Making Your Marketing Dollars Smarter

You can’t really stop spending money each year on marketing yourself and your business, but you can spend it more wisely.

It’s always a good time to be generating those seller and buyer leads – you know, the lifeblood of your real estate business. But how do you know which of your ads are actually working? Which marketing efforts are really making your phone ring? What’s your return on investment for the hard earned dollars you put into building your own brand? Tired of ad reps telling you that, “…. you just have to get your name out there….”?

Perhaps the answer lies in Call Tracking.

For years, large companies have used sophisticated technology to track and analyze data for inbound calls and lead source income, etc. Today, there are tools designed to help local business professionals like real estate agents. Many of these solutions are not only affordable, but also give great reporting.

Here is a simple plan. Stop throwing good money after bad. Find out what actually works and do more of it. Find out what is not working so well and stop doing it. Know where your business is coming from. See what is making your phone ring.

Resolve now to track which marketing, ads and lead sources are bringing you the most income with the best return on your investment. Your wallet will thank you.

Just a couple of thoughts – hope they help!

May your next deal be double-ended.

Happy selling,

Joe


Reputation, Reputation, Reputation

How is your online visibility and reputation these days? Have you checked? Do you know?

According to the latest Swanepoel Real Estate Trends & Technology report, 21% of consumers choose their real estate agent based on their reputation.

But what good is it to increase your visibility in search engines, etc in order to get more seller and buyer leads, if you have negative comments posted about you? Reviews like these can often taint a prospective customer’s perspective of your business before you even get a chance to build a relationship with them and get their listing, etc. Sometimes these postings are out of context or even completely false.

On the other hand, why spend lots of money and time to gain greater visibility online if you have no comments or reviews about your business at all? Prospects will then have no way of differentiating you and what you can deliver from your competition.

Many agents are starting to realize that their online reputation is their first and most important concern. At least 21% of consumers (and growing) seem to agree.

Invest today in some of the tools, training and services that will help you build and maintain a strong and commanding online presence and reputation.

Just a couple of thoughts – hope they help!

May your next deal be double-ended.

Happy selling,

Joe


Relationships = Leads

 

Do you ever have difficulty staying consistent with generating new leads on an ongoing basis for your business?

Well, stop trying to sell to people you don’t know! Go ahead, read that again. Yes, that’s right – you need to be selling to people who know, like and trust you. To people with whom you have a relationship. People sell and buy with people they know, like and trust – that’s where they are most happy and comfortable. Who wants to deal with a stranger? Who “marries” someone after one date?

Here are some ways you can grow and enhance relationships in your market -

•    Constantly give away things of value without expectation of compensation.
•    Arrange a discount or deal for your neighbors with a local merchant.
•    Dare to be different – it’s an attention grabber.
•    Organize and headline a neighborhood event.
•    Stay in front of your prospective clients – make social media work for you.
•    Don’t forget to continually add testimonials to your marketing.

When you focus on growing and enhancing relationships in your market you’ll get more leads, closings and referrals. Invest in relationships today; bank more commission tomorrow.

Just a couple of thoughts – hope they help!

May your next deal be double-ended.

Happy selling,

Joe


Taking The Confusion Out of Social Media

 

Do you ever feel a little confused or overwhelmed when it comes to social media?

Well, according to the 2013 Social Media Industry Report put out by Michael Stelzner of Social Media Examiner – you’re not alone.

This survey and report focuses on forms of social media used in the real estate sector. It outlines some interesting statistics that may help you reflect on areas you can improve upon in you own real estate business -

•    83 percent of marketers are thinking of social media differently. They are now thinking more about how it fits into their overall marketing plan.
•    Only 26 percent of marketers are measuring their social media success.
•    Only 37 percent of marketers think Facebook is effective in their marketing, but it is the No. 1 platform used.
•    Only 26 percent of marketers are optimized for mobile devices.
•    Blogging and Google Plus are becoming more important to real estate marketers.

Do you have a social media strategy working effectively for your real estate business? Take a closer look at the tools, tactics and training available. Take the confusion out of social media. Invest in yourself and your business today and let social media help you to the top of your local market.

Just a couple of thoughts – hope they help!

May your next deal be double-ended.

Happy selling,

Joe


Cash Flow: Managing Your Way To Success

 

Many an agent considers Gary Keller’s book The Millionaire Real Estate Agent to be the holy grail for Realtors. It’s crammed full of great ideas and provides an invaluable structure around which to plan your business success.

One element of his program that I would give more emphasis to is timing. Without good timing it may prove very difficult to achieve the level of success that you deserve.

Why is timing important? The importance of timing is illustrated by considering the difference between sales and cash flow – they aren’t the same. In real estate this month’s sales result in a Realtor getting paid after closing – 60, 90 or more days in the future. Your ability to manage this timing difference or bridge the cash flow gap will truly help you grow your business.

You can start online where there are numerous, free, self-help guides that provide excellent options for cash flow budgeting. Also, talk to your local bank branch or credit union. They have a number of useful booklets that will assist you complete each line of your budget. You will learn a lot about yourself and your business as you plan your way to success.

Just a couple of thoughts – hope they help!

May your next deal be double-ended.

Happy selling,

Joe


Why Should We Choose You?

 

Are you a unique and talented real estate agent? Are the properties you list special? Do you want the world to know that you are not just any ordinary agent – a commodity, ripe for a “commission negotiation”?

Then why do things like your marketing often look the same as every other agent out there? Just because everyone has found what seems to be a quick and easy way of doing things, doesn’t mean it’s a good idea.

Given the changing, competitive market place, here are some quick tips to better showcase “your stuff” for Mr. Seller and Ms. Buyer –

•    Have something unique about your business card and voicemail
•    Never use look-the-same “cookie cutter” templates for your listings
•    Provide an amazing guarantee on parts of your service
•    Don’t use old, tired slogans in your advertising
•    Stand out in an online world by using “old school” postcards
•    Negotiate special discounts from area merchants for your clients
•    Develop a short, wow answer to – “Why should I list with you?”

Doing any of these will enable you to surpass many agents in really communicating the unique value you provide to those considering which agent they will contact today.

Just a couple of thoughts – hope they help!

May your next deal be double-ended.

Happy selling,

Joe


The Lifeblood of Your Business

 

Marketing is the lifeblood of your real estate business. Marketing done right is always your quickest path to “the sale”.

But are you target marketing the best prospects for your business?

Somebody buying his or her first home vs. somebody buying a move-up home is a different target market.

Somebody buying a luxury home is a different target market. Somebody moving in from out of town is a different target market.

When you really start thinking about your business and you start looking at who are all of the different people that you could serve, who are all the different possibilities?

When you start identifying them, some are going to jump out as potentially the most profitable niche in your market.

Often, if people are just serving everybody they possibly can, they may find that the top 10% or 20% of the people they’re working with are providing 80% of the profit, and the other 80% are providing all of the headaches and none of the profit.

Knowing your most profitable, easiest target audience gives you a complete freedom to focus all of your efforts on a “let’s just get more of the most profitable customers” approach to marketing.

Just a couple of thoughts – hope they help!

May your next deal be double-ended.

Happy selling,

Joe


Feeling A Little Overwhelmed By The Whole Social Media Thing?

 

Well according to market statistics – you are not alone. A lot of agents find social media complex, time-consuming and very hard to track & measure.

But what if you were to focus on one aspect of Social Media – one that has buyers and sellers who are mainly business professionals with an average annual income of over $75,000?

What about farming LinkedIn – the #1 social networking site for business professionals? People who are buying and selling real estate right now!

You need these people to see you as a knowledgeable and insightful expert in your geographical area – and that starts with your winning LinkedIn profile. Here’s how to begin to create a great impression with your prospective clients –

1)    Post a good quality, up-to-date photo – your face is you, part of your brand
2)    Use a strong headline that describes you as the expert in your area
3)    Personalize your LinkedIn URL – use your name, build your brand
4)    Contact info – give people as many ways to connect with you as possible
5)    Summary – what distinct value can you offer your clients?
6)    Activity – the more interesting your posts, the more valuable you appear
7)    Recommendations – current, happy clients are golden
8)    Groups – join in & connect, its where the buyers and sellers are
9)    Skills and expertise – link up with clients via skills that resonate with them

A great LinkedIn presence will go a long way to helping you grow your business using Social Media. Get your share of buyers and sellers from LinkedIn – invest in the tools and training you need today.

Just a couple of thoughts – hope they help!

May your next deal be double-ended.

Happy selling,

Joe