Remember when you were in school and you received extra credit for showing your work?
Same holds true for business. Almost every day I receive an email from a client in which their client is requesting something or checking on why they’re listing appears in a particular neighborhood when they’re right on the border, and so on.
The point I’m trying to make – they’re checking on all that you promised in that listing appointment.
So, instead of getting those emails or forgetting what marketing has been done for your listings, be ahead of the inquiries and do the one simple task to get you a high grade from your client: share your efforts with them.
Here are some of the things to remember to share and send to your clients (ideally before they ask):
- Just Listed Cards – make sure one goes to their address
- Open House Materials – whether it's a book all about the home, Open House Flyers and promotion of the Open House, Brokers Open, etc.
- Advertising – if you’re still advertising in newspapers and real estate magazines – scan and pdf the ad and send or use the cool advertising tool I recently mentioned
- Marketing Reports – this is essential in my eyes to be accountable for all the things you promised the client initially. This should have all the sites you are currently marketing their listing (hyperlinked) with an explanation of the site and it’s capabilities/reach for their listing. This should be updated monthly with new sites, links to blog posts and any new resources you have added to your marketing toolkit. If you don't have the ability to make these updates on a monthly basis, at the very least provide a 1 pager of all the sites you have their listing (hyperlinked) and update if you add any new marketing tools/sites.
- Emailflyers – Often we send them to the agents in our area hoping they will have qualified buyers but sellers like them too – copy or pdf the flyer and send.
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Showing reports - feedback is important especially if a price change talk needs to happen based on feedback. Sharing this means they're not as surprised when you approach the topic.
- Social Media Sites – Facebook and Twitter – this can serve 2 purposes: clients are seeing your mentions of their listings whether it’s a blog link, postlets, realbird, trulia or zillow, etc. You can also share a link to the listings and add the @customername so that it also feeds to their facebook profile. Now you’re advertising on 2 pages and the client again sees you’re working for them to market their home.
Do you have any other places you would mention/copy your client to show them your work?
When it comes down to all the marketing activities you’re doing for your listings the sellers want 1 important thing: Qualified Buyers.
It’s your job to make sure you’re doing all you can to provide those opportunities for their listing. Look again at your presentation and marketing plan – has everything been done? Anything missing? Have you started working with a new marketing tool? Is there more you can be doing?
Even in today’s tough market, by showing sellers your work you’re at least assuring them that you’re a person of your word and someone that deserves their trust and their business. Don’t leave them wondering did I hire the right person? If they see your work, they will at least know you were the right person for the job even if the outcome is not exactly what they hoped for.
How do you involve your clients in the marketing process?
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