To succeed at niche marketing and attract prospects, it is not enough to simply define your target market and know everything there is to know about it.
You must use your knowledge to distinguish yourself from the competition. This will enable you to provide prospects with a compelling reason to choose you instead of the competition.
What Prospects Look For In Real Estate Agents
As a result of their training and experience, real estate agents add significant value to the process of buying and selling real estate.
However, if asked, clients are unlikely to say that they chose individual agents because of the value that they added to the process.
Clients are more likely to say that they made their choice on the basis of agents’ specific personal characteristics.
From a business perspective, astute marketing is the the key to attracting prospective clients.
At the personal level, there are 12 traits that prospects seek in choosing real estate agents.
The more of these characteristics that you possess and demonstrate, the easier it will be to attract prospects.
1. Diligence
This category includes:
- attention to details
- concentration on client’s goals
- endurance
- enthusiasm
- hard work
2. Expertise
In real estate, this is the accumulated know-how from experience, training and continuing education that makes you good at what you do.
3. Flexibility
More often than not, clients’ circumstances and market conditions continue to change and evolve. Clients need agents who can respond effectively to newly changed circumstances, not remain focused on the way things used to be.
4. Good listener
A good listener understands and accepts what clients say. High producing agents consistently report this as a critical element of effectively serving clients and succeeding in real estate.
5. Hard-working
The most successful agents work very hard–and smart–at servicing listings and searching for suitable properties for buyers.
6. Helpful
The major challenge of being helpful is to assist clients as much as possible without becoming pushy or intrusive.
7. Hungry
Agents who are hungry for a higher level of success work harder for clients than those who have become complacent with the success they already achieved.
8. Networked
Clients appreciate agents who can refer them to other service providers such as lawyers, mortgage lenders and trades-people. A good network of referral partners can help you attract prospects.
9. Patient
Being patient means allowing sufficient time for appropriate actions and the best decisions possible.
10. Specific market knowledge
To develop this knowledge it’s necessary to continue to research and monitor what’s happening in your market.
11. Strong negotiator
The best negotiators bring about the best possible outcomes for all parties.
12. Trustworthy
The higher the competence of sales people, the more trustworthy they will appear to prospects. And the more trustworthy they appear the more attractive they will be to prospects. It’s that simple.
The more of these characteristics that you possess and demonstrate, the easier it will be for you to attract prospects.
How To Attract More Prospects…Sooner
Once you are satisfied that you possess the characteristics that prospective clients look for, your next step is to take action to attract prospects.
Obviously, the sooner you start attracting prospects, the sooner you can enjoy more income…and achieve your goals.
Astute marketing: How to Succeed In Real Estate Marketing is a new risk-free approach to attracting more prospects sooner.
It will also help you save time & money in achieving your real estate marketing goals.
