Hi friends! Let's talk about growing your real estate business in 2018. I just did
this talk for a realtor group and I wanted to share it with you. I'm only
sharing a portion of it today because it's too long ago the whole thing but
you'll get the rest in a different video My name is Shana Anderson-Nute. I'm the
owner of Spitfire Advertising and we help our clients spark deeper
relationships to grow their business. Today we are talking about growing your
real estate business in 2018. If you didn't know this is the year of the
Hygge life. The what!? The Hygge life! Yes, it means that people are feeling like
they're plugged in all the time. They're feeling overwhelmed. They want to unplug.
They want to simplify their life and they want to do those things and
surround themselves with those people who bring them more joy and build deeper
relationships. If this is something you can do for your clients, you're going to
have raving fans. Especially people who are in the real estate industry where
people are buying and selling the largest purchases of their life. As I was
putting this talk together that I was going to do I asked a lot of people in the
real estate space. What do you need me to talk about? What would help you the most?
And they wanted systems. They wanted to know how to get more referrals, a steady
stream of referrals, a steady stream of income. Well that's what we're going to talk
about today because people are confused. They know that Facebook changed the
algorithm so they should be doing that and then there's these tech tools they
should be doing and they should be doing their farm and they should be doing this
and should be doing that and they're confused because all they're doing is
shooting all over themselves and I don't want you to do that. I want you to focus
on one thing. One thing that in my 16 years of marketing that has never
changed is the need to build deeper relationships. Focus on that! When you
have deeper relationships you have loyal clients who turn into referral partners.
Who help you grow your business with a steady stream of income. We're going to talk
about the customer journey in particular the sellers journey. This journey that
you're taking a customer on when you're a realtor who is
selling a home. I have weaved together my 16 years of marketing experience. My
experience from buying a home three years ago and selling a home three years
ago and being in a realtor mastermind group and having clients that are in the
real estate industry, I've put all of this together to create a system. A
customer journey where you just know what to do, when to do it. You don't have
to think about it and feel confused. As we go along in the slides there's this
little happy face up here in the corner that you're going to see. That means that on
that slide, there is a relationship building element, one of these eight that
we are talking about. I have also included some realtor kits that we can
go and do for you because remember we want to give you the hygge life. We want
to simplify your life. We want to bring you more joy and we want to build
relationships with you. So having realtor kits that you can use throughout this
journey is going to help you too. Okay looking at this sellers journey.
Notice there are three stages. Stage number one. This is the discovery stage.
Then we'll move into the relationship building stage and then the loyalty
stage. If you are not a realtor that's o.k because there are pieces in
this customer journey that you can put on the customer journey that you run
through with your clients. It's not just for the real estate industry. This one is
focused on there but you're going to have ideas that are sparked for you and
things you can use in your experience with your customers.
I want you to take off your real-estate hat or whatever profession you're in and
step into your clients shoes. Look at this journey from their point of view.
You ready to dive in? Stage one. This is the discovery stage. This is a time
when you are putting out lead generation activity to attract new prospects to you.
Put yourself in your clients shoes. How are they feeling. I can tell you how
I was feeling. I was feeling confused. I didn't know if this was the right time
to sell my home. If I should wait. I didn't have to sell it when I sold it. I
didn't have a lot of answers because I didn't even know how
it would take. I needed a great realtor who was an expert to help me. When I was
thinking about who that realtor should be. My husband and I talked and we both
agreed we wanted a realtor who specialized in our neighborhood. We
went and we looked and there was a gal her name was Pam who specialized in our
neighborhood and I had seen her car driving around and parked at my
neighbor's house because I had her branding on the side the magnet so I
knew it was her car. I walked across the street to my neighbor and I said hey do
you know Pam I noticed she's at your house a lot because we want to sell her
home and she said that's my mom I'd love to refer her to you. We got our first
realtor through her marketing and then as a referral. Our second realtor we got
and we were trying to figure out where we were going to buy and who that realtor
was going to be. Originally we had plan on going out too. We were living in
Sunnyvale at the time. We'd originally plan on going to like Morgan Hill or
Gilroy you know the Bay Area Silicon Valley had
been changing and my son was getting bullied at school. He was only nine and
we fixed the situation there but we didn't want him to go to the middle
school. We were looking Morgan Hill Gilroy someplace worked a little
friendlier a little laid-back a little more nature country there. We felt was a
better place to raise our kids. We were going to go out that way. Well you know
how kids screw things up. Our oldest daughter she moved out to Tracy with my
son-in-law and my grandson and she said hey mom come this way
so I said okay hubby let's go check out Tracy let's see if it's a fit for us.
We scheduled a day on a Saturday to go out to some open houses. My sister and
her husband said hey can we tag along because if you move out there we'll probably
move out there too. Sure! We walked into the first open house and there he was.
Mr. Colgate smile. His name was Donnie. He was our realtor. The realtor at the time
that was selling the house he wasn't our realtor yet. We walked in, he was super
friendly, knowledgeable, and I told him I don't really want you to waste your time
on us. We're not pre-qualified. We don't know if we're going to land in Tracy. We're
really just checking out the area right now and he said well you probably have a
lot of questions and we said yes we do. He said well
ask. So we were rapid-firing the questions and he was rapid-firing the
answers. He was telling the schools. He was telling us the neighborhoods. Where
we should buy. Where we should stay away from. He was talking about Austin's real
estate where Tracy was going. He had moved from the Bay Area years before so
he was telling us about the transition. It was very very helpful. At the time we
said ok thank you so much for your information. You've really helped us a
lot. We're going to leave now
and he said wait are you going to be in town for a couple more hours and we're
like well we could be and he said ok how about after I do this open house then we
can go out and we can go look at the houses that I told you about in these
neighborhoods. You could check out the schools. You can check out what you can
get for your money. You can check out these neighborhoods that I've been
telling you about. We're like, wow! You would do that for us? We're not even
pre-qualified. I know a lot of Realtors would never take their time and do that
for somebody who's not pre-qualified. I know because I had the experience myself
with some of those Realtors. We in fact my sister and her husband myself and my
husband all talked and we said okay if we lend up landing in Tracy and we buy a
house here Donnie's going to be our realtor. He was just amazing to work with. We
got our second realtor from an open house. What are you doing for your lead
generation activities? I've listed quite a few here. One thing that I really want
you to focus on as I say team collaboration. Because I want you to
figure out who your client needs before, during, and after their experience with
you. Put a team together make sure that they're like-minded individuals who
your ideal client would like to work with. You guys can market together. You
can share expenses together. You can refer to each other. Team collaboration
is a great way for you to grow your business. Also thinking about these
online and offline activities to do online. When you're online it's much
harder to grow a relationship. It's a lot harder picture it like this. Imagine that
your client is standing outside the front of your office. They're standing
outside the building on the sidewalk and they're looking through your storefront
and they're just watching you. They're watching how you act,
how you move, what you say ,are you an expert, can you help them, do they like
you, can they trust you? They have all these questions in their mind. You need to
be doing content and activities to get them to want to open up the door and
walk in. What does that mean? That means they called you. They E-mailed you. They
contacted you. It also means that they could have entered their email into an
opt-in that you have. Somehow they've basically raised their hand and said I
want to talk to you. You stood out to me. This might be something that we want to
do. On the next video we're going to talk about different ways that you can get
discovered online and offline. I'm going to give you three points on each one. I'll
see you on the next video but in the meantime make sure that you share this
out with anybody who needs to hear what we're talking about because this is
going to be a couple of parts maybe three or four I'm not exactly sure yet. We'll
see how many parts this video series turns into but share it out so they gain
the knowledge, they gain the experience so I can help them grow their business.
I'd really appreciate it and remember if you don't do anything else... smile. Because
happy, it looks good on you and remember to follow us on social media we're on
LinkedIn, Twitter, Instagram, and Facebook. There you go. Find us over there, okay.
Have an amazing day
Không có nhận xét nào:
Đăng nhận xét