If you haven’t nailed down your strategy for 2017. Today I outline a complete go to market strategy for 2017. I outline what you should be doing both online and offline. Here is the rough outline
Pillar number one that every business owner will have is their sphere of influence. Get all these people in your database and make sure that you have their phone number, email address and physical address. Throughout the year make sure that you touch these folks at least once a month. It can be a quick email, phone call, direct mail piece, event (coffee) or video. This pillar will be the most valuable pillar in your business.
Pillar number two that every realtor should have is a FSBO and Expired channel. You will use direct mail to begin to engage them.
For all these pillars or groups of people we will be discussing there is a very distinct sequence that we will use to move them up the value ladder it is
Indoctrination (them knowing who we are and what we stand for)
Engagement
Ascension (moving them up the value ladder)
Segmentation ( you will talk differently to someone who is going to list in 30 days as opposed to 180 days)
The third pillar we all should have is a geographic farm. We will use direct mail to engage this group. We can also use our VA to circle prospect just listed/just solds and open houses as well as, outbound cold calls
The fourth pillar we will have is that we will farm a demographic in our market using facebook ads.
To be different—we can target NOD’s notice of default home owners as well as, a divorced list.
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