Are You An order-taker or a Trusted Real Estate Advisor?

Transcription

1 Are You An order-taker or a Trusted Real Estate Advisor?

2 Mark Weithorn Over 30 Years of Advertising & Marketing Experience President, DPI, Showcase Web Sites An internet company that specializes in working with Realtors from all over the country.

3 Class Outline Order Taker vs Sales Person - Definition Duties Of A Sales Person Listening To Your Client s Needs Finding New Clients Networking How To Follow Up Marketing To Low Hanging Fruit MiamiRE Products To Use Classes To Take

4 Order Taker vs A Trusted Real Estate Advisor

5 Definition An Order Taker: Type of salesperson who only collects orders but does not make any diligent attempt to find new customers, or to persuade existing customers to increase the size or frequency of their orders.

6 Definition An Order Taker:

7 Definition Sales Person: An individual who sells goods and services to others. The successfulness of a salesperson is usually measured by how good that person is in persuading individuals to make a purchase.

8 Definition Trusted Real Estate Advisor:

9 Duties of a Trusted Real Estate Advisor: Go out and find the customer. Understand their needs. Match their needs with a product. Follow up after the sale. Make sure they are happy. Ask for referrals. Stay in touch with them through the years.

10 Duties of a Trusted Real Estate Advisor : Go out and find the customer. Understand their needs. Match their needs with a product. Follow up after the sale. Make sure they are happy. Ask for referrals. Stay in touch with them through the years.

11 Sales To International Buyers How did international clients contact you? 25% - Referral, Friends/Family 24% - Referral Previous Clients 4% - Business Contact 26% - Online Marketing 8% - Walk in NAR 2015 Profile of International Home Buyers

12 WHERE ARE THE BUYERS COMING FROM? 84% of all residential real estate sales begin on the Internet 74% of Internet buyers find their agent through a search engine NAR

13 DIFFERENT METHODS OF MARKETING Facebook. Create a business page and post on it frequently. Google AdWords. Ability to advertise in other countries or cities. You can control your own budget. Advertise on sites like Zillow, Trulia, Realtor.com, etc. Post on Craigslist or Zillow.

14 Duties of a Trusted Real Estate Advisor : Go out and find the customer. Understand their needs. Match their needs with a product. Follow up after the sale. Make sure they are happy. Ask for referrals. Stay in touch with them through the years.

15 Duties of a Trusted Real Estate Advisor : What does a Realtor sell? Bricks & Mortar?

16 Duties of a Trusted Real Estate Advisor : What does a Realtor sell? Bricks & Mortar? - No

17 Duties of a Trusted Real Estate Advisor : What does a Realtor sell? LIFESTYLE It s your job to match the lifestyle of the client to a real estate product suited to their needs.

18 Duties of a Trusted Real Estate Advisor : Possible Needs: Primary Residence Vacation Home Investment Property Commercial Property. Office, warehouse, etc. EB5 Visa

19 Duties of a Trusted Real Estate Advisor : Ask the prospect about themselves. LISTEN to their response. Then match their lifestyle with a real estate product. Do they have a family? Do they need to be near a school? Are they empty-nesters? What neighborhood do they work in? Do they like the suburbs or city life? Do they have pets?

20 Duties of a Trusted Real Estate Advisor : If you understand the needs of your customer, they will be yours for life.

21 Methods of Marketing

22 Networking

23 Join your HOA Networking

24 Join your HOA Join a charity, church or synagogue Networking

25 Networking Join your HOA Join a charity, church or synagogue Join a PTA

26 Networking Join your HOA Join a charity, church or synagogue Join a PTA Go to Government Meetings

27 Networking Join your HOA Join a charity, church or synagogue Join a PTA Go to Government Meetings Volunteer Your Time!!!

28 Following Up This is where 95% of all sales people fail.

29 Following Up Question: You get a lead via . You reply to the client and they don t reply back. Is this a good lead? What should you do?

30 Following Up Answer: It could take up to 6 months before a customer is ready to take action or meet with you. How do you stay in touch with this customer without being a nuisance?

31 Following Up 1. Saved Searches. Save a search for the client on the MLS or on your web site. 2. them community information twice a month. 3. Call and/or text once a month.

32 Marketing To Low Hanging Fruit

33 Marketing To Low Hanging Fruit What is Low Hanging Fruit? People You Know Past & Potential Customers Clients Who Slipped Away Friends on Facebook

34 Marketing To Low Hanging Fruit 1. People You Know & Facebook Friends Send them s with New Projects. Include a link to that page on your web site. Do this twice a month.

35 Marketing To Low Hanging Fruit 2. Past & Potential Customers + Those Who Got Away. Set up a Saved Search on the MLS or from your web site. They will get an from you everyday with new listings. Low key...but it works.

36 Marketing To Low Hanging Fruit 3. Past Rentals Call them 10 months after they rent. You may have to call them 6 times. Set up a Saved Search for Rentals either from the MLS or from your web site..

37 Tools of the Trade

38

39

40

41 EDUCATION

42

43

44 DPI Showcase Web Sites

45 SURVIVING THE FIRST SIX MONTHS