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Toronto Apartment Rental Prices Haven’t Dropped Back in 2017: While…
After you’ve grown tired of waiting for people to call you to sell their home, you may want to try something new, something that’ll create increasing, consistent touch points with home sellers.
Sellers, those ghostly inhabitants of your dream world. This is about creating a fat pipeline to your top selling prospects and enabling them to become sellers.
There’s big reasons why people can’t get over inertia and sell their old house: dreams and details. Normally you wait for the details to take care of things such as: growing family, empty nesters, trade ups, moving to new city, house needs too much repair, and moving to the burbs. These are all tell tale signs that big data realtors are looking at to get the jump on a potential sale.
The one no one talks about is people’s dreams. Goals aren’t dreams. Dreams are symbols of the emotional rewards that we all seek, and it’s why buyers are coming to you. They don’t call you because they have a goal of owning a home, instead, they’re thinking a new home will fulfill their dreams and provide a rewarding emotional life. They want to be happy. That same quest for happiness is why they sell.
Before sellers sell, they need clarity about their next move. They need a vision of the better life they desire. They’re just missing pieces of the dream and when the final piece clicks in, they get on the phone and call Remax, Sutton Group, Century21, Sothebys or Royal Lepage.
I’m sure that in your training, you discovered it may be easier to reach buyers who also have a house to sell. That does seem easier since buyers are active online where you can intercept them. Intercepting them is good. However, if you adjusted your realtor brand image to be the dream maker, the one who can help restless homeowners achieve mental clarity and draw them into a positive, happy and expectant frame of mind, you’ll be top of mind when they think about moving.
No One Wants to Sell: Listings in Vancouver and Toronto have dropped precipitously. Yes, I’ve gotten lots of real estate agent paper flyers in my mailbox. There’s 50 agents who could list the house for sale. None of their messaging moved me at all. Entirely forgettable.
Agents need to discuss the change in lifestyle, not just selling a house. Maybe the homeowner has a new job, needs a bigger house, needs to downsize, get out of the city, wants to retire on Vancouver Island or Kelowna BC, work in the US, or settle in Phoenix or Panama.
Just selling the house doesn’t make you relevant, but being a facilitator, coach, supporter, friend in their lifestyle change does make you relevant — even after the sale. If you become part of the dream, the action, and the result, how can they not pick you over those other 49 agents?
Prices are pushing some to finally sell and they’re getting an extra $50k or $200k on the sale. For those selling in Vancouver or Toronto, the price is just the last straw that gets them to pull the sell trigger. If they were really committed to that location, they wouldn’t leave for any price. You can’t buy happiness right? Okay, getting an extra $200k is a big nudge out the door.
However, the same voice that urged them to sell because of price could also tell them to sell to go live in a more exciting location, or to travel, or just revitalize their stale, stressed lives. You could sell in Toronto and move to San Diego, Costa Rica, Kelowna, Belize, Panama, Spain, or maybe Haliburton. There’s enough land there to accommodate them all and the lifestyles are amazing.
Let’s open your imagination beyond dull. What if you evolved your approach to introduce home sellers to the solution they want? What if your website and social content wove a particularly delightful introduction to a better lifestyle? You’ll plant the seed and then get them to return weekly to build their interest and then utilize the opportunities it creates.
Realtor/Travel/Investment sites are a great combo. These sites have a full dimension of interesting, engaging lifestyle content that creates a focus for these vague, anxious feelings they endure daily. The more content you have, the more touchpoints you have with prospects, the more reason for them to interact, and more opportunity to close the deal later. Patience is needed, but the payoff should be huge. In fact, there’s no reason why you won’t get responses soon.
There’s your top 10 tactics. Sounds like a big project but once you get going on it, it’ll get easier and you’ll get better. If you’ve got some funds, you could outsource all the above to someone like me. That is excellent overall value. And remember, that I can help you rank for phrases such as “homes for sale Vancouver” ‘condos for sale Toronto, or “luxury homes San Diego, etc. There’s more value than you can imagine with SEO and social outreach.
Work less on sales, and more on being a dream maker — the type of prospecting that attracts excited, interested prospects and creates endless touchpoints with them. Your digital marketing content strategy should revolve around helping them find their dream life. With this material backing up your personal face-to-face meetings, you create a picture of integrity, that you really believe in what’s best for them. You’re not just a salesperson anymore, you’re now a friend who understands their greatest dreams.
They’ll be calling you to find out how you can help create their new dream life. Guaranteed, they will be selling the house and you will be their realtor.
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