Reserve Your Seat - Live Webinar Starting Soon - 10 Ways to Win in a Multiple Offer Situation

How Educational Marketing Unlocks More Buyers And Sellers For Your Business

        

What is educational marketing?

Educational marketing is one of the most powerful techniques you can use to build trust and unlock more buyers and sellers for your business.

But how do you do it?

Well, you got to understand that a lot of expert marketers use what's called "The Curiosity Gap." That's where you pose a question or you put a statement out there and then it makes people curious about knowing the answer.

Now we fall into this curiosity gap all the time — from headlines to news soundbites that are trying to get you to watch the news at six o'clock, book covers, wine labels, and all kinds of things create curiosity in us. But when we look at our knowledge quest as human beings, we're always driven by not knowing and the power of wanting to know what we don't know, right?

So here's an example of this:

One of my good friends, Scott Lewis, a superstar realtor that I work with put this post out. And it was simply about the...

Continue Reading...

How To Take Advantage Of The Lowest Birth Rates In 100 Years

      

Something interesting that you might find surprising that it relates to real estate, but fertility rates in the US have gone down dramatically over the last hundred years. In America today, we've actually had another 1% decrease.

We have the lowest birth rates than we've had in a hundred years.

Here are the numbers:

For every 1000 women in America aged between 15 and 44, there's 58.3 births. And you compare this to World War Two, when all the baby boomers were born, that number was more closer to 140 births! So huge difference in the numbers.

Now, how does this relate to real estate? I'm going to share with you now. Here is the the data today:

Looking at buyers who have children under the age of 18 in the home, the share of that group has declined from 58% in 1985, all the way down to 33% in 2020. So there's a much smaller group of people buying homes. It's actually the minority, not the majority, who have kids under 18 at home.

So you need to...

Continue Reading...

The List Price Secret for Creating Wins for Buyers and Sellers

       

Why is list price versus sales price such an important number to know and master in your market?

Here's the answer:

Buyers and sellers need to understand that when they're making or accepting offers, this number will have impact. And I'll give you an example:

Every buyer wants to get a great deal, right? Every buyer wants to feel like they're beating the market. So when we sit with a buyer, we need to educate them about what's happening in the marketplace. For instance, in my market today, sellers are receiving on average 99% of list price. Some are getting much more — they're getting 105% or 106% of list price. But the average in our market is 99%.

So with a buyer, what I'll say to them at the beginning of the relationship is:

"Hey, you know, many homes sell for full price in our current market, or even over full price. But the average is 99%. The key is to see how aggressively the sellers price their home compared to other listings in the area....

Continue Reading...

The 1% Factor - Tapping Your Five Points of Power

Have you ever heard of the aggregation of marginal gains? I hadn't either until I read a story about the British cycling teams winning the Tour de France. They never won the Tour de France before 2010. But their new coach, David Brailsford, challenged them to look at everything they're doing — even the smallest things — to see if there was a way to improve it.

They started with the typical things you'd look at like their diets and exercise programs. But then he went a step further — and started looking at the pillows cyclists were using, the exact time they fell asleep and woke up, their daily routines and more to give them insight into their overall training system.

They figured out that even a 1% increase in any area of efficiency would aggregate marginal gains and finally create wins.

You can do the same thing in your real estate career. You have so many different avenues you're managing, but just getting 1% better in each of these areas can create big wins for...

Continue Reading...

Unlock More Leads with Educational Marketing

       

We see so much marketing that is irrelevant and meaningless — it doesn't resonate with anybody. It's trying to be ironic, cute, and Instagram perfect.

But nobody really cares so these marketing gimmicks fail.

What do our potential clients care about then?

Learning something new — which will always make them stop dead in their tracks and consider your message.

That's the basic idea behind my "Educational Marketing" strategy.

Now let's think of it in terms of real estate:

Not everyone has an interest in real estate. Buyers and sellers usually only get interested right before they're ready to sell their home or buy a new one.

So when a buyer starts to think that they should buy a house, that's when they start to look at all the terms and processes around real estate. Or when a homeowner gets interested in selling, that's when they suddenly get tuned into the market conditions.

That's the power behind using "Educational...

Continue Reading...

Why reviews and recommendations could be killing your business!

       

Have you gotten all of your reviews and recommendations from your past clients over the past year? If the answer is no, you're missing a huge opportunity because there's a young, aggressive, and strong agent that's rising rapidly and would like to capture your future clients.

These young agents are listening to podcasts, watching webinars, and they're learning about a secret weapon in the market — and they may be beating you without actually beating you.

Here's what I mean by that:

These young, aggressive agents are capturing reviews and recommendations. And they are hyper-conscious of getting five-star reviews from everyone and anyone who will give them to them. They're making sure that those reviews go on all the right places, which I'm going to outline for you. And what happens is you can have an agent that's only been in the business 2-3 years, but online, they look like they are super experienced because they've stacked up more reviews and...

Continue Reading...

"I should have bought a house last year...."

       

You may have some buyers today that will say: "I should have bought a house last year. I feel like prices have risen so much. Why would I go out there and compete with multiple offers and all these buyers? I think I'm just going to continue renting and see where the market goes."

When we hear this question what should we do as a professional real estate agent and someone whose job it is to help people build wealth?

Remember: The first person you have to sell is yourself. When you can help people become homeowners rather than renters, you're helping them build wealth quickly. The average renter has a net worth of about $5,000. The average homeowner's net wealth is 40 times that number.

https://www.keepingcurrentmatters.com/2020/10/07/a-homeowners-net-worth-is-40x-greater-than-a-renters

We need to demonstrate to renters that it's in their best interest to buy. We can do that by talking about the power of interest rates. You might say, "Hey, totally hear...

Continue Reading...

What to Say When Seller Wants to "Take House Off the Market for Winter"

 

In our changing marketing landscape we must adapt our strategy, our sales language, and our approach to advising and consulting with buyer and sellers to ensure they make informed decisions. 

In a traditional market with the normal seasonality of a stronger selling season in the spring and summer and a slower selling season in the fall in winter - many sellers will consider taking their house off the market during the winter, and many buyers may wait for more inventory to arrive in the typical spring and summer surge.  

We are not in a traditional market. The market today is undergoing a transition, a normalization which in many areas means more inventory is quickly flooding back into your local MLS. 

Watch and learn how to coach your clients (buyers and sellers) on why buying a home now is a great idea and why keeping their home on the market is a smart strategic decision


Ready for a new lead generation plan for 2019?

Explore Mastery Classes! 

Continue Reading...
Close

50% Complete

Fresh ideas, new scripts, cool tools, and the hottest trends in the real estate industry are coming your way. Have an amazing day!