Industry News

Strategy for real estate success revealed

Coach explains how to differentiate yourself in cyberspace

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Do you know how to jump-start your real estate sales production and achieve greater success in 2004? Bernice Ross, real estate coach and Inman News columnist, yesterday explained how to do exactly that during an Inman News audio conference, "Sell More Real Estate Now! New Strategies from America's Top Real Estate Coach." Ross opened her remarks by telling participants to stop the usual "me, me, me" approach to online marketing and instead focus on services and benefits. She also emphasized the importance of an immediate response to Web inquiries and leads. The first agent to make contact with the prospect is the one most likely to capture the business and delay causes many agents to lose valuable opportunities, she said. "We spend all this money on marketing, then we don't follow up on it," she said. Broker's and salespeople's own Web sites should be rich in pictures and virtual tours beyond what's provided on the MLS, Ross added. Extra visuals are important hooks for not just bu...