English
The 14-Step Essential Plan for Sales List Marketing to Attract More Leads
14-Step Plan for market❓ing Real Estate Listings:
1. Staging and Pricing Strategies:
- Based on principles of marketing psychology and behavioral economics.
- Staging: Preparing the property attractively (cleaning, decluttering, rearranging furniture).
- Pricing: Determining the price based on Comparative Market Analysis (CMA), considering location, size, condition and prices of similar properties.
- Estimated Value = Area (sq ft) * Average PSF + Adjustments; Adjustments reflect unique features.
- Example: 2000 sq ft property, average PSF $250, pool (+$10,000), needs renovation (-$5,000): Estimated Value = 2000 * $250 + $10,000 - $5,000 = $505,000.
2. “For Sale” Sign and Directional Signs:
- Based on local marketing and brand awareness.
- For Sale Sign: Clear and attractive.
- Directional Signs: Help clients find the property.
- Rider Signs: Highlight specific features.
3. Flyer Tube/Box and Neighborhood Distribution:
- Based on direct marketing and community engagement.
- Flyer Tube/Box: Contains property information❓ near the “For Sale” sign.
- Flyer Distribution: Place flyers in mailboxes or on doors.
4. Flyers Inside the House/Home Book/Comment Cards:
- Based on experiential marketing and data collection.
- Flyers: Placed in prominent locations.
- Home Book: detailed information❓ about the property (history, features, prices).
- Comment Cards: Allow potential customers to provide feedback.
5. Multiple Listing Service (MLS):
- Based on information networks and audience reach.
- List the property in the MLS with necessary information and high-quality photos.
- Use keywords in the property description.
6. Web Listings with Virtual Tour:
- Based on digital marketing and user experience (UX).
- Web Listings: Attractive, easy to navigate, high-quality photos.
- Virtual Tour: Remote exploration of the property.
7. House Featured in “Marketing Vehicle”:
- Based on creative marketing and cross-promotion.
- display❓ the property in calendars or local magazines.
8. Open House Program:
- Based on direct marketing and personal interaction.
- Organize a professional open house program.
9. E-mail/Fax/Voice Broadcast:
- Based on email and telephone marketing.
- Attractive and persuasive messages including property information and the web address.
10. Track Showings/Collect Feedback:
- Based on data analysis and continuous improvement.
- Track showings and collect feedback.
11. Target Marketing:
- Based on market segmentation and niche marketing.
- Identify a target group and design a specific marketing strategy.
12. Weekly Seller Updates:
- Based on transparency and effective communication.
- Provide weekly updates about marketing efforts and collected feedback.
13. Property Caravans:
- Based on internal marketing and cooperation between real estate agents.
- Organize a property caravan and invite other agents.
14. Creative Marketing Ideas:
- Based on viral marketing and innovation.
- Innovative ways to market the property (10K run, TV show appearance).
Interactive Voice Response Systems (IVR):
- Based on marketing automation and customer convenience.
- Assign a unique phone number to each listing, included in all marketing materials. Callers hear a property description and the system captures their phone number.
- Conversion Rate = (Number of Leads Converted to Sales / Total Number of IVR Calls) * 100
Chapter Summary
Consistent marketing❓ of real estate sale listings is an effective strategy for lead generation and achieving sales goals.
Key Scientific Points:
- Consistent marketing of listings is key to success in obtaining seller and buyer listings, leading to financial goals (e.g., achieving a million dollars through 320 deals).
- A 14-step marketing plan should be applied to each sale listing to maximize exposure to potential customers❓:
- Organization and pricing strategies: Prepare the property attract❓ively and set a competitive price.
- “For Sale” sign and directional signs: Use clear signs to attract attention and facilitate access.
- Tube/box with flyers and distribution in the neighborhood: Distribute informative flyers about the property in the surrounding area.
- In-house flyers/house book/hanging cards: Provide detailed information❓ in the house and collect feedback from potential buyers.
- MLS (Multiple Listing Service): List the property in the MLS system.
- Web listings with a virtual tour: display❓ the property online with a virtual tour.
- Show the house in a “marketing tool” (calendar, etc.): Include the property in other marketing materials.
- Open house program: Organize events for the public to visit the property.
- Broadcast via email/fax/voice: Send targeted marketing messages via different channels.
- Track offers/collect feedback: Monitor marketing performance and collect feedback from potential buyers.
- Targeted marketing: Target specific segments of potential buyers based on their interests and needs.
- Weekly updates to the seller: Keep the seller informed of marketing efforts and results.
- Real estate caravans: Organize tours for agents to visit properties.
- Creative marketing ideas: Use unconventional marketing methods.
- IVR technology is important for providing detailed property information 24/7. The system captures caller phone numbers and forwards them to buying specialists to convert inquiries into buying consultations.
Conclusions:
- Systematic and continuous marketing of sale listings increases the chances of attracting potential customers and achieving sales goals.
- The 14-step plan provides a practical and comprehensive framework for effective marketing of each sales listing.
- IVR technology is a tool for capturing potential customers and providing customer service.
Implications:
- Applying the 14-step plan can improve the performance of real estate sales teams and increase revenues.
- Investing in IVR systems can improve the efficiency of the lead generation process.
- Focus on consistent marketing allows real estate agents❓ to stay ahead of the competition.
