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Technology has not only simplified real estate systems, it has also opened up new opportunities and ways to connect with buyers and sellers. Where should agents be trying to get leads by leveraging technology? According to our guest, Bob Stewart, text message marketing is the answer. Learn his tactics and secrets!
Takeaways + Tactics
After referrals, the best type of lead is a sign call because it’s a deliberate action and a specific need.
The formula of the business is saying the right thing, learning to say it to the right person and saying it to enough of those people.
Blogging isn’t easy because it requires consistency but you won’t get anything out of it if you don’t do that.
People are looking for a reason to disqualify your property. Through marketing, you should aim to create opportunities to get them to reach out before they do that.
At the beginning of the show we met Bob Stewart who works for ActiveRain, a real estate community that allows agents to share expertise through a blog and a Q&A forum. ActiveRain also carries out peer-to-peer learning which includes training agents on blog writing. Bob shared his blogging tip, which is avoiding giving away so much information that the client is left with no reason to reach out for more. He says, “people are looking for a reason to disqualify your property.” By listing every piece of information about a property, you’re giving them more reasons to disqualify it before making an enquiry.
Next we discussed text message marketing and the opportunities it presents for the real estate industry. Why is this form of marketing so effective? According to Bob, “one of the most important pieces of information you can get is a person’s phone number.” Agents need to figure out what their thing of value is and leverage it through text messaging.
We went onto share expertise about sign calls and then we discussed the benefit of “going for no” in your prospecting. That led into a conversation about teams and why they are so important for agents. Teams are not only committed to each other, but they also breed a culture of healthy competition that makes individuals perform better.
We wound down the chat discussing Bob’s formula for real estate success: saying the right thing+saying it to the right people+saying it enough times to the right people. When you have a formula you have clear ways to go back and tweak what isn’t working.
Agents should be clear on the effort they need to make in the present moment to get results in the future. The answer lies in the formula of saying the right things to the right people and knowing who you should say it to, to maximize the result. At the end of the day, you’ll succeed by returning to the formula and making tweaks to fine tune your own way to success. It all comes down to your mindset.
Bob has been involved in the real estate industry since 2002. He co-founded and was responsible for managing operations for a 150 agent real estate company, and also co-created one of the very first online referral networks. Since 2006, and the beginning of ActiveRain, Bob has been educating, motivating and training real estate agents and brokers around the country. Through live appearances and webinars, Bob has taught thousands of agents the intricacies of online marketing and how to engage online leads and turn them into clients and closed transactions. To find out more go to activerain.com.
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