12/16/2014

Generate More Listings & Sell More Boats

By Matt Sellhorst, Marine Marketing Strategies

As a broker, where do most of your leads come from? Maybe Boat Trader? Referrals? Your website?

There is a little known strategy that’s virtually free in today’s high tech world that pours fuel on the fire to those listed above. And gives you more opportunity to put money in the bank each and every month.

What source am I talking about?

Online video! And, before you say, “that won’t work in my market,” or, “I’m no Francis Ford Coppola” - - just hear me out.

FACT: Over 90% of boat buyers are going online to research during their buying process. 

FACT: By 2017 (only 2 short years away), 74% of all internet consumption will be video based according to recent research.

FACT: Those using video the right way in today’s boat selling world are killing it in their market.

Let me share my numbers with you. In 2013, I generated 193,663 video views and 387,504 minutes of boat presentations on my YouTube Channel devoted exclusively to boating.

In 2014, that jumped to 220,919 (YTD 11/1/14) and 492,649 minutes watched. In 11 months, that’s 342 days (24 hour days) of people interested in boating watching videos of me presenting actual boats I have for sale.

Can you see the opportunity?

Just like everything, there is a right and wrong way to do it. Let me share a few insider secrets with you that will not only get you more potential prospects, but also more phone calls on the boats you have available (plus, there is a side benefit that will help you get more listings.)

Inside Secret #1: You only need a smart phone, YouTube channel account and a boat to sell. There is no expensive equipment needed. No expensive video editing software. No lighting kit or microphone setup. Just you, your smart phone and a boat. 

Inside Secret #2: Just be yourself and give a complete, honest and thorough review of the vessel you are presenting. By being authentic and honest you will build serious credibility with your potential prospects. In my experience, I’ve found that your future buyers will watch 5, 10, even 50 of your videos during their research stage. So, when they are ready to buy, you already have a relationship built and they already know, like and trust you. It’s amazing how much easier and more fun these clients are to work with through the entire transaction (and tend to be great referral sources.)

Insider Secret #3: Create a quick intro and outro that brands and sells you and your services. I call this a donut because the middle is left open for the actual video boat walk-around. This is a huge time saver and delivers a personal and perfect sales pitch to the hundreds of thousands of boat buyers who are watching them. (keep reading to find out how you can get a free training session on online video marketing)

Insider Secret #4: Maximizing video views requires a simple 3-step approach. First, title your video based on how your best prospects would search for that type or style of boat on Google. Then, list the boat on all of your listing sites (your website, Boat Trader, IBoats, Yacht World, etc). Finally, email the video to your current database of clients for even more exposure to the perfect target audience.

Insider Secret #5: Invest just 27 minutes a week to this virtually free online video strategy for the next year and watch your sales sky rocket. And, be sure to promote your use of video with listings. They will see the value and you will likely be the only one in your market area using it, which will make you the obvious choice to help with their sale.

If you are interested in learning more about how you can sell more boats and get more listings in only 27 minutes a week, I have set up a free training program for YBAA members. Just visit www.SuccessfulYachtBrokers.com right now for instant access to this 3-part video training series.

Matt Sellhorst is author of Marine Marketing Strategies and is a speaker at industry events such as Marine Retail University, Marine Dealer Conference and Expo and has been featured in Boating Industry Magazine, Soundings Trade Only and honored in the ‘Movers and Shakers’ edition of Boating Industry in the ‘Bold Moves’ category. Sellhorst was a top producer at Hall Marine and won several awards as Top Broker as well. For more information, visit www.MattSellhorst.com for more information and to request his report; “How to Sell More Boats” available free fo