As the year draws to an end it is time to start the all important business planning for 2015. When you think about your goals and where you want your real estate business to be at this time next year one important thing you must do is evaluate your marketing plan. Marketing is key to driving more clients your way and you have to evaluate the good, the bad and the ugly when it comes to your real estate marketing.
What do you like doing when it comes to marketing? Do you like doing pop-bys and dropping things off at your clients’ houses? Do you like mailing to your farming area and taking those phone calls? I think marketing is fun and any marketing you do, you should enjoy, so do more of what you like in 2015! When you focus on the marketing you like to do, you are more likely to get it done. This has a trickle down effect because doing your marketing consistently will also help drive more clients to you on a regular basis. Who wouldn’t enjoy a little more consistency in their business?!
I also give you permission and encourage you to get rid of marketing things you don’t like to do in 2015. Do you have an ad in a local paper that is costing you money every month that you haven’t seen business from in 9 months or longer? Have you been blogging and absolutely hate it but do it because you think you should? You can stop doing these things and anything that isn’t driving more real estate clients to you. Stop wasting your money and your time on things that aren’t working or that you don’t like to do. If you keep doing those things you will end up frustrated and may give up on doing any kind of regular marketing at all.
Real Estate Basics
There are tried and true real estate marketing tactics that have been done for years and years in real estate. Things like holding open houses, sending notes, farming neighborhoods, door knocking and calling on cancelled listings, expireds, FSBO’s and clients are things that successful Real Estate Agents have been doing for years. I think it is important to incorporate a few of these tactics into your marketing plan for 2015. If you don’t like doing any of these things, well somewhat contrary to what I just said, you have to find a way to like them. I am not saying that you have to do all of these tried and true tactics, but what I am saying is to pick at least one idea for 2015 that you can learn to love. And I promise you that is possible.
Educate yourself on one of the tactics like cold calling for example. Learn scripts, practice scripts until you are blue in the face. Turn it into a game or a challenge. That is how you can have fun with cold calling. Don’t take yourself so serious when you are cold calling and it won’t be as painful. That is how you can learn to love cold calling. Create a schedule where you are consistently cold calling 3 times a week and stick to that for at least 3 months to see how it goes. Even better record your phone calls and listen on how you can improve your skills. Before you know it you will have mastered the art of cold calling and will start reaping the rewards of your hard work!
If you have not been consistently marketing to your clients, please pledge in 2015 you will turn that ship around. Repeat and referral business should be your number one source of business. Who doesn’t want to work with people that already like you and trust you? Doesn’t that just sound great?! But in order to have an idealistic real estate business like that you must market to your clients on a consistent basis. Send a monthly email newsletter, call them once a quarter, send birthday cards and home anniversary cards. Create a holiday mailing schedule and stick to it. The important thing is to connect with your past clients on a regular basis. Once you are doing that, they will trust you and are more likely to become raving fans of your business.
If you are already doing a fantastic job of marketing to your past clients then stay consistent in 2015! Also take a look at what you can add to your marketing to your past clients. Can you add client events or start doing lunch and learns? Do you need to call them on a more regular basis? Set some concrete plans and goals on how you can up your game when it comes to staying in touch with your past clients.
Consistent marketing is critical to the success of your real estate business. If you are sporadic and only doing it when you have the time or money it will show in how many houses you close a year. To overcome the income roller coaster you must evaluate your marketing, what works, what doesn’t work, what you like and what you don’t like. Don’t waste your time or money doing the things you hate, but commit to doing the things you love on a regular basis. And yes, you must incorporate something from the tried and true tactics list to succeed and you must stay in regular communication with your past clients. It’s a lot to put all on one person’s shoulders because you do have to actually sell some houses too, but with a plan in place I know you can get it all done! Here’s to your success in 2015!
What does your marketing plan for 2015 look like? What are you going to do more of and what are you going to stop doing? What are your thoughts on the tried and true real estate marketing tactics? Please let me know in the comments below!