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Real estate marketing wake up call from outside of the industry

Take a Realtor by the scruff and holler in its face and what do you get? A better industry. Genius.

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[pl_video type=”youtube” id=”medivP-VskM”]

Finally, another voice of reason

For years, we’ve written on the intersection between real estate and digital marketing, pointing out what to us is obviously poor practices with social media, most specifically. We’ve begged people to not just put social media icons on print ads, but to physically instruct ad recipients where to go, and we’ve noted poor uses of QR codes and noted that they may be a passing fad, especially when most QR codes go nowhere special and are not even pointed to mobile-ready sites in most cases.

Sound familiar? Our regular readers will say yes.

The above video is by Scott Stratten of UNmarketing.com who is well known for his willingness to shake people by the collar. Stratten isn’t a Realtor, and the above video is as kind as it possibly can be, given the atrocities committed by Realtors feigning expertise in marketing. What we appreciate most is that Stratten echoes what we’ve been saying for years, including the reminder that most Realtors don’t even have to market well, they just have to market properly and they’re miles ahead of most in the industry.

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58 Comments

58 Comments

  1. Linsey Planeta

    September 1, 2011 at 12:06 pm

    Just when I think the message has been made clear about the social media faux pas of blasting your listings to the four corners of the social media universe, I'm invited to an Open House in some random part of the country. Why this seems to be such a tough message to get out is beyond me. But, hopefully Scott's impassioned outcry to the real estate community will be heard. Honestly, I'll admit I laughed out loud, but I know I shouldn't. It's sad more than anything.

    • Lani Rosales

      September 1, 2011 at 12:09 pm

      Totally, Linsey. Can you imagine if you got a postcard designed by and paid for by a Realtor that invited you to an open house in Florida? Why, people!?!? You're right, it's more sad and counterintuitive than anything.

  2. Emmanuel

    September 1, 2011 at 12:20 pm

    AMEN!!!! Well done! Well Said!

  3. Cliff Stevenson

    September 1, 2011 at 2:27 pm

    This won't change much, although I love the passionate plea. Agents everywhere (not all) look at social media as a megaphone, or a billboard. Much like Linsey, I live in Calgary, AB, and I receive open house invitations on Facebook for California. Blows my mind.

    I use QR codes (sparingly, and to mobile sites only), and I get scans (which I track), but I'm not sure how long I'll be continuing with them. My pet peeve with QR codes is that agents are using these things on websites. Uhh….websites. Why, if I'm sitting in front of my 27" iMac, do I want to instantly transfer my browsing session to your remarkable site on my 2" iPhone screen??

    I'm not saying everything I'm doing is the way to do it…..at all. It does, however, work for me.

  4. Daniel Bacon

    September 1, 2011 at 3:24 pm

    Absolutely. Scott is correct that these, well, mistakes, incorrect usage, whatever you want to call it, represent a huge opportunity for many of us. I do feel bad that 80-90% of Realtors (my estimate, mileage in your area may vary) will never be able to catch up or compete effectively in the coming years, at least in the online side. But that's life and it's survival out here!

  5. Ken Montville

    September 1, 2011 at 9:04 pm

    I, personally, think that QR codes … look!. squirrel!

    Where was I? Oh yeah. I was walking by a yard sign once that had a QR code that took me to a virtual tour of the house. Kinda useful except that most people drive by yard signs. (Of course, I was was walking by because I was at a party across the street)

    Now, here is the curmudgeon coming out…Scott just spent 6 minutes telling us what NOT to do. OK. Fine.

    What works?!?! (My seminar for $600, My book for $19.95, My CD/DVD set for $199.95) Yeah. I'm cynical.

    Big, hairy asterisk. I don't have a seminar, book or CD/DVD set. That's just an example.

    • Scott Stratten

      September 5, 2011 at 7:29 pm

      Hi Ken,

      Thanks for the comments. If you noticed, while I saying what not to do I was also saying what to do.

      1. Make your site mobile friendly
      2. Have your QR code lead to a mobile landing page
      3. Put your social media addresses with the logo
      4. Be social in social media.

      I don't have a course for real-estate agents. Really couldn't care less if anybody bought my book because of it, I make 80 cents a copy 🙂

      It was a plea from a member of the public, her market, on what to do differently.

  6. Barry Cunningham

    September 1, 2011 at 11:01 pm

    2 things about this…most realtors will ignore because they either don't know how to market…or b…most realtors won't change because they are too lazy to learn how to do things the right way. Same story, just a different year. Had this argument years ago. Nothing changes. Quite a shame. Makes you want to scream.

    And per Ken, underscoring my comment, Scott knows how to market. He learned how and if he is charging a fee, then it's because he knows something that you don't. Cynical? I think he just showed he's the real deal.

  7. Molly

    September 2, 2011 at 6:38 am

    Love it. I am sending this out to the agent population this morning for our company. I am always frustrated at people who only get on facebook to pimp their latest listing, no matter HOW many times I tell them it doesn't really work. My most favorite is to the effect of " Hey friends, check out NEW PLACE TO EAT, I got them the lease." WTH, really?

    SO don't eat there because it is good food, eat there because I GOT THEM THE LOCATION.

    Ugh.

  8. Liz Benitez

    September 2, 2011 at 1:53 pm

    I like him 🙂

  9. Matthew Hardy

    September 4, 2011 at 2:14 pm

    Yes, it's clear that the Realtor highlighted in the video is effing-up big time.

    I can't imagine where she got the money to run a full-page ad. 😉

  10. Rebecca

    September 5, 2011 at 5:37 pm

    This is awesome! I'm speaking about communication strategy to a group of Realtors in a couple of weeks, and am happy to find Scott delivers messages consistent with mine. I did have a slide with the message, "It's Social, Stupid" to illustrate that social media is, you know, social. But, I took it out because I was worried I'd offend. However, the fact is, I'm offended every time I talk to someone about social media being about making connections and creating dialogue, and they then ask me how to set up a Twitter account so they can push out information. So, all this being the case, the slide is back in the deck. Thanks for the inspiration, Scott!

  11. Jon Sigler

    September 7, 2011 at 8:20 am

    This is an excellent video. Be better than the other agent, it isn't hard.

  12. Charlie Dresen

    September 17, 2011 at 12:44 pm

    This is perfect, timely and spot on.

  13. Jonathan Benya

    September 26, 2011 at 6:31 pm

    Awesome Video. I know so many agents like the one mentioned, and they seriously need to stop it. They make kittens cry.

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Business Marketing

The secret to crafting consistently high-converting emails?

(BUSINESS MARKETING) Email may seem too old to be effective but surprisingly it’s not, so how can you get the most out of your email marketing? Try these tips.

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Email marketing

Email marketing might seem archaic in comparison to modern mediums like social media, blogging, and podcasting; however, it actually remains one of the highest converting options marketers and small businesses have at their disposal.

But Why Email?

Hopefully you believe in email as an effective marketing channel, but in case you have doubts, let’s hit the reset button. Here’s why email marketing is worth investing in:

  • Email is one of the few marketing channels that you have total control over. Unlike a social media audience, which can disappear if the platform decides you violate their terms, you own your email list.
  • Email is considered very personal. When someone gives you access to their inbox, they’re telling you that you can send them messages.
  • From a pure analytics perspective, email gives you the ability to track behaviors, study what works, and get familiar with the techniques that don’t.
  • The ROI of email marketing is incredibly high. It can deliver as much as $44 in value for every $1 spent.

5 Tips for High-Converting Emails

If you’ve been using email, but haven’t gotten the results you’d like to, it’s probably because you’re using it ineffectively.

Here are a few very practical tips for high-converting emails that generate results:

  1. Write Better Subject LinesThink about email marketing from the side of the recipient. (Considering that you probably receive hundreds of emails per week, this isn’t hard to do.) What’s going to make you engage with an email? It’s the subject line, right?

    If you’re going to focus a large portion of your time and energy on one element of email marketing, subject lines should be it.

    The best subject lines are the ones that convey a sense of urgency or curiosity, present an offer, personalize to the recipient, are relevant and timely, feature name recognition, or reference cool stories.

  2. Nail the IntroNever take for granted the fact that someone will open your email, and read to the second paragraph. Some will – but most will scan the first couple of lines, and then make a decision on how to proceed.

    It’s critically important that you get the intro right. You have maybe five seconds to hook people in, and get them excited. This is not a time to slowly build up. Give your best stuff away first!

  3. Use VideoEmail might be personal, but individual emails aren’t necessarily viewed as special. That’s because people get so many of them on a daily basis.

    According to Blue Water Marketing, “The average person receives more than 84 emails each day! So how do you separate your emails from everyone else? Embed videos in your emails can increase your conversion rates by over 21 percent!”

    This speaks to a larger trend of making emails visually stimulating. The more you use compelling visuals, the more engaging and memorable the content will be.

  4. Keep Eyes MovingThe goal is to keep people engaging with your email content throughout. While it’ll inevitably happen with a certain percentage of recipients, you want to prevent people from dropping off as they read.

    One of the best ways to keep sustained engagement is to keep eyes effortlessly moving down the page with short and succinct copy.

    One-liners, small paragraphs, and lots of spacing signal a degree of approachability and simplicity. Use this style as much as you can.

  5. Don’t Ask Too MuchIt can be difficult to convey everything you want to say in a single email, but it’s important that you stay as focused as possible – particularly when it comes to CTAs and requests.

    Always stick to one CTA per email. Never ask multiple questions or present different offers. (It’ll just overwhelm and confuse.) You can present the same CTA in multiple places – like at the beginning, middle, and end of the email – but it needs to be the same call. That’s how you keep people focused and on-task.

Give Your Email Marketing Strategy a Makeover

Most businesses have some sort of email lists. Few businesses leverage these lists as well as they should. Hopefully this article has provided you with some practical and actionable tips that can be used to boost engagement and produce more conversions. Give them a try and see what sticks.

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Business Marketing

What entreprenuers can learn about branding from trendy startups

(BUSINESS MARKETING) What’s the secret of focused startup branding, and how can you apply it to large enterprises?

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A set of wine from Craft Hugo, showing off pleasing branding in labels.

Think of your favorite brand. Is it the product they offer or the branding that you love? Exactly – brand ethos reigns supreme, especially with those trendy, aesthetically-pleasing startups (I never thought Glossier had good makeup, but I’d be lying if I said I didn’t visit their website once or twice a month).

So let’s break it down.

Co-founder of Red Antler – a company that assists startups in creating successful branding – Emily Heyward believes in a few branding truths.

Firstly, you have to make sure not to market your brand as a single product or experience. Doing so, she says, will pigeonhole you and thus truncate your ability to expand and offer new products and services (she gives MailChimp, known almost exclusively for email marketing, as an example).

What Heyward does say to do is instead market an idea. For example, the brand Casper (one of Antler’s clients) markets itself as a sleep company instead of a mattress company. By doing this, they kept the door open to eventually offer other products, like pillows and bedding.

Heyward states that this “power of focus” is a way to survive – with countless other startups offering the same product or service, you have to position your company as offering something beyond the product. Provide a problem your customer didn’t know they had and offer an innovative solution through your product.

Ever used Slack, the app-based messenger? There were other messengers out there, so focus of Slack’s branding is that regular messaging is boring and that their app makes it more fun. And customers eat it up.

How can this logic apply to mid-to-large enterprises? How can you focus on one specific thing?

Again, placing emphasis on brand over products is essential – what is it about what you offer that makes your customers’ lives better? It’s more cerebral than material. You’re selling a better life.

Another thing to remember is that customers are intrigued by the idea of new experiences, even if the product or service being offered is itself not new. Try not to use dated language that’s colored by a customers’ preexisting feelings. Instead, find an exciting alternative – chat solutions are desperately trying move away from the word “chat”, which can bring to mind an annoying, tedious process, even though that is in fact what they offer.

Broadening the idea of focused brand ethos to a large company can be difficult. By following these tips and tricks from startups, your company can develop a successful brand ethos that extends beyond your best product or service.

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Business Marketing

The rise of influencer marketing and its effect on digital marketing

(BUSINESS MARKETING) More businesses are planning to invest a larger part of their marketing budgets on more relatable, branded content and influencer marketing.

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Influencer speaking to camera for marketing segment.

The digital age has created more savvy consumers, and the barrage of advertising on top of the plenitude of content online can be a lot. Many consumers have learned to hide ads or they simply scroll past them to their content of choice. Most business owners know that digital marketing is a crucial part of any ad strategy, and branded content and influencer marketing continues to grow in the market, because consumers see that it’s different from traditional advertising.

Hardly anything stayed the same in 2020, and traditional advertising also has shifted. Advertiser Perceptions reported on the trend for 2021, based on a survey from late 2020.

“More than half of advertisers using paid branded content and influencers say doing so is more critical than it was a year ago. Throughout the second half of 2020, 32% increased spending on branded content and 25% spent more to back influencers. They’re now putting 20% of their digital budgets into the complementary practices, which is more than they put into any other digital channel (paid search is 14%, display 13%, paid social 12%, digital video 12%).”

The benefits of branded and influencer content are that you are speaking to the consumer where they already are, when you choose an influencer. The people who follow their accounts are more likely to trust that the influencer would only share something they like or use themselves. The best matches are when the influencer marketing fits nicely into the kind of content, the voice, and any specialties they already deal with.

The word “influencer” as well as the concept rubs some people the wrong way. Marketers see the value, though, as influencer marketing can be effective if done well, and the cost to hire them is often less than a traditional ad campaign. If I want to know about food in a city, I’ll follow the hashtags until I find a local food blogger or micro-influencer whose style I like. Then I’ll seek out those restaurants when I visit. Sure, some of the meals are comped, but the truth is that food bloggers and influencers like to share their food recommendations. I have been influenced this way more than once, and not only for food. I am not alone in this, either, which is why it’s an important part of a marketing strategy.

In influencer marketing, the content creator is then given free rein to create within their own style, voice, and persona. They need to connect with their audience in an authentic, familiar way without creating a dissonance for their followers between their public page(s) and the brand. The level of trust is fairly high with influencer marketing, and many influencers realize that promoting something crappy or something outside of their area of expertise or recognition hurts everyone involved.

The power of storytelling comes into play here, as with all good advertising. Branded content is specifically all about the story, often the story of the business’s philosophy or some lifestyle aspect that goes with the brand’s vibe–or is so off that it goes viral. Some branded campaigns join into or build off of conversations already happening in the wider world. The purpose is to have people engage with the brand, with the content, build awareness, encourage conversations, sharing, comments, all with the long term goal of fostering a positive image of the brand so that down the line, they will become consumers.

Think of 2004 Dove’s “Real Beauty” campaign, based on a study showing that around 2% of women saw themselves as beautiful. The widely studied, award-winning campaign featured women of all backgrounds and body types, without airbrushing and Photoshopping them into a narrow vision of “beauty.” While some people hated it, many loved it and applauded the brand for treading into traditionally uncharted waters. Among haters, fans, and people who weren’t sure what to think, the Dove Real Beauty branded content campaign generated conversations. The campaign also encouraged women to feel good about themselves and lift up other women. One could argue that the campaign you could argue that the Real Beauty campaign was a forerunner to the currently popular body positivity movement, which started gaining traction around 2012. Dove increased sales by at least $1.5 billion in the first ten years the branded content campaign ran.

The goal of branded content is to raise awareness of the brand, but the path from point A (creating the content) to point B (brand awareness, ultimately leading to better sales) is not a straight line. Brands are paying attention to grabbing attention, aka building brand awareness via more upper funnel marketing than lower funnel.

One thing that marketers are looking for now, however, is almost eliminating the funnel. With the mind-boggling increase in e-commerce since the beginning of the pandemic, clickable sales capability becomes important in any kind of marketing, including influencer and branded content. It pays to listen to customers, to find an influencer who meshes with your brand’s purpose, and to create thoughtful branded content that isn’t out of line with your core product or service.

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