Ask Your Seller This Question

Posted by on Sep 4, 2018 | No Comments

As we enter September, we’re continuing our series on high-impact, low-cost marketing ideas that you can implement quickly and easily.

To get marketing ideas, start collecting competitors’ ads and literature and study them for information about their strategy, their features, and the benefits they are offering. Many times I’ve lifted ideas from other companies and even other businesses outside of real estate, like UPS and FedEx.

This next strategy is effective, but it’s difficult. Every now and then, you’ll do a listing presentation and not get hired. In that situation, I think it’s totally appropriate to ask the seller this question: If there is one thing I could have done differently to gain your business, what would it have been? Always be gracious, professional and polite no matter what they say. Their answer and your response will help you learn and grow professionally and personally.

Another low-cost idea is to identify a new market. This can take form in one of two ways. It could be a new geographic market, or it could be a new price point.

When you don't get the business, ask what you could have done differently. Click To Tweet

Have you ever considered offering a fancier, more expensive or faster version of your service? For example, come up with a new program that offers more value so you can charge more. That way, when people ask you, “What’s your commission?” you can provide them a range from low to that new high.

Finally, update your presentations: your listing presentation, your buyer presentation, your pricing presentation – any one or all of your presentations. Create a new, fresh look for the second half of this year to make yourself more appealing, more fresh, more vital, and more memorable to your clients.

Enjoy the video. As always, I appreciate your questions and comments.

Luxury Market Preparation Guide

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August 28, 2018

My Favourite Marketing Ideas

September 11, 2018

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