While many agents are struggling there is a lot of opportunity for top agents to gain market share. One consistent pattern I am seeing among struggling agents is that their level of service has stayed the same or dropped and their marketing is almost non-existent. When business volume gets a little tight in your market it is not the time to cut back on those two items.
Last year I made a goal of doubling my business. Most people thought I was crazy. In order to be successful I developed a plan that included three parts to it.
- I marketing plan that will bring in the needed level of prospects to gain the additional business and that will target the communities I want to focus on.
- New systems to handle the additional business efficiently.
- Hiring an assistant to relieve me of the paperwork demands, to allow me more time with my clients.
- Improved clients services, to demonstrate added value above and beyond what they may get from other agents in the area.
- Personal improvement. (Losing weight, going to the gym)
- Increasing family time. Balance is critical in our lives.
A little over a year ago I began increased my personal marketing.
- I purchased large signs at the two largest shopping centers in our community.
- I expanded my websites
- Sponsored community events
- Co-sponsored a soccer club and the high school soccer team.
- Sponsored the sports depart and the local private school
My listings all get:
- Large sale sign at curb and a lock box. (Beginning this summer electronic lock boxes).
- Virtual tour
- Single family homes and luxury condos get their own website with domain name.
- Advertising on about 20 websites
- Regular open houses and broker's open houses.
- Featured at regional monthly REALTOR® meetings
- Picture ads in the weekend newspaper.
- Flyer boxes at the curb
- An in-house assistant to work with the listing through closing
- Also available for an additional marketing fee:
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- Professional staging or staging consultation,
- professional photographer (although mine is pretty good
- Besides the basic virtual tour you can have added a style designer and floor planner
- Home warranty package
If you want to win the battle for the hearts, minds and business of clients, they need to find you first and they need to see the value in choosing you. In a tighter market you need to improve to compete. To improve you need a plan and the drive to execute it.
Good Luck and have a prosperous 2008.
I agree, I am always working on my business so I have more than enough things to say when competing for a listing. I can show a person all day why they should hire me. You can't expect to take more out without offering more.
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