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Don't turn it into a sales pitch! Keep it informational.
There should be 3 elements to class
1) A topic that deals with a specific problem your target market might deal with.
Examples first time buyers financing, home improvements that increase value of your property, building VS buying, factors to consider when buying rural properties, how to save money on taxes, maintenance and other home owner expenses. Think about problems that face your clients and then create a class that meets their needs.
2) Solutions to problems that don't include buying a house from you or listing their property with you. Remember, this is not a sales pitch, it is a class. Once you build up trust money part will naturally follow if your students believe you know what you're talking about. People do business with those they trust, you have hours to build up their in you.
3) Make class interesting and fun. Plan your class well and practice often, have friends critique you before you teach. Make it interactive.. give students plenty of time to participate in learning process. DON"T JUST LECTURE! Be energetic and cheerful no one likes a boring class. Be brief, get to point, don't meander around topic. Have a simple outline for each class printed and have lots of white space on paper so students can write notes. Don't write out everything for them, if they write it down they are more likely to remember.
Better, much better than throwing away thousands on direct mail, and you reach people who are interested in real estate, you build relationships with your students and instantly become an expert in their eyes, you get paid, you get referrals. At end of class have a little party, snacks and soda or juice and pass out your business card.
Other places to teach....entrepreneaur classes, city college, at home related expos (seminars or workshops), in your office, libraries, and SBA classes. have fun marketing!
Founder of Lasting Impressions 2 Ms Gossland has devoted her life to helping small business owners market their businesses with low cost or no cost marketing techniques. She can be contacted at www.lastingimpressions2.com or firstname.lastname@example.org