot Sauce, Please! Proven Strategies to Spice Up Your Real Estate Marketing,” followed by Maura Neill’s “Creating the WIN: Negotiation with Style and Strategy.”
Pierre told listeners to remember they are not in the real estate business. “You are marketing your brand and real estate services, which allows people to buy real estate.” He recommended:
- focusing your energy on referrals from friends, family and people who already like you,
- using Google’s Local Services Ads for leads,
- inviting consumers to your “club” and
- using predictive analytics to identify clients who are ready to sell or look for a new home.
Neill told members, “Becoming a better negotiator is about re-framing your mindset.” Other tips included:
- find ways to view perceived threats as opportunities,
- determine a strategy before negotiations begin,
- call listing agents on behalf of your customers to understand what conditions are most important to the sellers,
- if asked to help sell a home, ask client why he or she didn’t use the agent who helped them find the house.
Following a break for the Expo, Illinois REALTORS® Legal Hotline Attorney Vicki Munson shared insights about recent hotline topics.
