Arnie-ism #1 - for REALTORS®

If 70% of all real estate business comes from referrals, do you have a referral plan in place?
Even the successful REALTOR® may not know exactly how they get referrals from their data base list, they just happen. Imagine how many referrals one might get if they actually had a plan in place.
With today's market conditions, if you have no set plan for referrals (which of course come from customer relationships) your data base will begin to diminish.
I am seeing long-term REALTORS® who were successful without nurturing customer relationships actually leaving the business. Why? Because in a shrinking market those REALTORS® that are growing their business are taking the business away from other REALTORS® and from their data base of customers.
There are probably REALTORS® in your office that are doing better this year than last year, that have ignored the doomsayers and have plans in place to create more referral business. Not only are they doing well now, but when the markets begin to stabalize and grow again, they will become MEGA REALTORS®.
I see the industry changing drastically with the boom that will come in time. The REALTORS® that are survivors in the business will be fewer in numbers, and they will have become experts in marketing, data base cultivation, and a reliable source (go-to-person) by their clients for a multitude of lifestyle considerations.

This post is a quote from my latest eBOOK "Hints for Becoming a MEGA REALTOR®"
It can be found at www.mktgusa.com in the book store.
Arnie
arnie@mktgusa.com or arnie@a-gmarketing.com Cell (317) 489-5337

Exposure - Loyalty Building - Keys to Success

The key to self-marketing is EXPOSURE, and let's face it, realtors are a business within a business and certainly are self owned. Today that exposure means being a local celebrity (a well know person and face) plus social networking exposure for relocation leads, contacts and information.

The idea is to STAND OUT and sometimes that is for expertise in types of homes or specific desired properties (examples: condominiums or first time buyers). A slogan is helpful and it must be concise and to the point so it attracts attention and is memorable. Your image must have the perception that you are very successful. Quality brochures give the perception of success and are important, versus printing out fliers on your own printer.

Remember that marketing efforts take time to produce results. Consistent and timely marketing needs to be an ongoing process. Repetition is a key to success and persistence does produce results.