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Good Morning Orlando, Regarding positioning is it possible, specially as a new agent, to begin by developing more than one target market? For example one in terms of a narrow area ( specific community ) and second a specific target client ( investor looking for income producing properties )? The physical area does not necessarily need to be similar. Thanks,
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In that particular case, yes you can. But remember never more than two market. You will have to create content for both and it takes time and effort. Please send us your content at [email protected] to make sure you are in the right track.
Although you will be developing two markets, start with one, give it about a month and once you have the content then go for the second one.
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Hello Orlando
How do you suggest a new agent that is new to the area without many contacts go about positioning themselves?-
Eduardo, this is a very common question. As a matter of fact, most agents believe they don’t have enough contacts. Usually the opposite is true. You must first start by creating a list of the people you know.
It takes time so take your time to analyze your list, all the people you know. It will take you up to 2 weeks to identify who you primary audience will be, but if you get it right you will have the starting point of a great business.
Watch the following video: https://goo.gl/9J1Kj5
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1) I live in a different area that I chose as my Farm Area and I am not planning to move. How to better increase my knowledge in my Farm Area?
2) I have more than 2.000 contacts on my data base from my other business. How can I effectively use this for the Real Estate business?
How can I increase a relationship with those contacts?
3) Since I will target in a specific niche, what I am suppose to do with the others clients that will contact me? -
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Great question Susan and a very common one. Here is the key take away from the question. In every single market you want to get in to you will find not one but usually many top producers, if there are none, beware, the market is either too small or not profitable. “All markets are taken”. Now, here is the important part, the specific community you are thinking of targeting is large enough for another QUALIFIED, KNOWLEDGEABLE agent with the skills to promote him or herself and that is what we teach in coaching. There are over 37,000 agents in Miami, the competition is huge but here is the good news, most agents are not willing to put the work, including many top producer to become the expert of choice.
So you if are committed to become a top producer in your area, there is not doubt in my mind you can achieve that goal as long as you know:
1. how to Position yourself
2. how to create a compelling offer for your clients
3. Develop a solid marketing strategy
4. Use different platforms to deliver your message
5. Develop and strengthen your relationship with your database
6. How to Pre-qualify, follow-up, Present, handle objections and closeDON’T WORRY it might sound overwelming at the beginning, but that is exactly what we teach in our training system. Just make sure you follow our course guidelines and if you have any questions we are here to assist you.
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You can also watch the following video https://montielorganization.com/positioning-how-can-i-position-myself-in-a-particular-area-when-there-are-other-top-producer-in-my-marketcommunity/
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The more you know about your clients the better and if you know their profession and you find a pattern then you can tailor specific industries or types of clients. For example if you deal with doctors you know they are usually very conservative and like income producing properties, accountants are very analytic, and entrepreneurs are for the most, risk takers. You will find that entrepreneurs will buy pre-construction, land and riskier properties due to the nature of their business. Another interesting point is that if you find a pattern in your clients, in terms of profession, you will notice that they “speak the same language” and have the same points of view which will allow you to connect with them much faster and effectively.
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Great question. A top producer is usually defined by number of transactions, usually 75 in a calendar year. Top producers are somethings measured in terms of volume which in my opinion is not an accurate measure. Here it is why: A person who lives in south beach and closes a $15 million property can’t compared, in terms of sales skills, to a person who lives in Kansas and closes 75 transactions of $100,000 each. The person in Kansas definitively know how to sell real estate. The person in Miami Beach just got lucky.
In your case Susana, make sure to work in systematizing your activities and business, that way you can close more deals without the extra effort. Remember, SYSTEMS is the key to success and good lifestyle in the real estate business
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If I don’t know or currently have all of the answers to what is outlined in in the Positioning II video (location, property, type of client, price, country, profession) should I take time to get as much of these filled in as possible? Sidenote: I have a database of approx 1,100 and doing this would take up a lot of time. Would it be worth it to fill these in all at once of can it be done as I go?
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Les, for most people this exercise takes a while, but is a worth the time. Take the time to analize and organize your list. It is the first step to getting a more profitable business, identifying who you real clients are.
Do this step before anything else. Break down the task in 3 sessions of 1 hour and you should be done with the 1,100 contacts in that timeframe
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Great question. Explain to the client the importance, for him, of you knowing the answer to the 5 key questions. You only have a few minutes to identify if the person is a true buyer and to make a great impression.
Remember the quality of your business depends on the quality of your conversation with your clients and the quality of your conversations depends on the questions you ask.
Ask the What, Where, Why, When, and the How Much. The key is to ask the questions in a conversational tone….. Is all about the client and identifying his needs, wants and possibilities
Watch this video, it will clarify what I am explaining https://montielorganization.com/topic/2-2-5-key-questions/
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Maria, that is a very common question. You must first work on your must probable client instead of the ideal client. The more experience you get the more your will be able to move to higher target and ideal client. It comes with experience, time and knowledge. You will get there if you continue working hard. However we must concentrate in making money to make sure we build a solid business and the way we accomplish that is by working with the most probable client.
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