Six tips from Denver-based Realtor and Spanish-language radio-show host Alfredo Salcedo, who lands about a third of his clients through two weekly call-in shows.
1. Make connections.
Salcedo secured regular spots on two local radio stations because of personal relationships he had with people at the stations. Getting a spot usually depends on availability, but connections can make a difference when competition is tight.
2. Be a continual learner.
“It is very important to stay up-to-date on everything related to real estate,” Salcedo says. When people look to you as the expert, you need to be able to deliver the goods.
3. Broaden your experience.
The more you’ve done in the real estate world, the better equipped you are to help a wide range of callers, Salcedo says. “I differentiate myself from the competition because of my first-hand experiences. I am a buyer, seller, landlord, developer, investor, remodeler and a Realtor every single day,” he explains. “I use all of my business experience to provide value to my clients no matter their requirements.”
4. Use layman’s terms.
“Understand that many listeners aren’t familiar with real estate, so it’s important to keep it simple,” Salcedo says.
5. Tell it like it is.
No need to sugar-coat your answers – callers will appreciate straight talk. “I think it’s important to be honest and transparent to generate confidence in the listener,” Salcedo says.
6. Be patient.
Don’t give up if you don’t see fruit right away. “It takes about six months to create an audience and start generating good leads,” Salcedo says.