If you want to be successful in real estate, there are several real estate marketing and sales essentials that you simply must understand, and follow in order to make the real money. This post contains the top 5, hardest hitting tactics you need to focus on in order to become successful as a realtor or agent.
So let’s dig in to the meat.
1. Having the Right Attitude & Focus for Real Estate Success
The first and most important marketing and sales essential that you need to have is the right frame of mind. Why did you get into real estate? Are you just looking for a little side income, or do you really want to make a full time living (or better) in this market?
You need to break out of the limiting beliefs that there is only “”so much”” you can earn, and only “”so far”” you can go. I’ve made 10’s of thousands of dollars online, so how did I do it? By determining that failure was not option, and setting my sights high. Put a real goal on it, not just $300,000 per year or some monetary goal like that, but a goal like, to be free of my full time job, or to get completely out of debt and stay that way, or to buy a dream house with cash. Something that is real, that you really want, not just a nebulous monetary goal that you would like to have, but aren’t really determined to get.
My goal is freedom…complete freedom from the 40 hour work week, debt and anything else that would hold me back.
So what do you want? Take the time to really consider it, and make an informed decision.
2. Take Massive Action to Establish Yourself as a Real Estate Market Leader
The second thing that you have to be willing to do is to take massive action. Let’s face it, the bat phone isn’t going to magically ring, if you want something, you are going to have to go after it with everything you’ve got. Be prepared for long nights, long weeks, perhaps even some long months to establish yourself as a leader in the market.
The hardest part of every business is getting off the ground. But like the proverbial snowball, if you can get it rolling, sooner or later it will roll on its own, and you can step back and enjoy the benefits.
3. Use an Online Website to Market Your Real Estate Business
I believe that the foundation to any good business in today’s market is a solid website. Without it, you are losing an incredible amount of potential leads and buyers. The National Association of Realtors (NAR) reports that 94% of home buyers use the web to start their search for a new home. Without a website that drives traffic and leads, you won’t be selling much of anything.
I have much more to say on this subject, and you can get my free 12 step system to generating a traffic getting real estate website by entering your email address and clicking “Go” below.
4. Use Offline Real Estate Sales and Marketing Tactics to Further Your Business
Real estate still is, and always will be locally focused. People want to know that you have been around, that you have facilitated successful real estate transactions, essentially, that you know what you are doing. And the only way to truly be able to fit that description, is to be active in real estate in your local market.
There are tons of things you can do to create awareness, old school tactics like running newspaper ads, putting up real estate flyers, passing out business cards, posting signs at major intersections, etc. All of these of good things, and there are a lot more things you can do, but here’s the bottom line, in order to be successful in your offline marketing, you need to meet people.
I know that may sound simple, but really, how many people get started in a business, and never build a network of human resources?
One of my close friends and associates absolutely kills it doing land and mineral deals in the Dallas / Fort Worth area. What’s his secret? He knows everyone under the sun. Deals come to him because people know him, and trust that he can make things happen. When you become this “go-to” guy, your business explodes, plain and simple.
So how did he do it? By using existing people he knew from college and other business ventures to get started. Then went to their friends, and their friends. He also just picked up the phone at times and called real estate professionals and took them out to lunch, just to get to know them. Just to plant the seed of who he was, and what he was up to.
Do not neglect the power of networking.
5. Show Your Real Estate Clients that You Over-Deliver
Start by assessing their needs and wants. Ask them questions like “what kind of house do you want?” “How many bedrooms / bathrooms do you need?” “What’s the price range you are looking for?” “How’s your credit?”
These are basic questions, but you need to learn about your client, and move on from there to give them exactly what they told you they wanted.
Now if you can deliver what they want and expect from you, you have done a good job. But if you want them to become a client that sends you referral traffic, then you are going to have to do more. You are going to have to wow them.
So the logical question is, “how do I do that?”
There is a lot room to expand on this, but just think about what the individual client really likes, perhaps something that is not even related to real estate, and buy and give it to them as a closing gift. Or what about taking them out to lunch or dinner after the sale is complete? You could respond within a few minutes with available properties, or offer to pick them up at their house to take them out to view properties.
The point is to think of things that they don’t expect, and give them to them. Often, it won’t cost much money or time, and can generate huge capital for you in terms of potential referrals. Again, take massive action.
I know there are a lot more details when it comes to effective real estate marketing and sales, but if you can get these basic, yet incredibly powerful concepts, you will start off well ahead of your competitors, perhaps even ahead of long time successful real estate professionals in your market…
I would love to hear your feed back and questions, so feel free to post something below in the comments box.