Category Archives: Prospecting

How Do You Qualify Leads?

When a prospect contacts you, how to do determine whether this person is ready to do business with you - or is just looking for information? Not all people who contact you are ready to buy. You need a system in place to help you decide whether your prospect is ready to buy or […]

Prospecting, Sales

Book Review: Sold! Direct Marketing for the Real Estate Pro

Author: Lois K. Geller
Publisher: Capital Books
Year Published: 2006
Rating:
Buy From Amazon.com
One of the most common questions I receive from real estate agents is how can they make their mailings more effective? They’ve tried sending out all sorts of postcards and get little to no response. If mailing to prospects is so effective, why […]

Book Reviews, Direct Response, Featured, Prospecting

Build Rapport With Prospects By Nurturing Your Leads

In my last post, I talked about the importance of getting permission to keep marketing to prospects. Once your prospects have given you their contact information and permission to keep in touch, the ball is in your court. Now, it’s up to you to build rapport with them by offering valuable information that educates them […]

Marketing, Prospecting

Why Permission Marketing is the Secret to Prospecting

Seth Godin, the father of permission marketing, wrote a fantastic book on Permission Marketing (He’ll even give you four chapters free.) He explains the concept in this Fast Company article.

Marketing, Prospecting

How to Get Prospects to Tell You They’re Interested In Buying or Selling

In previous articles, I’ve discussed your prospect’s buying process. In this article, I want to discuss how your marketing strategy must match how your prospect buys. This is where most real estate agents get it wrong. They advertise, mail postcards, or put up websites hoping that someone will take notice and call them for […]

Prospecting

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

Thoughts on Prospecting and Search Engine Marketing

There were a couple of good articles posted on the Realty Times website this week.
The first involved The Seven Deadly Sins Of Real Estate Prospecting. Author, Jim Gillespie, does a great job of listing what you should be looking for when prospecting - such as making a good impression, making multiple contacts through […]

Internet Marketing, Prospecting, Search Marketing