6 steps to success

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RE/MAX of Western Canada

6 Steps to success

Manan ChoksiRegional DirectorRE/MAX Mumbai Gujarat Maharashtra

RE/MAX Mumbai Gujarat Maharashtra

1

Service Marketing

Services are intangibleBuilding relationships and working together with the clients Service providers must be selective in choosing prospects

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com

Marketing

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

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com

Myths Of Marketing

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

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com

Successful Marketing

Setting campaign goals and metricsNarrowing your focusIdentifying what prospects wantClarifying your marketing message Attracting clients Testing and tracking

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com

Steps To Follow

Create the service Educate the prospects Building the rapport Demonstrating the passion Putting client interest firstProviding excellent service Keeping in touch

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com

6 steps to success

STEP 1. GOAL SETTINGSTEP 2. TARGET AUDIENCESTEP 3. MARKETING MESSAGESTEP 4. EDUCATION BASED MARKETING STEP 5. REFERRAL MARKETING STEP 6. YOUR MONTHLY MARKETING PLAN

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com

Step 1: Goal Setting Personal

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?

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com

Step 1: Goal Setting Lifestyle

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?

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com

Step 1: Goal Setting

SMART Goal SettingSpecific Measurable Achievable RealisticTimely

Exercise: Set goals

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com

Step 2: Identify Target Audience

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

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com

Step 2: Identify Target Audience

Choosing target marketEasy to reachSmall enough to be manageable Fit with personality and strengths Profitable Underserved

Exercise: Define target market

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com

Step 2: Identify Target Audience

Ideal ClientsAction Oriented Collaborative Focused Inquisitive Resilient

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com

Step 3: Marketing Message

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

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com

Step 3: Marketing Message

Exercise : Problem Solution Benefit of solution

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com

Step 3: Marketing Message

15 second speech :

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)

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com

Step 4: Education Based Marketing

Client Buying ProcessBecome aware Gather information Evaluate the options for them Take the action Re-evaluate the options

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com

Step 4: Education Based Marketing

Information Gathering Stage- Trusted sources - Gap in knowledge - Educate, educate, educate Prospecting: - Cold calls - E-mailers and fliers - Door knocking - Guidance and seminars

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com

Step 4: Education Based Marketing

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

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com

Step 4: Education Based Marketing

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?

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com

Step 4: Education Based Marketing

SalesWho is contacting you ?How did they find you? What stage of decision making process they are ?Are they qualified to do business?

Decide whether:Inquiry OR Lead OR Qualified Lead

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com

Step 4: Education Based Marketing

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?

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com

Step 4: Education Based Marketing

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

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com

Step 5: Referral System

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

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com

Step 6: Monthly Marketing Plan

GoalsReferral Partner marketing Past Client marketingProspecting Other activities

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com

THANK YOU

RE/MAX Mumbai Gujarat Maharashtra

www.remax-mgm.com