Monthly Archives: June 2007

How Clients Buy - Evaluating Solutions, Buying, And Re-Evaluating

In my last post, I discussed the importance of the information gathering stage during the client buying process and why you should focus your marketing materials on educating prospects at this stage.
In this post, I’ll discuss how prospects evaluate solutions, buy, and then re-evaluate their decision.

Lead Generation, Marketing, Prospecting

Prospecting - How Clients Gather Information

In my last post, I discussed the major events that motivate prospects to start thinking realistically about buying or selling - the “awareness” stage.
In this post, I’ll address the “information gathering” stage because it is at this stage when prospects start considering whether to buy or sell their home. Something has happened that […]

Lead Generation, Marketing, Prospecting

How Clients Buy - The Marketing Funnel

In my last post, I talked about about how clients decide to buy or sell a home. In this post, I will talk about the marketing funnel.
Marketing is a funnel. You start with all sorts of prospects who have yet to be qualified or evaluated for their motivations to buy. Over the course of […]

Lead Generation, Marketing, Prospecting

How and Why Clients Buy

I talked about understanding your clients’ buying process in a previous article. I thought I’d go into more detail in the next few posts.
Many real estate agents make the mistake of believing that all it takes is one marketing piece delivered with the right message at the right time to produce a client. So they […]

Lead Generation, Marketing, Prospecting