Real estate investors are sabotaging their own marketing efforts and they just don’t get why…
Why aren’t prospects responding to those ads, why aren’t leads jumping on the amazing opportunities you just presented?
A big part of the problem is that real estate investors just don’t get their prospects. They haven’t taken the time to really understand them and the way they like to shop.
Do you know what your ideal customers’ biggest fears, challenges and motivators are? Do you know what types of marketing draw or turn them off and what they expect that will really seal the deal?
Real estate investors are constantly bombarded with marketing ideas. Many of them work, not all deliver an equal ROI and certainly most may not be right for reaching and closing on their best customers.
For many investors moving up to flipping luxury homes is very attractive right now but many of the tactics and strategies they may have been using to market to bread and butter buyers may not work effectively to attract and close more affluent home buyers. These deals aren’t any tougher to do mechanically but what prospects want in this market can be incredibly different.
For example; are you really going to sell a $23 million waterfront estate any faster by throwing in a free Kia car? Unlikely. Are you going to win more of these buyers by telling them how cheap it is to get into a neighborhood now versus highlighting how exclusive it is?
With foreign buyers and real estate investors making up such a big portion of the market today many are trying to cast their net wider, but each culture has its own idiosyncrasies.
You can’t just market to overseas buyers as a group. Each country and culture has its own standard for doing business. For example; did you know that Venezuelans pride their privacy and being low key far more than showing off? Did you know that buyers from the Ukraine rarely use agents in their own country to buy U.S. property? Are you aware that buyers from the UK are used to being compensated for flying to inspect properties and are frequently marketed to with investment opportunities offering far higher returns, more guarantees and promises or extensive after-sales services?
Get to know your prospects intimately if you want your real estate marketing to yield great results.
