Good morning: I was thinking yesterday about how important it is to market ourselves, especially now. In my office, most of my co-workers sit around making phone calls with often increasingly poorer results. let's face it. It's a competitive world out there and you might not make it if you're just calling leads. I was having a conversation with one of them and he was asking me about what I was doing as I'm managing just fine in this turbulent market. I told him I spend a lot of time out cultivating relationships and spreading the good word about my business. He said he may have to start doing that. Unfortunately, I'm not sure a lot of us are used to doing business this way. And if you don't start now, you may want to consider a career change.
What am I talking about? I read on Active Rain the other day that a person should spend up to 85% of their time marketing in the first 2 years of their business. That probably fits me (I've been doing it for almost 1 1/2). If you're more experienced, you may not need to spend as much time but, obviously, these days you need to do what it takes.
So what works? Number one, brand yourself. Make sure that your business card, website, blog, e-newsletter, mailer, etc. is consistently produced, communicated and the look and feel are the same on each. Your goal should be the most professional appearance you can achieve. You say I don't have the money right now. An e-newsletter is free, it's just your time. You're welcome to contact me and I'll show you how to create an e-newsletter in word that can be sent to all your Outlook contacts.
After establishing your identity, get out there and beat the streets! Join a networking club if you can (BNI, Chamber of Commerce, e.g.). It will take some time for people to get to know you but, in the long run, it will pay huge dividends. I just got a call to make a presentation to 20 Seniors in my Church about reverse mortgages. What a great opportunity! I'm a big fan of Brian Buffini. His system at www.buffiniandcompany.com teaches a person to work exclusively by referral. Part of Brian's system is to connect with people who you can reciprocate with. I know this; I've networked with quite a few realtors the last year.
In closing, I've just scratched the surface on ways we can all build our business and thrive in these challenging times. I'm curious as to what works for you. I realize that marketing involves spending money but a friend eloquently stated yesterday "you have to spend money to make money!" Have a great day and hang in there!
Paul
Paul McFadden
Hey Apul,
Outstanding post. I agree with you 1000%, peaople in this business need to market themselves to be successful. An individual might be an exellent reltor or mortgage broker, but if nobody knows you exist.....it doesn't matter.
Sean Allen
85% is a lot of time, but well worth it. When new to the business, its very hard to decide whats the most important. I thought I was going to be selling real estate, not myself.
Have a great day!
Too many people try to do too many things and their marketing gets scattered. I attend specific events and provide mortgaeg advice to a specific clientele. This placement in peoples minds has been very succesful. A plan with your brand is critical.
Good post.
Thanks, John, for your thoughts. I forgot to mention charity work can be invaluable too. Not only does it do others good but people notice what you do! Have a great day.
Thanks, Sam. I think it's more important to be selling ourselves, especially since it's so competitive to begin with. Take care.
Thanks, Sean. I appreciate it. I agree with you 1000% as well!
Nancy: You're welcome! I guess we can never think we have it all figured out, huh?
Paul