Snow blindness - the overwhelming glow of white on white. In your datebook this is not a good thing! It means that you aren't making any money. For most of us, that is simply unacceptable. I don't know about you, but I like to eat and frankly that means that I have to work. So, how do you get rid of snow blindness? How do you fill up that datebook? Regardless of whether you are an agent or a stager, the answer is the same... spend the time that you could be on an appointment, getting the appointment set.
1) Create a Sphere of Influence list. This should include pretty much everyone you know & everyone you have ever known. You should know their phone number, address and email address (if possible). You will immediately begin a marketing campaign using these strategic alliances.
2) Write a newsletter. This was the first things (after my influence list) that I did to jump start my business. Within 20 minutes of it going out I had 10 appointments! I've never looked back - they go out every single month without question - no matter what! The important thing about your newsletter MUST be that it is intended to help your client & provide valuable information to them. In other words, it's about THEM, NOT YOU! This might be the biggest mistake most newsletter writers make. For more info on my newsletters, go here
3) Write & mail handwritten notes. Ok, I know, postage is expensive & you have carpel tunnel, right? Do you want a full date book or do you not? I have had many clients tell me that they chose me because of the attention they received when they talked to me... They appreciated my notes thanking them for their time and business. Who do you send them to? EVERYONE! Stagers - if you drive by a RE sign that says, 'Agent of the Month, Sally Mae' then guess what? Sally Mae is getting a card that says, "Congratulations on being agent of the month!" Agents - Did you work with another agent recently? (think referrals) Did you have a great conversation with the lady behind the dry cleaner desk? (she might be getting ready to move, or know someone who is) There are so many choices! Send a minimum of 5 a day! Seriously, it's not that much work!
4) Prepare a workshop to educate your potential clients on what you can do for them! Notice that last part, 'for them'. Everyone wants to know why they should pick you. Let's face it, there is almost always someone doing what you do - they have a choice to make. Why should they pick you? (You do know the answer to this, right? If not, better make figuring that out #1) Stagers - let agents know how staging can generate more leads, faster sales and bigger paychecks. Agents - do a buyer or seller workshop and show them the ropes. Maybe they've never done it before (new buyers/sellers) or maybe it's been a while. Partner with a stager and double their benefits!
These are just a few options you have to fill up your date book. They really do work. If you've got white pages in your datebook, then you've got time to do one or all of these! None of these should be out of your comfort zone because none of these have involved cold calling or the prospect of rejection. (ok, someone could unsubscribe to your newsletter, but come on you can handle that!)
Now, no more excuses... go fill up that datebook and save the snow for the winter!
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Melissa Marro, a published artist, now turned staging advocate and national speaker speaks her mind about real estate and the home staging industry. In her 'no holds barred' approach, audience members find real answers to the industries pitfalls and learn how to overcome them with tried and true information and guidance. With marketing as her passion, she turned a small home based business into one of the nation's largest home staging and training facilities. Selling her successful home staging company in January 2012, Marro is now a full time speaker and instructor for Staging And Resign and Real Estate Staging Association (RESA)'s trade events.
For more information on having Marro speak at one of your real estate functions, please contact her at 843.619.1593 or email at marro.melissa@gmail.com
Nice blog and sharing it with the a/r community, I agree you need to work make money, amazing alot professionals can understand that . good luck in all you do.
Thanks for all the tips on how to get back to basics. We have to be doing all of this to survive.
Great blog! Thanks for the tips. It's so true that you get out of this business what you put into it. Sitting around waiting for the phone to ring just doesn't cut it!
Nice post Melissa,
Yes we all need to focus. This the time more then ever to work the leads and focus on the long term.
Thanks, Melissa for all the great tips on building up business. It works in slow times and good times.
I love your references to snow! You are very motivational. No wonder you have 40 vacant properties staged all at once!
As usual a great post, I like the "agent of the month idea"!
Thanks Melissa! I'm bookmarking this as a reminder of what needs to be done. Of course, I am going to write it down in my day timer so I will do it each day. With it being summer and at home with kids, I have been feeling a little sluggish. I needed a new goal.
Melissa; As always your "education blogs" are spot on. I am thrilled and excited to read and learn from your invaluable teachings. I for one am a big fan and am looking forward to calling you personally and getting your insight to #4 in your blog. Thank you so very much...
Thank you for sharing these basic but overlooked ideas! I received a great idea from a successful realtor (who sent me a thank you). Very simple custom printed notes with your logo/company name - but not all the company information -- they are classy, don't look like you are "selling", but keep your name in front of the recipient in a positive light! Great post!
Hi Melissa! Great post! Suggestion for that datebook - at the beginning of the year write your goals for each month on appropriate page!
Love this post Melissa! Handwritten notes are really a thing of the past anymore, yet so appreciated. I always write them. Great, useful tips-Thanks!
<whining> But I don't want to do any of that! Whenever I write anything in longhand, I'm always told no-one can read it!!
Another newsletter story? As you know, I send out your newsletter format with my articles in it. Last night, a broker called me over to his side at a reception and said, "your newsletter last week? I sent it to all of my agents; I thought it was excellent. In fact, why don't you drop off some information and let's see when we can get you in to a staff meeting?" A broker who used to sell, and who I've chatted to once at someone's 40th birthday party 3 years ago!! I'm telling you, folks, Melissa's newsletter marketing thing works!
Melissa - Thank You, Thank You, Thank You... for always writing informative items and keeping the rest of us from straying off our focus. I too am bookmarking this to make sure I refer to it often.
Melissa.......thanks so much for the reminder! We just did a Staging this week and I forgot to send out our "Thank-you" note.... and it was a Realtor's house too! Thank you Thank you Thank you!
Thanks for keeping us on our game, Melissa. It takes more than staging expertise to keep the clients coming!
Thank you so much for all of the fabulous comments! I am so glad that you all enjoyed it so much!
Juliet - I'm so glad that things are working so well for you! I'm always excited to hear that the newsletters are working!
Great advice Melissa! I really like your last sentence - No More Excuses!!!
Wow, you're on a roll with your educational blogs...
Thanks yet again. I truly appreciate you and all you share. I should mail you a card! :^)
Question for you on sending out the cards - how do you all feel about the card services? i.e. where create it online -- have a membership, select your card type, type in the message and then the service sends it out for you? I do appreciate hand written cards and feel they're a lost art, but find that's the one marketing campaign that I start out with gusto and it then seems to fall off my radar when things get busy. I was thinking that maybe going the automated route might help keep me on track. Thoughts everyone?
Sandi, details
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