Go Ahead, Invite Yourself Over

By
Services for Real Estate Pros with The Scene Lab

If you are a professional who provides real estate brokers and agents with a service, sometimes the toughest task is just getting in the door. Look at it from a RE professionals point of view, they are constantly being sold to. Agents and brokers receive more sales pitches in a day than many of usGate do in a month. What does that mean for you as a homestager, financial pro, photographer, or other service professional? Know how to invite yourself over. Here are a couple of tips:

Via phone -  Trying to land a client on a cold call is like trying to force feed a child vegetables...he/she may need what you have, but forcing it down their throat is going to make for a messy situation. After a brief introduction get to the point quickly. If speaking with the owner or office manager state that you would like to drop by or email them some information that fully details your services. Let them know that you would be very willing to do a 5 (or 10 max.) minute presentation on the day of their scheduled office meeting. Reassure them that if invited, you will not be expecting their agents to "buy" anything on the day of your presentation. Make it clear that if their are questions after the presentation, you will be happy to answer them, but if not you will leave them to their business. If your product or service is the least bit interesting there will be questions...which is precisely what you would like.

Via email - The approach should be similar to above, with the exception that if possible you include the information in that first email. Be sure to put any links to before and afters, or other samples of your work in the email.  Do not make the email long winded or detailed. Provide enough information to spark their interest, and let them know how they can respond.  If they do not respond, you can always do a follow up phone call in 24-48 hours. Important: Be cautious with your Subject line.  Using buzz phrases, and exclamation points are red flags that will get your email deleted.  Make the Subject: Request for appointment or something of that nature.

Once you have achieved scheduling your presentation, stick to your word. Do not be like that crazy uncle that comes over your house and will not leave until you shut off the lights. Make what you have to say brief but compelling. If the agents ask questions that keep you there longer, that is fine. After a few, you can always give the owner/broker a nod and ask if it is okay to continue to field questions.

If what you have to say will help agents, go ahead invite yourself over.

Photo Credit: Flickr Photo

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Rainer
1,415
Michael White
The Write Dynamic - Suwanee, GA

Great advice! Though, I wouldn't necessarily include a sample of work in an e-mail unless the sample is small or otherwise won't set off any e-mail quarantine filters. Someone once sent me a 14 MB file! My e-mail program nearly had a "warp core breach!"

Many e-mail filters will toss suspect e-mails (those with attachments or that have embedded images) in a quarantine file or suppress them altogether. That's why as a writer I only include samples of my work if requested. I'd rather give prospects my Web site address where I'd have samples available for viewing.

Also, if you're contacting a prospect by e-mail, use short sentences and paragraphs rather than long ones to get your points across. You only have a few seconds to get the reader's attention, so brief is better. Use bullet points to highlight key benefits of your service. Don't just list your features; list how you can solve the prospect's problem.

And, use a P.S. in your e-mail. The P.S. in an e-mail or letter is one of the most read sections. This is valuable real estate.

May 02, 2007 01:50 AM #1
Rainer
12,477
Eric Carlsen
The Scene Lab - New York, NY

Michael,

Some fantastic points. My recommendation if possible is to send samples via a URL link in the email.  That way attachment sizes are not an issue. For example:

"I've enclosed our 2007 Rate Card..."

or

"Here is a link to a recent video production for a Southampton Home..."

 

I send such emails using Constant Contact (after I receive permission to do so).  That way I can not only see if they opened the email, but also which links they clicked on, and how many times.

May 02, 2007 02:01 AM #2
Rainmaker
291,029
Kathleen Lordbock
Keller Williams Realty Professionals - Baxter, MN
Keller Williams Realty Professionals
I'll have to check on Constant Comment - thank you.
May 02, 2007 02:06 AM #3
Rainer
12,477
Eric Carlsen
The Scene Lab - New York, NY
Kathleen,
It's a great tool.  I am not affiliated with them in any way, I just like the service.  Here's a link.

http://www.constantcontact.com/index.jsp
May 02, 2007 02:11 AM #4
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Rainer
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Eric Carlsen

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