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Improve Your Rainmaking

 

Improve Your Rainmaking

Do you have the exceptional ability to attract loads of clients?  In such a highly competitive business compounded with a slumping housing market, there are lots of Realtors competing for the same clients. What separates top producers from average ones is the ability to generate clients with less time & effort and less money.

There are plenty of good marketing strategies that can help you produce clients. What's important though is you find ways to differentiate from competitors and get prospects to trust you quicker. For a prospect, selling or buying a home is their most important decision. You have to convince them you are the one who can make it all happen before your competitor does.

http://www.campusaccess.com/     Education, Not Solicitation

Too often Realtors are in a hurry to make a sale. The opportunity being missed is education. Education is a commonly known, but seldomly used, marketing strategy. 

Today's consumers do not want to be sold, they want to be educated. If you offered a free report about the five top mistakes when selling or buying a house they would listen. This is something that could benefit them and you would be using education to establish a dialogue. It builds trust and accelerates the relationship process.

Make Education Special

Being able to offer your client accurate information is proof that you are doing your job. Most clients shy away from setting up meetings in order to give a Realtor an opportunity to advertise. To be honest, most clients find it offensive because they feel manipulated. On the other hand if you used education as your initial approach, you would find clients happy to meet because they perceive you as an expert not a salesman.

You can package education in the form of special reports. A special report is a well crafted message that educates clients and shapes their perception of your expertise. Once they perceive you as an expert, it's much easier to generate quality leads. 

Instant & Affordable Leads

Using email is a preferred method for offering special reports. You eliminate graphic design and printing expenses and postage keeping your marketing costs minimized - combined with the right software you can see which clients you can convert into leads. You can promote special reports in different ways:

  • Send an email message with an invitation to download the report. 

     
  • Promote as an advertisement inside your electronic newsletter. 

     
  • Offer to guests at open houses to secure more registrations

Like the idea of using special reports to generate leads, but don't have any reports on hand?  Don't worry, you can typically get some good reports through your broker, NAR, Realty Times, and some other helpful groups/sites.  Personally, I keep about 5-7 reports available at any time.  Remember, you will need to update your reports periodically to coincide with today's environment.

 

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Are you looking to purchase a Texas home?  Perhaps you love your Texas home but would be interested in refinancing your Texas mortgage to a lower interest rate?  

I'll help you get pre-approved for your Texas home loan and even suggest some very knowledgeable and professional Real Estate Agents in your area of choice.  If you are available to talk, I am available to listen.  Give me a call or visit my website for more details.

Do you want to know all of your mortgage options? Call me today and let's discuss them further.

Texas Home Loan Consultant

Always available for your Texas Mortgage and Home Loan needs!

John R Cannata    P#214.728.0449

NMLS # 322646

Texas Home Loan Expert

Frisco TX Mortgage

      

 

The views expressed on this site are mine alone and do not reflect the views of my employer.

Comment balloon 21 commentsJohn Cannata • October 21 2008 08:29PM

Comments

John,  This is why I love you Rubberman!  These are GREAT tips. Why didn't I think of that?  I never even thought to check NAR or Realty Times for newsletters....DUH!  Thanks so much for posting this!

Posted by Elizabeth Cooper-Golden, Huntsville AL MLS (Huntsville Alabama Real Estate, (@ Homes Realty Group)) over 9 years ago

You are right about this one. I dont think I can say it better. I guess top bloggers have their own ways of doing it and don't even feel that way. Yet they become top subscribers each week.

Posted by Loreena and Michael Yeo, Real Estate Agents (3:16 team REALTY ~ Locally-owned Frisco TX Real Estate Co.) over 9 years ago

We love education, why wouldn't our potential clients? I used to host homebuying seminars once a month and usually got a pretty good turn-out. I say yes! Offer education whenever possible.

Posted by LS Rogers Realty (LS Rogers Realty) over 9 years ago

John - This is a good idea - I've been rethinking my drip campaigns and I'm definitely going to add a more educational slant. 

Posted by Erik Hitzelberger, Louisville - Middletown Real Estate (RE/MAX Alliance - Louisville REALTOR-Luxury Homes) over 9 years ago

John, Great information.  What has worked for me is a little statment that says something to the effect of "click here to find out about new listings before most REALTORS".  That takes them to a form that I have made.  It is very comprehensive and has brought me a bunch of business.

Posted by Marchel Peterson, Spring TX Real Estate E-Pro (Results Realty) over 9 years ago

John- Good idea about education. It's important to have good content in your message, not just a flashy way of saying it. Thanks for the tips!

Posted by Ilyce Glink, Best-selling author, award-winning TV/radio host. (Think Glink Media) over 9 years ago

John - Very good advice.  You hit the nail on the head, education is the answer.

Posted by Richard Weeks, REALTOR®, Broker over 9 years ago

Great tips. I like the idea of offering e-newsletters at open houses.

Posted by Gita Bantwal, REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel (RE/MAX Centre Realtors) over 9 years ago

Thanks Princess.  I hope all is going well for you in Bama.

Loreena,  Thanks for the comment!

Trunda, I have thought about working with a few Realtors to host a seminar.  I haven't done any type of training class since I left Countrywide.  I use to train the staff all the time about enhancements, programs, etc.  It was a lot of fun.  I'm sure hosting a seminar for potential homeowners would be a great experience.  If you host one in the future, let me know.

I recently changed up my drip campaign, Erik.  Sometimes you need to do that with your material to keep your readers stimulated and touch on some of their areas of concern.  We all know that people are not the same, so different topics will capture different audiences.  Good luck!

Marchel - Do you have this link on your web page or is this something within a newsletter / email?

Thank you Ilyce.

I try to provide some helpful tips Richard.  Now I am just waiting for the comment that says "hey John, I tried this idea after reading your post and WOW it has made quite a big difference".  Maybe not for this post, but for the several others I have written.  :-)

The concept for the Open House is to capture the visitors email and contact information, Gita.  No need to hard sell them.  Let the potential client get to know you and trust you before moving forward.  Be available for them.

Posted by John Cannata, Texas Home Mortgage - Purchase or Refinance (214-728-0449 http://TexasLoanGuy.com) over 9 years ago

Great post John, it is all about education and building trust through relationships. Great idea to bring special reports to open houses. I think I will take you up on that idea with my next open. Thanks.

Posted by Linda Breeding (Keller Williams Realty ) over 9 years ago

John, the link is on every area page of my website.  It sends them to a form that is on my website. I reference my website from my blogs so I really don't know what actually comes from the rain but I get a lot of leads in from my website.

Posted by Marchel Peterson, Spring TX Real Estate E-Pro (Results Realty) over 9 years ago

JOHN  Of course I'd let you know!  I'd need you there.

Posted by LS Rogers Realty (LS Rogers Realty) over 9 years ago

Linda - Let me know how it turned out.  I like to get feedback with some of the ideas I share.  In some areas it works better than others.  Hopefully it works well for you.  If you need some ideas on reports, let me know and I'd be happy to share some with you.  Good Luck!

Marchel - I'll have to check out your website for that link.  Its a good idea to have a handy link for your clients.

Trunda - I had to ask and I appreciate the response.

Posted by John Cannata, Texas Home Mortgage - Purchase or Refinance (214-728-0449 http://TexasLoanGuy.com) over 9 years ago

Gosh Johh, If we could get every agent "educating" the consumer we'd have them eating out of our hands. The largest problem we have in my opinion is just that, lack of education from the consumer. They "think" they know about our industry from what they hear on the news or read in the local paper. It's amazing how off that information can be.

Posted by Greg Nino, Houston, Texas (RE/MAX Compass, formerly RE/MAX WHP) over 9 years ago

I hear ya there Greg.  Many people hear something on TV or read the newspaper and think they learned something far more than what you know as a professional.

Posted by John Cannata, Texas Home Mortgage - Purchase or Refinance (214-728-0449 http://TexasLoanGuy.com) over 9 years ago

Hi John, you've just got to know I totally believe in the power of educating your consumer prior to working together. It makes the whole transaction much smoother and it also positions you as an expert in your field.

It is the main reason I teach home sellers, Realtors, investors or whoever wants to know HOW to stage at Collin College. I believe that the more people understand what something is, why it's important and how to do it (and how much work is really involved in any profession) then they understand the VALUE you bring to the table.  Whether they hire me or not, I am educating anyone I can and believe they too will educate others once they see the value and they are also building trust in an industry that not everyone understands.

Posted by Karen Otto, Plano Home Staging, Dallas Home Staging, www.homes (Home Star Staging) over 9 years ago

Karen - You are certainly an educator!  No one forces you to teach your classes at CCCC, yet you have been focused on teaching the class for quite some time.  I think it is great that you share your knowledge without hesitation.  I've seen it in your posts as well.  Kudos!

Posted by John Cannata, Texas Home Mortgage - Purchase or Refinance (214-728-0449 http://TexasLoanGuy.com) over 9 years ago

 I can't do this though....

Posted by Karen Otto, Plano Home Staging, Dallas Home Staging, www.homes (Home Star Staging) over 9 years ago

JOHN  You don't miss a beat. Always ask for the business. ;)

Posted by LS Rogers Realty (LS Rogers Realty) over 9 years ago

I just wanted to make it 20 comments!

Posted by Greg Nino, Houston, Texas (RE/MAX Compass, formerly RE/MAX WHP) over 9 years ago

Karen - I could not even tell you how to copy the picture, let alone figure out the problem.

Trunda - I'm looking for people to ask ME for the business.  LOL

Thanks Greg.  Although its now 21, I still appreciate you trying to help me boost the comments.  I say we go for 30.  Any takers?  History has shown that I can only get a max of 27 comments.  I've tried to write some good stuff or even funny stuff, but 27 is the key number I can not pass.

Posted by John Cannata, Texas Home Mortgage - Purchase or Refinance (214-728-0449 http://TexasLoanGuy.com) over 9 years ago

Participate