Download - 6 steps to success

RE/MAX Mumbai – Gujarat – Maharashtra

6 STEPS TO SUCCESS

MANAN CHOKSIREGIONAL DIRECTOR

RE/MAX MUMBAI GUJARAT MAHARASHTRA

Service Marketing

• Services are intangible• Building relationships and

working together with the clients • Service providers must be

selective in choosing prospectsRE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com

Marketing

• Types of services you offer • How you position and package your service • What you charge• Your marketing material such as ads, webpages• Presenting yourself in meeting • Treating clients• Networking events• Referrals

RE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com

Myths Of Marketing

• Marketing does not work • I have tried insert marketing and it doesn’t

work • I don’t have time for marketing • Marketing is a waste of time and money • People who provide great service don’t

need to market• Marketing does not work in my industry RE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com

Successful Marketing

• Setting campaign goals and metrics• Narrowing your focus• Identifying what prospects want• Clarifying 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 first• Providing excellent service • Keeping in touch RE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com

6 steps to success

• STEP 1. GOAL SETTING• STEP 2. TARGET AUDIENCE• STEP 3. MARKETING MESSAGE• STEP 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 strengths• What do you love most about your business• Which 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?


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?


Step 1: Goal Setting

SMART Goal Setting• Specific • Measurable • Achievable • Realistic• Timely

Exercise: Set goalsRE/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 budget• Picking a narrow target audience • Focusing solely on them to understand needs,

concerns, motivation and behaviour • Presenting yourself as a specialist



Choosing target market• Easy to reach• Small enough to be manageable • Fit with personality and strengths • Profitable • Underserved

Exercise: Define target marketRE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com


Ideal Clients• Action Oriented • Collaborative • Focused • Inquisitive • Resilient


Step 3: Marketing Message

Differentiating Factor• Specific to target audience • In line with your strengthsUnique Selling Proposition (USP)• Target audience • What will you do for them• How different from others • Your solution to target audience RE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com


Exercise : Problem – Solution – Benefit of solution



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 Process• Become aware • Gather information • Evaluate the options for them • Take the action • Re-evaluate the optionsRE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com


• Information Gathering Stage- Trusted sources - Gap in knowledge - Educate, educate, educate

• Prospecting: - Cold calls - E-mailers and fliers - Door knocking - Guidance and seminars



Prospects might• Visit 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



Prospects need• Information that is specific and valuable to their

specific wants, needs and concernsWhat is in the Prospect Mind• Is 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


Sales• Who 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



Qualified Lead• How 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?



Sales when• Ask questions to uncover buyer’s priority • Listen to what prospect says• Explain home buying – selling process • Explain how you are different from other agents• Explain why you are worth the fee • Handle objections • Get your prospect to sign a contract


Step 5: Referral System

• What kind of referrals you want?• Be specific• Set an expectation of the referral • Ask for referrals at celebratory moments • Ask for referral on transaction completion • Hold contests or give referral bonuses• Client appreciation events• Articles or Thank you gifts • Partner with other professionalRE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com

Step 6: Monthly Marketing Plan

•Goals•Referral Partner marketing •Past Client marketing•Prospecting •Other activities RE/MAX Mumbai Gujarat Maharashtra www.remax-mgm.com

THANK YOU


Download - 6 steps to success

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