Why Real Estate Marketing Is Crucial For Home Selling Success

By shaye • June 27th, 2010

Developing a real estate marketing plan is a crucial element of selling properties. It is next to impossible for buyers to locate homes for sale without some type of marketing strategy. Whether trying to sell a residential home, commercial real estate or raw land, marketing is the key to selling success.

The first stage of real estate marketing is developing a plan. Taking time to create a plan allows sellers or real estate investors the opportunity to determine their target market and determine the needs of potential buyers.

Singles, married couples and families will have different needs than retired couples. Buyers of single dwelling homes have different requirements than investors purchasing commercial real estate. In order to sell properties it is imperative to gather as much information as possible about buyers.

One of the most common mistakes sellers make is focusing on their own achievements or successes of their real estate company. The number one rule of any marketing plan is to remove you from the equation.

While buyers might be impressed by the fact you have 20 years experience in selling real estate or have closed multi-million dollar deals, they really want to know how you are going to solve their problems or help them obtain what they want.

Real estate marketing materials must addresses how you can overcome challenges and problem-solve. This can be accomplished by making a list of common problems buyers face. Once potential problems have been identified, write out a list of how the service you offer can address each challenge.

Problem solving strategies might include educating buyers about available financing options for individuals who have filed bankruptcy or lost their home to foreclosure, or providing information about first time home buyer programs. Presenting strategies through real estate marketing materials allows sellers to build relationships and establish trust with potential buyers.

It is also important for investors and sellers to create follow-up marketing materials. Most people do not make important financial decisions based on information provided through a real estate website or marketing letters. Instead, sellers must focus on building relationships and invoke trust.

When real estate leads are established, sellers should plan on contacting buyers at least five to seven times. Doing so places your real estate marketing message in front of the buyer and builds confidence in the services offered.

Last, but not least, real estate marketing plans should address the various options available to sellers. These could include building a real estate website or blog; implementing online marketing strategies; sending out postcards, letters or flyers; and advertising via billboards, park benches, signage, or through Classified ads in local newspapers or real estate publications.

Unless selling a single piece of property, real estate marketing requires long-term commitment. Constantly changing technology allows sellers and real estate investors the opportunity to reach a broader audience.

The Internet is a good resource for locating real estate marketing advice. Sellers can join real estate clubs or participate in online investor forums or social networks to meet other realty professionals. Engage with members and ask questions to discover tricks of the trade. Taking time to network can help investors and sellers locate resources to develop strong marketing strategies and attract buyers.

Simon Volkov is a California real estate investor and published author. He shares his working knowledge of buying and selling investment properties through developing a solid real estate marketing plan via his website at www.SimonVolkov.com. Sellers and investors can list their property for sale by submitting information via the “we buy houses” form.


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