1) Planning, goals, neighborhood expertise, personal promotion, and farming are key to success in real estate. Having a clear plan and goals is important. 2) Developing expertise in local neighborhoods allows you to gain confidence and better serve customers. 3) Personal promotion through marketing and maintaining relationships is essential. Consistent personal promotion separates great agents from the rest. 4) Farming existing clients and contacts keeps sales consistent, avoids burnout, and increases income over time. Methods include staying in contact through events and mailers.

1. Success Parameters in a Real Estate
Business
Planning!
Goals!
Neighborhood Expertise!
Personal Promotion!
Farming!

2. Planning
“Plans are nothing, planning is everything”
– Dwight Eisenhower.
The goal of a marketing plan is to develop a
strategy for reaching and maintaining your
sales goals, now and in the future.

3. Have a plan - begin with the end in mind
It is possible to be busy, very busy, without being
very effective.
To be effective, know what you are trying to
accomplish and have a vision.
The first step is to visualize!
The second step is to materialize!

4. Apply this to Marketing
First step is to envision a service or your business.
You may want to be known as a buyer specialist and
only work with first time home buyers.
You may want to be the #1 Associate in your market
or you may want to only sell open plots.
Whatever your plan is, develop a mission statement
around it.
The second step is to
make it happen

5. Coke’s vision – “..to put a Coke within arm’s
reach of every consumer in the world.”
Analyze yourself
Analyze your competition
Identify trends in the industry
Research present and future customers
Identify the Opportunity!!!!!!!!!!!!!

6. Goals
A goal is a targeted level of performance set in
advance of work. There are several types of goals
with the following being most common:
Profit – achieve as high a financial return / Brokerage
Market share
Home sales
Service quality level
Social responsibility
Desire + Expectation
= Motivation

7. Input = Prospecting, Number of calls made, doors
knocked, contacts made, selling expenses
Output= Rupees or unit sales volume, number of
new clients, profit
Rule of Thumb: the number of contacts made per
day will equal the number of deals done each year.

8. Neighborhood Expertise
Review target markets.
Become a neighborhood expert as soon as possible.
Knowledge gives confidence.
Consumers evaluate based on what they can see,
e.g. appearance,
promotion pieces,
advertising, signage,
office, clothes,
Stationary
website.

9. Customer Satisfaction
The gap between service expected and received.
Make sure to under promise and over deliver.
Consistency, ongoing improvement and the ability to
adapt to changing circumstances are the keys to
creating repeat customers and referrals.
Customers will refer you
only when they believe
that you deliver consistent
service levels.

10. Services are inseparable.
There are two dimensions to inseparability:
production and consumption.
Goods are produced, then sold, then consumed.
Services are sold, then produced and consumed at
the same time.
Every time they don’t get
their call returned or you
don’t follow through on
what was promised, you
fail to live up to your end.

11. How important are client relationships?
If prospects like you and trust you, they
will do business with you.
You don’t sell property – you sell trust!

12. “Enthusiasm beats out ability”.
Enthusiasm comes from confidence.
Confidence comes from knowledge.
Knowledge comes from experience !
SO WORK ON GETTING EXPERIENCE!

13. Build a Service cements relationships!
You cannot market effectively without marketing
research.
Combine the interaction of three basic concepts -
Innovation, Aggression, Domination
There are no magic answers leading to bigger
production.
Think about things you can offer to your customer as
part of your marketing,
Something you can
become known for.

14. Your image is everything
Don’t settle for second best.
Use high quality, clean signs.
Have an up-to-date professional photo.
Dress for success.
Have personalized stationary.
Increase the amount of marketing you can do,
co-op your advertising.

15. Personal Promotion
Great marketing separates great Sales Associate from
the rest!
Get the marketing right and success will follow.
“Doing business without advertising is like winking at
a girl in the dark. You know what you’re doing but
nobody else does.”
Stewart Henderson Britt

16. Remember, when the prospect reads your ad and calls your
office, that ad has done all it was supposed to do...the rest
is up to you.
Marketing, prospecting & personal development
Number of daily contacts = Number of deals per year
example: 25 contacts daily (five days/week) = 25 closed
transactions
By allotting a certain portion
of every day to creating new
business, you guarantee
yourself future income.

17. Farming
1. Keeps your sales consistent.
2. Avoids burn out.
3. Increases your income.
4. Offers you a better quality of life.

18. Methods of Farming
Look for Good Turnover
Know Your Competition
Consider Distance
Printing companies
Effective mailers

19. Results of farming
Events/parties give you a great excuse to contact
your client base, have fun and maintain your
relationships!
It is absolutely critical for you to deliver quality
service consistent with customer expectations.
They will not refer you
otherwise.
The key word is work

20. NOW ITS TIME FOR YOU TO,
Make Your Plans!
Write Your Goals!
Be Your Neighborhood Expertise!
Do Your Personal Promotion!
Have Your Farming plan!
Thank You!!!
www.remax.in/ap