| Have you ever noticed that despite the massive | | | | the list if they ask a neighbor for referral. In |
| number of Realtors in your area, only a hand full | | | | addition, if you specialize in a specific area, people |
| are making a fortune selling real estate? | | | | will recognize your name and be more inclined to |
| Regardless of who these realtors work for; | | | | trust you with their listing and to negotiate their |
| GMAC, Century 21, REMax, they are extremely | | | | deal.3) Grow and harvest your area of geographic |
| successful where others in their office are barely | | | | specialization: Focus your marketing message on |
| scraping by. What is the secret to their success? | | | | the area of geographic specialization that you |
| First and foremost, it is their approach to | | | | have chosen. If your area has a high rate of |
| marketing themselves and their customers.So | | | | property turnover, then you will do very well. The |
| what techniques do they use to attract listings? | | | | most successful realtor in my area papers my |
| Well, while the rest of us are placing door hangers | | | | door with her picture every Monday afternoon. In |
| and mailing out notepads, these super sales people | | | | addition, she includes a list of properties in my |
| have perfected marketing techniques that attract | | | | neighborhood that are listed or for sale. Looking at |
| motivated buyers and sellers, and motivate them | | | | the sales price of other properties is a good |
| to take action. An example of one of the | | | | motivator for me to list my own home and take |
| strategies that the best seller in my city uses is | | | | advantage of the capital gains.4) Create a |
| as follows:1) Specialize: Despite the policy of never | | | | continual presence: Once you have chosen the |
| turning down a listing or qualified candidate, focus | | | | type of property to specialize in, and the |
| on specializing on the type of property that will | | | | neighborhoods to cultivate listings, begin promoting. |
| best suit your performance goals. For the person | | | | As a marketing manager, I am a big fan of |
| in my area, single family attached homes provide | | | | postcards that are sent to target clients on a |
| the greatest return on investment and are turning | | | | weekly basis. Generally, it will take about fifteen |
| over the fastest. This is where she is really | | | | pieces of promotion before a client will remember |
| making her money.2) Geographic Specialization: | | | | your name, but when they decide to list, you will |
| When a person decides to sell his/her house, they | | | | be the first phone call.The overall goal is to attract |
| will find a realtor either through referral, | | | | as many viable listings as possible. Regardless of |
| recognition of a local representative, or through | | | | who eventually buys the property, as the listing |
| the yellow/white pages and internet. By focusing | | | | agent, you get to take advantage of the |
| your promotional efforts on a specific geography, | | | | commission. By focusing your time on marketing |
| you can increase your market presence so that | | | | yourself to your most promising targets, you will |
| you are the first phone call if a target client | | | | save time and increase your listings substantially. |
| decides to sell their property, as well as first on | | | | |