Table of Contents
Understanding the factors that influence your ability to attract real estate clients is crucial for improving your success in the industry. Here are four key components to consider:
- Component #1: The dream outcome
- Component #2: The perceived likelihood of achievement
- Component #3: The perceived likelihood of achievement
- Component #4: Effort vs. Sacrifice
Have you ever found yourself saying “I’m not getting any new real estate clients!”? Or maybe it’s “I just got my license and I haven’t gotten any new clients at all!”? This is the most common challenge that most Realtors face on a regular basis.
However, the reality is, the reason you’re in this position is that there is something that’s missing in your strategy. Chances are there are still a few things that you still have to learn. More than having a website with great real estate web design, you have to deploy different marketing strategies to really grow your business and get new real estate clients.
How do I get more real estate clients?
This is one of the most frequently asked questions by real estate agents. The basic answer to this question is that the real estate market is an extremely competitive market. What usually happens is that when Realtors try to bring in new business without a solid marketing strategy, they struggle to differentiate themselves from their competition
One of the things that are usually emphasized in situations such as this is spending some time on defining what your USP or Unique Selling Proposition is.
However, the reality is having a conversation about what your USP is, is not the right way to start looking at your business or your lead generation problem. What actually works is to first try and understand the principles of value. Once you’ve uncovered that, then hopefully understanding your USP and how to position yourself in the market starts making a lot more sense.
YOUR WEBSITE ISN'T GENERATING ANY LEADS BUT WE HAVE A SOLUTION
In this free 20 minute video training you'll discover:
- 3 key secrets to restructuring your real estate business for growth
- Understanding the strategy of specialization
- A new approach to positioning yourself in real estate
- How to address your messaging to properly acquire prospects
Whenever you are ready, click the RED button below that says "Grab my training now"
How do I create value?
There are actually different ways of explaining this. One great way was from copywriting expert Jim Edwards. But Alex Harmozi recently did a video on understanding value and if you put it into a real estate agent’s perspective, it actually works.
So what exactly is value? By definition, it’s the economics that something is worth however, this may be a definition that can be lost in translation because value should be something that can be measured.
Now, Alex actually put it best in that value can be categorized into 4 distinct components. You become valuable to the marketplace if you can achieve these 4 main components.
LEARN HOW WE’VE GENERATED OVER 100,000 LEADS FOR OUR REAL ESTATE CLIENTS LAST YEAR
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.
Component #1: The dream outcome
This really boils down to how you can get your clients from where they are now, to where they want to be.
For example, getting someone from renting into purchasing their first home. That in essence is value or more specifically, the value that you’re providing your client. This is also the easiest categorization of value that you can achieve.
But you always have to remember that it can take months or even years for this to happen. Given enough time, you’ll eventually get your ideal client to their ideal outcome.
Component #2: The perceived likelihood of achievement
This second component is all about what are the odds that you can get your client to their ideal outcome. Looking back at the example of a first-time homebuyer, the odds dramatically increasing your ability to get that person into their first home is really based on repetition.
How many times have you done it?
If it’s your first time, then you have a higher likelihood that it will take a very long time. Compare this to someone that is specialized in first-time home purchases and knows the routine, the steps to take, the challenges that your clients will encounter, and knows exactly what to do to get them to their goal.
The idea here is that you want to be able to show proof of your likelihood of achievement or in other words, “How do you become the least risky option of them getting their first house.”.
YOUR WEBSITE ISN'T GENERATING ANY LEADS BUT WE HAVE A SOLUTION
In this free 20 minute video training you'll discover:
- 3 key secrets to restructuring your real estate business for growth
- Understanding the strategy of specialization
- A new approach to positioning yourself in real estate
- How to address your messaging to properly acquire prospects
Whenever you are ready, click the RED button below that says "Grab my training now"
Component #3: The perceived likelihood of achievement
The third component is the time delay.
The question to answer here is “When I contact or contract you, how long do I have to wait to get what I want?”. And this is because people pay a premium for speed.
Think about it, if you were to order something online and you wanted it shipped the next day, you’d have to pay the premium. Part of the qualities of premium service is being quick to deliver.
This means that in the particular case of the first-time homebuyer, how soon can you get that person from renting to buying. The sooner that you can get that person into ownership, the more value you will be able to provide and the more valuable you become.
LEARN HOW WE’VE GENERATED OVER 100,000 LEADS FOR OUR REAL ESTATE CLIENTS LAST YEAR
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.
Component #4: Effort vs. Sacrifice
To quickly recap, in Categories 1 and 2 you’re looking to increase the duration while Categories 3 and 4 are about decreasing duration. Now the question to really ask yourself and reflect on is how can you reposition your service offering to check each one of these components of value so you can show up more valuable to your market.
Some real talk here, without an ability to differentiate yourself or show the market why you’re more valuable than the next Realtor over, it’s going to be very hard for people to choose you to represent them. And this is fundamentally why you’re not able to grow your business.
Our business is really designed to help Realtors get over their marketing or sales hump by helping them identify their value and then getting your name out there through digital marketing efforts.
If this sounds like something you want to learn more about, then I highly recommend that you join our free Facebook Group. We’re talking all things messaging, value, marketing, and more! However, if you want to dig a little more into the topic and start strategizing on how we can specifically help you close more clients, then schedule a strategy session with us.
Final Thoughts
If you want to dig a little bit more into viable solutions, specifically with marketing strategy, then I highly recommend that you join our free Facebook Group. We talk all things digital marketing and really nerd out on things like this.
However, if you want to dig into the math of your business and see how you can grow your business faster and more efficiently, then schedule a strategy session with us today.
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