Category

Prospecting

Six Tips For Realtors® To Make Open Houses A Marketing Opportunity

By | Marketing Strategy, Open Houses, Prospecting

In real estate marketing one of the most debated topics is whether an open house is a useful marketing tool for selling the house and or gaining leads for the Realtor®. While I am not a Realtor® I have dozens of clients who swear by them to sell a house and generate leads using tools and techniques like the ones below.

For a Realtor® an open house is a time saver. You can show the house to prospective buyers without having to disrupt the homeowner through the week. Many Realtors® drive their clients to open houses on weekends as they do not have to make an appointment and can cover a lot of ground. So an open house can actually save you time.

If you are going to hold an open house then this article gives you 6 ideas that you can implement to make opens more effective at selling the house and generating leads.

Click Here For a PDF Version

1) OPEN HOUSE DIALOGUE

When you are at an open house you are going to be speaking to the most qualified prospects you will ever meet. 9 out of 10 times they are going to buy or sell a house eventually. Here are some of the questions you should ask them:

1) What brought you to our open house today?
2) How long have you been looking?
3) Are you currently working with other Realtors?
4) When would you like to be in your new home?
5) What price range are you looking for?
6) How long have you been searching for a home?

Ask them if you could add them to your email list and possibly send them links to properties they might be interested in. Then ask them if they would be interested in working with you.

2) OPEN HOUSES FOR NEIGHBOURS

I read a lot about how bad it is that open houses are being visited mostly by neighbours. Wait a minute. These are the same neighbours who own homes they may want to sell. Neighbours who have friends that might want to move into the neighborhood. Neighbours with kids of their own that are first time buyers or have parents that might be down-sizing.

For all of the Realtors that say open houses are a waste of time please take a new look. Don’t miss out on an opportunity to add people to your sphere of influence. Instead, make a point of inviting neighbors to a special preview just for them. Walk the neighbourhood and drop off a special invitation for them and their friends to come for 30 minutes before the public open.

Have coffee and cookies and make a production out of it because these are the very people who might be needing your services in the future and are a good source of buyer leads for the home.

 

 

 

3) OPEN HOUSE COLOURING

This recommendation is effective in two ways; it either entertains kids and gives the parents a chance to view the home and/or it impresses parents and creates a positive impression of you.

I recommend you print some stock coloring pages, add your branding discretely to the page and put them out on the kitchen table. Free colouring pages are available on the internet. For crayons go to a dollar store and pick up packages or 16 for a buck. I know most people don’t bring kids to open houses, but if they have kids they will be impressed you were thinking about them and I have seen people take the pages and crayons home for the kids.

If there are no kids offer the colouring and a pack of crayons to people. Guess what happens next? The kids colour the pages and it ends up on the refrigerator with all of the other artwork and your name is displayed for weeks on the fridge.

4) SELL THE HOUSE TO BUYER WITH HOME FEATURES SIGNS

If you are a Realtor reading this it might seem obvious that you should sell the house to the potential buyers, but are you doing it effectively?

Other than the owner you know more about the house than anyone else and you may have put some of the information into a Feature Sheet or an Enhancements and Improvements Sheet, but when the person most interested in buying the home is walking through it are they going to appreciate all of the subtleties of the home?

If you are walking them through the house and remember all of the features you can point them out, but here is a better idea. Type or write out the features on a small, plain index card or tent card and place or tape the Feature Signs around the house.

For example if there are self-closing drawers in the kitchen you could have a card that reads “I am self-closing – Try Me” taped to the drawer. If a closet door leads to extra large storage space place a sign on the door that reads “More than a closet – 80 square feet of storage“. Think of all of the buyers that wander through houses appreciating only the tip of the iceberg.

5) MAKE YOUR OPEN HOUSE AN EVENT

If you are in agreement that an open house is the best opportunity you have to meet prospective buyers than make every open house and event to impress prospects. I recommend you always have coffee, fruit, treats and candy to make your marketing stand out among all the other Realtors hosting open houses. If you branded material like pens and memo pads make sure you bring those too. Helium balloons on your open house signs draws attention to the home and shows you put a little more effort into your marketing.

6) GO THE EXTRA MILE WITH YOUR MARKETING

If we assume most people at an open house are eventually going to list their home then make the best impression you can. Subconsciously they are looking for the best Realtor to sell their home. Hand out colour feature sheets; preferably an 11” x 17” 4 page brochure. Print out a map of the area so you can point out where schools, shopping and churches are.

Bring a list of homes in the area that are in the same price range and offer it to visitors with your card attached. Ask a mortgage broker to provide what is referred to as an affordability sheet showing what their payments would be. Have an aerial view of the property and surrounding area. All of this extra effort will be recognized by sellers needing a good Realtor.

When you hold an open house it is your time to shine and you should not miss an opportunity to make a positive impression on people coming through the house. After all they are probably looking for a professional Realtor to list their home.

Customer Relationship Management (CRM) Platforms for Realtors

By | Marketing Strategy, Prospecting, Realtor Marketing

There are more CRMs for Realtors than you might expect, but they target different production volumes so you have to know which one is best for your business.  Here is a breakdown of the CRMs and the level of production.

CRM’s for Low Production Agents

Wise Agent

LionDesk

ixact.com

CRM’s for Medium Production Agents

Firepoint

Commissions Inc.

Boomtown

Top Producer

CRM’s for High  Production Agents

Infusionsoft

Lasso

Pipedrive

Other CRMs to Consider

Less Annoying (Yes that is the name)

The Wise Agent

Realvolve

You can also check out more Realtor CRMs by clicking here or here.

80% of Consumers Love Chatbots According to Recent Study

By | Prospecting, Website Design

An article written by Matt Southern for Search Engine Journal states that according to a new study, 80% of consumers are having positive chatbot experiences. Read the whole article here.

Location marketing platform Uberall surveyed more than 1,000 adults throughout the US to find out how they feel about interactions with chatbots.

Some key findings include:

  • 40% are interested in chatbot experiences from brands
  • 36% of consumers think chatbot accuracy needs to improve
  • 38% of consumers think brands should use chatbots for deals, coupons, and promotions
  • Curiously, nearly 60% of those surveyed still lack strong enthusiasm for the technology despite their positive experiences.

36% of consumers think chatbot accuracy needs to improve

When asked what elements of chatbots needed improvement, 43% of respondents said chatbots need to work on their accuracy in understanding what customers are asking or looking for.

Other responses include:

  • 27% want chatbots to a get human customer rep involved where needed
  • 19% want chatbots to hold a more ‘human’-sounding, natural conversation
  • 10% simply want to see more chatbots, saying there are not many opportunities at the moment

For even more data about what consumers think of chatbots, read the full study here.

Realtor Branding, Marketing Services and Collateral Marketing Material Booklet

By | Branding, Collateral, Direct Mail, Listing Presentations, Prospecting, Realtor Marketing

We are very proud of our new booklet featuring our services including Realtor Branding, Marketing Services, Collateral Marketing Material, Blogging and Listing Optimization and want to share it with you. The prices are for budget purposes only as we will provide a firm proposal for services once we learn more about your needs. Call us at 604-618-5512 or 1-800-568-8338 for more information. You can see sample of our branding by clicking here.

Click the Enlarge button  in the bottom menu for optimum viewing.

Realtor Seller’s Guide – Colour

By | Collateral, Marketing Strategy, Promotional Item, Prospecting, Realtor Marketing

We introduced the black and white version of the Seller’s Guide a few weeks ago and due to popular demand have a colour version available now.

Are you looking for a marketing tool to attract sellers and get more listings? We have created a seller’s guide template that covers many of the important questions, but we can add your branding and customize it to meet your needs. The photos can be changed to reflect your market and style of homes or condos you specialize in. While we like the white background, but we can change it to any colour you desire. We supply it in a pdf you can email, a printable pdf you can provide a printer and individual pages that you can print yourself.

Further customization is available on an hourly fee. Click here for pricing and order form.

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Are Realtors Still Using Fridge Magnets?

By | Collateral, Design, Marketing Strategy, Prospecting

Over the years the interest in fridge magnets has waned due to the rise in popularity of stainless steel fridges, but I have always thought they were once one of the best tools for “top of the mind awareness”. A client asked us to design one so I did a little research into the sticktoitnessof stainless steel and learned the following:

Some stainless steel fridges will, in fact, work for fridge magnets — especially if the magnet is fairly strong. The most magnet-friendly appliances have a thin sheet of stainless steel as a decorative face over a metal core that’s more ferromagnetic — meaning a metal that magnets will stick to.  Many “stainless steel” refrigerators are made differently on the front than they are on the sides. If your fridge magnets won’t stick to the door, try the side of it — if your kitchen arrangement allows easy access to it, of course. And to get really technical there are several different types of stainless steels. The two main types are austenitic and ferritic, each of which exhibits a different atomic arrangement. Due to this difference, ferritic stainless steels are generally magnetic while austenitic stainless steels usually are not.

Where can you get them printed? Vistaprint.ca advertisies 100  for $92.61 (5.5″ x 4″). MagnetsUSA advertises a 4″ x 6″ magnet at qty 100 for $104.00 (USD)

Realtor Seller’s Guide and E-Book By Limelight Marketing

By | Branding, Collateral, Design, Listing Presentations, Marketing Strategy, Promotional Item, Prospecting, Realtor Marketing

Are you looking for a marketing tool to attract sellers and get more listings? We have created a seller’s guide template that covers many of the important questions, but we can add your branding and customize it to your needs. While we like the black and white look, we can change it to any colour you desire. We supply it in a pdf you can email, a printable pdf you can provide a printer and individual pages that you can print yourself.

Further customization is available on an hourly fee.

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Are You Still Sending SPAM Without Knowing It?

By | Prospecting

Canada’s anti-spam legislation (CASL) came into effect July 1, 2014. It is in place to protect Canadians while ensuring that businesses can continue to compete in the global marketplace.

If you use electronic channels to promote or market your organization, products or services, Canada’s new anti-spam law may affect you. Many people think that the rules only apply to an organization’s bulk email – the stuff marketing sends on a semi-regular basis. This can’t be true, but it is! CASL requires proof of consent for every commercial email sent from an organization, whether it comes from the marketing department, admin or the sales team. So those “one-off” emails the sale people use to cold call are now considered spam in Canada. No proof of consent. No email. No Kidding.

On July 1, 2017, proof of consent became black or white. You can prove it or you cannot. If you cannot, you should remove those names from your email list. Even if it only leaves you with a few names you can prove consent for.

STOP emailing people without proof of consent. You are breaking the law and worse – you are spending money to tick your prospect off! If they did not give you permission, they do not expect to hear from you via email. You can use the phone, write letters, produce direct mail campaigns, advertise on TV or radio or even hire a plane to do some sky-writing, but STOP sending stuff they are not interested in to their inbox.

If you cannot prove:
1. How someone came to be on your email list
2. When that happened (date & time stamped)
3. What your consent relationship is with that individual right now.

Read more about this in an article written by Derek A. Lackey.

Read also about Government of Canada suspending lawsuit provision in anti-spam legislation. The provisions, known as private right of action, would have allowed lawsuits to be filed against individuals and organizations for alleged violations of the legislation.

The provisions were scheduled to come into force on July 1, 2017, but have now been suspended. Click here.

Seven Marketing Habits of Effective Agents

By | Marketing Strategy, Prospecting, Realtor Marketing

In November 2014, we wrote a guest blog post for Real Estate Weekly (REW.ca) titled “Marketing For Agents: Seven Marketing Habits of Effective Agents“. The byline was “You should never be too busy for marketing if you want to see success. Incorporate these seven habits into your daily work and you’ll quickly see results.

As Spring is a time for new growth we thought it would be a good time to reprint this and offer you access to the E-Book in pdf form below.

Habit 1: Start tomorrow today

At the end of each day review your phone calls, emails and personal contacts and make a list of tomorrow’s marketing activities.

Habit 2: Return your phone calls and emails immediately

Your phone is like an ATM. It is what makes you money. When buyers and sellers are looking for a Real Estate Agent, your response time is a benchmark for how the rest of the relationship is going to progress. The faster you can respond, the less chance a prospect will contact a competitor.

Habit 3: Check your social account engagement

Social media can be distracting, so get it out of the way early in the day or late in the evening. Review your accounts and determine if there is any action you need to take.

Habit 4: Plan social posts for the day

Tweeting and posting can consume more time than is necessary if you are reacting throughout the day. In the morning, when you are sharing content on social media or if you read something in the newspaper or online, schedule posts or tweets for different times of the day so it looks like you are active all the time.

Habit 5: Check your website stats

Are you using Google Analytics on your website? If not then you should set up Google Analytics and log in each day to see how your website is doing. You can see visits to listings, the number of visitors and how long they stayed on your website. You can even see if visitors are reading your blog posts.

Habit 6: Write and upload a blog post

According to some studies, blogging gets 67 per cent more leads on a company website than a site without a blog. That is a good enough incentive to make blogging one of your habits.

Habit 7: Never be “too busy” for marketing activities

As a company specializing in Real Estate Agent marketing, we work with dozens of Real Estate Agents developing marketing plans and strategies from note cards, to letter writing and newsletters to blogging – and the number one reason we hear why they cannot execute their marketing is they are “too busy.”

Click here to read the entire article or click here to sign up for our 26 free real estate marketing E-Books.