"Convert On-line Prospects to Clients!"
|
![]() |
10/1/04 Interview with Jim Gillespie Advanced Commercial Real Estate Coaching 41890 Enterprise Circle South. Suite 135 Temecula, CA 92590 ![]() |

The Real Estate-Psychology Connection
- Gillespie noticed that in a large real estate office, everyone appeared to be continually busy, but only a handful rose to be superstars; he decided to study what differentiated them from everyone else.
- Neurolinguistic programming (NLP) synthesizes the most effective approaches from gestalt therapy, family therapy and hypnotherapy; certain aspects apply to human interaction in sales and business situations.
- Prospects need to feel a connection with you and want assurance that you share their judgment criteria and are trustworthy.
- Body language, tone of voice and word choice are elements that you can utilize and vary with individuals in a scientific way; when you become very good at NLP techniques, the influence you can have on people without compromising integrity is amazing.
- Creating relationships with buyers and sellers is critical in Internet marketing because so many consumers begin their search there and because online competition is stiff; differentiate yourself as an agent by directing your efforts to a target market.
- Instead of being a generalist online, present yourself as a specialist in first-time homebuyers, seniors, luxury homes in a particular suburb, or whatever your expertise is; you will attract the attention of consumers who fit the niche.
- Avoid blatantly promoting yourself on your web site; take a "stealthmarketing" approach like Rob Levy at www.PortlandMLS.net; the site impresses visitors as a safe harbor to search for homes; Levy builds rapport and credibility through other approaches such as drip campaigns.
- To build credibility, post articles on your web site that you have written as tips for consumers; get your articles published in local newspapers or on other sites third-party validation boosts your standing as an expert.
- Real Estate CyberMagic customized with your name as author and the monthly CyberTips column with your photo are effective Society tools formaking your prospects comfortable by giving them great information; providing free value to people up front begins the bonding process.
- People tend to process information by one of three different modes visual(seeing), auditory (hearing) or kinesthetic (feeling); the words clients useto describe their ideal property give you clues to their modality.
- In email messages to clients, take time to describe properties with adjectives that fit their preferred modality; as you gain skill in selecting words, apply the technique in face-to-face conversation.
- Mirroring the speed and tonality of someone's speech is also an effective way to communicate.
- To get opt-in responses for your email list, "pop-under" windows that appear as a visitor leaves are preferable to pop-up windows that appear immediately‹before the visitor has a chance to form an opinion about you.
- The best pop-up location is the upper left-hand corner because that is the position that feeds through the neurology of the eyes to feelings of positive decisions; stay away from upper right, lower right and lower left.
- Use short video clips (30 seconds to 2 minutes) to present your free tips to visitors; showing yourself talking gives you a celebrity aura and establishes your familiarity with viewers.
- WIMAX is a wireless technology coming in the next two years that will revolutionize online communications from remote locations; clean signals can be sent for 2830 miles with amazing speed.
- Search engine technology will evolve to accommodate a more business-oriented model of "spending for what you get" in search engine rankings (e.g. pay-per-click); the old model will remain because people like the free situation.
- The book Unlimited Selling Power by Moine and Lloyd [referred to asHypnotic Selling in the discussion], addresses the use of language indifferent situations to produce an ideal response.
- For NLP training, Dr. Tad James at Advanced Neuro Dynamics is excellent; Gillespie includes NLP in his coaching.
- Online, go to the Advanced Neuro Dynamics web site.
- Joseph Sugarman has written books on effective copy writing for web sites and mailers: Triggers and Advertising Secrets of the Written Word; DanKennedy is another good author on this topic.
- For every form used in commercial real estate transactions, go to the AIRCommercial Real Estate Association site.
- For comprehensive and effective real estate tech tools, such as the EmailBroadcast Wizard, REcyber.com leads the way.
- Software to eliminate spyware and adware from your hard drive can befound at Download.com; the free program Ad-Aware and a free trial of SpySweeper are available there.
- For real estate news, go to RealtyTimes.com and BrokerAgentNews.com; sites geared to the commercial side are GlobeSt.com and PikeNet.com.
(v) 951-694-6655
(e) JPG@RealEstateSalesCoach.com
(w)www.realestatesalescoach.com
Real Estate Sites & Tools in this Briefing:
Advanced Real Estate Sales Coaching
Rob Levy's stealth marketing site
Advanced Neuro Dynamics
AIR Commercial Real Estate Association
Society tech tools
www.download.com
www.realtytimes.com
www.brokeragentnews.com
www.globest.com
www.pikenet.com