Category Archives: Lead Generation

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

Trulia Redesigned - More Focus on Local Real Estate

Real estate search engine, Trulia, is now sporting a new look and new features. They’ve recently added a Q&A for communities called Trulia Voices (though there aren’t many questions about Philadelphia real estate yet).
The feature is similar to the Home Q&A that Zillow.com launched last month.
Trulia has also added real estate guides […]

Industry, Lead Generation, Marketing

What is a Target Market?

I mentioned in my last post that it’s crucial to choose a target market. In this post, I’m going to talk about what a target market is. Let’s start with the foundations. A market is a group of people

who have specific want or need for your product or service
have the ability to […]

Lead Generation, Marketing, Marketing Plan, Strategy, Target Market

How to Deal With Jerks - And Not Become One Yourself

Let’s face it. We’ve all dealt with prospects, coworkers, and even customers we consider downright rude. There are very few things that are worse than sitting through a meeting and having to dodge insults and rude remarks that your meeting mates keep hurling at you for reasons you can’t fathom. Or hearing from your […]

Client Service, Lead Generation, Marketing

Market to First Time Buyers With These Tip Booklet Ideas

A national survey by Wells Fargo Home Mortgage finds that first time buyers are picky. Here are some interesting stats.

Lead Generation, Marketing

How do I get more listings in real estate?

A Reader Asks:
How do I get more listings in real estate?
There are three main strategies you can take to getting more listings. It’s up to you to commit energy and resources to the one you feel is most appropriate for you:

Lead Generation, Marketing

Realtor’s Fatal Flaw: Believing that Marketing Doesn’t Work

Misconceptions About Marketing
What does marketing mean to you? To many Realtors, it means either ‘prospecting’ - ie knocking on doors or getting around Do Not Call laws to legally continue cold calling - or ‘advertising’ - sending out lots of direct mailings and postcards and running ads in newspapers. Many Realtors start off […]

Advertising, Lead Generation, Marketing

How Often Should You Mail to Prospects?

In a recent article, author Jim Gillespie poses the question Is Your Mailing Campaign On The Right Frequency?. In the article, he argues that frequency is more important than content, so it is better to send out short text on a more frequent basis than preparing a longer newsletter that you mail out quarterly. […]

Lead Generation, Prospecting