In this episode of REAL Marketing University, with David Collins, we sit down with Phoenix, AZ real estate agent Lisa Groth. To jump to a specific topic, navigate to one of the following timestamps: [05:57] Investing in Real Estate Marketing to Secure Leads [07:20] The Benefits of Direct Mail Marketing Campaigns [09:59] Choosing Which Neighborhood to Farm [12:24] Why Consistency is Key in Real Estate Marketing [16:14] Common Questions Asked During a Listing Presentation [19:50] Becoming the Local Neighborhood Expert [22:28] Closing Thoughts with Lisa Groth [23:31] Episode Recap with David Collins
Investing in Real Estate Is a Long-Term Play
When it comes to marketing, consistency is key. However, if you aren’t necessarily securing leads right away due to your marketing efforts, you may start to doubt whether or not your marketing campaign is even worth the effort (and cost).
Establishing yourself as the local neighborhood expert takes time. Once you determine the neighborhood that you want to farm, use a robust direct mail marketing campaign to help establish your presence in the community. This isn’t going to happen overnight, so it’s important to understand that sending one or two mailers and expecting a windfall of referrals is unlikely. You have to commit to at least one year of consistent outreach, and then you’ll find yourself in a prime position to assume your role as the local neighborhood expert.
In becoming the local neighborhood expert, it’s important to know everything you can about the community, even if you haven’t sold a property there before. Like Lisa did, familiarizing yourself with recent sales within the neighborhood, interesting facts about the community, and even details pertaining to the quality of the local school system can all go a long way in helping build trust with a buyer or seller. Remember, it’s important to position yourself as the go-to resource for all matters pertaining to real estate in your particular market. Once you’ve established yourself as a trustworthy, knowledgeable authority, you’re well on your way to solidifying your role as the local neighborhood expert.
Topics and Questions You’ll Uncover During this Episode:
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