Home buyers and home sellers are often making it tougher to be found in today's market.
They hide behind computer screens, voice mail, answering machines at home, only answering you if they know you or know what you want.
They only pop their heads up out of their holes when they want something.
They're constantly being bombarded with marketing and advertising all day every day and the only way you're going penetrate their wall of trust is to bereferred to them by a family member or friend or provide them with valuable information that they can't easily get somewhere else.
So, how do you find them?
One way is to hold an open house on a great property that will generate traffic. Provide people with information that they can take home with them. Then follow-up with them.
Another way is to focus on a neighborhood. There are web site templates available in the market, where you can be the area's agent of choice and sponsor a web site, which can provide valuable information to the homeowners in that area. This neighborhood farming will take some time to nurture, but if it's an area with good turnover, it can be worth the time and effort.
Another way is the 3-foot rule. When you're in line at a store to check out, ask someone around you "Who do you know that's planning to make a move and needs a great Realtor to protect their interests?" or "Have you ever thought of making a move? It's a great time to buy." You'll be surprised at the responses you get. You can give them your business card, but make sure you get their contact information.
Offer them a carrot...free report, free CMA or something of value to them.
Another way is to make your 'Just Listed' and 'Just Sold' postcards do double-duty. They need to be direct-response pieces, where you let the people know about the new listing, but also offer a free report or free list of homes for sale in the area by going to your web site. People are always curious and love free stuff. This is a great way to build your prospect database. Then you can start a drip campaign on them by providing periodic mailings, etc to them and have them consider you to be their real estate resource.
Once you have someone in your database, don't neglect them...continue to build an online and offline relationship with them, so that when the time comes for them to move or have a referral, they think of you.
To your success,
Dan
They hide behind computer screens, voice mail, answering machines at home, only answering you if they know you or know what you want.
They only pop their heads up out of their holes when they want something.
They're constantly being bombarded with marketing and advertising all day every day and the only way you're going penetrate their wall of trust is to bereferred to them by a family member or friend or provide them with valuable information that they can't easily get somewhere else.
So, how do you find them?
One way is to hold an open house on a great property that will generate traffic. Provide people with information that they can take home with them. Then follow-up with them.
Another way is to focus on a neighborhood. There are web site templates available in the market, where you can be the area's agent of choice and sponsor a web site, which can provide valuable information to the homeowners in that area. This neighborhood farming will take some time to nurture, but if it's an area with good turnover, it can be worth the time and effort.
Another way is the 3-foot rule. When you're in line at a store to check out, ask someone around you "Who do you know that's planning to make a move and needs a great Realtor to protect their interests?" or "Have you ever thought of making a move? It's a great time to buy." You'll be surprised at the responses you get. You can give them your business card, but make sure you get their contact information.
Offer them a carrot...free report, free CMA or something of value to them.
Another way is to make your 'Just Listed' and 'Just Sold' postcards do double-duty. They need to be direct-response pieces, where you let the people know about the new listing, but also offer a free report or free list of homes for sale in the area by going to your web site. People are always curious and love free stuff. This is a great way to build your prospect database. Then you can start a drip campaign on them by providing periodic mailings, etc to them and have them consider you to be their real estate resource.
Once you have someone in your database, don't neglect them...continue to build an online and offline relationship with them, so that when the time comes for them to move or have a referral, they think of you.
To your success,
Dan
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