Use this Realtor event marketing plan to maximize the contacts to an agent database leading up to a successful real estate agent client appreciation event.
There are many misconceptions about Realtor events and the Realtor event marketing that is done around these events. Before we dive in, let’s break it down to the basics so that you can reframe the way you think about Realtor events.
I couldn’t care less about the event itself. It is natural to get excited about the prospect of hosting an event. But the problem is that many Realtors get carried away. All of a sudden, they are event planners.
Now let’s discuss what Realtor event marketing IS all about.
VIDEO: Realtor Event Marketing Plan
Real event marketing: it’s all about the CONTACTS
It’s not about the event itself. It’s about the contacts around the event.
I know, I know. You might be rolling your eyes right now. Most Realtors hate making contacts. It’s their least favorite part of the client event process. But hear me out.
The reason events have become so popular in recent years is because they create a very positive purpose to make contacts.
Contacts are the name of the game in real estate. The more contacts you make with your sphere of influence (SOI), the more your business will grow. However, when you make contacts and you’re always asking for business, it feels kind of icky. That’s why Realtors hate doing it. No one wants to be that salesman that is always asking for business.
Because of that, Realtor events provide a reason for reaching out to your SOI. Suddenly, you have a fun conversation to initiate. Your phone call isn’t asking each person if they are thinking about buying or selling. Now, it’s about your Photos with Santa event next month.
Realtor events provide a reason for reaching out to your SOI. Suddenly, you have a fun conversation to initiate. Your phone call isn’t asking each person if they are thinking about buying or selling.
Brian Icenhower
Adding value & coming from contribution in your Realtor event marketing
Remember, the point of hosting an event is to provide some sort of value. This is what really separates you from your fellow Realtors who spend all their marketing efforts putting flyers under doormats with their headshot and the question, “Are you looking to buy or sell?”
This is not your father’s type of marketing. You aren’t always trying to sell something.
You are coming from contribution. This is new-age, progressive marketing. Realtor event marketing allows you to do something positive and have a positive impact and relationship with everyone you touch.
Once you establish this positive relationship with your community, and you do it over, and over, and over, you create a social obligation. Suddenly, it would almost be rude for them to choose a different Realtor over you. You’ve taken their holiday card photo for the past 4 years, after all.
Lure them in by giving back, by adding value, and by coming from contribution.
This is the whole idea.
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Realtor Events
ONLINE COURSESYou're not an event planner (and, we don't want you to be.) You'll learn through this course that hosting the most perfect event is not the goal. It's all about the CONTACTS and using your real estate event as an excuse to gain mindshare.
Designed for all learning types
Video Training
In-depth professional video training on every module, presented by the author, Brian Icenhower.
Written Modules
Detailed and downloadable written modules with detailed graphics, scripts, spreadsheets, forms, and so much more.
Audio Book
Since real estate agents are always on the move, your training must be too. This course provides a professional downloadable audiobook.
Course curriculum
Enrollment includes access to the following course materials for 2 years
Module 1: Realtor Event Contact Plan- VIDEO: Realtor Event Contact Plan
- AUDIO: Realtor Event Contact Plan
- WORKBOOK: Realtor Event Contact Plan
- Client Event Contact Plan
- VIDEO: Realtor Event Target Market
- AUDIO: Realtor Event Target Market
- WORKBOOK: Realtor Event Target Market
- Script: During Client Appreciation Event #1
- Script: During Client Appreciation Event #2
- VIDEO: Eliminate Realtor Event Costs
- WORKBOOK: Eliminate Realtor Event Costs
- AUDIO: Eliminate Realtor Event Costs
- VIDEO: Community Events for Realtors
- WORKBOOK: Community Events for Realtors
- Community Event Ideas
- AUDIO: Community Events for Realtors
- VIDEO: Popular Realtor Event Ideas
- WORKBOOK: Popular Realtor Event Ideas
- Client Events Packet
- AUDIO: Popular Realtor Event Ideas
About this course
- $99.00
- 23 lessons
- 1 hour of video content
Immediate Takeaways
Here is what you can expect to gain from taking this online course.
- Download, customize, and use our comprehensive Realtor event marketing plan to maximize the contacts to an agent database leading up to a successful real estate agent client appreciation event.
- Use our proven Realtor event contact plan designed to maximize contacts and generate a large real estate agent event turnout.
- Learn high-level real estate event plan strategies for conducting Realtor events that eliminate or minimize event costs for real estate agents.
- Use our creative ideas for community events for real estate agents looking to give back to their local communities by coming from contribution.
- Gain access to our Real Estate Event Guide PDF with the most complete list of real estate agent event ideas ever assembled!
Certification & Designation Upon Completion
In this ICC online course, you will receive an official designation of "Certified Event Specialist" or CES upon completion, as well as a downloadable (and printable) Certificate of Completion. Add your designation seal, as well as your designation letters, to your email signature to bolster your reputation and show off your expertise to clients and colleagues alike.
Reviews
"I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations."
I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations.
Jake Rockwell
Over 500 Units Sold Annually
I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income.
Dennis Adelpour
Luxury Agent - West Los Angeles
When we started coaching with ICC we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends.
Tammi Humphrey
#1 Market Share & 100 Million in Annual Sales Volume
InstructorBrian Icenhower.
I created this Realtor Events course because there is simply no other training out their like this specifically for real estate agents.
This course is a no-nonsence guide to hosting high quality client appreciation events. You'll learn why cost shouldn't be an obstacle. And, you'll also learn the most valuable piece of hosting a client event. (Hint: it's not the event itself!)
Stop trying to become an event planner. Focus on coming from contribution and giving back.
At ICC, we have developed the resources you need to systematize your client event planning process. We've taken the guesswork out of it, and by following our systems, you'll ensure that you're getting the most out of your event (and spend the least amount of time doing the activities that don't matter.)
Are you "winging it"?
Do you have a client event strategy?If your answer is "no," or you aren't sure, then you're in the right place. Up your game and learn how to host 4-6 high quality client events each year by learning the scripts, strategies, and systems that have been proven to work. Add to CartRealtor Events
More about this real estate training course
Talk to a coach
If you've been considering hiring a coach, now's the time. Book a FREE coaching consultation session with your purchase of this course! Book Your Call
Stay first of mind with your Realtor event marketing plan
By staying first of mind, you are showing everyone that you want their business. You are putting out effort to be on their mind. You are coming at them again and again with value. And, you are showing your consistency and your involvement in the community.
Nobody wants to work with a “part-timer.” Everyone wants to work with a Realtor who wants to work for their business. When you show up, again and again, offering items of value, potential clients notice. You start to stand out from your competition in a big way.
Contact plan example
The example Realtor event marketing contact plan that we provide our clients here at ICC spans 12 weeks. (You can download this plan here.) As you read though each week’s tasks, you can see all the reasons you will have to reach out and make contact with your people.
As a rule of thumb, if you don’t have at least 2 months to market your event, don’t hold the event. It won’t be worth it because you won’t have enough time to make enough touches. You need to plan. You need to have a system.
If you don’t have at least 2 months to market your event, don’t hold the event. It won’t be worth it because you won’t have enough time to make enough touches.
Brian Icenhower
Diversify your contacts within your Realtor event marketing
If you look at our contact plan example, you’ll notice that we aren’t telling you to do the same thing over and over and over. That’s a great way to get your calls blocked and your emails marked as spam.
It is absolutely key to diversify your contacts, for two reasons.
- It is less annoying to receive a variety of messages on a variety of channels
- Some people prefer one contact method over another
For example, I’m an email person. I am much more likely to open your email (and respond) than a Facebook direct message. Everyone has their preferences.
Everywhere they look they should see you. Everywhere they look they should see marketing for your upcoming event.
Boy, this makes you look so professional! The recipients start to think, wow, this Realtor must be successful. They start to remember your name, and when they do, they think about how hard you must work and how busy you must be to market so successfully.
By the time you’re done with this contact plan, you’ve made 15 diversified contacts for every single member of your SOI database.
It is amazing to me how powerful that can be.
Everyone is going to love you.
Why use a contact plan for your Realtor event marketing?
If you don’t have an event contact plan that you are following, you will only make two or three contacts. It takes all of the value out of holding an event. You will simply become a party planner, which will not benefit your real estate business.
Don’t run your events on the fly. Use a system. It’s all about the contacts. You should, at a minimum, have 10 contacts leading up to your event. If you don’t, you may as well cancel the event.
Take our online course on Realtor Events
Be sure to take our Realtor Events online course for training on your Realtor event marketing and contact plan, and so much more! You’ll also have access to all of our Realtor event resources, like the contact plan we reference in this video/blog.
