Want To Sell More Homes? Walk A Mile In Your Seller's Shoes
Postcard Marketing, Real Estate Marketing 101

Want To Sell More Homes? Walk A Mile In Your Seller’s Shoes

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When agents aren’t making headway in their marketplace, did they pick a bad area to focus their marketing efforts? No. They are just not touching homeowners with information that is relevant to them, and consistent with their current life circumstances.

Want More Juice In Your Farm Area? WORK IT!
Leading Agent Smart Marketing, Postcard Marketing, Real Estate Marketing 101, Real Estate Postcard Marketing

Want More Juice In Your Farm Area? WORK IT!

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Too many times we come across Realtors® that are 90% of the way to dominating their farm area, BUT they blow it on the last stretch. Here are the problems we find and how to fix them.

Your Farm Area Doesn't Suck. Your Marketing Material Does.
Real Estate Marketing 101

Your Farm Area Doesn’t Suck. Your Marketing Material Does.

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It’s not always the farm area that is to blame. Sometimes it’s your Real Estate Marketing materials. Today we discuss three ways you can put this to the test, before you act.

(VIDEO) Your Real Estate Farming Practices Are Outdated
Real Estate Marketing 101, Real Estate Postcard Marketing

(VIDEO) Your Real Estate Farming Practices Are Outdated

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If your postcard marketing results are declining, it’s likely not the marketing vehicle, but how you are going about your campaigns. Here are 3 tips to make sure your real estate farming practices aren’t outdated.

So you've set up your Real Estate Farm Area and been sending out farming postcards on a very consistent basis. You've set up your Facebook Campaigns and your Ad retargeting campaigns, targeting homeowners in your farm area, and those that have visited your ads and pages. You've also been working your past client and sphere database, working to get more referral business. Congratulations! You are on your way. With all those pieces in place, you're accumulating lots of leads that need follow up. How you follow up though is critical. You need to be very careful. Cultivating leads is kind of like online dating. You have to make sure you are speaking to your leads needs. If you do not do this and you end up sending them tons of unrelated content they deem unnecessary, they are going to get angry and they are simply going to "swipe left" and move onto the next agent. What You Send Matters What you send your Real Estate leads matters. In all your marketing efforts, you are going to get many different types of homeowners, in different points in their lives, with different and specific needs. Can you tailor your follow up to 100% of each leads needs? Of course not. There are some ways though that you can set up your lead nurturing campaigns such that will span across the largest cross section of needs, ensuring you don't turn your leads off. With that in mind, today I want to share with you three ways you can make sure you are nurturing your leads in a meaningful way (and NOT pissing them off), ensuring that you win the opportunity to meet with them in a listing presentation and then list their home. Define Your Audiences One of the very first things we do with a Realtors®, when they come to us to help them with their marketing efforts is work on defining who their ideal clients are. We do this by developing client personas. Those personas dictate the types of messages that are deployed to homeowners in their marketplace, and those same personas can help you with defining how many audiences and how many lead nurturing campaigns you are going to need to set up to successfully convert these leads. Looking at the types of personas you are marketing to, you can craft your messages. For instance, maybe one of your personas is empty nesters that are looking to downsize. The messages you would send them are drastically different than people that would fall in the persona of perhaps being a young couple with a growing family that need to sell and find a larger home with a large yard. Obviously you can see how sending messages meant for one group, to the opposite group could be disastrous. The messages would make you seem out of touch, turn off the lead and cause them to simply move on to the next Realtor®. Once you've completed this exercise, you will likely find that you have quite a few campaigns. The average Realtor® we manage marketing campaigns for has anywhere from 2-6 different personas they are targeting. I know it seems like extra work to make so many different follow up campaigns, but if you find yourself with many personas, take the time to establish this up front. It will pay you back infinitely in the long run. Define Your Differentiating Factors One of the most common questions a potential seller or buyer will surely want an answer to is, "Why you?". What is it about you that is so special? How are you different than the other 50-100 Realtors® in your marketplace that would also love the opportunity to sell this prospects listing, or help this prospect buy a new home? You need to be able to give specific examples of what makes you different and valuable. The catch to detailing these differentiating factors, as you cultivate your leads, is not making it sound too sales-ey. If it sounds like a pitch, you are going to turn off your prospects, and they will look for another Realtor® to represent them. If you approach this task though with the idea of educating your prospect, rather than preaching or selling to them, you will win. It's all in the delivery. If you have a marketing agency you work with, they can certainly help you craft your story. If you do not, I might suggest coming up with alternate versions of your messages and doing A/B split testing to see which versions of your messages are best received. Make Them See What's In It For Them The last, and perhaps most important piece of the puzzle of course is catering to your prospects. By nature, as human beings, we are all a bit selfish. If your marketing pieces spend all of the message describing all your differentiating factors, without circling that back around to the homeowner, your message will fall short and simply seem like you are bragging. Instead of falling into this trap, your message needs to not only point out your differentiating factors, establishing you as the thought leader in your marketplace, BUT also draw a direct line for the homeowner that explains how those differentiating factors are going to benefit the homeowner. [hs_action id="1898"]
Real Estate Marketing 101

Have Lots Of Real Estate Leads? Don’t Piss Them Off

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As important as it is to generate leads for your Real Estate Practice, how you follow up with those leads is also critically important. Today we examine a few ways to ensure you are building relationships and not burning bridges.

What's Better With Postcard Farming? Quantity, Or Quality?
Postcard Marketing, Real Estate Marketing 101, Real Estate Postcard Marketing

What’s Better With Postcard Farming? Quantity, Or Quality?

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When it comes to Real Estate Postcard Farming, what is better? Quality or Quantity? The answer is actually BOTH.

3 Ways Your Real Estate Postcard Farming Content Can Live Beyond The Postcard Itself
Leading Agent Smart Marketing, Postcard Marketing, Real Estate Marketing 101, Real Estate Postcard Marketing

3 Ways Your Real Estate Postcard Farming Content Can Live Beyond The Postcard Itself

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The key to Real Estate Postcard farming isn’t to get a homeowner to look at your postcard once and toss it. It’s to make your content OUTLAST the card itself. Here are 3 ways to do this.

How To Become The Thought Leader In Your Real Estate Farm Area
Leading Agent Smart Marketing, Postcard Marketing, Real Estate Marketing 101, Real Estate Postcard Marketing

How To Become The Thought Leader In Your Real Estate Farm Area

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The best way to pick up listings in your Real Estate Farm area is to become the thought leader, in the minds of the homeowners that live there. Here are three easy ways to do that.

3 Ways To Give your Traditional Real Estate Postcard Farming A High Tech Reboot
Leading Agent Smart Marketing, Postcard Marketing, Real Estate Marketing 101, Real Estate Postcard Marketing

3 Ways To Give your Traditional Real Estate Postcard Farming A High Tech Reboot

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The Real Estate Postcard Marketing of yesterday no longer applies, if you want to be a successful Realtor® in this day in age. Here are three wasy ways to update your plans.

Use Real Estate Postcards To Help Your Facebook Ad Campaigns In 3 Easy Steps
Postcard Marketing, Real Estate Marketing 101, Real Estate Postcard Marketing

Use Real Estate Postcards To Help Your Facebook Ad Campaigns In 3 Easy Steps

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Today we discuss how you can use Real Estate Farming postcards to leverage and grow your Facebook Advertising Campaigns.

3 Ways To Guarantee Your Are ALWAYS Consistent With Your Geographic Farms
Postcard Marketing, Real Estate Marketing 101, Real Estate Postcard Marketing

3 Ways To Guarantee Your Are ALWAYS Consistent With Your Geographic Farms

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Consistency is the enemy of Real Estate Agents, when it comes to their postcard farming. It doesn’t have to be though. Here are some tips to make sure you are always consistent.

How Distraction Real Estate Marketing Pieces Help Your Farming Efforts
Postcard Marketing, Real Estate Marketing 101, Real Estate Postcard Marketing

How Distraction Real Estate Marketing Pieces Help Your Farming Efforts

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Choosing the right Real Estate Farming pieces for your farm area can be tricky. What if homeowners start to get bored by your messages and you fall in the static? Here’s how to fix it.

Realtors: There is a difference between building brand awareness and building brand engagement
Postcard Marketing, Real Estate Marketing 101, Real Estate Postcard Marketing

Realtors: There is a difference between building brand awareness and building brand engagement

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There is a misconception in the Real Estate Community that I hear brought up very frequently when it comes to …

How To Build A Kick Ass Geographic Framing Campaign
Postcard Marketing, Real Estate Marketing 101, Real Estate Postcard Marketing

How To Build A Kick-Ass Geographic Farming Campaign

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Geographic farming for Real Estate is hard, but it doesn’t have to be impossible. Today we address 3 critical first steps to take when starting a successful campaign.

3 Mistakes Realtors® Make When Planning A Successful Real Estate Farming Campaign
Postcard Marketing, Real Estate Marketing 101, Real Estate Postcard Marketing

3 Mistakes Realtors® Make When Planning A Successful Real Estate Farming Campaign

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No matter how many articles we write about successful real estate marketing, it seems that many Realtors® are still making some pretty serious mistakes. Today we share with you the 3 most critical ones to watch out for.

3 Things Realtors® Misunderstand About Postcard Farming
Postcard Marketing, Real Estate Marketing 101, Real Estate Postcard Marketing

3 Things Realtors® Misunderstand About Postcard Farming

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Postcard farming is important for Realtors®, but it is something that very few of them truly understand. Today we share 3 common mistakes Realtors® make and how to avoid them.

3 Reasons Why Your Real Estate Postcards Are Irrelevant
Real Estate Marketing 101

2 Reasons Why Your Real Estate Postcards Are Irrelevant

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Many agents miss the mark when preparing their postcards for their Real Estate farms and fail. Here are two tips to make sure you don’t fall in this category.