In Sales Training

Today, Grant Wise shares with us some wise insights into how you can improve your real estate skills. Wait up! Before you even say real estate is not your stuff, the principles you will learn today are definitely applicable to your industry.

Regardless of what industry you’re in, sales principles are pretty much the same and these are what you need to learn the most and grasp. Conventional ways of selling are not necessarily working in the real estate industry anymore and the same thing holds true for a lot of other industries out there.

Grant is the founder of Real Estate Marketing University, teaching agents how to generate business using social media with major emphasis on paid Facebook advertising, how they can leverage and utilize data to grow their business.

Here are the highlights of my conversation with Grant:

Why people fail at utilizing Facebook ads:

  • They don’t understand the entire process.
  • You don’t know what you’re saying or why you’re saying it.
  • You have no ability to build your own media and curate your own data by collecting names, email addresses, phone numbers, and physical addresses.
  • You’re sending traffic to a website not designed to convert.
  • Lack of follow-up and failure to leverage all five forms of communications in order to convert a deal

Tips when creating a social media strategy:

  1. Understand you don’t exist and matter.

Buyers initially has interest in the end goal. You are not the most important part of the process first. It shifts from the buyer being unaware to them being aware that you are able to facilitate the process.

  1. Market only to the consumer’s interest first and nothing to do with you.
  2. Back-end market what the consumer needed.
  3. Market first, sell second.

The property is the most important thing on the front because that’s what the general consumer is interested in. If you’re not pushing that in a very strategic way, your marketing dollars will fail.

*One of the students at the Real Estate Marketing University spent $80 in paid Facebook advertising and generated up to $40,000 in commissions.

Strategies for effective social media marketing:

  1. Find properties for the buyers to purchase.

Go and talk about the buyer. Find out what they’re looking for. The end-user in Facebook will get overly excited and they will tag people that want to purchase a home to help them find a home.

  1. Leverage the story with the consumer data Facebook has.

Then a little bit of ad dollar goes a long way to building your business very quickly.

      3.Traditional selling is not what the customers want.

This is not the experience they want to create for themselves. In the same manner, agents are sick of doing cold calls and door-knocking.

  1. Have a system in place working for you 24/7.

Having a system in place prevents you from networking so hard, cold-calling so hard, and cold-emailing so hard.

  1. Use a communication platform where consumers want to be.

Don’t force communication in ways you want to but communicate with them in ways they want to be reached out to.

Grant’s Major Takeaway:

Take action. Don’t just let this be a cool idea. Get out there. It’s not going to be perfect but that’s okay. Do it again and again and you’re going to suck a little less. Develop an actual strategy. Understand what consumers want and just take action. Do think about it. Just do it.

Episode Resources:

Visit Real Estate Marketing University or www.likegrantwise.com and check out some interesting things they’re currently doing.

Join the TSE Hustler’s League. The new semester is coming up and we’re focusing on how you can be buyer-centric and increase your close rate.

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