It's okay not to sell yourself... the do's and don't's of converting leads

By
Services for Real Estate Pros with Synergy Real Estate Consultants

Now more than ever, effective marketing is key to survival. On that we can ALL agree. Selling oneself (no, not like that) boils down to spreading the word about how much better/smarter/more experienced you are over other agents. Or does it?

Thinking outside the box doesn't necessarily mean being a totally creative type such as using Guerrilla marketing methods. Guerrilla marketing is viable; proven for those who are daring enough to use it consistently.

My sense is that many agents may not be that inventive or bold. In terms of the difference between marketing oneself and advertising, I think it's worth pointing out that promoting your merits does not meet a very important criteria in modern marketing... specifically "what's in it for me?"

So thinking outside the box could include turning that box upside down or inside out. Instead of "Hey look at me! Aren't I wonderful? Have you seen the way I walk on water lately?"... take a different approach, think about your clients, even the ones you have yet to meet... think about what you can do for them, honor and serve them.

Top producers have a track record of singing about their credentials and expertise. And because they are top producers, many agents are lured into thinking that's the best approach to take. What I discovered is that most buyers and sellers don't choose an agent based on their professional merits. More often than not, they are comfortable with the agent who has a customer-centric mindset and who they believe will meet their needs and take care of them best.

Here's the main problems with the "look at me!" mindset: you've got to spend time and money getting that message out to all your would-be fans. That, my friends is the old way. It's still advertising your greatness and that requires a consistent expenditure of time, money and effort. The approach for the new millennium? Take such amazing care of people that they become RAVING FANS and they brag about you to those they know. My friends, you cannot buy word-of-mouth advertising... it's priceless. Conversely, you cannot un-ring a bell and upset, dissatisfied clients will NEVER promote you but they will bash you and they have the platform (the internet) to do it! And they do....

Impress through service, after all, branding is literally making an impression. Your service is your brand and every interaction with another human being is an opportunity to make an indelible mark. Branding need not cost you anything (you are already doing it) but negative branding can cost you EVERYTHING!Take care of others and they WILL take care of you.

Let's have a dialog about your burning marketing questions!

Joyanne

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Topic:
Real Estate Sales and Marketing
Tags:
marketing
advertising
self promotion
lead generation
referral business
word of mouth
selling

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Rainer
24,248
Betty Hesaltine
Sarah Bice and Associates Real Estate, LLC - Richmond, VA

Thanks Joyanne! Great advice. My question is if you are new to the business and want to get the word out that you are available, what is the best way to approach that without spending an arm and a leg?

Aug 05, 2009 07:35 PM #1
Rainmaker
605,606
Bill Ladewig
Escondido, CA
Experience Is Your Advantage

Hi Joanne,  I first joined AR to promote myself and it still a major reason but in the process I found AR a place with a lot of excellent informatoin to help me stay on top of my game.

As they say in Texas if someone is "all hat and no cattle" it comes out in the long run.  The sure way for success in any business is to be the best you are able.  Then promote yourself with information.

Aug 05, 2009 07:39 PM #2
Rainmaker
475,712
The Trumm Team Omaha Homes for Sale, Real Estate
Keller Williams Greater Omaha - Omaha, NE

Welcome to ActiveRain!

If you would like a few tips on getting the most out of ActiveRain, just click search and type in "Welcome to Activerain by Troy Trumm". The first link returned will take you to my blog about getting started. It has a few simple steps of what to do now that you have joined.

If you ever have any questions, just let me know.

Troy Trumm, Trumm Team, Omaha NE

Aug 06, 2009 06:56 AM #3
Rainmaker
557,680
Keith Elliott Jr
KEIRE Realty Group - Manassas, VA
Principal Broker/Owner

Hi Joyanne,

Welcome to Active Rain and congratulations on your first post! Here are 5 quick tips to help you get started...

1. If you haven't done so already...take a look at the different Groups that are available on ActiveRain. Once you have found a few that look interesting to you go ahead and join them...that way it will be easier for you to frequent them more often.

2. Bear in mind that real estate laws vary in each state so what someone might say in one blog may or, may not apply in your state.

3. As you become more familiar with the blog post authors you can add them as Associates. Many in return will add you to their's as well. It's a great way to extend and grow relationships!

4. Read a few blogs each day until you reach the stage as to how you want to present your posts and professional image online.

5. You can accumulate points each day and week by posting 10 comments each day and a total of 10 blogs each week. You can also accumulate additional points by inviting others to sign up...look for the "Invite Others" link from your home page.

At any rate, the opportunities to learn and network here are incredible. Best of luck to you!

-Keith

Aug 09, 2009 02:24 AM #4
Rainmaker
178,278
Jason Rose
123 ConEd LLC -- Michigan real estate continuing education - Farmington Hills, MI
www.123ConEd.com

Welcome to ActiveRain, Joyanne, and congratulations on your first post! This is a great place, so have fun. Enjoy!

Aug 16, 2009 05:20 PM #5
Rainmaker
435,707
Letitia Stevenson
BHHS Fox & Roach | www.DelawareValleyRE.com - Greenville, DE
Delaware Valley Real Estate, Lic'd in DE, PA & MD

Hi Joyanne, Welcome to Active Rain! Active Rain is a great place to share your knowledge, expertise and thoughts, as well as network and learn so much from the vast pool of talent already onboard.

Welcome Aboard!

Aug 29, 2009 11:51 PM #6
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Rainer
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Joyanne Sloan-Lamason

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