By David Krichmar
Let’s go old school for a moment. Trust me, I am not saying online marketing (social media) should not be No. 1. But until humans become robots and do not have eyes, there are other ways to market as well. Here is the first half of seven ideas I have come up with to market yourself offline:
1. FSBO’s- Yep, the dreaded “for sale by owner.” Yes, they can be a waste of time; but honestly, how much time does it take to ring a door bell? That’s all the time it takes to approach a FSBO. Instead of taking the usual, “Can I list your home?” approach. How about offer to do a marketing flier about the home with your info? If the seller has any buyers that are interested in the home ask them to give you a call. Offer to post their home on Twitter, Facebook, and blog about it. It can’t hurt you to try a different approach than most REALTORS®.
2. Real Estate Magazines- We all love to look through the real estate magazines that show homes for sale. Grab a bunch of these from your real estate office or from your grocery store. Then staple your business card to the front and drop off a copy monthly at your local salon, dentist and doctor offices, oil change places, etc. What does it take to do this? Some business cards, a staple, etc. Try it!!
3. Books- Yes, books are dying. But until they do, go by your local book store (Barnes and Noble or a local used book store) and find the real estate section. Stick a business card in the first chapter of every real estate and mortgage book. How long can this take???? Seven minutes per store — I timed it myself.
Stay tuned for Part II to read the rest of my great suggestions to market yourself offline.
By Brooke Wolford
You may wondering what science has to do with sales…really what I am referring to is the chemical reaction that happens in your clients brains that ultimately leads them to begin a relationship with you. What mental perception does your client get that triggers a spark?
You can look at the beginning process of a client contacting you for the first time. What initiated their contact with you? There are several levels a client could be at in the process, all stemming from how they initially contacted you.
- They randomly came across your name somewhere, but they really don’t know much about you.
- They came across your name and have done a lot of research on you and are ready to sign a contract with you.
- They were referred by a friend or business partner and may or may not be sold on you yet.
Realistically, you can look into these three things to “get inside their mind.”
The person in #1, it’s still up to you to sell them your services. What you should be doing is researching your competition and finding out what led them to you. You can really figure someone out by their impulse decisions. You can think of it like when someone is standing at a cash register and they end up grabbing something close by the register. Was it just because it was there or was it because they needed it? Continue reading »
By David Krichmar
As I talk to newer REALTORS®, about 50 percent of them do not want to commit to a “niche” or area of expertise. “I sell anywhere so I do not want to commit to one area,” which is a valid point. But at the same time, every REALTOR® sells anywhere locally. So how do you separate yourself and get the phone to ring? Commit to an area of expertise. Here are my ideas on how to find your expertise:
1. Past Deals: You know from your past experience that you have dealt with certain types of deals. Have a majority of those deals been in a certain town? Maybe you have sold a larger number of condos? So you could market yourself as a condo expert.
2. Your Work Experience: Before you became a REALTOR® what did you do? If you worked for a new home builder, then your area of expertise is with new construction homes. Was marketing your prior career? If so, you can use that expertise when becoming a listing agent — marketing is such a huge part of being a listing agent. Most likely any past career you had, you can use that knowledge in your real estate career
3. Your Competition: This is the sneaky suggestion, but may be the best! Research your competition; is there a specific area of real estate that they are not focusing on? Eg. A specific neighborhood, folks downsizing, newly wed couples needing to buy a home, etc.
At first as a new REALTOR®, this topic can be very scary because you want to sell all Real Estate. But, in order to separate yourself, you must find an area of expertise to grow your business. Once you find your niche, get to work marketing your butt off.
Some marketing ideas are:
- Blog about the topic
- Farm to that area
- Have a catchy slogan that explains your area of expertise
Do not be afraid of your area of expertise. Love it and live it.
By Toby Boyce
She’d been courting both of us, and promised that she’d let us know tonight who she chose. I waited patiently by the phone, but finally drove by her house.
That ain’t my sign in her yard.
I thought she was the “one” and that we’d be together forever – well at least the next six months – but she made her choice tonight.
And that ain’t my sign in her yard.
With every apology to country-music star Rhett Atkins and his “That Ain’t My Truck” hit from a few years back, we’ve all been in that same position. Court that potential listing with your pre-listing package, give a dynamite listing presentation, and follow up that’s top notch. Yet, you still find that there is another agent’s sign in the yard.
That initial feeling of betrayal and frustration gives way to the nagging question, “What did I do wrong?” And while you struggle with the question you’ll find a few old-fashioned break-up lines to help you out.
There are Other Fish in the Sea. Amazing how much less you worry about “the one that got away” when you have a net full of other listings to work on. While dating requires matters of the heart, the good news is that generating more listings is simply more prospecting.
It’s Not You, It’s Me. The favorite one of all time. When it comes to your real estate career, remember one thing – you can only control your side of the presentation. Did you do everything that you’ve done for the listings you earned? Did you follow through and make sure it was the best for them? If the seller interviews multiple agents they may have a magic trigger button. They picked the cutest agent, the one that showed up in the nicest car, the fattest one, or whatever it was. You can’t control that, so why bother trying.
So the next time you realize that ain’t your sign in her yard, don’t go getting the blues … just put the chin up and move on.
Toby Boyce, MBA, is a real estate practitioner with Keller Williams Consultants Realty in Westerville, Ohio. Visit his Web site: www.delawareohrealestate.com.
By Crystal Webster
DISCLAIMER: Please read this as a challenge; a challenge to use our predecessors as a spring board to do bigger and better.
In case you aren’t aware, we’re in a heat wave – it’s REALLY hot. My car thermostat has said at least 100 degrees for the past 2 weeks straight, and that’s not even with the heat index or adding the Kansas City humidity. But, I have to ‘TCB’ for my clients (take care of business). I suck it up, take eight showers a day, and wear as few clothes as possible without getting arrested.
I recently had to request the same addendum from a “more seasoned” agent eight days straight. She wasn’t able to get me the paperwork because she was afraid she had heat stroke. Once I finally received the information it was dated 12 days prior (as well as the email she forwarded it from). REALLY lady?!? Your heat stroke kept you from forwarding an email in the comfort of your own air conditioned home; even after I bothered you every day for over a week?
Later that same week I received a resolution from unacceptable conditions from a buyer’s agent. Items needing to be fixed? “Anything that the Kansas City Dream Program wants.” REALLY!?! Can you please be a little more specific? After calls to the buyer’s loan officer, the city, county, state, both brokers and BEGGING a city inspector to come out (in the thousand degree heat) I finally finished up her job and found out exactly what needed to be completed for the home to qualify for the program. Continue reading »
By Jared James
We live in a world where everywhere you look everyone seems to be arguing about something because everyone has their point-of-view. And, of course, they are always right. Sometimes when I flip through the channels while I am at home or on the road in my hotel room, or I read a particular blog, I am left to wonder if the person that I am listening to or reading their words actually even believes what they are saying.
For many years this couldn’t have been more true, as I have read articles and heard people make the argument that you are better off selling your house on your own and not paying a broker… especially in today’s world of the Internet. What in the world do you need a REALTOR® for, anyway? As long as you have access to the Internet, why waste 6 percent, right?
And then I came across a recent Wall Street Journal article written about Colby Sambrotto, the former CEO and founder of many REALTORS®’ most favorite website, www.forsalebyowner.com. Stick with me here because you can’t make this stuff up. Apparently, the Godfather of the “you don’t need a Realtor” movement had tried to sell his house on his own for some time and finally got tired of wasting his time and did what he knew had to be done… HE HIRED A REALTOR®! You can check out the article for yourself here: http://www.roost.com/app/index.php/public/roostbar?bid=41320&k=285bc240dd1b129a347eb05c568cb7bf.
Not only did Mr. Sambrotto hire a broker and pay them 6 percent, but he also ended up getting multiple offers on his home and eventually accepting one for a whopping $150,000 over his asking price. Yes, you did just read that right. Continue reading »
From REALTOR® Content Resource:
Not the double whammy.
Your clients’ home being burglarized while they’re on vacation would be a total downer. If they also work from a home office, they’d probably suffer the mother of all stress headaches.
Spare clients that post-vacation pain by branding, printing, and hand delivering free info on how to do a home office security check from the REALTOR® Content Resource.
That’s not the only free, ready-to-go article at the REALTOR® Content Resource you can hand deliver (or post to Facebook, Twitter, your blog, or website; email; or add to your e-newsletter). Share all five articles in the “Keep Your Home Safe While You’re on Vacation” article package, or find others by searching the REALTOR® Content Resource by keyword or topic.
The REALTOR® Content Resource is brought to you by the NATIONAL ASSOCIATION OF REALTORS®. With it, you can download free home ownership content from HouseLogic to your marketing materials.
HouseLogic is a comprehensive consumer website—from the NATIONAL ASSOCIATION OF REALTORS®—geared to helping home owners make smart decisions to enhance, maintain, and protect the value of their home.
By Brittney Bissett
For my first YPN Lounge blog, I thought about what a new agent who has been licensed barely six months could bring to the table that more experienced agents would want to read about. Then I realized that with my “newbie” status, I could share how the newbies on the block see the business!
As a new agent, I think one of the most important things for us to do is find someone who we see as a mentor. If you are able to cultivate a working relationship with them, all the better. If not, find someone in your office, company, or area who works in a style you admire and just watch how they succeed. Watch what they do and then try to do it one better. It was probably one person who invented the wheel, but look at all we do with it today! The same goes for something you see as success story — you do it too, and do it better if you can!!! (Unless it’s copyright infringement, of course.)
Personally, I have been extremely lucky in landing in a situation where I had a strong and intelligent woman to take the reins in our office and share what works. Having a proven producer take you under their wing is a great way to boost not only your confidence, but also your street credibility. Watch them. Copy their style. Do their grunt work! It will pay off in the end. You will, in turn, pick up their habits that put them where they are today. Also pay attention to the tips and tricks your company gives you. They wouldn’t push it if it didn’t work.
And to the experienced agents… be nice!!! The new kids, while not necessarily having their feet under them, are still your colleagues. We are still learning and doing the best we can. A good manager will help get some of the kinks worked out, but everyone should be able to remember the first contract they wrote or their first listing that got an offer! Hopefully we can all play nice in the sandbox together.