Explaining the New Sales Paradigm
The Hard Sell is DeadSales Development Methodology - Part 1
The Old Days
Always have a
Action""Call to
aught to "Hard Sell" Agents are TReal Estate"Branding" Yourself was Critical
venue Sold AMadison
Advertising EthosUs the
"Always keep your
name out there"
Avenue very riche , this madMadisonFranklyCommon Strategy: Spam Everybody
"Not stEveryranger is a
r anothe potential client
recipe!"
Drip Email Marketing
urnerTh/t Jeff
"What is weirder is I posted with a
e and a minute later I get a city nam
tweet from a realtor offering to help
me move"Well, Madison Avenue is Wrong Today e avoid commercialsW
Commercialism became Crass we still like good ones)(althoughNobody wants to be Hunted Down
this lead "Hi, I bought have no time for "I
when you signed up at cold calls"
Homes.com"The Internet Hastened Consumer Empowerment
in "I'm an Expert
says that""Everybody
your Market"
Don't
pitch
me!
Consumers can do their Own ResearchLead Generation - the Old Way
"Think of me when s a long shot""That'
you make your
to move"decision
Outreaching to as Many as Possible
everybody in the processAnd annoyThe New Way
e're always reading your "W
and your real time blog
arket"on our mcommentary
Share your knowledge
Leverage the Social MediaYou're Already on their Hit List
e appreciate your sharing "W
e even your insights. W
subscto your blog articles ribe
by email and RSS"
ou Don'tIt YBut Know
They're hiding from you…Let Them Come to You
m ready"I'"
o They Will Call When They Decide TDo You See the Difference?
hunt down thousands "I t ware, but I don'ho they
chancthey on the slime my followers are I know
my name"remember ededicated to m
ficient!Inef
Attraction Closes LeadThe Law of sSales Development Methodology - Part 2
"Please remember to protesting… "I hear you
your friends"refer me to I'm no spammer!"
We agree
wholeheartedly
Referrals are the Best Source of LeadsBrokerage Training Programs Focus on Referrals
But isn't this the
kind of same
as before?outreach
Step 1 - our Friends and Family" "Leverage YBut After Family & Friends?
Step 2 is a Slow Networking ProcessCoaches Teach How to Build a Referral Base
But They All Lack One Key ComponentThey Have No Social Networking Strategy!
The Contents of
s Lead Buffini'
Generation KitIt's Easier to Make a Referral Online than Offline
e to call "Joe told m s nice, who are "That'
you about selling you?"
your house"
fline RefeAn Ofrral is Still a Cold CallOnline Referrals Show Who You Are
noticed that we "Hi I see from your "I
mutual have a lot of LinkedIn profile
friends off you're tech - savvy
Facebook" and get great
reviews
Connections
are made
ou Know ou Do, Yand Who What YPhysical Networks are Moving onto Social Networks
The Social Media is Key to a Referral StrategyWhat is Driving this New Social Paradigm?
Millions Worldwide
are Sharing their
eKnowledg
Citizen Journalism / User Generated ContentPre - Internet, Proprietary Knowledge had Value "Secret"
AgentsReal Estate radersTBond
Lawyers
Agentsravel TNow, Data & Knowledge are Approaching Free
ou Make Money? So How Do Y
Free Data
Promotes
Business
ransparencyTSome Data are Commodities
on webrading T - systems based
No more obliterated margins.
backrdealsoom
radersTBond
Agent ravel TWhy Pay a
ou Can Find YWhen
Cheaper Fares Online?
Agentsravel TSome Data Still Requires Expert Interpretation
Real Estate
are Still ransactions T
Complicated
AgentsReal Estate Make Money
Selling Expertise
The Law is Still Opaque
LawyersEstablish Your Expertise as an Online Authority
Share Knowledgewith your Network
our Network Y
Follows your
Blog
our Network Y
Follows your
our Network Y Social Media
Follows your Conversation
Bookmarks sMy Social Media
nvite you tI io join me disabled on Links are (strangely)
Slideshare.net. Please download
the Powerpoint file where links
to are enabled, or go
ransparentRE.com.Twww where
the links.I list
Just click on
the icon
ou!Thank y
-- KitanoPat
Real Estate ransparent T : Authorityan Online How to Become