Episode 022 - Marketing As Easy As ABC
Agents, stop making marketing so difficult! Stop doing things you hate and don’t want to do to acquire clients. Your clients can sense that sentiment right away. Both you and your sphere will get worn out. Stop wasting countless hours on traditional “marketing” processes that are either outdated or overplayed.
Work smarter--not harder--with your sphere and they'll send business like you won’t believe! Follow along with us on this episode to truly become a legendary agent and create raving fans!
SHOW NOTES
- 01:40 – Marketing as easy as ABC
- 02:20 – This episode is all about how to more effective “market” to your clients to achieve greater success.
- 02:45 – Getting our sea legs back with our segments; Song of the week: Jackson 5, “ABC”, recorded in the same month as the birth of B: greatness is born? No coincidence there!
- 04:58 – There are a lot of things that agents do in marketing that are likely not very effective, because all agents do it and it becomes white noise, vanilla.
- 05:25 – Agents are commonly taught there is one path to marketing: break marketing over the heads of your clients until you beat them into submission. WRONG!
- 05:55 – Recurring theme: work harder, work more hours, spend more time calling clients and begging for business. Not a good way to run a business. Wrong mindset, as people and the industry has changed.
- 06:20 – Cate: “Networking” is the old school method, instead use “Nurturing” relationships.
- 06:45 – Think about the last time you bought something…did you enjoy being sold? Did you enjoy the sales pitch? Pushed into it? Sometimes things agents do come off that way, even if it is unintentional.
- 07:35 – Cate: agents are taught to sell and sell ourselves. Change your mind. We are here to “educate” our clients. “Educate” them about you so it does not come off as a sales pitch.
- 08:05 – Think outside of the box. Do what other agents are not doing. We are looking for a long-lasting business.
- 08:25 – It is so much easier to have a great business when we act natural and be ourselves…not a salesperson. Relax!
- 09:15 – Be someone that people love, and they will become raving fans and send you business like crazy!
- 09:45 – Friend of the show, Terry Waggoner, said, “People want a friend, not a Realtor.”
- 10:05 – What does a friend do? Educate yourself on what your friend needs. Ask questions and listen.
- 10:26 – Christian: people are more likely to engage in a search for what they want, not a search for you. Problem they are trying to solve is their needs: schools, stores, etc. not what agent they want to work with.
- 10:55 – First thought is about their needs; Second thought might be what agent they want to use. The pesky agent (fly) might be too annoying and will be shooed away.
- 11:30 – “Marketing” is so easy: be natural, personal contact: lunch, dinner, a drink, hanging out at a pool.
- 11:55 – Cate: how she got going, “Me time”. Going to lunches with friends and have play dates with her kids and her friends kids. “Networking” in a way by sitting around, chatting about whatever (you know how ladies can drone on! (that was B)) and getting to know your friends better. The intent is not to get business from them, but to connect and the business comes later.
- 13:35 – Just hanging out with her “Man-hater, woman club.”
- 14:05 – Making calls just to see how your clients are doing. People like talking about themselves. Ask about family, job, funs things you have done, vacations, and good places to eat. Let them vent.
- 14:50 – Joy in our office reached out to elderly parishioners from her church to see if they were okay and if they needed anything. She planted the seeds that she was willing to help.
- 15:15 – Handwritten notes with a genuine message. Do not add the P.S. asking for business. Keep the note about them. No business card or anything else.
- 15:45 – Cate: Stalk your friends (in a non-creepy way) on social media and see what they have been up and send a note about what they did. Make it personal.
- 16:10 – Show your clients you love them, and they will love you back.
- 16:25 – Cate’s Side Note Tangent: B loves Star Wars; Star Wars Land for his 50th “They do their customer service right.” Clean, everyone had a smile, everything was convenient. Think about how Disney treats their guest. Agents should do the same for their sphere.
- 17:45 – B’s favorite part of going to Star Wars Land: building my lightsaber; the experience was “insane” and a theatrical event. Green for my lightsaber.
- 18:43 – Social media: agents throw too much of their business as their sphere. Make personal posts about your kids, pets, social gatherings. Pepper in real estate events. Your friends care WAY more about your personal stuff than your closings, pended properties, and new listings. You will get more engagement and interest from your personal posts.
- 19:26 – Look at what your sphere is doing on social media. Respond to their posts with happiness, excitement.
- 20:00 – Cate: engage with other people. Comment on their posts. They get so much excitement out of it.
- 20:13 - THAT'S marketing! It does not sound like it though because that is not what you are taught. It is not a generic post card or flyer. You’re doggone right it’s not! People don’t want those traditional marketing things.
- 20:42 – B trying not to be arrogant: B know about a lot of things and many people in his sphere reach out to him for his expertise. Maybe when they are ready to buy, they think of me.
- 21:16 – Cate: You don’t just have to be an expert on home things. Food, drink, DIY, modge podge, puzzles. Post about it and show you are an expert. People will connect with you. Cate likes being a resource.
- 22:00 – Do all of that! Do that kind of marketing! Your sphere will sing your praises and send you referrals like crazy. Do not look at endless phone lists and phone calls. The traditional marketing does not work! Stop wasting your time by doing what every other agent out there is doing. Stop being white noise. Do that and you will have a great business!
- 22:40 – Cate: you will create raving fans by giving them what they need, not by selling to them.
- 22:50 – B’s weekly quote: “Seeds need nurturing, care and time to grow, but grow they will and will produce fruit for a long time.” Agents, plant those seeds now, nurture them and we guarantee you will see a harvest like never before.
- 23:50 – Closing out the episode: love your sphere. It is a long-term plan, but is a plan that will last and ensure you to have a great business.
- 24:30 – Take care and make your day legendary!
SHOW LINKS
BETWEEN THE LINES LINKS
Email
brian@brianclee.com
cate@craftsmanrg.com
Web
brianclee.com
catelee.com
realestatebetweenthelines.com
Facebook
https://www.facebook.com/groups/realestatebetweenthelines/
https://www.facebook.com/Brian-C-Lee-111822417027919/?
YouTube
https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?
