How to Clone Your Ideal Clients
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Transcript of How to Clone Your Ideal Clients
Market Research Sources of Info
• You and Your Customers/Clients
• Buyer Surveys
• State and Local REALTOR Associations
• WAV Group
Why Do They Want to Buy?
Source: Primary Reason for Purchasing a Home - NAR Home Buyer and Seller Profiles 2013
What Problems Do They Perceive?
Source: Most Difficult Steps of Home Buying Process - NAR Home Buyer and Seller Profiles 2013
Where Else are they Affected?
Source: Benefits Provided by Real Estate Agents - NAR Home Buyer and Seller Profiles 2013
Why Can’t They Solve the Problem?
Source: What Buyers Want Most from Real Estate Agents - NAR Home Buyer and Seller Profiles 2013
How Have They Tried To Solve the Problem?
Source: HAR DIY Survey - March 2014
Additional Research Questions
• Who are your ideal clients? Be specific.
• What do they feel without their home?
• What is life like when buying with you?
• Why are you the best person to help?
Customer Avatar
• Represents Your Best Customers
• Life
• Interests
• Emotions
• Problems that You Can Solve
Targeted Writing
• Write to your Customer Avatar (Ideal Client)
• Makes Connection with Similar People
• They feel like you already know them
• Easier to build and maintain relationships
Targeted Ads
• Homeowners
• Renters
• Life Events(Likely to Move, LDR, Newlywed)
• Interests and Hobbies
• Investors
Source: California Association of Realtors – Buyer Survey 2014
Communication Gap
Engagement Tools
• Lead System – Alerts and Mobile TemplatesFollowupBoss or FiveStreet
• Email Tracking – Lack of Response/DeliverySidekick (By Signals) or YeswareMailTracker – Mobile (works with Mail/FUB)
• Discovery – Find out more about your clientsConnect6, Sidekick or Rapportive
• CRM – FollowupBoss, Contactually, Realvovle
Telling Stories“Use every customer point of contact to weave stories
about who you are and what your brand stands for.” ~Gary Vaynerchuk
• Hero’s Journey
• Market Info
• Industry News
• Behind the Scenes
• Entertaining
Conversational Email
• Designed to get a quick response
• Brief and personal
• What do you think of the report I sent?
• Which works better for you, Mon or Wed afternoon?
• What can I do to earn your business?
AIDA Sales Writing Formula
• Attention
• Interest
• Desire
• Action
Steve Jolly
• @MusicCityREO
• 615-519-0983
• FB Group: www.REMAllstars.com
