![]() |
|||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
| July 2000 | |||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
|
|
|||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
![]() |
|||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
In the "old" days, a good flip chart or presentation book demonstrated to the homseller why you were the perfect choice to market their home. Things have changed. |
|||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
|
by Terri Murphy Consumers have reached a new level of sophistication. Newly equipped with a broader understanding of the choices that are available via the WWW, the homeowner can be more selective. Plainly, service is no longer a sure key to any relationship or account. Service now is a fractional part of a new host of requirements necessary to win the order. Todays buyers and sellers are being "trained" by the Internet to expect value-added services, creating a new criteria just to get the business. Since the Internet allows for information on a round-the-clock basis, the consumer now drives the purchase of products or services at their own time and pace and, eventually, their own price. The information available through the Internet helps them make a decision for purchase or selection with a clearer understanding of the choices offered. With a little work, they can more easily analyze comparative values. These consumer demands move at a quicker pace as well. The consumer of today wants it allservices, information, less stress, and great pricing whenever and wherever possible. This new palette of demands changes how we demonstrate our products and services. Do you remember when Technicolor was new and exciting? Laser and DVD have raised the expectations of the average consumer to the point that advertising and presentations are required to be full graphic productions. What does this all mean to the real estate agent trying to win buyer and sellers? Its taking more to dazzle the 21st century seller. National statistics tell us the average buyer is 34.7 years old and savvy with a computer. The time has come to learn the newest ways to present our services in a fresh, crisp, updated way that incorporates our traditional marketing and interfaces with the newest technology and Internet communications. In the past, we employed flip charts and personal display books to educate the seller. It is time to get the "digital edge." It will take a few tools, but the results will make all of them worth far beyond your investment in them. Step
1: Get a good laptop computer Step
2: Use presentation software for listing interviews A well-planned digital presentation will incorporate the same information you have been offering previously, but featured with a digital images, clip art, and text on a screen. Step
3: Take screen captures of your Web site at you will be profiling in your presentation. This alleviates getting online at the appointment and risking poor connectivity, tying up personal phone lines, and other negative consequences. It is less time consuming and not distracting to present. To perform a screen capture on a PC, press the Print Screen key. Then, in your presentation program, click on Edit, then Paste. Step
4: Personalize the presentation The second screen could be used to outline the upcoming interview with the information you will be presenting. Define the objectives you will address in your presentation with a PowerPoint or digital presentation, helping you make your points visually. Step
5: Build an Internet marketing strategy Consider the following
items for your Internet marketing strategy:
Be
flexible There is still plenty of confusion out there as the industry shifts to a standardized model. Help the homeowner understand the process and become their information center for questions and concerns. Systems are the magic word for 21st century selling. Be one of the first to adapt to this great new presentation format to get you the listing and to show off both your electronic and regular marketing strategy. Terri Murphy, CRS, GRI, LTG, an active real estate agent, has consistently listed and sold over 100 homes a year in a 21 year career. She is a speaker, trainer, and consultant for the real estate industry and has authored the acclaimed Terri Murphys Listing & Selling Secrets: How to Become A Million $ Producer. Her newest book, E-Listing & E-Selling Secrets for the Technologically Challenged is being published by Dearborn this summer. Contact her at 312/856-1950 or Terri@TerriMurphy.com. For more information about her programs go to www.TerriMurphy.com. Copyright2000 by TerriMurphy. All rights reserved. May not be reproduced in any fashion without permission.
Buyers & sellers,
visit www.texasrealestate.com. |
|||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
| It's important to include a new electronic marketing plan along with your standard marketing materials. | |||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||