Five Types of Content Every Realtor® Should Share

By
Services for Real Estate Pros with www.PrinterBees.com BRE# 01392374

Staying in touch with prospect is essential, and we’ve all heard that it takes a lot of touches before someone trusts us enough to do business with us. The problem can come when you run out of ideas – what do you do to reach out for touch #14? Or touch #25?

You can partly solve this by coming up with a rotational system – perhaps a few different types of outreach that you repeat, like postcards, email outreaches, EDDM, and more. But many times it isn’t the format that’s tough. It’s the actual content. To help solve this problem, here are five types of content every Realtor® should share with their market regularly.

Buyer FAQ’s

Everyone hears many of the same questions from buyers over and over. Take advantage of this and send out a letter or postcard addressing some of these concerns. By using different FAQs each time, you can do this type of content several times before it repeats.

One way to keep this fresh is by addressing specific market concerns in your area, talking about renting if that’s part of your market, and adding season-specific information at different times of year.

Seller FAQ’s

As you know, I believe strongly in procuring listings in order to do well in real estate. You can get people thinking about selling their homes by answering frequently asked questions that you hear from buyers. Ideas include the right time to sell, how to stage or update a home, landscaping, picking a great Realtor®, and more!

When you answer these questions, you’ll not only be planting the idea of selling in the prospect’s mind, you’ll be overcoming some initial objections as well. Like the Seller FAQ’s, don’t list 20 items in one mailing. Keep it short and sweet, and invite them to contact you if their concerns weren’t addressed.

The Dream and Beauty of Home Ownership

One thing that’s important to realize is that many renters today don’t see home ownership as a goal they want to reach. They see homes as a money pit, a liability, and a hassle. In order to overcome these objections and turn these prospects into buyers, it’s important to paint a picture. Use some of your marketing materials to talk about the dream of home ownership.

In addition to talking about the positives of owning a home, highlight truly beautiful homes in the area. Not only will this give a great spin on home ownership, when you highlight these homes you can build relationships with the homeowners that may turn into a listing or referral later on.

Funny or Behind-the-Scenes Content

Doing “A Day in the Life” or telling a funny story is a great way to build rapport with prospects. It’s important that they stop seeing you as a marketer and start seeing you as a real human being, with your own silly moments and playful activities. The key word here is authenticity – show your prospects who you really are, and that will help them know and trust you.

Being transparent will also help prospects overcome any biases they might have about Realtors® being salesy, slimy, or hard to deal with. Show your prospects you are a normal, fun, flawed human being just like they are!

Neighborhood and Market Updates

Sending market updates once a month is a great way to generate touches with your prospects. You shouldn’t let it become boring, though. Include neighborhood updates, especially things that may be helpful, such as upcoming construction projects that may affect traffic. You can also talk about new restaurants, community events, or city council decisions that affect real estate.

When you send these updates, including a mix of information will keep it fun and interesting. You might even want to include a family-friendly movie review each month, just to keep it applicable to your prospects in a non-sales way. The key is to come off as friendly, informed, and helpful!

It can be hard to decide what to put in your real estate letters or postcards. However, we know it’s important to keep outreach flowing in order to build trust and generate business. By using these five types of content, you will always have something to say to your prospects.

What types of things do you share with prospects? Share in the comments!

close

This entry hasn't been re-blogged:

Re-Blogged By Re-Blogged At
Topic:
Real Estate Sales and Marketing
Groups:
Real Estate Rookie
Marketing 101
Tags:
farming
real estate marketing
real estate content
prospect outreach

Post a Comment
Spam prevention
Spam prevention
Show All Comments
Rainmaker
212,480
Stefan Winter
Real Estate in IL & NV | Owner of Real Estate Web Tech | Daily Vlogger - Las Vegas, NV
Owner - Winter Group & Real Estate Web Tech

All great things to share, mostly educational but the behind the scenes stuff keeps people coming back.

Jul 15, 2015 07:51 AM #1
Rainmaker
403,553
Sal Poliandro - NJ Bergen County Realtor
RE/MAX Properties - Ridgewood, NJ
Short Sale Specialist - CDPE, SRES, SFR, IRES

Great post. Try to do as many of these as I can. 

Jul 15, 2015 07:59 AM #2
Rainer
230,518
Mike Rock
Complete Design - Granite Bay, CA
Granite Bay Luxury New Construction...For Less

i like this kind of stuff....Hello bob , i remember when we (met, spoke,emailed) that you were looking for a 3 bedroom and you had a couple of great Danes. This house came on the market a few blocks from you and has a dog washing station in the mud room. this is a picture of that, i thought of you right away.

or..... Hello mary, i know your a big fan of genealogy, i saw a book at the store named xxx and i thought of you. Also the house around the corner from you just closed for 13,000 more than what was asked, i know you have the same floor plan.

Jul 15, 2015 07:59 AM #3
Rainmaker
387,452
Gwen Banta
Sotheby's International Realty - Los Angeles, CA

Good post! I was told by my first manager, "Always be accessible - with your time and with your being." That has served me well.

Jul 15, 2015 08:06 AM #4
Rainmaker
863,796
Les & Sarah Oswald
Realty One Group - Eastvale, CA
Broker, Realtor and Investor

All great tips and suggestion. When we give our clients what they need they will remember our service and contact us when they are ready to act.

Jul 15, 2015 08:09 AM #5
Rainmaker
494,929
Nadine Larder
www.PrinterBees.com - Dublin, CA
Real Estate Marketing Expert/PrinterBees Founder

Thanks everyone! I find it really helpful because these kinds of causal contacts help prospects know they are on my mind without them feeling that I'm hounding them. Mike, I love how you tie in things you know prospects are looking for. That's awesome!

Jul 15, 2015 08:57 AM #6
Rainer
378,343
Thomas F. Scanlon
Borgida & Company P. C., CPA's - Manchester, CT
CPA, CFP

Nadine Larder - Well done. I like the idea of the rotational system. I have gotten away from this and need to get back to it.

Cheers,

Tom

Jul 15, 2015 09:40 AM #7
Ambassador
1,893,239
Cindy Jones
Integrity Real Estate Group - Woodbridge, VA
Pentagon, Fort Belvoir & Quantico Real Estate News

 A good reminder of things to make sure our blog has.  Handed prospective clients today a few blog posts to back up what I had to say about marketing.  They loved it.

Jul 15, 2015 10:34 AM #8
Rainmaker
494,929
Nadine Larder
www.PrinterBees.com - Dublin, CA
Real Estate Marketing Expert/PrinterBees Founder

Thanks Tom! Rotation helps us not need a million ideas, but still keeps us sending fresh content to prospects so they don't get bored. :-)

Great job, Cindy! Content can go a long way toward closing a deal for you. Good work! 

Jul 16, 2015 03:46 AM #9
Post a Comment
Spam prevention
Show All Comments

What's the reason you're reporting this blog entry?

Are you sure you want to report this blog entry as spam?

Rainmaker
494,929

Nadine Larder

Real Estate Marketing Expert/PrinterBees Founder
How Can I Help You With Your Marketing?
*
*
*
*
Spam prevention

Additional Information