Real Estate Advertising

What Can Mercedes & Ferrari Teach You About Selling Homes?
By Stan Barron, REALTOR® and Contributing Editor - Posted on
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I’d like to tell you about one of the most interesting real estate transactions I have been involved with in a while. I listed a home that was smaller and priced higher than others in the area, at least on a “price-per-foot” basis. Everyone, and in particular real estate agents, is very nervous about a house that ends up being priced above the neighborhood average. …
Do You Make This Mistake When Marketing A Home?
By Stan Barron, REALTOR® and Contributing Editor - Posted on
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The first step in writing an effective ad to sell a house is to stop using “me-too” flyers. This is the biggest mistake I see when I hear a home is not selling.  Real estate agents and even builders try to use these ubiquitous “fact sheets” that typically include coma-inducing details such as the address, number of bedrooms, living areas, and the most mind-numbing statistic …
What’s the #1 Home-Selling Secret Of This Top Listing Agent?
By Michael Krisa, Executive Editor - Posted on
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Recently, some friends asked me to sell their condo.  There were competing condos for sale with the same floorplan, built with the same materials, etc. Sales activity had been very slow, and we were going to have to compete with a lower priced, foreclosure unit in the same condo complex. The good news was that every other unit was being marketed with a typical flyer …
The Secret To Selling “Problem” Listings
By Stan Barron, REALTOR® and Contributing Editor - Posted on
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I spoke at the National Convention for NAR this year and really drilled home a controversial idea… The bedrock of all sales training is dead wrong! Agents are pressured by management — and many sales trainers — with the idea that we must ALWAYS project “positive” messages. One agent approached me after my speaking session.  Naturally, he was skeptical about my approach — selling homes …
“How I Sold a 7-Month FSBO In 32 Days” (Case Study)
By Michael Krisa, Executive Editor - Posted on
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By Tom Horst, REALTOR®I practice real estate in Pennsylvania and like most markets today it’s difficult to sell listings.  It usually takes months, or the price has to be reduced several times before someone comes forward and places an offer. I used to think the main problem was not enough qualified buyers.  That is a challenge, but homes are still being sold every day, so …
How To Use Emotion To Sell More Homes, In Less Time
By Stan Barron, REALTOR® and Contributing Editor - Posted on
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You’ve heard of the research firm called Gallup, right? They’ve studied human nature and behavior for more than 75 years.  And even in their early days, they knew that respondents do not always give reliable feedback. In face-to-face surveys about radio, Gallup’s people would start by asking, “Which would you rather hear on the radio tonight—Jack Benny or a Shakespeare play?” If the respondent said …
The Three M’s of Marketing Success
By Michael Krisa, Executive Editor - Posted on
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Have you ever spent hundreds of dollars and countless hours on an ad or mailing program, only to stare at your silent phone? If so, you’re not alone. Most agents spend an enormous amount of time learning about “real estate”, but very little learning about the “elements” that turn your advertising (or any marketing or prospecting efforts) from a “sunk cost” to a true “money-maker”. …
Case Study: $50 Thousand In Free Publicity And The “Mystery Briefcase”
By Michael Krisa, Executive Editor - Posted on
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Submitted by Lawrence Bernstein, Copywriter  (who marketed the most expensive home in the Southwest United States) Here’s a free publicity case study I’ve been meaning to write about for a while. It’s a paint-by-the-numbers way to get free publicity and how it resulted in over $52,000 in traceable business for my most important client at the time:  my wife. But first, to really grasp the …
POP QUIZ: Can you spot which ad worked better?
By Michael Krisa, Executive Editor - Posted on
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By Stan Barron, REALTOR® and Contributing Editor ANSWER:  It depends on when the product was created… Have you ever been faced with these questions in your own business? “How do I increase my sales?” “What do I say in my ad that will make people call right away?” If so, you could gain a lot of insight by understanding the lesson that is clearly demonstrated …
5 MORE Ways To Build A Profitable Practice This Year
By Michael Krisa, Executive Editor - Posted on
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In a previous article I described some of my best marketing advice for building a successful business in 2010.Here are FIVE more million dollar marketing strategies that will help you generate more clients and build a long-term viable business.1. Use Education-Based Marketing To ProspectNo one wants to get “sold” yet everyone loves to buy. “Selling” implies manipulation; buying implies control. Use marketing that prospects will …