Real Estate Marketing Ideas to Generate More Calls and Business

Often real estate professionals avoid marketing because they don’t know what direction to start with. Many decide to just do some sort of “branding” in the hopes of getting more business, only to be told that they must do more “branding” before they will get phone calls. A focus on real estate marketing means getting results from every ad, mailing piece, or website page that is placed. Marketing doesn’t have to be difficult, as long as you have the right ideas to put into action.

Part of your real estate marketing strategy should be to put into action ideas that generate calls for business every month. This doesn’t mean trying “gimmicks” it just means taking time to understand your market and meeting their needs with the right messages. Take into consideration the following marketing ideas to generate more calls and start closing more business.

1.      Place ads on transactional words– Instead of placing pay per click ads on generic words like “my area real estate” consider placing ads on transactional words. These keywords are often over looked and will result in leads who will act quickly. Adding transactional related keywords like “buy” and “purchase” will help you to focus on buyers who are ready to get out in the field and take action.

2.      Send a postcard around a popular listing – In any market there are listings that receive multiple offers. Whether it is your listing or not, send a postcard to the closest 200-300 homes in the area. Don’t send a postcard that states that you are a “neighborhood” expert, rather send a postcard that focuses on saving people time and money.

3.      Place a new magazine ad – Magazine ads are often one of the quickest buyer systems that you can implement. Don’t place the traditional magazine ad about yourself, rather, put a series of listings in your ad, with powerful copy that compel people to pick up the phone to get more information. When you put in listings that are of interest and use a simple 1-800 number tracking service you can get 100+ phone calls from just 1 ad! 100 phone calls can easily be turned into 6 or more transaction when you use the right scripts.

Real estate marketing doesn’t have to be expensive; it just has to have the focus on generating leads. Too often ads are placed without the concern for what the return will be. With every marketing idea that you put into place take time to consider how many conversions you will need to have a minimum 7 times return on your investment.

As part of the Real Estate Success Program, James Bridges, coaches real estate agents across the country on effective real estate marketing techniques.

The Real Estate Success Program coaches and trains real estate agents on all aspects of real estate marketing from taking FSBO listings, Expired Listings, objection handling scripts, social networking and internet marketing. All training and coaching is designed with the busy real estate agent in mind. The real estate training systems are designed to be cost effective with a focus on lead generation that results in consistent closings every month. We invite you to discover more on real estate marketing at the real estate success program.

Free Real Estate Marketing Can Work – When You Have the Right Plan

When many real estate professionals think of marketing they think of items like getting an ad in a magazine or newspaper.  Some even consider taking out a small billboard or bus bench as a form of marketing.

While these may be considered marketing items for many professionals there are some substantial challenges with them.  Popular traditional forms of advertising like magazines, bus benches, or worse yet telephone booths can have the following challenges:

  • Expensive to start with
  • Expensive to test with until you get a winning ad
  • Difficult to track it’s success (how many eyeballs looked at your ad? or called?)

Sometimes you can get these forms of marketing/advertising to work, unfortunately by the time you get them to work you might have already spent an entire commission!  There are free methods that you can put into place for marketing for your real estate business that DON’T involve traditional practices like door knocking or cold calling.

Consider the following two items that you can put into place immediately with no out of pocket expenses.

  • Social Networking
  • Craigslist
  • Blogging

Social networking can help you to establish a powerful referral network (or grow your existing one stronger) while Craigslist will allow you to reach eager buyers who are often searching daily to find the right home.  Before you start with either Craigslist or Social Networking, I invite you to consider the following to achieve success.

Have a Plan

Too often because something is “free” there is little thought into the approach that one should take.  Your time is extremely valuable!  Create a basic plan that outlines how much time you can invest, what your goals are, and even what tasks you need to accomplish to make your marketing work (meaning it needs to generate leads). This plan doesn’t need to be fancy, it can be as simple as 1 page, just write it down and put it in front of you so you know what you are tackling.

Give Your Plan Time To Work

Trying Craigslist for a couple of days or Social networking for a few days isn’t going to give you a chance to succeed.  Give yourself a week or two to really put your plan into action.  If that is posting ads to Craigslist consider setting a goal of the number of ads you will post (like 50 or 60) before you make a change.  Setting a specific timeline will help you to get your real estate marketing done efficiently as you reach towards your goal.

Document Your Results

Too many people launch new marketing and when it doesn’t generate sales, they simply state “it takes time”.  While some marketing does take time, it is important to hold any marketing you do to a standard.   When an ad, website, or your time on Social Networking isn’t generating any calls or prospects it may be time to cut that activity.  Count the number of emails and phone calls you get from your efforts.

After your ads are generating leads then track the number of appointments and closings from those.  After just a couple of months you will be able to see which form of marketing to invest more time in!

The Real Estate Success Program coaches and trains real estate agents on all aspects of real estate marketing from taking FSBO listings, Expired Listings, objection handling scripts, social networking and internet marketing.

All training and coaching is designed with the busy real estate agent in mind. The real estate training systems are designed to be cost effective with a focus on lead generation that results in consistent closings every month.

We invite you to discover more on real estate marketing at the real estate success program.

Your Real Estate Marketing Solution

In real estate there are many different ways to generate business. Many start with the aspect of “branding” themselves, some start with their sphere of influence, and others start down the road of direct response marketing. There are many different ways to build a marketing foundation for your real estate business and your solution should fit your needs and your personality.

Before you spend any money on real estate marketing, it is important to consider the following:

There is no SILVER bullet

No matter what type of solution you decide to use for your real estate business there isn’t going to be a silver bullet or a magic pill that will give you as much business as you could imagine without any work or money. A good marketing solution will require that you invest your time and money into making it work for your business.

There are a few important factors to consider before starting any real estate marketing program.

  1. What type of business do you want? – Don’t just say “I will work with anyone” as that will result in marketing that has no direction and will be too expensive. The most obvious first decision to make is whether you want to work with buyers or sellers. With just a simple focus on working with buyers or sellers you will be able to determine what marketing will help you to best reach your target audience. Buyers and sellers have different needs and your marketing needs to fill those needs for you to have success.
  2. What type of marketing do you really want to do? – With online advertising growing at such rapid rates it is certainly one of the most popular and effective mediums to go with to get new customers, but is it a fit for you? There are many real estate professionals across the country that are having huge success with magazine ads, flyer inserts, and postcards so if that is something you want to do then choose a marketing solution that offers those templates as well.
  3. How are your phone skills? – Be honest with yourself on this one as this can make the difference between massive success and wondering why “the leads are bad”. With new marketing comes a new source of leads so take time to consider if you are prepared to handle leads from that new source. Whether you are getting calls from your website, magazine ads, postcards, sign calls, or another medium there are different questions you can ask prospects to qualify them and see if they are a match for your services. A complete marketing solution should also help you with scripts and objection handling techniques.

There are many different real estate marketing solutions out there and one of the best ways to see which one is right for you is to pick up the phone and call the people who have created it. When they take the time to answer your questions you can see how it would work for you and they might even give you some new ideas you hadn’t thought of yet that you can apply to your business.

Jamey Bridges is one of the coaches and founders of the Online Real Estate Success program. The Online Real Estate Success systems allow real estate professionals to discover the techniques they need to succeed with their online marketing efforts.

Real Estate Marketing For Short Sales

In all real estate markets there are short sale sellers. For a variety of reasons, homeowners can be in the situation where they need to sell their home, but there isn’t enough equity for them to be able to accomplish their goal. These home sellers have the need, but they don’t know how to get help.

The real estate professional that can put themselves in the position to solve their problem can pick up 5, 10, or even 20+ listings every month. Before getting into how to market for these listings it’s important to understand some of the challenges that you will be undertaking by taking short sale listings.

Short Sale Listing Challenges and Solutions

Although this niche allows for a tremendous source of business it does have some of the following challenges.

  • Massive amounts of paperwork
  • A large percentage of them can fail
  • They can be very time intensive

The great part about these challenges is they can be solved easily, when you have a good system to follow. The massive amounts of paperwork and the amount of time necessary to process a short sale can easily be outsourced. In fact, many of these processes can be contracted out to people who you don’t even pay until closing.

To overcome the battle of the ones that don’t succeed, it’s important to take advantage of the buyers calling on the listing. Every short sale listing you take should result in 1-3 additional buyers that end up in a closed transaction. Imagine for every listing you took, you 3 additional closings!

Marketing for Short Sale Sellers

Short sale sellers need help and they need help quickly. Most home owners in the position of needing someone to help them when they don’t have equity understand that they have a problem, they just aren’t sure how or even IF it can be solved.

Your marketing messages should be crafted around solving their immediate problem, alleviating their fear, and providing a solution at the same time. For example take the following marketing message:

Don’t Lose Your Home To Foreclosure, I Can Sell Your Home in 59 Days…Guaranteed

Many home owners don’t understand the term “short sale” but they are aware that they could end up in foreclosure. You can use your marketing message on direct mail, pay per click ads, postcards, and your website. Let homeowners know that you are there to determine how you can help them and you will book fresh appointments weekly.

We invite you to discover more about marketing for short sales and closing more sales with our free real estate marketing book.

As part of the Real Estate Success Program, James Bridges, coaches real estate agents across the country on effective real estate marketing techniques.

The Real Estate Success Program coaches and trains real estate agents on all aspects of real estate marketing from taking FSBO listings, Expired Listings, objection handling scripts, social networking and internet marketing. All training and coaching is designed with the busy real estate agent in mind. The real estate training systems are designed to be cost effective with a focus on lead generation that results in consistent closings every month. We invite you to discover more on real estate marketing at the real estate success program.

Investing in the US Real Estate Market – Is Now the Time?

This is an interesting question, and one which requires a reasonably detailed answer for certain. The short answer is – it depends. Several factors must be considered before we decide to place our money into any investment, and real estate is no different. I will start by suggesting that you put into place a system. The system should be geared around the following questions and considerations:

1. Why do you want to move your money into the U.S. real estate market? Consider this carefully. Is it because your friends are doing it, business associates, or a family member? If so, talk to them. Ask them what there experience has been and where they have invested. Have they realized a return or has there investment depreciated?

2. While we’re on depreciation – In most cases, a real estate investment should be viewed in terms of your long term investment strategy. Real estate investments were never meant to be short-term. Yes you can flip properties, and many people do, however, there is additional risk associated with these types of short-term real estate investment practices. Having said that, you may continue to see some depreciation in your investment over the next few years, but the length of time, amount of depreciation, and relative appreciation over time is dependent upon the market you choose to invest in. You should not let this be of an overwhelming concern if you are in this for the long-term.

3. One way by which you can decrease you level of deprecation is through market research. What do you want to buy? Are you considering commercial, multi-family, resort, single family, or condo? Where do you want to buy? Some markets are less expensive, but they have much more volatility. You must consider the inventory for the area you are looking to purchase, as well as the price. Markets with fewer inventories may be a bit more expensive, but their recovery time will be less and appreciation could be realized sooner.

4. EB-5 investments may also be something to consider. There are regional centers, such as ours here in Sarasota, which can provide real estate investment options that will enable you to benefit from this great program, while making a modest profit.

I strongly suggest that my clients invest in declining inventory, coastal communities like Sarasota or Manatee County, Florida. The reason for this is simple – these areas are desirable vacation and relocation destinations. Sarasota was rated as the Number One place to buy real estate recently on MSNBC. Check out the video HERE. People want to live here and there is no other predominant industry in that the area is dependent on, other than tourism

Let’s look at some statistics for Sarasota’s residential real estate market in February 2010:

Overall property sales in the Sarasota market were up nearly 49 percent over February 2009. The median sale price for a single family home was $150,000, up 5.6 percent over last February’s figure of $142,000.

The months of inventory for single family homes was 10.6 months far lower than the 24.1 months in February 2009. For condos, the months of inventory level was 15.4 months, far lower than the 28.4 months only a year ago. Once the market reaches the 6 month level it is considered to be in equilibrium between buyers and sellers.

Statistically, this area is showing an annual improvement in both median sales prices for single family homes, and a significant drop in inventory level. All of these conditions point to a quickly rebounding market that may be a great opportunity to invest in.

In summary, there are many considerations for the prospect of investing into a foreign real estate market, such as the U.S. However, through proper due diligence, experienced guidance and counsel, and an investment team with you – you can accomplish your goals with minimal risk and high rewards.