Hello everyone! Your real estate expert, Lance Mohr, and I’m going over how to sell a house.
And today I’m talking about the promotion, the marketing of the home. So sit down, get
your
pen and paper out and let’s get ready to go over one of my favorite things in real
estate, marketing. Okay, so obviously I have to a lot of things to tell you and I just
can’t tell you every
single thing on this video on how to market and properly promote the home. So what I’m
going to touch on is some of the more important things that need to be done by you and your
real
estate agent. And I understand a lot of the agents might not know what to do, so I’m
going to sort of lay it out what you need to do. Now, we talked about earlier this is
one of the most
important things. When you’re choosing a real estate agent, it comes down to marketing
and negotiation. So we’re going to go heavy. When it comes to marketing with my clients,
I go
100% all out against the wall on marketing. And this is how I’m able to usually get
200 to 300% more buyers in people’s homes. Because one thing I noticed when I was new
in the
business, it was really hard for me to get listings or any new agents. So what I did
is I concentrated on other agent’s listings that expired, because… and usually it was
because the agent
just was doing no marketing on the home. They put it in the MLS, they went to bed at night
and prayed and then they hoped it sold, they never did anything. Alright, so let’s get
down to it.
The first thing you need to understand when it comes to marketing, there’s actually
a few things, number one is, you’ve probably heard of this, less is more. You don’t want
to just go in
and do an overkill. And agents, a lot of times agents go in and they take pictures and they
take just tons and tons and tons of pictures. It’s not about how many pictures you take,
it’s
about the quality of the pictures you take, because it’s not just about what you’re
going to marketing, but how you market the home. A lot like I talked about earlier, before
you get your car
ready to sell, you want to go ahead and get it all ready before you take the pictures.
So the number one most important thing to home buyers are pictures. So you don’t want
to just take
good pictures, you don’t want to take great pictures, you want to take magazine quality
pictures. I don’t take pictures, I’m a real estate agent, I’m not a professional
home photographer. If I
was doing babies, I’d have to be a baby photographer. But I bring in a professional
home photographer. So when you look in those magazines, in Better Homes and Gardens and
these
other magazines, that’s the level of pictures that I’m going to put out there as a representation
of my product for my sellers, because pictures are critically important. And how many times
have you seen agents go out there and they get the listings, well, they already have
the listing, so what they do is they break out their cheap little camera phone or maybe
a cheap little
camera. Well, I just can’t get the wide angles and I can’t get the pictures to look
like a professional photographer. So that’s number one. The number two most important
thing you want to
do is a detailed description. Now, the national association of realtors spends tens and tens
of millions of dollars every year doing surveys and the number one thing they say buyers want
are pictures. The number two is a detailed description. So how many times have you looked
in the MLS and they say something like “beautiful three-bedroom two-bathroom home and
subdivision,” blah, blah, blah. Well, everybody knows that! You need a really good description.
What do buyers want to hear? Well, first it depends on the price range they’re in. If
they’re in
a lower price range, I say lower in our area, if someone’s buying a 100 or 200-thousand-dollar
home or maybe a 300-thousand-dollar home, you could use beautiful. But when they’re
buying a half a million, a million-dollar home, you need to be using stuff like “exquisite,
stunning, captivating.” Different words mean different things to different people.
So you really really
need to think about the copywriting in the material that you’re putting in the description.
I remember my wife asked me one time, she said when she was inputting for me, she said,
“A lot
of your homes, they have a lot of the same descriptions in them or very similar descriptions
in the starting.” And I said the reason why that is, is because it works. I’ve worked
with
thousands and thousands of home buyers, talked to tens of thousands of home buyers. I know
what buyers want, I know what they want to hear, so I give them what they want, I give
them
what they want to hear or in this case read. The third thing, the national association
of realtors says that buyers want, and this is going to surprise probably virtually everybody
watching
this right now, but it’s a home movie tour. And the reason why I say that is because in
our market probably less than 2% of all the real estate agents have been doing home movie
tours.
I’ve been doing home movie tours since 2005, because it’s so important. The second most
popular search engine in the world, at least at this point of this recording, is YouTube
and
Google owns YouTube. So why wouldn’t people put in a movie tour? A lot of times people
put a virtual tour, virtual tours are 90’s, you’re already seeing pictures on the MLS,
you want to do
a virtual tour, a movie tour, not just a bunch of pictures, but do a movie tour. Because
at the end of the day, a lot of buyers can make a decision without even seeing the home.
They look at
the picture, well, the read the MLS, they make sure it looks good. They read the description,
they look at all the pictures, they get on Google or they walk down the street, they
go on,
they see a movie tour on there and they could walk through the home. It’s like 24-hour
access, 7 days a week, 365 days a year. It’s unbelievable! So those are just some of the
things you
have to do when it comes to marketing. But again, it’s just not what you do, but how
you do it. That’s very very important. So, and there’s obviously a lot of other areas,
there’s social
media, which I’m huge in and I get tons and tons, hundreds of responses a month from
social media. There’s, you know, stuff like classified advertising, craigslist, back page,
eBay
classified, a whole bunch of them out there that you have to be doing. Thousands of websites,
not just a couple. I know a lot of real estate agents go out and what they do is they have
their marketing plan and they say “oh, we’re going to put you on [07:31] or realtor.com,
who cares. What are you doing different than everybody else? That’s what I want to know.
You need
to have an agent that’s lightyears ahead on the marketing, because marketing’s king.
I’ve gone out to a home and I’ve listed, and you can see this in my website and testimonials,
I’ll go to
a home that hardly has any activity, I’ll list it and all of a sudden we’re getting
flooded with buyers and offers within a week or two. When it’s sad on the market it’s
because a lot of the
agents, one, don’t do any advertising and two, they don’t do effective advertising.
And you know, at the end of the day, you got to get an agent that has a little juice in
the game, someone
who’s doing something. Just to go out to your home, take a couple pictures with a telephone
or, you know, mobile phone or a little camera, write a little description up, go to bed that
night
and call it a day, you know, that’s not someone you want. You want someone that goes
all out. So make sure you really really pay attention to what the agent is doing marketing
wise and
what they’re doing that’s different than all the other agents that you’re talking
to. That’s how you get maximum profits for your home. So I hope this helps. If you have
any questions, don’t
hesitate to contact me. As you can tell, I’m a little stoked about this, I really really
like the marketing. So let me know and of course if you like this, please share it,
give me a thumbs up.
Have a wonderful day and don’t forget to subscribe to my channel. Alright, take care!
Best of luck to you.