How do you consistently attract good numbers of high quality home owners who are keen to talk with you and give you an excellent listing?
Here's a solution I think you'll love...
July 12, 2010
Hi Ian Keightley here,
One of the biggest challenges in real estate is this one.
How do you consistently attract good numbers of high quality home owners who are genuinely interested in talking to you about selling their home?
We all know that if we have a good number of quality listings from keen owners we will make sales.
But how do you get these home owners to talk to you in the first place?
I was discussing this problem with my good friend and marketing colleague Graham McGregor recently and he had a delightfully simple solution.
"Tell your real estate clients to use a special report. If they do this properly they will quickly attract good numbers of home owners who are genuinely keen to sell. They will also position themselves as an expert on real estate and make it super easy for people to give them large amounts of repeat and referrral real estate business at the same time."
Now Graham is an authority on using special reports. He has written over 247 special reports for a wide range of clients. And a number of these special reports have produced remarkable amounts of brand new sales for his clients.
Here are two examples:
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"Graham I first used two of your marketing strategies about eight years ago. These were testimonials from our delighted clients and a helpful special report. Using these two marketing strategies has been one of the most profitable things we've ever done to create new business. I conservatively estimate we have generated over eight million dollars ($8,000,000) of new sales since we began using them. Thanks again." |
Here's a good example.
A few years ago Graham had a client who was an interior architect. In other words they specialised in office fit outs and renovations.
The average size fit out project this particular firm specialized in was between $300,000 and $3,000,000. Graham suggested a very simple special report that this firm could use to generate some highly qualified prospects for their team to talk with.
As part of this process, they used a fairly inexpensive advertisement that they ran in a publication that went to every legal firm in Auckland.
The interior architect had identified legal firms as great clients for their office fit out and renovation services.
An Important Message for Solicitors Planning to Relocate Their Offices:If you are planning on relocating your offices within the next 6-18 months; don't do anything until you read this FREE REPORT: Relocating your offices can be hugely expensive in both time and money; so it's vital you do it right. ABCDEF have just released a brand new FREE REPORT called 'The 3 Critical Steps to a Successful Office Fit Out'. This report will show you how to successfully relocate your legal offices. You will learn the three critical steps to follow and how to avoid the seven most common and expensive mistakes. There's a handy 10 point check list and detailed 'how to' instructions on every stage of the process. You can get your copy of this FREE SPECIAL REPORT (without obligation) by phoning ABCDEF on 1234-5678 or by emailing info&ABCDEF.com |
(The ad looked something like this.)
Over three weeks this very simple ad generated inquiries from 29 legal firms who all put up their hand and identified themselves as being interested in relocating premises over the next 6-18 months. One of these legal prospects was actually the second largest legal firm in the city.
And that's a good example of the power of a special report.
It gets interested prospects for what you are offering to put up their hands and say in effect "I am a qualified prospect for what you have. Please talk to me."
One of the great things about a good special report is that it can work for you for a long period of time in unexpected ways.
The one year time delay:
The very first special report Graham ever wrote was called "The seven biggest mistakes that salespeople make". At the time Graham wrote this special report he was selling sales training programmes. He wrote this special report initially as a free bonus and mailed it to about 50 clients who had purchased his sales training programmes. His special report was 8 pages long and very plainly presented. It was photocopied in black & white.
Graham called it his 'Plain Jane' special report because it was definitely very ordinary looking. Over a year later this 'Plain Jane' special report was found in an employee's desk by the training manager of one of the largest banks in the country.
This training manager phoned Graham and told him she really enjoyed the ideas in this special report.
She made an appointment to meet with Graham a few days later and purchased on the spot a large amount of the training programmes he had for sale.
Graham never did find out how the special report got there; because the bank (up to then) had never been one of his customers.
So a good special report can often work well to make sales in quite unexpected ways long after they are first distributed.
Now how does all this relate to your real estate business and getting some great new listings?
It's very simple.
If you want some great new listings you need to have a simple way to get home owners who are interested in selling to put up their hands and say "I'm interested in selling my home, please talk to me."
So Graham has just written a 12 page special report called "The 7 secrets to getting a great price when you sell your home".
This special report will have some extremely useful tips and tricks for anyone who is thinking of selling their home. It has some excellent information that is seldom shared with members of the public.
However the whole theme of this special report is the importance of getting expert advice. In other words talking to the agent who has given them this special report and getting advice from them on how to sell their home. (So this special report is very much slanted toward using the services of a good real estate agent.)
Click here to a sample of some of the information in this special report.
As you can see any home owner who reads it will still get some great tips they can use.
This report is designed to give some useful tips and generate large numbers of home owners who are keen to meet with you.
The first secret alone (The two magic words) is something that is hardly mentioned to any person who wants to sell their property. However they need to know these two words if they want to get the best price. (These two words can also quickly eliminate potential time wasters who are not really that interested in selling.)
Graham has created a complete marketing programme around this special report which will show the real estate professional who is using it in each area exactly what to do.
- How to use this special report to get highly interested home owners who want to sell to order it from you
- How to use this special report to get regular referrals from key centres of influence
- How to use this special report to get great listings and screen out the listings you don't want
- And much more
This marketing programme is included in the investment for each real estate sales professional who takes the exclusive rights for each area.
Here are some more details on this special report:
It's being printed in four colour and will be personalised with the name, photo and full contact details of one real estate sales professional in each area. This will be done on the inside front cover as part of the production process.
Click here to see a sample of what this customisation looks like...
Graham has arranged for his favourite digital printer to design the layout for this special report and produce it in a lovely looking format for all my clients.
The investment to have each special report printed is only $2+GST each in quantities of 50. (That's right, you only need to get 50 copies printed at a time.) And these will all be personalised with an individual real estate agents details on.
So in effect, it's now your special report coming from you.
What's the investment for using this special report?
Graham has asked me to select one real estate sales professional in each area who will be able to use this special report as a marketing tool in their real estate business.
Graham and I have looked at NZ and divided it into 56 areas. (It was originally 50 areas however several of our clients pointed out that we had actually missed half a dozen areas. So we have added these new areas to our original list.)
You can see the list of areas by clicking here.
We will be appointing one real estate agent for each area.
However it is also possible for one person to have more than one area at a time.
The investment is deliberately affordable.
Graham's normal fee for one special report is between $3,500 and $4,500 paid in full in advance. And he only takes on a small number of new clients each month.
Because we are making this one report available to a group of people in different areas we can make the investment far more affordable.
Your investment for the exclusive rights to use this brand new special report in one area is only $597+GST.
There is also a convenient instalment option available for those who want it of three payments of $239+GST. One payment now, one in 30 days and one in 60 days. The instalment option works out to be around 20% dearer than the one off amount.
First in first served:
The good news is that this brand new marketing programme is very affordable at this amount.The bad news is that 32 of my clients have already taken one of the exclusive areas to use the 7 secrets marketing programme in. (It’s been very popular.)
So that means there are only 24 more areas left in NZ.
Once an area is allocated unfortunately that is it.
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So if this type of marketing tool is something that appeals to you, please contact me by email on or mobile on 021-968-108 to find out if your area is still available. If it is, you can reserve it with one of the two payment options mentioned above. The special report is ready to use right now. |
Thanks for taking the time to read this and I look forward to hearing from you soon.
Kind regards
Ian Keightley
Managing Director
Sales Coach Ltd
PS: One of the nicest things about a special report lead generation system like this is it gets qualified home owners who are thinking of selling to put up their hands and say 'I'm interested, please talk to me'.
CLICK HERE to reserve one of the remaining areas left for the this brand new marketing programme. It's one of the smartest ways I've seen to position yourself as an expert in your area and attract large numbers of vendors who are keen to use your services.
If you have any more queries phone Ian Keightley right now on 021-968-108
