Posted on Mon, Mar 2, 2015 12:00 AM by Craig L Proctor
I'd like to discuss a form of advertising that many of you will think you know everything about: classified ads. While most of you run classified ads for your listings, I maintain that this type of advertising is one of the least understood but one of the BIGGEST opportunities in your business!
Let me start by telling you a universal marketing truth that most agents don't understand: "The only reason to run an ad is to get prospects to contact you."
Now that may sound self-evident, but as I’ll explain to you, most agents unconsciously write classified ads that actually “repel” prospects rather than attracting them.
To prove this point, simply pick up the classified section of your local paper and look under Homes for Sale to see what I mean. Chances are this section has dozens, or maybe even hundreds, of Realtor ads, all trying to get the prospect’s attention. Obviously, your first problem is getting noticed. After all, your ad must be “seen” before a prospect can respond to it. With all that competition, how do you ensure that prospects will “see” and then go on to actually “read” your ad?
Well, you do this with the emotional appeal of your ad. By using the right words (I call them hot words), you can actually pull your prospect into your ad and compel them to contact you.
More about this in a minute, but first I want to make a very important point that I believe will shock many of you. The fact of the matter is, the role of your property classified ads is NOT to sell the property in the ad.
I’ll go further than that and state that: “It is virtually IMPOSSIBLE to sell a house with a classified ad.”
Now what do I mean by this? Well, there are really two issues at play here:
When I explain it in this way, you can see that the ad doesn’t often sell the house you’re advertising, so if it’s next to impossible to sell the house in the ad, why do agents keep trying to do so by babbling on and on with lengthy descriptions of property features?
When you’re writing your classified ads, you shouldn’t be thinking about how to showcase all the wonderful features of this house, instead you should be thinking about how you can get the highest response.
So what are the benefits that will be most motivating to prospects?
When you scan the classified section of almost any paper, you might think that buyer hot buttons are things like: walk-in closets, or close to shopping, or central vac. After all, that’s what most of the ads laundry list.
But let’s look at typical property descriptors such as “water softener”, “garage door openers”, “built-in dishwasher”, “new roof”, and “gas furnace” … and compare these specific features with descriptive images such as: “trees”, “fireplace”, “private yard”, “quiet street”, and “cozy family room”. Which words are most motivating to you? Which words help you picture yourself living in this home. Which words make you want to know more?
Let’s take a look at two ad examples:
EXAMPLE OF A TYPICAL “FEATURE” DRIVEN AD (DON’T DO THIS!)
EXAMPLE OF A GREAT “EMOTIONAL-BENEFIT” DRIVEN AD
I think you’ll agree that the property ad at the top is very typical of the kind of ads most agents run. The ad at the bottom is an actual ad I ran in my local paper week in, week out, every time the paper ran.
If you’re like most prospects, the simple, emotional word combinations such as private yard and quiet street will be very motivating because they hit on your emotional hot buttons. It is said that a picture paints a thousand words. In the case of your classified ads, you must find the few words that will paint a thousand pictures, and it is words like “trees”, “fireplace”, “private yard” and “quiet street” that will do this for you.
Why is this? Because all decisions are based on emotion. Logic is only applied afterwards to justify the decision. The fact of the matter is, people DON’T buy features, they buy benefits.
When your prospects are shopping for a home, they are NOT craving “a new roof”, “central vac” and “closet organizers”. Instead, they’re looking for a safe haven - a private world called home that they can escape to. The trouble with most classified ads as written by the average agent is that they simply laundry list unemotional physical features and fail to speak to the prospect’s heart.
Let’s try a little experiment. I want you to close your eyes and think about how the following words make you feel and what images they conjure. For example, when I say “fireplace”, what does it make you think about? It probably makes you think about curling up on a couch in front of a roaring fire. It’s a good, inviting image. When I say “quiet street’, you probably think of a good family neighborhood with people out chatting or raking leaves, kids riding bicycles and so on. When I say “trees”, you picture privacy within a lush, mature neighborhood.
Okay, now close your eyes again and let me give you some other descriptors:
What images do these descriptors conjure? How motivating are these words to you? Do they give you a warm and inviting picture of the home? Do these words make you want to know more? Do they make you want to pick up the phone and call me fast before someone else scoops up a home with such hot features?
So do you see what I mean? If you’re reading these words like a prospect, your reaction will be “Ho Hum, who cares”. In fact, you might not even have a reaction because in all likelihood you will have skimmed past these descriptions and not even noticed them.
The fact is, most physical features of a home don’t hit the prospect’s emotional hot buttons. Some do, but it’s your job to choose the ones that matter. As an example, “fireplace” does matter, because it hits a strong emotional hot button. Water softener does not.
I’ll go so far as to tell you that you’re actually penalizing yourself by talking about the specific, unemotional features of a listing.
For example, if you identify in your property ad that the house is a 2 bedroom, there are many great prospects who will immediately eliminate this house as they feel it's too small. The same thing applies to “corner lot”. Some prospects like a corner lot but some don’t. The ones who don’t will eliminate your ad. Elimination means they won’t call you, which means you’ll never get a chance to convert them to a different listing they would be interested in and thus you never have a chance to convert them to a client. So as you can see, by focusing on the specific, unemotional features of a property, you’re vastly limiting the number of good prospects who will respond to your ad.
The beauty of classified ads is that they’re easy and inexpensive to run and they attract NOW prospects. (You can also, of course, even run these ads for free through sites such as Craigslist). Since you’re probably already spending money in the classified section, by simply tweaking your ads to focus on the emotional hot buttons of the property -- rather than laundry listing the property’s specific, unemotional features -- with no added cost to your budget you will easily and immediately multiply the number of qualified leads you’ll receive from each ad.
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