6 steps to success

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<p>RE/MAX of Western Canada</p> <p>6 Steps to success</p> <p>Manan ChoksiRegional DirectorRE/MAX Mumbai Gujarat Maharashtra</p> <p>RE/MAX Mumbai Gujarat Maharashtra </p> <p>1</p> <p>Service Marketing</p> <p>Services are intangibleBuilding relationships and working together with the clients Service providers must be selective in choosing prospects</p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p> <p>Marketing</p> <p>Types of services you offer How you position and package your service What you chargeYour marketing material such as ads, webpagesPresenting yourself in meeting Treating clientsNetworking eventsReferrals</p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p> <p>Myths Of Marketing</p> <p>Marketing does not work I have tried insert marketing and it doesnt work I dont have time for marketing Marketing is a waste of time and money People who provide great service dont need to marketMarketing does not work in my industry </p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p> <p>Successful Marketing </p> <p>Setting campaign goals and metricsNarrowing your focusIdentifying what prospects wantClarifying your marketing message Attracting clients Testing and tracking </p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p> <p>Steps To Follow</p> <p>Create the service Educate the prospects Building the rapport Demonstrating the passion Putting client interest firstProviding excellent service Keeping in touch </p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p> <p>6 steps to success</p> <p>STEP 1. GOAL SETTINGSTEP 2. TARGET AUDIENCESTEP 3. MARKETING MESSAGESTEP 4. EDUCATION BASED MARKETING STEP 5. REFERRAL MARKETING STEP 6. YOUR MONTHLY MARKETING PLAN </p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p> <p>Step 1: Goal Setting Personal</p> <p>What are your strengthsWhat do you love most about your businessWhich areas do you enjoy/prefer? Why Which areas you have experience in ?What type of people you like to work with?Describe your ideal life 5 years from now? Where do you see yourself? What are you doing? Who are you working with?</p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p> <p>Step 1: Goal Setting Lifestyle </p> <p>Balancing work with life Days of vacation you will take Activities that give sense of meaning and pleasure What do you think most of the time What would you do if you have all the money Ideal lifestyle 5 years from now? Your net worth? Your family ? House ? Car? Organization?</p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p> <p>Step 1: Goal Setting</p> <p>SMART Goal SettingSpecific Measurable Achievable RealisticTimely </p> <p>Exercise: Set goals</p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p> <p>Step 2: Identify Target Audience</p> <p>Specific need or want for your product or service Have the ability to buy your product or service Are willing to buy your product or service Reaching prospects in affordable budgetPicking a narrow target audience Focusing solely on them to understand needs, concerns, motivation and behaviour Presenting yourself as a specialist</p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p> <p>Step 2: Identify Target Audience</p> <p>Choosing target marketEasy to reachSmall enough to be manageable Fit with personality and strengths Profitable Underserved </p> <p>Exercise: Define target market</p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p> <p>Step 2: Identify Target Audience</p> <p>Ideal ClientsAction Oriented Collaborative Focused Inquisitive Resilient </p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p> <p>Step 3: Marketing Message </p> <p>Differentiating FactorSpecific to target audience In line with your strengthsUnique Selling Proposition (USP)Target audience What will you do for themHow different from others Your solution to target audience </p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p> <p>Step 3: Marketing Message </p> <p>Exercise : Problem Solution Benefit of solution</p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p> <p>Step 3: Marketing Message </p> <p>15 second speech : </p> <p>I help (prospect)Who are having problems in (problems of prospects) To achieve/get (results by working )In (convenience)Do you know (anyone with same)</p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p> <p>Step 4: Education Based Marketing</p> <p>Client Buying ProcessBecome aware Gather information Evaluate the options for them Take the action Re-evaluate the options</p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p> <p>Step 4: Education Based Marketing</p> <p>Information Gathering Stage- Trusted sources - Gap in knowledge - Educate, educate, educate Prospecting: - Cold calls - E-mailers and fliers - Door knocking - Guidance and seminars</p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p> <p>Step 4: Education Based Marketing</p> <p>Prospects mightVisit your website Request a free guide Join your email list Listen to your advertisements Read your blogs Read an article you would have written Might attend a seminar that you are holding </p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p> <p>Step 4: Education Based Marketing</p> <p>Prospects needInformation that is specific and valuable to their specific wants, needs and concernsWhat is in the Prospect MindIs he credible?Can he/she do what he/she says?Can I afford his fees?Is there another better agents?Can I trust him? </p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p> <p>Step 4: Education Based Marketing</p> <p>SalesWho is contacting you ?How did they find you? What stage of decision making process they are ?Are they qualified to do business?</p> <p>Decide whether:Inquiry OR Lead OR Qualified Lead </p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p> <p>Step 4: Education Based Marketing</p> <p>Qualified LeadHow long have you been looking to buy?Where do you live, how long you have stayed?Are you renting or wanting to own?Will you need to sell existing to purchase new?Have you seen homes that you liked?How soon do you want to move?What price range are you considering?Any special requirements for home?</p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p> <p>Step 4: Education Based Marketing</p> <p>Sales whenAsk questions to uncover buyers priority Listen to what prospect saysExplain home buying selling process Explain how you are different from other agentsExplain why you are worth the fee Handle objections Get your prospect to sign a contract </p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p> <p>Step 5: Referral System</p> <p>What kind of referrals you want?Be specificSet an expectation of the referral Ask for referrals at celebratory moments Ask for referral on transaction completion Hold contests or give referral bonusesClient appreciation eventsArticles or Thank you gifts Partner with other professional</p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p> <p>Step 6: Monthly Marketing Plan</p> <p>GoalsReferral Partner marketing Past Client marketingProspecting Other activities </p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p> <p>THANK YOU</p> <p>RE/MAX Mumbai Gujarat Maharashtra</p> <p>www.remax-mgm.com</p>