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A Simple, Inexpensive Strategy To Sell More Of Your Listings Yourself,
And Sell Them Faster, For More Money
A Strategy For Lenders That Will Bring You Far More Business Than A Donuts
Or Rate Sheets.
Look:
Listen: 
Marketing Call, May 7, 2001. (39.2 min)
Learn:
While the vast majority of the real estate industry still uses the “3-P” method of listing marketing (Put up a sign, Put it in the MLS, Pray), there is a lot more you can do to proactively market your listings.
On this click training we discuss a powerful stealth marketing strategy that distributes information about your listing into market segments you could never could penetrate yourself.
This strategy creates a “buzz” about your listing, and with that buzz, a ripple effect of ever expanding rings of exposure to your listing. It gets people to STOP and take notice of your listing, and compels many of them to call and listen to a recorded message, then refer the message on to others in their sphere of influence who may be interested.
On the click training, you’ll learn the most powerful way to get these business cards distributed. You’ll learn how to “wow” your seller, attract buyers to your listing and fill your funnel with 5-star buyers – all for the cost of an open house ad.
Consumers are accustomed to seeing hundreds of business cards. Most business cards contain the same information, what Terry calls “name, rank and serial number.” Few cards contain a benefit to the consumer or a specific call to action.
Dollar for dollar, this simple business card strategy will generate 5-10 times the activity on one of your listings that a traditional open house or picture ad in a daily newspaper will, with less than one-quarter of your time involvement. As you systematize this strategy into the normal course of what you do when you take a listing, you’ll find that the number of listings you sell yourself increases, often doubles.
The real reason to use this listing marketing strategy, however, is not because it cuts your costs, lessens your time involvement, or increases your income. The real reason is that it sells the listing faster, for more money. You fiduciary promise to your seller was that you will do everything in your power to proactively market his home. This strategy fulfills on that promise.
Lenders: Listen to the click training to learn a great strategy to “wow” realtors and generate immediate loan business almost overnight!
How it Works:
1. Listen to the click training.
2. Take a digital photo of your listing, or have a print photo digitized at Kinko’s for $5. (If you prefer to outsource the entire project, just give Kinko’s the Publisher file and these instructions, and they will be happy to do the entire job for you.)
3. Talk with your By Referral Only lender and develop an understanding of several loan programs that enable a buyer to purchase this home with zero down payment. (If your lender does not know, print out MORE document 9082. Both of you need to read it.)
4. Download the Publisher file of the business card.
5. On the front of the card, insert the photo, the area, the price of your listing and your recorded message phone number and extension. Give this message a unique extension. CHANGE NOTHING ELSE!
6. On the back of the card, insert the price range of the target market you wish to attract in the headline. In the body, identify a specific locality (“Kentwood” instead of “Grand Rapids”). Give this message a unique extension. CHANGE NOTHING ELSE!
7. Go to Office Max or Staples and ask the clerk to show you the blank, do it yourself, business cards. Avery #8160 or Office Max #81601. Buy a pack.
8. Follow the instructions you’ll receive with the package of business cards. Print 200.
9. Print the six recommended scripts. Review them all. Which two sound the most like you?
10. Record two scripts WORD FOR WORD, changing only specific down payment, location information, etc.
11. Meet with your seller. Explain the program to him as you’ll learn on the click training and watch how excited he gets. (Be prepared for the seller to ask you for more cards in a week or two.)
12. Track the number of calls to each extension. Which voice mailbox gets the most hits?
13. Use the Campaign Tracking Form on page 22 or 24 (depending on the version) of your Automatic Prospecting System handbook. What is your hit cost? What is your lead cost?
14. Report the results of your program in the Q&A portion of the
Marketing Calls.
Download This Templates:
- Publisher Document — Listing Business
Card
Samples/Templates:
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Test with scripts in MORE Documents: |
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Test with scripts in MORE Documents:
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Copyright © 2001 By Referral Only, Inc.
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