RISMedia's Real Estate Magazine

AUG 2018

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

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RISMedia's REAL ESTATE August 2018 37 You might want to think again. Even if you're doing a decent job at mar- keting, the bar continually moves from average to exceptional. Your clients are looking for a real "deal," so if you don't have an exceptional value proposition to dazzle them with, you may be just another inter- view and find yourself competing with the crowd. About now, you may be feeling a tad frustrated and confused, bat- tling to keep up with the next best platform even though you've barely implemented the last shiny new tool. Don't despair! Although you never want to abandon what's al- ways worked, tweaking the experi- ence and the delivery is guaranteed to increase your production. Here are some tips to help you "wow" a potential listing client: 1. Chances are you've relied on current MLS-generated CMAs and company tools that have worked well, but may now be limit- ing your conversions. Elevate your- self to expert status with hyper-local statistics, trends and data specific and relevant to that homeowner. 2. Acknowledge that the mutual goal is to get the best price in the shortest period of time, which takes powerful marketing with preci- sion. Have both a digital and print marketing plan that goes way be- yond the standard MLS fare. Give the seller a totally unique and re- freshing presentation with visual ex- amples that speak less about what you do, and more about how you and your team (office, etc.) handle specifics like lead capture, incuba- tion and conversion. 3. Inform the seller of high-level marketing initiatives you de- ploy, such as single-property web- sites, the placement of an interac- tive voice-response system rider on the sign, and a list of lead gen- eration tools, like geofencing strate- gies, that capture the power of mo- bile technology. 4. Demonstrate your social media power with statistics on boosting Facebook posts and other targeting you have in place to get their property in front of buy- ers who are a precise match. Show your YouTube channel and its views and shares to help build trust and validate the effectiveness of these methods in gaining exposure. 5. Never underestimate the pow- er of video. Share past video- marketing examples that go beyond virtual tours, such as how the use of drone technology creates higher- level exposure for rural or restricted locations. 6. Discuss your strategic part- nerships with your local lender partner and how that alliance helps to double service offerings to both buyers and sellers. Activities like circle prospecting and expanding lead generation channel options for service are just a few of the actions that, when done with a lender, help create more buyer opportunities. 7. The ageless, tried-and-true open house strategies work fine, but an open house on "ste- roids" engages the immediate area with over 100 "personal touches," thereby enlisting the neighbors in helping to find a new neighbor. Sellers have heard it all, and to book more business, you've got to up your game to go from now to WOW! Consider a refresh, revamp and rede- sign of your next presentation to get more listings with ease. For a compli- mentary Open House on Steroids Ac- tion Plan, visit http://bit.ly/2MffJrv. Terri Murphy is a communication engagement special- ist, author, speaker and coach. She is the author/co-author of five books, and founder of MurphyOnRealEstate.com. Con- tact her at TerriMurphy.com, MurphyOnRealEstate.com or Terri@TerriMurphy.com. 7 Ways to Take Your Marketing Strategies From Dull to Dynamic by Terri Murphy A re you truly an "expert" at marketing your listings, your brand and your services?

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