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The Biggest Sales Tip for Real Estate Agents to Sell More Houses

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Most real estate agents work with buyers, especially when they first start out in the business. Many agents know that they will spend a lot of time showing properties to people. Some of them buy, some never buy, some buy eventually, and some buy after they have lost contact, and begin to work with a different agent.

The biggest tip for selling more houses, is only to work with buyers who are ready, willing, able – and committed. It seems like a tall order, but if agents have a system for only working with the right buyers, they are likely to spend more of their time mainly working with the right buyers. No system is perfect, but when they use this system, they will sell more houses. Let’s look at how many agents work, then at how really successful agents do it.

A Typical Scenario

Your phone rings because someone saw your yard sign, your ad, or something you put out on social media. Or they walk into one of your open houses. You have the usual polite conversation. You ask more about their interests, needs, etc. Then, you either offer to show them some properties or you go into your detailed questions, to qualify them, properly.

Sometimes they just want info, so you agree to send it to them, and they say ‘Yes’ when you suggest keeping in touch and sending them new properties as they come on the market. They are also running their own searches on Zillow and on the public version of the MLS, etc.

Quite often, they have had the same conversation with other agents, and sometimes you “win.” You start showing them properties. Sometimes they buy, but often they do not. How can you increase the chances of only showing properties to people who are more likely to buy? Is there a better way?

A Better Way

There is a better way. It might take a little extra courage to start working this way. Like anything else new, it takes a little time to get good at it. The big difference is that, now, your goal is not to arrange a showing or to get them to agree to receive more info from you. Your goal is to build commitment.

Most real estate agents don’t build commitment, they build workload in exchange for nothing very much from the caller other than name, email address, phone number, or in exchange for several hours of your time showing them homes – so you can get to know them better, and so you don’t ‘lose them’ to someone else.

Move beyond that mind-set. Build commitment and you will sell more houses. Here’s a system you can use.

  • Thank them for calling, and cover the pleasantries
  • Ask what it is about this home that they really like. If they just walk into your office, ask them if they have a particular property in mind.

When Opportunity Knocks

Let’s say they saw your yard sign, and would like to know more. Here is your opportunity to get ahead of the other Realtors they have probably also called about their listings.

  • Tell them you will be delighted (or use another powerful word) to tell them more.
  • As you do, ask them just a few qualifying questions about them and this particular listing. Only ask a few, most people object to being grilled in the first conversation.
  • Tell them you would like them to visit your office, or you will come to them, so you can learn enough to be of real service to them. If they agree, setup the appointment.
  • If they object, “Well we only want some information right now” take their thinking beyond the objection, and say that you also want them to learn a little more about you, because your goal when working with buyers is to enable them to make high quality decisions, rather than just to help them buy a house. As a true professional, you want to do two things – learn just enough, at the first meeting to be able to dig deeper into finding really suitable homes for them, and for them to see you as a truly valuable resource, not just a regular real estate agent.
  • Tell them we are only talking about 30 minutes – because that will be more than enough time for you both to decide you want to work together.

If these potential clients still do not want anything more than you spending your time in exchange for no commitment, send them some info, just like everyone else will. If they agree to your meeting – the ready, willing and able buyers probably will – you will immediately know two things:-

  • They are serious about buying, and you can be comfortable advising them, helping them to get pre-approved, selecting properties for them to look at, etc, and
  • You are ahead of the pack – no other agent has the inside track, so if they do buy, they will buy through you.

Show Your Appreciation

You might decide to add a little ‘thank you’ for agreeing to the meeting. Take them a little appreciation gift from our selection. 50% of the population will be surprised and pleased – you will have cemented your relationship straight away. 25% will wonder why you did it, but after your 30 minutes with them, they will be satisfied you are their Realtor of choice, and the gift will be appreciated. The other 25% won’t care.

This system will get you in front of more real buyers, and will help you to cement your relationship, so you will spend less time with the ‘Looky Lous’ of this world – and you will sell more houses.

We have many ideas that you can use for gifts. Use them at the first meeting, or when they have arranged their mortgage. You can also use them when they have found their perfect home. How often you show your appreciation is up to you. We just want you to succeed, and to call on us whenever you need ideas.

real estate marketing tips

4 Really Powerful Real Estate Marketing Tips

By | Real Estate, Uncategorized | No Comments

How many new leads do you want this month? Two? Five? Fifteen?

If you sold two more homes next month than you did this month, would you be happy? Would you rather sell four more? And what if you carried some of those new leads over to the month after and sold another four?

This article is about how you can be really effective in your marketing. It’s about how you can use what you know, use what you have and get great results. If you do marketing now – just build these ideas in to what you are already doing. If you have been relying on floor time and open houses to get your leads, just start here and launch your marketing.

Marketing Tip #1

If this article was a marketing piece, not a blog, and we wanted to grab your attention, how did we do? If you’re reading this sentence, then we did OK. And to achieve our objective of getting you to keep reading, we used one of the great marketing techniques that has stood the test of time:-

  • We asked you a specific question about you and what you do. “How many new leads do you want this month?” OK? Not a general question, not a question that doesn’t mean much, but a question that hits you where you live – leads that result in selling properties
  • We answered the question for you with more questions that should have engaged your imagination, and your desire to succeed “Two? Five? Fifteen?” Most Realtors would be happy with two extra leads but we went as far as fifteen – a number that very few Realtors can match but, because we said it, it implies that we have ways to get you that many. If you relish the idea of fifteen new leads, then we engaged your mind, your memory, your imagination and your emotions.

That is the most basic, the most essential, the most powerful marketing technique known to Man (and Woman) so, when you write your own marketing pieces – ask a powerful question to engage your reader. If you want Buyer leads, ask a buyer question that will make them sit up and take notice. If you want Seller leads ask a seller question that gets them to sit up and take notice.

Marketing Tip #2

Offer your prospect something of value. ‘Free’ is one of the most powerful words in marketing (others include ‘special’ ‘limited’ ‘immediately’ ‘now’ and so on. Use power words – we’ll stick with ‘free’ for now. Everybody likes free stuff.

Now here’s the thing, you don’t give it away – you exchange it. Tell your Buyer or your Seller readers that if they do (what you want them to do) they will get (the free thing)

So, after you have their attention because of your great question, now you can offer them, say a free gift box of cookies or a free mug with a picture on it of – well you decide what would make people in your city or your subdivision say “I want one.”

Now, to get the gift basket or the mug, they have to give you their contact details – fair exchange. They get a free gift and you get name and email address.  Now here’s the really clever part:-

Marketing Tip #3

Tell them they can pick up their gift at your Open House (give the place, date, time) or at the seminar on how to buy or sell. If they cannot attend your presentation, ask for their address because you will be delighted to bring it round. This works great if your marketing piece is aimed right at your farm area.

Why? Because, now, you have name, email address, phone number and their home address plus an invitation to go round and meet them. They get a free gift and you get a new lead. Even if they are just a ‘Looky Lou’ at this stage, you have a better relationship with them (and, eventually, their family, neighbors, friends and colleagues) than any of your competitors.

Marketing Tip #4

Follow up and keep in touch. Now you have the contact you must keep it active. If they are actively thinking about buying or selling, you have your ‘this month’s new leads’. If not, then the next email or note they get from you can be asking them to send you a photograph of, or a comment from, the person they gave the gift to. Give them some real estate news or ask them to comment on your seminar or open house presentation, so you can make it better next time. By keeping in touch over useful, pleasant and personal things, you will build a relationship. And you will become their Realtor of choice – for themselves or for whoever they refer to you.

We have a lot of ideas to help you to market yourself and your services, so, if you would like to learn more about our products please contact us by clicking here and we will help you get those leads.

And remember – at the moment you will get 30% off your first order – but hurry, this may not last long!

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