In today’s fast-paced world and ever-evolving landscape of marketing and sales it is really hard to keep up with everything we supposedly need to do and all the latest gizmos and gadgets we need to have. However, one thing has become more and more important, and shouldn’t be overlooked for the latest fad, and that is the need to engage with your target audience and connect with them.
The days of tricky sales tactics are behind us and people are now more informed than ever about their needs and wants and the real estate market. They prefer to go find things for themselves rather than have them forced upon them.
So how can you reach them?
A great way to connect is to add value for your audience by educating them or helping them understand the benefits and advantages of your product of service. Or even just telling stories that tie into your product or service. For example, sharing tips on prepping your home for sale or tips for first-home buyers or investors is useful and subtly highlights your knowledge as an agent. Talking about a visit to your favourite coffee shop or cafe shows your knowledge and love of your local area.
People love to be educated and feel like they are part of an ongoing story that ticks boxes and adds value to their life. So how do you do this?
The epicentre of all of this is CONTENT!
You need something to share, but when and how do you create content and continue to create content forever?
It is easier than you think. You just need a little bit of creativity and even that can be learned. Like everything else in your business creating content is just another task and activity that has to be included in your job description and ideal work week. It should be something you are thinking about and planning all the time. You don’t have to be fancy, just be honest and offer something of value.
For example, I get a lot of my ideas for blogs from my coaching clients’ questions, challenges and breakthroughs. These are real-life challenges that they are experiencing and regardless of how small the blockage is it’s important to them and holding them back. I give them my opinion on a solution and you can actually see their face go “holy cow, how did I not see that”. I then say to myself “that would make a great blog”.
For you as business owners and salespeople it could be question from a buyer or a seller that you take for granted because you know the answer, but if it was a question for them it must be a question for many. So, you are creating content and away you go.
When you start looking for ideas for blogs, more ideas will come to you, but you have to take note and WRITE THEM DOWN, otherwise you will forget them. I have a page in my journal and a heading in my notes on my phone saying BLOG IDEAS and I am continually adding to it. At the moment I have at least 30 blog ideas waiting to be created. If I do 2-3 per week then I will have ongoing content for the rest of time.
Once you create a blog you can pass it onto someone who can edit it or give you their opinion before getting it out there. I have avoided a lot of ridicule by hiring my own personal editor to polish my ideas. The great thing is when you publish your blog it goes out on all your channels and creates conversation, making your social media reach grow and have awesome reach.
Your blog can also be emailed as an EDM (electronic direct mail), appear on your company’s website or even be letterbox dropped to your core areas.
Blogging is a great way to create credibility and become considered an expert in your field of Real Estate. When you get the hang of it, it becomes fun and exciting and gives you a way of expressing yourself and finding your voice as well as connecting with your audience and showing them who you are and what your personality is. Give it try.
Here are some things you can start with:
- Your local market – number of sales, median price changes
- What you love about your local area – favourite parks, cafes, coffee shops, beaches. Highlight the benefits of living there and attractions people might not know about
- Trends in the area – what properties are in demand, is renovation or subdivision increasing
- Tips and advice on buying, selling renting, investing
- Share a question from one of your clients and your answer
- Check the local news sites for real estate news, you may be able to comment on it and add more information
I’ll talk about many more ways to connect and communicate with your audience at my upcoming FREE seminar, How to BOOM in a Disruptive Decade.