As with any business, real estate agents need to know marketing to increase the number of clients and sales.
Marketing is a step that real estate agents often overlook in their training. Many believe that in
real estate business, the market is practically guaranteed. But this is not the position to take if
You are a real estate agent and you want your business to be the best in your community.
There are real estate agents who believe that the “brand” advertising provided by the parent company is all that
marketing they need. If the real estate agent works for Century 21, Re-Max, Coldwell Bankers or any number of
National firms believe that print and television advertising is what attracts their customers. But this
brand advertising is not local marketing that will benefit the realtor and increase
your real estate business.
Real estate agent advertising that markets the real estate business in the yellow pages and newspapers tends to
be yourself. They say, here we are. This is what we do. How is the potential customer supposed to do
your choice?
Home advertising that tries to sell houses looks the same. 2 bedrooms, one bathroom. 4 rooms, 2
Spa. Living room, dining room, study, etc. Only the photos of the house are different.
What the real estate agent doesn’t realize is that if a potential client is trying to sell their property or
they buy, they make their decision based on emotions. They then support their decision based on facts and
characteristics.
Real estate agents must market themselves and the property they are trying to sell based on this fact. They
You must sell the benefits to the customer. The benefits of having your real estate firm representing the
customer. The benefits of the house for the client.
The benefits are based on emotions. They solve the client’s problem, emphasize the needs, desires and
wishes of your customers. Real estate agent marketing should be fueled by profit. Unfortunately, most real estate agents give
the facts and characteristics of the potential customer.
As a real estate agent, don’t tell the client that you have been in business for “X” years. That
you are an expert in your field. Who cares? They want to be sure that you are going to help them.
with your problem of selling or buying a house, rustic farm, real estate investment, etc.
The images of the property in housing advertisements are the only real emotional appeal. is what you wear
potential customers who want to come and see the property. All those characteristics of bedrooms and bathrooms are
Secondary and wasted space.
Replace those features with the benefits of ownership, and you’ll see sales increase. benefits, together
with the photo pre-sell the house or land to the client. They are emotional. And emotions sell!
The real estate agent must see how direct marketing sells. This type of marketing is the basis of direct communication.
junk mail. It can be applied to the real estate business with remarkable results. Next time
If you receive direct mail marketing letters in the mail, don’t throw them away. Open them and you will see how
you are emotionally drawn to the sale.
As a real estate agent marketing your business and properties, you could learn a lot from reading this type of mail.
salesmanship. Think about how you could use these sellers’ techniques on your property.
business and you will be steps ahead of the crowd.