7 Ways to Get the Most Out of WIIFM Real Estate Marketing

Let’s face it…your potential clients don’t really care about you or your business. They care about what you can do to solve their problem.

In this post we will talk about a powerful marketing technique called ‘WIIFMM’ and I will share a few ways that you can quickly make it part of your successful marketing strategy.

“What’s In It for Me Marketing” is simply the process of placing your prospect on the stage and shining the spotlight directly on them. It involves putting you, your business, and your service on the sidelines while all the attention is focused on solving the client’s needs.

It is one of the most powerful marketing techniques ever created.

Here is an important question: deep down do the image driven ads that most agents run really do any good for the prospect?

Does a prospect that is facing a desperate situation; perhaps a foreclosure, or a house payment that they are struggling to pay, really care if you are the number one agent, or how much you sold last year?

No, they are searching for a solution to their problem, and if your marketing can speak to them, and address how you are in fact the solution to that problem – it can have a dramatic effect on your marketing ROI, and bottom line.

It seems so straightforward: focus on your prospects needs and your marketing will be more effective.

Unfortunately when you look at the majority of real estate marketing out there, it is not focused on the prospect. Instead it is focused on either the agent or the business.

Here are a few simple ways that you can take your marketing to the next level by incorporating a WIIFM message:

• Highlight the benefits that a prospect will realize when working with you
• Use the words ‘you’ and ‘your’ to make it clear that the message is about them
• Determine the emotional state of your prospect and speak directly to it
• If your prospect is experiencing fear or pain address it and illustrate a solution
• Offer a informational item such as a report or list that will directly benefit them
• Discuss their problem and present a specific solution
• If you do have an impressive track record that you want to share, relate it to them. “We have sold 20 houses just like yours, in your neighborhood.”

So give it a try the next time you run an ad. Step out of the spotlight and put your prospect on the stage. Focus all of your attention on them, their needs and the solution to their problem.

They will say thank you by dialing your number.

In a future post I will cover a few techniques that will help you determine the right price for a listing and how to get the seller to willingly agree to that price, even in today’s market.

P.S. – Want to learn 21 more techniques and tactics that will boost your marketing and help you tap into a goldmine of new leads? Click here to download your copy of a brand new report that will supercharge your marketing and show you how to tap into a goldmine of new clients.