Can You prove, I mean really PROVE that you are a real estate expert?

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Do you have a way of proving, I mean really PROVING that you are a real estate expert?   

How would you like to occupy a "special category" in the minds of your clients?  The special category of REAL ESTATE EXPERT.  We all know that you are one-but how do you prove it?  By keeping in touch by email?  By sending postcards with recipes?  By asking for referrals?

 While traditional marketing is proves NOTHING! 

 A killer way to set yourself apart is by providing your clients with an Annual Real Estate Review! 

 It can be sent at the first of the year.  It can be around the anniversary date of the home purchase.  What it does is provide an annual overview of the value of your clients' home-which is probably their biggest investment ever.  And believe me, they want to know what's happening in their neighbor-good or bad. 

 The annual review should include 3 things: 

1.     Provide a 12-month perspective - Compare market data (listing and sales prices, units sold, types of sales [i.e. foreclosure, short sales, financed]) from a year ago until now.  Write a narrative of what has happened and WHY the market is the way it is.  Create an overview of the city, town or county and then narrow it down to their neighborhood. 

  2.    Create a Visual Snapshot - Statistics, charts and graphs will give your clients a clearer view of the real estate market.  It illustrates that you know what you are talking about because you have the numbers to back you up.

 3.     What do you think? -- Okay, so you have the numbers, the charts, the data, but someone has to interpret it and that person is you.  What housing trends do you see in the future?  What do you think will happen to housing prices?  Are there any new businesses relocating in the area?  New construction?  Shopping Centers?  Golf courses?  Schools? What about interest rates (I can get you economic information to include with your review)?  People love "inside information" and by sharing what you know and what you think will insure your "expert" status.

  Your clients should not see you as just a friend in the real estate business.  They should see you as their own "private eye" and nothing is better than providing information-especially when it affects their biggest investment.

 Sure, it's going to take some work.  It's time consuming.  But think about the benefits. You can submit your information to your local press.  You can blog about it.  You have to share with your new clients.  Best of all, I'll bet that you get more phone calls (asking questions) which gives you a chance to catch up with what's happening in their lives. 

 And, it's a way to keep in touch year after year so when they hear the word "real estate" they think of you! 





Comments (4)

Julissa Jumper
Select Properties of Fayetteville, LLC - Fayetteville, NC
Fayetteville, NC Real Estate

Karen: I love this post! I agree wholeheartedly, and in addition to showing you are an expert, it reaffirms that you care about your clients and their investment.

That's the best marketing you can do!  Gold star from me!

Feb 04, 2011 03:47 AM
Karen Deis - Minneapolis, MN
When In-house training is not enough!

Thanks Julissa and the side benefit is after you do the work, you have the date to use in the future :)

Feb 04, 2011 03:55 AM
Peggy Hughes/pha logistix, inc.
pha logistix inc - San Francisco, CA

I think this is a great way to stay in touch with your clients and provide them with very valuable information. Thanks for sharing it Karen!

Feb 04, 2011 05:32 AM
Adrian Willanger
206 909-7536 - Seattle, WA
Profit from my two decades of experience

Karen~I think I did those things for about five years straight but gave it up because I got too busy!  Thanks for reminder on how to work smarter.

Feb 22, 2011 03:25 PM