Recently we had a member call wondering if there were such a thing as a designation or certification for working with military relocation issues. The closest we could find was the Certified Relocation Professional (CRP) designation offered by Worldwide ERC (formerly known as the Employee Relocation Council), the workforce mobility association. It appears that this designation in geared more toward a general corporate relocation specialist, however, rather than one working specifically with military personnel. Please note, while members are welcome to earn this designation on their own, NAR does not endorse or recognize the CRP. If anyone out there knows of another designation, let us know and we'll pass it on. For more information about NAR endorsed designations, please see our list.

That's not to say that realtors aren't going out on their own to learn the ins and outs of working with the armed forces. According to Realty Times, this is one niche area that hasn't faced the drastic falloff that is plaguing much of the industry. The paper also ran an article several years ago on how agents can specialize in working with the armed forces. The key to working with military families? Using the latest technologies to connect with clients around the world and get them information quickly, understanding the the VA loan process, and keeping in mind the need for a quick resale down the line as the family gets transferred to its next station.

Posted on September 19 at 01:44 PM | Permanent Link | Add a Comment (1)

According to a new study published by the Keller Center for Residential Real Estate Sales & Marketing at Baylor University's Hankamer School of Business lead generation tactics need to reflect market conditions. In his article, "Lead Generation: What Really Works?," Dr. Chris Pullig, director of the Keller Center, reports that strength of market and lead conversion strategy have a complex nonlinear relationship. Lead Generation techniques were categorized as 'seek' or a proactive approach - telephone calls, networking, or referrals - or as 'attract' or marketing strategy employing tactics such as advertising or direct mail and then waiting for the phone to ring.

The survey found that in a "stable" market, a balanced approach appears best in lead conversion. That is, an approach that is about 50% "seek" and 50% "attract" results in the greatest percentage of leads being converted to an appointment and a transaction. When the market is "tough," agents should switch to a more seek-oriented strategy with a ratio of approximately 60% to 40% in seek vs. attract. And when the market is "healthy," a strategy that is more "attract" oriented is best. Marketing your properties in a more traditional way (i.e., advertising) with less focus on seek strategies may be more appropriate when the market is more healthy.

What do individuals doing well in a tough market do differently than their peers?

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Posted on July 28 at 09:49 AM | Permanent Link | Add a Comment (0)