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How to Clone Your Ideal Clients

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This presentation is designed for the Real Estate Professional who wants to find people who are like his ideal clients and convert them into clients. This is a four step process consisting of Understanding, Targeting, Engaging and Educating your ideal clients.

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How to Clone Your Ideal Clients

  1. 1. Market Research Sources of Info • You and Your Customers/Clients • Buyer Surveys • State and Local REALTOR Associations • WAV Group
  2. 2. Why Do They Want to Buy? Source: Primary Reason for Purchasing a Home - NAR Home Buyer and Seller Profiles 2013
  3. 3. What Problems Do They Perceive? Source: Most Difficult Steps of Home Buying Process - NAR Home Buyer and Seller Profiles 2013
  4. 4. Where Else are they Affected? Source: Benefits Provided by Real Estate Agents - NAR Home Buyer and Seller Profiles 2013
  5. 5. Why Can’t They Solve the Problem? Source: What Buyers Want Most from Real Estate Agents - NAR Home Buyer and Seller Profiles 2013
  6. 6. How Have They Tried To Solve the Problem? Source: HAR DIY Survey - March 2014
  7. 7. Additional Research Questions • Who are your ideal clients? Be specific. • What do they feel without their home? • What is life like when buying with you? • Why are you the best person to help?
  8. 8. Customer Avatar • Represents Your Best Customers • Life • Interests • Emotions • Problems that You Can Solve
  9. 9. Targeted Writing • Write to your Customer Avatar (Ideal Client) • Makes Connection with Similar People • They feel like you already know them • Easier to build and maintain relationships
  10. 10. Targeted Ads • Homeowners • Renters • Life Events(Likely to Move, LDR, Newlywed) • Interests and Hobbies • Investors
  11. 11. Source: California Association of Realtors – Buyer Survey 2014 Communication Gap
  12. 12. Engagement Tools • Lead System – Alerts and Mobile Templates FollowupBoss or FiveStreet • Email Tracking – Lack of Response/Delivery Sidekick (By Signals) or Yesware MailTracker – Mobile (works with Mail/FUB) • Discovery – Find out more about your clients Connect6, Sidekick or Rapportive • CRM – FollowupBoss, Contactually, Realvovle
  13. 13. Telling Stories “Use every customer point of contact to weave stories about who you are and what your brand stands for.” ~Gary Vaynerchuk • Hero’s Journey • Market Info • Industry News • Behind the Scenes • Entertaining
  14. 14. Conversational Email • Designed to get a quick response • Brief and personal • What do you think of the report I sent? • Which works better for you, Mon or Wed afternoon? • What can I do to earn your business?
  15. 15. AIDA Sales Writing Formula • Attention • Interest • Desire • Action
  16. 16. Steve Jolly • steve@NashvilleRealEstateNow.com • @MusicCityREO • 615-519-0983 • FB Group: www.REMAllstars.com

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