Tag Archives: real estate tips

Marketing Matters: How to market to the reptilian brain

All to frequently I have heard real estate agents, and other sales people, lament over an under-performing marketing campaign, “what a waste of money, I did not get a single call off that ad”.  There iSmart Moneys more to marketing that just a single advertising piece.

Here is some excellent advice on marketing, and marketing effectively, from Laura Ure and our friends at Inman News.  The old brain is skeptical, and it takes great marketing to make action to happen.  You need to take a long-range, strategic approach to marketing yourself and your real estate services.

  • 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.
  • 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.

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. Read on at http://www.inman.com/2015/11/23/how-to-market-to-the-reptilian-brain/

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