Atlanta Building News-September 2008 - (Page 11)

F E AT U R E Building Quality Traffic in a Challenging Market By Christine Cunningham Are the current efforts put forth to draw traffic not creating the traffic you desire? Are the processes and practices routinely followed to bring quality traffic not working? Are you saying to yourself, “Where have all the Realtors with buyers gone?” Have you discounted to the last dollar and still no interest? Are you asking yourself, “What am I to do?” Congratulations! You are now on the road to recovery since you realize that it is up to you! There is something you can do, and the process has two parts: attitude then action. BEGIN WITH ATTITUDE ✔ ✔ Your personal energy must be moving in a positive direction to communicate most effectively and yield the desired results. Consider these: ✔ Don’t quit. Do not give up on yourself, your builder or your community. Reaffirm to yourself ✔ that you have the best product in the best area at the best price. If you do not believe this in its entirety, you must get the information you need to make this true – or you will not be able to sell it. Don’t look for someone to blame. This only draws a negative feeling that you will pass on to your customers, teammates and industry partners. Your customers must always receive a positive and enthusiastic message from you, both verbally and visually at all times. Do speak with confidence. Confidence increases comfort with your prospects and Realtors and will assist them in making the decision to buy from you. Do maintain a positive attitude at all times. This will fuel the energy you need to do what is necessary daily. When you speak and think positively, you will be rewarded with positive results, and you will draw more attention to yourself. People like to be around other people who are positive and wear a smile. Next, get up and get out to find and draw in the quality traffic you need to make the sales you desire. When the going gets tough, the tough get going! CREATE YOUR ACTION PLAN TO DRAW QUALITY TRAFFIC 2008 SMC Sponsors GRAND The Atlanta JournalConstitution GOLD Colonial Bank NEW HOME GUIDE SunTrust SILVER AtlantaNewHomesDirectory. com Coldwell Banker Builder Developer Services Coldwell Banker Residential Brokerage Coldwell Banker The Condo Store COMMUNITIES Magazine Flammer Relations Opteum Financial Prudential Georgia New Homes Division Prudential Georgia Realty The Real Estate Book BRONZE Guaranty Mortgage Jenny Pruitt Morris & Raper Realtors Naylor, LLC O’Kelly and Sorohan Attorneys at Law FRIENDS Atlanta Gas Light Construction Resources DuPont Tyvek Georgia Power Comcast Atlanta Homes on Demand First Horizon Home Loans Five Star Mortgage Sharp Residential Williams Scotsman, Inc. It’s important to know that there are four areas from which to draw traffic: 1. Realtors – Defined as buyers’ agents who are actually working with people. How do you find them and keep yourself up front and center each day? 2. Target Market Area – That area, apartment complex, business center or lifestyle location that has the demographic buyer types that would be interested in what you have to offer. 3. Company Advertising Efforts – Signage, Internet advertising and media, community visuals and collaterals used to acquire and promote interest, which drives the consumer to your location. 4. Referrals – Individuals who have experienced your home or service, who like you and your homes well enough to tell a friend, neighbor or peer to visit, as well as past home buyers who would pass on recommendations to visit and purchase. Each of these areas should be worked daily, weekly and monthly. Attempting to create a plan for all four areas at once may be 11

Table of Contents for the Digital Edition of Atlanta Building News-September 2008

Atlanta Building News-September 2008
Letter from the President
Classes and Events Calendar
Building Quality Traffic in a Challenging Market
6 Low- or No-Cost Ways to Market Your Homes
Legal Corner
The Housing Institute
Earthcraft House
Homeaid Atlanta
Atlanta 50+ Housing Council
New Members
Index to Advertisers

Atlanta Building News-September 2008