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Building a Advertising Sales Strategy

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22 January 2010

Building a Advertising Sales Strategy

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I mentioned in my last post that I think that real estate professionals need to develop a strategic approach to selling property advertising.  Most agents spend too much time focusing on getting the listing, without spending the required time to get a decent advertising campaign. I don’t blame most vendors for rejecting most advertising schedules.  If an agent threw down a $10,000 advertising schedule without doing me the ...
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Training Sales People to Sell Marketing

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17 January 2010

Training Sales People to Sell Marketing

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At the heart of any real estate growth strategy, you need a solid training program.  A lot of agents don’t include training as a part of their marketing strategy and I’m sure people are asking why I’m talking about training on a real estate marketing blog.  If we define marketing as the way you connect with and develop your customer base, it becomes pretty clear that in the people-oriented work of real estate, ...
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Direct Mail, does it work for real estate?

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15 January 2010

Direct Mail, does it work for real estate?

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I run a printing company, so it’s important that I get that out of the way before talking about print and snail mail.  A lot of my real estate clients have jumped on the Internet bandwagon and have adopted an almost religious belief that anything on paper is bad and anything on the screen is good.  Like any single channel strategy, this myopic view can do a lot of damage to your brand. The fact of...
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