Your name saw this post on The ActiveRain Real Estate Network and thought it might be of interest to you. Please see the link below to review the post.

Case Study:Do You Have A Nose For SPIN, Or Eyes For Swiss Cheese

A good-looking brand identity supported with a brand story that does not ring true is not a guaranty for successfully marketing luxury real estate or any other real estate niche. A brand story needs to be congruent with the product, the marketplace, and the psychographics of the buyers and sellers. Taking control of how you want to be perceived as a real estate marketing professional is known as SPIN in marketing. Otherwise, it is what we would refer to as Swiss Cheese Marketing! You can see smell it and see through it!
 
SPIN is an acronym for the following words: S stands for situation (collect facts: noisy street, freeway nearby), P, stands for problem (identifying the problem-old home, desire for smaller home), I, stands for implication (higher costs of maintenance in an old home), and N, stands for need payoff/buying motive (value, importance or usefulness). These are considered the 4 top sales/marketing questions that need to be answered to entice a prospect into buying a home. These answers differ in each marketplace and solely depends on the psychographics of that marketplace—the attitude, aspirations and interests of those who live there.
 
SPIN has a negative association also. It is often used as a cover ... more

__________________________________________________
Are you on The Rain? Grow Your Network!