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What to Do When Meeting Potential Real Estate Photography Clients Face to Face?

April 2nd, 2017

Last week I had a discussion with Brad in Idaho. Brad said:

I love the e-books you’ve written; they have been very helpful. Do you have any updated stats regarding using Real Estate Photography? Also, do you know of any example introduction letters to Realtors? I am trying to write an introduction letter and would love to see examples and add some current stats.

Brad’s question is basically what to do when you meet a new potential client face to face like at an open house or at their office. I believe there are several goals for encounters like this:

  1. Make a positive personal impression. That is, come across as positive, confident and reliable. There is a great article/video about Barbara Corcoran’s in Business Insider about how to make a good first impression.
  2. Be prepared to persuasively explain the benefits of professional real estate photography. Some Realtors need this explanation and some don’t. The first page of my condensed Realtors Photo Guide explains the two primary arguments for professional real estate photography: Selling homes for more and getting more listings. You need to refine this into an elevator pitch that you can do in whatever time is available.
  3. Leave the potential client with your contact/website info and an impactful example of your work. I think a great form to do this in is a large (8.5″x5.5″) double sided glossy postcard. It’s like a business card on steroids. You can have your best shot on the front and a condensed form of the benefits of real estate photography on the back along with your contact info and your photo.

My response to Brad’s specific requests:

More recent statistics: I’ve not seen more recent statistics on professional real estate benefits since the ones in the condensed Realtors Photo Guide (2010 and 2013). My take on why is that we are way beyond needing more statistics. In 2017, you have to be living under a rock to not understand that photos and video are at the center of selling real estate.

An example of a Realtor introduction letter: Forget it! An introduction letter it too formal. If you are meeting the Realtor face to face, #1 above is far better than an introduction letter. If you are not meeting with the Realtor, #3 above or your website should do the job.

 

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2 Responses to “What to Do When Meeting Potential Real Estate Photography Clients Face to Face?”

  • I agree with Larry in every way. I have a hard time getting my good clients to answer an email and I know while they would not be reading a letter on their cell phone neither would they read it period. They would set it aside for when they have some time which they never do; it would be buried.

    I would suggest that when you meet then ask for a convenient time to call them or to drop by their office and make you larger pitch in person. That establishes a personal connection and they can see if there is any chemistry. Doesn’t matter how great your photography is, if you don’t have that chemistry, it might get one job but probably not more.

    The postcard is a great idea but frankly all the work I have ever received in this field is from a personal, face to face contact or people have seen my work and want it for themselves. Or from a presentation at one of the monthly agents morning meetings especially if I also go along on the caravan.

  • As a former realtor I can give you this advice:
    1 Collect all the emails from your local agencies and use emails instead of letters that will go in the trash. I send an email several times a month as I add services. You can also leave an oversized postcard at the front desk. Anything else is a waste of money.
    I picked up a b/w trifold from a company that was poorly designed and had no photographs. Avoid that.
    2 Call each office and ask to make a presentation at their office meetings (then knock their socks off) If you are comfortable going to an office and talking individual agents….call the office first and ask for permission first

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