Two tips to become more instantly respected by your real estate clients
Today I want to talk to you about two tips to become more instantly respected by your clients.
But before I get into, if you haven’t already, go to www.MarketMakerCall.com. Watch a short video on how we generate leads for you, nurture those leads, elevating your authority and status, in the mind of those leads, and then ultimately deliver them automatically to your calender. It’s amazing, it’s new, it’s patent-pending, and it’s exclusive to one agent per zip code, go there check it out.
Now, two tips to being more instantly respected with your customers, who doesn’t want that, right? Everybody wants to be respected. We definitely are in business to be professionals, to be treated as such. What are some of the ways that you can do this?
Well, you have to begin with the end in mind, and you have to win before you begin. You have to be able to set yourself up in a way, that allows you to be positioned as somebody who is a professional, and somebody who should be respected by that customer.
I’ll never forget when I started to make this transition in my market, and I started to see people treat me differently. It was a wonderful thing because prior to that, I would have to show one buyer 60 houses. I’d take calls at nine or ten at night. I had one agent literally call me on Christmas Eve to setup a showing, and I was like, “Hey, don’t you celebrate Christmas?” She said, “Yes, but these customers are only in town for this one day.” Those are customers that did not treat that particular agent like a professional or respect her.
So a couple of things that I always want to make sure I do to position myself in a way that builds respect, and I’ll give you a couple of bonus tips after as well. Number one, I don’t have my phone number on my business card as far as my personal self. What I’m saying very clearly is if you want to get to me, you got to call the office, and go through the gatekeeper, because I don’t keep hours 24/7.
If you go and hire a good attorney and they give you their business card, I highly doubt that they’re going to have their cellphone number on it. They want you to go through the right channel. They could be in court. That’s not going to be an effective use of their time, their phone ringing all the time. They could be in the middle of a trial. So it’s the same thing with you. You need to get your mind around this, that you’re a professional. You do not have to be available 24 hours a day, seven days a week.
The next thing that I always make sure to do is to let them know that there’s more to my company than just me. We’re a little bit bigger organization than just Mike. I’m not wearing every hat. I am not out here banging signs into your lawn. I’m not picking up the phone every time you call. I’m not the one setting up the appointment for us to begin with, which is very, very important.
An agents got to do, what an agent has got to do. You should have someone else setting your appointments. In other words, converting your leads for you to set them on your calendar. That way, when you speak to that person, you are set up as someone who is a professional, someone who is important, someone who values their time, and guess what? They’re going to reflect that in the way that they treat you, and they’re going to value your time as well.
So here’s the thing that is the bonus tip. Real Estate lead generation has been the same since 2000’s. Since the year 2000, it’s been to fill out a form, and grab the lead’s information. So this form would be, name, email, and obviously a phone number. They fill out this form. Then the agent calls them, calls them, calls them, calls them, calls them, right, or the ISA calls them, calls them, calls them, and then sets up an appointment for them.
Well, what’s different today? What can you do differently to set yourself up in a way to be more respected? Aside from you not making that call in the first place, which I’ve already mentioned, what you can do today is set up what is called ‘retargeting’, and this is very difficult. Actually it’s impossible to do one person at a time, except with Market Maker, we’re very proud of that.
When you talk to somebody, and you find out that they are looking to buy, or they’re looking to sell, you can re-target them in Market Maker. What does that mean? Well, it means that if you’re talking to a lead that tells you they want to sell their house in 3 months’ time, all you have to do in Market Maker is drag them to another bucket with our drag and drop pipeline.
What happens then is that they are retargeted. Well, what’s retargeting? Retargeting is the same thing that happens when you shop for vacuums on Amazon and then you went to maybe Facebook after that, and you saw those vacuum ads there too… that’s retargeting.
Now what kind of retargeting ads would you want to re-target your customers with? Well, I personally think retargeting ads should build your personal brand. For example a billboard image or bus ad. The lead doesn’t differentiate in their mind the difference between a digital billboard and a real one. So it’s the equivalent of being able to put a billboard in front of their house, as soon as they fill out your lead form.
Say the lead already had a billboard across the street from their house. As soon as they filled out your form, your face was now on it. Now, every day they get out, they come outside, they pick up the newspaper, or they go to their car, they’re looking at you. It’s the same thing with this re-targeting. What happens when they see you on a billboard? They obviously think that you have some status in your market. That’s what we do at Market Maker for our agents.