Buying or selling a home is a big decision, for most people it may be one of the biggest decisions they ever make. This means a lot of thought and time will go into making that decision. While most businesses are built on relationships and trust, with such a large decision making process the trust and relationships in the real estate industry need to be particularly strong. This is why building trust and a relationship with your prospects should be a number 1 priority.
As agents are fully aware, the sales cycle of a home sale or purchase can range anywhere from months to years. Some people may enquire very early on in the process while others enquire later on. Staying relevant in your prospects’ minds (and hearts) is the most important thing, so when the time is right for them they come to you first. This is easier said than done and can often get overwhelming especially as your database grows. Knowing who to contact and when is an art in itself. Many agents opt for Sending 1 newsletter featuring properties every month can quickly get tiring and with only properties and 12 emails a year it is almost impossible to build any sort of relationship. The result is very little engagement and little to no loyalty between you and your database of prospective clients.
An effective email newsletter campaign can be one of the most powerful strategies at your disposal especially when the marketing budget is low. This is one of the easiest things to implement and at a very low cost, an effective newsletter campaign will transform your business!
An effective email newsletter strategy must meet the following objectives…
- Deliver value
- Build trust
- Create desire
- Educate Your Database
- Build Brand Loyalty
- Build Brand Awareness
- Create a bond / relationship with you and/or your brand
- Showcase Homes
When an email marketing strategy is implemented properly prospects come to you FIRST and not only that, they are happy to talk with you when you call them. Great emails get forwarded and shared on social channels and the result is free marketing. Add to that a proper newsletter strategy means you can contact them far more than just once a month with properties without annoying them while also building a strong relationship automatically and consistently.
Many agents have databases in the thousands and get very little from them. When you implement a strategy that hits all the objectives, the prospects that are ready, quickly turn into clients! Everyone knows engaging with active / hot clients and building relationships in person can be quite easy, but it is extremely hard to do without some sort of automated system which you can know who is hot and who to contact. The fact is only a very small percentage is ready right now, how many of you have experienced calling a client who says they bought with another agency? Often you ask yourself ‘what did I do wrong?’ and often it is because they slipped through the cracks and someone else happened to contact them at the right time or they have formed a relationship with them. When you have a solid foundation of trust and loyalty with your database you can be sure to get everyone who is ready coming to you first and the result is a substantial increase in sales.
Newsletters That Get Sales
It is not just sending email blindly but also understanding the data correctly. When you can see who is most engaged and what they are interested in you can tailor content and homes to what the client is looking for.
Combine all these points and you can know who to follow up with and when. Timing is everything when dealing with home buyers and sellers. Constant unsolicited contact can often result in less trust and can do more damage than good. When a client is hot and engaged a friendly personal follow up can make all the difference between a big sale or nothing. Using simple data measuring tools to see who is clicking on what, as well as engagement and activity make it easy to draw up a shortlist of people to reach out to, this streamlines follow up in the most effective way.
This is by far the most underused strategy by real estate agents and agencies and the best thing is you already have the database.
Best Ways To Get International Real Estate Clients, How Getting International Real Estate Buyers is Different From Local
Why Local and International Real Estate Agencies Are Different and Require Different Marketing Tactics.
Obviously the property itself is only ever in one place and ‘local’ to who ever is near it. So we are talking about the buyer, is the buyer local to the property or out of the local area or in a different country ‘International’
There are 2 major factors to consider if your client is international:
1. They are not buying the property itself as the primary reason, especially if they have a property in their home country. They are most likely buying the home to give them access to their primary reason… Reasons such as lifestyle, the beach, family holidays, the weather, investment or food and atmosphere are the primary reason or main motivator to get a slice of the primary reason they purchase a home.
2. Getting in front of them in their home country or home location is extremely important. More and more research is done online, before a visit is even planned. If you wait to try and attract them locally when they arrive chances are it is too late.
Local Real Estate:
When both buyer and seller are local, the buyer knows the area extremely well, or has even grown up in the area. In this case the property is the main factor, the buyer knows the local area well, they know the schools, shops and local attractions – in this case the property itself is the main reason for buying and the area or lifestyle they already have.
For the reasons above attracting buyers who are international requires a completely different strategy than what attracts a local buyer.
Often real estate companies are using traditional local real estate marketing techniques to attract international clients.
To improve your marketing effectiveness with international buyers first identify the primary motivator for buying and advertise those reasons first.
Reasons To Buy Real Estate Where You Dont Live
- Second Home – Part time living
- Holiday/Vacation Home – Home for just holidays/vacation
- Investment Property – Receive an income as well as property appreciation
- Combination of all or some of the above
When targeting real estate buyers that are not in your local area, traditional marketing such as billboards and magazines only work if the buyer visits your area, this is why online marketing plays such an important role.
Depending on the reason the buyer may consider your area is why crafting a message that resonates with that particular type of buyer is key, coupled with the benefits and reasons to buy/invest in your area.
If you are looking for international buyers or even buyers that are not in your local area such as out of town or state buyers and would like to learn more click here
note: If you don’t know that person I am afraid to tell you it is you ; )
When presented with a new decision give yourself a reasonable timeframe to analyse the option and other similar options, then, when the deadline hits, make the decision! Pick one, stick to it and give it your all.
The Blockbuster and Netflix effect, while this might be one of the more well known ‘faux pas’ the truth is, it has happened to multiple companies in multiple industries…. Amazon alone has sent more business to bankruptcy in multiple sectors that most, of course, starting with bookstores.
So What happened?
Well, Blockbuster clearly had the market share, it had loyal clients, 60,000 employees, 9000 locations and a value of over $5 billion!
So Where did it all go wrong?
They got complacent, they thought they were too big to fail, they stopped innovation and got comfortable and they were punished for it. All they had to do was first start to send DVD’s out to customers homes and then move to streaming online and they would no doubt be worth more than Netflix now. Another reason Netflix did so well was no late fees you simply had to return the DVD to get another and just pay your monthly subscription fee. While blockbuster, on the other hand, made 16% of its revenue from late fees, that’s 800 million dollars made from penalising their customers.
What makes it worse is when Blockbuster was approached for a possible partnership with Netflix the CEO of Blockbuster practically laughed them out of the meeting – well we all know what happened next.
So what can we learn from Blockbuster?
You are never too big to fail
Make money from a good service not by penalising your customers
Don’t laugh at new and disruptive ideas
What can we learn from Netflix?
The better service will win
Put the customer experience first
Always innovate and use the latest technology and trends to keep ahead of the competition
Just because you are new doesn’t mean you can’t take over.
If you are looking to disrupt your International Real Estate market share in your area schedule a call with us HERE.
Following up with prospects is such an important part of closing a deal. In fact, up to 80% of deals are lost due to a poor follow up strategy especially in highly competitive industries like International Real Estate. With so much competition and not ensuring you’re always at the forefront of the prospect’s mind the follow-up process is extremely paramount when looking to bring that deal home.
Let me start off with some facts for you:
- 42.5% of Salespeople take 10 months or more to start contributing effectively to your company goals.
- On average, salespeople only spend a third of their day talking to prospects whilst the other times they will be completing the following: Emailing 21%, Data Entry 17%, Prospecting/Lead Gen 17%, Internal meetings 12% & scheduling calls 12%
- On average a prospect needs to hear from you 7 times until they decide to purchase and become a client. Even more when you are a new business or releasing a new product to the marketplace.
- 80% of sales need 5 follow up calls after the meeting.
- Up to 50% of sales goes to the company who responds first.
- 63% of people requesting information about your product or services won’t buy for at least 3 months and 20% will take more than 12 months.
- 50% of leads that are qualified are not ready to buy.
- 92% of salespeople give up after the 4th follow up.
- 60% of clients say no 4 times before saying yes!
- The average sales rep only makes 2 attempts to reach a prospect.
As the saying goes ‘the fortune is in the follow up’ and the stats above do not lie. Speaking from my own experience having a thorough strategical follow-up process has helped me land some ‘big whales’ in my 15+ years sales career.
I understand a lot of salespeople don’t like following up as they don’t want to come across as pushy or desperate and the truth of the matter is that they just need to get over it. It’s all part of the sales process.
Taking the stats above into consideration you must remember, people just like you and I are extremely busy, whether that’s with work, deadlines, family life, we all know how busy life can get. Remember this though, if you have a product or service that will benefit their lives and help them save time or win more business or even be the bridge to help them reach their goals you are doing them an injustice by not sharing and keeping them involved. As long you are not selling anything scammy or dodgy we all have to remember we are offering solutions that help our customers in one way or another and not only that but from the salespersons’ point of view, think of all the money you are leaving on the table and how that would change your life?
I totally understand this but what if I told you there is an easier way to follow up?
As a salesperson or leader have you ever thought to yourself, the sales team don’t actually spend a lot of time selling with all the other parts of the role they need to do. A lot of salespeople feel like they don’t have enough information before making the first call or the 4th or 5th for that matter. With 44% of salespeople giving up after the 1st follow up. We all know the importance of following up which includes brand awareness, company growth, relationship building, and loyalty but how can we improve or even change this?
Qube Media is here to help! As experts and specialists in finding your perfect clients for your international real estate agency. We don’t just stop there! We then put your clients through our unique and personalized automated relationship builder and value proposition which helps you build trust, loyalty and brand awareness without you needing to lift a finger. We highly strategize these contacts with your clients so they hear from you in a regular timely manner at any given time. Our Relationship builder also allows us to find out what your clients are after and when they are looking to buy. Furthermore, this frees up your sales team to focus on what they enjoy best and that is closing hot, high-quality, qualified leads when the client is ready to buy. For more information on how Qube Media can help you take your International Real Agency to the next level please view our case study.
I hope you enjoyed the article.
Until next time
No two sales people are the same. So whether you a salesperson or managing sales people the following blog will help you determine what style of sales person you are or what types of sales people you have. By knowing what style you or your team undertake it will put you in good stead for further growth or understand how to grow your team and what types on sales people you want to recruit.
Once you know what style comes naturally to you be sure to delve deeper to understand the techniques and continue to grow and evolve to master your skills.
There is no best sales style. Your personality, background, the clients needs and your products should help you determine how you should approach a client in any given situation.
1. Solution Selling
Solution selling is used when a client has a clear need or problem and you have the product to solve this. By asking right questions to fully understand what the customer is after and wants and challenging them to tell you what would resolve this. You can then match the products for the clients needs. In this case the client will know what they are after and will go away pleased if you can deliver on what he or she wants. Don’t forget to ask more open questions to find the root cause there maybe other products and potential up sells you can offer by asking the right questions and helping solve the future needs of the client also.
2. Buddy Approach
The buddy approach technique is normally used by sales people that are naturally friendly and warm. People buy people and most importantly people do business with people they like. Connecting with people on an emotional level whilst showing interest can be very effective. Make sure you’re genuine and not ‘faking it’ as people can sense this straight away! These sales people will make their client their friend. They may set the meeting in a bar over a drink rather than over a coffee in the office. They will often start by finding a common interest and talk about that topic and share experiences before opening the client up to talk about how their products can help meet and exceed their needs. Make sure you don’t fall into the trap where you just a friendly conversation remember why the meeting was set up in the first place and ensure you ask the right open questions to fully understand what the client is after
3. Expert Style
The expert style is when you know your products and industry inside out. You are seen in the industry as the go-to expert in your area. Many of your clients will come to you because of you and the company’s reputation. Now you have the reputation many clients won’t question your judgement and will want to find out how to proceed and move forward together rather than objecting to and questioning your proposal . Some clients won’t be swayed by emotional selling. If you are more logical rather than warm and friendly this approach could work for you. Constantly keeping up to date with the latest trends and market updates to build your credibility in your area and people will come to you for expert advice.
4. Consultative Selling
Consultative selling is more of a technical sales technique. It’s a mix of the buddy, expert and solution selling styles. You angle yourself as more of a consultant and adviser than a typical sales person who just wants to sell something or anything. You build trust with your personality, you build credibility with your expert knowledge and experience in the area then through asking some great open questions you analyse what the client needs and summarise by matching the solution as well as up-selling and offering others to satisfy all their needs and requirements. If you have asked the right questions and opened up the client to speak freely with you, you will see some great results.
5. Customer Personalities
Ever heard the saying ‘you have to be a chameleon to do well in sales’ well this is what they are referring to. Customer personality selling is where you change your style depending on the type of client you are selling to. After the first few moments of engaging with the customer you figure out what type of client you are selling to. Through your experience you will put them into different stereotypes and types of customer. Once you have processed this in your brain you automatically adjust your style to match and suit them. This can come very naturally for some people. For a friendly client who is indecisive you may need more of a softer approach to first build trust whilst with a more to the point client you’ll want to build credibility by being more direct and efficient with your knowledge sharing and solution matching.
These are the standard basic selling styles. You may be a hybrid of a few but take your time to work out which one comes to more naturally. Remember not to force it as this can come across rather pushy or even desperate in front of the customer. Try out different styles as depending on your personality one may give you better results than you originally thought. Once you have your preferred styles continue to develop and refine your skills. The most successful people in sales constantly work on their styles in order to improve and be the best they can be. Remember the majority of people in sales want to make as much commission as possible. By perfecting your style and techniques you can climb up the sales rankings rather fast.
In this blog I will walk you through the 6 steps of a sales process, what it is and why it is so important to follow not only for increasing revenue, saving time, accuracy in forecasting but also to ensure you have a long successful career in sales.
What is a Sales Process?
A sales process is a set of steps that all sales people should follow. It’s the customers journey; from the early stages of making the customer realise they have a need for your product to the close of the sale and asking for referrals.
Each step is equally vital to ensure you maximise your closing rate and continue to build and nurture your sales pipeline.
Step 1 – Lead Generation
This is also known as prospecting. This is where you research potential clients who fit your target market. Take a look at your previous and existing clients. What do they have in common? Who are the people most likely to benefit from your product? Build your list and take your time thinking of the best ways and channels you can use to contact them. After all you don’t want to waste your time pitching to clients who don’t need your product. The more quality research you can do at this time the better.
Tip: For manual B2B I like to use LinkedIn. In fact the majority of my closed deals have come from this platform. You know who the decision maker is and also have some or all of their contact details. You can understand the client a little better professionally by looking at previous history and what they post and like.
If you’re not a fan of this step or feel your time can be better spent elsewhere using companies like us can take away this boring and time consuming step. Qube Media can help you generate quality leads for you real estate agency.
Book a Free Strategy Call now to find out how!
Step 2 – First Contact
This is where you make contact with the potential client. Remember you need to be memorable, to the point and energised. Like an elevator pitch you have a small amount of time to make an impression on the potential client to give you their attention and time.
Tip: I like to use AIDA which was embedded in me early in my banking career days.
A – Attention – Introduce yourself, who you are and where you are calling from. Make sure you have the persons attention. Ensure they have time to talk and are not distracted.
I – Interest – Get their interest! Tell them the reason why you are contacting them and how you can help them.
D – Desire – Keep building desire! Don’t go into too much detail selling your products as you really want to book an appointment or be able to swiftly move on to the next step without wasting anyone’s time or sounding like a pushy sales person. Ask them their concerns and the reply explaining how your product can benefit them. Use examples of similar clients who you have helped and what impact that had on them.
A- Action. This is where you book a follow up call/appointment or move on to the next step of the sales process.
Now you have built interest and desire with the customer. This is the part where you make sure they are the right fit and can afford your product. Ask plenty of open questions such as budget, where do they see themselves in the 2-5 years time, what are they looking for and what have they thought about. Don’t forget to find out who they are, what they like and find out any common interests you may have. Building rapport is crucial in every step. You want the client to trust you and know you are the expert in that area. Once you have a strong rapport the client is less likely to go to a competitor. Always summarise with the customer to ensure you fully understand what they are saying, meaning and feeling. It also helps the customer to realise what they want and that you’re the person to help them find it.
Tip: Write up a check list document so you know you are asking the right questions every time. This will help with consistency and ensure you don’t miss anything crucial out. The more quality information both soft and hard facts you get from them the first time round will help you get the right product for that customer in the most time efficient manner.
4. Present Solutions
Here is where you show the customer why all the time and questions you asked them in the previous step was beneficial to both you and them. Show them that you understood them and are matching their needs with your solutions. Don’t present too many solutions but nail down to most important ones. Remember less is more you don’t want to give them so many options that it makes it harder for them to make a decision.
Tip: Use their words – ‘I recommend property A because you said …….. this property does that and ………’ Add a couple more benefits but personalise it them so you are now showing value for money within their budget. The more benefits for the customer the more likely they are to buy from you.
5. Handle Objections
As long as you have successfully completed the previous steps, these will be more like confirming questions and buying signs. The customer sometimes needs reminding and justifying what they need and want. They will also want to double even triple check why your product meets and exceeds their needs.
Tip: Answer these questions professionally and to the point. Show them you understood what they are after and remind them how this product will better their lives.
6. Close the Deal
Once you have handled all the previous steps effectively the close should come naturally. Remember not to over sell. Don’t give the the client any excuses to rethink their decision nor question your judgement. Once you hear ‘ok, let’s do it, i’ll take it’ or something similar stop selling and start processing the paperwork.
Tip: Remember to follow up on any commitments you made during the sales process. Once paperwork is complete and payment has been made. Ask for a review and if they have any friends or contacts who they think would benefit from talking to you also.
So there you have it the sales process broken down into 6 simple steps. Follow this and you will be sure to improve your conversion rates as well as building a quality sales pipeline. If you’re struggling for quality leads or this step of the process takes too long or you can’t seem to get a consistent flow. Or you just want to spend more time closing clients as that’s your favourite part and where you make the most money then call Qube Media today to see whether your postcode is still available.
I hope you enjoyed reading this as much as I did writing and sharing this with you!
Please feel free to share and like.
Until next time.
In the fast moving world we are living in, marketing your real estate agency and properties can be time consuming and challenging. From email campaigns, blogs, social media campaigns, pricing, branding and strategy can be very demanding whilst touring clients, closing deals and focusing on business growth.
Do you want your Real Estate Agency to stand out and get the attention it deserves? I’ve put together 6 quick tips that will set you agency up for good stead in 2019.
1. Marketing Platforms.
Focus on the most powerful ones. There is a plethora of organic and paid online channels that you can use to promote your real estate agency. Using all the platforms can be time consuming especially when trying to put out great content on each. It is far better to focus on the most powerful ones and do it well rather than do all of them and do it average.
Experiment with different platforms and campaigns then analyse to determine the most successful and focus on this. Now you know what works you can be more consistent in learning how to constantly improve on this.
For example if you’re looking to collaborate with other agents or lawyers (b2b) then you could mainly use Linkedin as this platform is perfect for company updates, publishing articles and networking with peers. Remember networking is like making friends. Use the approach of making friends and building your network rather than the hard sell and pitching to every new contact.
For finding new potential buyers Facebook and Instagram prove to be the best. Join and make use of the groups and certain hashtags. Don’t forget to provide value and not just bombard people with your listings. You need to stand out from your competitors.
2. Email Marketing
This is a great way to build new relationships and stay in touch with existing clients. Email marketing is more popular than you think. 83% of people prefer to receive emails about updates and promotions from a trusted brand than any other platform.
Before your audience turn into clients you must build a relationship with them. What makes you different to the real estate agency down the road? Think of running a marketing campaign for this. This could be paid ads, website popups, a free giveway/prize draw and contact forms. Provide your audience with value so they want to go give you their email and are happy to receive more regular information from you.
Now you have a list of emails in your database and potential clients to stay in contact with consider the following
- Welcome email for new subscribers
- Content for educating the client
- Content for new properties
- Emails for special offers and price reductions
- Content to re-engage. Remind them why they signed up in the first place.
These email campaigns will help you with brand awareness and ultimately help improve sales. This process can be very time consuming if done manually. As a lot of this can be automated, check out software like Mailchimp. You can segment your list and run different campaigns. Depending on different events, different more personalised emails can be sent out.
3. Promote your best content
So now your producing great content on your best platforms. Now it’s time to see the power of paid advertising. Boost and promote your most engaging content starting with a small budget and wait to see what happens. Do you have more followers and likes now? Do you have more emails going into you email campaign funnel? Keep an eye on what you are spending to ensure you are getting the most favourable ROI and conversion rates.
4. Build your Brand
Create content for your different platforms, remember when making content you have to build an audience for it not the other way around. Your agency has a brand, it has a history it has regular stories. Share it and document it with your audience. Customise your content for each platform. For example Facebook live can be a great way to introduce yourself, business and show off a new property whilst and LinkedIn maybe something more motivational and educational explaining to client why they should partner or collaborate with you would be best thing for them. It is a great way to build rapport with your audience and potential clients. Remember to make sure some of your content is educational and fun rather always trying to sell something as you will lose you audience. You need to constantly engage with them maybe talk about market trends and updates then the next one you can show off those villas you are trying to sell.
Visual content is huge and very powerful. Think about making a buying guide in video. Educate potential clients what needs to happen in order to purchase property in certain areas, how long the process takes answer the common client questions. Yes take drone footage of the outside of the property and garden. Yes present the villa to clients by showing them a video to build interest and get more viewings booked, how powerful would that be. Maybe a client will want to buy it just by seeing the video as they have a really busy schedule at present and don’t want to miss out! It happens.
By then end of this year 80% of online traffic will be directed to video content. So get ahead and start learning and creating if you want to get ahead.
6. Google My Business
80% of searches are completed on Google. Google offers a free tool that can help potential clients find you and your website. It helps you control the local information about your agency as well interact with clients and control your reputation.
Google My Business allows you to enter detailed information about your business, including contact details, URL, location, and photos. The customers can leave reviews about your business, and claiming your Google My Business profile can help you address any concerns.
A lot of potential clients are searching for real estate agents and property in their dream location. Are you set up on Google My Business? Let’s say there are 5 Real Estate Agencies in your local area. 3 have no reviews and at a glance ratings. The other 2 have their business details filled in, one has a 4 star rating and the other has a 5 star rating. Which one would you choose?
With information available instantly controlling and monitoring feedback in crucial to all businesses. Stay in control, don’t damage your reputation better yet show people how great you are from the very first interaction they have with you. Stand out and give them a reason why they should choose you first.
I hope you’ve found my quick tips helpful. It’s now down to you to take action.
Let’s say you search ‘2 bedroom apartments in Marbella’ on Google. You will see a list of websites with a green ad box before your search results. This is Pay Per Click!
What is Pay Per Click?
Pay Per Click or PPC is an online advertising model which does exactly what its says. Every time you click on one of these links the advertiser pays.
There are different types of PPC advertising but the most popular one is the paid search ad. These adverts will appear every time you perform a google search and especially when you are looking to buy something. The advertiser will not pay anything until you click their link hence the reason why it’s called pay per click!
Other types of PPC include remarketing and display marketing.
In order for ads to appear on the search results page, advertisers can not just pay more so more people see them, they must go through ad bidding or an ad auction. This is an automated process that Google uses to determine the relevance and rational reasons why that ad should appear on your search.
The Importance of Key Words in PPC
Once you have entered your query Google will perform a complex algorithm calculation (what the ad auction is based on) to determine what ads will be shown and in what order.
You must make sure you only bid on words that are relevant to your business to ensure you come up for the right reasons and the right searches. By picking the best keywords for your business the better the return on investment you will have per ad spend. A large number of businesses will use software or what is called a keyword tool to determine what are the best words to bid on to maximise sales and conversion rates.
Tips For PPC
There are many ways to use PPC to increase sales and revenue but to do that you must know what they are. Here are 5 tips on how to use PPC to ensure you see an increase in traffic and revenue.
Do your research to make sure you are spending money on the right keywords for your business. Be smart and methodical to ensure you are not spending money just to get more traffic and views but in order to convert these into sales.
2. Target Audience
Knowing the audience you are trying to target will help you determine what what types of campaigns will be best for your business
Ensure you are building the right content for your audience in order to convert these into sales. Make it eye catching so users are drawn to you. Don’t forget to have your branding on point and any phrases or taglines you use to connect you and the brand. Try using different formats like pictures, writing and video then analyse to see what gives you the best results.
First you must do your research and see how much you have to spend and how much is required to break through the market. The real estate industry is highly competitive and has big ticket sales so be prepared to spend to get the results. Ensure you analyse your results and ROI conversions.
5. Landing Pages
Once someone has clicked on your advert use a landing page for what they have searched for. Make it relevant don’t send them to your homepage where they have to filter and search for what wanted in the first place. Some users will get lost, distracted and therefore not convert.
There is a lot to consider when using PPC but hopefully I have given you some ideas to think about.
I hope you found this article helpful.
Have a great day and #letsgogetit