Have you ever wondered why only a handful of real estate sites generate tons of leads while the vast majority of sites hardly ever do? The secret to their success isn’t rocket science – it’s what they focus on. Most agents decide they need a website because their competitors have one. So what’s the first [...]
Great listing presentations are clear, concise explanations of how you will help sellers sell their home. The best presentations focus on listening to the seller talk 80% of the time and you asking and answering questions 20% of the time. The secret is to be prepared with a list of questions you will ask and [...]
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 [...]
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 [...]
Rarely is marketing a one time event. It is not a quick fix or magical formula to flood you with new clients for little investment on your part. Rather, it is a series of interactions you have with prospects as they try to solve their problems. There are 5 steps people take before they decide [...]
Most of the marketing books on the shelves today focus primarily on marketing a product. While there are some similarities between marketing a service and a product, there are many differences. Here are three primary ones.
Most real estate agents don’t have a strategic marketing plan in place. They get most of their business through referrals, but many have a website or send direct mail like postcards and wish those tactics were more effective at generating new business. When most people think of marketing, they think of advertising or sales or [...]
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