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Are You Trying to Hit a Home Run With Your Prospects Without Asking Them on a Date?

Real Estate email marketing Do you remember the old School girl/boy game of "Around the World", or "Around the Bases"? If you got a kiss you got to First Base. A french Kiss was Second Base. Read further to find out how to hit a Home Run! Are You Trying to Hit a Home Run With Your Prospects Without Asking Them on a Date? Most prospects are only leaving their phone number about 1/3 of the time. So 2/3 are leaving just a name and email. If you don't have a strategy to ... read more

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Real Estate email marketing
 
Do you remember the old School girl/boy game of "Around the World", or 
 
"Around the Bases"? If you got a kiss you got to First Base. A french Kiss 
 
was Second Base. Read further to find out how to hit a Home Run!

Are You Trying to Hit a Home Run With Your Prospects Without Asking 
 
Them on a Date?

Most prospects are only leaving their phone number about 1/3 of the 
 
time. So 2/3 are leaving just a name and email. If you don't have a 
 
strategy to approach this group, you are losing big time because your 
 
cost per lead skyrockets.

If you invest $9,000 a year into your online real estate marketing 
 
campaign. And you get 500 leads a month, your Cost per Lead is $1.50*. 
 
But if you aren't touching your email only leads, then you are affectively 
 
only getting 165. Your Cost Per Click jumps over three times to $4.55!
 
*$9000 a year/12=$750 a month. $750/500 leads=$1.50;$750/165=
 
$4.55)

Email marketing is the most important part of online marketing. Yet, I find 
 
that it is the least understood, and least time spent by Online Realty 
 
professionals. Some agents will spend all day on their website. They will 
 
effort on SEO to capture a real estate lead. Yet, they never spend the 
 
time to strategize on how to court the opt in subscriber.

Marketing your real estate services thru email is about getting to the first 
 
date. Then the second, and then third. Until there is a marriage whereby 
 
you both swear allegiance to one another. And of course like many 
 
modern day relationships, this guy or gal will break this allegiance as soon 
 
as the scent of the next "hottie" walks past.

You may not even get to First Base let alone hit a home run. And your 
 
prospect may not even let you go on a second date. But one thing is for 
 
sure you will never get to a sale unless you start at the beginning. Then 
 
you can get to First Base....and second and so on. But most agents try to 
 
steal a kiss, without even asking the prospect out!

Instead of being "easy", think of your prospect as that guy or gal you 
 
have to beg and beg to go out out with you. And then after all that 
 
finessing she only agrees to go to breakfast! You have to strategize to 
 
win her over. You bring flowers. You do apparant random acts of 
 
kindness just to get to a second date and maybe first base. Before Free 
 
Love, this was called Courting.

Your prospect is not a product of the 60's. They believe that their loyalty 
 
comes with a cost. They want to be courted and you to prove yourself 
 
worthy. And making your listings available or offering a free report is a nice 
 
olive branch, but this frigid Diva expects some major courting. Do you 
 
really want this gal? Are you going to take care of her in good times and 
 
bad? Then you gotta pah-roove it.

The fact is that the vast amount of your prospects will not leave a phone 
 
number, and most won't take any serious action for several weeks. As I 
 
explained in one of my Ten Commandments of Online Marketing, people 
 
typically come to a real estate website to compare property. And they 
 
just do not know what they do not know.

At this point there is very little or no loyalty to you or your website. As 
 
long as the info flows, and they can get your MLS listings they will be 
 
happy enough to revisit your site, if for only the new home listings.

So in order to breed loyalty and afinity you must do a few specific actions.

Get yourself an Autoreponder/Drip Email system.

These automatic email systems communicate with your prospect while 
 
you sleep. You write your letters and articles once. And the system will 
 
send a mailer on pre-programmed days for ever. Until your prospect raises 
 
their hand and says I am interested to take this relationship to the next 
 
level.

Take your list and segment them.
 
Why would you segment your visitors? Because they think they are the 
 
most important person in the world. And if you want them to think you 
 
are the most important Realtor in the world, you have to make them 
 
important first.

This goes eons beyond dividing your prospects into buyers and sellers, 
 
and hot, medium and cold. Your email communications to a 30 year Vet 
 
at IBM should convey a unique tone and context diferent than your 
 
typical communication with say a self employed-entreupreneiral 
 
Contractor.

Educate & Interact

When you can get someone to have an "aha" experience, you often 
 
times will etch out a piece of their brain for you. Congratulations! You 
 
have now risen above just Real Estate agent. You are above the rest 
 
because you have become not just someone who sells real estate. But 
 
someone who cares enough to take the time to care for this person who 
 
is the most important person in the world.

How? Teach them and get them to move along the sales funnel by 
 
bringing them to your site to learn and or get valuable and free reports.

I am not talking about the typical pre-written Real Estate articles and 
 
newsletters. You need to pour blood and write from your experience, 
 
from your heart. Would you send the object of your affection a 
 
templated love letter from a book? What would her reaction be? Thats 
 
the same reaction you will get from your prospect.

Your personality and expertise will shine thru and you will seperate 
 
yourself from all the others whom are too lazy to prove that they are an 
 
expert. Which is why when you do it, you will profit handsomely.

As you get your real estate prospect to interact with you and your site. 
 
You can ask them to reveal more and more until you have enough 
 
information to segment them, and take them to the next level of your 
 
relationship. And then perhaps they will want to do more than just "go 
 
out with you".

Author Bio:

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