Blog Tag: home tours

Setting the price on Fusion

At our assisted care photography business we have had a flat price for our residential real estate virtual tours.  This made it easy for us in the past because each virtual tour was a combination of still and panorama images and we like having the freedom to showcase each home in its best light rather than having to pick and choose which areas to photograph and charge on a per photo or spin basis.  

Fusion — the latest virtual tour software platform from RTV, Inc., has essentially changed the way that we think about virtual tours and has presented us with so many additional bells and whistles that we had to reevaluate our virtual tour pricing options.

In the end, we decided to keep the base price of a residential virtual tour the same but offer up sell opportunities that would increase the price of the tour should the agent choose to select these add-ons.  Our base tour price of $100 for our local real estate market includes the basic virtual tour and our social ignition package.  The social ignition package includes distribution of the tour to over 40 social bookmarking sites as well as a YouTube video and Craig’s List ad.  We are offering several $25 upgrades that allow each Realtor to customize their virtual tour package.

Many of our Realtors choose to upgrade their virtual tours to include a stills package.  For an additional $25 we will guarantee 25 still images in addition to the handful we use in the tour.  When searching the MLS listings, most people search by price range and number of bedrooms and when sorting the results, they choose first to see the listings with the most pictures.  Since 25 is the maximum pictures our Realtors can upload with a listing, they want to make sure that they rank high in these searches.  Getting 25 still images can be difficult on smaller houses but we have gotten great responses from home buyers and Realtors alike.

Other add ons that are available are automated scene narration which we will include for an additional $25 with a client provided script.  This general or scene by scene narration allows the seller to showcase individual features that may not otherwise be obvious when looking at the pictures.  While scene narration provides additional information, it also captures and holds the viewer’s attention better than the typical background music that normally accompanies our tours.

With each virtual tour comes the option for flyers — both an e-brochure and downloadable graphic intensive flyers.  The flyers are included in the base price of the tour but if the Realtor wants us to customize these flyers for them, we can do so for an additional $25.  The agent has access to these features within the new tour delivery system however some of our agents aren’t comfortable doing these things themselves.

For listings that the agent really wants to attract attention to, we offer the option of a single property website.  While the virtual tour provides a 24/7 open house, the single property website goes a step further by inviting people to go directly to the website and view the virtual tour AND learn more about the listing.  Other features that are available include virtual staging, integrated video and customized hot spots.  The price for these varies depending on the size and scope of the additional feature.

We do not want to “nickel and dime” our Realtors but we do feel that allowing them to customize their tour to suit their particular needs was a better choice in our market than raising prices across the board.  We do offer an “All You Can Eat” option that features the virtual tour plus single property website, flyers, voice over with client provided script, interactive floor plan with client provided floor plan for a flat price of $200.


Traits of a Natural Born Salesman

 

In a recent Facebook post, a fellow virtual tour provider bemoaned that he needed to hire a sales and marketing team to grow his virtual tour business.  Someone quickly responded that he should call me to which my husband quickly replied that I was already booked and definitely NOT available.  I am the sales and marketing department for our successful assisted care photography business. I work with many new virtual tour providers who worry that they can’t do what we do because they aren’t good at sales.

When you think of a natural born sales man what traits and characteristics come to mind?  We all know that person who could sell anything to anybody…whether they need it or not. Your experiences with sales may color your thinking.  If you have been hounded by people trying to sell you something then the traits that come to mind may include pushy, obnoxious, distracting and someone who won’t take no for an answer.  If you know someone who is truly successful in sales you may think of things like an outgoing personality, the ability to listen and a genuine interest in others.

One of my first jobs after college was selling fax machines in Atlanta.  This was in 1989 when fax machines were the hottest new thing to hit the market and everyone wanted one because people were just realizing that they weren’t only for big businesses.  The company I worked for offered a fine product but the price was over double what Sharp was selling their products for and my product offered no additional bells or whistles.  For a comparable product, our entry level fax was $1,795 and Sharp’s was $995.  The reason I did not close many sales was because when someone asked me why they should pay nearly double for a comparable product, I had no good answer.  I had all the makings of a good salesperson but I was not selling a product at a price I believed was fair.  I was told to sell the “value of the brand” but frankly, in a side by side comparison, there was no additional value.  I originally led the company in appointments and cold calls but I failed miserably in closing sales and quickly became discouraged.  This experience led me to believe that I was not cut out for sales and I didn’t try my hand at sales again until nearly 10 years later.

I have trained hundreds of salespeople and I have seen this proven many times.  The people I thought would be the best at sales — those naturally gregarious folks who never met a stranger — often turned out to lack the discipline necessary to actually succeed in sales.  In fact, I am one of those people.  I, like many people who gravitate to sales, am a big picture thinker but am not so great when it comes to details.  Luckily my husband is a great partner in our virtual tour business.  As the virtual tour photographer, he is the creative genius behind what we do but he is also the detail guy who makes sure that those pesky details like invoicing and paying bills get done.

The secrets to the success of our virtual tour business are consistency, persistence and having a great product.  Sales is nothing but a numbers game — the more contacts and calls I make, the more sales I make.  This happens for two reasons.  One is the fact that the more people I talk to, the more likely I am to find someone who is interested in what I am selling.  But the second reason is that the more people I talk to, the more I understand my market and the perception of my product.  Each time I overcome an objection or answer a question, I am better equipped for the next time.

Persistence doesn’t mean not taking no for an answer.  Instead it means finding out if No really means No or does it possibly mean Not Yet.  I continue calling a lead until I have determined that they do not need or want my product. If I have understood all their objections and explained the benefits of my product then there is nothing wrong with taking No for an answer.

Finally, I have a virtual tour software product that I believe in and THAT is the biggest secret to our success.  Our virtual tour technology allows us to provide an excellent product at a very competitive price.  My husband is a great photographer and has created workflows that allow us to provide exceptional virtual tours at a very affordable price.  With the introduction of Fusion by RTV, Inc., we now have what I consider to be the greatest virtual tour platform on the market so all I need is the opportunity to show it to someone and the “sale” is easy.

Sales and marketing consultant Mike Sigers says it well, “There is no such thing as a natural born salesman. You become a “natural” by talking to and negotiating with thousands of people.”  In other words, sales is something you learn to do – not something you are born with.  I am definitely proof of that!


Snagging Virtual Tours Just Got Easier!

With the recent addition of the new Fusion virtual tour software platform, RTV has made the client acquisition side of our virtual tour business even easier.  Having been an RTV provider since 2004 and doing business all over the country, there has never been a lack of clients that want the virtual tour services we offer. From business owners to realtors ordering 360 home tours potential customers are everywhere you look.

Just showing examples of what the new virtual tour system offers has recently landed a high end client that owns multiple businesses…on an island in Lake Erie. Yes, the quality of our work was a factor, but it’s the virtual tour technology and support that RTV offers that made it happen. I have only created a few new Fusion virtual tours, but know that there are many more projects to come since RTV has stepped it up a few notches with the new tech and I love it!
 
I personally thank all of you at RTV who have helped make our virtual tour business the success it is today. The teamwork, attitude and helping hand is much appreciated.

Peace,

Rob Lenthe
Got Robo?
Internet and Mobile Marketing
Order a virtual tour: 702.449.2850


Wisconsin Virtual Tours – Summer 2012

Spring has sprung and summer is here. With all the great weather it has been a busy time in the real estate market. Home sales are up and so are prices, even with the promising news, 360 Image Media a premier Wisconsin Virtual Tour Company, continues to develop and implement virtual tour products to help its customers sell homes faster and for top dollar.

First I want to introduce our all-new venture with our virtual tour software partner, RTV.  360 FUSION, our all-new virtual tour experience. 360 FUSION, offers so many virtual tour features and tools, it will make your head spin. Full 360 x180 panorama capability, full motion video, lead generation, enhanced tracking reports, online syndication, and interactive gyro enabled mobile 360 tours. These are just a few of the features that will make the 360 FUSION tours the best in the Wisconsin Virtual Tour marketplace. Stay tuned to our blogs and website http://www.360imagemedia.com for a 360 FUSION sample coming soon.

Next we are ecstatic to announce our latest venture with Wisconsin Home Collection. Wisconsin Home Collection is an all-new all-Digital real estate publication for Wisconsin Homes for Sale. This amazing publication allows a niche-marketed avenue for realtors and home sellers to reach even more buyers, at a fraction of the cost for a print advertisement.

You can head over to Wisconsin Real Estate and view the current June sample issue.  So with sales and prices picking up, 360 Image Media, Wisconsin Home Collection, and Real Tour Vision are dedicated to helping our customers look amazing online.

Contact us today for your Professional Photography, Virtual Tours, and Online Advertising needs.

Robin Duran
Owner 
360 Image Media
http://www.360imagemedia.com
Order a virtual tour: 262-613-1099
sales@360imagemedia.com

Wisconsin Home Collection
http://www.wihomecollection.com
advertising@wihomecollection.com