Some of the old fashioned ways of marketing are often still effective. Be sure to send fliers to your farm area at least once every 2 months. The more often, the better. Distribute promo products with your logo on them. Drop them off at local stores or deliver them to your top prospects. Companies like VistaPrint offer a huge variety of highly customizable, inexpensive promo products with consistent branding you can distribute to prospects and past clients alike. Continue reading
Every couple of years you should re-visit your marketing materials’ color scheme and change it up. Just make sure you keep the same sort of look and feel. If you don’t, you’re going against your own branding you’ve built up. When people visit your revamped site with radically different colors they may not even recognize it. When that happens all your branding efforts are nullified.
You can get more information about color palettes and suggestions on COLOURlovers . It’s a creative community where people from around the world create and share colors, palettes and patterns, discuss the latest trends and explore colorful articles. Continue reading
Encourage the buyer to talk as much as possible about who they are and what they’re looking for. They’ll tell you most anything you want to know about them! People love to talk about themselves, and this is a real trust and relationship builder. Their answers to your questions can give you important information about the things important to them that can make them prefer one home over another.
That’s really the heart of being a good buyer rep. It’s actually quite a simple formula: find out what they want, and give it to them. The problem is most reps don’t take enough time to find out enough of what buyers want, and so the relationship turns into a game of charades. The rep is constantly guessing at what the buyers want because they haven’t asked them enough of the right questions first about what they want, so they don’t know the most suitable properties to show them. Continue reading
I’ve been recently watching a real estate reality show on TV called Agent Vs. Agent that pits veteran real estate professionals against rookies. The contest on each episode was having both of the reps show a given buyer homes they might want to buy. The winner was the rep who successfully negotiated a home purchase for the buyer.
In one of the episodes one of the rookies remarked “there’s a saying in the real estate business: buyers are liars”.
I’m betting a lot of real estate professionals say this, especially rookies. They spend a lot of their time showing buyers homes and are very often frustrated by these people. They think these people are wishy washy, don’t know what they want, won’t sign a Buyer Rep agreement, and have no loyalty. So it’s no wonder they call buyers liars.
In reality, nothing could be further from the truth. Buyers are not liars. The essential reason these reps perceive buyers to be liars is Continue reading
Every real estate professionals knows that home owners overvalue their homes. They get so emotionally attached to it that it’s almost inevitable they’ll think this way. So it’s your job to tell them the reality of what their home is actually worth.
A very common mistake real estate professionals make at listing presentations is Continue reading
The very best pre-listing packages have two things in common. First, they should exude your own personal branding. Second, they should use the “less is more” approach. Here’s what I mean by that. Continue reading
In the past I’ve managed real estate offices. Many of the sales reps who worked at these offices told me they weren’t very good at listing appointments, and they often didn’t even know why. So I would tag along with them on their next listing appointment, and I did this literally thousands of times. The first time I came along I’d ask them to present as they’d normally present and I’d just observe them. I wouldn’t interfere, even if I saw ways I could help them along with their presentation.
Over time, after attending many of these appointments, I found Continue reading
Here are a few things your listing presentation package must have: Continue reading
In the past, real estate professionals did listing presentations strictly with printed materials. They handed out a CMA, photos of comparables, the ads and fliers they’d done for other listings, and their brokerage’s literature. If you’re still only using print materials in your listing presentations then you’re not giving the best listing presentation you could be giving.
Today’s, you need to use a laptop at your listing presentation as well as the usual print handouts. This lets you demonstrate your website along with having a laptop based listing presentation to complement your print materials. Do this and you’ll be way ahead of most of your competitors.
Here are some of the specific things you should be doing today at listing presentations: Continue reading
There are certain things your listing presentation absolutely needs. If you leave them out you risk leaving considerable doubts in your prospects’ minds about your ability to get top dollar for their home. So here are a few of the must haves in any listing presentation: Continue reading
The biggest question on a seller’s mind is “how much can I get for my home”? So naturally any seller wants a real estate professional to tell them how much advertising and exposure they’ll give their home. So you should be specific about what you’ll do for them, and this will prove your worth to them. You always need to prove to your clients you’re worth the commission you’re charging, even after you get the listing. So give lots of detail on the specific plans you have for promoting. One promotional method you should emphasize to listing prospects is your email database. Continue reading