Most real estate agents lack strategic perspective The above are all commonplace basic skills and the basic content of consultative selling. In the current digital era, consultative sales has long been extended to the digital realm. Most real estate agents are aware of this and are trying to operate in the digital field.
However, most real estate agents lack strategic planning in digital marketing. Many see other real estate agents succeed in one channel and rush to do it. One time I was running a fan page, another time I was shooting YouTube videos, and recently I was busy shooting short videos.
Please don’t get me wrong, I think short videos are a necessary layout for real estate agency marketing, but only making short videos will not be able to effectively attract and retain potential customers. I think the key point is to be able to establish your expert image immediately on the digital path of potential customers.
Real estate agency marketing in the digital era
Nowadays, almost all Cayman Islands Phone Number List customers who have real estate transaction needs will conduct a large number of searches and comparisons on the Internet before conducting real estate transactions. After Fang Zhong understands this, it is best to start from this point and use this key to optimize the sales strategy. I think the key steps are as follows.
Target a niche market Most real estate agents lack strategic perspective
We need to be advisors to our clients and experts, but we must first admit that we cannot be experts in anything. So most of the real estate agents I see that are very successful have a very clear positioning.
Most real estate agents with amazing performance are deeply engaged in niche markets in vertical fields, such as targeting specific property types, focusing on specific areas or real estate transaction needs, etc. Only with clear positioning can you grasp Belgium Phone Number customer pain points faster and become an expert in the field faster.
Want to know how to position and operate your personal brand well? You can refer to my article
Create a digital image
By image here, I don’t just mean going to a studio to take a set of professional image photos. What really matters is whether people can quickly grasp your information in a short period of time and understand that you understand your customers’ pain points and can provide excellent solutions.
Therefore, I strongly recommend that you run a personal website, because your fan page and audio and video channels are just tools used to deliver valuable information to customers. But to make people regard you as an expert in a short period of time, what you need is “brand curation” and use efficient copywriting to showcase your strengths and advantages.
Want to know what elements a personal website should have that can bring in business? You can refer to my article
Build a customer list
Having a long and accurate list of potential customers is an asset more valuable than money. The so-called customer list refers to the way you can directly contact customers. We will first eliminate “phone numbers” that are too aggressive. In addition, the most common method we use to build a customer list is LINE or Email.
I suggest that all real estate agents create an official Line account, and then create a small tool that your customers will definitely need, such as market analysis reports, home buying guides or investment advice, to attract potential customers to join your official account and create a Huge client list pool.
4. Cultivate a list of potential customers
After establishing a customer list pool, you don’t just leave it gathering dust. You need to actively cultivate these customer lists. The methods of nurturing include regularly providing valuable information to customers, holding themed live lectures, and sharing more of your professional insights. Answer questions from potential customers, etc.
I particularly recommend that after real estate agents accumulate a certain level of client lists, they can regularly hold online seminars on the home buying process, market trends or real estate investment. Such seminars are the best opportunity to show off personal professional muscles, and they can also be used in Guide customers to ask questions and interact during the event, further allowing customers to treat you as a teacher and expert.
If you want to know how to effectively cultivate your customer list, you can refer to my article
Regarding real estate agency marketing, what I want to say is…
If a real estate agent wants to be successful, consultative selling skills are absolutely essential. If your clients see you as a consultant, you can more effectively build a trusting relationship with your clients.
The consultative sales skills in the digital era extend to the online world. The four consultative sales skills in the digital era introduced in this article hope to help real estate agents stand out through marketing in the fiercely competitive market.
The above contents are all theoretical. Theory is always pale, and practice is the key. But you may encounter some bottlenecks or obstacles in practice. So the following resources are compiled for you to help you better build your own expert career.
