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One Simple Task to Getting a High Grade from Clients - What's Your Grade?

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Services for Real Estate Pros with Malfi Marketing Solutions ~ for real estate professionals

Showing Your Work & Getting Credit for ItRemember 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.
  • 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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If it's not evident to you by now, consumers are very knowledgeable and computer savvy and are using the Internet to not only search for homes but for real estate agents and real estate professionals who they feel are like minded and can lead them to the results they are looking for.  

As we all know, there are only 24 hours in a day to get it all done...are you focusing on the right stuff to grow your business and meet your client's needs? Contact us today to get started!

Ready to take your Marketing to new levels? Anne Marie Malfi ~ Malfi Marketing Solutions.com ~ Copyright 2011

 

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Sylvie Dolley
My Home Group Real Estate LLC - Litchfield Park, AZ
CHMS, ePRO, SFR Phoenix Arizona Real Estate 602-32

Lots of great advice!  Marketing is serious business to a seller that needs to sell for whatever reason.  Its a great idea to remind them of all the things we are doing on their behalf. 
Thanks for the reminder

Good Luck!

Jul 18, 2011 11:10 AM
Mike Cooper, Broker VA,WV
Cornerstone Business Group Inc - Winchester, VA
Your Neighborhood Real Estate Sales Pro

Good stuff, Anne.  All important things we should consider.  Suggested!!

Jul 18, 2011 11:34 AM
Cindy Marchant
Keller Williams Indy NE 317-290-7775 www.marchantteam.com - Carmel, IN
"Cindy in Indy" , Realtor, Fishers Real Estate

I agree with most of this...I do a seller's report every 21 days, I include the stats from the Top 3 (Realtor.com; Trulia and Tour Factory) and attach the showing feedback to date.  I think make a recommendation.

If I post to Craig's List...I forward them the link.

Communication is King...it's that simple

Jul 18, 2011 11:35 AM
Judy Jennings
Top Agent Plus - Middleboro, MA
Tap into Judy's real estate expertise & resources.

Anne - It is important to involve the client in the whole marketing process, and these are all great tips on keeping the lines of communication flowing. A+

Jul 18, 2011 12:31 PM
Gabrielle Kamahele Rhind
KGC Properties LLC, Tucson Property Management & Real Estate - Tucson, AZ
Broker/Owner

HI ANNE MARIE!Great stuff as usual! Yes, in our MLS system, we have a listing activity portal that does a graph of how many people looked at the property, how many times it was emailed, where the leads came in from and it also has a list of homes that people looked at similar to the one listed.  So I share that info too!  Hope you are doing well -G

Jul 18, 2011 01:10 PM
Anne Marie Malf
Malfi Marketing Solutions ~ for real estate professionals - Yardley, PA
Real Estate Marketing Consultant/Virtual Asst, Bucks County,PA

Sylvie - thanks and you are so right - marketing is serious business for sellers. If we all put ourselves in their place as if we were selling our home and what would be important to us, I thnk we'd all be looking for things on this list.

Mike - thank you :) - I appreciate your suggest and as I said to Sylvie - if we were the ones selling our home we'd be looking for what's happening with the marketing of our home.

Cindy - You got that right Cindy - Communication is key!  Of course every client is different and some want more things that others but if we find that out in the beginning and we're keep to what is promised in the initial listing appt I think clients can honestly feel good about what's being done and communicated to them.  I like your list!

Hi Judy - I couldn't agree more that it all comes down to communication and using the tools we have to do just that!  Thanks for the great grade :)

Hi Gabrielle
- Love that your MLS has that information just ready for you to share.  You bring up an excellent point that I forgot to mention - so many sites/tools have information about views, forwards, clicks, etc. and that will also reveal a lot to a client that may be questioning why are we not seeing much traffic or why not much interest.  Additionally it's useful to agents to review to perhaps open up a discussion (again) about potential things that need to be fixed or changed in a home for it to show better.  Doing well and hope you are too my friend.

Jul 19, 2011 12:48 AM
Hannah Williams
HomeStarr Realty - Philadelphia, PA
Expertise NE Philadelphia & Bucks 215-820-3376

Great tips here Anne Marie ..I always tell the sellers my job is to market your property!

Hannah

Jul 19, 2011 03:38 AM
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Jan 11, 2014 03:37 AM
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