1. RE/MAX Mumbai Gujarat Maharashtra

2. RE/MAX Mumbai Gujarat Maharashtra
 Marketing Research
 Marketing Tools
 Presentations

3. RE/MAX Mumbai Gujarat Maharashtra
 Field work
 Comparable Parameters
 Price points

4. RE/MAX Mumbai Gujarat Maharashtra
Feature: 1 2 3 4 5 Comments
Neighborhood
Cleanliness
Hospitals/Emergency Services
Noise Level (trains, airplanes)
Parks/Recreation
Public Transportation
Schools/ colleges
Shopping
Places of worship
Crime Level/Police Protection
Property
Landscaping
Location
Price
Privacy
Resale Potential
View
Interior
Bathrooms
Bedrooms
Carpets/Floor Coverings
Dining Room
Family Room
Floor Plan
General Interior Condition
Air Conditioning Systems
Kitchen
Living Room
Plumbing System
Room Sizes
Storage
Wiring
Exterior
General Exterior Condition
Water Supply and Storage
Drainage Systems
Roof
Garage/ Parking space
Other Specific Features
Total Points
Other comments
Feedback and Rating
•Neighborhood
•Property
•Interior
•Exterior
•Other Specific
Features

5. RE/MAX Mumbai Gujarat Maharashtra
 Build Rapport
 Fulfill formalities
 Determine previous home search efforts
 Review Presentation packet
 Try exclusive mandate if seller
 Win buyer’s confidence
 Identify priorities and motivations
 Pre-qualify the buyer
 Determine whether or not to represent buyer

6. RE/MAX Mumbai Gujarat Maharashtra
 Client Information Sheet
 New-home checklist
 Process of real estate transaction
 Resume, Bio, photo
 Checklist of information at loan
requirement
 City /Neighbor facts
 Disclosures

7. RE/MAX Mumbai Gujarat Maharashtra
 Home inspection reports
 Home warranty FAQs
 Sample brochures
 Local insurance agents
 Checklist of moving

8. RE/MAX Mumbai Gujarat Maharashtra
 Years experience
 Education and training
 Ability to make process smooth
 Exceptional client service
 Understanding of specific neighbourhood
and market
 Network of licensed professional
 Negotiation Skills
 Community Involvement
 Something else

9. RE/MAX Mumbai Gujarat Maharashtra
- Referred by friend, neighbor or relative
- Used agent previously
- Internet
- Saw contact information on signs
- Visited open house
- Referral by another agent
- Referral from employer or relocation expert
- Walked into or called office
- Personal contact by agent
- Newspaper or yellow pages

10. RE/MAX Mumbai Gujarat Maharashtra
 Prospecting: short term, tactical, you seek
customers
 Marketing: Long – term, strategic, customers
seek you

11. RE/MAX Mumbai Gujarat Maharashtra
- Personal Promotion
- Differentiate yourself from competition
- Positioning
- Spaced Repetition
- Control Perception

12. RE/MAX Mumbai Gujarat Maharashtra
 Select your target market
 Select your method of contact
 Give your prospect something of value
 Follow up consistently

13. RE/MAX Mumbai Gujarat Maharashtra
 Sphere of Influence
 Foreclosed Properties
 Builders and new Construction
 Vacant Land Parcels
 Investment Property Owners
 Geographic Groups
 Demographic Groups
 Third Party Relocation Companies
 Personnel Departments
 Lawyer Referrals

14. RE/MAX Mumbai Gujarat Maharashtra
 Historic Homes
 Green Homes
 Luxury Homes
 Senior Citizen Homes
 Second Homes
 Farmhouses
 Penthouses
 Villas/Bungalows
 Special Location Homes

15. RE/MAX Mumbai Gujarat Maharashtra
 Office buildings
 Retail properties
 Industrial/warehouse properties
 Hospitality properties
 Redevelopment opportunities
 Business brokerage

16. RE/MAX Mumbai Gujarat Maharashtra
 Door Knocking
 Workshops and Seminars
 Client Gathering or Client Parties
 Intentional Indirect meetings
 Booths at event and trade shows
 Phone Contact
 Mailers(base-repeated-content)

17. RE/MAX Mumbai Gujarat Maharashtra
 Emotional Response
 Recipe Cards /Humor Cards/Character
Cards
 Testimonials and Evidences of Success
 Newsletters
 E-mail
 Special Delivery

18. RE/MAX Mumbai Gujarat Maharashtra
 Signs/banners on car
 Radio
 Television Advertising
 Newspaper Advertising
 Homes Advertising
 Magazine Advertising
 Billboard Advertising
 Shopping Cart
 Yellow Page

19. RE/MAX Mumbai Gujarat Maharashtra
 Moving Van
 Park Bench Ads
 Internet Banners
 Website Links
 Local Sport team

20. RE/MAX Mumbai Gujarat Maharashtra
 Attraction Techniques
 Newsworthy Marketing
 Free Reports
 Free Reports on Internet
 Market Evaluations
 Automatic listing Updates

21. RE/MAX Mumbai Gujarat Maharashtra
 Niche Market USP
 Unique Services USP
 Service or Performance Guarantee
 Comparison Marketing
 USP Viral Marketing
 New Listing Video
 New Purchase Video

22. RE/MAX Mumbai Gujarat Maharashtra
 Client Databases
- Prospective Buyers
- Prospective Sellers
- Sphere of Influence
- Past Client – Buyers
 Attempting to stay in touch

23. RE/MAX Mumbai Gujarat Maharashtra
 Drip Systems
 Newsletter
 E-Newsletters
 Testimonial Letter
 Evidence of success
 Mixing and Matching
 Integrating online-offline activities
 Humor
 Promotional Items

24. RE/MAX Mumbai Gujarat Maharashtra
 100 people
 Contact details
 Initial Letter
 Follow up letter – ‘Properties for Sale’
 Follow up letter – ‘Recently sold’
 Ongoing event mailers

25. RE/MAX Mumbai Gujarat Maharashtra
 Cold Calling
 Voice Mail and Answering machines
 Door Knocking
 Database Building
 Vacant Lot Owners
 Expired Listing
 FSBO

26. RE/MAX Mumbai Gujarat Maharashtra
 Farming for business
 Geographical farming
 Events and Sponsorships
 Office Complexes
 Corporate Farming
 Relocation
 Networking

27. RE/MAX Mumbai Gujarat Maharashtra
Product
Price
Promotion
Place
Packaging
Positioning
People

28. RE/MAX Mumbai Gujarat Maharashtra
 Compare the product with comparable
offerings in the market place on a time
to time basis
 Provide comparative market analysis
report to determine the correct product
pricing on a quarterly basis
 Features, amenities, project strengths
and weaknesses on a quarterly basis

29. RE/MAX Mumbai Gujarat Maharashtra
 Compare the price of the product to
available products in the nearby market
 Price it as per the needs of the finance of
the builder and try to bring maximum
profitability for the builder
 Correct mix of investor : end-user to
ensure project gets accepted well

30. RE/MAX Mumbai Gujarat Maharashtra
Above the Line promotion
 Local channel operators
 Local radio
 Out of home
 Magazines / Local supplements
 Nearby cinema
 Hoardings

31. RE/MAX Mumbai Gujarat Maharashtra
Below the line Promotion
 Direct mail
 Sales Promotions
 Flyers
 Point of sale booth at various places like
malls, stations, offices
 Telemarketing
 Brochures

32. RE/MAX Mumbai Gujarat Maharashtra
 Separate website
 Specific promotion through Google
Adword
 Social Media Promotion
 Listing on key portals
 Managed Promotion on portals
 Search engine optimization

33. RE/MAX Mumbai Gujarat Maharashtra
 Key Milestones of project:
- Pre-launch, Bhoomipujan, launch, 25%-
50% and 75% of project completion
 Festival based selling:
- Akshaya Tritaya, Diwali, Christmas/New
year
 Education based selling
- Broker / End-user meets
 CSR Events
- Blood donation drive at project

34. RE/MAX Mumbai Gujarat Maharashtra
 Ensuring participation in key exhibitions
at national and international level to sell
the product
 Display and information in key targeted
corporate in and around the area
 Local : MCHI, Times Property Show
- DNA Property
 International : RE/MAX shows around the
world

35. RE/MAX Mumbai Gujarat Maharashtra
 Ensure top-in-class coordination for
designing in
- Brochures
- Videos
- Virtual Tours
- Commercial
- Advertising

36. RE/MAX Mumbai Gujarat Maharashtra
 Position it to sell
 Ensure that genuine buyers are able to
consider the product
 Build a brand so customers perceive us
positively and position it as a customer-
centric group
 Helping define a position in the market
and working towards achieving
excellence in the same

37. RE/MAX Mumbai Gujarat Maharashtra
 Well qualified trained agents / staff to
market the project
 Local association promotion
 Creating an agent centric attitude to
ensure more people are working on the
field towards your project to sell it faster

38. RE/MAX Mumbai Gujarat Maharashtra
 Tieups with major housing finance
companies
 Ensure local key influencers are updated
and apprised on regular basis
 Community Involvement through raising
of issues of local concern and
participation

39. RE/MAX Mumbai Gujarat Maharashtra