Position Yourself as an Expert and Free Up Your Time
Teaching your clients how to shop for a REALTOR® will improve the quality of your leads – and save you time and headache
- In the first post, we saw how this strategy can work in almost any industry
- In this post, I’ll get you started on your own teaching plan
- In the next post, you’ll use this idea to build huge points with centres of influence (COI)
The last post covered the benefit of teaching your buyers how to buy. Click here to catch that post. The first step in the process is figuring out your clients’ hot buttons. What stresses them out? What keeps them up at night?
Use hot buttons to create – and name – your workshop
These hot buttons form the basis of the information you provide. We put together a FREE workbook that has hot buttons for you! You can get that workbook at the bottom of this post.
If your market:
- Doesn’t want to get ripped off
- Wants to make sure they get the right REALTOR® for them
- Doesn’t want to pay a bunch of hidden fees
Then your workshop might be called:
The 7 Questions You MUST Ask your REALTOR® So You Don’t get Ripped Off, Stuck With the Wrong Agent and Get Hammered With Hidden Fees
What should you charge for your information?
You’ve got a lot of valuable information about buying or selling a home. What’s it worth to someone? If your goal is to get more leads, then you may ask for:
- Their name and email address
- Their mailing address or more information
- Money
- Money, which is donated to charity
Why you should charge for your information
If you have to advertise the course, then you want to get that money back! If it costs $89 to get a lead, then you can charge $89 for the course and now you have a FREE LEAD!
People attach value to things partially based on price. Everyone likes “free”, but if you run a free workshop, it doesn’t cost anything to miss it. If you charge $49, then people will make sure they attend!
When I taught workshops to generate leads, I found that a free workshop got 6 attendees and if I charged $50 for the same workshop, I got 46 attendees. Go figure.
Don’t want the money? Donate it to charity!
You can charge $50 for your workshop an donate the proceeds to your favourite charity. Have someone from the charity at your workshop and present a cheque to them at the end. This makes you look good and the attendees feel good.
If you are fundraising for the charity, ask them if they will promote your workshop to their list. This can be a great way to get more leads.
Does it have to be a live workshop?
Not at all! You can offer a video, ebook or audio download. In the workbook, we list all the options available to you. You can get that workbook at the bottom of this post.
Does it have to be complicated?
Nope. You can offer a 1-page checklist or a list of resources. Over time, the more educational products you create, the more tools you have to get more leads.
Fill out the quick contact form so we can send you our FREE workbook Teach Them How to Buy
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