- September 20, 2018 -
Most marketers are concerned with ROI (Return on Investment.)
Not a bad thing.
But if freedom is what you really want...
Freedom to do what you want, when you want, with whom you want.
If freedom is what drove you to start your own business...
Then ROMH (Return on Man Hours) is where you should really focus.
You know I'm all about doing as little as possible to get the biggest, baddest results.
...less (but more qualified) phone calls takin' up my time.
...less (but more qualified) staff to handle what I should not be doing.
...less software doohickies (but more robust) to automate what neither I nor my staff should be doing.
...less (in number and cost) bills to pay at the end of the month for all this awesomeness.
And hell, leveraging my staff's time is equally as important.
...otherwise it's just fudging the numbers if I'm merely taking stuff off my plate and tossing it onto theirs.
Nothing actually gained by doing that.
So how do you improve your ROMH without increasing your marketing budget or your payroll?
#1 - Play matchmaker
You do realize that your sales funnel is one big dating game, right?
Some want to speed date.
Some want to take it slow.
That's why you give them options at the top of the funnel:
...Click Here to Learn More (for those who've been burned before)
...Click to Call (for those who know exactly what they want)
...Enter Your Details to Request a Consult (for those who like to be pursued)
And then once you make a connection, learn as much about them as you can so you can hook them up with the right offer at the right time.
If you don't know exactly what they need, you can't make a mutually beneficial introduction to them. Right?
In my properties business, I don't even talk to a prospective buyer until they fill out a full profile with the types of properties they're interested in, the budget, whether they're a cash buyer or need to finance, etc.
Preferred buyers who submit a full profile are added to a Google Spreadsheet through the magic of technology (I have no idea how it works - it's just cool) and are updated on the hour...I just search for the right people when I have a new property.
I make a call. They agree to a date.
Match made in Heaven.
#2 - Sweep repeat buyers off their feet
This is where you want to leverage your time...building strong relationships with your buyers who keep coming back.
The ones you love to work with.
The ones who respect your time...
...appreciate your expertise
...don't nickel and dime you
...challenge you.
Most of my properties never even make it to the website listings because if I open them up to an unqualified set of viewers...I get unqualified inquiries.
Wastes my time driving to show properties to people who never show up or don't have the means to make an offer.
Wastes my staff's time who have to add the listings and respond to the emails and calls from all the tire kickers.
Costs me stupid money.
And costs me time to do what I want...namely, hang out on the Front Nine.
Focus on ROMH.
That's where the real ROI comes from.
Or you can just let us set up all this magic for you.
Make it a good one!
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