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Archive for November, 2010

Constantly Chasing Customers SUCKS!
LET THEM CHASE YOU

 

   November 25, 2010

     It’s WINTER in Calgary as I write this, 31C BELOW and tons of snow to shovel. Brrrr…It’s also Thanksgiving week and unfortunately, today, unlike EVERY Thursday, we’re NOT going to have our Inner Circle coaching call this morning. Hey, it’s Thanksgiving and the last place YOU should be today is doing business on the phone. Today is a day for family and friends, a bit of time off to spend time with each other, and a weekend of fun that recharges the battery.  Craig and I and the entire Quantum Leap family hope each and every one of you will enjoy the day (and the turkey!) and the long weekend. We’ll reconvene on Thursday next week.

     But, despite today’s holiday mood, indulge me on a day off (or when you eventually read this) as we dig deeper into this science of predictable lead generation for Real Estate agents. We’ve all learned how it’s the critical foundation every real estate agents career needs to be built on.  

     One of he most important features of a GOOD marketers lead gen strategy is consistency. As you know, in the past we’ve discussed this but I think we need to revisit it as we continue to build the best foundation possible. Today’s e-mail is really all about the process of understanding why marketing works so well and then tweaking and enhancing the methods that continue to serve our successful members year after year. As an ardent student myself, I constantly try and improve on what I’ve been taught. Consistency is our ability to keep doing it over and over again, producing the same or similar results. 

     By the way, this is a LEARNED skill, one that comes from practice and market savvy. Some of you have told me you expect it to happen over night, hoping to immediately become a marketing magnate, with a fast track implementation right in to your current business model. Everyone learns at a different rate but know this, you’ll go through a period of education and find yourself on that perpetual learning curve. But believe me, once the learning begins I promise you’ll never go back. 

     Incidentally, before I met Craig, I knew NOTHING about using a marketing campaign to effectively draw in my future business. Traditionally, I was prepared to spend (and waste) my time learning closing techniques, sitting in open houses every weekend, handing out cards and brochures in shopping malls, and scheduling weekly call sessions in to my database.  Craig refers to those methods as “mind numbing” and I agree with his description. As many of you know, in the first part of my career, I completely failed. That happened, simply, as a result of putting my efforts into out-dated, completely INEFFECTIVE client hunting methods. However, Craig shifted my thinking or as he calls it, he “shifted my paradigm” to a much better way of working. In other words, he helped me retool my thought process allowing the right things to take root in my brain. He also helped me appreciate the danger of mixing the old with the new. He gave me a better method, a more predictable way, and an easier route to the cash, something I desperately needed when I met him. Hanging out with him proved to be a very beneficial and profitable friendship.

       To accomplish something similar, let yourself willingly understand and adapt our methods. Become a MARKETER first, Real Estate agent second. Good, accurate, and relevant marketing, used by successful Real Estate agents, elicits significant response from prospects who discover it. We call it DIRECT RESPONSE and 99% of those prospects reacting are complete strangers who’ve never met or talked to you (the marketer) before. In fact, the marketing is done so well that prospects can’t help themselves when they see it. The reaction is pre-programmed through a perfect and seamless, completely relevant implementation that deliberately influences them in their current project of buying or selling. It’s done emotionally and good Real Estate Marketers engineer this significant reaction over and over again simply due to their skill and marketing dexterity, enjoying a strategic upper hand in the entire process

     The BEST MARKETERS perceive market conditions BETTER than the very prospects that drive it. They see the value in pushing the hot buttons that cause a reaction from prospects, repeating that process, doing it over and over again, consistently. In fact, presenting the appropriate message over 4 or 5 different mediums solidifies a very lucrative lead generation strategy. 

    Essentially, good Real Estate marketers see opportunity brewing in virtually every sector of a market. Good marketers realize that READY-TO-BUY Buyers (the ONLY buyer prospects you should be calling out to) and MUST-SELL Sellers  (the ONLY sellers you should be calling out to) will react significantly when the solution to their situational issues and problems is put in front of them. Let’s look and see how it works and what’s involved in the process, the method behind the madness. To do this, step in to the prospects shoes to understand their queries that need IMMEDIATE answers.

     Let’s look at attracting more Buyer Prospects and let’s really dissect the method and format to see just why it generates such a significant response. 

      For this, understand today’s Buyers have ONE thing in mind these days – DEAL!! With so much press about the constant market correction, the downward pressure on selling prices, and the amount of inventory out there, buyers feel supremely confident that searching out the best deal is the way to carry on. To get the attention of the majority of DEAL hunters these days, looking to cash in on the lowest prices in 20 years, what compelling offer could YOU make to entice their significant reaction?  Before you answer, let’s go to the source: 

     Begin by staring at the data on your local MLS system as you develop a fruitful and strategic marketing plan. It tells the complete and true story no matter what they said last night on the news. The MLS reveals all the answers to your critical questions about potential marketing jackpots, most of which are probably very close to where you work or live.

1. What’s the most active price range in the local market? (You may be surprised)
2. What’s the most common home type/style that’s selling locally? (what’s REALLY happening)
3. Where does the most common property sell the fastest?
4. What homes AREN’T selling? (Another unfortunate surprise)

     Determining the answers BEGINS the construction of a lead gen direct response campaign into an active market sector. Now for the sake of this note and so everyone can relate, let’s produce some answers to the questions posed above and learn how to use the data to attract leads. (Notice I didn’t say to “sell houses”… GOOD, RELEVANT and ACCURATE marketing simply calls in the prospect, causing a response.) As I’ve said before it’s a SIGNIFICANT RESPONSE when they react to a point of leaving a message on your Hotline or clicking through to your landing page and leaving their contact info there.

So let’s say we answer questions 1 – 4 like this:

1. $184,000 – 210,000. It’s 41% of ALL current sales (last 60 days)
2. 4 bed, single family ranch/bungalow/rambler with garage
3. Top selling area is called “Riverview”
4. Anything listed OVER $300,000 (only 3% of current sales

      So what can you do with this information? Even if this price point ISN’T your favourite sector to work in, it’s obvious that generating leads here is much easier than trying to sell homes over the $300,000 mark. The MLS clearly paints the picture, and because Real Estate Boards go to great lengths to protect the accuracy of their data, it’s very credible. Hang out in the higher priced sector and your overall results will probably be  diminished. Good marketers use this type of data prior to embarking on any new campaign in EVERY market sector.

     Now use your marketing to CALL IN the Home Hunters who are buying houses every day in the ACTIVE MARKET SECTOR. For example, who would respond to this offer…

 

RIVERVIEW 4 Bed Homes –MUST BE SOLD
$175,000 – $211,000
FREE LIST of available Homes (garages)
with Pictures, Addresses, & Details
Just Log in to:
http://www.Riverview4BedHomes.com

 

….or this offer:

 

RIVERVIEW FIXER-UPPER HOMES
$158,000 – $197,500
FREE LIST of Fixer-Upper Homes (garages)
with Pictures, Addresses, & Details
Just Log in to:
http://www.RiverviewTroubledHouses.com

 

anyone who’s looking for their deal in the Riverview area. Simple!! These two direct response offers work with predictability because they call out to the active price point and bring the popular home choice right to the prospects fingertips, it offers the wanted “list” of available homes, it ups the offer by including all the info the prospects want (pictures, address, & details), and the CALL-TO-ACTION clearly explains how the prospect obtains a personal list (log in) by simply clicking through and visiting the landing page. 

     Incidentally, many agents, even if they get the ad right, send prospects to a “HOME” page (www.AgentName.com) and hope the prospect loves the movie star picture with the enticing pose, the agent’s dog, or all the other agent-centric information. Remember, prospects seldom if ever go looking for an agent; they go looking for houses, pictures, and prices.

     Now, the next logical question is where do we expose this marketing? Let’s think about that. First off, it SHOULD be on-line where prospects go to look for their answers. Low cost, on-line classifieds present lots of great lead gen opportunity. You can use Craigslist, Kijiji, eBay Classifieds, BackPage, WebCosmo, or any local site where homes are listed for sale on-line.

     You can run an ad like this in virtually every  newspaper that has “Houses for Sale” in the Classifieds. As an alternative to the HUGE daily papers, try a more regional publication, sub-division newsletter, or weekly ad paper. Publications like the Bargain Finder, the Penny Saver, or other local advertiser paper endear lots of readers. For print media, don’t forget to include access to your Hotline as an alternative to logging in to the internet.

     Over the years, many of our well trained marketing members have forged relationships with newspapers who have both print media exposure coupled up with a popular on-line presence.

     You can pepper an ad like this throughout a glossy magazine of houses for sale like Harmon Homes, Homes and Lands, Luxury Homes, etc. If you run a regular listings page in one of these types of magazines, you could forsake a couple of the listings spots on the page and run and ad or two like these in those spots

     This message could be fashioned into a direct mail campaign. For an idea of what to use and what to say (using the same format) log in to BXLPrinters.com and see Craig’s direct mail postcard campaign he used for years. 

     This ad style works really well as a PPC ad. You can register it with Google Ad Words, Bing, or Facebook and expect results almost immediately. The big difference between this style of marketing and the classified internet marketing is this: You PAY for click throughs at Google, Yahoo, Bing or Facebook. PPC ads have great merit because the search engines have all the technical mumbo jumbo figured which allows the marketing to run in an autopilot status and take advantage of all the search engine data and optimization thus attracting prospects based on their internet search criteria.

     You see, consistently running proven marketing campaigns enables you to recreate the same reaction (significant response), repeatedly. You gain predictability in your business model, something many Real Estate agents seem to lack. It works with virtually any medium where prospects go answer searching.

     Next week, let’s talk about using the same marketing style and focussing in on attracting prospective SELLERS…

     Have a great Thanksgiving, talk to you next week,

-Rick

With a very successful career in Real Estate behind him, Rick Brash decided to share what he had been taught. Now, as a Master Sales trainer with Craig Proctor Productions, he delivers one of the most timely and important messages to the industry today. His trademark enthusiasm wins over audiences of 100 or 10,000 and he has an adept, effective way of helping Real Estate practitioners thrive in an unforgiving industry. Invite Rick to your next asscociation event or rally. He can be reached at Rick@HouseCallsGroup.com.

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By Rick Brash: So here’s Part 2 of a real interesting article on what’s happening south of the border. I really enjoyed this when I found it and I got permission from the author Patrick Killelea  to reprint it.

I get asked all the time for the “laymans” explanation about the collaps4e and fall of the Real Estate and Mortgage markets S of the border. The other common discussion in my world as a working CANADIAN Real Estate Professionla is how will it affect us up here. Or more interestingly WILL it affect us up here. My response is pretty much always the same, “It definately will.”

As you read through part 2 of this, you’ll see a;ll the tell tale factors of a diminishing, man ,ade resource that has a life of it’s own, a market. With SO MANY variables, so many hands and beaurocrats trying to restructure and steer the ship, it’s no wonder things go array. Enoy

__________________________________

6. Because the housing bubble was not driven by supply and demand. There is huge supply because of overbuilding, and there is less demand now that the baby boomers are retiring and selling. Prices in the bubble, even now, are entirely a function of how much the banks are willing and able to lend. Most people will borrow as much as they possibly can, amounts that are completely disconnected from their salaries or from the rental value of the property. Banks have been willing to accomodate crazy borrowers because banker control of the US government means that banks do not yet have to acknowledge their losses, or can push losses onto taxpayers through government housing agencies like the FHA.

7. Because there is a massive and growing backlog of latent foreclosures. Millions of owners have simply stopped paying their mortgages, and the banks are doing nothing about it, letting the owner live in the house for free. If a bank forecloses and takes possession of a house, that means the bank is responsible for property taxes and maintenance. Banks don’t like those costs. If a bank then sells the foreclosure at current prices, the bank has to admit a loss on the loan. Banks like that cost even less. So there is a tsunami of foreclosures on the way that the banks are ignoring, for now. To prevent a justified foreclosure is also to prevent a deserving family from buying that house at a low price. Right now, those foreclosures will wash over the landscape, decimating prices, and benefitting millions of families which will be able to buy a house without a suicidal level of debt, and maybe without any debt at all!

8. Because first-time buyers have all been ruthlessly exploited and the supply of new victims is very low. From The Herald: “We were all corrupted by the housing boom, to some extent. People talked endlessly about how their houses were earning more than they did, never asking where all this free money was coming from. Well the truth is that it was being stolen from the next generation. Houses price increases don’t produce wealth, they merely transfer it from the young to the old – from the coming generation of families who have to burden themselves with colossal debts if they want to own, to the baby boomers who are about to retire and live on the cash they make when they downsize.”
House price inflation has been very unfair to new families, especially those with children. It is foolish for them to buy at current high prices, yet government leaders never talk about how lower house prices are good for American families, instead preferring to sacrifice the young and poor to benefit the old and rich, and to make sure bankers have plenty of debt to earn interest on. Your debt is their wealth. Every “affordability” program drives prices higher by pushing buyers deeper into debt. Increased debt is not affordability, it’s just pushing the reckoning into the future. To really help Americans, Fannie Mae and Freddie Mac and the FHA should be completely eliminated. Even more important is eliminating the mortgage-interest deduction, which costs the government $400 billion per year in tax revenue. The mortgage interest deduction directly harms all buyers by keeping prices higher than they would otherwise be, costing buyers more in extra purchase cost than they save on taxes. The $8,000 buyer tax credit cost each buyer in Massachusetts an extra $39,000 in purchase price. Buyers should be rioting in the streets, demanding an end to all mortgage subsidies. Canada and Australia have no mortgage-interest deduction for owner-occupied housing. It can be done.

The government pretends to be interested in affordable housing, but now that housing is becoming truly affordable via falling prices, they want to stop it? Their actions speak louder than their words.

9. Because boomers are retiring. There are 70 million Americans born between 1945-1960. One-third have zero retirement savings. The oldest are 64. The only money they have is equity in a house, so they must sell. This will add yet another flood of houses to the market, driving prices down even more.

10. Because there is a huge glut of empty new houses. Builders are being forced to drop prices even faster than owners, because builders must sell to keep their business going. They need the money now. Builders have huge excess inventory that they cannot sell at current prices, and more houses are completed each day, making the housing slump worse.

Awesome Stuff…RB

(With thanks to Patrick Killelea for his permission to post. Follow Patrick’s adventures at http://Patrick.net/housing/crash.html. )

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by Rick Brash:   Canadians, concerned with the future of particular, local Real Estate markets (or NOT so local) , and quickly  percieving an unusual approaching momentum,  should pay CLOSE attention to a very discernable tsunami coming north. While there is certainly a cautious, quiet confidence that it’s only dangerous at the edges, a quick perusal of most Canadian metroplitan markets reveals a  growing  FORECLOSURE  inventory – and this despite our fabled banking world status. Equity is eroding, despite the warm and fuzzy “don’t worry” messages we’re hearing from Ottawa.

Certainly some markets are not as visibly shaken – Winnipeg, Ottawa – but beware the thief who comes in the night. Next thing you know, the changes are upon us.

My advice – protect the equity you’ve earned and built for the past 15 years. Do what you must to protect it for it may fade before you know and not return in time!!  

Below is an awesome article by Patrick Killelae who tells it like it is about why the American Real Estate market fumbled. As the proverbial MOUSE that sleeps with the ELEPHANT, Canada needs to keep a watchful eye on things – even if our inherint methods seem different on the surface….

(With thanks to Patrick Killelea for his permission to post. Follow Patrick’s adventures at http://Patrick.net/housing/crash.html. )

Here’s what he tells us…

1. House Prices will keep falling in the areas where prices are still dangerously high compared to incomes and rents. Banks say a safe mortgage is a maximum of 3 times the buyer’s annual income with 20% downpayment. Landlords say a safe price is a maximum of 15 times the house’s annual rent. Yet in affluent areas on the coasts, both those safety rules are still being violated. Buyers are still borrowing 6 times their income and putting only 3% down, and sellers are still asking 30 times annual rent, even after recent price declines. Renting is a cash business that proves what people can really pay based on their salary, not how much they can borrow. Salaries and rents prove that those high prices will keep falling for a long time. Anyone who bought a “bargain” in those areas last year is already sitting on a very painful loss.

On the other hand, house prices in cheaper areas have now fallen well below the cost of renting. In some places, gross rents exceed 10% of the price of a house. It does makes sense to buy there now. Prices could still fall more if unemployment rises or interest rates go up, but on a month-to-month basis, the buyer of a very cheap house wins. So the housing market is split.

2. Because it’s often still much cheaper to rent than to own the same size and quality house, in the same school district. On affluent areas, annual rents are 2.5% of purchase price while mortgage rates are 5%, so it costs twice as much to borrow the money as it does to borrow the house. Renters win and owners lose! Worse, total owner costs including taxes, maintenance, and insurance come to about 9% of purchase price, which is more than three times the cost of renting and wipes out any income tax benefit. Buying a house is still a very bad deal in those neighborhoods, but it does now make sense to buy in some neighborhoods where prices have already fallen into line with salaries and rents, or even below. Check whether you should rent or buy in your own area with “What’s It Really Worth?”

The only true sign of a bottom is a price low enough so that you could rent out the house and make a profit. Then you’ll know it’s safe to buy for yourself because then rent could cover the mortgage and all expenses if necessary, eliminating most of your risk. The basic buying safety rule is to divide annual rent by the purchase price for the house:

annual rent / purchase price = 3% means do not buy
annual rent / purchase price = 6% means borderline
annual rent / purchase price = 9% means ok to buy

So for example, it’s borderline to pay $200,000 for a house that would cost you $1,000 per month to rent. That’s $12,000 per year in rent. If you buy it with a 6% mortgage, that’s $12,000 per year in interest instead, so it works out about the same. Owners can pay interest with pre-tax money, but that benefit gets wiped out by the eternal debts of repairs and property tax, equalizing things. It is foolish to pay $400,000 for that same house, because renting it would cost only half as much per year, and renters are completely safe from falling house prices.

3. Because it’s a terrible time to buy when interest rates are low, like now. Realtors just lie without shame about this fundamental fact. House prices rose as interest rates fell, and house prices will fall if interest rates rise without a strong increase in jobs, because a fixed monthly payment covers a smaller mortgage at a higher interest rate. Since interest rates have nowhere to go but up, prices have nowhere to go but down. The way to win the game is to have cash on hand to buy outright at a low price when others cannot borrow very much because of high interest rates. Then you get a low price, and you get capital appreciation caused by future interest rate declines. To buy an expensive house at a time of low interest rates and high prices like now is a mistake.
It is far better to pay a low price with a high interest rate than a high price with a low interest rate, even if the mortgage payment is the same either way.

◦A low price lets you pay it all off instead of being a debt-slave for the rest of your life.
◦As interest rates fall, house prices generally rise.
◦Your property taxes will be lower with a low purchase price.
◦Paying a high price now may trap you “under water”, meaning you’ll have a mortgage debt larger than the value of the house. Then you will not be able to refinance because then you’ll have no equity, and will not be able to sell without a loss. Even if you get a long-term fixed rate mortgage, when rates inevitably go up the value of your property will go down. Paying a low price minimizes your damage.

4. Because buyers already borrowed too much money and cannot pay it back. They spent it on houses that are now worth less than the loan. This means most banks are actually bankrupt. But since the banks have friends in Washington, they get special treatment that you do not. The Federal Reserve prints up bales of new money to buy worthless mortgages from the most irresponsible banks, slowing down the buyer-friendly deflation in prices and socializing bank losses.
Big bank cash flow will never run out as long as the Federal Reserve exists. The Fed exists to protect big banks from the free market, at your expense. Banks get to keep any profits they make, but bank losses just get passed on to you as extra cost added on to the price of a house, when the Fed prints up money and buys their bad mortgages. If the Fed did not prevent the free market from working, you would be able to buy a house much more cheaply.

As if that were not enough corruption, Congress authorized vast amounts of TARP bailout cash taken from taxpayers, to be loaned directly to the worst-run banks, those that already gambled on mortgages and lost. The Fed and Congress are letting the banks “extend and pretend” that their mortgage loans will get paid back.

It is necessary that YOU be forced deeply into debt, and therefore forced into slavery, for the banks to make a profit. If you pay a low price for a house and manage to avoid debt, the banks lose control over you. Unacceptable to them. It’s all a filthy battle for control over your labor. This is why you will never hear the president or anyone else in power say that we need lower house prices. They always talk about “affordability” but what they always mean is debt-slavery.

5. Because buyers used too much leverage. Leverage means using debt to amplify gain. Most people forget that debt amplifies losses as well. If a buyer puts 10% down and the house goes down 10%, he has lost 100% of his money on paper. If he has to sell due to job loss or a mortgage rate adjustment, he lost 100% in the real world.
The simple fact is that the renter – if willing and able to save his money – can buy a house outright in half the time that a conventional buyer can pay off a mortgage. Interest generally accounts for more than half of the cost of a house. The saver/renter not only pays no interest, he also gets interest on his savings, even if just a little. Leveraged housing appreciation, usually presented as the “secret” to wealth, cannot be counted on, and can just as easily work against the buyer. In fact, that leverage is the danger that got current buyers into trouble.

Higher-end houses especially are now set up for a huge fall in prices, since there is no more fake paper equity from the sale of a previously overvalued property and because the market for securitized jumbo loans is dead. Without that fake equity, most people don’t have the money needed for a down payment on an expensive house. It takes a very long time indeed to save up for a 20% downpayment when you’re still making mortgage payments on an underwater house.

It’s worse than that. House prices do not even have to fall to cause big losses. The cost of selling a house is 6% because of the realtor lobby’s corruption of US legislators. On a $300,000 house, that’s $18,000 lost even if prices just stay flat. So a 4% decline in housing prices bankrupts all those with 10% equity or less.

Watch for part 2 coming soon…

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Join Craig Proctors INNER CIRCLE program for LESS than $1.00 / day.

Log in to: www.TheProctorProgram.com

 

November 11, 2010

     Good morning Inner Circle members. Once again, I’m excited to spend my Thursday focused on helping you adapt your current business model so it can strategically accept a lead generation, new business strategy.

     Our call, later today at 2:00 PM EST will deal with taking the management of your marketing and moving it effectively out through numerous layers where prospects, in your market place are right now, are all ready engaged in an information gathering process so they can either buy a home or sell one successfully. On your MLS this week, there will be lots of sales reported despiute the doom and gloom we keep hearing about.

     Let me start this note todsay with a BOLD statement (which I’ll expand on later today during our coaching call):

Regardless of the market you’re in, building and becoming reliant on your predictable, sustainable and consistent stream of people finding you and your marketing and then in turn reacting significantly to it’s message by saying “YES” to your offer (list of homes, feature sheet, report, evaluation), puts your business in the top percentile of agents in North America.

     I confidentally say that because after spending many years meeting, coaching, and training agents I know the typical agent is NOT building a business that has a foundation which includes a continuous and constant LEAD GENERATION strategy.

     Now, as I always try to do, let me qualify that by reiterating our position that the OLD SCHOOL METHODS of boring, low success rate prospecting including pecking and begging through the phone book or some other supposed “hot” list of prospects hoping for an appointment, combing through the database praying someone remembers you, walking miles knocking on doors and trying to remember the right script to use when a mother with a baby in her arms opens the front door, or the housekeeper answers, or spending countless hours in completely INEFFECTIVE open houses constitute effective and essential lead generation. As Craig reminded us a few weeks ago if you choose to continue practicing THOSE methods, the minute you STOP doing them (vacation, sickness, day-off, time at the cabin, etc) leads ALSO STOP COMING IN.

     Simply understood, the old school designed, prospecting machineisolely dependent on you for its survival and that’s NOT a sound business decision.

     Rather, relying on marketing to introduce you to prospects on numerous levels all day, EVERY day allows the prospect to make a decision based on THEIR PERSONAL MOTIVATION then step forward, asking YOU for assistance, will serve you much more profitably (as it does countless successful small businesses) and present you with new selling opportunities every single day.

     Let me build on that just a little…

     Let’s look at BOTH sides of the transaction. In a normal situation, there’s a buyer and a seller that make it happen.

     Sellers move forward with a Realtor because they have one special need. THEY NEED TO SELL A HOME. Essentially, BUYERS are the same, they just want to FIND WHAT THEY WANT AND BUY IT for the best price they can.

     In the old school Realtor training manual/text book, we’re taught that it’s incumbent upon us to put out there how great we are, how established we are, how many houses we’ve sold, how smart we are, etc, etc. in the attempt to get these elusive buyers and sellers. We’ve been led to believe that highlighting our greatness will endear new clients to us so we can in turn be successful. In fact, along these lines, we’ve been taught that when we sit down to talk to buyers and sellers, a good portion of our presentation should be about us and our greatness, our accomplishments, and our awards. (YAWN!!!)

     First off, let’s establish the REAL need in this MARKETING process and it certainly isn’t telling people how great we are (unless our ego is really that big). Rather, it’s getting enough people to come to us and ask us for our help so we can talk to them.

    In my mind that’s easier than ever. Once you understand the magic of marketing, finding buyers these days is easy. It’s a “BUYERS” market in most areas.

     What do buyers want? For them to make that significant reaction to an offer, they need to see the solution to their PERSONAL home hunting conundrum….

 

***  RIVERVIEW ESTATES  ***

FIXER-UPPERS, ABANDONED & DISTRESSED HOMES 

 FREE List – RIVERVIEW MUST SELL Homes $235K – $310K.

List includes Pictures, Addresses, & Details

   http://www.RiverviewMustSell.com

 

      So what’s the reaction to this ad from Home Hunters who really want to be in Riverview estates? It’s one of two reactions. They either have no desire to move into Riverview and move on OR the SIGNIFICANT REACTION is they follow the trail to get to their list. That means they click the hotlink (RiverviewMustSell.com) and end up on the landing page that coincides with the Riverview campaign. That page then asks them a few questions (sifting and sorting) like: who are you, where do you live, where do I send the list, what do you want on your list, and tells them to make a few house style choices BEFORE ordering the list. Then it says press SUBMIT. BOOM!!!! the lead is created because the prospect willing gave a  SIGNIFICANT REACTION when they saw the obvious solution to their conundrum.

    Are sellers any different? What do you think?

 

*** RIVERVIEW ESTATES ***

WHAT DID YOUR NEIGHBOUR’S HOME SELL FOR?

FREE List of all RIVERVIEW current listings & ALL Sold Homes this year.        

 List includes Pictures, Addresses, & Details

 http://www.RiverviewHomePrices.com

 

     How would a seller significantly react to this once they found it? Would a prospective seller be interested to know what’s happening with sales in his area so they can make a somewhat educated decision to proceed with selling their home? Of course they would – over and over and over again! Then, understanding the process and understanding the local MARKET nuances, allows you to talk to the right person saying the right thing, and then being able to predict what the reaction to the marketing will be.

     This is called sustainable lead generation and it is continually used by the most successful small businesses where you live. It’s NOT a real estate thing, it’s not a trick or a subtle manipulation technique. Its just a good business practice that successful small business owners use day in and day out to grow and establish their trade.

     Later today, at 2:00 EST time, let’s build on this and discuss a continual supply of need-to-sell sellers and ready-to-buy buyers who are just sitting there right now, within a ferw miles of your office who just need a good reason to ask yuou to help them…

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