CHAPTER 9 Grabbing the ONE Buyer's Attention By now you may have guessed what the special Secret is that can make all the difference between selling your home for the most profit possible and either, selling for much less, or not selling it at all. Its this: Visualize the ONE Best Buyer for your home. Not the 95% of buyers who don't value the 20 percent of the home's features which are unique and attractive. Focus on that ONE Best Buyer and literally "speak" to them over and over. In the printed description. In the Online Marketing Campaign. In the Direct Mail Campaign. In the way the photos online are organized. In every single way, "speak" to that One Best Buyer and tell them why they will love your home. When you speak to the ONE Best Buyer, the ONE Best Buyer will hear the message when the moment is right. And it will call to them. You might be thinking to yourself, "Well that sounds easy enough! I need to do hardly any marketing at all". If it were only that easy. The truth is that ONE Best Buyers aren't always "listening". You need to get the message out far and wide through a comprehensive marketing plan in order to catch their ear.
BEGIN WITH A PICTURE
When people visit a real estate website, it takes them just a split- second to decide whether they’re interested in a property. That’s because they see a picture of it. Before they even know it, their brains tell them “yes or “no.” 34
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