April 20 2021
"He who controls the listings, controls the market." Tom Ferry speaks the truth. So as temperatures warm and markets heat up, let's make sure you're setting the right strategy. Here's how to generate seller leads, win more listings, and control more market share.
The most successful agents dedicate time and resources to three main things:
Generating seller leads online requires an effective digital strategy. It's all about using technology to target efficiently, capture information, and continue to follow-up and provide value to your seller prospects.
To help you get an instant game plan, here's a free template for a 10-week, 11-touch seller lead follow-up plan. Remember throughout the follow-up process, the fundamentals are still your friends:
Even if they are a ways out from selling their home, or unresponsive, it's certainly worth keeping them involved in your digital marketing efforts. That way, when the time does come when they're ready for help, you'll be the person they turn to. With the right technology, and automated processes, nurturing seller leads can be a breeze.
Listen and Learn About Your Prospect
The goal is to be chosen as their listing agent. The strategy is to figure out what your customer's needs, wants, issues, and challenges are, and show how you can deliver.
Ask the necessary pre-qualifying questions to start:
Come Prepared Like an Expert
Come ready with comps for the last 30-90 days. But also show your expertise and neighborhood know-how by actually walking them through the properties. Go through photos and virtual tours to show the details, what was compelling to buyers, etc.
Show-off your database and tech-savvy
Leverage your software platform to show how easy you could make the process for them.
Give them examples of how many buyers you can reach immediately looking for homes just like theirs.
Mock up a listing ad to showcase their property through social media marketing, and explain how you can create dynamic ads to re-target folks who might have left your site, but have shown real interest in the property.
Highlight how you can keep their property top-of-mind to the right buyers.
You can create a case study on how the last house listed with you sold. Maybe it was above asking, or sold quickly, or even give a great example of your standard of service. Include numbers and examples of past ad campaigns.
Creating digital campaigns that showcase your listings is one of the most effective marketing tools to leverage. Your target audience is online. They're on Facebook and Instagram, and it's crucial to deliver your message where they're putting their attention.
Social media marketing, building campaigns, setting budgets, meta descriptions and title tags can throw you for a loop if you're not experienced. Leverage digital marketers to help create and manage your campaigns effectively, or a software platform that takes the heavy-lifting off your plate.
Marketing Central, BoomTown's self-serve advertising portal, is incredibly user-friendly. In seconds you can create campaigns that generate more leads, re-engage leads, and promote listings.
Do you have everything you need to take the selling season by storm?
To view the original article, visit the BoomTown blog.