Phone: Blackberry Bold

Computer: 2 Dell desktops and a laptop at work, 2 Apples at home office

Website/ IDX Provider: Custom

Prospecting/ Contact Management: Custom

Overall, where does technology fit in for you: supporting role or a major part of your strategy?

It is my strategy.  Our business and our success revolves around the technology we use, whether it’s internet, social media, or even the ways we get into houses. It’s our lifeline. Some of the companies that I own are geared towards higher net worth individuals who are internet savvy.  We make our websites a one stop shop for them, as far as the convenience of finding anything from where to get your clothes cleaned to a custom aquarium, which is all available on our websites.

Do you change your tech use to fit different clients, for example texting, etc, or do find everyone’s comfortable with the same level?

Yes.  I’ve found that people in our generation are comfortable with texting, but sometimes people from other generations can take offense and feel that it’s not a personal enough form of communication. We have to scale our communication, according to the client. One thing to remember is that you can’t text “tone,” so a phone call can go a long way.

What one piece of technology/ software has been the biggest time saver or productivity gain for you?

Facebook, Hands down.  I probably spend 2-3 hours a day on Facebook.  It really is the best lead generator for us; I’ve always got it on at my office.  I’ve really been able to connect with people, whether it’s fellow agents across the country, or potential clients. I’d honestly say that 50% of our business comes from Facebook.

When I started my company four years ago, I didn’t have the marketing budget I have now, it was just me…trying to generate awareness about a new real estate company. I needed to get creative with marketing myself and my company. Instead of doing the traditional mailers, magazine articles, etc, which I couldn’t afford at the time, I relied heavily on my online social network. It’s gotten to the point where there’s so much buildup on it, that it’s more valuable than the marketing that my competition pays for.  Because of that, I consider us leaders in Texas and probably nationwide, as far as real estate online networking, and the biggest reason for this is Facebook.

I joined Facebook about four years ago, when the only people on it were college students.  I got some flak from my buddies, but we’re now leaps and bounds ahead of other people, with 5,000 friends and a few thousand people in our groups, fan pages, etc. It’s a great way to get in front of exactly who you’re looking to hit.

As an entrepreneur, I’ve found that the easiest way to make money is to create a convenience, and Facebook is the definition of one in my book.  A lot of the time, I’m contacted by people I don’t even know. We brand ourselves very well on Facebook, and it spreads to crowds of people that we’re aren’t directly connected to.

What’s your thought on Blogging? Valuable or a time sink?

I just started blogging this year. I never really had an interest in it, but I’ve realized it’s a great stream of consciousness way to communicate, which is my favorite way of communicating. It’s fun. A big part of our website is our blog where agents are posting things on market trends, funny stories. It’s a great way to give us an online identity, that’s unique.

Do you use twitter?

I use Twitter, but I’m not a huge fan.  People like it, and I’ll use it to tweet new listings, etc.

How do you track and manage prospects/ leads?

We have a custom database management system on our website backend.  Before then it was pretty barbaric, mostly post it notes and Excel.

How do you manage your transactions?

I learned early on that I needed to surround myself with people that are more organized that I am. I’m a “big picture” guy, which tends to affect my “attention to detail.” I’ve got a great team that helps manage my transactions. I know my strengths and one of them is not micromanaging.

How do you manage your website?

I have a full assistant who handles the majority of my websites, and my agents all have access, so they can add blogs, modify listings and manage their CRM.

What’s the most important thing you do on a daily basis that contributes to your sales success?

I’m consistent. The stuff on Facebook, for example. I think momentum is so important in this business. If you do something for a month then quit, you lose two months. In this business it’s really easy to come to work one day then take two days off. I force myself to work more than most people, including weekends. I think establishing a routine, whether it’s online networking or old school networking, is not just important, it’s crucial. I’m lucky that I’m at a point in my career that this isn’t work, it’s my life. I love what I do and I’m confident that it shows.

I think the other key is to be unique.  The average agent is 55 years old and has been in the business 20 years. I think there’s a new wave of agents starting, I wouldn’t say we’re better than previous generations, but I think we have a different way of approaching business. I think exploring is important, everyone has a lot of free time on their hands this time of year. Don’t be a statistic, by getting discouraged and leaving the business.

I remember when I first started 7 years ago. I called my dad around this time of year telling him activity was slow , and he told me to go create activity. From that point on, I never had “nothing to do.”  I think we’re in a generation where we have an opportunity to do some amazing marketing that  costs nothing, and it’s fun. Stay in tune with what you’re interested in, whether it’s Facebook, Twitter, etc. and business will come to you

Phone: Blackberry Curve

Computer: An HP Laptop

Website/ IDX Provider: None

Prospecting/ Contact Management: A notebook and paper based filing system

Overall, where does technology fit in for you: supporting role or a major part of your strategy?

It’s a big part of my strategy. I placed myself with a company that feels really strongly that an internet presence is the key to selling homes today, and to reaching today’s buyer.  All of my listings are on pretty much any real estate site that you can search from, and that’s one of the main reasons I’m with Prudential. I also use social networking a lot.

Do you change your tech use to fit different clients, for example texting, etc, or do find everyone’s comfortable with the same level?

Yes. I have one seller right now that doesn’t have an email address, which I found really challenging. I’ve come to rely so much on email.  But it’s just like how they tell you in sales training that you should change your speach/ mannerisms depending on who you’re working with, its the same with technology. I ask people how they’d like to be contacted. Most people prefer email, I’ve found.

What one piece of technology/ software has been the biggest time saver or productivity gain for you?

Having a Blackberry or smartphone. My company sends us internet leads, and you have to respond to them within a certain amount of time.  It’s a lot easier to service leads if you can respond to them no matter where you are or what you’re doing.  Also Skywire (http://www.skywireva.com) riders for my listings. People walking by can text a number for more information, and I get their number right on my phone, so I can call them back right then or text them.

What’s your thought on Blogging? Valuable or a time sink?

I don’t think it’s valuable for generating leads.  I think responding to questions on Trulia voices is a lot more productive. I’ve converted about half of my leads from Trulia voices. It doesn’t take as much time either, this week I’ve probably answered 2 questions for a total of half an hour.

What are your thoughts on Social Media?

The key to my success from the very beginning has been creating an awareness that I’m an agent and selling real estate is what I do for a living. I feel strongly that you’re as successful as how many people know about you.  If nobody knows about you or knows that you sell real estate, they’re there not going to call you, it just makes sense.  I think instead of blogging it’s more worthwhile updating your Facebook status that you’re on the job, showing houses in a certain neighborhood for example. It’s free and it takes two seconds.

I’ve gotten a buyer from Facebook, from a friend of mine from high school who lives in California, and I’ve gotten a lot of exposure, I feel, from these sites.  It’s all about who knows what you’re doing, that this is what you do. You need the most people possible to know that you’re a real estate agent, and to think of you first.

Do you use twitter?

Yes. I post updates about my listings, articles about Pittsburgh Real Estate, or any event I’m involved in.

How do you track and manage prospects/ leads?

I’m kind of old school when it comes to tracking leads, I do pretty much all of it on paper. I have a notebook where I write down pretty much every phone call, showing requests, etc. I have a pretty organized filing system.  I have a folder for once-off leads, and a folder for each active lead.  Every couple of months I go through the big folder. Every single person who contacts me automatically gets put on my mailing list. I think building that database is so important.

How do you manage your transactions?

I have a checklist for each file/ transaction.  It’s a slip of paper with all the contingency deadlines.  I staple them inside the file and put the dates on the calendar in my phone.  It also helps to post them on a bulletin board in your cube.

How do you manage your website?

I use my myspace as my website, I’ve looked into doing a couple different types of websites, but they’re very expensive, and while I think it’s important to have a website, I just haven’t found it cost effective. Myspace is free and you can search the entire MLS from my page.  I’m all about free tools.

What’s the most important thing you do on a daily basis that contributes to your sales success?

Putting myself out there, in whatever way that may be. Whether it’s being active in my community, emailing people, making phone calls.

At the end of the day technology matters, but only to an extent. I’ve gotten leads online from Realtor.com, Trulia, Craigslist. But other than that, it’s such a face to face job.   You don’t have to reinvent the wheel entirely.

For new agents I think it’s easy to get overwhelmed with “oh my gosh, I have to spend so much money on this and that”. And you really don’t.  I think it’s really important for new agents to go with a big broker in your area, because they do provide so much for you.  It made a big difference in the training and services I had access to.

I also send a lot of email blasts, I probably send an email blast a week. It’s usually a property listing, or an article about Pittsburgh.  I’m really a big advocate of email blasts and sending a regular monthly mailer to my farm area and to my database.  If you do something cool, you should write a press release about it.

Phone: Blackberry Tour

Computer: Office: Dell Inspiron 531s, AMD Desktop Home: Custom Build, Intel Quad Core

Website/ IDX Provider: Top Producer

Prospecting/ Contact Management: Top Producer

Overall, where does technology fit in for you: does it play a supporting role or is it a major part of your business?

I think it’s a major part of my strategy.  Being able to access the internet from my phone, I can get Realtor.com leads or internet leads right on my phone.  It’s all about how fast you can get back to somebody.  If someone contacts me about a listing, I can email them information about that listing right from my phone.

What are your thoughts on social networks such as Facebook, Twitter, etc?

I don’t currently use Twitter, but I’m not opposed to it. I don’t know too many other people using Twitter, most people that I know are on Facebook.  Right now after I add a listing, I post a link to the MLS listing on Facebook. However, Realtor.com has just developed an app that posts your listings on your wall automatically.

Do you currently blog? What are your thoughts on blogging?

I don’t currently blog, but it’s worth considering.

Do you change your tech use to fit different clients, for example texting, etc, or do find everyone’s comfortable with the same level?

Absolutely I have to adapt to everybody. I’ve had deals where I’ve barely even talked to the clients, it’s all through texting/ email.  Texting takes the emotion out of things, which can sometimes be a negative. I’ve closed deals through text.  But there are times I’m working with older people, who are more “old school”, still looking at the newspaper for listings. Some can’t even turn a computer on. It’s still a very high touch business.

How do you generate most of your business?

A lot of my business is referral based.  Believe it or not, my secretary actually cuts out For Sale By Owner (FSBO) ads and I follow up with them personally. You still have to have that old school foundation, you have to make those calls, you have to be out there, you have to show your face, you have to brand yourself within the community.

Technology Wishlist

One product I’d like to see is a transaction forum.  I’ve actually considered creating this on my own.  A forum for each transaction, where anybody involved in the transaction can have access: attorneys, inspectors, agents, etc.