Many real estate agents target For Sale By Owners (FSBOs) and have little success after the initial conversation when the seller asks the agent to cut his commission. Yet marketing to FSBOs can be profitable. According to the National Association of Realtors, about 80-85% of FSBOs eventually end up working with an agent.
One of the best ways to marketing your real estate services is to specialize for your local community. The approach many real estate agents take is to buy a mailing list and repeatedly send out mailings to those within a specific zip code, but that can get expensive. An alternative approach is to tap into [...]
When you walk into an appointment with a prospect, you must be prepared to guide your seller through the home selling process. Many agents do this with a scripted sales presentations while others choose to wing it. Top producers don’t read a sales script line-by-line, but they do have a well-thought-out outline for what they [...]
To be successful in real estate requires making as many contacts with potential prospects as possible. Think of marketing as a funnel. Initially, you start with a vast pool of people who are “strangers” who have never heard of you. Through your advertising, marketing and promotions, you narrow that vast pool down into “suspects” who [...]
You probably realize that if you hope to turn your website into a lead generating machine, you’ll need to focus on two things: (1) getting high-quality, targeted traffic to your website and (2) getting those visitors who are interested in your services to raise their hands in some way (such as calling you, filling out [...]
According to the National Association of Realtors (NAR), over 80% of residential real estate sales start online. Yet an NAR report from May 2009 states that the typical NAR member “received four inquiries over the past year from a personal Web site, which accounted for 3 percent of their business.” Why is there such a [...]
A reader asks I have a couple of questions about Permission Marketing: How can I get the first attention? How can I ask for permission to contact without interrupting them? Before I answer your question, let me start with an example of the traditional approach to marketing (aka “interruption marketing”) and permission marketing. You walk [...]
If you’re like many real estate agents, you rely on referrals as one of your primary sources of attracting new business. But most real estate agents don’t have a referral marketing system to maximize this powerful business building tool. Getting real estate referrals from clients isn’t difficult if you already provide great service. You probably [...]
A reader asks: I am a highly experienced marketing guy. I’m good at putting together marketing plans but not so good at speaking in front of people. Whenever I speak, my mind fills with hesitation and fear. How can I get rid of this problem? Public speaking is a great way to market your services. [...]
A reader asks: When the real estate market is down, no response to advertisement/promotion & target customers are reluctant to buy or invest now & would like to wait for some time even though the rates have been reduced & promotional offers are provided, how would a real estate marketer generate potential leads & attract [...]
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