Success Parameters in a Real Estate

Business

Planning!

Goals!

Neighborhood Expertise!

Personal Promotion!

Farming!

Planning

“Plans are nothing, planning is everything”

– Dwight Eisenhower.

The goal of a marketing plan is to develop a

strategy for reaching and maintaining your

sales goals, now and in the future.

Have a plan - begin with the end in mind

It is possible to be busy, very busy, without being

very effective.

To be effective, know what you are trying to

accomplish and have a vision.

The first step is to visualize!

The second step is to materialize!

Apply this to Marketing

First step is to envision a service or your business.

You may want to be known as a buyer specialist and

only work with first time home buyers.

You may want to be the #1 Associate in your market

or you may want to only sell open plots.

Whatever your plan is, develop a mission statement

around it.

The second step is to

make it happen

Coke’s vision – “..to put a Coke within arm’s

reach of every consumer in the world.”

Analyze yourself

Analyze your competition

Identify trends in the industry

Research present and future customers

Identify the Opportunity!!!!!!!!!!!!!

Goals

A goal is a targeted level of performance set in

advance of work. There are several types of goals

with the following being most common:

Profit – achieve as high a financial return / Brokerage

Market share

Home sales

Service quality level

Social responsibility

Desire + Expectation = Motivation

Input = Prospecting, Number of calls made, doors

knocked, contacts made, selling expenses

Output= Rupees or unit sales volume, number of

new clients, profit

Rule of Thumb: the number of contacts made per

day will equal the number of deals done each year.

Neighborhood Expertise

Review target markets.

Become a neighborhood expert as soon as possible.

Knowledge gives confidence.

Consumers evaluate based on what they can see,

e.g. appearance,

promotion pieces,

advertising, signage,

office, clothes,

Stationary

website.

Customer Satisfaction

The gap between service expected and received.

Make sure to under promise and over deliver.

Consistency, ongoing improvement and the ability to

adapt to changing circumstances are the keys to

creating repeat customers and referrals.

Customers will refer you

only when they believe

that you deliver consistent service levels.

Services are inseparable.

There are two dimensions to inseparability:

production and consumption.

Goods are produced, then sold, then consumed.

Services are sold, then produced and consumed at

the same time.

Every time they don’t get

their call returned or you

don’t follow through on

what was promised, you

fail to live up to your end.

How important are client relationships?

If prospects like you and trust you, they

will do business with you.

You don’t sell property – you sell trust!

“Enthusiasm beats out ability”.

Enthusiasm comes from confidence.

Confidence comes from knowledge.

Knowledge comes from experience !

SO WORK ON GETTING EXPERIENCE!

Build a Service cements relationships!

You cannot market effectively without marketing

research.

Combine the interaction of three basic concepts -

Innovation, Aggression, Domination

There are no magic answers leading to bigger

production.

Think about things you can offer to your customer as

part of your marketing,

Something you can become known for.

Your image is everything

Don’t settle for second best.

Use high quality, clean signs.

Have an up-to-date professional photo.

Dress for success.

Have personalized stationary.

Increase the amount of marketing you can do,

co-op your advertising.

Personal Promotion Great marketing separates great Sales Associate from the rest! Get the marketing right and success will follow. “Doing business without advertising is like winking at a girl in the dark. You know what you’re doing but nobody else does.” Stewart Henderson Britt

Remember, when the prospect reads your ad and calls your office, that ad has done all it was supposed to do...the rest is up to you. Marketing, prospecting & personal development Number of daily contacts = Number of deals per year example: 25 contacts daily (five days/week) = 25 closed transactions By allotting a certain portion of every day to creating new business, you guarantee yourself future income.

Farming 1. Keeps your sales consistent. 2. Avoids burn out. 3. Increases your income. 4. Offers you a better quality of life.

Methods of Farming Look for Good Turnover Know Your Competition Consider Distance Printing companies Effective mailers

Results of farming

Events/parties give you a great excuse to contact

your client base, have fun and maintain your

relationships!

It is absolutely critical for you to deliver quality

service consistent with customer expectations.

They will not refer you

otherwise.

The key word is work

NOW ITS TIME FOR YOU TO,

Make Your Plans!

Write Your Goals!

Be Your Neighborhood Expertise!

Do Your Personal Promotion!

Have Your Farming plan!

Thank You!!!

www.remax.in/ap