When investing money in marketing, what you are doing is looking for ways to reach your prospects' filter for making choices, to avoid having them default to the no-decision zone. The real battle exists in trying to get your prospects to leave the status quo and accept your offer, which in this case is selling their home with you -- the expert. The reptilian brain is the oldest of the three brain systems; it consists of the brain stem and cerebellum. Primarily, it controls the body's vital functions. Therefore, it plays a crucial role in physical survival, and it calls the shots when it comes to making decisions. This part of the brain is what American psychologist Robert Ornstein calls the "old brain." The old brain quickly assesses a situation, giving you a small window to engage your prospects in the correct way. It sounds more complicated than it is. As marketing experts, this is second nature to us. This is how we accomplish it: Messaging First things first, messagin...
- Getting your prospects to leave the status quo means talking about their needs. They don't care that you are No. 1.
- Make sure your marketing conveys emotion; this helps prospects remember your messaging.
- Good visuals can help the old brain decide if something doesn't seem trustworthy.
Future-Proof: Navigate Threats, Seize Opportunities at ICNY 2018 | Jan 22-26 at the Marriott Marquis, Times Square, New York