Evelyn J. Wilson Joins WEICHERT, REALTORS® — New Colony

Evelyn Wilson bio photoWith more than 17 years of residential real estate experience, Evelyn J. Wilson has just about seen it all. There’s unlikely to be a situation she hasn’t handled before. This allows her to be calm and confident, patient and personable. This makes every client feel comfortable as they move toward settlement and close the deal.

“I am committed to making each experience a positive one. The client is the priority and I am there for them completely. To me, every transaction is personal, and in many cases my buyers and sellers keep in touch even after the sale is completed,” Evelyn says.

Evelyn is a member of the Howard County Board of Realtors, the National Association of Realtors, and the Greater Baltimore Board of Realtors. She is a graduate of the University of Baltimore with a Bachelor of Arts degree in psychology, and she is originally from Baltimore. She currently lives in Randallstown.

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BOOST Your Business: Why Prospects Should List with You

By David Vane and Michael McKenna

We’re offering the BOOST program free to our Realtors®. It is an 8-week course to improve your confidence, strengthen your skills, and give you a plan of action for prospecting new buyers and sellers. It begins tomorrow, February 4.

Our final session will pull it all together. This is one of the most exciting sessions because you will fully understand the benefits to you of being a Weichert Realtor® and the value you can bring to your clients.

You will learn to: BOOST flyer

  • Differentiate yourself from other agents.
  • Learn to position everything you do in a way that shows your clients that you treat them as individuals.
  • Explain how the Weichert Price Trend Analysis is unique to the industry.
  • Build rapport.
  • Demonstrate professionalism.

This is a chance to learn how we, as agents and owners, have used each Weichert tool to its full advantage, and how you can too. We’ll be sharing our story, so that you can write yours.

Sign up for BOOST through the Weichert intranet. If you’ve missed the February 4 start date, you can still join the course for future sessions.

Details
Wednesdays at 12:30 pm
from Feb. 4, 2015 through March 25, 2015
at WEICHERT, REALTORS® — New Colony
6925 Oakland Mills Rd. Ste A
Columbia, MD 21045

 

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BOOST Your Business: Use Inventory Knowledge to Close More Deals

By Michael McKenna

BOOST is a free 8-week course to improve your confidence, strengthen your skills, and give you a plan of action for prospecting new buyers and sellers. It begins this Wednesday, February 4.BOOST flyer

Do you consider yourself a neighborhood expert?

David Vane and I have owned and operated WEICHERT, REALTORS® — New Colony since 2007, which has given us plenty of time to know Howard County and the surrounding counties extremely well. In Session 7 of the BOOST course, we’ll give you a jump on getting to know our local market inside and out.

Weichert’s market inventory activities will increase your knowledge and make you even more valuable to your buyers and sellers. You’ll learn how to focus your efforts by uncovering the buyer’s needs and motivations. You’ll become the trusted professional who shows buyers just what they want. No more feeling like just a taxi driver!

Sign up for BOOST through the Weichert intranet, and visit this page tomorrow for another preview of our program topics.

Details
Wednesdays at 12:30 pm
from Feb. 4, 2015 through March 25, 2015
at WEICHERT, REALTORS® — New Colony
6925 Oakland Mills Rd. Ste A
Columbia, MD 21045

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BOOST Your Business: Master the Buyer Consultation

By David Vane and Michael McKennaBOOST flyer

Buyers and Realtors® often jump right in to the home search process with one or the other (or even both) not knowing exactly what the buyer wants. This leads to wasted time, disappointed buyers and frustrated Realtors®.

Weichert provides you with a form called “Getting to Know You and Your Next Home,” which walks you step by step through a buyer consultation. As part of the BOOST series of classes, we will show you how best to use it and what has worked well for us since we began WEICHERT, REALTORS® — New Colony in 2007.

When you take the time to begin with a Buyer Consultation, you will:

  • Increases buyer loyalty.
  • Differentiate yourself and reinforce your value.
  • Understand buyers’ needs and wants.
  • Decrease the amount of time looking at homes.
  • Educates buyers about the current market.
  • Motivate your buyers to buy now, rather than wait.

Sign up for BOOST through the Weichert intranet so that you can learn to put the Buyer Consultation Form into action. Visit this page Monday for another look at our program topics.

Details
Wednesdays at 12:30 pm
from Feb. 4, 2015 through March 25, 2015
at WEICHERT, REALTORS® — New Colony
6925 Oakland Mills Rd. Ste A
Columbia, MD 21045

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BOOST Your Business: The 5 Guiding Principles of Follow-Up

By Michael McKenna and David Vane

We’re not going to give away all five principles here before the BOOST program begins next Wednesday, but we will share this one: Write it down.

It seems simple enough, but in the moment it can be difficult to make time to do it. Take notes as you can during a meeting or a call, but plan to take five to 10 minutes afterward to write down what you’ve learned about a prospect. What are they looking for? When are they looking to buy or sell? Where are they from? What are the names of their children? What do they do in their downtime? Be prepared with these answers at your next conversation so that you can make a personal connection.

Note the date and time you spoke, the method of contact, and the prospect’s preferred method of contact for the next time. You may think that you can remember these details, but if you’re prospecting as often as you need to, it will be more than you can handle. Consider this:BOOST flyer

Buyer Prospecting Formula
Approximately 20 prospects = 1 lead
Approximately 5 leads = 1 buyer
Approximately 4 buyers = 1 sale under contract

Don’t get overwhelmed. We can help you track it all. Sign up for BOOST now through the Weichert intranet. It’s free to our Realtors.® Visit this page tomorrow for another preview of our program topics.

Details
Wednesdays at 12:30 pm
from Feb. 4, 2015 through March 25, 2015
at WEICHERT, REALTORS® — New Colony
6925 Oakland Mills Rd. Ste A
Columbia, MD 21045

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Sales BOOST: How to Close Your Open House Guests

By Michael McKenna and David Vane

It’s the day of the open house. The property is de-cluttered, well-staged, and has been advertised extensively through Weichert’s promotional network. Guests are on their way … so what’s next? BOOST flyer

One of our BOOST sessions will teach you how to create positive interactions with your guests and build long-term connections. The first rule is to listen closely to what your guests say and how they say it. Start with one of these open-ended questions to get them talking:

  • How did you hear about the open house?
  • Are you from this area?
  • Do you currently own a home?
  • What line of work are you in?
  • Are you familiar with this neighborhood?

We’ll also give you closing dialogues to keep the conversations going even after the open house, specifically written for each type of guest: the browser, the actively interested buyer, the buyer who wants the neighborhood but not the house, and the nosy neighbor (who may be a prospective seller).

Need a BOOST? Sign up now for this free 8-week course through the Weichert intranet. Visit this page Thursday for another sneak peak at our program topics.

Details
Wednesdays at 12:30 pm
from Feb. 4, 2015 through March 25, 2015
at WEICHERT, REALTORS® — New Colony
6925 Oakland Mills Rd. Ste A
Columbia, MD 21045

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BOOST Your Business: FSBOs Need You

By David Vane and Michael McKenna

We’re offering the BOOST program free to our Realtors®. It is an 8-week course to improve your confidence, strengthen your skills, and give you a plan of action for prospecting new buyers and sellers.  It begins Wednesday February 4.

The sign may read “For Sale By Owner,” but what FSBO really means is Frustrated Sellers Become Open … to speaking with you.

These are the three stages of the private seller mindset when it comes to Realtors®:

  • Get lost!
  • Let’s talk.
  • Help!

FSBO signIn our BOOST program, we’ll share the actions and approaches you can take at each stage to move from one to the next quickly. We’ll give you specific talking points for opening a dialogue and continuing to show sellers how you can reduce their stress, save them time and get their house SOLD.

We’ll also talk about how critical the follow-up stage is in converting a FSBO. Did you know it typically takes four follow-up calls for a 78% chance of converting the prospect? We’ll show you how to increase your chance of success.

Need a BOOST? Sign up now through the Weichert intranet. Visit this page tomorrow for another look at our program topics.

Details
Wednesdays at 12:30 pm
from Feb. 4, 2015 through March 25, 2015
at WEICHERT, REALTORS® — New Colony
6925 Oakland Mills Rd. Ste A
Columbia, MD 21045

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BOOST: The Easiest Way to Reach Prospects Right Now

By Michael McKenna and David Vane

Postcards and e-mails have their place in the process of turning contacts into prospects into clients, but today the quickest and least expensive way to get someone’s attention is with a phone call.

Here’s what we’ve learned about calling:

  • There are very few hang-ups. You’re not asking for a donation or selling time-share properties. You are a professional from your prospect’s community, offering a service that they or a friend will.
  • About 30 conversations will lead to 1 appointment.
  • The more you do it, the more comfortable you feel and the easier it gets.

Make It a Conversation

Be prepared with a brief introduction and a few engaging questions. For example: Did you know houses in your neighborhood are selling for…”

Share what you know to position yourself as an expert, but let them do the talking.

Have a reason to meet. Offer to bring them comps of their own neighborhood, or of a neighborhood they may be interested in.

Ask if you may call them again in the future, and let them choose when. For example, three months, six months or a year. And then do it!

We’ll be talking about this much more during the upcoming BOOST program, a free 8-week educational course to improve your confidence, strengthen your skills, and give you a plan of action for prospecting new buyers and sellers.

Need a BOOST? Sign up now through the Weichert intranet. Visit this page Monday for a sneak peak at other program topics.

Details
Wednesdays at 12:30 pm
from Feb. 4, 2015 through March 25, 2015
at WEICHERT, REALTORS® — New Colony
6925 Oakland Mills Rd. Ste A
Columbia, MD 21045

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BOOST Your Business, Your Image and Your Brand

Great Rental Opportunity in Columbia $1995 per month

David Vane

The Weichert BOOST program will improve your confidence, strengthen your skills, and give you a plan of action for prospecting new buyers and sellers.

David Vane and Michael McKenna will host this free eight-week course and will share the specific tasks and tools they’ve used since 2007 to grow their two-agent brokerage into a 72-person company that ranks within the WREA Top 10 and is the top sales office in the WREA Mid-Atlantic Brokers Council.

Michael and David will give you a preview of session topics over the next two weeks, right here on this blog.

Michael McKenna

You will walk out of the very first session ready to BOOST your productivity and your sales. You’ll learn how to track your income goals, know the number of listings and sales you need, and the number of appointments you need to make. It’s a numbers game, and you can learn to win it. Here’s how:

  1. It is proven that the more you prospect, the better you get at it.
  2. The better you get, the less time it takes to close.
  3. The less time it takes to close, the more business opportunities there are for you.
  4. The more opportunities you have will increase your number of listings and sales.
  5. Increased sales means a higher income.

Need a BOOST? Sign up now through the Weichert intranet. Visit this page Friday for a sneak peak at other program topics.

Details
Wednesdays at 12:30 pm
from Feb. 4, 2015 through March 25, 2015
at WEICHERT, REALTORS® — New Colony
6925 Oakland Mills Rd. Ste A
Columbia, MD 21045

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WEICHERT, REALTORS® — New Colony Hires Alex Cox

alex.cox

Alex Cox joins WEICHERT, REALTORS® — New Colony with more than 24 years of experience in mortgage lending and real estate. The time he has spent in these industries allows him to skillfully educate his clients and to help ensure a smooth and successful transaction. In both careers, he has always put the client first, knowing that the personal rewards will follow.

“I try to live by the Golden Rule,” he says. “I put myself in the client’s shoes to understand their needs and concerns, and I work hard to stay up to date on current market trends and programs so that I can provide the best possible service to my clients.”

Alex had the opportunity to work with several members of the New Colony team during his time in the mortgage industry, which he says is what drew him to this real estate brokerage over any other. “I have been impressed with their knowledge, commitment, integrity and work ethic. The team works hard, has great camaraderie and enjoys what they do,” Alex says.

Originally from Washington, D.C., Alex now lives in Laurel, Md. He earned a bachelor of science degree in economics from John Carroll University in Cleveland, Ohio.

Alex is a member of the Howard County Association of Realtors and is the co-chair of its new member orientation committee. He is a long-time supporter of St. Jude Children’s Research Hospital.

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