A Passion for Selling: Top Tips from Successful Real Estate Agents
When youâ€™re in real estate, youâ€™re always giving advice like â€ślocation, location, location.â€ť But, in marketing, the advice is usually about â€śpositioning, positioning, positioning.â€ť Here are some of the top marketing strategies used by the most successful agents in the industry.Â
They Use Direct Marketing
Sending out a mail piece, and getting a response back, is one of the oldest and yet most practical and effective, ways to get new leads. Why donâ€™t more real estate agents do it? Because theyâ€™re scared or they have been told that it doesnâ€™t work anymore. News flash: direct mail has always worked and it always will.
What doesnâ€™t work is browbeating people. This article shows that direct mail isnâ€™t dying at all. In fact, itâ€™s flourishing. Companies like Harry & David, Hammacher Schlemmer, Smithsonian, National Geographic, Tiffanyâ€™s Art Institute Of Chicago, and The Met are all sending catalogs to customers and prospects.
Notice anything interesting about that list? Itâ€™s comprised of companies that market to high net worth individuals – AKA â€śwhere the money is.â€ť You want to be in with that crowd.
They Return Phone Calls
Successful real estate agents return phone calls. It sounds strange to be in business and not return phone calls, but itâ€™s a phenomenon thatâ€™s swept across both the real estate and the legal professions.
If a homeowner is using this New Home Listing Service, and they find you, take the time to call you, then you should at least return their phone call. Thatâ€™s a potential deal thatâ€™s been handed to you. Are you really going to ignore it?
They Have Their Finger On The Pulse Of Technology
Successful agents understand and use technology. They are agents that lug around iPads and smartphones because tweeting, texting, and status updates are a major form of communication for them. In this day and age, when many of your clients are hanging out on Facebook for almost 7 hours a month or more, you need to be tech literate.
They Understand The Neighborhood
Good agents know the neighborhood theyâ€™re selling in. The phrase â€śneighborhood expertâ€ť is an often overused term, but itâ€™s a good one to describe someone who really knows what theyâ€™re selling. If you walk into a home, and you donâ€™t understand it very well, your prospects are going to know.
If you walk in like you own the place, and you know all of the neighbors by their first name, thatâ€™s also going to show. Standing in the prospectâ€™s shoes, which kind of agent would you rather do business with? Yep, we thought so.
Theyâ€™re Good At Explaining Things
The best agents can take complex ideas and explain them in simple language. They also explain everything theyâ€™re doing, as theyâ€™re doing it. Clients get nervous and twitchy when you get really silent and start writing things down without telling them what youâ€™re doing.
So, donâ€™t do that. Explain to them whatâ€™s happening when you pull out the loan documents, the contract, and anything else. Go over every line in the contract. Every. Line. Clients will appreciate it and youâ€™ll lose fewer deals.
Oscar Rosen has many years experience as a property investor under his hat. Also a passionate writer, he likes to share his insights by posting on the Internet. You can read his articles mainly on property investing and real estate websites and blogs.