In this episode, Todd & Craig talk about how to most effectively structure your products and services to sell to the needs of Realtors.  In order to sell effectively to a Realtor, we have to package things in a way that makes sense to the Realtor.  There are different approaches, and in this episode we share what has worked best for us when it comes to making it easy for our Realtor clients to order, and to maximize the marketing potential of the listing.     0:00-4:16 Intro   4:18-5:21 PMRE announcement Come find us at Booth 8 at PMRE in November!   5:22-7:28 Recap of past episodes   7:29-10:41 How to sell to Realtors’ needs Think like a Realtor instead of a creator Don’t assume the Realtors know your products   10:42-12:29 How has WOW adapted product presentation to how Realtors think? Realtors mentally categorize a listing as average, luxury, or lower-end They want to market their average listing their average way They want to go all out on their luxury listing so they can please that client and get more luxury listings They want to minimize marketing expenses on their lower-end listings   12:30 -20:29 How do we make the packages and menu accessible for clients? On a page with twenty options, they’re probably going to choose one. Bundle options together to prevent this Identify your target client by what they want (for WOW, target client is one who wants essential photos and video marketing) Low, medium, and high bundles (one for each category) is an ideal way to let them know what they need Number of bundles will depend on how many products you offer, but put your main three bundles front and center Build a custom order page with bundles based on brokerage deals and what brokers want their marketing package to be Make it easy for them   20:30-25:51 Should I offer a certain number of photos or package photos based on square footage? Ask your clients, “How do you know what you need to market a listing?” Most Realtors don’t think about the number of images or the length of their video WOW shoots as many photos as are needed to cover the house Realtors trust you as the professional on what’s needed- “You’re the professional; you do what’s best” What about overshooting? If you deliver a specific number of photos, you are likely shooting more than that and choosing which images to deliver, versus shooting whatever is needed to cover the house and saving time by not having to choose which to deliver WOW trains photographers to shoot a set number of images for each room and calculates cost of goods based on average number of images taken Let us know what you think. What’s working well in your market for your clients?   25:52-29:53 End Bundles keep it simple for clients; they know they can order a package from you that will market each type of listing well As Realtors get to know you and your work, they will come to trust you and your knowledge.   If you have a question, ask your clients for their input. Understand how your clients think and meet their needs. Have questions or comments? Email [email protected] or [email protected]. You can find out more about Spiro at http://spiro.media.

In this episode of the Spiro Podcast: Managing your Real Estate Photography & Videography Business, we welcome our special guest Chris Voge.  Chris is the WOW Video Tours Business Development Specialist for the Columbus, OH market. We pick his brain on how to structure/sales presentation to a Realtor, how to discover their marketing needs, present solutions, and ultimately ask for the sale!  Be sure to subscribe!   0:00-3:39 Intro and recap of Part 1 3:40-9:08 Cold calls “Did I catch you at a good time?” If not, ask for a better time to call Ask who they use for real estate marketing and let them talk “I’d love to show you what we do and possibly earn your business. Can I buy you coffee sometime and show you what we do?” If they do not express interest, ask for permission to check back in in a few months Don’t take it personally 9:09-10:30 Warm referral Start with the same questions and mention who referred you 10:31-16:49 Strategy for appointment  Sales is learning about the client Get them talking and learn how they work- “How long have you been in the business?” “How did you get started?” “What has been your strategy?” “Where do you pull your clients from?” Absorb the information and note which products would help them  Try to understand how they market both themselves and their listings Don’t go in trying to convince them; go in wanting to understand them and how you can help them best Just listen; often, they’ll give you the answer as they talk Seek a true understanding of how they do business Show your passion for what you do and dream with them 16:50-24:02 Getting the close Have examples of what you do  If you’re showing products that fit their needs, they’re going to be excited Read verbal and nonverbal cues for buying signals and ask for their thoughts if they are not sending those signals- “What are your thoughts on this?” “Could you see yourself using this?” Close with “Do you have any listings coming up that we can help you with?” Say okay and ask for permission to follow  Remember: Agents are salespeople, too Let them know you have a solution to their problem instead of trying to convince them they want your product 24:03-24:47 Get in touch with Chris at (614) 420-4574 or [email protected] 24:48-27:48 Don’t be afraid of rejection; reaching out to an agent only increases your odds of getting their business Focus on what you can control, such as calling, meeting, getting to know agents 28:48-28:45 End Have questions? Email [email protected] or [email protected]. You can find out more about Spiro at spiro.media.