Offering Value

Real Estate Agent with Keller Williams Foothills Realty

There is so much talk about lead generation and generating business via the Internet.  There are so many scam artist companies in real estate claiming all sorts of nonesense.  It's sad but true and part of why that is - in my opinion - is that real estate agents are sales people and sales people quite frankly can be sold.  I know I can.  We are also ultra competitive and when we think we are missing out on something good that someone else has, we want it too or we want it instead - falling for the old "exlusive offer".  I can't think of any other industry that gets targeted by snake oil salesman as much as the real estate industry.

What I have found over the years though - with the help of my tech savvy husband - is that it always comes down to offering "value" pure and simple.  Sometimes that value might be simply payment in the form of money.  We are now telling potential buyers that we will pay them to tell us who they are.  That might seem a little shallow or unusual (it did to me at first) but when you think about it - what are we after in this Internet game?  Name, email, phone number at a minimum but why not go for address, buying time frame, cities of interest, price range and whatever else we want to know?  Why not just cut out the nonesense and tell people - look I will pay you $ if you simply tell me who you are and what you are looking for.  If you are paying someone for this information than you can ask for pretty much whatever you want.

How does it work?  We offer a uniquely created Visa gift card that is representative of our area - Evergreen and Conifer Colorado Real Estate.  Currently we offer it at a $10 amount and with shipping and handling that adds $6 - so for someone's contact information we are willing to pay $16.  You might think that people will just try and break the bank but we have ways of insuring that doesn't happen.  In addition, we also have a relocation package that we can follow up with that shows us as the only logical choice in real estate for our target communities.

So that we don't have all the crazies trying to order a gift card from our site I won't put a link here but if someone would like to see it I would be happy to show you if interested.  To see where this idea came from I recommend a phenomenal book called Permission Marketing by Seth Godin.  If you want to read a great book on marketing and the trends happening in today's Wired world than this one is a must!

Happy Selling


Dania Guth
RE/MAX Alliance
Evergreen and Conifer Colorado Real Estate

Comments (2)

Michael & Gayle Ramsey Fujita
Green Realty Group (808) 388-1485 - Honolulu, HI
(S) RAs SFRs ePro MRP

Very creative!!!  I love your post.  Have a great weekend-



Mar 08, 2008 11:48 AM
Jonelle Simons
Windermere Real Estate - Park City, UT
It's true - Great points here!  People are looking for value AND service, and not necessarily the "cheapest" price!
Mar 08, 2008 11:55 AM