You know what an elevator speech is, don’t you? If not, it’s a “speech” you can give in the time it takes an elevator to go from one floor to another. That’s about one minute, more or less. You give it in answer to the question “What do you do?” It’s not that most such […]
Choose your real estate clients wisely
If you’re a seasoned real estate agent, you probably know what I’m going to suggest – which is that you don’t have to and should not work with every possible client who comes along. If you’re just beginning your career in real estate you may be thinking “What do you mean, choose my clients! I […]
How to choose your real estate niche
First – Why should you choose a niche? Why not serve everyone? Because having a niche is a smart business move. Unless you’re working in such a small community that one niche, or even two, would not support you, having a niche and becoming known for your expertise is a sure path to success. You […]
Prospecting & self-promotion. How much is enough?
By now you’ve heard repeatedly – you can’t stop marketing your services if you want a steady income flow. But how much prospecting/marketing/self-promotion is enough? To answer that question, you first need to determine the income that you want. Just for the sake of picking a number, let’s say it’s $100,000 per year. Next, go […]
Smile! You (and your buyers) are on Candid Camera
You may be too young to remember that old show, but it was entertaining. The producers staged all sorts of strange situations and then filmed how people reacted. I often wondered if some people said no when asked for permission to air the film. Today, stores and cities have cameras all over the place as […]
How new real estate agents can get listings
Quite often, new agents begin by working with buyers, but nearly everyone wants to have some listings as well, so how do you go about getting them? Start developing your own geographic territory. Choose a neighborhood you know and like, then do the research to learn whether the turnover there is enough to make it […]
5 Rules for writing prospecting letters to homeowners
Your real estate prospecting letters can bring good results, or they can do nothing at all. It all depends upon whether you follow these five rules. 1 – Never, ever begin with “I” or “We.” It’s your prospecting letter, but if you want your potential client to read it and respond, it has to be […]
Do you talk yourself out of real estate success?
First – for real estate agents… Do you talk too much? You might, even if you aren’t aware of it. If you’ve ever felt that you were on the verge of signing a new listing or a purchase agreement, but it suddenly went sideways, talking too much might have been the cause. You might have […]
When you need real estate marketing copy, choose a real estate copywriter
Did you know – there are even more kinds of copywriters than kinds of real estate agents. The overall term “copywriter” encompasses a great many specialties, and only some of them are related to making sales. Copywriters create catalog product descriptions, inserts in prescription medications, instructions that come with your new appliance or technical gizmo, […]
Are you hiding from potential clients?
You are if your website doesn’t reveal your location. Think about this… there’s a couple who has been notified by an employer that one or the other of them is being relocated to your city. One of the first things they will do is go on line and search to see what it will cost […]