You can't sell to an empty chair!
Lesson 5 and 6: Always be prospecting! Mix and match your prospecting activities with “traditional” and new ways of earning/gaining clients.
The following pictures were taken during a training session at the 2009 Triple Play Real Estate Convention. The session was titled Power Prospecting.
The speaker presented a great deal of information fast. He started fast and spoke fast. After about 45 minutes on how real estate agents can use social media to market themselves, the room cleared out. That’s where the picture of the empty chair comes in. One thing I feel the speak could have done better or differently is connect with the audience. He immediately went into the how of social media, but failed to explain why agents should use it to market themselves.
Since I was willing to give the presenter another shot, I sat through the rest of the presentation, which he explained why agents show focus on sharing, not selling. That’s where the other picture comes in. It’s a snap shot of the notes I was taking during the Power Prospecting training session.
What you should know is that we’ve entered the age of “I don’t want you to market to me.” There are so many ways for consumers or clients to reject sales pitches or information about your products or services. Some examples might be : TiVo, spam or pop-up blockers, the unsubscribe button at the end of an email newsletter, the national do not call list or CANN Spam Act . . these are just some of the ways consumers are regulating how much marketing they are expose to. This regulation of information is an on-going fundamental swift in how people receive information and gives more weight to word of mouth marketing, referrals and community building.
Share, don’t sell. Share your experiences, your expertise in writing or blogging or through audio or video among other formats. What’s important to know is that you can not do too much of one thing like in the case of the speaker where he opened up on one topic, but failed connect with his audience. You have to balance your prospecting plan and mix and match your marketing efforts. Most importantly check in with your audience or you may end up with en empty chair and have no one to sell to!
The point of social media is to share.
Angie Perez is a NJ Circle of Excellence award winning real estate agent for Weichert, Realtors in Edison. She sells anywhere from 12-25 houses per year on a consistent basis since 2005. Ms. Perez is primarily a buyer's agent on 60% of her real estate sales where she represents rental income investors, first time home buyers & trade up home buyers of 1-4 family homes within specific towns encompassing 4 NJ counties: Union, Essex, Middlesex and Somerset County. Many of Ms. Perez's clients appreciate her ability to negotiate favorable real estate deals for them. Many of her clients commented that her research abilities, her honesty, her knowledge of local market trends and her proficiency to manage multiple real estate transactions from start to close are some of the reasons why she was hired as their agent of choice. Please call, text or email Angie Perez to ask if she lists or sell in your town. If she can not help you, Ms. Perez would be more than happy to help or refer you to someone who can. Cell: 973-715-6210 email: angie @ njretoday .com
123 Lincoln Highway Edison, NJ, 08852 USA
angie@njretoday.com • (973-715-6210)
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