Marketing Luxury Real Estate: Focus is Your Crystal Ball

By
Services for Real Estate Pros with ra@napaconsultants.com

 

As a Luxury real estate marketing professional, have you taken the time to focus upon the source of your bona fide leads, i.e., those leads that have actually converted to sales or listings? What percentage of your overall sales volume comes from knocking on doors (cold calling), referrals, open houses, website leads, sign calls, your blog, networking (online or offline) or from some other source?  By focusing in this manner you can strengthen what is working, and also spend less time and resources on those things that do not produce strong results. Focusing can empower you to predict the future of your business. Focus is your crystal ball.

Focusing can also lead to discovering new ways to attract more business by finding alternative approaches that can yield more desirable results. By staying focused you have access to more solutions.  Your focus actually attracts answers that may be right under your nose. Being focused prompts you to ask better questions because you know more clearly what it is that you need to know. The need to know literally draws out answers from your environment and from people who have the answers or know where to find them. 

Sometimes it seems that the answers to your most pressing questions are eluding you. But, once you get clear on what you need to know, the answers are sure to come your way.  That is, unless you spend your time doubting yourself or the power of focus.  If you get frustrated because your answers are not showing up as fast as you want them to you might want to consider just chilling out for awhile.   It takes a mental state of relaxed focus and openness for the best answers to show up in your crystal ball.

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Rainmaker
584,355
Don Sabinske
Sabinske & Associates Inc.
Don Sabinske, Sabinske & Associates Inc.

Ninety percent of my entire business comes from referrals, and perhaps five percent from banks.  And, I can count on one hand the number that haven't closed in the last dozen years.  They do tend to stand out in one's memory, after all. 

Good point to focus on your primary market.  Thanks.

February 21, 2012 08:14 AM
Ambassador
829,417
John McCormack
AlbuquerqueHomes.com
Albuquerque Homes Realty * www.AlbuquerqueHomes.com

My business actually thrives on referrals or re-peat clients.  The others come from the web.  I am a big believer in keeping in close touch with my data base of the past 12 years!  I never stop communicating with them. 

February 21, 2012 08:26 AM
Ambassador
705,083
Debb Janes
REALTOR®, EcoBroker Camas, Washington
The Carl Group, LLC

Most of my business comes from referrals and repeat clients - I did get a recent lead because I kept showing up (thanks to AR's blogging efforts) as the "EcoBroker" in Clark County, Washington. Currently working on getting more leads from Website optimization...we'll see. ;) Really agree with the idea of stepping back and chilling if we're trying to darn hard.

February 21, 2012 01:17 PM
Ambassador
535,175
Gayle Rich-Boxman Fishhawk Lake Realtor (503)755-2905
"Your Gateway to the Lake" Birkenfeld Oregon
Vernonia Realty

R&A~One of my favorite mantras (if you will) is simply this:

Chance Favors the Prepared Mind

February 21, 2012 02:41 PM
Rainmaker
442,467
Patty Da Silva, Davie, Southwest Ranches Cooper City, Plantation, Weston, REALTOR
Top Listing Broker
BROKER of Green Realty Properties® - 954-667-7253

R & A - Great post. I keep a list of where all the leads come from - it is so important to know what works and what does not so we can invest time and resources accordingly.

February 21, 2012 04:58 PM
Ambassador
1,240,309
Toni Weidman
23 Years Selling Homes in New Port Richey, FL
Re/Max Sunset Realty

I have always sourced my listings and closings, Alexandra. It is important to have an idea of where to place most of your marketing dollars. Most of mine come from referrals.

February 22, 2012 05:31 AM
Rainmaker
556,060
Cherise Selley
Colorado Springs Realtor
Selley Group Real Estate, LLC

Alexandra,

I don't think the issue of focus is underscored enough in business.  We constantly being bombarded by tempting distractions that are supposed to increase our business pool.  But the truth is you can hear a splash in the water as many unfocused strategies sink to the bottom.  You've hit the nail on squarely on the head with this one... g

February 22, 2012 09:23 AM
Rainmaker
1,307,885
Ron & Alexandra Seigel
Luxury Real Estate Marketing
ra@napaconsultants.com

Don,

We are delighted that so much of your business is referrals.   This determines where to put your marketing dollars.  We met an agent whose marketing budget is wholly spent on his referral sources.  A

February 22, 2012 10:24 AM
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Rainmaker
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Ron & Alexandra Seigel

Luxury Real Estate Marketing
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