Advertising A First Time Homebuyer Seminar.

By
Mortgage and Lending with George Souto NMLS #65149 FHA, CHFA, VA Mortgages Connecticut NMLS #65149
http://actvra.in/8hX

 Those of you that have been following the comments on my “Four Part Series On First Time Homebuyers” know that Dena Stevens in “First Time Homebuyers Seminars…..Part #3”,asked the following.  “My question to you (everyone) is how do you get these people to show up for the seminars? Several have been held in the Pueblo area lately with poor results.”  Dena’s question was a very good one, because no matter how good a Seminar you put together, and how informative it is, if people do not show up it has not accomplished what it was intended to do.  I responded to Dena’s question in my Post, but the more I thought about it, the more I felt that I needed to go into it a little more in depth.

We at McCue Mortgage, have a State Wide Radio Advertising Campaign that is directed at “First Time Homebuyers”.  We have been doing this for almost three years now, and it has been very effective for us.  The first message that we used on our Radio Advertising was for “First Time Homebuyers” that they needed to get “Pre-Approved”, and to work with a “Professional Realtor”.  Our radio spokes person for these ads is one of the local female basketball heroes, Rebecca Lobo, who was on the University of Connecticut’s first National Women’s Basketball Championship Team in 1995.  Rebecca is also a Sports Commentator on ESPN for both women’s College and Pro Basketball Games.  She is very well know in Connecticut, and has done an excellent job for us.

When we decided to change our message, we felt that we still wanted to target “First Time Homebuyers”, and so the idea of doing the “First Time Home Buyer Seminars” on our own, on the first Thursday of the week was born.  These ads are on several times during the week at prime commuter times.  The ads also instruct the “First Time Homebuyers” who plan on attending one of these Seminars, to go to our website to see where the closest Seminar to them is being held, and to register for it.  Those who want to attend can also call our 800 line if they do not have access to the website and register that way. By having those attending register on the website we now have there contact information, and can follow up with them on the week of the Seminar to remind them about it.

Along with the radio advertising each Loan Officer than advertises their Seminar in the area that it is being held, by placing Posters in public places, and in businesses like Laundromats.  We also mail out flyers to local apartment complexes, and inform the Realtors that we work with about them, so if they have a Buyer that they would like to attend they can give them the information.

 

When we do these Seminars with other Real Estate Professionals, like Realtors, Attorneys, and Home Inspectors, we do all the things that we do for the Seminars that we do on our own, plus everyone involved does mailings to there clients, and we all share the cost  of advertising in the local newspapers.

Eli Magen also offered some suggestions in the same Post.  Eli is holding a Seminar on January 27 and February 10 at the Fidelity National Title, 1603 South Hiawassee Road, #130, Orlando, FL.  Eli is doing the following advertising for his Seminar:

  • Local Radio show in Orlando. (today on the first radio talk -  4 people called and reserve a seat!)
  • Hundreds of flyers to public places in 8 mile radius of the seminar...
  • My own newspaper, with distribution of 35,000 in South Orlando & Kissimmee.
  • Posted a new page on all of my 3 web-sites.
  • Mail-out to apartment renters, and homes absentees.
  • And the "big" one ...posted a blog about it on AR.

There is no guarantee that if all or some of these advertising methods are followed that there will be a large turn out, but they will significantly increase the chances of having a successful Seminar.  Each and every Seminar is different, and where and when they are held has a lot to do with how successful they will be.  It is important to find a location that will be viewed by “First Time Homebuyers” as a neutral site.  They work best if they are presented as an “Educational Seminar”, and not as a “Sales Seminar.”  It may take some experimenting to figure out what works best in your area, the important thing is to not get discouraged if the first one you do does not produce the results that you were hoping for.

 

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Info about the author:

George Souto is a Loan Officer who can assist you with all your FHA, CHFA, and Conventional mortgage needs in Connecticut. George resides in Middlesex County which includes Middletown, Middlefield, Durham, Cromwell, Portland, Higganum, Haddam, East Haddam, Chester, Deep River, and Essex. George can be contacted at (860) 573-1308 or gsouto@mccuemortgage.com

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Comments 35 New Comment

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Ambassador
1,798,764
George Souto
Your Connecticut Mortgage Expert
George Souto NMLS #65149 FHA, CHFA, VA Mortgages Connecticut
Dena, inspirational would be a good word. I had planned on ending the series with the fourth Post, but you question made me realize that I also needed on on how to advertise these Seminars.  So you have my thanks fot getting me to think about that.
January 18, 2007 08:42 PM
Rainer
65,693
Lauren Corna
Broker
Archway Realty, LLC
George -  Thank you for this post !!  Great tips !
January 18, 2007 08:47 PM
Ambassador
1,798,764
George Souto
Your Connecticut Mortgage Expert
George Souto NMLS #65149 FHA, CHFA, VA Mortgages Connecticut
Lauren, thank you for your kind words.
January 18, 2007 08:57 PM
Rainer
31,718
Eli Magen
New World Mortgages,(Mortgage Company)

George...Thank you so much for mentioning my comments and my seminars in Orlando...

Ron, Linda, these are some excellent comments which I agree...have to have consistency and massive advertisements...as George already mentioned my suggestions on this great blog.

I will also join Dena's comment...I feel like a celebrity now...LOL, Thanks again, George.

 

 

January 18, 2007 09:31 PM
Ambassador
1,798,764
George Souto
Your Connecticut Mortgage Expert
George Souto NMLS #65149 FHA, CHFA, VA Mortgages Connecticut
Eli, it is I who thank you for providing the material that I included in this Post.  And as I have said before, I hope that you have a great turn out at your Seminar.
January 18, 2007 09:38 PM
Rainer
31,718
Eli Magen
New World Mortgages,(Mortgage Company)

I sure hope so too, George. Thank you.

BTW, today (8 days before the first seminar), My guys started distribution of hundreds of flyers all over the area...it will take through the weekend to complete deliveries...

January 18, 2007 09:45 PM
Rainer
135,611
Phyllis Pafumi
ReStyled to Sell Staging Homes NJ
ReStyled to Sell Home Staging New Jersey

While I always see Seminars for Buyers I would love to put together a seminar for Sellers..Teach them how to sell in a sluggish market.

Home Staging, PreApproving your Buyers, What closing costs can I expect (Realty transfer fee) that is one that they never factor into their net profit...try that!

Phyllis Pafumi

January 19, 2007 07:49 AM
Ambassador
1,433,136
Jennifer Fivelsdal
Mid Hudson Valley real estate connection
JFIVE Home Realty LLC | 845-758-6842|162 Deer Run Rd Red Hook NY 12571
Thanks for the tips, I can see why your seminars are sucessful, good consistent advertising.
January 19, 2007 08:06 AM
Rainer
51,429
John Hruska
Homes Charlotte, LLC
Thanks for the post.  I've none many who have failed at these 1st time homebuyer seminars.  With your suggestions, maybe their luck will turn around.
January 19, 2007 08:34 AM
Rainmaker
222,571
Rick & Ines - Miami Beach Real Estate
Majestic Properties
Phyllis - I totally agree with you, that's a great idea.  Most sellers think there are no closing costs related to the selling of their property.
January 19, 2007 08:44 AM
Rainer
37,632
Chris Ward
Eagle Realty

advertising is key for anythign we do...especially seminars...goo dpoint

www.EagleResorts.com

January 19, 2007 11:38 AM
Rainer
29,293
Michael Roberts
Real Estate Professionals of Glynn
You are absolutely correct when you say that no matter how well the seminar is put together you can't guarentee attendance.  But to offer some value for first time buyers si the key.  We've found that saying if a first time buyer wished to be pre-qualified we could accomplish that during at the end of the 45 minute presentation wherefirst time buyers would hear from Industry professionals is lending, home inspections and real estate.  Seems to work as we generally meet our objective of 8-10 new first timers  each time we offer the seminar.
January 19, 2007 01:27 PM
Ambassador
1,798,764
George Souto
Your Connecticut Mortgage Expert
George Souto NMLS #65149 FHA, CHFA, VA Mortgages Connecticut

Eli, you are certainly putting a lot of work into this Seminar.

Phyllis, that is a great idea.  I don't think anyone has done one of those around here.

Jennifer, thank you Jennifer, your comments are always encouraging.

John, they can only try, and then hope for the best.  The important thing is to not give up.

January 19, 2007 06:18 PM
Ambassador
1,798,764
George Souto
Your Connecticut Mortgage Expert
George Souto NMLS #65149 FHA, CHFA, VA Mortgages Connecticut

Ines, you are so right.  I always get these blank looks for Borrowers that are also selling a house when I tell them that they will incur more cost to sell their house besides the Realtor's commission.  Most of them don't have a clue about the other costs like conveyance taxes, attorney fees, and adjustments.

Chris,  Thank you.

Michael, we also offer to pre-approve them at the end, but most of the time they do not want to do it there because they do not want others to hear their personal information, so I then schedule a time to talk to them on a different day. 

January 19, 2007 06:26 PM
Rainmaker
222,571
Rick & Ines - Miami Beach Real Estate
Majestic Properties
Hello George- just wanted to let you know your post was featured in the week in review:

Active Rain - Week in Review 01/15/07 to 01/21/07

January 22, 2007 12:36 PM
Ambassador
1,798,764
George Souto
Your Connecticut Mortgage Expert
George Souto NMLS #65149 FHA, CHFA, VA Mortgages Connecticut
Ines, thank you, I will stop by and check it out.
January 22, 2007 01:37 PM
Rainmaker
294,842
Ray Saenz
Homes for Sale in Aurora, Colorado - Aurora, CO
United Property Brokers, Inc

George, it seems that I lost very good blogs from you

:)

I hope to have the time to read all of them

 

January 30, 2007 12:40 AM
Ambassador
1,798,764
George Souto
Your Connecticut Mortgage Expert
George Souto NMLS #65149 FHA, CHFA, VA Mortgages Connecticut
Ray, have fun reading.  A couple of them are a little longer than what I had intended, but I would have been leaving needed information out if I had made it any shorter.
January 30, 2007 08:20 PM
Rainmaker
112,643
Kelle Sparta
Real Estate Trainer and Coach
Sparta Success Systems
Given that the average person needs to see advertising a bare minimum of 6 times before they respond, offering your seminars on a regular basis is a smart choice.  Seminars really are a long-term marketing plan.  Especially since the people who attend are often doing research as much as a year in advance of their intended move date.  But, they are a great way to fill your pipeline.
May 31, 2007 10:19 AM
Rainmaker
85,261
Geri Doyle
CRS, E-PRO Relocation 6415215678
Doyle & DeVoe Iowa Realty

Great information. I'm thinking about having a buyers seminar in the next few weeks. I've gotten so many great tips from this. Thank you.................

Www.doyledevoe.com

 

February 04, 2010 09:06 PM
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George Souto

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