How To Sell More Homes
Free Marketing Tips And Advice
Newsletter April 2005 | Issue 1

Published by: Kevin Toney -The Marketing Coach
Phone: 204-783-6342
E-mail: TheMarketingCoach@PrimetimePromotions.ca
Website: PrimetimePromotions.ca

How To Pump Up Your Real Estate Marketing Muscles

Unfortunately too many Real Estate Agents are not achieving their full potential because they don’t really understand marketing. I heard recently that 20% of the agents in the city are selling 80% of the homes. If this statement is accurate the reason is probably a lack of marketing knowledge among those not in the top 20%.o:p>

Marketing in the broadest sense is anything you do that makes it easy for people to become your clients or attract new listings. Advertising, prospecting and farming are all elements of marketing, however these activities are usually poorly executed.

Marketing includes specific referral programs. I’m always amazed when agents tell me they get most of their business from referrals, but when I ask them what referral systems they have, they seldom have an answer. Another powerful marketing element is a system to retain past clients so you can get repeat business and encourage referrals.

To reach your full sales potential you will need to implement many different kinds of marketing activities. But make sure they are all integrated and working together to achieve your goals.

Advertising can be a powerful tool if done correctly, unfortunately most advertising I see in the papers are poorly executed and a waste of money and effort. Why? Because most agents are advertising to strangers and most people buy or sell their homes through referrals. And the ads rarely ever give a reason for strangers to contact them.

Prospecting is looking for future clients. Put your emphasis on people who are most likely to buy or sell. You will encounter people who could become clients down the road. Get their contact information and keep in touch with them. “Prospecting is implementing marketing activities that put you into situations where you will meet people face to face or be referred by people to other people who may need your services.”

Farming is the deliberate, targeted cultivation of an area or group. In marketing terms this is also known as finding your niche. Your niche can be a specific neighbourhood, a specific group or organization like your church members.

To be most effective, your farming must be consistent and you have to follow-up to keep your name “top of mind”. Farming tools can include newsletters, free reports, postcards, e-cards and more. The more tools you can employ the more successful you will be.

You’re probably thinking you can’t afford to use a lot of marketing tools. Well, I’m here to tell you that you can’t afford not to If you want to achieve your full potential. There are many low-cost, effective ways to market your services. And new technology is making it easier and more affordable. The absolute key is to have a written marketing plan. Yes a plan! It doesn’t have to be 10 pages, a few pages will do. If you need help developing your plan give me a call 204-783-6342.

Very Important Tip

If you haven’t started yet, start building a client and prospect e-mail database. Contact me, I can coach you on how to do this effectively.

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How To Get More Referrals

The most effective way to increase your referrals is to have an up-to-date client list that you touch base with monthly. For help on building your client database, contact Kevin Toney - The Marketing Coach

Call today! 204-783-6342

Important Tip!

The National Association of Realtors profiled buyers and sellers and discovered that 74% of ALL real estate clients come directly from having a relationship with the agent or a referral. It's all about RELATIONSHIPS! Yet only 4% of agents have a marketing system that includes a relationship building or contact system.

WIN a four CD Marketing training system: “Referral Flood” . Ideas and Strategies on how to increase your referrals and acquire more new listings. Click on the book below to enter and win.

Are You Tracking And

Measuring Your Marketing?

In order to improve the results of your marketing, you must know how many inquiries, clicks, calls, sales, etc. that you’re currently generating. To improve your marketing results you will need to know what’s working and what’s not.

Smart, effective marketing must include testing your newspaper ads by keeping track of how many calls and sales you’re generating from them. For example try testing different headlines and record your results. Within a few months you will discover that one headline attracts more new clients or listings.

This one marketing strategy could improve your monthly sales without any significant increase of time, money or effort. You will be amazed at the power of testing and measuring your marketing activities.

Implement a system that allows you to test your ads, flyers, sales letters, website, etc. and measure your monthly results. If you do not have a system like this, you’re probably wasting your valuable time, effort, and thousands of dollars.

Test different aspects of your marketing activities. The results will tell you which ones are the winners. Keep the best, and drop the rest.

Have Questions Or Comments

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Get Your FREE Over The Phone Coaching Session

Call 204-783-6342

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Increasing Sales With Effective, Low-Cost, Targeted Marketing