Presentation on theme: "An Enhanced Effective Marketing Workshop Thinking Out of the Box Before it Collapses Instructor: Bill Dowdy 25 years experience in the real estate market."— Presentation transcript:
An Enhanced Effective Marketing Workshop Thinking Out of the Box Before it Collapses Instructor: Bill Dowdy 25 years experience in the real estate market Attended ASU business management Managed a real estate office with approx. 100 agents (with a very slim ad budget) GRI, ABR designations CTM Trained at Disney Institute, Prudential Management, and Franklin Covey Taught classes for Pulte, KB, Richmond American, Westcore and many other real estate companies Survived the last economic down turn
Instructor: Bill Dowdy Start with a clean slate Forget Everything you Knew to be True
Instructor: Bill Dowdy 60-day, C.O.E. DRPP To your current business plan Add the # or Time: new R.E.O. list # of Prospecting Targets # of Daily Follow-ups: phone, email, postcard, social media, etc. BREAK IT DOWN TO A DAY-TO-DAY PLAN… FOCUS ON: REOs, HUDs, VAs, Foreclosures Re-Sales Builder Specs Pre-Approved Short Sales
Instructor: Bill Dowdy Understanding the twisted pace and cycle If they don't conceive it they won’t believe it No Target Market No Plan No Consistency = NO CUSTOMERS of real estate agents
Instructor: Bill Dowdy Understanding the Importance of the Daily Repetitive Promotion Cycle Telephone E-mail Social Media Print Face to Face Efficient to Effective Communication: What is the Difference?
Instructor: Bill Dowdy What fits.... Develop A Daily, Task-oriented Plan by the Numbers In my Marketing And prospecting boxes?
Instructor: Bill Dowdy # vs. time for Daily, Repetitive Prospecting Setting the daily workout plan 1.Must encourage current customers 2.Must drive QUALIFIED, new customers TWO PARAMETERS Wipe clean what does not work and replace with DRP 2 QCNC (Daily Repetitive Prospecting - Qualified and New Customers)
Instructor: Bill Dowdy Identify Qualified Customers Laser Approach vs. Shotgun Set and execute DRPP Matching the Message with Prospect Understanding the Value Equation finding the Right Formula
Instructor: Bill Dowdy Right Customer - Wrong message Caution Wrong Customer - Right Message match your customer with your market
Instructor: Bill Dowdy SETTING THE PARAMETERS TIME COST EFFORT/ENERGY = RETURN
Instructor: Bill Dowdy It Should Answer: WHATS IN IT FOR ME? (we the consumer) Design delivery Results on the Value Factor
Instructor: Bill Dowdy Bottom line Measurable Results YOUR RESULTS MUST: Motivate existing customers Create new, QUALIFIED customers in a cost-effective manner
Instructor: Bill Dowdy Short Sales vs. reo Product Have to stack back ups 30% - 40% fallout 4 times the paperwork 3 to 6 month closing As is NWXAOI 10% fallout Similar paper work re-sale 30 - 45 day closing As is NWXAOI
Instructor: Bill Dowdy One Size Does Not Fit All A good game takes a few good lessons. You do not have to re-invent the wheel – just balance it! Are you ready for a Prospecting Coach?