Targeting high end realtors
Inspired by previous threads and a wish to expand my business to going full time I will try and target High End realtors in Denmark. Meaning realtors selling properties of 1mil USD and more.
The problem in Denmark is that the realtor market is dominated by a dusin chains, and they are very hard to get in contact with. Also these chains sell both the cheap and the expensive properties, so there are not that many realtors to target.
On the positive side, no one really use Tourweaver or similar solutions. They just use stand alone panoramas, and often thay are not very good. There is 1 of the major suppliers of online presentations to realtors that use Tourweaver. (see it at www.acplan.dk - click on the red link "EKSEMPEL ....." My advantage is that I make better panoramas then they do.
I would like your suggestions on how to reach the realtors. I have tried by calling a couple of them, sending different materials and examples and so on, but they are used to be contacted by other providers so it does not lead to anything.
I am now considering to call some of them and offer them to make a virtual tour of one of their listings for free. What do you think of this procedure?? It would be a waste of time if it does not lead to anything, and I will properly have to make serveral tours to serveral realtors, so is it worth taking the chance??
If I do this, should I just make a simple tour with regular panoramas, so the realtor can see the different features as a floorplan with compass, thumbnails, scene describtion, and then explain all of the other possibilities like including full screen panoramas, links to pdf files, customized buttons and so on, or should I let it all go and design the tour with all possible features, a layout matching their existing designlines, making a copy of the tour optimized for a cd and so on.??
If I do the latter, I am just afraid that I will do a lot of work with out getting anything out of it, and I currently have a very low income so it is very important for me to focus on paying jobs. Or should I offer them a reduced price??
What are your experiences??
I know that some of the arguments they will have are.
- We are doing very good with our current way of displaying the properties. It is sellers market so it is no problem finding buyers.
- We don't want to use virtual tours, we want the customer to see the house in person. This way it is easier to sell
- Our clients do not want the inside of their house exposed on line.
- There is no money in our budgets for this. (I will have to charge a price that is much much higher then my competitors)
- It is a "nice to have" feature but not a "need to have" feature
- We already have someone doing our online presentations.
What kind of arguments do you run in to??
What is your experience regaring pricing? Should I focus on not being to expensive, or should I focus on delivering a product that blow away my competitors, and then charge a rediciously high price compared to my competitors, hoping that the can realise that it is also much more valuable then their current way of selling??
All of your comments are much appreciated.
- a newbie trying to improve
- a newbie trying to improve