Post on 15-Aug-2015
Sell Twice As Much In Half The Time
Sell In Half The Time
www.walkscore.com
Make it Memorable!
Refresh Your Listings
• Listings get stale!• Seller’s faith in you decays over time• Change price, promotion & process!• Refresh your listings
– Review target market– Change copy– Change of salesperson if necessary– New photographs
Change Photographs
Pre-Negotiate
Meet With Sellers
1. What has happened so far?
2. How am I doing my job?
3. How are you doing your job?– Show the property to the best of their ability– Allow reasonable accessibility– Support marketing the property deserves– Listen carefully to feedback from the market– Make decisions based on the facts
4. Price or marketing variation?
5. Where do we go from here?
Staging
It is not good enough to have an ‘allowance’ for upgrading the property.
Buyers want:
“Wow Now”
http://styledstagedsold.blogs.realtor.org/
Realtor Magazine Blog
Open Home Innovation
• 1 Minute* open homes• Double open homes• Real “Invitations” (not “Just Listed”)
• Write awesome ads that talk to the heart of the ideal buyer
• Make everyone feel important• On-line marketing strategy
Be Incredibly Good @ On-line Marketing
Suburb Profile
Suburb Profile
Individual Websites
Listing On-Line?
http://www.youtube.com/user/jaredtafua#p/p
http://www.youtube.com/watch?v=q-RLqLx1iYI
Do I Have To Do Social Media?
Tweet About It
Develop a profile that is appropriate to your market & not “all business”
One Minute Holiday
1 Minute of video (or virtual tour) of a beautiful place in your area. Send to out-of-town prospects... Along with a cheerful message, particularly when their weather is depressing and yours is wonderful!
Target Market
The right buyer will pay a premium and act faster than anyone else!
Dominant Buying Motives
Buyer Types
• Family– Safety– Size (right # of rooms)– Proximity to services – schools, Pre-schools,
transport, shops
• Most important feature/s:– Informal living, affordability, proximity
“Happy childhood memories made here”
Prestige
• Want their home to add to their social status • Names matter• Most important feature:
– Street appeal, formal space, talking point, “right” address
“See the home that created a storm of interest last weekend”
Relationship
• Want their home to add to their attractiveness
• Are attracted to privacy, own space, retreats, quietness, (and some ‘gimmicks’)
• Most important feature:• Separation of bedrooms and privacy
“Swim undisturbed in natures garments”
Investment
• Income• Capital growth• Hedging / diversity / stability• Security• Many people who say they are “an investor”
are actually something else & end up making an emotional decision
• Frequently respond to ‘bargain’
“We think there is a ghost”
Advertising Example
Features –Stone cottage colonial homeDeck with city views & South BankFireplaceFantastic kitchen with leadlight doors European appliances Masculine décor Lots of trees out the front2 bedrooms & a large “sleep out”
Target Market
• Single male divorcee• Late 30’s to late 40’s• 2+ children who stay sometimes• White collar• Likes to entertain!• Competent in the kitchen• Lives locally• Currently renting & wants a life back
Romantic Stone Cottage
Watch fireworks & sparkling city lights from the privacy of your expansive deck, or entertain more intimately by the cozy fireplace! A kitchen so good even Dad will be tempted to do the cooking. Come and see for yourself what’s hidden behind the trees at …
Consider A Great Photo
...some examples
196 Horses Under The Hood, Only There’s No Hood
Resilience
Resilience
Thank You!
Want More?
success@julieryan.net
www.julieryan.net
“Fire Up Your Marketing” Book signing @ NAR Bookstore
(near entrance D)9.45a.m. – 10.15a.m. Today!