How to Market to Real Estate BROKERS???

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As a former real estate agent, I was constantly approached by salepeople offering all sorts of deals, just as most business people are. The B2B (business to business) market is glutted with offers as many think it's an easy sell. It isn't!
Today, with email and SMS, real estate agents and brokers are bombarded with offers of all kinds. Many of these people are members of a franchise group such as Century 21 and rely on their franchisor to provide their marketing and admin materials. Also, the real estate industry is slowly coming out of a recession and money is tight. Office girls are usually given the task of checking emails and told to delete all advertising and sales offers so your emails typically won't be seen by the business owner.
I have tried using several approaches and various subject lines in emails to try to reach the owner but generally the open rate is less than one percent.

However , faxes, with an attention getting headline, have proved more effective and I use them to reach the business owner. Because a fax is a physical piece of paper and especially if there is an eye-catching offer, they get in front of the business owner much more often.

I do faxstreams for a client to pharmacies and the response rate is generally 6% plus. With over 2000 pharmacies on the list, the response is usually between 120 to 130 per fax resulting in orders totalling $15,000 or more per campaign. I use an agency to send the faxes using FOIP at a cost of around $140 per campaign so these fax campaigns are very profitable for my client. Fax Lists are commercially available for most business types in many countries.

Hope that gives you a different marketing perspective.

Leslie

I'll give that a try. Let's see if it pans out ok. Thanks for the heads up.

Every Real Estate office, no matter how big or how small....has a "Sales Meeting".

If it's a 1 person office....I've just walked in. If it's a big franchise office, I've cleared my visit with the Office Manager.

I simply show them what I have ALREADY DONE! B4 I got a Laptop I used "Portable DVD Players" to SHOW what I've done and....I then go on to explain how I can do the Same Thing for anyone at the meeting.

Thus...let's say you want to sell "Property VIDEO Tours". Make up a Sample of one of the Agent's existing listings. I "shocked the heck" out of the Agent whom I made a "Tour" of one of her properties!. The Agent LOVED IT, she was so shocked and asked me to run it again...3 times before finally asking my Fee.

Prospects, nowadays, hear a lot of "I can do this for you" and "I can do that for you!" However, there's nothing that gets prospects to give you money faster than...."It's ALREADY DONE for you! Here it is!"

This gets rid of any doubts of "what you can do"!.....you've already done it! They can see it with their own eyes!" NO questions about what you can do or when!

Reminds me of the first time I used this Sales Technique. It was back in my "Mail Order" days when floppies were available (CD-ROMS weren't out yet)

I would "pre-condition" prospects by running Ads in "Biz-Op" magazines like Entrepreneur. My ads would ask them to "Phone My 24 hr Recorded Message"! They'd phone my Voice Mail and hear a 2 min Sales Pitch for my program. To receive my "Free Sales Pak"....mailed....to them, they'd have to leave their Name & Mailing Address.

I'd then put my Biz-Op onto a Floppy, encrypt it, and mail it with my Sales Letter. When they read my Sales Letter about all the great benefits my program could bring them I concluded with; "Now, here's the best part. You don't have to wonder WHEN you'll receive this or IF you'll receive it...you ALREADY HAVE IT! It's in the enclosed Floppy Disk BUT....it's Locked! To UN-Lock it.....you must phone my Order Service and the Clerk will give you the Un-Lock Code!"

Can you understand the "RAW, Powerful, Psychology presented here?"

"Curiosity" forces them to "get the UN-Lock" Code. Sales shot thru the Roof!

Same with RE Agents. When you "tell" agents you can create a Video Tour of their properties, that's fine. You'll get some orders. HOWEVER..if you tell agents, "HERE'S THE VIDEO TOUR I CREATED FOR YOU!" Do you think they'll be wondering WHEN or IF you will create the Tour....when they are looking at it?

Only question now is "Price".

It's like the old days of my kids "Show and Tell" days in Kiddie-Garten. Now it's called..."Show and Sell!"

Don Alm.....STILL sellin '

Holy Camoly! Get David Cisnero's recent WSO where he has a program that lets you put a "Property Listing" on a Mobile Phone!

Place a House Listing on your Phone for a Real Estate Office.

Phone the Office Mgr and ask her when the next "Sales Meeting" is. (ALL RE Agents are now called "Brokers") Telll the OM you'd like take 5 minutes at the start of the next meeting to show the Agents a way to ....
Get MORE Leads.....MORE Listings and MORE Sales....using their Mobile Phones!

If this OM gives you any "static".....call another OFFICE.

When you arrive at the Meeting (in my Area they're usuallly at 7am) bring out your Phone....Show one of their House Listings.....show a Photo of the SIGN you can make (with QR Code) on their "For Sale Signs" and how THIS can get MORE House-Hunters to GRAB the info onto their Cellls WITHOUT having to park.

I guarantee....the Agents in attendance will be Blown Away.

I forgot what Dave calls this WSO BUT.....you GOTTA GET IT! If you want a "Guaranteed CASH Payday!"

Don Alm