Kim Hughes

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January 20, 2023 By Kim Hughes Leave a Comment

Goal Setting Roadmap: How You Can Double Your Income with Your Database

https://chrt.fm/track/89856A/traffic.libsyn.com/6c785b18-9b12-4dbb-82c7-d1b99815ee80/Goal_Setting_Roadmap_-_How_You_Can_Double_Your_Income_with_Your_Database.mp3

 

Your CRM system is your lifeline and having an organized database can be a money-maker for you if you treat it the right way.

In this episode, we deep dive into helping you organize your CRM so you can create a system for connecting with past clients and building a strong system for your future business.

Here’s a glance at what you will learn in this episode…

  • How to categorize your leads
  • Where do your leads come from
  • How to create a contact type
  • Creating a Standard Operating Procedure (SOP) for leads
  • Why you should customize your drip campaigns
  • How to stay on top of your database organization

This very important episode will help you start the new year off with a solid plan on how to build relationships with your database.

Free Download: Goal Setting Roadmap

KimHughes.com
The Ultimate Expired Listing System
Social Media Success Tools

Are you struggling to set up systems and processes for your business?  Let’s talk about how I can help you build a solid foundation with the right systems in place.

Instagram: https://www.instagram.com/kim_hughes_consulting/
YouTube: https://www.youtube.com/channel/UCm4T_I5-Imrx_uOsMImKnvw
Facebook: http://facebook.com/KimHughesRealEstateProductivityExpert
Twitter: http://www.Twitter.com/KimHughes
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January 12, 2023 By Kim Hughes Leave a Comment

Goal Setting Roadmap: Client Relationships

https://chrt.fm/track/89856A/traffic.libsyn.com/6c785b18-9b12-4dbb-82c7-d1b99815ee80/Goal_Setting_Roadmap_-_Client_Relationships.mp3

Successful real estate agents have one thing in common and that is their main focus is on their clients.

Success only comes to those, and only those, who are obsessed with making sure their clients are well taken care of.  This means past clients as well as current clients.

Your clients today are smarter, more educated and have higher expectations of what you can do for them, so blow their mind with your knowledge of your market and the markets as a whole.  Just knowing your community is great, but expand on that knowledge and do the research so when someone is moving in that local knowledge comes into play, but also know the market they are coming from so you can share with them the difference if there is one.

In the world we live in today customer service is lets’ just say…. not like it used to be, but you can change that.  Deliver high-end customer service to every single client and you will win them for life.

You need to work a little harder in today’s world to show your client you have their true goals in mind and that you are here to help them achieve it.

I am one that expects high-end customer service from every business.  From the person who takes my order through a speaker to the doctor’s office.  It is not hard and it doesn’t cost anything to go that extra mile to show them you truly care.

So, let’s discuss your roadmap on how this will look for your business so you can put these ideas into place so when you start following this plan you are already set up to implement.

First, you have to create your strategy on how you build the relationship with every scenario.

Leads – 0-3 months out

3-6 months out

6-9 months out

9-12 months out

Past Client:

What are you going to deliver that makes them want more?

Each month you either reach out with information or call to talk to them or pop-by face to face

What will you do this year to celebrate your clients

Get personal

Birthday

Home Anniversary

Milestones in their lives – how will you celebrate with them

Social Media – you will want to connect with them so you can interact as they post.

What is going on in their life that you can celebrate with them?

Birthdays

Milestones

Family announcements

Business Changes

Children’s progress

Animals they post about

Death in the family

Social media is a great way to stay on top of what is going on with your clients and by paying attention you can act on what they have going on.

Say they just go a new car – send them a $20.00 gift card for car washes at the local car wash, or maybe a gas card, drop by a tote for their car.  This is a great one to do since no one else is doing it, but let’s say your client got a new car, their child.

Tote filled all things for the car.  You can check out my Amazon store for some ideas.  Look for “The Car”.  This is a popular thing to do for clients.  Unusual, but needed for peace of mind.  And, you could throw that gift card in with the tote.

When someone has a baby, graduates, etc send a card with a small gift.  Diapers, baby wipes, etc are always a great gift.  Again, I have some great baby gift ideas at my Amazon Store to help you save time.

New pet in the house – put together a variety of pets items to deliver to them.  Amazon store

Make sure to always post on their feed when appropriate.

Putting a strategy together on how you will stay in touch with clients will be the heart of your business, so make it fun and just imagine how much they will appreciate you and from there it will bring you referrals, repeat business and when you do it from the heart it is always a win win.

When I have worked with clients on this area of their business, we not only saw an increase of returning clients, but an influx of referrals from those past clients and the satisfaction of knowing your efforts are appreciated and that is a great feeling to know you made that client feel important or special.
Businesses

Build the local business-to-business relationship

How will you support local business

How to get them engaged with your plan to build community

How will you teach your team on how to build relationships

Turn leads into full-fledged raving fans

Create a clear game plan that outlines how to talk to each lead, each past client, business, etc

Know what you value and be clear on your goals.

Goals are what sets you up in the future where Values are right now.

You can always change the goal

Values sustain the efforts and are the rocks you count on.

Values become real only when you demonstrate them in the way you act.

Goals and Values define the playing field and rules of the game.

The golden Rule of Management is Value individuals as persons.

In closing decide what you want from your business and take these tips to discover what you will commit to doing and remember it is your business – you do what is right for you and don’t follow the pack.

Decide What You Want
Discover What the Customer Wants
Deliver the results

In the world we live in today I look around and see and have personally experienced mediocre service.

This country is in a service crisis, let’s go out there and give your clients the type of service you expect and deliver that, and you will turn your leads, past client, current clients into raving fans

Taking your clients to the next level of customer service will in turn take your business to an entirely new level by tweaking a few things you are currently doing. If you don’t have a system or plan in place now is the time to create one.

If this is an area that you are struggling in and need some expert help in putting this together, please reach out to me and let’s talk about how we can help you accomplish this goal.

I look forward to hearing how you are building your network of raving fans, so let me know what excites you in this new way of working with client.

Here are some books I recommend to help you take your

Raving Fans – Ken Blanchard & Sheldon Bowles

Never Eat Alone: Keith Ferrazzi with Tahl Raz

Kim Hughes’s Amazon Store

Creating a goal-setting system for your business can be the most effective and straightforward tool you could ever implement.

Click here to download your Goal Setting Roadmap

Click here to get your FREE Canva Account

Are you struggling to set up systems and processes for your business?  Let’s talk about how I can help you build a solid foundation with the right systems in place.

Instagram: https://www.instagram.com/kim_hughes_consulting/
YouTube: https://www.youtube.com/channel/UCm4T_I5-Imrx_uOsMImKnvw
Facebook: http://facebook.com/KimHughesRealEstateProductivityExpert
Twitter: http://www.Twitter.com/KimHughes
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January 6, 2023 By Kim Hughes Leave a Comment

Goal Setting Roadmap: Social Media

Here we are with a new year that offers us some amazing opportunities for our business.  By tweaking a few things in your business, you could have one of the most successful years yet!  It doesn’t matter how long you have been in the real estate business.

https://chrt.fm/track/89856A/traffic.libsyn.com/6c785b18-9b12-4dbb-82c7-d1b99815ee80/Goal_Setting_Roadmap_-_Part_1.mp3

 

Make sure to download the Goal Setting Roadmap after you listen to today’s podcast.

As I talk to clients about their goals, we dive in deep to help them break it down into actionable and realistic steps that they can actually complete.   In my 35+ years in the industry I find that many business owners don’t really know how to create the steps to make that goal a reality.  They can tell me their goals, but when I ask them how they will achieve it – It gets awfully silent.  So, I thought the month of January we would take one area of your business each week and walk you through how to create the steps and put tools in place so you can really get excited about achieving any goal.  We won’t discuss the goal itself, but how you will create the roadmap to achieve your goals.

Every Thursday in January we will focus on an area of your business so we can break it down into actionable steps.  So, make sure to download the Goal Setting Roadmap at MY LINK and let’s do this!

Creating and understanding a starting point enables you to better design where it is you want to go.

Imagine uncovering potential blind spots while creating opportunities for growth and by diving deep you are able to visualize and create your intentions, your vision and so much more.

Where do we start?  Well, every agent is different in where they feel they need to focus so let’s start with a very hot topic and one that agents are not using to its fullest potential.

Social Media Marketing

This is an area that you can dominate in your market, but you have to have a strategy in place. You have to know what you’re going to talk about to get that engagement.

Your audience will enjoy spending time visiting you online when you offer insight in the topics that interest them.

So, what will you talk about – real estate?  Yes, but being an agent is so much more than helping buyers and sellers achieve their goals.  It about relationship building.  You have to change your mindset as the real estate business is about building strong lasting and enjoyable relationships with people you want to surround yourself with.

Here are some tips to use when you are planning out your social media strategy.

  1. Get a calendar just for your social media content.  This could be a printed calendar or a google calendar.  Find what works for you.  Personally, I like to have both.  Why?  Because I am a visual and I like to have it all in front of me to write on and to refer to online.
  2. What do you post for your audience? The key here is to be consistent
    1. Market Stats – Do a video and post the images from your MLS
    2. Talk about Interest Rates – maybe even have your mortgage loan officer give you some images to post with this video you will create
    3. Weekend Events – choose a couple to post each week to give your audience some options
    4. Homeowners insurance – get with your insurance agent and do some videos talking about how to find the right insurance and how much is enough.
      1. Umbrella Policies
    5. Just Listed/Solds
    6. Testimonials
    7. Personal fun things – like do a video of you taking a hike, walk around the neighborhood
    8. Eating out at your favorite local restaurant – give a heads up to the owner so you can draw him/her into the conversation about what they offer
    9. A trip around town, communities, etc
  3. Make sure to have stellar designs, marketing that stands out
  4. How To Tips – like how painting a room can change the look, clean out the garage, wash your windows, etc. You can find a ton of information on Pinterest/YouTube or by doing a search on Google.
  5. Promote a home builder – but first, establish the relationship and logistics of how this would work if you promoted them.
  6. Maintenance Tips – Look on Pinterest for monthly ideas (and post them on their own Pinterest boards – maybe another good episode topic?)
  7. Look into your community and promote local businesses (they could even buy a gift card and use it as a give away on social media)
  8. Who got Student/Teacher of the week (and/or promote your local school events)
  9. What are your hobbies and talk about that
  10. Talk about your pets – videos
  11. Follow and engage with local business Facebook/IG/LinkedIn Accounts
  12. Look for people in your community to follow and engage

Know your analytics from each account to measure the engagement and tweak as you see what is working and is not.

Don’t just be a real estate agent, but that real estate advisor who can guide them as they discuss their goals with you – teach your audience about the markets and the real estate opportunities that are in front of them.

Make sure your online presence is stellar!

We all know what we have to offer our audience, but what is your unique offer? What makes you stand out above others

Creating a goal-setting system for your business can be the most effective and straightforward tool you could ever implement.

Click here to download your Goal Setting Roadmap

Click here to get your FREE Canva Account

Are you struggling to set up systems and processes for your business?  Let’s talk about how I can help you build a solid foundation with the right systems in place.

Instagram: https://www.instagram.com/kim_hughes_consulting/
YouTube: https://www.youtube.com/channel/UCm4T_I5-Imrx_uOsMImKnvw
Facebook: http://facebook.com/KimHughesRealEstateProductivityExpert
Twitter: http://www.Twitter.com/KimHughes
LinkedIn: https://www.linkedin.com/in/kimhughescoaching
Pinterest: https://www.pinterest.com/kim_hughes/pins/

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December 15, 2022 By Kim Hughes Leave a Comment

How to Set Yourself Up for Success in the New Year

 

https://chrt.fm/track/89856A/traffic.libsyn.com/6c785b18-9b12-4dbb-82c7-d1b99815ee80/How_to_Set_Yourself_Up_for_Success_in_the_New_Year.mp3

As we close out a great year let’s start thinking of what we can do better at and what do we need to implement.

  1. Get a pencil and paper.
  2. Write down everything you feel you can do better at.
    1. Cold calling
    2. Listings procedure
    3. Maintaining an organized database
    4. Asking for referrals
    5. Client interaction
    6. Business 2 Business interaction
      1. Supporting local business
    7. Expenses
    8. Social Media
  3. Write down everything you did right and feel confident in – your wins
    1. How many listings are you closing this year
      1. How did you get those listings
    2. How many buyers did you help achieve their real estate dream?
      1. How did you get those buyers
    3. You stayed consistent with your marketing
      1. local
      2. Internet

Now, let’s compare these two lists and let’s stop and be thankful for the wins and think about how to then how can you modify the things you can do better in.

We have to remember we are coming off a couple of years of amazing momentum, so by putting certain areas of your business on the back burner is fine – you have to focus on the wins, but now you need to put a plan into place so that you are the first person any buyer or seller thinks of when the times comes, so what will you do in the new year that will set you up for success?

Here are some tips:

  1. Create a monthly newsletter
  2. Create a past client system
  3. Create a social media strategy
  4. Commit to batch your tasks as much as possible

Not only do you need to focus on the business, but you must focus on the personal things in your life as well so you have a balance.

While talking to a client this past week she mentioned she finds it hard to relax and take time for herself.  So, I mentioned to her that she just needs to focus on one quarter at a time.

Set a goal for the business and your personal life each quarter.

Something like:

Go out to eat alone – this will help you build your confidence. Get to know you and spend time with YOU!

  1. Treat yourself to a massage
  2. Get together with your people for a day out. Go hiking, Do some yoga together, take a day trip, etc.

Business:

  1. Review your expenses and eliminate programs you’re not using.
  2. Organize your database
  3. Organize your computer files –
  4. Clean your inbox

These are just some ideas so make a list of personal and business goals that you know you can obtain in that quarter.  Then focus on that one goal and then when the quarter is over set another for the new quarter.

You will find this helps you achieve those larger milestones and you will feel you accomplished more and by the end of the year you have accomplished at least 4 goals for personal and business.

My personal goal for the first quarter of the year is to start back to my cross-stitching.  I have an idea of what I want to create so it might take the first quarter to get it organized, but by the second quarter I will be ready to start the project

My business goal for the first quarter is to look at my systems to eliminate the programs I am not using.  This will set me up for a solid focus on the programs I do use and discover what else they can do for my business.

If you are struggling with organization, setting goals for your personal or business, please reach out.  We are a fabulous resource to help get you going in the right direction.

In closing……

  • Schedule Your Work Hours and Your Off Hours
  • Time Blocking – schedule time to answer emails and return phone calls so you aren’t stopping every few minutes and find yourself unable to complete any other work
  • Streamline your record-keeping system and don’t have files and contacts in multiple places (such as just use Dropbox, OneNote, Google Drive or CRM)
  • Create process checklists to guide you through activities such as listing a home, closing a deal, or running an open house
  • Get rid of clutter such as all unnecessary papers (old contracts, expired listings, etc.) – make sure they are backed up online and organized by year, month, client name, etc.

 

 

 

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December 15, 2022 By Kim Hughes Leave a Comment

Real Estate Tools That Help You Shift in Today’s Housing Market

Episode 13 – Real Estate Tools That Help You Shift in Today’s Housing Market.mp3

Welcome to the Unstoppable Real Estate Agents podcast. I’m your host and real estate productivity expert Kim Hughes. Join me as we focus on real strategies and implement real solutions designed for you to achieve major success in your business and life while getting you organized.

Hi everybody, it’s Kim Hughes today I want to talk to you about how the market is shifting and how most agents are looking at their business trying to figure out what they can do during this time to better themselves and their business tools for the new year and then going forward just completely. So, some of the conversations that I’ve been having with my clients is shifting through, you know, going crazy with not having time to market a listing to now we have time, and we need to improve our listing procedure. But you also need to look at all the tools in your business, and some of these tools for new agents they may not even have because they’ve been in the business where they didn’t have to have one, you know? We’ve been in bidding wars and before you could get it on the MLS it was sold, et cetera. So, these are some of the tools that I’m going to recommend that we take advantage of right now while the market is still kind of you know, leveraging out and we’re in the holiday season, so these could be some things that you could be doing to fill in that time, but also, to prepare yourself for the new year by already having the tools in place and being the one out the door with everything ready to go.

So, the first thing I want to kind of talk about is how do you market yourself now? You know you’ve really never had to do that, so now we’ve got to kind of look at that and say if I need to market myself to compete for a listing or compete to have a buyer, what do I do? So, the first thing I’m going to tell you is you’ve got to have your prelisting package. And I’m not going to go into great detail on any of these, because they’re on my website and you can also go back to past podcast and listen to them. I think the first one I had was on prelisting packages. So, create your prelisting package. Then I want you to create your listing presentation and then I want you to create a buyer presentation, or buyer package and have in there everything that you need so that when you get that call from a seller, you’re ready to go. Make sure your branding is in there. Make sure you have your content correct, your links etcetera. Because what you want to do is when you’re creating these presentations and packages is you want those links to be in there so they can just click on the link once you e-mail it to them, but you also want it in a printable format as well as on your, you know to open it up on your laptop or you knowkim@kimhughes.com your tablet, whatever you may use, so you want it in a PDF, you want to print it, and then you want to be able to open it and show the slide presentation as you’re sitting there talking to the clients. So, make sure you look at that before you start creating them. How do you accomplish that? And I’m going to recommend PowerPoint, you know. Microsoft PowerPoint is the best one to do it with. OK, so you’ve got all your presentations. You’ve got your prelisting package. You’ve got your buyer package ready.

Now what we want to do is – one thing that you can definitely implement in January is go back to your 2022 clients, buyers and sellers, and send them their settlement statement. This is a very powerful first touch for the first of the year. I have clients that do this and they 9 times out of 10 will get a referral just based on them doing that. And how much the client has appreciated them taking the time to resend it to them, so they don’t have to go look for it. So, if you need a settlement statement package, I have one on my website at kimhughes.com. If you can’t find it, just e-mail me at kim@kimhughes.com and I’ll get you the information on it. But we have to remember that we are building relationships, so that’s the key to this business. It’s not just jumping out there and posting, you know a little motivational thing. Or, you know, calling cold calling 25 calls a week and all that stuff. This is where you can take the time right now. And build those relationships that you’ve created over the last year, or maybe even the last couple of years that you really haven’t taken the time nor had the time to do so kind of plan out what you want to do with each contact type that you have in your database and that would be of course your past clients and create a campaign or a system of what you’re going to do to stay in touch with them. Because that’s where the meat of your business is and what we want to hear you say is a majority of my business comes from past clients, referrals, et cetera and so keep that in mind when you’re sitting there talking, you know, thinking through what you want to do for your past client system. That can be one of the most powerful tools that you have in your arsenal.

OK, the other thing that you can do is just reach out, make a phone call, and just say Merry Christmas, happy Holidays, Happy New Year. Anything you need that I can help you with? You know especially with these ‘22 clients. And even go back to ‘21 or even ‘20 and start reaching out to those people and talking to them. And you know, maybe you just do it right after New Year’s or the week between Christmas and New Year’s, so that’s something else that you can do and get very organized. And then look at your database as you’re doing this and organize that database. Your CRM system is your lifeline, so you need to have that in perfect condition at all times, so you know it’s not the most favorite thing to do, but it’s the most important thing to do, so keep that in mind when you’re looking at your CRM is you want to create contact types so that when you get a lead, a referral, you get an e-mail from somebody or a direct message you know what to do with them in your database so that they know exactly what action plan they’re going on and what drip campaign they’re going to get. And make sure you have a really good CRM and you know we work with a lot of them. So, the CRM’s that we recommend you know, of course, it depends on everybody, so just kind of do your own research. But if you need some help, just reach out and we’ll be able to talk to you about that.

Now a couple of other things that I was just talking to a client this morning with their end-of-the-year call, and we were talking about. She said that she had had her best year yet and she’s been in the business several years and I asked her, you know, well, what did you do that was different this year from the years prior she said by implementing the tools and the tools were the presentations, the packages, having a good CRM system that is organized and stays organized. But she also does pop-by. She does one every quarter. And she said it usually takes her a day. Maybe, you know, depending on you know what she’s planning, who she’s planning to pop-by with, but she orders her pop-by, has them delivered to her at her office, and then she and her husband go out and deliver them so they do so many homes a day. She said it usually takes a couple of days to do it. But it’s the best return of investment because she says she always walks away with one or two referrals. So, keep that in mind, it might take a little bit of effort to put it in place, but once you have it in place and you have a system for it, then it should work like clockwork, and then you will see the return of investment. The other thing that we talked about was sending an anniversary card, so now would be a good time to start getting ready to send out anniversary cards from ‘21, ‘20 or ‘22 or and ’22 and then make sure you have those ready to go out and put them in a little file system for each month so that if you do them now, then you just put them in the little file system and then when it comes that month when come March comes around, you just walk over, pick them up, take them and put them in the mail. So, you’re doing a bulk system here, so keep that in mind that that’s a really good thing to do. So, get all your anniversary cards, your birthday cards ready, you know and then look at your social media.

OK, so we want to make sure when you look at your social media, look at your profiles. Make sure everything is updated. If I go to your profile and I don’t know that you’re a realtor how am I going to know to call you to list my home or help me buy a home? So, make sure you have your profiles all updated. Make sure that you have a strategy in place to be consistent with your social media, but also again, you want an engagement. You don’t want to just throw stuff out there, you want engagement. So some of the things that you can do of course is put your listings, put your solds, put your testimonials, a link to your newsletter. What else can we do? Videos if you go around your neighborhood or maybe around your communities and take videos and then put those on your social media, that would be great even with you may be hanging out with the kids, husband whatever you do in your spare time. Take get that videotaped and put it out there. They don’t have to be professional; they don’t even have to be that long. They could be maybe. Two to three minutes if that you know. So don’t be afraid of it. Just get out there and do it OK and I am my worst enemy because I’m always critiquing myself on video. But you know, it’s one of those things where it’s the message that you’re delivering it’s not who you, what you look like. And then, you know, take a look at your website, see what you need to do there too. It you know it doesn’t hurt to look at what other people are doing in the industry on what they’re doing with their websites, so you know, kind of. If somebody, if I was a realtor and you came to my website and you’ve got some ideas to build your own, then I would take that as a compliment. So don’t worry about you. Know what Joe Realtors doing. Just worry about what you want to do. But you could get an idea like he may have his market stats on his website, then you. Oh that’s a great idea. I’ll do that myself, so you know, don’t steal the idea. Don’t steal the copy, but you can definitely look at the idea and then go from there. There, so these are just some of the things that you can be working on right now that I think would help you fill in the gaps from being so busy to now. Kind of just sitting there thinking Oh my gosh, what am I going to do so kind of put a strategy in place? Do is start creating your systems? Create your go-list. Get things. Ready and start working on them now. So then when 2023 rolls around you’re ready. You go, you’re not going backward. You’re going forward. So I hope this has helped you out a lot. I would love to hear your comments and if you need any help with anything that we’ve discussed please reach out to me Kim at KimHughes.com and we can talk about how we can help you get ready for 2023.

Thank you so much for tuning in and if you know someone and I bet you do, who would appreciate this podcast, please share it with them. As a reminder, this podcast can be delivered directly to your favorite device by using the subscribe links. You can find in the show notes below or over at unstoppablerealestateagents.com.
Remember, it takes as much energy to wish as it does to plan. Have a great day.

 

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Kim Hughes | Real Estate Strategy Coach

Ready to create a strategy to improve your business on all levels? Schedule a private consultation to discuss your specific needs today so we can create a strategy that is customized to you and your market. Call or email me and let’s move forward in executing your vision.
 
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Digital Marketing for Real Estate Agents

365 days of Social Media Posts designed to build engagement with your audience.

The Real Estate Assistant Playbook

Click here to learn more about the most talked about real estate course
on the market today

The Real Estate Course for All Agents and Assistants.

Services

  • The Ultimate Expired Listing System
  • Listing Coordination
  • Transaction Coordination
  • Office Procedures & Systems
  • Lead Management
  • Website & Blog
  • Social Networking
  • Internet Marketing
  • Branding
  • Business Evaluation
  • Assistant Training
  • Team Training

Connect with Kim Hughes & Company


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PK Hughes, LLC – dba Kim Hughes & Company, a Texas Corporation formed in 1999. .
Kim Hughes & Company offers real estate virtual assistant services to real estate agents by providing strategies with solutions on how to run a successful real estate business including marketing, social media marketing, blogging, not to mention implementing and managing everyday support services.

 

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