The real estate agent in the Philippines and Danny "The Count" Koker

Your sales pitch will make or break your sale

If you're watching History Channel on cable TV you will be familiar with Danny "The Count"

Danny Koker is a the owner of Counts Kustoms in Las Vegas who specializes in buying vintage cars, motorbikes, choppers and flip restores them to brand new.

Photo courtesy of www.countskustoms.com
Also seen on History Channel on cable TV

I'm not into cars or motorcycles but I always watched Counting Cars because of 2 good reasons. He knows how to "market and sell" his products.

With a star studded team of employees each has it's own unique skills Danny "The Count" handles the company well and he knows how to deal with each and every employee and its clients.

His dealings with his customers are SUPERB. The choice of words he use when he presents his works with the customers is really personalized and unique with each customer.

His Sales Pitch is one of a kind that customers will really buy his products and most importantly deepens the relationship between the company (Counts Kustoms) and their clients.

So if you are a real estate agent and haven't watch Counting Cars, then try to find time because it's worth watching this reality TV.

You will learn a lot of marketing and selling techniques.

So what's your Sales Pitch?

If you need MORE TIPS you can download my E-BOOK by just clicking it on the sidebar.

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Are you a real estate agent in the Bohol and Cebu area in the Visayas Region

Are you a real estate agent in Cebu or Bohol

Sad to say these natural calamities keep on coming. Typhoons have warnings but so far even advanced nations cannot predict an earthquake.

Photo courtesy of Bayan Patroller Maan Cajipe via Facebook. This picture was also published via Facebook account of Inquirer.net and ANC.yahoo.com

I'm doing this blog post while I'm watching the press conference at NDRRMC on the same day the earthquake struck. Bohol was struck with a 7.2 magnitude earthquake affecting nearby city Cebu.

If you are a real estate agent in Bohol and Cebu and this earthquake happened; definitely your marketing will be affected tremendously. What a real estate agent can do is go around and check their listings personally if it was damaged by the earthquake.

If you saw some of your listings damaged then think again if you will still market these project/s. But if you saw that your listings are not damage check it thoroughly before announcing or creating an ad that your project can withstand this kind of earthquake.

Best thing to do is talked with engineers of those projects and get feedback why the homes they built was not affected. Take pictures if possible.

Do you think it's about time for developers to disclose in their marketing brochures how much intensity their condos or houses can withstand because honestly we don't know.

1906 San Francisco earthquake photo courtesy of Wikipedia.org

Aside from praying for those who are affected by this earthquake in the Visayas region we also wish our peers (co-agents and brokers) nothing but the best.

Are your listings near "active fault maps"?

Feel free to download the PDF file of "active fault maps" courtesy of Philvocs

The real estate agent and Danny "The Count" Koker

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The Real Estate agent in the Philippines and the US Government SHUTDOWN

Effects of the US Government shutdown and the unstable economy in Europe on the real estate agents here in the Philippines

I guess by now you know the news that the US Government shutdown because of lack of budget appropriation and their debt ceiling issue. What does this mean; most of their basic services are on hold and even their military and healthcare is affected. Many around the globe feels the backlash of a slow US economic recovery including the Philippines even though we post good economic numbers in the past 3 years.

Photo courtesy of Wikipedia.org

Does this shutdown and the unstable economy in Europe affect our real estate selling career; yes it does affect us one way or another. Most of our clients came either from North America or in Europe but because of this economic crisis probably many have postponed their plans of buying a property here in the Philippines.

One potential market is the Middle East where many of our Overseas Contract Workers are base. Even though there was an Arab spring a few years back the Middle East is considered one huge market to tap into. Asia also has a huge market folks coming from Singapore and South Korea might be looking at properties to buy here.

Add to these are the stiff competition of developers here in the Philippines which makes the real estate agent to work doubly hard to achieve their goals and whether we like it or not our sales target and actual sales will be affected.

My strategy with this kind of situation is to increase my rental listings. Probably many have postponed for the meantime their plans of buying but are not reluctant to rent for the meantime.

Test and re-test your strategy

As the saying goes:

"There's opportunity in every crisis"

If you are a real estate agent here in the Philippines what will you do with these global financial instability happening in North America and Europe.

Find other opportunities and check if you can monetize them. Keep on looking.

Are you a real estate agent in the Visayas region

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The real estate agent and the southwest monsoon rains in the Philippines

Real estate selling and dealing with the rainy season here in the Philippines

We were struck again by another devastating southwest monsoon rains (habagat) a few weeks ago and some parts of Metro Manila and Cavite was really affected by flooding.

I still remember when "Ondoy" struck a few years ago, luckily and thank goodness that the flood in our house here at Sampaloc Manila was only hips deep and that was the first time it happened. Of course as a real estate agent; a few days after "Ondoy" I checked some new ads from brokers and co-agents and as expected most of the ads already have a "flood free" that comes with their ads. There's no argue this is a natural response because floods really do affect the housing market here in the Philippines.

Then a strong southwest monsoon struck Luzon a few years after "Ondoy" and those areas who were not affected by Ondoy was affected by the southwest monsoon "habagat". This is also very evident in this recent "habagat" were Cavite area was really affected. We all know there are lots of housing projects in Cavite and I also have projects in the Cavite area. Typically clients will be aware that if they will hear "Cavite" they will have this idea that all of "Cavite" was flooded with the recent onslaught of (habagat) southwest monsoon rain and just the same if we say "Marikina" because of "Ondoy"

Photo courtesy of westernpacificweather.com

Above is the area surrounding a mall in Bacoor Cavite recently affected by the southwest monsoon rains.

As real estate agents, how do we deal with these comments or how do we neutralize this objection. We have our own training in dealing with these kind of objections and for me these is what I always point out to clients:

We cannot control nature. Places who are not flooded today maybe affected by floods in the future because of climate change Yes the area was flooded because of the amount of rain dumped on that particular area and then site other examples but it doesn't mean the place is always flooded.

Always honestly answer the client's inquiries and do not worry that the client might not buy because of his / her perception that the area is not a flood free area. The more you will be honest the more you will close sales.

I'll tell you my secret; did you know that for the past 5 years that I have been a real estate agent, I have never close a deal during the rainy season and that includes this year. Usually my sales start to pick up during October going to summer next year. I don't know why this is the pattern of my real estate selling career. Probably clients are too lazy to view during the rainy season or not much clients from abroad going here during the rainy season; honestly I do not have a definite answer.

The real estate agents in the Philippines and the US Government shutdown

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Tips on how to be successful as a real estate agent here in the Philippines - Are you experiencing a "sales drought"

Are you experiencing “drought” in your sales?

In terms of a "selling career" drought means no sales which is equivalent to no commissions or you get to close deals but not enough to sustain your real estate selling career.

All of us including me at some point in time have experience “sales drought” or even “no sales” at all. I’m very sure many real estate agents at this moment especially the new ones are experiencing “sales drought” not only in some point in time but most of the time.

Photo courtesy of pinksherbet with creative commons

3 weeks ago I called up a real estate agent friend of mine and he is an In-house agent in one of the condominiums along Taft Avenue, Manila. Last time we saw each other was October 2012 when we pick up our commissions with a developer base in Quezon City. The client is mine and I just shared my commission with him so we split up the commission 50-50.

Of course the usual greetings and I asked him how’s going with his sales. He told me not doing well. I just told him just to keep it up but I told him also to make new marketing strategies. He needs to test and re-test his marketing strategy so he will know which is working or not.

Another friend also a real estate agent who stays in Las Pinas City and all her listings are from that place also called me up to say “hi” and ask me how’s my sales. So I asked her first the same question and she told me sales not doing well also.

The problem with her she does not have a website and she just rely on free ads online, manning and giving hand-outs (leafleting) and like what I have said in my previous articles How to grow your money and listings you should include in your website and paid online ads; marketing strategy and the type of listings you sell is very crucial to your success. What my friends are doing are good but not enough to give a steady sale.

I answered them both that as of May 2013 I only have 1 sale (I already got the commission) because it’s a re-sale. I’m also experiencing a “sales drought” as far as my real estate selling is concerned BUT the BIG difference between me and my 2 real estate friends is I have other streams of income that they don’t have.

I just don’t rely on my real estate selling to earn, because I have other streams of income and I have projected this way way back 5 years ago before I started in the real estate industry that not all the time I can close a deal so I need to create a marketing strategy that will augment my real estate selling.

These are the problems most real estates agents encounter and while you are reading this blog maybe you are encountering a “sales drought” as well. They don’t want to sell other products (I respect that) other than real estate properties. I mentioned in my other article that I knew real estate agents who are even more experienced than me in terms of the number of years they are in the business who went back to employment; many went to BPOs because they cannot sustain their sales.

If you don’t want to sell other products other than real estate properties these are my suggestions:

If you rely ONLY on advertising make sure it’s a “paid advertising” because free advertising won’t get you anywhere. Pay for it and be patient. Normally it will take you 2 – 3 months average to get a result. I have talked with many real estate agents who told me they tried “paid advertising” for a month and when nothing happened they stop and just rely on free ads. Who do you think will get more sales; the agent who does “paid advertising” online on a regular basis or the agent who just post free ads and hoping against hope someone will inquire? Well, you be the judge.

If you rely on a website only, MAKE SURE people are seeing your website or else no one will inquire. Your task now as a real estate agent is to see to it that traffic (visitors) are flowing into your website because this is where it all starts. Again be patient, having a good business is not a "quick rich scheme". Test and re-test your marketing strategy whether it's paid ads or website.

Use both strategy and see where you are getting your sales

Again I will repeat here; your task is how to drive traffic to your website for you to get sales.

The real estate agent and the southwest monsoon rains in the Philippines

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How to be successful as a real estate agent here in the Philippines – How to grow your money

How to grow your money

Today is the day - you are waiting for the developer to deposit you commissions in your ATM bank account or probably you are now in the office and getting ready to pick up your check/s and ready to en-cash them.

With the money in your hand now what will you do? You will go to Greenhills shopping mall and buy a new gadget or you would put your money in the bank as savings.

Well, honestly it's your money and you can do anything you can even spend it in just one day.

Being a real estate agent is not only about marketing and selling, I think in my opinion the measure of success in this field is HOW you can grow your money to give you a better life, a better life for your family and love ones.

There are several things you can do to grow your money once you got your commissions.

1. Separate some portion of your commissions for your marketing expenses
2. Separate some portion of your commissions to create a new business SELL ANOTHER PRODUCT that you are passionate to sell
3. Start some small investments like the "stock market'

I truly believe that "selling" is a SKILL and if you can sell a product worth millions (properties) you can sell a product less than that amount.

It's a matter of applying your "real estate" selling skills in selling other products.

Think of a product aside from selling real estate properties that you are passionate to sell or even a skill that you can offer as services and monetize them. Then build a marketing strategy around that product just like what you are doing when selling real estate properties.

1. Create a website for that product or skill
2. Put paid online ads for that product or skill

Remember also that these "other business" of yours will offset your real estate selling in case you don't have commissions yet. These other business will help you provide for your daily expenses or even it may be more profitable than selling real estate properties. There are unlimited possibilities.

As of now I only have 1 business, an investment and a skill I'm monetizing.

First is the business I put up 2 years ago. I decided to be a distributor of skin care products. As an entrepreneur I look into the potential of a business and believe me or not the skin care business world wide is a multi-billion $ business and no one company can corner this market. I put up this business with just a P10,000.00 capital and we distribute products nationwide and I do earn 30% profit in every sales I get.

Do you want to try your marketing and selling skills as a distributor?
Please visit Skincaremanila

"LIKE" my Facebook page Skincaremanila

I have been a fitness enthusiast for more than 15 years. Going to the gym and exercising is my passion. If there is one person who truly believe "HEALTH IS WEALTH" that is me. I believe if you're not healthy and always sick your DONE.

I monetize my skill by helping others achieve their fitness goals. I even created an e-book on "How to live a fit and healthy lifestyle" and many have already bought my e-book.

If you want to be healthy and fit as a lifestyle; my e-book is worth reading. You can get my e-book by visiting my Sulit ad

I also invest in the stock market for more than 2 years now.

Are you familiar with this quote:

"Do not work for money but let money work for you"

If you've never been in the stock market, you'll never really appreciate the above quote.

If you want to start investing in the stock market. Visit and learn at:

I want to learn the stock market

The things I'm doing may not be your interest or passion and my suggestion is find your skills and passion and monetize them aside from putting another business plus your real estate selling.

Are you experiencing "sales drought"?

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How to be successful as a real estate agent here in the Philippines – Listings that you need to include in your website to get fast commissions

Listings that you need to include in your website and online paid ads to get fast commissions

Let’s say your website is already driving traffic (visitors) the next important thing to do is to wisely choose your listings. Of course as real estate agents we can put any listings we want in our website, sky is the limit but it would be wiser if majority of your listings can give you fast cash right away ones sold.

Let me explain… Ones again I will base this on my experienced.

Have you pondered deeply "WHY ARE YOU SELLING A PRODUCT?" Let’s just removed for awhile the distinction “real estate broker” and “real estate agent”. In my opinion in the EYES of the client we are all salesmen and saleswomen.

I cannot think of any reason why do we chose to become a "salesman and saleswoman" and that is to earn more or let’s say to earn big for our family and love ones.

Of course if we want to earn big, is there any nice feeling other than getting our commissions "right away" and not waiting for such a long time. So my strategy was to build listings majority of which, ones sold-out I can get my commissions right away and not waiting for such a long time.

In my opinion it's useless to be a salesman or to sell a product if you will not be reciprocated right away

I'm not saying literally right away but at least you don't need to wait 1 - 2 years just to get your full commissions.

A sample scenario:

Agent A sold a home worth P5M
Commission of agent is 3% - P150,000.00
pre-selling
20% down payment payable in 1 year
Developer do not have a win-win situation policy (no monthly commissions)
Agent will get full commission upon full down payment
Agent has an allowance

Photo courtesy of Vectorarts with creative commons attribution 3 share alike

Agent B sold a home worth P5M

Home is re-sale
Agent gets only P1.5% - P75,000.00
Agent has no allowance
Agent is not tied up with a developer
Agent gets the P75,000.00 after 30 days

I'm not saying this is always the "scenario" but at least you have an idea.

If I’m the real estate agent, I will choose Agent B because I was RECIPROCATED right away for my effort. With the P75,000.00 in hand I can already be flexible. I can spend for my marketing activity, I can re-invest the money in other business or investments. Again, I go back to the question "what's the use of being a "salesman" if you don't get reciprocated right away"

The disadvantage of Agent A

1. Nobody knows the future
2. Not sure if the client is still alive by the time down payment term is over
3. Not sure if the client will not have a financial problem in the near future
4. Not sure if the client will not change his / her mind
5. Not sure if you are still alive by that time

The disadvantage of Agent B – seldom gets 3% commission on a deal and of course some of the above also.

I’m not paranoid but these are possibilities that may happen… I rather wait just 30 days or a little longer.

I’m not saying Agent A did not have a good decision, what I’m trying to point out here is “there is a better way” to get fast commissions.

Again this is only my strategy, I’m not forcing anyone to adapt what I do, It worked for me it may not work for you. Depends on what listings you want to include in your website.

My friendly suggestion is "mixed-up" your listings

Some agents prefer the 50/50 approach "50% re-sale and rents and "50% pre-selling"

I prefer the 80 / 20 approach "80% re-sale and rents and 20% pre-slling". I put all my resources, marketing and selling strategies on the 80% to get fast commissions.

You may look for developers who gives allowance and at the same time give monthly commissions (pro-rata) – just imagine if you closed 5 deals, it’s almost like you are being paid a salary by the developer. If one or two clients backs out at least you get some portion of your commissions.

1. Get re-sales for faster commissions
2. Get rentals for faster commissions

Happy Selling fellow sales agents!

How to grow your money

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How to become successful as a real estate agent here in the Philippines: The effective way to market your listings and get real results!

The effective way to market your listings

There are so many ways to market your listings. Some can be effective and others might not. What's important is to test and re-test your marketing strategy from time to time.

I will summarize here some of the marketing strategies real estate agents do and choose what strategies fits your personality and your goals.

1. Leafleting
2. Online presence (websites and online ads)
3. Social media marketing
4. Attending / joining exhibits and conventions

MARKETING AND SELLING

There’s a HUGE difference between the two and if you don’t market your products you won’t sell anything.

As the saying goes

If you don't have a client, you don't have a business

As a real estate sales agent I define my marketing as follows:

• Giving hand – outs (leafleting)
• Having an online presence (websites / online ads)
• Putting good content in my websites / online ads
• Driving traffic to my website (visitors) which generate leads
• Always updating my website by putting new listings every month
• Offline activities like giving calling cards / attending seminars
• Tarpaulins in public places (I used to do this before)

When I say websites these also includes social media marketing and blogs, like I’m doing now.

How do I define selling in my own perspective

• Answering clients email / text or call (inquiries)
• Assisting clients during site visits (viewing)
• Closing the sale
• Assisting clients at the office for documents signing
• After sales services the client/s might need like "home improvement" or "interior designing"

I’m sure all of us real estate agents have done what I defined are my selling activities but I’m also sure NOT ALL OF US have done some or all of the marketing activities I defined most especially driving traffic (visitors) and always creating good content for your website.

Having a website will not guarantee you sales BUT having a website with always fresh content, good marketing strategy to get leads has a very good chance of closing some deals and earning commissions.

I met a lot of real estate agents who don’t know how to market their products and would you believe there are even agents who don't even have a website and they only have "free" online ads and content only with leafleting

I had a great time and fun leafleting but this marketing strategy is very time consuming and tedious.

With this digital age "online PAID ads" and having a "website" still the way to go but YOU NEED TO SET IT UP CORRECTLY for you to drive leads to your paid ads and website. This is where CONTENT MARKETING comes in.

If you don't want to spend more than your budget you might start with free websites. There are so many free websites out there that you can start from. You can search Google for these free websites. I recommend this for those who are new in the real estate selling profession.

If you have an extra money, you can hire a web designer to create design and upload your website to a hosting company. If money is not an issue then by all means it's better hire a web designer.

Here are my suggestions to effectively market your listings

1. You must have a website that drives traffic (visitors) that will turn into leads
2. Put in good content
3. Always update your website by adding listings
4. Always update your website by adding new content
5. So again, if you are really really SERIOUS about your real estate business as a sales agent take care of your website because that is your baby, your tool and your weapon to succeed.

If you need more TIPS you can download my e-book directly just click the e-book cover on the size bar. You can have this e-book TIPS as your FOUNDATION and built on this foundation as you go along.

LISTINGS that you need to sell to get "fast commissions"

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Tips on how to be successful as a real estate agent hereinthePhilippines - THE MINDSET

Our state of mind "mindset" will determine our success as a real estate agent here in the Philippines.

Photo courtesy of guidinginstincts.com

For almost 5 years as a real estate age here in the Philippines; I have indirectly interviewed hundreds of agents / brokers on how their business is doing. Sad to say many of them doesn't have the right mindset to succeed.

Although "how much money you make?" will still be the no. 1 gauge if you are successful or not but there are still other factors to consider.

Like how do you handle a failed deal or your "suppose to be client" just wasted your time and money viewing and yet not bought anything. What were you thinking when you experienced these kind of situations.

Some agents I knew who are even more than 5 years in the real estate industry went back to employment and others who at one time "full time" agents went back to part time and just started a new business.

Not having a good sale and sustaining / growing it is the only reason these agents leave the real estate industry.

Here are some of the common "mindset" of real estate agents whom I have "informally" interviewed.

1. "I like to sell this project because they have an allowance"

There is nothing wrong with having an allowance, we need them for our expenses BUT unfortunately "consciously and subconsciously" many agents won't move and sell without an allowance.


I know one agent who jump from one developer to another because of the allowance. Her mindset is if she cannot sell within 3 months and she knows allowance will be cut-off she will look for another developer with allowance and guess what, she will survive again for another 3 months with the new developer.


2007 I started with this developer who sells properties in Cavite. They don't give allowance and I stayed with them for almost 2 years. Imagine I'm staying here in Sampaloc, Manila and almost everyday I go to Cavite with my own expenses doing manning, doing leafleting and assisting clients.


With the right mindset, I like owning my time and marketing skills I was able to sell several houses with this developer.


2. "I will just get new listings if there is a client looking for it"

I sometimes asked agents about this and the always answer is the statement above.


Well, it's true "nakaka-tamad" talaga kumuha ng new listings if wala pa potential client. Way back I experienced this feeling of "baka sayang lang pera and oras ko" going to different places, taking pictures of houses and condos but with no potential clients. But you know, my attitude of "going an extra step" further helped me a LOT and I haved closed more sales since then.


3. "I have a website and just waiting for inquiries"

This 3rd one is more tricky.. having a website doesn't guarantee sales. Promoting your website is like promoting a physical product but in a different way.


I will discuss this further in my next post about "How to market your listings" effectively.


4. Part - Time lang ako as a real estate agent.

There's nothing wrong with part - time business, but again if these kind of agents want to succeed in the real estate business, its either "employment" or "entrepreneur" no part time. Its either you're serious about your business or just stay employed.

The effective way to market your listings

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