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| | The Un-Marketing Network is not currently active and cannot accept new posts | | What Could Un-Marketing Do for a Realtor | Views: 2519 | | Nov 25, 2005 4:03 am | | What Could Un-Marketing Do for a Realtor | # |
CK Aspinwall | | Hello Scott,
Since we met over a year ago on RYZE, I have become a Realtor. If you know anything about this business, it's not as easy as it looks. I would like to hear your ideas applied to the real estate business.
Thanks.
Ken Aspinwall
www.beam.to/aspinwall
Private Reply to CK Aspinwall | | Dec 05, 2005 9:40 pm | | re: What Could Un-Marketing Do for a Realtor | # | 
Jessica Sellers | | Ken,
I'm no Scott, but I do work at a Real Estate office.
Maybe I can offer some ideas. We have something we like to call our "Area of Expertise." Basically, this is a neighborhood where we live or work, about 2 square miles. We like to try to get to know this area like the back of our hand. If something goes up for sale in the area, we like to know about it.
We send letters to residents in this area once a month. The letters contain investing tips (which happens to be our specialty) and then invite them to call us if they are interested in partnering with us on investment deals. About a week after we send the letters, we follow up with a phone call or visit.
We also go "door-knocking" in the area and ask residents if they know of anyone who might be interested in selling their house. It is amazing what people will tell you if you just ask.
We try to focus on getting people to invest in real estate because if they do, that client becomes a rapidly returning customer. Each time they buy and sell a house for an investment, our Realtors get a commission.
The clients win because we teach them what to look for in a good investment deal and then they profit from their investments.
Even if a person is not interested in investing, the letters are still a good way to generate leads for listings.
By the way, we also offer these letters as a service to other REALTORs, as well as several investing classes for REALTORS, if you are interested.
Good luck in your ventures!
Jessica Sellers
Private Reply to Jessica Sellers | | Dec 05, 2005 10:45 pm | | re: re: What Could Un-Marketing Do for a Realtor | # |
CK Aspinwall | | Thanks!
Now, that is a top class response. Many thanks!
I may be in touch.
Ken A.
Private Reply to CK Aspinwall | | Dec 21, 2005 4:03 am | | re: What Could Un-Marketing Do for a Realtor | # | 
Anthony Rua | | To help market your real estate business, take a look at www.sendoutcards.com. An inexpensive and creative way to let potential clients know about your business.
Just go to www.sendoutcards.com, go to the heading "Presentations" then click on Custom Business Card Examples.
Let me know what you think.
Tony RuaPrivate Reply to Anthony Rua | | Jan 14, 2006 5:04 pm | | re: re: What Could Un-Marketing Do for a Realtor | # | 
John Anghelache | | I sold real estate for RE/MAX of Indiana for a few years very successfully.
Here's what I stopped doing and what I suggest you don't do either...
Cold Calling of any sort
It just doesn't work well.
Here's what I suggest you do...
Purchase Craig Proctor's "Quantum Leap Real Estate Success System". It's an entire marketing system in a box... and... it works.
I'm not an affiliate or anything.
Do a google search on him and check it out. Because his system gets prospects to call you.
John
www.TheJohnAngelReport.com Private Reply to John Anghelache | | Jan 17, 2006 9:06 pm | | re: What Could Un-Marketing Do for a Realtor | # | 
greg cryns | | I do online advertising for a local realtor. He is a flat fee broker and he his business is really picking up.
Is this the wave of the future?
greg crynsPrivate Reply to greg cryns | | Jan 18, 2006 10:58 pm | | re: What Could Un-Marketing Do for a Realtor | # | 
Andrew Barnes | | Greg,
Something is coming together re: UK-USA corporate lets. If interested in seeing what might be cooking, and see if it might fit. PM me
Autograph your work with Excellence.
AndyE Barnes.
Private Reply to Andrew Barnes | | Jan 26, 2006 2:33 am | | re: What Could Un-Marketing Do for a Realtor | # | 
Kirk Richardson | | Ken. First off I'm not in real estate, so take what I say with a grain of salt. I sell titanium and write for magazines, websites, and other publications (an unlikely combination).
Some of the suggestions provided here are great. At an even more basic level, I wouldn't stop at copying best practices. Sure, it makes absolute sense to adopt proven techniques for building clientele; but if everyone else is doing the same things, how is it that you set yourself apart?
I would search for ways to make your business into a Purple Cow (a la Seth Godin). In other words, do something remarkably different to set yourself apart from the herd. Find out what the masses of real estate salespeople are doing, and discover a way to get noticed. Godin's books Free Prize, Purple Cow, and The Big Moo may inspire you.
(Note: This isn't a personal pitch for Godin. I have no ties to the guy other than I own several of his books, and they've spawned a few successful ideas.)
For me, it wouldn't take a whole lot to become loyal to a realtor. They are a commodity here in Oregon. I guess every realtor we've worked with, we've selected based on a personal referral or a discounted commission. Something as simple as sending prospects a New Year's card instead of a Christmas card that gets lost in the shuffle can make a difference. Taking a client out to dinner to celebrate a sale or purchase is also a nice touch that few employ. Too many realtors make the sale, then lose touch with a client (out of sight, out of mind). Don't check back from time to time, and you may lose a customer to a realtor who sends a card quarterly or even every six months. Simple, simple stuff that might make a difference for you.
I'm sure that agents have come up with millions of ideas to differentiate themselves. Now it's up to you find a way to stand out from the crowd.
Kirk Richardson
Private Reply to Kirk Richardson | | Mar 17, 2006 6:04 am | | re: What Could Un-Marketing Do for a Realtor | # |
Larry Shudra | | I was in new home sales for 4 years and met many realtors-good and bad, successful and not.
One of the most interesting guys went door to door in his "Farm" area on weekends when folks were home or out in the yard or garage. He told me that he picked up listings and referrals that ended up in listings. He also represented a family in the purchase of a new construction home and then ended up getting that listing as well.
He told me that he took a stack of business cards and a small note pad and made a decision to cover a certain number of streets. It worked for him.
I think the Craig Proctor idea is worth looking into. The concept of the Free Recorded Information about the property or the Instant Fax of property info. I don't see any realtors doing that in NW Houston.
I am a big fan of Frank Rumbauskas Never Cold Call Again.
Let us know how things are going.
Larry in HoustonPrivate Reply to Larry Shudra | | Mar 18, 2006 9:57 pm | | re: re: What Could Un-Marketing Do for a Realtor | # | 
Lamar Morgan 954-603-7901 | | CK,
I am not a realtor, but like Kirk I am a little familiar with Seth Godin's marketing ideas. I particularly like his online lens concept at Squidoo.com. If you have never made yourself an online lens to showcase your business in terms of an educational tool for the real estate industry, I highly recommend it. A Squidoo lens is both free and easy to create.
In addition to being a Seth Godin fan, I am also a fan of Ernesto Sirolli and his model for economic development - commonly referred to as "enterprise facilitation." According to the institute that bears his name, the best way to structure economic development is to locate and give guidance to passionate people. It does not start from the top down - that is to say government programs designed to better a community over a period of years. Instead, it starts from the ground up with the individual who wants to build a business and is passionate about it. As a realtor, you fall into that category by default.
One thing Sirolli recommends for every small business entreprenuer is outsourcing. You only have so many hours in a day. You cannot travel in different directions at the same time. Therefore, outsource both your marketing and your financial management to those who have the expertise you need. Focus your energies on meeting the needs of your customers. Afterall, your primary business is the selling of real estate. It's not marketing or financial management.
If you cannot afford to outsource your marketing needs on a full-time basis, even finding someone to work part-time or simply conduct a one-time campaign could work wonders for your business. Whatever you do, don't fall into the trap of playing "the numbers game." It's very easy to buy into the lie that you simply have to continue to "put your message out there...over and over again...to get noticed." More often than not, that is a waste of money - be it the newspaper, radio or TV. Why? Because no one is made to care that you are in the newspaper, on radio or TV.
So, how do you make people care that you happen to be a local realtor? Why should people pay attention to you when there are a sea of realtors out there from which to choose? How do you make what you do stand out? Answer: you put together a marketing campaign and execute that campaign to a targeted "niche" market. Don't try to "Wow!" a large audience. Remember, the best way to eat an elephant is one small bite at a time. Go after small "niche" markets. Ironically, going after small niche groups is the quickest way to develop a large audience. Why? Because those folks tend to be more willing to help you spread your business message. Indeed, the power of the personal referral is your best marketing tool. The more adept you become at using it, the more benefit you will receive. Growing an audience that feels compelled to "spread your business message" - even if they cannot personally become your clients - is worthwhile . The process is called "power networking." Every small business should use it to expand their customer or client base.
If you would like to learn more about power networking, simply send me a private message.
Lamar Morgan
CDMM
Power Networking
http://www.squidoo.com/CDMM Private Reply to Lamar Morgan 954-603-7901 | | Mar 19, 2006 9:06 pm | | re: What Could Un-Marketing Do for a Realtor | # |
Anthony Rua | | Hi CK,
You should consider online greeting cards to stay
in touch with your client base and contact new potential
clients. I have a great online service that is very
inexpensive. Let me know if you want to know more about
it.
God Bless,
Anthony Rua
http://url123.com/zhe45 Private Reply to Anthony Rua | | May 28, 2006 4:32 pm | | re: re: What Could Un-Marketing Do for a Realtor | # |
Althea Garner | |
Oh, wow... I am REALLY late in finding this article!
CK, I am a Realtor in Huntington Beach, CA and hang my license with the #1 independently owned Real Estate Group in Southern California.
Here are my tips for a quick launch:
1) Join a brokerage that is well branded - you will need to carry their flag until you become a household name (about 2 years).
2) RE professionals get paid 'the big bucks' because ours is a high cost industry. There is NOTHING that you can do that doesn't cost money in some way, shape or form (even door knocking costs money, because your time is money!)
Create a marketing strategy that makes the most of your budget - and yes, please DO budget! I see new agents throwing a TON of money at their advertising and marketing by buying into every scheme that comes their way. Remember this, RE Preofessionals are prime targets for MANY industries and there are many people who will separate you from your hard earned commissions.
LEARN TO SAY "NO"!
3) Learn to use the money of those who make money from your sales!
Title, Escrow, Insurance, Mortgage, termite, roofing etc companies all make money when you sell a home. Why not have them bear some of your costs? I alliance myself with only one mortgage company. It is their job to be at my Open House for two hours each day, in order for me to pass the business to them. In addition, they must provide the payment breakdown (printed), the coffee (or bottled water) and the muffins! If they don't meet these requirements, I pass the business elsewhere.
4) There are a couple of things that you really need:
a) a laptop that has broadband access so that you can do research duirng the prospects intitial visit,
b) a portable printer, so that you can print out information for them, that will be the reason for your next contact with them, and
c) GPS, so that you can take the prospect to preview properties that same day (without having to scramble for directions or get lost).
5) PREVIEW, PREVIEW, PREVIEW!
When a prospect tells you what they are looking for, you need to have an active property that jumps right off the top of your head. If this property is your 'Best Buy' for the week, then all the better. (I currently preview about 50 newly listed homes every week).
6) There is no better way to meet your ideal client than to hold an Open House. Teh more signs you put out, the more guests you will receive. Ensure that you have the contact information of every single guest - I place a my guest book right at the front door, so it is obvious to them then they won't gain access, unless they sign in!
7) The point of holding Open House is NOT to sell that property, but to gain appointments for the following week, so choose your questions well:
i) How long have you been looking?
ii) Why are you moving?
iii) How soon do you want to be in your new home?
iv) Do you currently own or rent?
v) HOW DOES THIS HOME MATCH YOUR CRITERIA? (This is important because, most people preview homes that are out of their price range and you will get a good idea of what to show them if you use the present home as a yard stick).
vi) Have you been pre-qualified for a loan?
vii) Are you currently working with a Realtor?
viii) Would you like to preview another property today?
ix) Do you know of anyone else who is thinking of buying or selling?
These questions should not come out as a fact-finding mission but should be woven into conversation as you walk them through the house.
8) Create a monthly on-line newsletter that offers useful articles and information about their most valuable asset. Include promotions and contests, that will be the reason for recipients to get back to you. (I use Constant Contact).
9) When door knocking, have something of value to give to them. For example, just before the time change, I glued 9v batteries to door hangers with a reminder for residents to change their smoke alarm batteries - this was very well appreciated and caused residents to remember me.
10) Remember the three P's of Real estate:
** Preview as many new listing as you can
** Presentation ... yours should be fluid and professional
** Phollow-up ... even if you believe that a prospect is NOT a buyer or seller, follow-up with a call or greeting card - they might not be ready to buy now, but their circumstances can change at any moment! The person that you DON'T follow-up on might well become your competitions 'A' buyer tomorrow!
FINALLY, remember that it's all about THEM! You are not interviewing for a job - you are THE BEST REALTOR (and that should be a given) to find their new home!
Welcome to the RE industry, CK - I wish you every $UCCE$$. Feel free to call or Skype me (Skype: B2Bnetworking).
:)
ALTHEA GARNER ... (First Team Real Estate)
www.altheagarner.com
Remember... I am never too busy for your referrals!Private Reply to Althea Garner | | Jun 02, 2006 9:46 pm | | re: re: re: What Could Un-Marketing Do for a Realtor | # |
CK Aspinwall | | Dear Althea, Lamar & All,
You shared some very useful ideas with me. Thank you.
For the sake of anyone else picking up on this thread, let me encourage everyone to let the knowledge flow continue. This could be helpful to others.
I am definitely not wanting to cold call all the time, but I do like the idea of farming. It is a form of building a relationship with others.
Here's an idea. We use Find-A-Home magazine. I will staple a flyer inside of it. When I am out and about and run across a rack, I will swap out mine for theirs. Of course, mine go on the top. The cost is zero because I do it on the fly and my broker covers the copying.
I am putting some internet things together. Yes, I like the Squidoo idea. Thanks all.
Ken Aspinwall
Realtor: ERA First Realty of LaGrange, Inc. ~ Office 706-883-6007
Mobile 706-523-6980 ~ ken.aspinwall@yahoo.com ~ http://beam.to/aspinwallPrivate Reply to CK Aspinwall | | Jun 05, 2006 5:26 pm | | re: re: re: re: What Could Un-Marketing Do for a Realtor | # |
Althea Garner | |
Ken,
Are you saying that you pick up someone else's marketing material and leave yours in it's place? If this is correct, that's pretty mean! I mean we all have to eat, y'know!
I prefer to be more original in my marketing. I purposely DON'T use commercially produced materials (magazines, fliers, postcards) and prefer to make my own. This way, I know that the home-owner/resident is getting something unique and not same ol' - same ol', such as the skinny pads and calendars.
Right now I am trying to source a supplier of those itty bitty tubes of face cream (Oil of Olay does them) to glue to my door hangers, with the heading: "First Team is the cream of the crop!"
I am at a loss for July 4, though..... does anyone have any ideas of what I could leave with residents to mark the occasion? It must be low cost, but something that they would keep.
Ideas?
ALTHEA GARNER ... (First Team Real Estate)
www.altheagarner.com
Remember... I am never too busy for your referrals!Private Reply to Althea Garner | | Jul 12, 2006 2:58 pm | | re: re: re: re: re: What Could Un-Marketing Do for a Realtor | # | 
Crystal Pina | | Althea, those are great ideas. I loved your idea about the 9V batteries. That one is definately a keeper. One idea that worked out well was when we had a new law that required homeowners to put in carbon monoxide detectors in all homes, we sent out a copy of the law to our farm.
BTW, I'm Crystal Pina. I am currently an inactive real estate agent for Century 21 because I'm using my time and resources to grow my virtual assistance business. While I love real estate, I feel virtual assistance is closer to what I want to be doing with my life right now. I'd love to be working with a buyer right now but really don't want to put the time or energy into a listing right now.
CK, the best advice someone gave me when I first started selling was to plant roots. When other companies tried to woo me over, it was easy for me to think about my roots and decline their offer. I have a great company and office jumping can hurt when your clients come looking for you. I noticed too that people who've been in the business for eons stay put. The ones that do move agonize over the decision before making a move.
Another helpful hint, when you list a property, the day you put your stake in the ground, knock on the door 10 houses to the right, and 10 to the left and the 20 directly across the street. Introduce yourself to the neighbors, tell them that you just listed the home and tell them you know that when they see the sign, that they might have questions, so you're there to answer any questions or concernes they might have (everyone wants to know the asking price) and invite them to the open house.
Virtually yours,
Crystal Pina, Virtual Assistant
Crystal Visions VA Services ~ Every success began with a vision.
http://crystalvisionsva.comPrivate Reply to Crystal Pina | | Jul 16, 2006 4:11 pm | | re: re: re: re: re: re: What Could Un-Marketing Do for a Realtor | # |
Althea Garner | | Yes, Crystal, I do this as well but not only when I list a property. When I hold Open House for another Realtor (usually when my properties are sold) I also knock on doors on either side of the listed property and invite them over for a neighbor preview! On those days I provide snacks and refreshments (bottled water) so that there is one more reason for them to visit.
If it is a high end property (such as our own which hopefully will list next week, if all contractors are done), I will send out invitations to a cheese and wine event (food and beverages are served outside) at the listed property (I put a start and end time on it). This usually attracts the kind of people who would buy that home as high end homes tend to lean towards entertaining.
Once every second month, I do a 'Buyer Caravan" - I send invitations out to all my prospects in a given area and a given price range and we drive in convoy to all the newly listed homes in that range. I usually get five or six propects per session, and I hand out packages of cookies and bottled water (sponsored by a Title or Mortgage company) for the drive.
Every other month, I send out invitations to a sponsored garage sale in a selected tract. This one enables me to actually meet and talk to prospective listers so it's a great farming tool!
I love this thread because it is drawing out some great client generating ideas AND many of them can be used in other industries, too!
:)
ALTHEA GARNER ... (Star Real Estate)
www.altheagarner.com
Remember... I am NEVER too busy for your referrals!Private Reply to Althea Garner | | Jul 16, 2006 11:44 pm | | FOLLOW UP | # | 
Paul Strauss | | Most realtors I know could do with better more effective marketing coupled with a strong follow up program. In fact, I haven't met a realtor yet that couldn't double their income through returned phone calls and e-mails.
Keeping in mind of course that just because it has to be done, doesn't mean YOU have to do it.
My suggestion for more effective marketing would be to target a particular niche-- first time home buyers would be an example of a "people" niche, and condominiums would be an example of a property niche. My suggestion would be to try to pair a good people niche with a good property niche-- good being relative to what you're comfortable with and of course where there's money to be made. There's generally more money to be made doing things others are unwilling to do, though-- so I would factor that in and look for the void in the marketplace.
My suggestion for more effective follow-up would be to arrange for a virtual assistant, or even a real life personal assistant. If you can't afford one, may I suggest that may be because you don't have one. That's not double-talk. That's the truth. Most realtors are missing business simply because they do not get back to buyers and sellers. That's a lousy reason to lose a sale. Private Reply to Paul Strauss | | Jul 17, 2006 2:09 pm | | re: FOLLOW UP | # |
Crystal Pina | | I agree with you, Paul. It makes sense to target a housing market, then target the buyers that would buy a property like that and put the two together.
Where I marketed the bubble has burst. There are two to three houses for sale on every block. Buyers are few and far between. Considering my real estate background I should be targetting real estate sales agents. I don't know why I don't. It is what I know.
Althea - I'm not sure about the idea of knocking on doors when you do an open house for someone else. I did an open house two weekends ago for someone else and she had two potential buyers come by. Plus a neighbor did drive by and stop and talked for a minute.
The problem I see is that when I list a house I send out 100 mailers to area houses announcing the listing and inviting them to the first open house. So I know who I've sent to, I know who I've talked to. With someone else's listing I don't know who she sent mailers to or who she's talked to.
Also, doing an open house for someone else, I do it because I'm hoping to meet an unrepresented buyer. Most buyers come with an agent. To the listing agent, it doesn't matter, but to me it does as I won't get anything for my time if a buyer represented by an agent makes an offer. For that reason I hesitate to put too much of my own time and resources towards the open house.
On the other hand, it's the longest two hours when no one shows up and also a huge waste of my time.
--
Crystal Pina, Virtual Assistant
Crystal Visions VA Services ~ "Every success begins with a vision"
http://crystalvisionsva.comPrivate Reply to Crystal Pina | | Jul 18, 2006 3:45 pm | | re: re: FOLLOW UP | # |
Althea Garner | |
But Crystal, you are missing the point of holding an Open house!
The purpose of holding a listing open is:
1) To give the seller the opportunity to have prospects view the home, and
2) To get appointments from viewers to show them other homes that ARE suitable to them. This part of the Open House will fill your next week with new buyers.
In my experience, prospects almost always view homes that are out of their range. By this I mean that if the house is listed for $1M, most viewers will be in the $750,000 - $850,000 range. When holding a home open, I ensure that I have a list of comparables in the area AND a list of available property in the lower price range (having a laptop with broadband access and a portable printer is very handy).
I also try to take another professional with me (maybe a newly licensed recruit) who can stay at the Open House while I show viewers other properties. Very often, waiting for an appointment date/time allows prospects to 'cool' - showing property immediately, enables me to start the relationship building process right away and if they don't see what they like, I have at least got a better idea by the time we part. This makes the next appointment that much easier and much more likely.
Burst bubble, hey? The property market HAS softened here in Orange County, and we DO have a lot of inventory BUT IMO, this has only served to bring property prices BACK to where they should have been. True... is IS a buyers market and buyers have a lot more negotiating power at this time (as much as $40,000 on list price), however in a strong market, we were selling to people who could afford high ticket homes - now we are able to sell to both high end buyers AND those who couldn't afford to buy before.
From a Realtors point of view, this so-called bubble (which I don't see as a bubble at all) is playing right into our hands by giving us MORE buyers, more inventory and more opportunities.
The market is and always will be what YOU make it.
:)
ALTHEA GARNER ... (Star Real Estate)
www.altheagarner.com
Remember... I am NEVER too busy for your referrals!Private Reply to Althea Garner | | Jul 27, 2006 5:13 am | | re: re: re: FOLLOW UP | # |
Crystal Pina | | Since I've taken myself out of the Real Estate market I'm probably not seeing things as they really are. I've done a couple of open houses for others recently, but I don't have access to internet when I'm away from home or the office so that's a big disadvantage, too, not being able to grab customers and turn them into clients on the spot.
I have two appointments for Saturday with buyers so I guess they are still out there. One I know will work with me, the other one I'm not sure. We may have a language barrier and I may have to refer her to someone else. We'll see.
I can tell you have fun with your job. You bring an excitement to it when you talk about it. It makes others excited with you.
---
Crystal Pina, Virtual Assistant
Visions Virtual Assistants
http:/crystalvisionsva.comPrivate Reply to Crystal Pina | | Jul 27, 2006 3:40 pm | | re: re: re: re: FOLLOW UP | # | 
Andrea "Andi" Yates | | In my area, Open Houses are definitely not the way to go anymore to pick up clients. Not to mention it's been in the triple digits lately. The market is slow and the buyers are more sophisticated or fussier these days and already have the realtors in place. Although up until last year, open houses were the way to go because there was such a frenzy to buy, buy, buy if you had an open house you were assured of picking up buyers left and right.
The main reason right now to even hold Open Houses is basically for the sellers and for sign presence in the area. Branding, if you will. Although again it depends on the area and the homes. The vast majority of my clients absolutely do not want open houses because of the higher end price range they are in...they just don't want random people walking through there homes. So most of my showings are by appointment only right now.
Internet marketing is big right now with most successful realtors, we are reeling new clients in everyday through our internet sites. It's a little costly but well worth it. It's probably the wave of the future. Instead of buying leads from these rip off companies that sell the same lead to 4 or 5 other realtors you are getting a one on one lead contacting you...and if you are any good at what you do you can convert them into a loyal client immediately.
The market is definitely getting very tough in certain areas (except for Texas which is off the chart right now) and I find the traditional methods aren't working and actually never really worked. Door knocking, while great for getting your exercise in, does really nothing more than cheese off potential prospects because they just don't have time or just don't want to speak to a realtor...they get so many realtors contacting them. In my area at least, I've watched some colleagues go door knocking day after day after day, while I'm listing and selling in the exact area they are walking. Referrals are the way to go! Build up those referrals guys, that's the best way...go to networking events...always have your cards on hand...always present yourself in a professional manner everywhere you go...in this business you really have to step up to the plate and live your life on a professional more sophisticated level because you never know who or when you will meet your next new prospect.
On my last vacation to Costa Rica I took my biz cards with me and bumped into a hall of famer basketball guy that's also an assitant coach for a nba team right now who kept my card and called me 5 months later. So you just never know.
Anyway, that's my professional 2 cents worth. Talk to you soon and have a very productive and fun day!
Andi Private Reply to Andrea "Andi" Yates | | Aug 23, 2006 2:47 pm | | re: re: re: re: re: FOLLOW UP | # | 
annalaura brown | | You could consider offering all of your clients some kind of a small gift such as a candle, bottle of lotion or perfume or other nice gift. Everyone loves gifts and it would help distinguish you and your services. Private Reply to annalaura brown | | Aug 25, 2006 3:58 pm | | re: re: re: re: re: re: FOLLOW UP | # |
Althea Garner | |
The success or otherwise of techniques vary from area to area. Let's face it, we're not all the same and therefore it stands to reason that not all techniques will work in a given area.
I know this:
I listed a property on August 10 - the first weekend I held the property Open:
Friday 10am - 1pm and 4pm - 6pm
Saturday 1pm - 4pm
Sunday 2pm - 6pm
In just two weeks, we had over 60 people through the listing - that's an unheard of 10 groups of people per day (most in our area see only 3 groups a day). Approximately 20 flyers are being taken from the 'box' every day.
Since then:
** 400 flyers were hand delivered to neighbors inviting them to a cheese and wine Open House (this took care of neighbors!)
** the home has appeared in the local newspaper as 'Featured Listing of the Week', with a very nice write-up.
** 1700 e-mails were sent to local agents, inviting them to bring buyers
** MyDailyFlyer (e-mail, with pictures and a Virtual Tour) was sent to 12,000 agents in the local area
** The listing will appear on the back page of a local Homes magazine next week. This is a free publication that is put out on a rack at the front of every supermarket in the area.
** This home is receiving between 80 - 90 hits a day on Realtor.com and appears in 4 other on-line home-seeker sites.
Thus far, I have not placed even ONE advertisement in a newspaper, nor have I sent out ONE notification via snail mail and we already have two very serious prospects who are waiting for qualifcation.
Bubble? Not in Orange County, CA! Sure, we have a lot of inventory, but as Realtors, we are not sales people... we are marketers and with effective marketing, houses WILL sell!
Happy house-hunting!
:)
ALTHEA GARNER (Star Real Estate)
Realtor
http://www.altheagarner.com
Remember... I am NEVER too busy for your referrals! ___________________________________________
PS. If you would like up to the minute residential property information or just useful tips about your home, check out eHomeVersity - http://ehomeversity-network.ryze.com/ (Don’t expect a lot of responses – it’s an informational network!)
Private Reply to Althea Garner | | Aug 27, 2006 12:46 am | | re: re: re: re: re: re: re: FOLLOW UP | # |
Judy Kettenhofen | | Hi,
I'm not a Realtor, but I want to underscore how much SendOutCards can do for you.
Not only can you send out cards, online, for fairly inexpensive, you can also upload your own cards, or purchase the cards of other SOC folks to send.
I am (of course!) a SOC rep, but have not promoted my business because I am waiting for my upline (a well-known internet marketer) to complete integrating the SOC system with auto-responder capabilities. His cousin, BTW, is the top salesperson within SOC.
As someone has pointed out, Realtors could double their income if they answered their emails & phone calls. A combination of outsourcing (via virtual assistants -- great job for stay-at-home-moms) and frequent contact has shown to be very effective. Supersalesman Joe Girard ("best salesperson" according to Guiness!) has had, as one of his staples, the frequent sending of cards to his customers (he sold cars.)
Live JoyFully!
JudyPrivate Reply to Judy Kettenhofen | | Aug 28, 2006 8:50 pm | | re: re: re: re: re: re: re: re: FOLLOW UP | # |
Althea Garner | |
Judy,
I can vouch for the success of SoC - I use them on a regular basis to get back to my clients! I send them to my colleagues and my neighbors!
It's not what you say, but what you DO that gets you remembered and SoC does that very well for me!
Thank you!
:)
ALTHEA GARNER (Star Real Estate)
Realtor
http://www.altheagarner.com
Remember... I am NEVER too busy for your referrals! ___________________________________________
PS. If you would like up to the minute residential property information or just useful tips about your home, check out eHomeVersity - http://ehomeversity-network.ryze.com/ (Don’t expect a lot of responses – it’s an informational network!)
Private Reply to Althea Garner | | Sep 03, 2006 5:54 am | | re: What Could Un-Marketing Do for a Realtor | # | 
Marilyn Jenett | |
Ken, I have seen you on occasion on Ryze, and have since added a Feel Free to Prosper program for real estate professionals. I'm sure you recall what I believe is the key element to success in any career or venture.
Here is my brief introduction for real estate professionals:
http://www.feelfreetoprosper.com/realestateintro2.html
From the intro:
"Just as a house cannot stand without a proper foundation, all of the marketing, sales and business know-how in the world will not result in success unless you first have the internal foundation - the mindset - to succeed. Once you create that foundation, you will automatically be guided to all the appropriate elements that will result in your success. You will find, as I did, that Universal Mind is truly the greatest marketing department you could ever hope for, and the possibilities are unlimited."
I have been asked to conduct my program here in Los Angeles for a Century 21 brokerage and just agreed to present the program to one of the largest brokerages in Virginia (via teleclass) beginning October 4th.
Your industry's motto is: Location...Location...Location
I stick to my story: Mindset...Mindset...Mindset
You can take that all the way to the bank :-)
~ Marilyn Jenett
Feel Free to Prosper
http://www.FeelFreetoProsper.com
http://prosper-network.ryze.com
:-)
Private Reply to Marilyn Jenett | | Oct 19, 2006 3:16 am | | re: What Could Un-Marketing Do for a Realtor | # |
Jessica Sellers | | Ditto thumbs up for Send Out Cards.
The thing I like the best is that you can pick a card, personalize it, and SCHEDULE it so you don't have to ever think about it again!
I am all about having stuff automated and yet still be personal.
Private Reply to Jessica Sellers | | Oct 29, 2006 7:06 am | | Oct 2006 -- What Could Un-Marketing Do for a Realtor | # |
CK Aspinwall | | This is awesome and everyone is making this thread very fruitful. It's a good little seminar.
I've heard of Craig Proctor. It's good to hear a recommendation about him.
I agree with the person who feels that door knocking might not be as effective as it may have been in the past. Check this out. I even sent post cards to FSBO's and got zero response. So, I am doing an internet strategy.
First, I bought a domain ~~ www.Realtor30240.com ~~ that I felt would resonate with people. I am a Realtor and our zip code is 30240. I chose this name for the following purposes:
[1] To make a small magnetic sign for the rear of my car, which will read: "Look for a dream home at www.Realtor30240.com"
[2] I will place a classified ad over the week-ends in the local paper, which will read: "#1 source to find a home on the internet is www.Realtor30240.com"
Note: the #1 will cause the ad to take first position in the Homes for Sale category. It will be the first ad seen by the reader and maybe the last, if they will go login.
[3] www.Realtor30240.com is in my email signatures and on my stationary and post cards.
[4] www.Realtor30240.com will appear in the local RE magazine - Areas Best Homes.
As you can see, I am intentionally building market recognition and a brand. Eventually, people will know that Ken Aspinwall is Realtor30240 and my broker loves it.
I am also using the Just Listed internet marketing service. Their tool is systematically powerful and was designed to automate most of the marketing tasks. This allows me to have a better reach and make many more contacts than usual. It's blowing me away because my first lead came in on my first day while I was still setting the tool up. The leads have been flowing pretty well, too, and I'm very pleased.
Gifts? I elected to use Just Listed in order to reach potential buyers. We offer them a free report with listings that match their criteria for a home. The system taps into our MLS and whenever a new property gets listed that fits the order, an update is automatically triggered and sent. This takes the manual work off of me and this is what gives me a lot of leverage.
I am nearing the end of my first year in RE. I have a great follow-up system. I also have a notebook system of my own design that keeps me on track and prioritized.
An experienced agent in the office has been co-listing his stuff with me. I am catching his overflow and there are beginning to be times when I collaborate with others for the same reason. Overflow is great.
It's awesome. I have a very strong sense of building a team that will be hard to match. Things have been coming together very nicely.
Because my broker likes my intensity and work ethic, she has paired me with an experienced agent and given us a nice office. We just set it up today and it looks great. Additionally, she is paying me to handle all of her feedback reports. She likes my internet skills and is looking at using me to train her agents to make effective use of our technology.
This is all like a dream come true. It appears that my lifetime skills have converged into a very enjoyable and rewarding career in real estate. I do love being a facilitator. Making things happen is positively a result of seeing myself as a success. The level of confidence in itself is like jet fuel.
Well, let's keep sharing ideas. We've seen some good ones.
Ken
www.Realtor30240.com
Yeah! Private Reply to CK Aspinwall | | |
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