I was recently approached to develop a marketing strategy to utilize our recent accolade as the #1 mover in the country. However, this is the tenth year in which we have received this rating so our current target list has ‘heard it all before’ with little or no action on their part. We have narrowed down our target audience to focus on individuals and families selling ‘prime’ real estate $1M upwards. How can I approach this audience and the Realtors and brokers linked to these individuals? My research indicates that this group is extremely wary of providing referrals to their clients with the possibility of disaster move resulting.

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How about teaming up with Realtors and offer them a way to take care of the buyer/seller: moving is included in the price of the move, and the move is 100% guaranteed.

If you’re as good as you say, then roll in the cost of (a third-party) mover’s insurance.

People are generally wary of people they don’t trust. To build trust, you need testimonials, independent testing (do you get data after the move to find their level of satisfaction and measure it against the amount you moved?), and extraordinary stories (very tricky things to move, expensive, fragile, high-profile people, etc.).