Website! thetickershow.com Subscribe! http Twitter! twitter.com twitter.com We are constantly on a quest to find new customers and increase our sales volume. Whether you’re a real estate agent, lender or title rep, the pressure to keep producing can be tremendous. However, if you’re expecting to increase your market share without understanding who you customer is, all you’re doing is spinning your wheels. Let’s do some basic market research, and see if we can’t isolate that target market. Define Your Database It can’t get more basic that evaluating your current and past client database. What we’re looking for here is trends and commonalities between all these clients. A recent Gallup Global Management study found it costs five times as much to win over a new client than it does to serve an existing one. If you’ve run your business based off referrals for any time, you know that statement to be true. So, instead of always chasing after that new client, take the time to define your existing clients. With this knowledge you can isolate certain characteristics you work best with. During this process you’re going to want to break down the data into as many fields as you can: Age Gender Marital Status Location Personality Values The list can be endless. This type of information can help you understand motivations and help you build better marketing materials, videos and blog posts. Where Is Your Competition Focusing The next phase of research is going to revolve around your …
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