We all know the scenario: you have a few deals in the works and are busy keeping them together. Maybe you have a listing appointment one day, a closing the next, tons of paperwork to do, and some serious buyers
to show apartments to in the middle of it all.
Granted, real estate is a detail-oriented and time-consuming business. But what happens when your deals are done and you’re looking for more?
What most agents fail to do while they’re busy is prepare for these in-between times. When they get slow, they may put together some quick postcard or letter, then may not get results so throw their hands up saying,
“I tried marketing saying, and it didn’t work.”
To help ease the rollercoaster cycles of activity and finances, you must head the slow times off BEFORE they arrive. Ensuring a steady flow of business requires a dedicated ongoing effort and an effective marketing
plan. Just as you make appointments with others, make one with yourself each day to focus on bringing in new business.
Marketing vs. Selling
The real estate business is a sales business first and foremost, based on how many apartments you sell, and how many deals you’ve closed. Marketing is different in the sense that, in this arena, as an agent you are not selling houses – you are selling services to those in the market to buy real estate. Think about what distinguishes you as a professional, who your target market is, and why they would want to use you instead of someone else. That’s marketing that generates leads.
MOTIVATIONAL MARKETING QUOTES
“Customers buy for their reasons, not yours.”
~ Charles Revson, cosmetics industry pioneer who build & maintained the Revlon empire
“In the factory we make cosmetics; in the drugstore we sell hope.”
~ Orvel Ray Wilson, expert in the areas of sales, marketing and management has brought him international acclaim as an author, keynote speaker and sales trainer
“People don’t want to be marketed TO; they want to be communicated WITH.”
~ Flint McGlaughlin, Publisher of Marketing Experiments Journal
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