Real Estate

An Old Strategy With A New Marketing System…
That Increased Revenues 527% In 8 Months

Objective:
1. Increase listings for sellers through attracting for sale by owner (FSBO) sellers, and convert them into commission sales.  2. Create a marketing campaign that will inform buyers to use an agent who understands the local market and can negotiate the best price when buying a home.

Situation: 
The client sells residential real estate, in a very competitive market (more than 700 agents in a community of less than 100,000 people) and had moderate success with revenues of $161,000 per year.  She wanted to gain more of the market share.  She was spending around $19,000 per year on postcards, signs, flyers, newspaper ads and other response pieces available that seemed to only be moderately effective because it was the same thing other agents were sending, and knew there must be something she could do to improve her results. 

Solution (in the client’s own words):
In 2002 I was an independent agent/broker with an assistant and no other agents working for me.  I had been working this way for several years with unpredictable results in my listings each month.  I had some months with listings and others with nothing, but the market had continued to increase steadily after a very dry market in the late 1980s.

After listening to the MYM 2-CD Audio course, I decided to attend a ½ day MYM Seminar in 2002.  I walked away with refreshed enthusiasm for selling real estate in a highly competitive market.  I believed the marketing system could end my dry months.

I went back and started using the MYM marketing equation in advertising my business, and spending the same amount of money on ads that I had in the previous year.  My listings became more consistent, the dry months stopped and in my first year of using the marketing equation in my ads, I earned double the revenues I had the year before.

Results:
In early 2003, I decided to engage with a certified Monopolize Your Marketplace Agent, and take my marketing to the “next level”.  I wanted to take an old real estate marketing strategy of marketing to For Sale By Owner (FSBO), and then sell the system to other agents.  It turns out that decision was one of the best business decisions I ever made.  He not only helped me create a FSBO marketing system that increased that arm of my business by 527% in 8 short months, he also coached me through my “inside reality” business processes and helped my confidence level increase to a place where I could open the gates and grow my brokerage business too.

The marketing research uncovered that I am doing things many real estate agents fail to do, and that my “inside reality” is superior in MANY ways to most agents.  Because of this understanding, we have developed an “Inside Reality” system for an agent that replicates what I do to be as successful as I am, and gives me the ability to manage 50 or more personal listings each year.

Judy Naimo,
Broker/Owner
Green Valley Associates - With 16 Agents