Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents
Ep. 95: Mari Sennott on Second Home Market Tips and Marketing Strategies
How do you get cold leads in your vacation market?
If you’re living in a vacation paradise, you may have multiple strategies on how you reach those second home buyers! You know who I’m talking about...those people who want to turn their vacation life into their real life.
You’ve become acquainted with your feeder markets, you’ve learned what kinds of people come to your market on vacation, and what they are looking for!
Relationships have brought in referrals, and you’ve dug deep into your community, but how are you going to creatively bring in those cold leads, especially leads from outside the area?
Thinking a little “outside the box” can help bring them in, and bring you those new relationships that will result in sales!
This week on the podcast, I’m talking to Mari Sennott. She lives in Cape Cod, and has been in real estate for more than 20 years! Mari has gotten very creative with how she’s bringing in new leads, and I’m excited for you to get some fresh ideas and strategies from her.
Highlights of this episode:
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Tom introduces Mari, and how she got into the real estate business.
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Mari credits being a “people-oriented” person as her secret to success, and her skills connecting with people have led to countless referrals.
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Keep connected with former clients: Mari holds “client appreciation parties” for them! This helps make it easy to stay in touch.
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“Any CRM is great if you use it” - make sure you are using the systems that you have!
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Mari invites people to open houses, and has a partnership with a local ice cream truck! She pays the ice cream man for all the ice cream that visitors get, and often pays even MORE than the amount of ice cream that clients have eaten.
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These relatively inexpensive things have a big impact.
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Know when to do open houses, and when NOT to do them - avoid major sporting events or major local events.
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Marketing online can take time - some of the platforms, such as LinkedIn, take a longer time to gain traction.
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If you have to focus on ONE social media platform, Mari recommends Instagram, hands down!
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Don’t forget old-fashioned print ads: Mari still runs print ads in the local newspaper, and often gets calls from out of town guests who picked up a paper to get some “local flavor.”
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Mari uses video to connect with people, and builds relationships through that.
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Use all resources available to you: Mari is a premier agent on Zillow.
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Another option for ads is at the local movie theater: you can get your ad up in the queue in front of a captive audience, and Mari gets calls from her theater ads!
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Coaching is one of the most important investments Mari has ever made! It helped her get out of her comfort zone in her business.
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Coaching helped Mari focus her time and energy, and see results.
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Mari estimates she has at least ten spokes on her money wheel (don’t know what a money wheel is? Go listen to episode 79 of the podcast!)
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When working with an out of town client, Mari does a lot of preparation work! She does a Zoom meeting with them in advance to get to know what they are looking for, and help determine the best marketing plan for helping them.
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Mari’s advice for a brand new agent would be to get a mentor; get some help. After that, she says to know your market, and know your statistics.
Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.
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As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.
See you next time!
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