Monthly Archives: December 2007

5 Steps for Planning any Marketing Campaign

In a previous post, I talked about How To Create Your 2008 Business and Marketing Plan. In this post, I want to break that down a bit further and discuss marketing campaigns.
What is a Marketing Campaign?
A marketing campaign is a series of steps designed to achieve a specific result. Think of it as the […]

Advertising, Direct Response, Marketing Plan

3 Ways to Grow Your Business (Part 3): How to Generate Referrals and Repeat Business

In my last two posts, I talked about two ways to grow your business: how to increase your number of clients by increasing your conversion rates on your marketing materials and sales consultations and how to increase the average transaction value. Today, I’ll discuss the third way to grow your business: repeat business.
Buying or […]

Business Basics, Client Service, Finance

3 Ways to Grow Your Business (Part 2): Increase Average Transaction Value

I hope you had a Merry Christmas and you are able to take some time off this week to relax and enjoy your time with your family and friends.
In my last post, I talked about the first way to grow your business: how to increase your number of clients by increasing your conversion […]

Business Basics, Finance

3 Ways to Grow Your Business (Part 1): Increase Number of Clients and Conversions

The fundamental purpose of prospecting is to get people to raise their hand and say “I’m interested in buying or selling.” When they do that, you’re one step closer to a new client. But prospecting to get more clients is only one of three ways to grow your business. Those 3 ways include:

Business Basics, Finance

Do Your Advertisements Make Sense to Readers?

In my last post, I talked about how easy it is to assume you know what your prospects and clients need. In this post, I’d like to talk more about assumptions in advertising.
For most people, advertising is a waste of money. I’ve gone over some of the reasons why your advertising might not be […]

Advertising, Direct Response

Are You Assuming Too Much About Your Business?

Do you know what your clients’ top wants, needs, motivations, and fears are? Can you clearly explain why clients buy from you rather than your competitors? For most people, the answer is “no”. Instead, we often make assumptions about the people we do business with.

Client Service

How To Create Your 2008 Business and Marketing Plan

Are you ready for 2008? With the holidays just around the corner, now is a good time to take some time to plan your 2008 strategy. Don’t wait for January 2 - start with this step-by-step guide for making 2008 your best year in real estate.

Business Basics, Marketing Plan

Do You Address Your Clients’ Emotional Needs?

These days, it’s difficult to find a business that doesn’t offer “quality service” at “affordable prices” but such phrases are empty and meaningless to prospects and client because they are intangible - they could mean anything. It’s up to you to express exactly what the benefits of doing business with you are - and that’s […]

Client Service

How to Generate More Money from Clients

Real estate is a tough job and it can cost significant cash to acquire a client - are you maximizing your profit from each client? Most real estate agents have only one primary way of generating income: clients hire them to buy or sell their home - and when the deal has been completed, the […]

Client Service, Finance, Pricing

Your Direct Marketing Testing Checklist

In my last post, I discussed why you should test your marketing materials and how you shouldn’t presume to know what your market wants - you should let them tell you. In this post, I’ll talk about the many parts of your ad you can test to improve response rates.

Advertising, Direct Response