MIAMI Association of REALTORS




Prospecting with VIDEO Makes a Personal Connection

by | Mar 28, 2014

Video Prospecting Makes More Money Fast

ProspectingVid_Point2Prospecting isn't just about cold calling, which is why many of us have call aversion! But what if you could have fun prospecting? What if you could make a personal connection that creates brand recognition and make more sales... and maybe forget about cold calling forever?

Michael Krisa, a video expert for agents, agrees that good real estate sales skills are not just about closing and handling objections or even driving traffic, but getting the inside scoop on how to really make that personal connection with your prospects.

Video is one of the most underused tools in a real estate agent's tool box, but it is arguably one of the most powerful and easy-to-use strategies for becoming the celebrity authority in your area.

So why aren't more agents jumping on this opportunity? Michael says there are a couple of main reasons:

  • They don't like themselves on video
  • They don't know what to say
  • They think using this technology is hard and complicated to do
  • They aren't sure how to load the video and where

YouTube is the second largest search engine on the planet and it makes good sense to be where people go to get their information. Here are a few tips for you to deploy, to get a healthier return on your prospecting time and energy:

1) Set up your own CHANNEL on YouTube. When you have your own channel, you already stand apart from the crowd.

2) Develop a video posting calendar so you can post in a logical and valuable way. Think about what your prospects would want to see, not what you want to tell them. Prospects are looking for lifestyle information that is very basic from people who actually LIVE in a specific town or community. Create intro video of the areas you serve. Take footage of the parks, the farmer's market and include your downtown area. Throw in a few frames of local events, like parades and winter ice skating rinks. Include anything that would appeal to a buyer looking for the lifestyle exhibited by the areas you specialize in.

3) Interview the homeowners in the area. Here's where cold calling can work. You call your farm area and tell them you are doing a very short survey about the area to attract new neighbors. Ask:

  • Why did you choose this area?
  • What do you like best about living here?
  • Do you know anyone who might be moving so we can help find a new neighbor?

Thank them and tell them you will be shooting some video of the neighborhood and ask if they'd like to give a video testimonial.

4) Consider creating a special Facebook page for a specific development, town or area that you serve. Facebook gives you a great venue to post your videos, promote upcoming events, share photos of past events and offer postings for neighborhood events like garage sales, block parties and more.

5) Using video can also provide excellent 'implied endorsement' by happy buyers that have just closed on a property after working with you. People are looking for the trust factor, and when you offer an opportunity for them to "see for themselves" using a video, you can shorten the cycle of building trust and begin converting prospects to profits. You can work with your lender partner to create a video to help you both brand your expertise using video.

6) To create real "celebrity status" invest or make your own microphone "flag" box. You see them all the time on television. It's that little box that sits on an external, hand held microphone sporting the company name and logo. You see them on CNN, ESPN that reporters use all the time. You can have your own, whether you make your own or youbuy one. Either way, you will stand out from the crowd!

Like any new tool, your first videos might not look like Hollywood footage, but that is OK. The use of video done well will propel your prospecting right into the profit zone fast! For more information on how to use video, check out Michael's past webinar with us, his webinar on using iPads for video, and his tips on how to make more money with iPad video.

Do you make videos to promote your real estate business? Share a link to one below!

This post comes to us from the Point2 Agent blog.

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