Categories
On Marketing Strategy

3 reasons why you want people talking about you

Sometimes the best sales are ones that occurred organically, and referrals are just that. A conversation from one person to another about how great you are, how quickly you close deals, or how you go above and beyond for your clients. It’s one client telling their friends and family about your brand.

Word of mouth is a powerful way to build your brand, but can occasionally be difficult to break into. It’s virtually free marketing – which is why its so important to break into. Gaining clients organically saves you time, money, and also let you know you’re doing well enough to be talked about within your community.

With all of that in mind, let’s talk about some tactics towards building your brand by word of mouth.


People refer who they trust

It might be a cliche statement, but trust me when I say it’s all about trust. People want this tip to come from a reputable source – someone they can count on. Whether this is the opinion of a social figure they find trustworthy, or a friend or family member.

More and more, people are trusting different sources for word of mouth referrals. This can be anything from customer reviews, testimonials or even news publications. Think of the last time you scrolled through Instagram and noticed your favourite blogger posting a picture with a new brand of workout gear they’re trying.

Screen Shot 2017-05-18 at 9.44.50 AM
Source: @Bethanymenzel on Instagram

Instagram is one of the top places where people can advertise a brand, and followers migrate to whatever their favourite socialite is showing off.

I’m not telling you to build an Instagram account and start advertising left and right (you totally can…), but I am telling you how important word of mouth is in today’s world from a social aspect.

The same goes for podcasts and purchasing something based on the podcasts sponsors. Trust me, I’ve done it! I’ve purchased several things based on items my favourite podcasters are selling because I trust their referral and opinions of the product.

I know exactly what your next question will be….”So how does this apply to me, Elysse?” Well, I’m glad you asked!

This is an important mindset to keep when searching for leads. If your leads trust you and your brand, they’ll more than likely turn into a client and even a sale. Building trust with the families and people in your community will go a long way when increasing your word of mouth referral.

Network, follow up, and start meaningful conversations.

Engagement will naturally build trust in your brand. The more people see and hear things about your brand, the more comfortable they’ll be when reaching out to sell their home.

Forbes magazine writes that “you should give them a reason to talk! Talk about amazing products, great service, insider knowledge, social elevation, incredible stories, unbelievable facts or even funny disclosures.”

Give it a try – what do you have to lose?


Consider your wow factor

Another key component is that everyone needs a wow factor. How do people remember you? What are you doing to stand out? Often times, people brush off the importance of providing leads with a little coffee card, or holiday treat. Do you want to be remembered for your service right? Well, this is the first step.

Dazzle leads right from the starting gate with a small token of your appreciation for reaching out. A great example of a company that does this is Starbucks.

puppuccino
Not my dogs….but I really wish they were!

Typically, if you go through Starbucks drive through with a dog as your co-pilot, they’ll provide you with a dog-friendly treat for your furry friend. This truly keeps me coming back, because they provide me with something nice for the dog standing awkwardly in my centre car console while I reach for my iced coffee.

Small actions like this will make you stand out, make people talk about the cool things you’re doing, and get people to keep coming back for your services. Stand out over the additional agents in your area competing for the same lead.

If someone puts a little care into who I am as an individual, I’ll trust their motivations are genuine and feel more inclined to follow up in the future, and talk to their friends about you.

We also recommend considering local shops before popular places. People will find value in how you know the community and the places people enjoy to go.

Does your lead have small children? If so, send them an ice cream voucher! Do they have a dog or a cat? Send them something for their pet! Trust me, these small actions go a long way.


How does this apply to Real Estate?

Be social, be active, be noticed. We’re in the age of social media, where everything is accessible, and everyone is at our fingertips. If people can get to know you vis social media and have an idea of who you are, they’ll be more comfortable approaching you.

Post about your clients, families you’ve worked with and your connection to your community. Someone who is active and known is much more approachable than someone who is a bit of a mystery.

People want to know they’re interacting with a real person. Someone with a personality and isn’t just there to make the sale. I want to know just as much about my agent, as I’m sure the agent wants to know about me.

Creating a business page Facebook account will give your leads the chance to get to know you before they contact you. Get a nice recognizable picture, client testimonials, and a personal bio. These will allow for a little bit of transparency in your life and business.

Consider the power of giving your clients different ways to talk and share their stories with you. Let your clients know you value them and look at them beyond being a sale. Give them reasons to naturally rave about your services.

At the end of the day, a sure fire way to build word of mouth referrals is to just ask. If you have a great working relationship with your clients, ask them if they know of anyone else selling, or even buying in the near future.

There’s no harm in asking for it – if you don’t ask, you’ll never know!

 


StreetText gives you the opportunity to make the first connection and start that conversation through Facebook Marketing. What are you going to do to keep that conversation going? How are you going to grow your word of mouth referrals?

For more information, click below to book a demo, and to see how StreetText can help you start conversations.

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Categories
How To On Marketing Strategy

5 tips on how to turn address only submissions into contacts

It’s much easier to call, email, or text a lead…so why is it so hard for us to go door to door? Why is approaching someone directly such a scary thought? Most of us approach people every day and it’s not at all a big deal. We purchase our morning coffee from a total stranger, we sit next to a total stranger on the subway to work and end our days buying groceries for dinner from a teller we’ve never met before. Every day we put ourselves in positions where we’re interacting with strangers – and it doesn’t seem to faze us. So why is the idea of going door to door so difficult?

We all get address submissions, and they can sometimes be overwhelming. So here are 5 tips for making these interactions much easier, and how to turn them into full-fledged contacts.

pexels-photo-220076

1. Introduce yourself: provide your lead with a bit of information on who you are, and how you’re going to help them.

This can be done in many forms. If you’re feeling incredibly brave, you can introduce yourself in person. This can often be a very successful method for some, however, if you believe you aren’t able to do the bold introduction, say hello through a nice handwritten card, or a typed letter. These are the easier methods for some,  and they also save time. Leads are busy, just like you and I…so dropping off a letter might be a better option when giving your leads an introduction. You’ll have a better chance of getting an email or phone number by adding some personal touches to your address only interactions. Click here to see an example of the methods Donna Swanzy uses to close deals.

2. Use this initial interaction as a way of enticing them, but keep them wanting more – be direct with your purpose and who you are as a realtor.

Provide them with the information they’ll need to bite at the chance to sell their home. Since you haven’t done a walkthrough of their home to know what its true value is, provide them with a few numbers of similar homes in the area or an estimate. If someones interested in selling, they’ll want to know exactly what their home is worth – which means if you provide them with a rough idea of the cost, they’ll want to contact you again to get a firm idea of their property value. Give them just enough in that first letter to make them incredibly curious.

3. To leave a lasting impression, provide them with a small token of your appreciation for reaching out.

This could be a coffee card or coupon for your favorite ice cream parlour. Something that’s personal to your neighborhood and makes your lead think “wow they really know this neighborhood.” Giving them this small item will let them know you’re appreciative of the contact, and make you stand out from the other dozen realtors in your area. You want to have a ‘wow’ factor that makes you stand out amongst the crowd. With this, they’ll be more inclined to give you a call or send you an email about the evaluation.

4.  Provide them with a list of past clients so they can look into contacting people for information.

This will put them in a bit more of a comfortable position when considering selling and when considering reaching out. If your lead can contact past clients of yours to see how you function, how you sell, how doing business with you was, it might allow them to be a bit more comfortable contacting you with follow up information. Word of mouth is a powerful tool, so having past clients talk you up will help with any type of lead you have in the future.

 5. Consider that every lead will be in a different situation.

Empathize, or ask why they’re selling. Get to know the reasons why they want to move on from this specific property. People will appreciate you getting to know them, and understanding why they reached out for the evaluation in the first place will show value and trust. It’s also important to consider that people do things at their own pace. Keep nurturing your address only leads, because people might not be ready to sell right away. Don’t give up on them, and provide them with the support and guidance they may need for making the decision to sell. They might just need it all for a rainy day.

For more information on address only submissions, Facebook marketing strategies, letter examples as well as the best ways to contact your leads, book a demo with us today!

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Categories
On Marketing On Real Estate

3 Pillars of leveraging your tasks to grow your real estate business

Sailing Quote - photo by Tom Bech

Doing the right things is more important than doing things right.
Mark Suster

The theme of this article is improving your business by leveraging your existing systems. Arnie Leedholm, a Real Estate Agent based out of Calgary, Alberta, is a great example of a man who being in the business for 30+ years is leveraging his years of experience with new technology.

#1 Not all tasks are made equal

Stephen Covey created the very well known “time management matrix”. The grid does a simple job of highlighting the important activities that we need to focus on. Often our natural inclination may be to spend more time on urgent tasks, many of which are not important. It’s a grid that successful business people rely on as a reminder of what activities to focus on to maximize the effectiveness of their time at work.

Stephen Covey Important versus Not Important Grid

While this is a great graph to illustrate what differentiates important tasks from others, it doesn’t do justice when differentiating important tasks themselves. When you understand and apply this next principle you will begin to see your time having an even bigger impact on the growth of your overall real estate business.

#2 The majority of your results are coming from 20% of your activities

The 80/20 rule, which I’ve referred to in previous posts, is the principle that 20% of your activities account for 80% of the results. That begs the question, are you prioritizing that 20% of activities? Some important tasks effect all of your business, some important tasks effect some of your business and some important tasks effect only 1 part of your business.

Think of the difference between setting up lead generation or hosting an open house for a client. Both are important tasks, but only one of them will continue to impact your business in the future.

#3 If you prioritize your big important tasks your business will grow.

Arnie Leedholm is already a successful agent. He has a good reputation in Calgary and has many repeat clients that refer him. Nancy Wijngaarde wrote this about Arnie,I have worked with Arnie Leedholm for many years in buying and selling real estate and he is someone I can always count on for his knowledge and advice.”

The reality is that in order for you to grow your business beyond its current size you need to go beyond your current sphere of influence. In real estate one of the key important activities that you do to grow your business beyond your sphere is paid marketing.

Arnie turned to Facebook as a way of increasing the number of clients he was reaching beyond his sphere. Arnie says he chose to use StreetText’s platform, “to help me find clients as they already had credibility with me.”

Arnies years of experience paid off. He knew where he needed to invest his time and money to grow his business.

Is paid marketing right for you?

Marketing is divided between 2 groups. Branding and direct response. Big companies like Nike and CocaCola focus on branding. But it’s expensive. Whereas, direct response campaigns give you leads but often don’t build your brand.

What if there was a way to get the benefits of both in a single campaign? Fortunately, there is. It’s called Solution based marketing. And big ad agencies like Harmon Brothers have been using it for years. Solution based marketing speaks to a problem that a person has and then provides them with a solution to their problem.

Solution based marketing on Facebook can build your brand in 2 ways. Firstly, your business page is displayed to every person that sees your ad. No different than a billboard. Secondly, you establish delight and trust by delivering on the promise and then staying in touch with them (dripping on them) over time.

The good news is with StreetText you can launch Solution based marketing campaigns on Facebook to drive leads in just a few clicks.

“I signed up to StreetText and within the first few weeks had a buyer sale and at this time after about 8 weeks, I have 6-8 very solid leads I am working with.”

Arnie Leedholm

Creating an effective campaign

Mark Suster, a 2x entrepreneur and VC says that you need to ask yourself these 5 questions when creating a marketing campaign.

  1. With whom are you trying to communicate?
  2. What messages are you wanting them to receive?
  3. What is the best channel to reach these people?
  4. If they receive your message what actions (if any) are you hoping for?
  5. How will you handle those responses

At first glance, creating effective marketing and answering these questions might seem a bit daunting. The great news is that if you’ve been in real estate for a while you already have systems or good habits in place for handling responses to your inquiries. This is where your experience allows you to use technology to leverage it.

Here’s what I mean.

Those first 4 questions can be answered using marketing experts and technology. Whereas the last question needs to be answered by yourself.

Arnie Leedholm, a client of StreetText, is seeing success growing his business because he has experience doing the correct follow up. He already knows that he can handle responding to his leads. He’s leveraging our technology and his experience and knowledge in Real Estate to maximize the effectiveness of his marketing time and energy.

As Arnie wrote, “As in all of these types of marketing there are a lot of low quality leads, which are not the fault of StreetText. But amongst these contacts are some real gems…serious qualified buyers. If one does the correct follow up, this program really works!”

Understanding the 80/20 rule and how it applies to your business will greatly enable to you prioritize your tasks based on the long term effect they will have on your business and your life. By using this approach to audit the tasks you currently do you may be able to eliminate that some of the dreaded unimportant non-urgent activities that are only wasting your precious time

 

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