Essay:

Essay details:

  • Subject area(s): Marketing
  • Price: Free download
  • Published on: 14th September 2019
  • File format: Text
  • Number of pages: 2

Text preview of this essay:

This page is a preview - download the full version of this essay above.

UNDERSTANDING HOW TO COMMUNICATE IN THE REAL ESTATE WORLD

June 11, 2018 By contentmarketing1 Leave a Comment (Edit)

Communication is key when it comes to your conversations, content creation, marketing strategies, really everything. If you try to talk to someone in their 60 about social media, they will more than likely roll their eyes. If you try to bring up going to the library to a millennial they will probably roll their eyes. How do we communicate to all these different generations or “Target Markets”.

Normally we go over everything about your content marketing, but I promise that communication will play a huge roll in it.

Have you ever gone to a house with someone who is 20 years either older or younger than you and you have no flipping idea how to start or maintain that conversation? Maybe you have been in business for a few decades now so you have those few tricks up your sleeve that generally works for you.

Today I am going to be giving you one more tool that will put you ahead of the game.

ACTIVE LISTENING

If I didn't scare you off with those words, then you are in for some fun with this blog post. Do you know what active listing is? Do you know how to actively listen for keywords? Do you know how to actively listen in person? Do you know how to actively listen…… wait for it…… ONLINE? Sure you do, you were raised with that skill. Now let's just enhance that beautiful skill and turn it into your largest asset as a salesman!

Before we can learn how to actively listen to all of our target markets, we need to know who our target markets are.

REAL ESTATE TARGET MARKETS:

Generation Y: 32 years and younger

Generation X: 33- 47 years of age.

Late baby boomers: 48-57 Years of age.

Early Baby Boomers: 58-66 years of age.

Silent and G.I. Generations: Ages 67+

Now we know who our target markets are, let's jump into how we can actively listen to them.

Then I will go over briefly some examples of how to listen to them online.

Lastly, I will give you some examples of what they are talking about right now.

MILLENNIALS:

Let's briefly talk about what is important to our millennial generation.

Community: They want to be apart of their local community. They love their familiar surroundings of faces, places, and things. They have such a strong sense of community on all the social media platforms as well.

Key points to talk about are:

Farmers markets

Concerts and Entertainment

What are their favorite stores they frequent?

Are they a health food store fanatic or do they go to the same grocery store for years now?

What are their favorite apps or social platforms do they use?

Try to have a unique one up your sleeve such as “The Chive”.

If you don't know how to use certain apps such as Instagram or Snapchat. Make a joke of it and you will open a world of education. They tell you how they use it. Knowing how your client uses the platforms is such valuable information for your marketing strategy. You can also read my blog “Marketing Strategies for the Busy Real Estate Agent.”

GENERATION X:

This generation will also leak into the community aspect as the millennials did. They just do not have nearly as much time to enjoy it! This generation is trying to raise their kids, and advance in their careers.

Key points to talk about are:

Do you have kids?

What do you do for work?

Do you have any animals?

Are you planning a vacation?

Where have you traveled before?

Always empathize with their lack of availability.

Always say things like “I am here to help you, so if you need me to repeat anything just let me know.” Then they don't feel so guilty about their crying baby.

Or offer to carpool the family so they can focus on their kids while you focus on the homes. Offer waters and snacks. Maybe even coloring books. The more empathetic, open-minded, positive, and patient you are. Those deals will close faster than you can sign the papers.

LATE BABY BOOMERS:

The family is their main priority. They are pretty settled into their careers by now. Their education is completed. Their kids are a little older, so they are able to spend a little bit more time taking care of themselves.

Key points to talk about are:

What kind of sports do they watch (if any at all) and who are their favorite teams. (If you are not a sports person, then do not attempt this topic…)

How old are your kids? Do they still live at home? What are their passions? What makes them unique? Do they play any instruments? Have they started thinking about college? Have they started dating yet?

What do you do for work?

Have you traveled anywhere?

Do all your kids live in ___ state?

Do you have any animals?

EARLY BABY BOOMERS:

Focusing on nurturing and loving their relationship. Starting to slow down a little and working on their retirement plan. Still with a huge focus on family. They have developed a strong sense of integrity for their careers. They are starting to look into traveling and getting involved with the communities again.

Key points to talk about are:

Do you take any classes? Before asking them this question, start off by telling them what classes you are in or have taken. (if you haven't taken any, do some research on classes so you can at least pretend that you know how to be apart of a community.) (Examples: pottery, wine & paint, dance, rock climbing,etc.)

Do you have any kids? Do you have any grandkids? How old are they? Do they have any passions such as art or music, or writing? What do they do for work? How often do you get to see your grandkids? Does your whole family live in ___ state?

Do you have any plans to travel? Do you want to travel?

What do you do for work?

What do you do in spare time now that your kids have moved out?

What are your passions?

SILENT AND G.I. GENERATIONS:

They are focused on being apart of the community to keep their minds active. Their families and memories are everything to them.

Key points to talk about are:

What do you do to relax?

Do you have any favorite phone games? (candy crush, or solitaire?)

Do you take any classes? Before asking them this question, start off by telling them what classes you are in or have taken. (if you haven't taken any, do some research on classes so you can at least pretend that you know how to be apart of a community.) (Examples: pottery, wine & paint, dance, etc.)

Do you have any kids? Do you have any grandkids?

How old are they? Do they have any passions such as art or music, or writing?

What do they do for work?

How often do you get to see your grandkids?

Does your whole family live in ___ state?

Do you enjoy going to farmers markets?

For each one really try to have a basic understanding of what they love to talk about. You will notice that you will only have to ask one or two questions. When you find that sweet spot, they will open up and tell you their whole life story.

HOW TO TAKE ACTIVE LISTENING ONE STEP FURTHER? OH, THANK YOU FOR ASKING!!

Well, now that you were able to really get them to open and start talking about themselves here a few tips to keep the conversation flowing:

Never talk bad about another company, real estate agent, or competitor. Even if your client agrees, this is not your time to vent. This is your time to be on your best behavior and win that sale. Choose to have integrity with every client from start to finish. Try to be positive with your words about everyone and everything.

Most people will have respect and listen to your stories and anecdotes. In reality, a lot of people just want to talk about themselves. This is a very selfish thing we are programmed to be. If you can get past that and learn how to only talk about your client you will win.

Use these keywords to keep the conversation moving:

And then what happened

Oh, my goodness…

Tell me more

If they start to slow down on the story DO NOT tell a story, but rather start asking them questions that pertain to their stories and life.

Show through your body language that you are listening such as eye contact, laughing and chuckling a, or responding with the proper amount of empathy.

Last, keep in mind that people are struggling in their day to day grind. If you can open your heart to let them vent and show them empathy while helping them find a dream home… Well, that is a WIN!

Take this list, do a little research, and write some notes down. Genuinely trying to understand someone through active listening can create:

Trust

Brand trust

Excitement within that person

Reppour

...(download the rest of the essay above)

About this essay:

This essay was submitted to us by a student in order to help you with your studies.

If you use part of this page in your own work, you need to provide a citation, as follows:

Essay Sauce, . Available from:< https://www.essaysauce.com/essays/marketing/2018-6-11-1528741063.php > [Accessed 20.10.19].