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Other Added - An Often Overlooked Secret of Marketing and Negotiating for Real Estate Investors Looking for Deals
If you build it they will come…Or will they?With technology being what it is, they will come if you build it right. But they might not stick around long enough to make your business worth the effort. So what do you do with a website that isn’t accomplishing anything?You make your website work with effective marketing techniques and ploys, and you make your website work from the inside out with valuable content, services, and products that REAL people such as yourself can use. Forget the gimmicks and groveling, just put up a site that says what you want it to say and get the job done from the beginning with effective marketing that brands your
Do you see the difference? I often say that you are not in the business of buying and selling houses. When it comes to your customers/clients, when it comes to marketing, when it comes to negotiating, you are in the business of stress relief and solving impossible problems. With that in mind, what are the specific benefits that you offer? Here are five types of benefits to consider:
1. Convenience: People love to save time, energy, and effort. Can you make someone’s life easier and more convenient?
2. Economy: People respond well to saving money or increasing how much money they have. Show them the money.
3. Peace of Mind: We all have a tendency to seek pleasure and avoid pain. People like to relax. Can you relieve their stress?
Restrictive covenants (also called deed covenants) have been affecting buyers of real estate for as long as property has been transferring ownership. Such covenants are a condition of sale for real property, placed on the buyer by the seller or passed on from previous owners. By purchasing the property, the buyer agrees to abide by these restrictions on the use of the property.Restrictive covenants are especially important to buyers of homes for sale; since they, like zoning laws, restrict how you may use your own property. Where city officials enforce public zoning laws, private parties enforce restrictive covenants — generally a homeowners association or
These are scary situations and it is not unusual to be at a loss for words at such times. In fact, you may avoid these situations all together just so you don’t have to face the overwhelming fear.
I want to help you erase that fear and find the words that will give you confidence to call sellers, write advertising, and present offers. The concept I am about to present is fundamental in developing a successful marketing message.
Have you ever read an ad like this?
“The Braun® Multiquick Hand Blender offers a 200-watt motor, stainless steel shaft, five-blade chopper attachment, and aerator head.” (Karen Thackston 2004)
Why in the world would I buy the Braun® Multiquick Hand Blender after reading this description? Why should I care about a 200-watt motor or a stainless steel shaft? I am sure this is an accurate description of the product’s features, but why do I care? What if it read like this?
”The Braun® Multiquick Hand Blender is a priceless tool for any cook with a busy schedule. Its powerful motor enables you to chop, whip, puree and blend with lightning speed. Its stainless steel shaft holds up to years of use without bending or breaking. The Multiquick's five-blade attachment gives you the ability to finely chop or grate even the hardest cheeses and nuts with ease. And the specially designed aerator head incorporates air into the liquids and sauces you blend, making them light and fluffy. You'll create delicious meals with ease and be out of the kitchen in record time.” (Karen Thackston 2004)
OK. So if I want to blend at lightning speed and make my sauces light and fluffy or if I want to finely chop the hardest of nuts without breaking or bending my blender, then it sounds like this is the appliance for me.
What was different between these two descriptions? The first only listed features. The second communicated the benefits. The first is more about the product. The second is more about what is in it for me.
A feature is simply an attribute of a product or service. A benefit is what/how the feature adds value to the customer. Successful salesmanship communicates benefits.
Let me give you just a couple more examples.
“Open 24 Hours” is a feature.
A benefit that speaks value to your prospect is, “When your pregnant wife craves pickles and ice cream at 3 a.m., you know where to get it.”
Here is a real estate example:
“We buy houses subject-to” is meaningless. Try this: “I can take over your payments starting next month and help you avoid paying two house payments when you move.” That speaks to what the prospect wants & what keeps him up at night. Communicate your benefit in a way that brings emotion, fear and desire to the surface.
Now think about what you tell someone when they ask you what you do. Do you just say, “I buy houses”? Or do you say something like, “I buy houses in ten days or less without closing costs or cleanup for the seller.”
Do you see the difference? I often say that you are not in the business of buying and selling houses. When it comes to your customers/clients, when it comes to marketing, when it comes to negotiating, you are in the business of stress relief and solving impossible problems. With that in mind, what are the specific benefits that you offer? Here are five types of benefits to consider:
1. Convenience: People love to save time, energy, and effort. Can you make someone’s life easier and more convenient?
2. Economy: People respond well to saving money or increasing how much money they have. Show them the money.
3. Peace of Mind: We all have a tendency to seek pleasure and avoid pain. People like to relax. Can you relieve their stress?<
We have all read lots of articles on how to gather keywords, how to compile a huge keyword list, how to make these keywords relevant to our web site. But exactly what do we do with all these keywords once we have them?Knowing where and how you can use your keywords will greatly improve the efficiency of your search engine optimization.There are 5 places in a web page where you can use keywords:The Title Tag The Keyword Meta Tag The Description Meta Tag Alt Tags for images Body copy on the pageOf these the page Body Copy, the readable text on the page, is the single most important place for your keywords. More about this later.
Why in the world would I buy the Braun® Multiquick Hand Blender after reading this description? Why should I care about a 200-watt motor or a stainless steel shaft? I am sure this is an accurate description of the product’s features, but why do I care? What if it read like this?
”The Braun® Multiquick Hand Blender is a priceless tool for any cook with a busy schedule. Its powerful motor enables you to chop, whip, puree and blend with lightning speed. Its stainless steel shaft holds up to years of use without bending or breaking. The Multiquick's five-blade attachment gives you the ability to finely chop or grate even the hardest cheeses and nuts with ease. And the specially designed aerator head incorporates air into the liquids and sauces you blend, making them light and fluffy. You'll create delicious meals with ease and be out of the kitchen in record time.” (Karen Thackston 2004)
OK. So if I want to blend at lightning speed and make my sauces light and fluffy or if I want to finely chop the hardest of nuts without breaking or bending my blender, then it sounds like this is the appliance for me.
What was different between these two descriptions? The first only listed features. The second communicated the benefits. The first is more about the product. The second is more about what is in it for me.
A feature is simply an attribute of a product or service. A benefit is what/how the feature adds value to the customer. Successful salesmanship communicates benefits.
Let me give you just a couple more examples.
“Open 24 Hours” is a feature.
A benefit that speaks value to your prospect is, “When your pregnant wife craves pickles and ice cream at 3 a.m., you know where to get it.”
Here is a real estate example:
“We buy houses subject-to” is meaningless. Try this: “I can take over your payments starting next month and help you avoid paying two house payments when you move.” That speaks to what the prospect wants & what keeps him up at night. Communicate your benefit in a way that brings emotion, fear and desire to the surface.
Now think about what you tell someone when they ask you what you do. Do you just say, “I buy houses”? Or do you say something like, “I buy houses in ten days or less without closing costs or cleanup for the seller.”
Do you see the difference? I often say that you are not in the business of buying and selling houses. When it comes to your customers/clients, when it comes to marketing, when it comes to negotiating, you are in the business of stress relief and solving impossible problems. With that in mind, what are the specific benefits that you offer? Here are five types of benefits to consider:
1. Convenience: People love to save time, energy, and effort. Can you make someone’s life easier and more convenient?
2. Economy: People respond well to saving money or increasing how much money they have. Show them the money.
3. Peace of Mind: We all have a tendency to seek pleasure and avoid pain. People like to relax. Can you relieve their stress?
The unsecured loans have become really popular in the recent times. This trend has received a boost with the advent of the online private lenders who have further facilitated this procedure and made it easier for anyone to apply for the loan and get it sanctioned.The biggest convenience of an unsecured loan is that it doesn't require any security in the form of collateral against it. Instead, the only factor that needs to be taken care of while getting an unsecured loan sanctioned is the credit history. The credit history is important because the lender wants to feel assured that his amount will be repaid by the borrower.To assess the credit score of
OK. So if I want to blend at lightning speed and make my sauces light and fluffy or if I want to finely chop the hardest of nuts without breaking or bending my blender, then it sounds like this is the appliance for me.
What was different between these two descriptions? The first only listed features. The second communicated the benefits. The first is more about the product. The second is more about what is in it for me.
A feature is simply an attribute of a product or service. A benefit is what/how the feature adds value to the customer. Successful salesmanship communicates benefits.
Let me give you just a couple more examples.
“Open 24 Hours” is a feature.
A benefit that speaks value to your prospect is, “When your pregnant wife craves pickles and ice cream at 3 a.m., you know where to get it.”
Here is a real estate example:
“We buy houses subject-to” is meaningless. Try this: “I can take over your payments starting next month and help you avoid paying two house payments when you move.” That speaks to what the prospect wants & what keeps him up at night. Communicate your benefit in a way that brings emotion, fear and desire to the surface.
Now think about what you tell someone when they ask you what you do. Do you just say, “I buy houses”? Or do you say something like, “I buy houses in ten days or less without closing costs or cleanup for the seller.”
Do you see the difference? I often say that you are not in the business of buying and selling houses. When it comes to your customers/clients, when it comes to marketing, when it comes to negotiating, you are in the business of stress relief and solving impossible problems. With that in mind, what are the specific benefits that you offer? Here are five types of benefits to consider:
1. Convenience: People love to save time, energy, and effort. Can you make someone’s life easier and more convenient?
2. Economy: People respond well to saving money or increasing how much money they have. Show them the money.
3. Peace of Mind: We all have a tendency to seek pleasure and avoid pain. People like to relax. Can you relieve their stress?
Absence of a security at times leads to apprehension from obtaining a loan, required to meet your ends. Tenant loan in simpler terms would mean an unsecured personal loan as it does not necessitate a collateral. However, these loans are often tagged with high interest rates and short loan terms.Short loan term can bear out a beneficial outcome for you as it can ensure early loan repayment. An early loan repayment in turn can restore your peace of mind and get you back on track.High interest can prove to be a nightmare for you with its not so positive repercussions on your credit standing. But due to the competition between financial institutions, eac
“Open 24 Hours” is a feature.
A benefit that speaks value to your prospect is, “When your pregnant wife craves pickles and ice cream at 3 a.m., you know where to get it.”
Here is a real estate example:
“We buy houses subject-to” is meaningless. Try this: “I can take over your payments starting next month and help you avoid paying two house payments when you move.” That speaks to what the prospect wants & what keeps him up at night. Communicate your benefit in a way that brings emotion, fear and desire to the surface.
Now think about what you tell someone when they ask you what you do. Do you just say, “I buy houses”? Or do you say something like, “I buy houses in ten days or less without closing costs or cleanup for the seller.”
Do you see the difference? I often say that you are not in the business of buying and selling houses. When it comes to your customers/clients, when it comes to marketing, when it comes to negotiating, you are in the business of stress relief and solving impossible problems. With that in mind, what are the specific benefits that you offer? Here are five types of benefits to consider:
1. Convenience: People love to save time, energy, and effort. Can you make someone’s life easier and more convenient?
2. Economy: People respond well to saving money or increasing how much money they have. Show them the money.
3. Peace of Mind: We all have a tendency to seek pleasure and avoid pain. People like to relax. Can you relieve their stress?
Obvious Experts enjoy a compelling advantage over their competition; they’re the first ones thought of when there’s a challenge to be addressed. Obvious Experts are resources whose advice and expertise are welcomed, trusted, and enthusiastically recommended. When you become an Obvious Expert, prospects come to you pre-sold on your competence. This speeds sales and avoids pricing issues based on unfamiliarity and a resulting lack of trust.Here are seven ways to use technology to promote your professional services on a limited budget:Technology makes it practical to promote Obvious Expert status. You can:Maintain constant contact.
Do you see the difference? I often say that you are not in the business of buying and selling houses. When it comes to your customers/clients, when it comes to marketing, when it comes to negotiating, you are in the business of stress relief and solving impossible problems. With that in mind, what are the specific benefits that you offer? Here are five types of benefits to consider:
1. Convenience: People love to save time, energy, and effort. Can you make someone’s life easier and more convenient?
2. Economy: People respond well to saving money or increasing how much money they have. Show them the money.
3. Peace of Mind: We all have a tendency to seek pleasure and avoid pain. People like to relax. Can you relieve their stress?
4. Ego: Can you appeal to the human desire for recognition or better image?
5. Fun: People need a break. People like to form memories. People don’t like to be bored or constantly work. Can you provide a diversion?
Think about each of these categories. What benefits can you offer a seller or buyer in each of these areas? Use meaningful specifics when you write benefits. Don’t just say that you can buy their house fast. How fast? How much money can you get them?
To take it one step further, which of the benefits that you offer are unique to you? The key to cracking the marketing code and attracting volumes of leads and deals is to answer this:
“Why should your prospect do business with you over any and every other option available to him/her?”
If you have a good answer to this question, your business, marketing, and negotiation will become tons easier and you will increase the stream of money into your bank account significantly. This is the message that you must communicate.
The answer to this question lies in the benefits that you offer that are unique to you. This answer to this question is what is called a Unique Selling Proposition.
By better understanding and communicating the benefits that you offer, you will become a powerful salesperson. You will find that your marketing and negotiating become significantly easier bringing massive returns in your investing.
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