How to Market Real Estate Properly (and Avoid the Classic DIY Syndrome)

Fri, Feb 8, 2013

You run an ad on Craigslist or in your local paper and you don’t get the response you were looking for. You only got a couple of leads and they weren’t even any good. Was your headline wrong? The placement? Your call to action? Did the ad not have enough meaningful consumer benefits? Perhaps it was your follow up that was the problem. Maybe the leads actually were good but you just didn’t say the right things to convert them. What should you do differently next time? The average agent won’t be able to answer this question, and the truth is that it could have been one or all of these things, but because of the mentality of our industry, the average agent really has no one to ask but him or herself.

Why your ad failed

Part of the problem is that the real estate training courses we take to get our license teach you what to do once you get a client, but they don’t teach you how to find clients in the first place. Most of you will be able to relate to the euphoria of passing your exams, setting yourself up at a spiffy new work station ready to take on the world. You’re expecting the phone to ring so you can start helping people with such an important life decision. Not only does the phone not ring, you soon realize that in order to bring in business, you’re going to have to sit on that phone for hours a day cold-calling and beating back rejection. Well, that’s the old school way of prospecting, and usually agents eventually stumble into marketing, hoping to be rescued from the aforementioned cold-calling. Sensibly, they copy what they see others doing but, unfortunately, it doesn’t work any better for them than it does for the other agents in their marketplace. (That’s because they’re copying the wrong people.) Here’s the real trouble … you don’t know what you don’t know. You DO know that your marketing isn’t working, but you don’t know what to do to fix it.

You will starve

Here’s the other trouble. Like it or not, you do have to figure this out. It doesn’t matter how professional and personable you are. It doesn’t matter that you are a fantastic negotiator. The fact is that if you don’t have enough clients to work with, you will starve. And you still don’t know what to do about it. Operating in a vacuum like this leads to a lot of running around in circles and far too much wasted money. There are far too many of you out there who insist on being chronic DIYers (Do it Yourselfers) telling yourself: I can’t take time away from my business and/or I won’t spend any money on training. This is very narrow thinking. I could share many stories from agents using my system who rejected outside help at first. But ,when you attend one of our SuperConferences you’ll meet many 6 and 7 figure earners who will tell you how their businesses started to grow once they opened themselves to learning from others (i.e. copying the right people.) How much would it be worth to you to be able to brainstorm that bad ad you ran with the top agents in the country who could not only tell you exactly what you did wrong but also tell you exactly what you should do next time to make that ad pays out for you a thousand times over? Here’s a Challenge: What if instead of spending a few hundred dollars on a single ad that likely won’t generate any trackable income for you . . . What if instead you took that money and invested it in the intense 3-days of my SuperConference where I and the hundreds of other top agents who will be in attendance will be able to show you how to NEVER waste a penny on a bad ad again; and coach you through EXACTLY what you should be saying to the dozens of great quality leads you will now be generating and GIVE you the buyer and seller presentations that will ensure you get the contract. That’s a no brainer. Skip running one ad that wasn’t going to get you business anyway and invest that money in a proven system that will set you up for life so you’ll never have to worry about business again.

New problem: Too many leads

The problem many agents come to my SuperConference to solve (i.e. lead generation) is quickly replaced by a new problem once they learn to perfect their marketing engine. What’s the new problem? Ironically, the new problem is too many great leads to follow up — a great problem to have — and the agent support network you’ll now be connected to through my program will show you how to easily solve this as well enabling you to build a true and profitable business that can work without you. P.S. You can test drive my ideas and systems absolutely free by signing up for Free Weekly Training which includes live weekly webinars, a monthly newsletter and priority invitations to free half day training events. This Free Weekly training will expose you to inexpensive and highly effective methods of lead generation (with no cold calling) -- what I call “Reverse Prospecting”, where qualified prospects actually hunt you down rather than the other way around, and then how to follow these leads through to maximum GCI via proprietary lead conversion and prospect presentation systems. This is the easiest way for you to find out with no risk or obligation what my system is all about and how it can help you profitably grow your real estate business and vastly improve your quality of life. JOIN MY FREE WEEKLY TRAINING PROGRAM HERE  

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