Guerilla Training Blog by Matt Jones

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Is Your Business Down 15% Since July?

The numbers are in and sales of existing homes fell 1.8% from July 2014 to a seasonally adjusted annual rate of 5.05 million in August, according to National Association of Realtors data released yesterday. Forecast for September is 4.88 million or another drop of 3.5%. At the same time, sales were down 5.3% from a year earlier, when the pace stood at 5.33 million. As you can see from the chart above, we are entering our seasonal slowdown, off from the highs of the traditional summer moving season. Many of ... Read More »

The Anatomy of a Sale

Most of you know that I am a number guy.  I love numbers because numbers don’t lie.  You can always count on them to give you accurate information.  You also know that I am constantly preaching that you should know your marketing numbers, your budget per lead, and your cost per lead.  Some of you have accused me of even nagging about it. As you would probably guess, I practice what I preach. I track my marketing numbers very closely — both for my real estate practice and for my ... Read More »

Advertising 101 (Part 6)

Now it’s time to actually write our ad.  Before you dismiss this step as not important,  I would like to ask you a question: If the actual ad copy were not critically important, why is there an entire industry whose job is writing ad copy? You can have a great product or service, a great advertising budget, and even a great method of capturing the leads, but if nobody responds to your ad, you have nothing.  Well nothing but a lot of expenses. Your ad copy is probably the most ... Read More »

Advertising 101 (Part 4)

Okay, so now that we know who our customers are, what they are looking for, and what motivates them to respond to our advertisements, we’re almost ready to talk about the advertisements themselves.  But first we need to cover developing our advertising budget, and put in place some “rules” that make sure that we stay within our advertising budget. Budgeting for advertising is probably one of the places where I see most agents go horribly wrong.  Either they spend way too much money on largely ineffective marketing or else, they ... Read More »

Advertising 101 (Part 2)

Before we dive into the specifics of writing the perfect advertisement, I need to ask you a question.  What is the purpose of the ad?  If you don’t know what you are trying to accomplish with the ad, how will you know if you accomplished it or not?  Before answering those questions, let’s first consider the two basic types of ads. Indirect Response Advertising.  Indirect response ads are about creating general awareness of your name or brand, and the idea is that when a consumer needs your service, he will ... Read More »

Advertising Made Easy (Mastermind Call)

The following video is the live audio from a FavoriteAgent.com recorded training call held on October 27, 2011.  In it I am teaching our LCM Success Team on the subject of Advertising, beginning with determining your budget per lead, calculating your cost per lead, and finally evaluating various advertising ideas. Listen in and take the guess work out of your advertising expenditures. After you’ve had an opportunity to listen to the training call, I also recommend that you check out the following additional articles for your review on the same ... Read More »

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