| Copyright 2005, Lanard Perry | | | | showing properties. |
| Okay, so we all can agree - listings are the lifeblood | | | | One objective of the workshop is to give each |
| ofthe real estate industry. And if the keys to selling | | | | attendeeessentially the same information you give |
| themare location, location and location, then the | | | | when you go onlisting presentations. It's kind of like a |
| challenge ingetting them is self-promotion. | | | | listingpresentation in reverse, where they come to you |
| But how do you promote to the masses without going | | | | as a group. |
| broke? | | | | So, at the end of it each attendee will have a |
| Below are a few ideas and strategies to effectively | | | | greaterappreciation of the advantages of using a |
| marketyourself on a shoe string budget. | | | | Realtor, yourmarketing plan, contact number, email |
| Sponsor A Workshop Sponsor a workshop for | | | | address, etc. |
| homeownersattempting to sell their homes FSBO. | | | | Be sure to follow up with a series of letters to |
| Advertise it in yourlocal newspaper and note that | | | | continuebuilding the relationship. As a general rule it |
| seating is limited. | | | | takes 4 - 7contacts before you develop enough |
| Then, require attendees to RSVP their intent to attend. | | | | rapport with prospects toearn their business, but it's |
| So,with little effort you will have developed a "warm | | | | well worth the effort. Make iteasy on yourself and |
| list"of prospective buyers and sellers. | | | | consider prewritten form letters thatare ready made |
| The workshop should be relatively short; 60-90 minutes | | | | to copy, paste and send. |
| long. | | | | Every attendee will be a potential customer for you; as |
| Provide a movie, popcorn and a sitter for kids so | | | | aseller and a buyer. After all, how many are likely to |
| thatparents won't have to worry about getting a | | | | selltheir properties without the services of a Realtor? |
| babysitter. Moreparents are likely to attend and you'll | | | | Now, how many are likely to buy a property listed with |
| have their undividedattention. | | | | a |
| The workshop should be long enough to share | | | | Realtor? Right, again! And guess who can be there |
| usefulinformation, but short enough that you won't | | | | when theyneed professional assistance? |
| stress abouthow you're going to fill the time. Heck you | | | | So, here are a few final questions before I close. Do |
| can even jokewith callers that it'll only be as long as | | | | youknow of another Realtor that host events like this |
| "Bambi," orwhatever movie you decide to show. | | | | on aregular basis? |
| Host the workshop in your office if you have | | | | How about one who hosts an Open House for his/her |
| adequate space. | | | | office? |
| If not, the local library, a Title Company, Mortgage | | | | Okay, then how about one that conducts workshops |
| Companyor other location will suffice. Do not rent a | | | | on how tofinance home loans? Still no? |
| space, but dohave it in a nice location. | | | | Hopefully, you can now see the near endless |
| Title and Mortgage Companies may even be inclined | | | | possibilitiesfor self promoting your services. And if |
| to pay apart or all of the costs for co-sponsoring the | | | | youinstitutionalize them, meaning that you make them |
| event withyou. After all, each attendee is a prospect | | | | regularevents, they could become part of the services |
| for theirproducts and services, too. | | | | you providethat distinguishes you from your |
| In the workshop you'll be instructing attendees on the | | | | competitors. |
| dosand don'ts of selling their properties; establishing | | | | So, whenever you hear somebody say location, |
| theright price, creating curb appeal, staging a home for | | | | location,location; think self-promotion, self-promotion, |
| sale,establishing how and when to show their | | | | andself-promotion. |
| properties, and moreimportantly how to be safe when | | | | |