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10 WAYS
TO UPYOUR RELATIONSHIP MARKETING GAME
Katie Clancy, director of Business Development,
Team Lead atThe Cape House at William Raveis Real Estate
Cape Cod, Massachusetts
NEWS FLASH:THE REAL ESTATE INDUSTRY IS CHANGING
Broker-Centric Agent-Centric Client-Centric
Photo by Bank Phrom on Unsplash
1920’s-1970’s 1970’s - 2000 2000 - Today
KATIE CLANCY’S REAL ESTATE MANIFESTO
I believe that one day:
Real estate will be the happiest industry in
North America.
Agents will see the home sale as the
sacred event that it has always been.
Clients will hold agents in the same space
as wedding officiant or midwife.
To one another, agents will be brothers
and sisters.
- Joe Rand, Disruptors, Discounters, and Doubters
“…the real estate industry needs to become client-centric…
focusing not on our own needs (the needs to make a sale)
but on the needs of our clients…”
LIFE ISTOUGH
1. HAVE A WHYTHAT IS ABOUT OTHERS
Put that stuff on everything.
W
H
Y
Go beyond demographics and identify commonalities in:
Pain points
Goals/wishes/dreams
Behavior patterns
2. KNOWYOUR PERSONAS
3. BE A STORYTELLER
ListingVerbiage = Story of a lifestyle
Website = Story of your brand
Bio = Story of you
4. PLAY NICE INTHE SANDBOX
Your
Market
Area
Your Sales Force
Referral Sources
5. GIVE
Photo by Joanna Kosinska on Unsplash
6. LEVERAGE SOCIAL MEDIA. HARD.
•Be intentional and consistent
• Be where your people are
• Engage, engage, engage
7. USE A GRATITUDE CAMPAIGN
Pro Tip: Execute Oct-Nov (Save
Dec for biz planning and family)
Who What
Local businesses Physical gift
This year’s clients Handwritten Note
Team members,
manager, admin
Note and a Gift
Family Note and a Snuggle
All referral sources Note and a Call
Co-brokes and vendors
Email Postcard & FB
shoutout
8. ENGAGE IN CIVIC MARKETING
(This is not your mother’s board membership.)
3 Strategies
The Giveback
The Namesake
Townie Starter Kit
2 Rules
Choose strategically
Invest
9.ASK
Who do you know that is
buying or selling real estate on
Cape Cod?
10. BE ATTACHEDTOTHE ACTIVITY,
NOTTHE OUTCOME.
thecapehouseteam.com/cachevalley

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Cache Valley AOR: 10 ways to up your relationship marketing game

  • 1. 10 WAYS TO UPYOUR RELATIONSHIP MARKETING GAME Katie Clancy, director of Business Development, Team Lead atThe Cape House at William Raveis Real Estate Cape Cod, Massachusetts
  • 2. NEWS FLASH:THE REAL ESTATE INDUSTRY IS CHANGING Broker-Centric Agent-Centric Client-Centric Photo by Bank Phrom on Unsplash 1920’s-1970’s 1970’s - 2000 2000 - Today
  • 3. KATIE CLANCY’S REAL ESTATE MANIFESTO I believe that one day: Real estate will be the happiest industry in North America. Agents will see the home sale as the sacred event that it has always been. Clients will hold agents in the same space as wedding officiant or midwife. To one another, agents will be brothers and sisters.
  • 4. - Joe Rand, Disruptors, Discounters, and Doubters “…the real estate industry needs to become client-centric… focusing not on our own needs (the needs to make a sale) but on the needs of our clients…”
  • 6. 1. HAVE A WHYTHAT IS ABOUT OTHERS Put that stuff on everything. W H Y
  • 7. Go beyond demographics and identify commonalities in: Pain points Goals/wishes/dreams Behavior patterns 2. KNOWYOUR PERSONAS
  • 8. 3. BE A STORYTELLER ListingVerbiage = Story of a lifestyle Website = Story of your brand Bio = Story of you
  • 9. 4. PLAY NICE INTHE SANDBOX Your Market Area Your Sales Force Referral Sources
  • 10. 5. GIVE Photo by Joanna Kosinska on Unsplash
  • 11. 6. LEVERAGE SOCIAL MEDIA. HARD. •Be intentional and consistent • Be where your people are • Engage, engage, engage
  • 12. 7. USE A GRATITUDE CAMPAIGN Pro Tip: Execute Oct-Nov (Save Dec for biz planning and family) Who What Local businesses Physical gift This year’s clients Handwritten Note Team members, manager, admin Note and a Gift Family Note and a Snuggle All referral sources Note and a Call Co-brokes and vendors Email Postcard & FB shoutout
  • 13. 8. ENGAGE IN CIVIC MARKETING (This is not your mother’s board membership.) 3 Strategies The Giveback The Namesake Townie Starter Kit 2 Rules Choose strategically Invest
  • 14. 9.ASK Who do you know that is buying or selling real estate on Cape Cod?
  • 15. 10. BE ATTACHEDTOTHE ACTIVITY, NOTTHE OUTCOME.