One of the most under-utilized techniques in marketing real estate is selling people on the area surrounding the property. We have all heard the term “Location, Location, Location!” People buy properties most of the time based on what a location has to offer. A lot of property listings miss out on this technique. To be sure we are taking advantage of it I recommend identifying 5 selling points unrelated to the property. This will ensure we are marketing the area in an effective way.
Water Feature
Always tie the property to the nearest body of water. It could be a lake, river, or an ocean. People love to fish and play in the water. Properties near water are easier to sell. If your property isn’t near water find the closest water feature, and discuss it. It’s not unusual for people to drive an hour to the lake, and your property will be more appealing.
Shopping
Especially if your property is in a rural area be sure to mention shopping opportunities. I want to make sure any prospective buyer knows that their needs will be met. I also want to appeal to the recreational shopper. Include the nearest big city where shopping opportunities are almost unlimited.
Recreation
We never want a prospective buyer to wonder if there is anything to do in an area where we’re selling a property. Brainstorm and use the mapping sites to list as many recreational opportunities that might help us sell the property. This is a nice time to try to interview a few neighbors around the property to get some good quotes, and ideas.
Community
It’s a good idea to mention churches and schools in the area. We may also take some time to discuss community events that are of note. Most communities will have an annual festival where they will bring in the carnival, and other attractions to celebrate some event. We want to get prospective buyers excited to be apart of the community.
History/Charm
We want our listing to be as memorable as can be. Most people won’t bid on an item on the first visit. We need to add intrigue, and charm to set our listing apart from the competition. Historical events as well, as famous people from an area can really get prospective buyers excited about to chance to own a property as we effectively do this.
Response Blocking
Response Blocking is a marketing term that means answering questions before our prospective buyer even thinks of them (mind reading). We will get better at this with experience. As we identify common questions in our listings we will make it a point to answer them in future listings. I recommend brainstorming what questions you think someone will have about your property, and try to answer them as best you can in your listing.
Bury Your Competition
Always keep a close eye on what others are doing to sell their properties. Take advantage of the good things they are doing, and be sure to avoid things you see that are poor ideas. Always be sure to think of ways to be different, and better than your competition. As your listing stands out so will the amount of bids you will secure.
