Stop pushing your potential customers away!

By
Services for Real Estate Pros with Goomzee Corporation

Yesterday I was in a meeting with a group of people and introducing them to mobile advertising and the role it plays in the real estate industry.  One particular person happened to not be a real estate professional, but in the process of being a homebuyer/seller in Boise.  Once we described our service to him, he completely identified and related to the need for a service like Goomzee in the real estate industry.  It's a great way to gather pertinent information right away.

As we explained our service, mobile advertising and lead generation, he was interested in what kind of information he would receive on his phone once he requested information.  As we told him, he would get the standard property information as well as whatever additional information that the homeseller found relevent.  I noticed a sense of relief in his eyes.

He stated that the day before, (Tuesday) he had been driving around looking at homes and noticed a "call for a recorded message" sign rider at a property.  He called in and said the first three minutes of the message were not about the property at all, but rather information about REALTORS in general and how important it was for him to work with one.  His frustration?  So, what did that have to do with the house he was looking at? He hung up after he finally got to the end only to hear a very brief message about the actual home and was so irritated by initial part of the message that he didn't even remember anything about the house.  Needless to say, he didn't call back and he left without any information to recollect.  Do you think this guy will be using a "call for recorded message" service again?  Not likely!

DON'T LET THIS HAPPEN TO YOU!

I know it's important to educate consumers on the importance of working with a REALTOR.  But when a consumer is looking specifically for information about a property, is it really the best time to tell them about REALTORS?  Consumers are too busy anymore; they want to get the information they need right away, to make a decision whether or not to move on to the next step.  Beds, Baths, Sq.Ft. and Price are a few of the very basics, then of course adding the special amentities that the property may offer.

Let's put it this way; you want to find out how much your car insurance is going to cost.  First of all, what a pain in the butt!  We've ALL been here.  You call around and the first place you come across answers the phone.  You tell them you are looking for car insurance.  So the first three minutes of the call, the salesman talks your ear off about why you should work with them and how much they want you to be their customer.  You didn't even ask them!  All you want to know is how much it's going to cost!  You'll decide if you want to work with them or not.

Do I think it's irrelevant to teach consumers the importance of working with a REALTOR?  HECK NO!  I think it's very important, but when a consumer is on the go, they want the information they are looking for.  Find a better time to do it!  And hey, they may already know!  Those NAR ads I've been seeing and hearing have convinced me to work with a REALTOR!!

Happy marketing :)

Erika Beede

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Tags:
mobile
advertising
marketing
real estate
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text message
sign riders
property
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Rainer
35,606
Jane Page Thompson
Aiken Properties - Aiken, SC

Valid point about choosing the right time to bring up any topic.

Aug 29, 2008 09:48 AM #1
Rainmaker
424,571
Frances C. Rokicki
Fran Rokicki Realty, LLC - Bolton, CT
Broker-Mentor,CRS

Things have changed, due to the market.  People just want information, we want buyers.  Trying to create a relationship over the phone, or over the internet can be tough.

It's a Good Life!

Fran

Aug 29, 2008 11:01 AM #2
Rainmaker
302,658
Troy Erickson
Diverse Solutions Realty www.ChandlerRealEstate.weebly.com - Chandler, AZ
Your Chandler, Ahwatukee, and East Valley Realtor

I agree that there is a time and place for everything.  Consumers these days are not typically interested in why they should use a Realtor.  Many of them already have formed an opinion and either will or will not us a Realtor based on that opinion.  I personally don't feel like I need to sell someone on using a Realtor, but I am more interested in providing someone quality information and professional services.  Then I also try to build a relationship of trust and go from there.  If they decide to use me great, if not it's on to the next potential client.

Aug 29, 2008 04:27 PM #3
Rainer
31,534
Goomzee Corporation
Goomzee Corporation - Missoula, MT
www.goomzee.com

Jane, thanks for your comment!  Exactly, there are so many topics that need to be brought up at different times.  I think this is just one of many examples.

Frances, it can be very tough!  But, some consumers tend to like it that way to begin with.  They like to be the ones "in control".  When they are ready to delve into a stronger relationship, they'll take that step, and you'll be the one that call because you have been so patient with them.  Good luck!

Aug 29, 2008 04:27 PM #4
Rainer
31,534
Goomzee Corporation
Goomzee Corporation - Missoula, MT
www.goomzee.com

Troy, great response!  If you provide them with valuable information, they'll find your services valuable to them and go from there.  If they want to know why they should use a REALTOR, they'll either ask someone or look it up online!  Keep up the great work!

Aug 29, 2008 04:41 PM #5
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Rainer
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Goomzee Corporation

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