agent training unique style 1_2010
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Developing YourUnique
Marketing Style
Cathy Harrington, Director of Marketing
Developing YourUnique
Marketing Style
Cathy Harrington, Director of Marketing
AgendaAgenda
• Prospecting, Prospecting!
• Focus on the Consumer
• Marketing on the Internet
• Prudential Marketing Tools
ProspectingProspecting
Get your pipeline flowingGet your pipeline flowing
To secure new and repeat business and referrals, create an action plan to make monthly contact with:
• New leads
• Sphere of influence
• Residents in farm area
• Local business owners
• Past clients
New leads: be patient and consistent
New leads: be patient and consistent
• They may not buy within the next 90 days – take a long term approach
• Learn to communicate the strengths that you bring to the table
• Email: Sign them up for Property Alerts, send eNewsletter, info relating to their personal interests, i.e. gardening, travel
• Mail: Send personal notes, market report, monthly newsletter, Yahoo! flyer, neighborhood specialist card
Sphere of influence: stay top of mind
Sphere of influence: stay top of mind
• 44% of buyers and 43% of sellers say they were referred to their agent by a friend, neighbor or relative.
• Database of 100-300 people who know you.
• Find reasons to contact them consistently.• Send info re real estate market, refinance
tips, info on how to build equity, newsletter• Friend-request them on Facebook
Your farming area: become the familiar name
Your farming area: become the familiar nameEvery 30 days, send out a mailer to your farm:
– News on local community events– Tips on selling or remodeling a home– Updates about what properties are selling
for in your particular area• Prepare end-of-the-year report on average
days on market, average sales price and list to sales price ratio.
• Put a face to your name.
Local business ownersLocal business owners• A great source of referrals!
• Be the market expert
• Keep them informed about local real estate conditions
• Many are first point of contact for families moving into the area
• Produce high quality materials
• Visit in person and ask for referrals
Opportunity: Past Clients
Opportunity: Past Clients
• 70% of buyers and 63% of sellers say they would definitely use their agent again or recommend them.
• Yet only 11% of buyers and 28% of sellers use the same agent.
• Huge disconnect!
Source: NAR
Past Clients: They know you
Past Clients: They know you
• Don’t let your hard work go to waste
• Develop an action plan to remain in consistent contact
• Let them know you’d appreciate their referrals!
• It’s never too late
Stay in TouchStay in Touch
• Mix “touchie feelies” like birthday cards, holiday cards with “timely and relevant” content on the industry, a client’s neighborhood, etc.
• Reach your clients on a variety of media, i.e.: postal mail, email, social networking, phone calls, etc. Vary your approach to achieve high frequency without “fatiguing” your database.
• The quality of your materials should be in line with what you want your image to be - thus, I advise against cheap postcards and chachkies.
Stratify your messagesStratify your messages
• Create a unique message for each of your audience segments
• Targeted messaging boosts response and customer loyalty.
Include a Call to Action:what do you want them to
do?
Include a Call to Action:what do you want them to
do?• Sign up to get my Quarterly Market Report• Learn how you can buy your next home for
less than the cost of paying rent• Subscribe now for free tips on foreclosures
and short sales• Get a Home Evaluation• Learn about pricing trends• Get Advice from a Real Estate Professional
Job #1Job #1
Build your Sphere and Farm contact database – be sure to gather emails!
Become Consumer Centric
Become Consumer Centric
Consumers: How have they changed?
Consumers: How have they changed?
• Challenging to reach and build relationships due to technology
• Want instant gratification
• Rapidly evolving
• They are leading us to the web
Can the "me, me, me" show
Can the "me, me, me" show
• Today's homebuyer doesn't care about you
• They care about is WIIFM -- What's In It For Me?
• Prove your value to build trust• Your web site: Keep your pedigree
and industry designations, awards on your “About Me” page, not on your front page.
Choose your niche and OWN itChoose your niche and OWN it
• People want products and services that are specifically tailored to them
• Don’t try to be the one stop shop for everything.
• Make prospects believe that you are THE specialist in one thing and they will come back to you every time.
Does your professional niche brand you as a real estate expert, or someone who sells real estate? Does your professional niche brand you as a real estate expert, or someone who sells real estate?
• Study customers, learn everything you can about them, how do you reach them?
• Communicate to them in a way they want: blogging, email, phone, etc.
• What do you know best: First time buyers? Women? Short sales? Trustee sales? Move-up buyers? Fine Homes?
Marketing best practicesMarketing best practices
• Consistency• Protect your image• If it looks like you printed it on your home
computer, don’t send it• Must be professional, and make you stand out• Use great photography• Include all your contact info + photo• Include a great headline• Proofread! Typos are credibility-killers• Use a call to action
Marketing Your Listingson the Internet
Marketing Your Listingson the Internet
What Do Buyers Want Most
When Searching Online for Homes?
What Do Buyers Want Most
When Searching Online for Homes?
How Buyers Found their Home: 2009
How Buyers Found their Home: 2009
NAR: 2009 Survey of Homebuyers and Sellers
How Buyer Found AgentHow Buyer Found Agent
Referred by
Previous client
Internet website
Sign
Open House
Referral/agent
Company referral
Floor
Email from agent
Ad
Other
Educate sellers about the Internet vs. newspapers
Educate sellers about the Internet vs. newspapers
• Educate consumers (especially our sellers) on where buyers are finding the homes they buy.
• Update our Listing Presentations to include this information and modify expectations.
Realtor.com leads in page views among online real estate consumers.
Your listings on realtor.com
Your listings on realtor.com
• Company sponsored • You get the leads with one hour response
time required• We enhance listing for you with MLS
comments, additional photos• Add VT at no cost• Talk to your office administrator to get
started
Advertise Your Open Homes Online
Advertise Your Open Homes Online
Enter your Open Homes to WebTop, and they appear on:
• Google.com• Prurealty.com• Realtor.com• Trulia• Frontdoor/HGTV
You should add your Open Home to:• Craigslist.com• SFOpenHome.com• Redfin.com• Postlets.com• Movoto.com
Your PrudentialMarketing Resources
Your PrudentialMarketing Resources
PrintShop on WebTopPrintShop on WebTop
Available Products include:• Just Listed & Just Sold Postcards• Business Cards• Welcome Postcards• Property Flyers• Fine Homes Flyers & Postcards• “Card of the month”• Monthly eNewsletter• Consumer flyers• Hispanic materials• CMA cards
PrintShopPrintShop
• Overnight delivery on orders placed by 2 pm PST
• Professional designs unique to PCR
• Ship to you or to your mailing list
• Access on your desktop –
• Over 300 designs to choose from
Brand yourself as the Neighborhood
Specialist
Brand yourself as the Neighborhood
Specialist• Neighborhood
specialist card – 3 designs
• Send quarterly• You list recent sales in
your farm• Overnight delivery if
ordered by 2 pm PST• $ .39 (B & W back) or
$.49 (color back)
WebTop>Marketing>PrintShop
Just listed/Just sold postcardsJust listed/Just sold postcards
WebTop < Marketing < PrintShop
Short sale brochuresShort sale brochures
Useful Documents: Your personal market centerUseful Documents: Your personal market center
• Sellers Presentations• Buyers Presentations• Quarterly Market Reports• Farming and Target Marketing• Buyer and Seller Farming Flyers• ABA Disclosures• Fine Homes Marketing• Free professionally designed property
flyers• Logos and Artwork• Newsletters• Property Marketing Tools• Transaction Letters and
Communication
Thewebtop.com < Marketing < Useful Documents
Prospecting flyersProspecting flyers
• FREE! Print out on your color printer
• Open Houses• Walking your farm• Selling and buying
presentations• Mailers• Buying, Selling,
Financing flyers • Also available in Spanish
WebTop >Marketing >Useful Documents> Farming and Target Marketing
Market Reports Market Reports
• Buyers and sellers are confused about the market and crave data
• Get comfortable with the data and help them make the best decision.
• One-page presentation-ready piece
• Educates sellers about the new realities of the market
• Add your photo and contact info
Useful Documents > Quarterly Market Reports
Market Report EmailsMarket Report Emails
• Send from Client • Management Center in
WebTop • Automatically goes out
each quarter• Customize with your own
message• Free with WebTop• Personally branded by
you – add your own call to action
Webtop drip emails
WebTop NewsletterWebTop Newsletter
• FREE• Created by Marketing
monthly• Customize with your
name and info• Great for open houses,
mailers, walking your farm
• Self mailer with response
WebTop>Marketing>Useful Documents>Newsletters
eNewslettereNewsletter
• FREE• “Ready to go” version can
be sent in minutes• Your website link included• Customized with your
photo and contact info• Send to contacts in your
CMC
WebTop>Marketing> eNewsletter
eNewsletter on PREA Center
eNewsletter on PREA Center
Property Flyers on WebTop
Property Flyers on WebTop
• FREE – print on your color printer.
• Publisher templates that you customize
• Takes minutes to create a professional-quality flyer
WebTop>Marketing>
Useful Documents> Property Marketing
Sign Prospects up for Drip Email & Property Alerts
Sign Prospects up for Drip Email & Property Alerts
• Personally branded by you
• Free on WebTop• Property Alerts:
recently listed homes• You schedule• Drip email has 5
campaigns
WebTop>Marketing>Useful Documents>Newsletters
Personal notecards generate referral
business
Personal notecards generate referral
business• Stay in touch regularly
with these personal notecards
• Six different types• $28 per 50• Order form on
WebTop>Marketing>Farming and Target Marketing
Job #2Job #2
Sign all prospects up to receive Drip email or eCards from you on a monthly basis.
Wow Clients with a professional
Listing Presentation and CMA.
Create it online using WebTop!
Wow Clients with a professional
Listing Presentation and CMA.
Create it online using WebTop!
Create Dynamic Listing Presentations
Create Dynamic Listing Presentations
• Create a CMA with full listing presentation, photos and property data using MLS data
• Regular + Fine Homes listing presentations • You choose which pages to use• Personalized with your color photo on each page• Map showing comparable properties• Print out listing presentation or send as a PDF• Part of WebTop fee. • Go to www.thewebtop.com > Marketing > CMA.
• Comparable property with map
• Map of multiple comparable properties
• Graphic analysis of recently sold properties.• Graphic analysis of currently listed properties
Fine Homes ProgramFine Homes Program• Fine Homes Certification
• Coordination and support of national advertising programs
• Use of Fine Homes branded marketing materials
• Marketing counseling
WebTop>Marketing> Useful Documents > Fine Homes
Fine Homes BrandingFine Homes Branding
• Just listed postcards• Just sold postcards• Flyers• 4-page brochures• Agent Profile• Neighborhood
Specialist card
Orders placed by 2 pm PST are shipped overnight
Order 1000 Free Postcards
Order 1000 Free Postcards
• PREA postcards • Go to
www.prea.prudential.com • Call 800.533.3804 to order• 4-up laser postcards on
perforated sheets for you to print
• Jumbo postcards• 6 designs• You only pay for postage
eCardseCards
• FREE• Create and send in
minutes• Add your website link• Instant reporting• Export your database
from ACT, Outlook• Don’t Spam
www.prea.prudential.com
• Just listed/sold
• Investing women
• Holiday
• 1st time homebuyer
• Just moved
• Empty nesters
• Open House
Prudential eCards featuresPrudential eCards features
• Load database
• Fine Homes, holiday, just listed/just sold, every holiday, Open House
• Manage the system through reporting on email replies or undeliverable messages.
• Save in-progress eCards
Prudential eCards featuresPrudential eCards features
• Include surveys in your eCards. • Allow recipients to RSVP event and
enter guest information. • Insert images into messages and
format your text using bold, colors, fonts, tables, and URL links.
• Send eCards as HTML emails - specify plain text if required.
Job #3Job #3
Order your FREE postcards from the PREA Center. Begin sending out monthly postcards to your contact base with a call to action:
- email me and I will sign you up to receive my free marketing report
- call me to learn the value of your home
Social Networking
The first time buyer is dominating the market today
The first time buyer is dominating the market today
• Agents must adapt to this tech-savvy client• They text, network online, email and bank on
their phones• These first-time buyers are part of an ‘instant-
gratification’ and Internet generation • They want access, answers, and ongoing
communication through text messaging • They are tech savvy and educated and they
don’t want to wait for answers. They are confident and eager to become home owners.
First-time buyers are young, and embrace technology
First-time buyers are young, and embrace technology
www.car.org
Social media: Get startedSocial media: Get started
• Register on Facebook, LinkedIn
• Invite your prospects
• Categorize friends separately from prospects and clients
• Post comments, post articles of interest, talk about the market, but don’t over promote!
Good Facebook UpdatesGood Facebook Updates
Get started NOW!Get started NOW!# 1: Build your Sphere and Farm contact database and
upload to WebTop (emails too)
# 2: Sign everyone up to receive Drip email from you on a monthly basis.
#3: Order your FREE postcards from the PREA Center and plan a mailing schedule.
#4: Customize your WebTop website
#5: Register on Facebook, invite contacts, post comments
BluePrint – Company News
BluePrint – Company News
• Stay on top of your resources!
• Every other Thursday• New marketing tools,
tips, agent resources, industry news
Your resourcesYour resources
• Help Desk: 925.924.4700
• Marketing Department: 925.924.4600
• PREA: – www.prea.prudential.com– 888.999.1120
Questions?Questions?