Direct response marketing is responsible for the success of many real estate agents. However it’s easier said than done. Today we are going to explain how to implement a direct marketing campaign that has been proven successful all over the planet and in nearly every single state in the U.S.
Because a motivated home buyer has the ability and willingness to buy a home as soon as a suitable property is found which generally results in the fastest commission we are going to focus on attracting motivated buyers that are ready to buy right now and in some cases they will even buy multiple properties.
So the first and most important part of a direct response marketing campaign is the lure or bait. Now this is a good thing not a bad thing. Marketing is a lot like fishing. You can’t catch a great white shark with night crawlers. So if you want to attract multi-million dollar buyers you need to offer them something they can’t refuse.
So for instance you may compile a list of properties in your area that are all atleast 7,000 sqft, 6+ Bedrooms and anything else your ideal buyer would like and then advertise the list in the newspapers, send post cards to local CEO’s and even put up a basic direct response website. (Warning: don’t get sucked into expensive website that promise the world and deliver nothing.)
I prefer regular home buyers and investors and considering the economic climate everyone is looking for fantastic bargain. So i have found that offering a list of foreclosed homes and probatep properties draws in all types of buyers. From wealth investors that have millions to spend down to first time buyers that just want a fixer upper this type of offer seems to work well in every area.
Step 1 – Decide on the prospects you want to do business with.
Step 2 – Create the lure or bait that you plan to advertise.
Step 3 – Figure out where your prospects will search.
Step 4 – Place ads
Step 5 – Send out report
Step 6 – Follow up via telephone and try to schedule appointment
Step 7 – Either show houses if you got the appointment or keep follwing up if you think the prospect represents a future opportunity.
Here is a tip. If you get serious about lead generation like I am you may end up generating hundreds and sometimes even thousands of leads each month. This creates far more follow up than anyone human being could ever acccomplish. While you will make good money there are two main routes to growing your businesses profit margin quickly.
The first route is to hire and train a few agents and create a team. This is not a bad route if you don’t mind dealing with the issues that come up when you are the boss.
The second route is to implement automated systems for everything from lead generation to lead follow up and even personal branding. Tools like contact management systems, 1-800 lines, voice broadcast, live answering services, autoresponders and many other unique technologies give us the ability to create highly effective automated systems that do everything but show homes and write contracts.
While the latter is a bit more expensive and time consuming once it’s set up it runs on auto-pilot day in and day out and never misses appointments or screws up follow up calls.
It’s your business you decide. Which brings me to another point thats extremely important. Any guru that sells a course or coaching almost never truly realizes that every market is different and every human being is different as are companies. While one systems works for some agents in some markets thats no guarantee that a giant real estate success system will work in your market.
The true path to success is to learn how to market so you can develop your business any way you see fit.
Far and away the best way for an agent to succeed at a high level is to learn how to use direct response marketing to generate leads interested in doing business in the near future.
There are a few free resources that offer good information so you can get your feet wet without spending a ton of money.
You can find more real estate lead generation strategies at www.RealEstateMarketingGenius.com or you can even watch a few videos over at www.GenerateLeadsQuickly.com.
To your success,
Jason Snyder
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