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What is an info-mercial? It's a commercial for your business that doesn't sound like a commercial. It sounds more like information. Thus: info-mercial. What is your specialty? What do you know more about than the average Realtor? What could you use as an educational ploy in order to demonstrate your expertise? It might be the local resale statistics, how to get into investment real estate, the pitfalls of buying your first house, tax advantages of home ownership or lots of other similar topics. The concept is this: Keep yourself up to date in your chosen field of expertise within real estate. Let people know that you're an expert. Write little blurbs for your local papers to establish yourself as the Expert. Prepare a one, 3 and 5 minute benefit-laden "commercial" if someone asks you what you do. Practice your info-mercials on friends till it feels comfortable and natural. Also make it three level because everyone doesn't want to know everything. If they express interest, tell them more. Example (after the basic schmoozing has been accomplished when someone says . . .And what do you do?) 1. I'm involved in investment real estate. (If other person responds with encouragement such as OH? or Tell me more, you continue...) 2. I specialize in helping people get into residential real estate as an investment. Many people buy a house for each kid and sell when it's time to pay for college costs. (If other person responds with encouragement, such as "OH?" or "Tell me more", you continue...) 3. I've found ways to minimize risks, and maximize returns. I've got a system put together that really simplifies the process. Would you like me to call you later this week to talk more about this? The info-mercial will help your prospect understand what you do without appearing to be high-pressure and your info-mercial doesn't have to run at 3 a.m. |
