How Do I Get Your Attention?
This is a question to the expertise of the group. The question is a serious one and is not intended to be snide in any way. Maybe it is the way I write...no matter how hard I try to express real feelings in my writings...somebody gets mad at me. If I offend someone, I apologize, and know that you will get over it. (smile)
We are all professionals and we are all busy. All of us are bombarded with marketing messages each day. But there is a problem in the real estate industry.
All data suggests that as a group of sales professionals, Realtors pay is pretty low. Well, I should correct myself. Some earn HUGE commissions, while the vast majority cannot even afford to operate as a profitable business.
When I came into this market from the medical device industry my expectation was quite high. My expectation remains quite high. Let me explain...
Do we not all agree that there is a problem in the market right now? All of you work on straight commission right? Does anyone really think that basic rules of sales and marketing do not apply in real estate?
I have a great deal of sales and marketing experience in other industries. In the medical industry (for example) we are hunters. We are very active in pursuing new opportunities for service to our clients. That means sales..that means big bucks. What I see often in real estate is a much more passive approach to finding new business opportunities. Was selling real estate during the boom really that easy? Did customers really just walk through the door, call on your cell or drop you an email? If so, I relly missed the boat, huh?
Most of what I see (referrals, ads, flyers, etc.) are all passive. When a leads are generated, I do not see aggressive action to get buyers motivated to act quickly and decisively. I rarely see real sales and marketing plans, written goals with progress toward those goals and forecasts. You cannot improve what you cannot measure.
So as not to make this a long article...but a brief post...let me fast forward. There are people out here that are dedicated to YOUR success. How do we best get through the armour to reach you? What hot buttons should I focus on? What needs are not being addressed from a sales and marketing situation. How does someone like me simply get one of you to sit still, drop your guard and just mastermind?
Do I assume correctly that you even WANT assistance? It seems that there have been many in this profession that have been burned somehow. I don't see that correlate well to other sales professionals as much. What I do know is this. The more I know about YOUR challenges, needs, obstacles, etc. the more I can be of service.
I have great empathy for the situation of many of you. Most Realtors are having really tough times right now. I respect that. Some are having huge success due to bank owned properties, etc. So a cold call from a pretty direct guy like me is the last thing you want...or do you? Here is the frustration. There is a barrier up from this industry. Any indication that you might not have all the answers is cause for an immediate...blow off. Wow! What if I had information that could truly help you? How do you want this? Mail, email, fax, phone call?
This is a rather basic question, but a question that I think is prudent to at least ask. The worst that could happen is NO response to this post. A positive or negative response will at least educate me on how to do better. Isn't that what all of us want?
You and I should both get paid very well for what we do. This is a great opportunity for huge success stories in real estate. How can a sales and marketing support strategy help you make more money in 2009 than you ever dreamed possible?
There are great opportunities for all of us. I am grateful for the opportunity to work with this group of professionals...the Realtors and Brokers! What you can imagine...can be achieved!
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