6 Steps to Success in Real Estate

RE/MAX Mumbai – Gujarat – Maharashtra
6 STEPS TO SUCCESS
MANAN CHOKSI
REGIONAL DIRECTOR
RE/MAX MUMBAI GUJARAT MAHARASHTRA

Service Marketing
• Services are intangible
• Building relationships and
working together with the clients
• Service providers must be
selective in choosing prospects
RE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com

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
• Referrals

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 industry

Successful Marketing
• Setting campaign goals and metrics
• Narrowing your focus
• Identifying what prospects want
• Clarifying your marketing message
• Attracting clients
• Testing and tracking

Steps To Follow
• Create the service
• Educate the prospects
• Building the rapport
• Demonstrating the passion
• Putting client interest first
• Providing excellent service
• Keeping in touch

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 PLAN

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?

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?

Step 1: Goal Setting
SMART Goal Setting
• Specific
• Measurable
• Achievable
• Realistic
• Timely
Exercise: Set goals

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 service
Reaching prospects in affordable budget
• Picking a narrow target audience
• Focusing solely on them to understand needs,
concerns, motivation and behaviour
• Presenting yourself as a specialist

Audience
Choosing target market
• Easy to reach
• Small enough to be manageable
• Fit with personality and strengths
• Profitable
• Underserved
Exercise: Define target market

Audience
Ideal Clients
• Action Oriented
• Collaborative
• Focused
• Inquisitive
• Resilient

Step 3: Marketing Message
Differentiating Factor
• Specific to target audience
• In line with your strengths
Unique Selling Proposition (USP)
• Target audience
• What will you do for them
• How different from others
• Your solution to target audience

Exercise :
Problem – Solution –
Benefit of solution

15 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)

Step 4: Education Based
Marketing
Client Buying Process
• Become aware
• Gather information
• Evaluate the options for them
• Take the action
• Re-evaluate the options

Marketing
• Information Gathering Stage
- Trusted sources
- Gap in knowledge
- Educate, educate, educate
• Prospecting:
- Cold calls
- E-mailers and fliers
- Door knocking
- Guidance and seminars

Marketing
Prospects 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 holding

Marketing
Prospects need
• Information that is specific and valuable to their
specific wants, needs and concerns
What 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?

Marketing
Sales
• 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 Lead

Marketing
Qualified 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?

Marketing
Sales 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 contract

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 professional

Step 6: Monthly Marketing
Plan
•Goals
•Referral Partner marketing
•Past Client marketing
•Prospecting
•Other activities

THANK YOU

6 Steps to Success in Real Estate

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