17 August 2018
Reducing Real Estate Marketing Stress and Increase Results
The world of real estate marketing is big place, filled with a seemingly endless buffet of marketing ideas, tips, techniques, and programs. There’s also a lot of conflicting advice. One expert says social media is the way. Another claims that creating funnels is the answer. Still another insists that distributing flyers is the magic formula for success.
It can all be very stressful and overwhelming. How are you supposed to know what to do? Especially if you’re a rookie real estate agent?
The good news is, there is a simple 4-step process to real estate marketing success. Take a look…
Step 1. Focus on what’s important.
What do you want your marketing to do for you? When you break it down, there are only three key outcomes that are really important:
- Generate more leads. (From your agent website, geographic farm, etc.)
- Get more referrals. (Motivate more past clients and others to recommend you.)
- Convert more prospects. (Particularly hot prospects.)
When you focus on those three objectives, marketing becomes less mysterious and daunting. You know how to keep score. You’re not just marketing for the sake of it, or scrambling to catch up with the latest idea-of-the-week. You’re focused on results that will make a real impact on your career and income.
Step 2. Use the right systems.
Once you know what to focus on, the next step is to have the right real estate marketing systems in place.
Among the big mistakes agents make with their marketing is being too sporadic, being too improvisational, and working way too hard! For example, the agent who sends out a real estate newsletter to past clients only once in a while, rather than monthly. Or, the agent who spends an inordinate amount of time and energy just trying to get all the marketing done.
The key is to have systems that do most of the work for you, and are consistent and effective. Without good real estate marketing systems, it’s like trying to drive a car without an engine.
Step 3: Notice where you’re making progress.
Once you have the right systems in place, you need to track progress. How many leads are coming from your agent website? How many prospects are in your real estate CRM and being followed-up on regularly? How many referrals are you getting from past clients?
When you see where you’re making progress, however slowly and gradually, you gain confidence in your future. That alone reduces stress.
Step 4: Win the marathon, not the sprint.
The final step is really a mindset. As an agent, it’s important to understand that results may come in slowly at first and then build. For example, when using a geographic farming system in a new targeted area, you can’t expect a flood of new leads during the first month. In fact, leads may trickle in during the first few months as you establish yourself in that farm and then grow from there — each year becoming better and better.
Obviously, getting some short-term results is great. Go for that! But do so with the long-game in mind.
So, take a look at your current marketing efforts. Are they time-consuming, work-load heavy, hit-and-miss? Then consider following these four steps to turn marketing overwhelm into more certainty and success.