Do you know what compels someone to buy, sell, or lease? Before these people even find your website and go through your real estate web design, what truly urges them to even think about buying or selling real estate?
This is a basic question that you would assume most real estate agents should know. However, this isn’t usually the case and by not knowing this, it will be very hard for you to have any success in real estate. This is basic Sales and Marketing 101 and it’s truly what will drive your business.
“If your customers do not know why they will not buy.”
This phrase simply means that if you don’t know why you need to purchase something, in this case, real estate, then you wouldn’t really consider buying it at all. This exact same principle applies to any other purchase every consumer makes.
As, Simon Sinek eloquently puts it in his book, “Start with why.”.
With that being said, when you start unpacking the reasons why people buy or sell, it will allow you to build ammunition and prepare better the next time you start talking to a lead or prospect. On top of that, it will also provide you with a lot of insight that will help you create more ideas for your content.
This idea is based on the fact that real estate is likely the largest transaction that most people have in their lifetime. When you’re able to empathize with a prospect, you’re able to build rapport and trust which will ultimately lead you to close.
This is why understanding the emotional intelligence of an individual and what truly compels them to partake in such a large transaction is incredibly vital.
According to Jim Edwards, these are the 10 reasons why people buy:
How can I make my clients more money?
How can I help my clients same money over the next week, month, year(s)?
How much time have I saved my clients when they work with me?
What are things my clients will not have to do anymore after working with me?
What mental, emotional, or physical pain will be eliminated after clients work with me?
Marketing Strategy – create inbound strategies to better position you for the long game.
Systems Implementation – we design and implement systems for you to buy back your time.
Brand Building – position you as the thought leader and authority in your community.
How have I helped my clients live a more comfortable life?
How have I helped my clients live a healthier lifestyle?
How have I helped my clients become the envy of all their haters?
How have I helped my clients feel more love from their family and friends?
How have I helped my clients become more popular?
A great way of utilizing this strategy is by jotting down these reasons on a sheet of paper and by answering these items one at a time. Once you are able to come up with answers to these questions, you can then solidify them through your marketing and sales strategy.
Pro tip: The real estate agents who are able to do this well usually find ways to combine multiple points into one thread, marketing piece, or campaign. The more you are able to connect more answers, the more value you will be able to provide to your prospects.
That said, if you have any questions or if you want to see some of these in action, then I highly recommend you join our free Facebook Group. We go in on some of these really interesting marketing strategies and tactics. However, if you’re looking to start integrating these 10 reasons into your real estate business, then schedule a strategy session with us today.
Emmanuel here and my goal is to empower 1 billion realtors with tools to generate business online. Think you can be one of them?
Emmanuel is the CEO of Square 1 Group, a boutique agency that helps real estate entrepreneurs build a unique brand online. He has been in the real estate digital marketing industry for over a decade and has helped hundreds of real estate entrepreneurs grow their business. He ensure that Square 1 Group is able to design, build, and manage custom-built lead-generating websites.
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