Dec 21, 2010

5 Effective Old School Tactics To Get Real Estate Buyer Leads

The internet has revolutionized the way brokers, agents and property owners market and sell real estate properties, so much so that many agents have now shunned traditional means of generating real estate buyer leads in favor of new and modern methods.

However, ignoring time-tested and proven traditional ways is a huge mistake considering that many of these activities have produced results through the years. What's more, you don't need to be tech-savy or have deep pockets to create a pipeline prospects to sustain your real estate career and business.

I am sure many of you have one way or another have experienced using traditional methods but just in case you have forgotten, I have listed here 5 effective old school tactics that can get your more real estate buyer leads.

1. Property Signage / For Sale Sign

It's easy, cheap and very effective for obvious reasons: a prospective buyer gets all the important information in one swoop. The buyer knows right away the location (duh!), the neighborhood conditions, the design, availability (obviously it's for sale!) and who to contact for viewing.

You can create a property for sale sign in just a few hours. All you need to do is just go to any large format printer and ask them to layout a simple 'House or Lot For Sale' design with your contact details (if you know adobe photoshop, the better). They can print it quick and you can have it installed in no time.

2. Talk To The Neighbors / Nearby Property Owners

Again, many agents, brokers and even property owners tend to overlook this tactic. You'll never know if the next door neighbor wants to expand his property or has a relative or friend who they would like to take the property before anyone else does.

As an example, when my friend who owned a property in Iloilo wanted me to sell her lot (a corner property) in one of the plush subdivisions there, the first thing I did was to call the owners of the 2 adjoining properties if they would like to buy the lot before someone else does. 

The result: both property owners paid me a visit the following day and made offers right there and then. I had to fax both offers to the seller and ask her to decide who to pick. In the end, the guy who offered cash won (obviously).

3. Distribute Flyers / Leaflets

Many brokers and agents still do this but many are discouraged by the results. In a way yes, people aren't responding to flyers like they used to but in my opinion its more of a case of:

- Improper distribution
- Lackluster flyer, copy, design, layout, etc.
- Wrong Timing / Occasion 

It would be better to review your materials and ask yourself if these are compelling enough to prompt prospects to give you a call to ask for more information. 

Better yet, why not produce your own flyers and not just depend on developer / office standard copies? I'm not saying the office issued flyers are bad but it would be better you have your own for branding purposes and you can also tweak the copy to suit appropriate occasions / seasons (Christmas, Summer or even events).  If you have promos, you can capitalize on them too.

4. Site Stake Out / Open Houses

For agents selling development projects, hanging out at the site makes great sense if you don't have other important appointments. You'll never know when a prospective buyer walks in and makes an inquiry.
Most developers normally allow brokers to post agents at the project site subject to certain guidelines and restrictions which is a great opportunity secure prospects who already have an interest to buy, otherwise they won't waste time getting off their vehicles and inquire.

5. Direct Mail (Snail Mail)

Quite effective but a bit expensive. One way to cut costs is to deliver personally the sales letters direct to the offices and residences of the prospects. 

The key here is to generate a list of probable and qualified buyers. You can start a list using trade directories, association listings, real estate buyer referrals from friends, family and social groups.

Yes, it's quite a tedious thing but if done right, this tactic can reap you great dividends.

So there it is, my list of 5 old school tactics to get you real estate buyer leads. How about you? Do you have your own suggestions / list? Please share it here by leaving a comment.

Dec 17, 2010

Things Real Estate Seminars May Never Teach You

If you are a Realtor(R), real estate broker / agent or a property owner looking for tested, creative and fresh ideas to help you generate more real estate buyer leads or prospective buyer inquiries so you can sell more properties & listings to earn you more money...welcome!

Why Too Many Broker & Agents End Up Frustrated

This blog basically aims to share with you my experiences, tips & strategies I've learned over the years with the hope that it will enable you to easily get more real estate buyer leads & referrals using both online and offline (real world) tools & tactics.

As a long time real estate practitioner, I have seen and met many agents who could have made it real big  only if they were given the knowledge, encouragement and the right tools to reach their goals. 

Too often, new recruits are given minimal training and some chit chat then they sent right into the trenches. It's no wonder about 8 out of 10 new real estate agent don't go beyond the 1st year, ending up frustrated and hurt by the rough and tumble world of real estate selling.

I hope to help minimize such frustrations by giving you readers new ideas and directions afforded by the availability of new technologies such as the web that you might never have tried before. We will also review several tried and tested selling methods of the 'old school' that stood the test of time which all sellers must practice.

Taking The 'Hi' Out Of Tech: Selling Using Technology

For veteran realtors & agents, this blog would like to take away the 'hi' out of the tech. I will try my best to simplify & translate all the mumbo-jumbo stuff and get straight to what matters most: 

* What is it? 
* What it can do? 
* How does it help? 
* Why is it important to your real estate business? 

You absolutely don't need to be techie or a rocket scientist to leverage the new tools available today.

There's no need to fear computers, the internet and social media. All of the techno-speak you read and heard  are nothing but new mutations of the and tested systems we have used before. All you need to do is to just understand the basic principles behind the these new tools and systems and you will be surprised to find out that it's just the same old stuff you have been doing but have taken a new and modern form.

Let's face it, technology is shaping our world and majority your present buyers are heavy users of information communications technology. If we old farts intend to remain competitive, then learn we must.

We have no choice. More than half of our buyers belong to the Gen X & Y (born between 1966-1990s) and their numbers are increasing. People who belong to this market grew up learning how to use the computer or figuratively born with holding a mouse. 

For Sale By Owners (FSBO) Too

Are you a property owner who don't want or need to employ realtors, brokers and agents to sell your house or other assets? If yes, this blog is for you too. 

After all, selling your own house without an agent is a constitutional right although the results may quite different if you have one. But hey, if it works for you, no problem. Maybe you can share also your ideas here.

What To Expect: Old School Meets New 

In the coming posts, I will cover topics we are all familiar with in the offline world as well as tools, tips & tactics you can apply for your online campaigns. 

To give you an idea...

* Tried & tested prospecting practices
* Dos and don't during trippings or site viewings
* How to sell to upscale / high-end buyers
* Minimizing your real estate practice costs
* Ways to turn off prospects on Facebook
* How to keep buyers glued to your webpage 
* Get a flood of inquiries without learning any code or programming
* The social media marketing secrets revealed 
* How to avoid sales conflicts & disputes

and many more.

The Most Important Person: You

Of course, this blog is about you. Do you have any real estate marketing & selling issues you would like to know about? Please feel free to post a comment and even send topic suggestions. After all, this blog is all about sharing information to make our realty practice fulfilling and profitable.

Until the next post, happy selling!