Ready to become a top producing real estate agent? Today on the show we have Shane White who likes to focus on standard techniques and avoid niches. In the business for 12 years, today Shane owns his own Remax brokerage in Liberty Hill, Texas and works with everything from builder development, residential, rural and even commercial properties.
How To Win With Marketing
Shane’s success comes from focusing on his rural area and working that farm efficiently. Here’s how he does it:
- Have Separate Channels: Depending on who you are targeting, you should have different channels to target them. Shane knows what leads want to see in his area, so he built a website specifically to target buyers. However, the same website would be useless to a seller, since Shane needs to highlight different features. Don’t go with a one-size fits all approach. Target your leads accordingly.
- Know Your Demographic: Millennials like to see different types of marketing than baby boomers, so know your demographic. Shane targets leads differently by using online tools, direct mail and even community events.
- Follow Up: No matter which channel you choose to market with, you’ll always need to follow up. Learn the lead times to each channel and follow up accordingly if you want to win in real estate. Shane knows it takes 6-8 times to get a response through direct mail but 12-18 months if the lead is online.
- Communicate Accordingly: Similarly to marketing, different age groups like to be communicated with in different ways. Once you get a listing, ask your client their preferred method of communication and stick to that. These small considerations go a long way.
- Start Small And Reflect: Majority of agents get into this business with little to no money, but they know marketing is crucial. Shane recommends starting as small as possible and then reflecting on your efforts at year end so know which channels to double down on next year.
- Set Strict Budgets And Benchmarks: Once you figure out exactly which channels are the most lucrative, it’s time for you to set strict marketing budgets for the long term. Shane also adds ROI benchmarks to these budgets, so if a channel doesn’t hit a set height, it gets cut off immediately for more lucrative opportunities.
- Have Social Proof: Swamped with options, most people will either ask a friend or look online for their real estate agent of choice. It’s important for you to have social proof on big sites like Yelp, Facebook, Zillow, Realtor.com etc. If you don’t have any, don’t be afraid to ask- Shane got 12 Zillow reviews recently by e-mailing his list.
- Stay Top Of Mind: Chances are someone you worked with or someone they know will be looking for property in the future, and when they do, you want to be top of mind. Do this by staying connected with your database regularly. Shane sends 6-7 valuable emails per year with market updates, holiday wishes, invites to events and more.
- Be Everywhere: Aside from your online presence and marketing, try to be a brand that is as visible as possible. Shane does this by having a branded moving truck, sponsoring school departments, hosting giveaways and more. The more exposure, the better.
Personal Habits
To Do List: You have so many things on your mind that often the most important things get pushed back. Have a daily to-do list as well as a list with the top 3 most important things you need to accomplish this week.
Books For Agents
The Millionaire Real Estate Agent by Gary Keller
Think And Grow Rich by Napoleon Hill
Get your free copy at audibletrial.com/superagentslive
Get In Touch With Shane
Visit: shanetwhiteteam.com
Email:shanetwhite@remax.net
Our Sponsors
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