Purchasing a home can be a stressful time for buyers. With so many things to keep in mind – such as financing options, how to keep track of all the homes they view, whether their existing home will sell, and negotiating an affordable price – buyers can easily become overwhelmed.
Turning a potential buyer into your client can be challenging for many real estate agents. If a potential buyer calls you on the phone or walks through your door, do you have a system in place to qualify the buyer before you show them homes for sale?
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.
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 [...]
Seth Godin, the father of permission marketing, wrote a fantastic book on Permission Marketing (He’ll even give you four chapters free.) In it, he explains the concept in this Fast Company article.
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 business.
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 the sales process, or what is going through your prospects’ minds when they evaluate different real estate options, [...]
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 has [...]
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 [...]
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 [...]
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