Friday, July 8, 2011
Here are some ideas from around the country that have garnered success. Try incorporating some of these ideas into your next Realtor Open House:
1. We did "A Taste of the Town" in our model home. We sent out nice invitations, paired wine with very fancy hors d’oeuvres, and featured a high end art gallery. It was a packed house and a BIG success!
2. In my new community I am hosting a Realtor Dusty Shoe model preview and so far have a good RSVP list. I will serve lunch and take them to a model under construction.
3. Hold a “ PICTURE PERFECT” Luncheon for a top-producing Realtor Office.....We had a Professional Photographer present who took pictures of all of the Realtors so they could update their Business cards and Websites etc.....it was a real big hit!!!!
4. We have found that many local retailers or restaurants are willing to offer discounted or free products to reach the audience - many times it is good to contact the public relations firms in the area who specialize in restaurants for coordination. This can help with offering food or a raffle with a limited budget.
Friday, July 1, 2011
• Rapport: A comfortable trusting relationship must be formed before closing can take place
• Enthusiasm: You must believe in your product and love what you are doing
• Qualifying: Before you close you must determine the following -
Do they need it?
Can they afford it?
Can they use it?
Do they want it and are they willing to make the sacrifices to get it?
Tuesday, April 19, 2011
• Send a picture of their favorite room in the model
• Doing research in the area for them. Are they into adult softball leagues? Do they need a short term rental? How about info on gym memberships? You do the leg work for them
• Send a birthday card or get well card if one of their family members is ill
• Congratulations cards if they were recently engaged
Thursday, April 7, 2011
• Don’t interrupt or do all of the talking
• Discourage side remarks and distractions in the conversation
• Don’t cut off listening when something hard comes up
• Practice listening to ideas you consider uninteresting – try to repeat what you’ve heard
• Summarize the speakers main points, the details will fall into place
Wednesday, March 30, 2011
• You simply learn better when you teach. As a teacher your take a far more responsible attitude towards learning
• When you teach something you feel good about, you increase the likelihood of living it. Teaching creates a social support system, a social expectation for you to “walk the talk.”
• When you teach what you learn, you promote bonding in the relationship. Every time you have an authentic teaching experience with another person and good comes of it, that new learning experience causes teacher and student to become bonded.
• When you teach something that you are learning, it hones the change and growth process for yourself. It makes change legitimate. You see yourself (and others see you) in a new light; and when you see yourself in a new light you experience more and faster growth.
So go ahead… take a step up and share your good knowledge with those around you.
Monday, March 28, 2011
• Do I have all the information about the buyer's needs?
• Do I need information about the customer’s buying procedure?
• Do I need information about the competition including a “No Buy” option?
• Do I need information about potential resistance?
The last question is the most important. Remember that people don’t resist their own ideas…only ideas that someone else is trying to foist on them – ideas that they don’t own. The most successful sales people are the ones that have answers to all of the above questions and successfully gets the prospects to “Own” the idea of buying a new home.
Tuesday, March 22, 2011
• Say “thank you” for their testimonial and let them know how much it means to you.
• Community Surveys – send out your own
• Extraordinary customer service – give it
• Make copies of your surveys and have them available for prospects to check out
• Make a Community Fact book about your community and put testimonials in the book
• Leave Community Books out – Leave them in places in model other than in Sales Office for customers to peruse
• If you plan a community event, invite happy homeowners to attend… watch them talk up the neighborhood! Introduce neighbors to each other to create a sense of community
Monday, March 14, 2011
• Let your unsettled customer know about upcoming HOA meetings
• Host a “Meet your Neighbor” party and invite them to come and get to know the current homeowners and others who are also building in the community
• Call every week whether you have news or not – people are nervous – keep them in the loop
• E-mail to customers to announce community updates, sales updates, etc.
• Ask your customers weekly for referrals… you never know /things may change at work or with friends and family and know is the chance for their friends/family/co-workers to see if they too, would like to move to your community
• Prospecting – Have a regular direct mail campaign integrated into your marketing plan
• Reach further back into older prospects and contact periodically to see if their status has changed
Monday, March 7, 2011
- Ask "What are they hoping to Accomplish?" Good Answer: "We're in the market for a new home and this if the 1st place we've looked." Bad Answer: "We've been looking on and off for the past 5 years."
- Ask "Does this location fit into your geographic preferences?" Anything other that a "No" is worth pursuing.
- Do not pay more attention to those nicely dressed with flashy jewelry and expensive car. Chances are they are up to their eyeballs in debt! Rather pay attention to those in grubby jeans ans sneakers. You never know who manages their money best. Buy "The Millionaire Next Door " to read!
Look for Family and Friends that tag along- people like to have the support of others
Friday, March 4, 2011
• "Things are a little crazy right now. I'd like to hold off on my decision for a while"
• "Sounds good, but it's too early in the searching process to make a decision"
When a customer seems reluctant to move ahead, probe to find out why by saying something like this:
• "Can you tell me what your hesitation is?”
• "What needs to happen before you'll be ready to make a purchasing decision?”
If the customer is willing to move forward but at a slower pace, you can propose a lesser commitment than what your originally proposed. Try to get the best commitment the customer is willing to make that day!
Tuesday, February 1, 2011
Review the prospect card before calling:
- Smile - A smile can be seen, even over the telephone. Be enthusiastic!
- Be Creative - Have a reason for calling. You can even prepare a script to follow
- Talk about the prospect - his/her needs/desires/problems
- Identify yourself to the party to whom you are speaking (state your name and company). Ask if he/she has a moment to talk with you
- Schedule appointment when he/she can return to the sales office to learn more about your community
- If customer is totally uninterested, determine if you can get a referral. Remember to always ask for a referral at the end of every presentation
Friday, January 28, 2011
Monday, January 17, 2011
I learned a long time ago that a customer has to want to buy a house more that you want to sell one. If a sales rep comes across too desperate, the prospects will pick up on that and bolt. So, sales reps, while anxious to sell a house, need to learn how to relax and project an image of self confidence. How to do this? Practice Acceptance of what you can control and have an influence over. In other words, don't sweat the small stuff!
- Avoid perfectionism. You don't have to know all of the answers. Getting the correct answer gives you the chance to re-contact a prospect.
- Limit self-criticism. You do the best you can do most of the time. Value yourself for your own uniqueness, not in comparison to anyone else.
- Be realistic about your own abilities, including strengths and weaknesses. If you are lacking vocational skills that will make you a better sales rep, make a promise to yourself to improve in 2011.
- Be flexible. You only have so much control over outside events and other people.
- Think rationally. Not every problem is a catastrophe. Brainstorm with others around you how to get though the rough patches.
- Don't forget to breathe!
Tuesday, January 4, 2011
1. Reach out to Realtors
2. Door Knockers to local apartments
3. Business cards left in local business establishments
4. Visits to local business HR departments (make sure to bring along some brochures)
5. Establish an internal referral system with current homeowners