As real estate agents, we all know that trust and reputation are essential to success. But what if your perception in the community could create success on its own?

In the book Ninja Selling, Larry Kendall shares a fascinating example from the advertising firm Hobbs and Herder that reveals the surprising power of perception.

The example is about an experiment they conducted that illustrates just how powerful real estate marketing can be. It highlights a crucial takeaway for every real estate agent: perception is reality.

Hobbs and Herder developed a full-scale direct mail marketing campaign around a fictional agent. They designed professional ads, distributed print materials, and presented this non-existent agent as a prominent figure in the real estate industry.

The results were astounding. Post-campaign, people in the community were interviewed and asked who the leading agent was in their area. They responded that the fictional agent was the expert.

They believed in this agent’s success and even began recommending them to others despite their nonexistent presence in the real world.

Consistent, high-quality marketing crafted a powerful perception of success that influenced people’s beliefs and decisions.

This experiment underscores a critical truth: effective marketing can elevate your professional image and attract clients, establishing you as a top agent in your area.

Every postcard, social media post, and advertisement reinforces your brand, making you visible to potential clients. These clients, in turn, start to associate you with success and trust. By consistently marketing yourself with professional materials, you don’t just advertise homes; you cultivate a reputation.

Building a lasting impression doesn’t happen overnight, but with the right strategy and focus, you can become the trusted agent people know and recommend.

With strategic marketing, you’re not just selling homes—you’re selling your expertise, trustworthiness, and professionalism.

Ready to shift the perception of your business? Our real estate marketing solutions can help make you the agent everyone remembers.

Watch our video that portrays the Hobbs and Herder experiment below

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PLUS: When you have time…below are some marketing tools to help support your success.

1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine

Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here

 

2. The Free 6-Month Done-For-You Strategic Marketing Plan

The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here

3. The Free Interactive 6-Month Real Estate Business Review

The Free Interactive 6-Month Real Estate Business Review allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your goals.   – Click Here