Your SlideShare is downloading. ×
6 steps to success
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

6 steps to success

197
views

Published on


0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
197
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
10
Comments
0
Likes
0
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. 6 STEPS TO SUCCESS MANAN CHOKSI REGIONAL DIRECTOR RE/MAX MUMBAI GUJARAT MAHARASHTRARE/MAX Mumbai – Gujarat – Maharashtra
  • 2. Service Marketing• Services are intangible• Building relationships and working together with the clients• Service providers must be selective in choosing prospectsRE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com
  • 3. Marketing• Types of services you offer• How you position and package your service• What you charge• Your marketing material such as ads, webpages• Presenting yourself in meeting• Treating clients• Networking events• ReferralsRE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com
  • 4. Myths Of Marketing• Marketing does not work• I have tried insert marketing and it doesn’t work• I don’t have time for marketing• Marketing is a waste of time and money• People who provide great service don’t need to market• Marketing does not work in my industryRE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com
  • 5. Successful Marketing• Setting campaign goals and metrics• Narrowing your focus• Identifying what prospects want• Clarifying your marketing message• Attracting clients• Testing and trackingRE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com
  • 6. Steps To Follow• Create the service• Educate the prospects• Building the rapport• Demonstrating the passion• Putting client interest first• Providing excellent service• Keeping in touchRE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com
  • 7. 6 steps to success• STEP 1. GOAL SETTING• STEP 2. TARGET AUDIENCE• STEP 3. MARKETING MESSAGE• STEP 4. EDUCATION BASED MARKETING• STEP 5. REFERRAL MARKETING• STEP 6. YOUR MONTHLY MARKETING PLANRE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com
  • 8. Step 1: Goal Setting – Personal• What are your strengths• What do you love most about your business• Which areas do you enjoy/prefer? Why• Which areas you have experience in ?• What type of people you like to work with?• Describe your ideal life 5 years from now? Where do you see yourself? What are you doing? Who are you working with?RE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com
  • 9. Step 1: Goal Setting – Lifestyle• Balancing work with life• Days of vacation you will take• Activities that give sense of meaning and pleasure• What do you think most of the time• What would you do if you have all the money• Ideal lifestyle 5 years from now? Your net worth? Your family ? House ? Car? Organization?RE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com
  • 10. Step 1: Goal SettingSMART Goal Setting• Specific• Measurable• Achievable• Realistic• TimelyExercise: Set goalsRE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com
  • 11. Step 2: Identify Target Audience• Specific need or want for your product or service• Have the ability to buy your product or service• Are willing to buy your product or serviceReaching prospects in affordable budget• Picking a narrow target audience• Focusing solely on them to understand needs, concerns, motivation and behaviour• Presenting yourself as a specialistRE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com
  • 12. Step 2: Identify Target AudienceChoosing target market• Easy to reach• Small enough to be manageable• Fit with personality and strengths• Profitable• UnderservedExercise: Define target marketRE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com
  • 13. Step 2: Identify Target AudienceIdeal Clients• Action Oriented• Collaborative• Focused• Inquisitive• ResilientRE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com
  • 14. Step 3: Marketing MessageDifferentiating Factor• Specific to target audience• In line with your strengthsUnique Selling Proposition (USP)• Target audience• What will you do for them• How different from others• Your solution to target audienceRE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com
  • 15. Step 3: Marketing MessageExercise :Problem – Solution – Benefit of solutionRE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com
  • 16. Step 3: Marketing Message15 second speech :I help (prospect)Who are having problems in (problems of prospects)To achieve/get (results by working )In (convenience)Do you know (anyone with same)RE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com
  • 17. Step 4: Education Based MarketingClient Buying Process• Become aware• Gather information• Evaluate the options for them• Take the action• Re-evaluate the optionsRE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com
  • 18. Step 4: Education Based Marketing• Information Gathering Stage - Trusted sources - Gap in knowledge - Educate, educate, educate• Prospecting: - Cold calls - E-mailers and fliers - Door knocking - Guidance and seminarsRE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com
  • 19. Step 4: Education Based MarketingProspects might• Visit your website• Request a free guide• Join your email list• Listen to your advertisements• Read your blogs• Read an article you would have written• Might attend a seminar that you are holdingRE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com
  • 20. Step 4: Education Based MarketingProspects need• Information that is specific and valuable to their specific wants, needs and concernsWhat is in the Prospect Mind• Is he credible?• Can he/she do what he/she says?• Can I afford his fees?• Is there another better agents?• Can I trust him?RE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com
  • 21. Step 4: Education Based MarketingSales• Who is contacting you ?• How did they find you?• What stage of decision making process they are ?• Are they qualified to do business?Decide whether:Inquiry OR Lead OR Qualified LeadRE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com
  • 22. Step 4: Education Based MarketingQualified Lead• How long have you been looking to buy?• Where do you live, how long you have stayed?• Are you renting or wanting to own?• Will you need to sell existing to purchase new?• Have you seen homes that you liked?• How soon do you want to move?• What price range are you considering?• Any special requirements for home?RE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com
  • 23. Step 4: Education Based MarketingSales when• Ask questions to uncover buyer’s priority• Listen to what prospect says• Explain home buying – selling process• Explain how you are different from other agents• Explain why you are worth the fee• Handle objections• Get your prospect to sign a contractRE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com
  • 24. Step 5: Referral System• What kind of referrals you want?• Be specific• Set an expectation of the referral• Ask for referrals at celebratory moments• Ask for referral on transaction completion• Hold contests or give referral bonuses• Client appreciation events• Articles or Thank you gifts• Partner with other professionalRE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com
  • 25. Step 6: Monthly Marketing Plan• Goals• Referral Partner marketing• Past Client marketing• Prospecting• Other activitiesRE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com
  • 26. THANK YOURE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com