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Find Sellers Now! Farming for Prospects with RPR
If you know anything about real estate right now, you know that inventory is tight. In this market, you simply can't wait for sellers to come to you. You've got to go find them! And you find them by farming for prospects. Geographic farming is one of the most tried and true techniques when it comes to an agent's long term success. You need to find the right neighborhoods, crunch data to determine if they're ripe, and effectively market yourself to the homeowners in the area over a sustained period. Not sure where to start? RPR is here to map out your path to success... You build a farm—then harvest it for leads! If you're not familiar with geographical farming, here's a simplified explanation: a farm is an area, usually a neighborhood, that you identify as having great potential to market yourself to in order to find prospects and clients. RPR can help you with both. Find your farm and dig So how do you figure out if a neighborhood is worth targeting? Turnover rate is one of the most important factors to consider. Turnover is a percentage of how many homes have sold in a defined area in a year. For example, if an area has one hundred homes, and 10 are sold in a year, the turnover rate is 10%. A good rule of thumb is that your farm area must have at least a 5% turnover rate for you to invest in targeting it. Another important thing to look for when doing this research is to see if a market is dominated by one agent already. If one agent already has 25% or more of the listings in an area, you might want to look elsewhere. This agent has beaten you to it and has obviously already invested their time, resources, etc. We're not saying you can't do it or that it is impossible, but it's more difficult to establish yourself in a market that's already been fished. Or farmed, in this case. Market yourself to your farm After you've found your area and done your homework to make sure it's a fertile farm, you need to market yourself to those homeowners. You'll need to apply a mix of marketing tactics, over at least a one year period, including email, social media posts, phone calls, door knocking (post-COVID, of course), and perhaps most importantly, direct mail. RPR adds tons of value by giving REALTORS® the ability to easily create mailing labels, up to 2,000 per month. (Watch this video: Create Your Own Mailing Labels In RPR: A How-To Video for details.) Pro Tip: How to Target Specific Homeowners - This RPR Shortcut will guide you through an example of how to search for Owner Occupied homeowners that have owned the property for between 5-15 years. Try it now! Farming for prospects: one webinar that can change your entire marketing strategy We know what you're thinking, "This sounds very complicated and requires a lot of effort. And there's math?!" Okay, it will require work on your part and you will have to put in some time. (Kind of a given, right?) However, it's not as difficult as it sounds and RPR has simplified it for you. Learn more by saving your spot in this upcoming webinar, "Finding Sellers for Today and Tomorrow: Real Estate Farming is Your Key to Success." Attend this special webinar and you'll see how easy it is to start farming for prospects in RPR. We show you each step, where to click, how to use the maps to uncover data, how to determine if one agent is getting all the listings, and even how to create mailing labels for your direct mail campaigns. Finding sellers and getting listings should be the top priority for every practicing REALTOR®. Get started and farm for prospects today to have listings tomorrow. If you want to dig even deeper and sharpen your farming skills further, be sure to check out: RPR's Ultimate Guide to Geographic Farming. It goes in depth to explain every last detail to help get you up and running. Good luck, farmer! To view the original article, visit the RPR blog.
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Post-Holiday Tips for Finding Leads Before Summer Ends
July 4 weekend tends to be a peak moment for busy season in real estate. Though the holiday weekend itself isn't as bustling because so many families are on vacation, the following week sees a huge spike in activity and marks a noteworthy halfway point in busy season. Typically, inventory peaks at the end of June and the beginning of July, though continues to stay relatively strong through winter. We're currently in the midst of a highly competitive seller's market, with many agents still focused on generating leads now. There is still plenty of time left in summer to find high-intent buyers and sellers who will keep you busy in the months to come. Here are the top three ways you can attract leads before summer is over so you don't miss a beat — or a commission check — this fall. 1. Start running Google's Local Services Ads We could devote an entire article to the benefits of our Concierge program, but here we want to focus on the best way that Concierge generates high-intent leads for real estate agents: Google's Local Services Ads. In the middle of summer, you aren't looking for leads that need to be nurtured for 6-12 months. You're looking for high-intent leads, and Google's Local Service Ads deliver direct, live phone call leads that fit the bill. Our analysts found that 50% of leads are highly qualified, and one out of every 10 is a seller lead. And the leads that aren't qualified? You won't pay a dime for them — we'll screen them and add that budget back to your ad campaign, so you can keep generating quality leads. These ads work because they are prominently displayed at the very top of Google's search results page, even above both organic and paid results — perfect because consumers who are using Google to search for real estate agents or listings are already signaling they are higher intent than casual window shoppers. Besides their placement, there are two things that make Local Services Ads attractive to consumers. First, there is a frictionless click-to-call feature so high-intent buyers and sellers can contact the agent of their choice in a single tap. Second, Google offers advertisers the opportunity to apply for a Google Screened badge. This badge signals to consumers that the agent has been vetted and approved by Google. It helps boost consumer confidence in the agent and leads to more live phone calls for you, the agent. These ads are still relatively new to Google, and they are actually only available to a limited number of professions at this time. Agents who run Local Services Ads now are getting in on the ground floor, which will give them an advantage over competitors who are slower to react. Concierge can help agents get up and running more quickly, including guiding them through the vetting process to obtain the Google Screened badge. If you're ready for live phone calls from high-intent leads, get in touch with a Concierge team member today. 2. Optimize your social media ads If you are not actively advertising on Facebook and Instagram, it's time to start. If you are, keep going! No matter which bucket you fall into, use these two top tips to quickly optimize your summer ads for lead generation: Be strategic in who you target by creating a custom audience for your digital ads. Your custom audience list could be your sphere, recently acquired leads, warm prospects, or any other group you want to consistently get in front of. All you do is upload the list of users you want to target and if they have an account on Facebook or Instagram, the platforms will show them your ad. You just need email addresses or phone numbers to get started, and this ensures you're spending your ad dollars on higher-intent leads who should be further along in your nurturing cycle. Include a lead magnet in your ad. You have to give people a convincing reason to submit their contact information. Otherwise, you're just running a brand awareness ad. That's fine, but if you want leads before summer ends, you need to make some adjustments. Offer buyers and sellers something worthwhile in exchange for their email address or phone number. For example, it could be a guide for buying/selling in today's market, a free consultation or home valuation, or registration to your educational webinar (more on that later). 3. Lead educational webinars for buyers and sellers If you can commit the time to organize and conduct a couple webinars this summer, then you will likely see a positive return on investment. A webinar is a great opportunity for potential prospects to hear how knowledgeable you are about the local real estate market, which builds trust and will make them more inclined to want to work with you. A majority of the content should focus on educating viewers about the topic you're presenting. At the end, you'll slip in a light sales pitch about how you are the best local agent to work with and the ways you make the buying and/or selling experience easier for your clients. Setting up a webinar isn't complex, but there are a few steps in the process: To start, first think of an interesting topic to present on that you know well and will appeal to your specific target audience. Maybe it's, "Hidden expenses first-time homebuyers always miss" or "Top challenges empty nesters face when selling in [city]." Then, promote your webinar through your typical marketing channels, including in your Facebook and Instagram ads. After your presentation ends, send an email to all attendees offering a free consultation for a limited time. By setting an expiration date for the offer, you'll create a sense of urgency and influence them to act ASAP. For those who signed up but didn't attend, include in your email a link to the webinar recording so they have the opportunity to benefit from the information, as well as the same limited-time offer for a free consultation. To view the original article, visit the Homesnap blog.
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The REAL Problem with Buying Online Leads that No One Wants to Talk About
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Finally, Seller Lead Generation that Actually Produces Listings
With all the companies, tools, and technologies out there promising to produce leads for real estate agents, it's almost impossible to find a lead generation system that actually converts leads into real listings. What if there was a system that you could implement right now that could do exactly that? It's not uncommon knowledge that the priority for most real estate agents in a seller's market is to have as many listing opportunities as possible. There are a few key components agents need to concentrate on to ensure a continuous flow of listing opportunities, including: Access to a reliable and consistent flow of seller leads. Systems that automate the successful long-term nurture of seller prospects. The ability to offer a premium seller experience. Access to custom market data, personalized reporting, and intelligent marketing tools for clients. Common Problems with Seller Lead Generation Real estate agents should have tools and systems that can generate whatever type and quantity of leads desired, but unfortunately this is not the reality. Some of the most common problems agents have with seller lead generation include: Instead of true seller leads, they get people looking to rent or refinance. Agents deliver the wrong marketing messages to prospective sellers. A lack of inventory for sellers to trade up or down to and agents have no plan for how to help. Agents don't know how to organically produce "come-list-me" calls. Current lead generation tools don't provide any lead conversion support. Introducing the Ultimate Seller System Recognizing the many problems agents are facing in the current market with listing opportunities, the real estate-focused digital marketing company, Ylopo, developed what is now dubbed USS Ylopo, or the Ultimate Seller System. USS Ylopo is an end-to-end seller solution that effectively generates true seller leads, provides automated seller lead nurturing, and gives agents access to many unique benefits for sellers, enabling them to win the most amount of listings possible. USS Ylopo leverages the most accurate and reliable seller lead sources in the industry, Google Pay Per Click and Google Local Service Ads, and can precisely target and attract seller-specific leads -- many of which are come-list-me calls. Jason Veenstra of The Veenstra Team said, "I signed up for Google LSA through Ylopo last week and we have already received three calls so far and today we had our first 'Come list my house ASAP' call. This stuff works!" To support the superior lead generation, Ylopo offers a custom-built AI-powered Inside Sales Agent that is able to instantly engage with and nurture incoming leads and set appointments through text message. A full-time answering service will also be added to Ylopo's arsenal of seller tools so agents never have to worry about missing inbound lead calls. Complementing the lead generation and nurture tools, USS Ylopo includes dynamic marketing tools. The first tool works to automatically generate custom dynamic video ads for individual listings. The second tool generates a series of custom listing ads for social media platforms. Both tools ensure that the correct messaging is automatically delivered to the perfect audience, allowing agents to precisely target prospective buyers in their local areas -- a major benefit for seller clients. Agents also have access to personalized reporting through USS Ylopo, including easy ways for agents to generate a full list of active and hot buyers looking to buy a property like the one their clients are selling. In addition, sellers are given a complete Homebot experience, allowing them to see live market data, access to a comprehensive seller report, and the effectiveness of their agent's marketing. "The first day after sending out Homebot invites to clients, I set five listing appointments," said Josh Huglen of The Huglen Real Estate Group. So, What Does This All Change? Pairing powerful marketing tools and a custom Homebot experience with the most accurate lead generation and intelligent automated lead nurture available in the industry, agents can finally arm themselves with a "do-it-all" seller system that can help them win every listing opportunity. "I was able to convert a builder contract worth $5MM+ that included more than 10 units and more, all off-market because I was able to showcase our sophisticated approach with Ylopo that NOBODY else was doing," said Jeff Moore of Jeff Moore Real Estate. "Do you want to be a differentiator in the market? Ylopo is it!" By offering prospective seller clients with an experience and product that actually helps sellers build wealth and sell their home quickly, agents using USS Ylopo can offer clients unmatched services that simply can't be beat by the competition. Learn more at ylopo.com/seller
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Friday Freebie: 2021 Referral Lead Strategy Guide
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How to Get More Seller Clients and Win Every Listing Appointment
Right now, every real estate agent out there is spending their time and money chasing seller leads. Let's face it. If you want to make money as a real estate agent with the way the market is right now, working buyer leads exclusively can be very risky, especially if you're relying on regular commission checks to put food on the table. The problem with shifting your focus away from buyer leads over to seller leads is that the competition for seller leads is intense. You can't afford to not be winning your listing appointments because other agents are beating you out. So what can you do to make yourself more competitive as an agent and a more desirable hire for sellers? Let's first get to the root of the problem. Why Agents Are Losing Listing Opportunities It's no secret that it's a crazy sellers market right now and there are a whole lot of reasons why homeowners are delaying listing their home for sale (which is a can of worms we're not going to open in this article—you can read further on that here.) Let's instead focus on what listing opportunities ARE becoming available and what you can do to win them. To understand how to win your listing opportunities, we first need to understand the most common reasons real estate agents are losing out on what few listing opportunities are presenting themselves. You're not the only agent they're interviewing. Everyone wants seller leads right now so there's a lot of competition. What makes you the best agent for the job? You might not be the most experienced agent they're interviewing. Sellers are able to be picky about hiring a listing agent and are asking more challenging questions at listing appointments. Are you prepared? You don't have any other services to offer.Real estate agents have little or no way of differentiating themselves from competing agents. What sets you apart? Your client experience is not memorable.Real estate agents can't find creative ways to elevate their client experience. What benefits do you provide to clients? What Agents Can Do to Combat These Issues While these problems might seem daunting, there are some things you can do to eliminate most of these challenges. You're Not the Only Agent They're Interviewing Okay, so you have some competition. The first thing you can do to give yourself a better chance of winning more listings is to increase your pool of seller leads. More seller leads means more potential listing opportunities you have to convert. Try increasing the number of seller leads you have coming in by diversifying your lead sources. For example, if you're using Facebook as your primary source of leads, start exploring other lead sources that are more focused on creating seller specific leads. Sources like Google Local Service Ads or Google Pay Per Click are great places to start. Once you have more leads, be prepared to expand your nurture and follow up efforts. Your goal should be to have your brand in front of your prospects at all times. They should see you everywhere! In addition, you should strive to have a relationship with every one of your leads. That means you'll likely have to have much more communication with them to build up trust. If they like you, they'll want to work with you. It's that simple. You're Not the Most Experienced Agent They're Interviewing So you're not the only agent they're interviewing, but you're also not the most experienced. This is where it gets tricky for newer agents. There isn't much you can do about your level of listing experience, but there are some things you can do to level the playing field. First, do your research! Make sure you're knowledgeable about the seller's wants and needs and you understand their motivations for selling. No matter the circumstance, the act of selling a home will be an emotional experience for your clients, so be sensitive to their needs and know what's important to them. Understanding their motivations can give you insights into how you can best cater your services to each individual seller. Next, make sure you have a digital marketing system in place that you can leverage for marketing your listings. By having the ability to offer your clients advanced marketing tools like dynamic videos, you are able to provide them with the same or better service than they'd have when working with a bigger team or a more experienced agent. For a more elaborate list of things you can do to level the playing field, check out this other helpful article. You Don't Have Unique Services to Offer and Don't Know How to Elevate Your Client Experience The best way to get more seller clients is to have unique services and benefits to offer that no one else is providing and pair that with a premium and polished seller experience. Since most listing agents have a process or procedure they follow when going through a listing, the experience for the clients can feel a bit impersonal or robotic and doesn't differ much from agent to agent. Not a very memorable or exceptional experience for clients. Your Best Bet for Winning More Listings Your best bet for winning more listings is to attract sellers to you using a digital marketing tool like Ylopo that also provides a custom Homebot seller experience. Not only does the Homebot seller experience create more listing opportunities, but it improves your communication with your homeowners by 10x and gives you a consistent flow of new leads into your database automatically. With a custom Homebot seller experience, your sellers will have access to beautiful reports allowing them to see live market data, comprehensive seller reports about their property (allowing them to build wealth), and access to insights that will show them the effectiveness of your marketing. All Things Considered By elevating your client experience through systems like Ylopo and Homebot, you can effectively offer your clients tools and benefits that they wouldn't have had with other agents. On top of that, a personalized seller experience like the one you can get through Ylopo and Homebot will quickly help build your business of long-term referrals, repeat clients, and overall trust throughout the industry.
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Open House Ideas That Bring in Leads
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Real Estate Leads Exposed: Inside the Mind of Today's Home Shopper
When it comes to making a purchasing decision, consumers go through a process, coined by inbound marketing company Hubspot as "The Buyer's Journey." In this article, we're going to take a look at each stage of the buyer's journey, discuss how it impacts the home buying process and your real estate leads, and provide ideas on how you can use each phase as a guide to help you maximize your effectiveness in generating and converting new buyer leads online. This journey is made up of three stages: Awareness Stage Consideration Stage Decision Stage 1. Awareness Stage In the awareness stage, the buyer has realized and expressed symptoms of a problem or opportunity. A. What your leads are thinking... Think of this stage as a symptomatic stage. Let's say, for example, a potential homebuyer has realized that paying high rent is becoming increasingly frustrating. They are at a point in life when making an investment with the potential to build equity is starting to become a priority. Perhaps they have recently gotten married, or are coming up on the end of a lease and are going to have to make a decision on what their next move will be within the next few weeks or months. B. What your leads are looking for... At this point, leads are looking for basic information that correlates to their specific situation. An example would be looking up benefits of renting versus buying or investigating whether or not it's statistically beneficial to buy a property when relocating to a new city. C. How you can help attract leads at the Awareness Stage... In the awareness stage, your lead is nowhere near ready to choose an agent. In fact, they haven't even decided if it makes sense to commit to buying yet. But you still have an opportunity to be helpful and influential by providing information someone in this situation would be searching for – whether it's tips on a successful relocation or information on home equity vs. other types of equity. This type of content is great in blog format. When you publish these types of posts, known as "top of funnel" content, use keyword-rich copy to gain visibility and drive the right type of leads. 2. Consideration Stage In the consideration stage, the buyer has clearly defined and given a name to their problem or opportunity. A. What your leads are thinking... Now, your lead has decided that purchasing a property is almost definitely in their future, but they still aren't ready to pick up the phone and call an agent. At this point, they are working on making critical decisions on location and are looking for information on how to get started with the process. They may also be mulling over what their life would look like in different areas – considering things like how their commute would be impacted, whether they want to be a city-dweller or suburbanite and whether they would prefer a condo or single family home. B. What your leads are looking for... Now that your lead is committed to the idea of purchasing a home, they want to understand what all of their viable options are. At this point, your lead may be looking for mortgage calculators that will help them clearly define a budget or they may be doing research on interest rates and what types of financing are available. Furthermore, they will be looking for data that will help them start to hone in on more specific details regarding location and housing preferences – searching things like "city vs. suburbs" and "condos vs. single family homes." C. How you can help engage leads at the consideration stage... Once again, you can attract the right types of leads by serving as a valuable resource and community expert. Consider putting together comparative data on different local areas that will help potential homebuyers decide between city A and city B, write a blog post that provides details and statistics on local schools in your area, or offer content that helps buyers choose which financial options make the most sense for their current situation. 3. Decision Stage In the decision stage, the buyer has defined their solution strategy, method or approach. A. What your leads are thinking... Now your lead is fully aware of the viable options and is ready to start digging deep and making some serious decisions. They have narrowed their search to a couple of specific areas, have a budget in mind and are settled on what type of property they'd like. Homebuyers are unique because even as they near a decision point, they may still take several weeks or months to search and collect information on their own in order to get a good feel for the market prior to bringing in a third party (A.K.A., an agent) for help. It pays to be patient during this time – be helpful where you can be, but don't push. B. What your leads are looking for... Your lead is searching for a specific type of property in a specific price range in a specific part of town. At this point, your local market knowledge really comes into play as a valuable asset to their journey. C. How you can help convert leads at the decision stage... At this point, you should be providing local market snapshots, details on available properties that match your lead's search criteria and data on average closing costs, property taxes and mortgage payments for your area. The goal at this point is to prove that you are the best, most knowledgeable agent in your area in the hopes that your lead will come to you and ask you to represent them in the home buying process. Relevance is directly correlated with effectiveness, so keep these stages in mind when developing your real estate marketing strategy for better results and bigger payoffs. To view the original article, visit the Zurple blog.
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Friday Freebie: 5 Real Estate Checklists to Share with Clients and Prospects
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3 Steps to Create More Listing Inventory
Dealing with low housing inventory is an ongoing pain being felt by every real estate agent and buyer client in the current market. Luckily, there are some simple steps you can take to help create more inventory. You're hearing it everywhere -- from real estate agents you talk to, your buyer clients, your seller clients, on the news, on social media: "Inventory levels are at historic lows." This low inventory situation is proving to be quite problematic because not only are there a limited number of properties on the market, but home prices are astronomically high. These two factors are acting as deterrents for both buyers and sellers alike, essentially freezing the market in a real catch-22 situation. So what are the successful agents doing to cope? Instead of spinning their wheels and complaining about how low the inventory is, many agents are finding creative ways to both scale their businesses and create more inventory for themselves. By following three simple steps outlined in this article, you too can win more listings and generate more inventory in your market. Step One: Generate Seller Leads This may seem obvious, but there are a few different ways you can really zero in on generating seller specific leads. First, you need to diversify your lead sources and then refocus your remarketing efforts to specifically target sellers. Here are some of the best lead sources you can use to generate seller specific leads: Google PPC seller ads Facebook seller ads Google Local Service Ads (Google LSA) One thing to remember when generating seller leads: don't neglect calling through your existing database, even if you think most of your contacts are buyers. You'll be surprised how many of your buyer leads are also needing to sell first. Step Two: Nurture, Nurture, Nurture You know the drill! Keep in touch with your leads by calling, emailing, texting, sending video messages regularly, right? Absolutely! But there's even more you can do to step up your nurture game when it comes to sellers. First, leverage the power of social media. We're talking about things like regular social remarketing and pushing out social branding videos. In case you don't know what remarketing is, simply stated, it's marketing to people through the use of dynamic digital advertisements that aim to keep you and your brand in front of your target audience consistently. The second thing you can do to boost your nurture strategy is to get the help of either a virtual ISA or in-house ISA. With the help of an ISA, you are able to respond to more people, nurture more leads more often, and win more time for yourself to focus on other dollar productive activities in your business. The last thing you should consider doing is taking steps to improve your overall seller experience. By offering the seller an experience that no one else can provide, you can more effectively entice them to list with you. Some ways you could improve your seller experience include: automating the home evaluation process, providing sellers with regular market trends, listing data and other actionable insights which all can help your homeowner clients track and build wealth with their home. The better the seller experience and the more options, visibility and control the seller has, the better. Step Three: Leverage Technology Finally, evaluate what tools you have available in your technology platforms to use to win more business from sellers. For example, can you use your CRM to do a reverse lookup and show your potential sellers how many buyers you have in your database that are looking to buy a home just like theirs in their local area? Most CRMs can do a reverse lookup and this kind of information can be very powerful when it comes to a seller having to make a decision between you and another agent. Another piece of data you can provide is a seller report. A seller report is essentially a custom blueprint outlining your marketing reach and visibility so they can see just how effectively you're able to market their property to potential buyers. Listing video ads and reporting are some other tools that can be very impressive to prospective home sellers. Listing video ads are social ads of your listings that run on Facebook and target all of the right people automatically and are followed up with a detailed performance report. The performance report allows you to see the ad's reach, number of clicks, and engagement -- all of which can be shared with the seller. By creatively using these types of features that certain technologies provide, you effectively separate yourself from the competition and ultimately win more listings by being the agent with the most to offer the seller client. How to Execute All of This We covered a lot here and you may be wondering how to realistically execute on all of these steps without becoming completely overwhelmed. The answer is simple. The best way to put this three-step plan into action is to rely on a pure-play digital marketing company, like Ylopo, to do it for you. With Ylopo's complete suite of highly effective seller tools, you have all of the data, ads, reporting and expert support that you need to consistently generate more seller business, build more inventory, win more listings and make more money right at your fingertips. Learn more about the groundbreaking seller system provided by Ylopo at www.ylopo.com/seller.
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Organizational #ProTip for Your Real Estate Lead Generation
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Real Estate Agents Can Attract More Clients with These 5 Tips
Being a real estate agent means that you sell more than property, you sell dreams. While this is a great sentiment, getting clients in real estate isn't always easy. To make this a little easier, you need to figure out the best marketing strategies and how to differentiate yourself from the nearly 2 million licensed real estate agents in the United States. It's important to find the top current ways to do this, and here's what Amarki found: 1. Advertise with Google Ads Did you know that 90% of home buyers use Google to start their search for a home? Google Ads allow you to position your ad within the first results on Google through pay-per-click campaigns. Google Ads use geo-targeting, allowing you to target your ads to specific areas where you are more likely to find the right customers while simultaneously restricting it in areas where you are less likely to find them. Consider the following when creating your ads: Device types: new home buyers like to use mobile devices for their research, so optimize your ad by adding a clickable phone number Create attractive copy: you only have one chance to make a first impression, so make sure the content of your ad is creative and appealing 2. Make Quality Videos Producing high-quality videos will help you stand out from your competitors. According to a NAR study, it was found that only 11% of sellers use videos of their property to market it, despite the fact that 61% of homebuyers believe that videos are a useful feature while searching for their ideal home. Creating quality and eye-catching content with distinct messaging will help you stand out from your competitors and allow you to connect with your buyers and sellers. The best video results Amarki has seen come from short and simple videos grabbing the attention of the viewer, like: Introductory videos: Tell your clients who you are, your background, awards or achievements, allowing them to get to know you on a personal level Testimonials: Create genuine testimonial videos that highlight positive stories from clients who have had a pleasant experience working with you to buy property Neighborhood videos: Buyers want to know about the location they're considering, so showcase the neighborhood Property Listings: High-quality property videos will transport your buyers to feel like they're at home from the moment they open the front door 3. Start a Blog Blogs allow you to create and promote meaningful content on a regular basis. Consistency and volume of content really matter here, so consider posting several times a day, giving yourself more opportunities to connect with buyers and sellers and making sure you're consistently at the top of their feeds. A study by HubSpot showed that companies who publish more than 16 blog posts per month got 3.5 times more traffic than those that did not publish anything. Despite that, only 11 percent of real estate agents have a blog. If you want to differentiate yourself and stand out today, this is what top real estate agents are doing. 4. Use Social Media Social media is an absolute goldmine for real estate, but with so many platforms you need to choose the ones that make sense. A NAR study concluded that Facebook (97%), LinkedIn (59%) and Instagram (39%) are the top picks for agents. Facebook remains a top choice because of their user demographics, which represents your target audience. Facebook also offers paid ads that allow you to directly target demographics and users that have shown interest in buying in your area. Although LinkedIn is primarily B2B, it's the place to network with fellow Realtors and show off your experience. Setting up a profile and company page helps with your online presence. Instagram is booming for the real estate industry with high-res property photos, videos, stories, client testimonials, industry and market news that can all be liked and shared instantly. 5. Create Newsletters Newsletters allow you to generate interest and, if it's relevant and provides value, will be shared with friends, family and contacts. Sending a weekly newsletter to your contacts allows you to remain front of mind. To make your marketing strategy successful, follow these suggested patterns: Gather your top-performing content throughout the month and add it to your newsletter to showcase your industry expertise Share topics of interest that are informative Highlight some of the best properties you've sold and promote current properties available Don't forget—keep them connected to your brand by inviting them to follow you on all your platforms, reinforcing your brand awareness Bonus Tip: Leveraging a tool like Amarki will keep all your marketing in one place, allowing you to create, schedule and deploy all marketing materials in three easy steps! Learn more about Amarki and register for your account by visiting www.amarki.com
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Cost-Per-Lead Isn't Everything! Here's Why
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5 Unconventional Methods for Mastering Lead Conversion
Real estate agents are taught that lead conversion is a methodical process to follow, but what if the process of converting leads is not a process at all and rather a carefully mastered people skill? Would it change how you approached your conversations? The Problem with How Agents Handle Lead Conversion Imagine that you just finished a long, exhausting day of work and you're finally home and about to sit down and have dinner, when your phone rings. It's a number you don't know, so you let it go to voicemail. The caller doesn't leave a message. Not 60 seconds later, your phone rings again. It's the same number and the caller doesn't leave a message—again. Suddenly, you get a text message from the unknown caller asking if you're you. Instantly, you experience a wave of nervousness and you think about all of the wild possibilities for the cryptic calls and messages. Your curiosity quickly gets the best of you and you decide to respond to the text confirming that they have reached the right person and you ask them to identify themselves. Your phone rings again and this time you immediately pick up only to discover that the cryptic caller is some random real estate agent who got your information from an ad you inadvertently clicked while scrolling through Facebook earlier that afternoon. You can probably guess how well this particular conversation went for the real estate agent. The real estate agent in this all-too-common scenario is following a regularly practiced step-by-step process that many real estate agents are taught in order to most efficiently handle the initial phase of lead conversion—getting the lead on the phone. The problem with this "process" is it fails to address the human aspects of dealing with real people. People have varying emotions, circumstances, schedules, personalities and habits that all impact how they react to and handle different situations. If the real estate agent in the aforementioned scenario had treated the "lead" like an actual person instead of using a clever process to essentially trick them into getting on the phone, they might have stood a chance at building genuine rapport instead of destroying any possibility of establishing a professional relationship based on trust. Where Do You Go From Here? So now what? If you've been handling lead conversion like this, do you throw everything you've learned out the window? Not entirely, but there are some things you can do to improve your strategy and ultimately your results, but the methods might seem a bit unconventional. Try to keep an open mind and let's dive in! Method 1: Shift Your Mindset The first thing you need to do to improve your rate of lead conversion is to shift your mindset from a sales-based mindset to a value-based mindset. This may sound counterproductive, but when you switch to a value-based mindset, you're allowing yourself to focus on selling the actual service you're providing instead of physically making a real estate sale. Ditching your scripts is something that will really help you move to a value-based mindset. Scripts are the enemy of authenticity. Your goal when reaching out to prospective clients should be to establish trust and show your value as the absolute best source of real estate information. Being genuine and human is the first step to building up trust. When you're running scripts on someone, you don't come across as either of those things. To add insult to injury, they've probably already heard all of your scripts from the last real estate agent they spoke with, so why not take advantage of the unique opportunity to set yourself apart by learning how to control your instincts of trying to push, sell, and get them to sign on the dotted line when they're likely not ready to do so? Method 2: Reframe the Conversation If you've ever gotten on the phone with potential clients and you can instantly tell that they have their guard up from the moment you said "hello," you might need to work on reframing the conversation. What does it mean to reframe the conversation? When you start a conversation with a lead, you might be inclined to ask them something like, "What kind of home are you looking for?" Instead of asking such a direct transactional question you should ask, "What are you trying to accomplish with your move?" Can you feel the difference? When you ask someone what they are trying to accomplish with their move, you're asking them something personal about themselves and their motivations. This question immediately drops their guard and you create the opportunity for them to open up about all kinds of things, specifically about what things are influencing them to make decisions. Some simple reframing of how you're asking your questions can immediately increase your value and will allow your conversations to go more smoothly by showing the lead that you actually care about them and their situation, ultimately rewarding you with their loyalty. Method 3: Digging Deeper (Mastering Conversion) The most successful real estate agents know that it's the motives and emotions that really sell, not the surface statements or facts. But still the majority of agents are afraid of digging deeper and having a really prolonged conversation with the lead in fear of inconveniencing them or keeping them too long on the phone. You need to let this kind of thinking go. To really provide someone with the most value and the best service, you need to be confident enough to dig deep and learn about what is really motivating them at the heart. Knowing someone's motivations and personal situations allows you to do your job to the best of your ability and on a timeline that is ideal for your client. Without knowing what is influencing someone, you might as well be throwing darts at a wall blindfolded, hoping to eventually hit the bullseye. Method 4: Challenging Their Thinking Even the most experienced and successful real estate agents asking the best possible questions are still going to encounter objections. This is a very normal and expected part of being a real estate agent—or any salesperson, for that matter. There are many ways skillful salespeople can overcome objections by challenging the opposition's thinking, but one of the best ways is to master the psychological technique called "shifting the spotlight." Here an example of what it means to shift the spotlight: Method 5: Mirroring and Matching The last thing you should consider doing to improve your lead conversion is to become more likeable. I know what you're thinking, "Easier said than done." You'll be happy to know that being naturally likeable is not a gift that a few lucky people were born with and that it's actually a carefully mastered skill called mirroring and matching. Mirroring and matching is a technique that you can use to subtly key into your prospect's interest level and personality type. It's so effective in building rapport, earning trust and increasing overall likeability that FBI lead negotiators use it on the job. In a nutshell, people like other people who are similar to them, so to implement mirroring and matching successfully, you simply need to mirror the behavior and speech patterns of the person you're talking to and match their tone and level of interest in order to increase their overall engagement and satisfaction with you. Putting It All Together At the end of the day, the one thing that will make the biggest difference in your lead conversion is to actually care about the human being you're speaking to. Stop treating them like a lead and really humanize them. Empathize with their situation, try to understand what things are influencing them, and provide them with true value. Throw out your step-by-step lead conversion process and embrace the mindset that you're in the business of dealing with people first, not just selling real estate. Taking These Methods to the Next Level There are so many other ways you can work to shift your mindset, handle resistance, and avoid uncomfortable conversations with your prospective clients. All of these techniques can even be repurposed to better communicate with your family and friends, not just leads. To get more in-depth training, you can complete the six-lesson Lead Conversion Masterclass with instructors Robby Tefethren and Barry Jenkins and fully master the art of better communication, understanding people and lead conversion. The entire course is available for free enrollment here.
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11 Foolproof Seller Lead Generation Ideas for Real Estate Agents
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5 Lead Magnets for Your Facebook
Helpful, informative content is the bedrock of any real estate agent's digital marketing strategy. In a nutshell, "content" is anything you publish in the hopes of helping current and future clients make informed decisions about real estate. Good content showcases your expertise and previews the value you offer. Content is vital to building a relationship, especially with leads who have not met you in person. Once a lead is on your radar, it might be months before that person takes the next step. Content keeps you in touch. Blog posts, e-books, and videos are the most common types of real estate content. While you normally publish most content directly on your website, you can always use social media to amplify it further. Content doesn't just entice visitors to your website, however. It also helps convert leads into customers. As leads do more research, they look for deeper, more specific content. By aligning your content marketing with their needs at different times, you position yourself as a trusted advisor. Real estate content is indispensable to three critical conversions: The conversion between new website visitor and social media follower The conversion between social media follower and email list subscriber The conversion between email list subscriber and active buyer or seller Sure, someone can go directly from social media follower to customer. It's even possible for a prospect to visit your website, fall in love with one of your listings, and schedule an appointment right away. In many cases, though, people follow this predictable path from prospect to lead to customer. You must have the right content available to move them forward. Engaging with social media followers is crucial because they may be actively comparing real estate firms. The jump from social media follower to email subscriber is big: Email is much more direct and intimate. Consider this: In recent years, social media platforms have created algorithm-driven "bubbles" that show users only content they are most likely to respond to. In almost all cases, this results in diminished reach for brands. On the other hand, email subscribers see your messages every time. Well-designed real estate lead magnets create the bridge you need. Lead Magnets Set the Stage for a Lasting and Lucrative Relationship A lead magnet is a piece of real estate content specially designed to move the relationship forward. It does this by meeting your social media followers precisely where they are and giving them highly valuable information and insights they can't find anywhere else. What distinguishes a great lead magnet is this: It is something they can use right away. Master this formula, and you'll turn your social media feed into a lead engine. Followers get lead magnets for free, but they must join your email subscriber list to receive one. This uplevels your relationship. Let's look at the most effective real estate lead magnets on Facebook: Buyer's or Seller's Guide Buyers respond especially well to step-by-step guides that let them know what to expect and where to look when exploring a new community. Buyers and sellers alike benefit from advice to help them prepare for their transaction and smooth the path to success. A free home evaluation is highly attractive to sellers. Local Market Report Your local expertise is your biggest differentiator. Market reports are popular for would-be buyers, who often seek them out a few weeks before they start actively looking at homes. You can motivate buyers to take action sooner by putting market performance in context. How-To A how-to guide is a natural next step once you have enough data from your website to know what answers your prospects are searching for. First-time buyers frequently ask about the financing process, for example, while sellers often express curiosity about timing a sale, increasing curb appeal, or staging a home. Local Favorites What is it about your area that makes it truly special? What are the top attractions, restaurants, and things you simply can't see anywhere else? It may seem like this content is overly broad, but it can help buyers kindle a clear vision of the kind of lifestyle they want. That motivation is what gets them to dive in. Exclusive Property Lists When buyers find themselves adrift in a sea of listings, they might find it difficult to navigate. That's true even if, individually, the properties are very impressive. Curate your own exclusive property lists to meet the needs of certain kinds of buyers, and you make it easier for them to discover the home of their dreams. Social media lead magnets work best as part of a comprehensive digital marketing strategy. Marketing automation makes the whole process faster and easier for you. Get a FREE 30-day trial of DeltaNET 6 and try it for yourself. To view the original article, visit the Delta Media Group blog.
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Lost Sales Leads: Common Problems and How to Correct Them
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Real Estate Prospecting Letter Examples and Tips
Snail mail in this day and age? Certainly! The real estate prospecting letter is not dead. In fact, it does a much better job of catching someone's attention than yet another email sent to an already-flooded inbox. When done well, a letter seems personal and doesn't make people feel like they're part of a mass-mailing effort. And that's important for a job that is built on relationships, not transactions. Use this to your advantage and include postal mail as part of your marketing strategy. But before you jump into writing your own, read our tips on writing an effective letter. If you find that writer's block is getting in your way, feel free to draw inspiration from our real estate prospecting letter examples, too. Letter Writing Tips First, you need to take into account how many prospecting letters you'll be sending out. If you're planning on a mass mailing, then writing them out by hand is off the table. But if you're a fan of targeted prospecting, which is much more effective anyway, then you should take the time to pen the letters yourself—on your brokerage's letterhead, if you have it. This adds that personal touch and will make people more inclined to respond. (You might know this in digital marketing speak as increasing your conversion rate.) Although we're providing you with templates, they're just a starting point. You should write your real estate prospecting letters in your own words. Be authentic. It will help the recipient connect with you so you can start building that all-important relationship. Finally, always personalize the letter. Avoid generic greetings like "Dear sir/ma'am" and "To whom it may concern." Include details that are specific to their neighborhood or the property's history to show that you've done your homework. This is much easier to do when your marketing is targeted. For example, if you're using Homesnap Pro's Likelihood to List tool to find prospects for your mailing list, you can pull home details from the property listing page and get the homeowner's first name from their associated profile. Real Estate Prospecting Letter Examples Now that you're aware of some do's and don'ts, it's time to get writing! Use these real estate prospecting letter examples as a starting point for your targeted marketing efforts. Basic Introduction Letter Hi [First Name], I want to introduce myself, and I thought you might enjoy receiving a letter instead of another email. My name is [Name], and I'm a real estate agent working with [Team Name at Brokerage]. I represent homeowners in [Neighborhood]. Most recently, I sold the home at [address]. This is a highly desirable neighborhood, and homes are generally selling above asking price and going under contract in an average of [##] days! [Include a sentence specific to their property, whether it's a valuation estimate or a nod to their home equity.] With the market trends I've been seeing, we could sell your home quickly and for a price I think you'd be very pleased with. If you become interested in selling, purchasing another home or just want to ask some real estate questions, please feel free to reach out at any time. I would be happy to help! Best wishes, [Name] [your contact information] Why it works: The introduction is friendly while letting the recipient know that you're an active, successful agent in their neighborhood. The letter also shows your market and property-specific knowledge and expresses confidence when it comes to selling their particular home. Interested Buyer Letter Hi [First Name], I'm [Name], a real estate agent with [Team Name at Brokerage], representing local buyers and sellers. I'm currently working with a motivated buyer who is very interested in living in [Neighborhood]. They love [Include neighborhood characteristics. If you have a buyer who is interested in this specific property, include details.]. I'm not sure if you're aware of the local market trends, but homes have been selling in record time and above asking price! [Include some specific stats or data.] It's a great time to be a seller in [Neighborhood]! Do you have any interest in selling if the price is right? Feel free to contact me at any time if you are—or even if you just have questions about the market or your home's value. I would be happy to chat! If you're not interested in putting your home on the market but know a neighbor who is, I would love to connect with them. Best wishes, [Name] [your contact information] Why it works: If you have a buyer interested in the neighborhood but inventory is low, this is a great way to help expand their options while potentially earning you new seller clients. By letting the recipient know how hot the market is, you're warming them up to the idea of selling and instilling confidence that they'll be happy with the outcome. Property Analysis Letter Hi [First Name], I want to introduce myself, and I thought you might enjoy receiving a letter instead of another email. My name is [Name], and I'm a real estate agent working with [Team Name at Brokerage]. I represent homeowners in [Neighborhood]. Most recently, I sold the home at [address] and [include an outcome, such as for % above asking price or in ## days]. It's a fantastic time to sell, especially in [Neighborhood]! [Include market trends or stats.] Are you aware of what you could get for your home right now? I've done a competitive analysis and can share that information with you if you're interested. I think you'll be pleasantly surprised! Let me know if you want to learn more about the analysis, your home's value or the market trends in [Neighborhood]. I'd be happy to chat at any time. Just reach out to me at [your contact information]. Best wishes, [Name] Why it works: You are establishing your expertise both in real estate and in this specific neighborhood. Mentioning but withholding CMA information should pique their interest. If the homeowner has any inclination to explore selling, they will be likely to follow up with you. Final Thoughts You'll notice some commonalities among all these letters. They: Have a friendly yet professional tone Are short and to the point Establish credentials Share market knowledge and expertise Provide a clear explanation of why you're writing End with a call-to-action and your contact info Make sure your real estate prospecting letter checks these boxes, whether you are writing a general prospecting letter, an open house follow-up or to persuade an FSBO or an expired listing owner to work with you. Before you seal the envelope, don't forget to drop in your business card. Although your contact information is on the letter, it's always wise to include your card. For one, it likely includes details that you didn't write down, such as your website URL. It also makes it easy for the recipient to pass your information to someone else they know who is interested in buying or selling. Give your letters some time to arrive at their destination. Then, follow up with a friendly call if you haven't heard from the recipients. Make sure they are included in your audience list for any digital ads you're running. That will help improve brand awareness and keep you top of mind. This multi-channel approach is one of the best ways to optimize your marketing! To view the original article, visit the Homesnap blog.
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Spring Is Here: Get Seller Leads and Step Up Your Listing Game
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Facebook Turns the Table on Lead Gen: You don't go after leads -- leads come to you
Online lead generation has created new business for many real estate agents for more than a decade. The major portals alone have collected hundreds of millions of dollars in annual ad revenue selling online leads to agents. Early on, agents who bought leads from the portals generated big business. But buying online leads from portals has become more and more expensive and can cost $200 per lead. And the national average conversion rate for internet leads is widely reported at only 2-3 percent. Social media sites, like Facebook, are turning the tables on traditional sources of online lead generation or lead gen. The old model of lead gen captures a lead, and then you go to them. With a social media channel like Facebook, your future leads are already checking you out, and when they are ready, they come to you. This shifts the focus from targeting people you don't know – online leads – to people who know and like you. The concept isn't new: historically, most agents generate the majority of their business from referrals, most often from past clients, friends and family, and others in their sphere of influence. Facebook makes this process possible online. Facebook and real estate According to the National Association of Realtors, 76 percent of members are on Facebook for professional use, and 78 percent use Facebook for personal use. However, NAR says only about one-in-five agents use Facebook to market their listings. Yet, the opportunity to generate leads from Facebook is enormous. Facebook continues its reign as the number one social media site. Nearly two billion people use Facebook every day worldwide. And the average time spent on Facebook exceeds any other social site, a whopping 58.5 minutes per user per day. Engagement on Facebook remains off the charts. Every minute, Facebook users create four million likes, and every second, more than six people sign up for Facebook. More importantly, for agents, 35 million people update their statuses on Facebook every day. Agents are attracted to Facebook, as it is the easiest and most efficient way to stay visible with their clients, friends, family, and community. The fact is most, if not all of them, are on Facebook. There is no more cost-effective way to use sphere marketing to reach clients and future ones than on Facebook. Facebook also meets HUD fair housing requirements for advertising as real estate agents must mark boosted posts as a "Special Ad Category" and select "Housing" from the pull-down menu. Facebook won't approve a real estate ad or boosted post without it. This makes certain agents are complying with fair housing rules that prevent specific geographic and demographic targeting. Turning the tables Perhaps the best part of using Facebook as an agent to generate leads is that in the long run, it is easier. Agents who are most successful in generating leads from Facebook do more than drive-by "liking" of other people's posts. The key is to share relevant comments and content. It's also essential for you to be you. Agents attract customers who are like them, as chemistry is vital in any business relationship. Through Facebook, people in your community get to know you, while your sphere gets to know you better. It's also important to be consistent. As a busy agent, it's sometimes hard to find a way to post to Facebook regularly. One of the best ways to be consistent is to use Facebook to market your listings. This includes paying for "boosted" posts. Paying Facebook to expose your listing post to more people helps your exposure in the market. More importantly, you are delivering value to your sellers by increasing exposure to more potential buyers. What changes is the way you generate leads. Using Facebook to promote your listings and expose your sphere to you and your business, you maintain top-of-mind awareness. When someone in your sphere is ready to buy or sell, they are more likely to contact you because of your Facebook activity. That turns the tables because instead of paying someone to send you an online lead and tracking them down to see if they are interested in working with you, Facebook leads are people who already know you. And they contact you, instead of the other way around. Isn't that the kind of lead every agent wants? Final advice: if your MLS or association offers Tech Helpline from Florida Realtors as a member benefit, you can get technical assistance with Facebook. If your MLS or association doesn't provide Tech Helpline, encourage them to contact Tech Helpline at [email protected] Tricia Stamper is Director of Technology at Florida Realtors®, which owns and operates Tech Helpline and Form Simplicity.
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How Long Does It Take to Convert Online Real Estate Leads?
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Improve Your Networking Skills: Follow These Tips and Watch Your Network Grow
Networking is essential in the real estate industry. Having an extensive, strong and continuously expanding network is the key to lead generation and obtaining referrals. Your network keeps you in business. So constantly working to improve your networking skills comes highly recommended.
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Friday Freebie: Prospect List of Empty Nesters Likely to Downsize
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Multiply Your Sales by Going After Empty Nesters
Is there a better bang for your buck than using your marketing dollars to go after empty nesters? You get to sell their home, then help them find the ideal new downsized home. It's the perfect two-for-one deal. The highest ROI empty nesters The most prosperous empty nesters to go after are age 55 years and older, according to Esri, a leading mapping and location analytics platform. This places them among the eldest of Gen Xers (age 44 to 55 this year). This age group and younger baby boomers combine to create the primary target in this niche. This group, by the way, is responsible for nearly half of all listings, according to NAR's 2020 Generational Trends report. The Gen Xers among the group earn, on average, about $101,000 per year. They make up 23% of the seller's pool and for 83%, this isn't their first time selling a home. The average net worth of baby boomer households is $1.2 million, according to Hillary Hoffower of BusinessInsider.com. Nearly 40% of them say that they'll sell when the last child leaves the home, while 55% plan on waiting until they retire, according to EscapeHomes.com. How and where to reach them In the current real estate market, the best plan of attack is a targeted prospect list and an Empty Nest scheduled campaign. The average American's attention span is a lot longer right now and the mail is something they're actually paying attention to. To support your campaign, ensure that your real estate website is up to snuff. Gen Xers, especially, seek social proof before they'll work with someone. Aside from a dedicated testimonials page, sprinkle testimonials throughout the site. This generation also values authenticity so avoid a heavy sales spiel. "Generation X has a keen eye for BS and can spot a sham or dishonesty a mile away most of the time," Nate Masterson, marketing manager for Maple Holistics in New Jersey tells the NFIB's, Karen Sams. Younger boomers crave useful information, so ensure your website has lots of it. Online, you'll find your target audience primarily on Facebook. Eighty-eight percent of Gen Xers check their Facebook feed at least once a day and boomers rarely visit any other social media platform. In fact, according to Pew Research, "Facebook is by far the most popular social media site for this age group." Write compelling blog posts of interest to both groups and then repost them on Facebook. Consider running contests to gain more organic results. You can find contest ideas at EasyPromosApp.com. Niching your business is always a sure path to success. Choose a niche and work it consistently. This is the ideal time of year to consider the empty nesters. To view the original article, visit the ProspectsPLUS! blog.
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Ride the 'Silver Tsunami' of Baby Boomers
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5 Ways to Improve Cold Calling Real Estate Prospects
With the economy slowly opening back up, business is booming for many Realtors. Some may have used pandemic downtime as an opportunity to improve their online presence. Some may have used this to practice their cold calling skills. If you did not practice your phone skills, this article is for you. Here are five ways to improve cold calling real estate prospects:
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Top 5 Real Estate Lead Magnets
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Friday Freebie: Prospect List of High-income Renters
If you tuned in to last week's Friday Freebie, you downloaded a free Rent vs. Own report to send to or share with qualified renters who may be hesitant to become homeowners. Notice we said "send to" -- unless you already have a list on hand, where are you going to find a targeted list to mail your report to? That's where this week's Friday Freebie comes in. We're following up with a free prospect list of up to 100 high-income renters that you can target to build your first-time homebuyer business. Read on to find out how to claim your list today! Free High-income Renter Prospect List, courtesy of ProspectsPLUS! You already know that targeting renters that have a high income is a potentially lucrative source of new business. So let's just dive straight into the good stuff: how to create and download your prospect list. Start by going to this page. And then: Click the Build Your List button under Step 1 Select a targeting method: via street address, zip code, or county Select the button next to High Income Renters (Alternatively, select Custom to create a list of renters with an income level of your choice) Click the Search button Under the Choose Quantity section, type in 100 or a smaller number Name your list Click Add to Cart Click Checkout on the next page Add promo code FREERENTERLIST (important!) Click Place Your Order Once you've finished building your list, a receipt will be emailed to you instantly, followed within minutes by a link to download your list. The list is in .CSV format, making it easy to import wherever you'd like! Get started targeting high-income renters and create your FREE prospect list today!
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Supercharge Your Real Estate Lead Generation with Landing Pages
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3 Ways to Beat iBuyers and Win More Business
With the market hot and the pandemic still restricting showing capacity, more and more sellers are considering using iBuyers to sell their homes. The benefits of doing so, proponents claim, are obvious: a guaranteed offer, little to no interaction with strangers, a fast and easy process. So, what can an agent do? Are they doomed to permanently lose ground to these tech behemoths muscling their way into the real estate space? Must they hope for them to go away once the pandemic and social distancing ends? Or can they differentiate themselves in such a way as to win more business?
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Friday Freebie: Get the 'Rent vs. Own Report' to Move Renters Off the Fence
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Renters Earning in Excess of $70k: The Ideal Target Market
Pre-pandemic housing news was enough to give a reader whiplash. While many prognosticators had a vision of a "strong housing market through the end of the year," others were firmly in the opposing camp. "Housing market will probably slow," blasted the headline of a popular housing market website. Nothing much has changed, despite social distancing mandates and the rest of the inconveniences and heartache brought about by the COVID-19 pandemic. The fact is, the housing market is doing just dandy in certain regions across the country. Utah's real estate market, for instance, has remained "blistering," according to a report at KSL.com. In March 2020, Utah homes sold more than a week quicker than they did in March of 2019. The median sold price in March 2020 was $35,000 more than last year as well, according to the blog at UtahRealEstate.com. Regardless of whether your market is up, down or stagnant, folks still want to buy homes. Many renters who make in excess of $70,000 are waking up to the fact that their current home is inadequate and that those monthly rent checks they write enrich the landlord's bottom line, not theirs. But they don't understand that they have options. Why? With an unemployment rate just shy of 15 percent, it's easy to become pessimistic about the real estate market. After all, requirement number one for getting a mortgage is that you need to prove you can make the monthly payments. Sadly, it's those Americans least able to handle unemployment that lost most of the jobs. "Job losses were highest amongst the nation's lowest-paid workers," according to Matthew Speakman at Zillow.com. In April, for instance, "62% of April's loss in employment was felt by workers in industries paying below-average wages," typically those in the hospitality and leisure industries, Speakman claims. It's highly likely that many, if not most, of these employees are renters. It's equally unlikely that they'll be able to qualify for a mortgage in the near future. This is not your target audience of renters. Your target should be renters who earn in excess of $70,000, especially the 1.35 million-plus American households who earn $150,000 per year or more and who "became renters between 2007 and 2017." (US Census data) That wealthier Americans in the nation's most expensive cities are choosing to rent should come as no surprise. In San Francisco, for instance, where the median starter home costs about $895,000, there are more high-income renters than homeowners, according to the U.S. Census Bureau. As rents rise, however, they're awakening to the fact that perhaps a fixed-rate mortgage payment is far better than the wildly accelerating rental rates of late. So, why are these people choosing to rent rather than buy a home? Many are cash poor and don't understand that they don't have to have a huge chunk of money for a down payment and closing costs. Others assume they can't afford to purchase, despite having a decent income. To successfully pursue this real estate audience requires targeted marketing that dispels myths and speaks to their pain points. We've been seeing an uptick in agents who are purchasing prospect lists targeting renters earning in excess of $70k. Along with the list, they also typically choose one of our targeted marketing campaigns for Renters/First-Time Home Buyers. Here are some suggestions on additional topics you may want to use to attract these tenants: That up-front cost "I was a long-term renter because I wanted to wait to buy until I could afford to stay in my current neighborhood," a new homeowner tells Jennifer Bradley Franklin at BankRate.com. So, why the long-term tenancy? "I didn't realize that there were affordable options," she told Franklin. One would think that with all the information at our fingertips, real estate consumers would be better informed about down payment assistance, closing cost help and the various low-down loans available. It's the assumption that the up-front costs are higher when you buy than when you rent that keeps many of them out of the housing market. Dispelling this myth is a worthy goal in your marketing efforts. While most down payment assistance programs are reserved for low-to-moderate-income earners, there are some for those who earn more. In fact, with more than 2,000 down payment/closing cost assistance programs nationwide, you are bound to find one for your higher-earning, home-buying prospects. Or, let them know that the FHA-backed mortgage has a down payment that can go as low as 3.5% and there are no income limits for borrowers. You would be shocked to know how few consumers are aware of this. Buying a home builds wealth, renting doesn't Back in 2018, when household net worth in the U.S. hit a record $98.74 trillion, homeowners saw the most gain. In fact, "The average homeowner has a net worth of $195,400, 36 times that of the average renter's net worth of $5,400," according to Patrick Sisson at Curbed.com. This is something that many would-be homeowners don't consider when they sign the lease agreement. From that moment until the lease expires, these renters are adding to the landlord's net worth, at the expense of their own. Address this in your marketing. Let them know that, as Sisson says, "Homeownership may be one of the most significant, and surefire, means of increasing net worth." To view the original article, visit the PropertyPLUS! blog.
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How to Generate More Leads with Google's Local Services Ads
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Prepare Your Business for a Post-Covid Market with These Tips
The real estate market is different during COVID-19 compared to what we have seen in the past. Homes are selling faster and for higher prices than ever before. With everything going on in the market, are you prepared to tackle the real estate market post COVID-19? Recently, Rob Levy, a top Realtor out of Portland, Ore. and practicing agent of 32 years, joined us for a Secrets of Top Selling Agents webinar, where he shared some of his best tips and practices to manage your real estate business post COVID-19.
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Get More Listings: Pursue Absentee Owners
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7 Ways to Get More Seller Leads in a Tight Market
Real estate agent marketing is more vital now than ever. No one could have predicted that 2020 would bring us such challenges, and yet, even fewer could have guessed that real estate markets around the country would see substantial increases in home sales. With remote working, virtual learning, and the desire to leave heavily congested areas, many professionals, families, and aging adults are making the decision to purchase a new home for the long-haul. Take note: 2020 may have been an outlier of a year, but the demand for housing will likely not decrease in 2021. Research, reports, and expert opinion claim that the housing market will continue to see a strong buyer presence, thus creating a tighter market. To leverage this increased demand in a tight market, real estate agent marketing can work wonders. How can real estate agent marketing work for you? Here are seven ways to get more seller leads in a tight market. 1. Leverage Technology Selling a home today means using the technology of tomorrow. While there are tried and true ways of selling a home, successful real estate agent marketing involves leveraging the latest technologies. SEO tactics should be integrated into all web pages, including individual listings, to open conversations with potential sellers who may be keeping an eye on their local market. 2. Cold Calling Non-Traditional Sellers No matter how rare a For Sale By Owner listing may be, they may present a golden opportunity to convert a new client. FSBO sellers often value transparency and honesty, two traits that some believe that won't retain in an agent out to serve themselves. Approaching these sellers in person for a casual chat about their real estate goals can be an old-school yet effective real estate agent marketing strategy. 3. Identify Dependable Lead Generation Tactics No real estate agent marketing strategy is successful overnight; how ever your agency has secured leads in the past is likely a dependable way to generate more in the present. Hone in on the top three tactics used and consider updating them for modern times. For instance, if physical open houses cannot be held, consider hosting virtual gatherings. 4. Host Unique Virtual Gatherings Using your network of professionals such as contractors and mortgage lenders, host a virtual meetup for buyers and sellers to attend. By bringing remodeling agencies, cleaning services, loan officers, and other professionals under one digital roof, you can create an all-in-one event that attracts potential sellers who may be currently searching for these services. 5. Educate Tomorrow's Sellers A solid real estate agency marketing strategy plays the short game and the long game. Use your website and social media channels as an educational resource for prospective sellers. Those who are on the fence about selling their home can find answers to all of their home selling questions without the need to directly contact an agent if they're not yet ready. This build their confidence in their decision to sell the home, indirectly builds trust with your agency, and helps them make the seamless transition to enlisting your services. 6. Team Up With Other Agents Regardless if you're new in your market or a seasoned pro, you can never have enough help in selling houses. Teaming up with other real estate agents creates a wider net to catch leads in. Combining your resources, along with your own knowledge of what works and what doesn't, will instantly enhance your real estate agent marketing plans. If nothing else, good networking and the affirmation that one strategy works or doesn't work are valuable for the future of your business. 7. Use Your Personal Network It's exceptionally easy, and tempting, to immediately look for the next big thing when it comes to real estate agent marketing tactics. AI-driven apps and software are fantastic resources that take a lot off of your plate, but there's still something to be said about a good, old fashioned chat with a friend. Your neighbor may know that the family-owned business across town is closing up shop so that the owners can retire to Florida. Your old college friend may know of a client or business partner looking to sell their home to meet their growing needs. Tap into your personal network to discover potential leads, then approach these potential sellers via your real estate agent marketing strategy. Searching for new ways to enhance your real estate agent marketing platform? Stay better connected to your sphere with the automated tools found within DeltaNET 6 CRM. RE Technology readers can try it FREE for 30 days. To view the original article, visit the Delta Media Group blog.
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3 Ways to Get More Leads in 2021
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How Do Most Clients Find You? Why It's Vital to Stay Top-of-Mind
Referrals are invaluable in the world of real estate. It should come as no surprise to veteran agents that research conducted by the National Association of REALTORS states that the referrals from friends, neighbors, or relatives are the number one way buyers and sellers find their real estate agent. Should you take advantage of referrals? Absolutely. Should they be your only relied-upon source of leads? Absolutely not. Referrals aren't the only way sellers and buyers choose their real estate representation.
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Get More Listings with the Right Seller Services
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Your Script to Cold Call Landlords During COVID
Apartment units and buildings that are put up for rent by the owner (FRBOs) are a valuable asset for agents. They allow you to work directly with landlords, get accurate information for your clients, and keep 100% of the commission. One of the best ways to enter into a partnership with a FRBO is to pick up the phone and call them! But we know that cold-calling can make even the savviest agents start to sweat, so we want to help out real estate agents with a script to cold call landlords during COVID.
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3 Key Strategies to Generate More Real Estate Leads and Fill Your Pipeline for Months
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6 Ways to Get More Seller Leads
If you've been in the business for a while, you're probably well aware that there are some key benefits to working with real estate seller leads. Key benefits of working with real estate seller leads: You have more control over your time You can take on more clients at a time You have the opportunity to represent both sides of the deal Bidding wars in a low inventory market can mean higher commissions
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10 New Lead Sources to Explore Before New Year's
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[Best of 2020] 10 Thank You Notes That Will Generate Business
We're continuing an annual tradition of counting down our top 10 articles of the year. The following article was originally published in March and is #4 in our countdown. See #5 here. Amid non-stop e-mails and social media bombarding everyone each day, there is a powerful answer to help you stand out above the noise. How can you make an impact that is both remembered and generates additional business for you? It is the power of the handwritten "Thank You" card. Yes, Thank You via e-mail is so much easier. Yet, it is not the same. By setting up a system to send out handwritten Thank You cards, you will see a positive difference in your real estate business. The handwritten Thank You card is not something new and has been a tool for the success of many of the top agents in the country involved in real estate for decades.
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7 Real Estate Workshop (or Webinar) Topics that Generate Leads
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Generating Listings: Ninja Style
Right now, the real estate market is hot and real estate agents are finding it hard to generate listings. This year is completely unprecedented and you may feel that you need a few tips to generate more listings for your business. We recently had Larry Kendall, author of Ninja Selling, join us for our Secrets of Top Selling Agents webinar, where he shared 10 tips to generate more listings the Ninja way.
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Working the Referral Game: How to Get Your Clients Producing Your Next Best Lead
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The Latest Trends in Team Software
The following is an excerpt from RE Technology's Success Guide to Team Software: Website Some team platforms develop excellent websites with a high focus on lead generation, content creation, and search engine optimization. Teams doing a lot of online digital advertising will need to look for websites that offer the ability to create lead generation pages--also called squeeze pages. Others recognize that a team website is like a business card. If you are not in love with the activities around online lead generation, having a fancy website is probably not that important to you. Mobile Apps Mobile apps have been an exciting growth area for team platforms over the years. The driving trend among these mobile apps has been less about developing branded mobile search apps that are in the Apple App and Google Play stores, and more about delivering functionality that allows teams to access customer records on the fly, or to take a group approach to responding quickly to customer requests. If your team is mostly mobile, rather than office based, this may be a very important feature for you. Contact Record Monitoring One of the biggest areas of new development in software for teams has to do with reference data and client monitoring. Using artificial intelligence, the software can track activities across all of your client records. Using this data the software can, for example, tell you when there is a customer that you have not interacted with in the last year or suggest that you reach out to a customer who has been spending an insane amount of time looking at listings on your site. The goal of contact monitoring is to make sure that you stay connected to everyone in your database, and to focus on those customers who show the most activity in the process of executing a transaction. Some solutions even monitor Facebook and LinkedIn for the most recent posts made by your clients so you can check up on them from within your contact records. Contacts, Calendar, Email Integration Most business professionals lack time for administrative upkeep such as scheduling meetings or updating contact records in multiple places. An important feature in team software platforms is mobile phone integration. It allows an iPhone or Android device to connect to your CRM. If you get a new customer call on your phone, and you save that contact, your phone will then sync the contact record to the CRM in your team solution, so you do not need to re-enter it. Likewise, if a team member schedules a task or meeting for you, they can access your calendar for your availability and set that appointment so it displays on your phone's calendar. If you are speaking to a tech supplier for your team, ask them about Google Sync or Outlook Sync. Reporting and Forecasting One of the challenges to operating a team is to measure team productivity. These metrics fall into the realm of reporting and forecasting. Depending on the role of the team member, good reporting and forecasting can provide the team leader with data that shows how team members are using the system, the value of business they have in the pipeline, etc. Remember, when you are running a team, you need to think about it like you are running a business or running a brokerage. Productivity per team member is a key matrix that you need to track. Dynamic Automation The idea behind software has always been automation. In the past, automation in team software was pretty linear. Linear automation is when you schedule things to happen at a specific time in a specific order. On day one, do this. On day two, do that. On day five, do this other task; on their birthday, do this, etc. Dynamic automation uses the intelligence of software to observe consumer actions and adjust the behavior accordingly. In tech speak, they use the term "if this, then that." For example, let's imagine that a past client comes to your website to read an article about home improvement, then starts looking at houses. Dynamic automation would bring this to your attention and save the search for that client without them needing to do anything. The software could then send them a follow-up email the next day with the listings that they reviewed and ask if they have questions or would like to see any other homes. These auxiliary communications use machine learning or artificial intelligence to anticipate the needs of clients dynamically and automatically. Download Success Guide: Teams to learn more about Team software trends, how to evaluate Team software, and more.
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Growing Your Team Business with Productivity Software
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A New Strategy to Unlock Local Inventory and Win the Listing
Agents and teams face two huge challenges in 2020: a lack of homes to sell and a way to establish a clear marketplace advantage to win the listing every time. One recent study suggests current inventory is reaching its lowest level since 2012. For agents, this means more competition for fewer listings. Every agent and team also seem to be offering the same listing strategies, using similar technology and marketing tactics. How do you lock in the listing if sellers don't see a difference?
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How to Find a Lead With Only Their Name and Email Address
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The Ultimate Guide to Geographic Farming
We know that everyone is going through a tough time right now. Your personal lives and livelihoods are a mix of upside down and on hold. The coronavirus crisis is changing how everything in the world works. However, at RPR, we're hoping we can help. We want to provide you with content that you can dive into and tackle now (while you have all this sudden time on your hands), so you'll be that much more prepared when the bell rings and things get back on track. This geo prospecting article is a perfect example. You may have considered applying a technique like this to market yourself, but perhaps you held off because you thought it was too complicated or time-consuming. Well, now you can properly sink your teeth into this topic and this article will explain each step and every detail.
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9 Ways to Use Social Media to Make Your Website a Better Lead Engine
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20 Real Estate Lead Generation Ideas that Work
Real estate professionals have access to more lead-generation tools today than ever before, with online marketing leading the way. There's no shortage of tools to help your business shine, from your real estate website to blogging, social media, and search engines. Get started with our guide to 20 real estate lead generation ideas that work for firms and sales associates in any market.
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7 Ways to Simplify Your Real Estate Website to Increase Lead Generation
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The Ultimate Zoom Playbook for Lead Generation
Doing business online has been a growing trend in the real estate business for years. However, 2020 circumstances have forced many Realtors to move, fully or partly, to an online environment. Zoom meetings are a very useful tool for doing real estate tasks on the web. But did you know that there is more to Zoom than just video conferencing, including lead generation opportunities?
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Top Producer Reveals Secret to Direct Response Farm Marketing with RPR
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Friday Freebie: The 'Secret Sauce' to Online Lead Generation
Are your lead generation efforts leaving you hungry for better results? Maybe you're putting in too much work for too little reward, or maybe your campaigns just aren't coming together the way you envisioned. Whatever the case, we've got the recipe to spice up your sales funnel. This week's Friday Freebie will show you how to stand out from the crowd, build a successful pipeline, and drive conversions. Read on to learn more! Download a free copy of 'Lead Generation Secret Sauce,' courtesy of Elevate There are a lot of ingredients in a successful lead generation campaign. Fortunately, the marketing experts at Elevate have laid it all out in a new guide that's free to RE Technology members. The guide is packed full of easy-to-implement tips, tricks and strategies, as well as a bunch of special offers to jumpstart your online lead generation. Here's a quick look at what you can expect when you download this free guide: The misconceptions and realities of online lead generation An overview of a successful real estate lead conversion funnel The best platforms for online marketing How your CRM can help An example workflow for new leads More free offers to kickstart your online lead gen And more! Ready to get started? Download this FREE guide to learn the 'secret sauce' to lead generation today!
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Are You Working Too Hard to Get Easy Leads?
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Open House Attendance Down? 6 Ways to Attract Interested Homebuyers
The number of in-person open houses hosted by agents continued to climb in July, rising 5.8% from June and nearly 145% since May, according to Homesnap internal data. Yet, attendance hasn't appeared to recover at the same rate. According to a recent report by the National Association of Realtors, 35% of surveyed would-be open house attendees plan to hold off on attending in-person open houses. Fifteen percent indicated they would not attend unless a viable COVID-19 vaccine or treatment became available, and 20% indicated they would do so only if local medical or government authorities assured them there was no imminent threat to their health.
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Friday Freebie: Lead Generation and Marketing Budget Calculator Tool
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5 Steps to Build Out Your Real Estate Mobile and Text Message Marketing Strategy
Marketing is getting tougher and tougher--there's no doubting that. One strategy you can consider is SMS marketing, the process of sending short text messages to your ideal customers in an attempt to engage them with your campaign and get them to convert. Even though average open rates for SMS messages beat email by a whopping 28%, your real estate company sells homes for a large price—unlike small-ticket items that can be purchased on a lunch break. So, how can you make text message marketing your biggest driver of website traffic, leads and sales? Here are the five steps you'll need to build out your mobile real estate marketing strategy, as well as two brands who are already killing it with their text messages.
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How to Use Video to Increase Conversions: 4 Templates for Real Estate Agents
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Want More Listings? Call Your Database and Ask These 4 Questions
Why do some agents get all the listing clients, while others have to settle for buyers? It all boils to one simple truth. "The people that get all the listings talk to more people," says real estate coach Tom Ferry. "Period. End of story." That's pretty unequivocal advice. But if you're not used to cold calling, you may not know where to start. That's okay, because in the video above, Tom offers four simple questions you can ask your database to spark a conversation that gets homeowners thinking about selling: Are you living in your ideal or dream home right now? Have you had any thoughts on selling? At what price would you be motivated to sell? Do you know anyone who's thinking about selling? Watch the video above to learn how to expand on these questions... and turn your conversations into commissions!
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5 Ways to Lose a Lead Real Quick
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The Ultimate Guide to Facebook Lead Ads for Realtors
Ever wonder how your colleagues and competitors are scooping up warm leads in the digital world? One answer is Facebook lead ads. This article will break down the ad type, with step by step instructions.
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Are Your Listing Photos Costing You Leads?
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5 Things Every Real Estate Website Should Have
There are a lot of elements that must be in place for your real estate website to generate leads. Your SEO needs to be on point. Your site should be easy to use, but above all else, you need to have the right content.
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Your Real Estate Blog: How to Turn It into a Lead Magnet
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Warm Up Cold Real Estate Leads with SMS Texting
The real estate industry is changing, and so are the needs of clients. These days, people want speed and convenience. Providing rapid, responsive service is crucial for top-notch customer service. One of the best tools for growing rapport is something you probably use daily but might not have applied to your business just yet. It's SMS texting.
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Converting FSBOs to Clients: 4 Tips
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It's Not About Luck: 6 Ways to Maximize Leads and Entice Buyers
"Luck is when preparation meets opportunity." The above quote, credited to Roman philosopher Seneca the Younger, posits that the most successful among us are responsible for making their own luck, not biding their time waiting upon some indeterminate stroke of good fortune or unexpected twist of fate. When it comes to success in real estate, we tend to agree. High-performing agents are no more lucky than their peers. Rather, in knowing the right tools and data to put to use, they prospect more effectively, get more eyeballs on their listings, entice buyers, and maximize leads. In other words, they're preparing. Then getting "lucky." So, it stands to reason: If you know what avenues to take, what tricks can put you ahead of your competitors, and what tech can help you work more efficiently, you can tap into the same knowledge and tactics that high-performing agents use—no luck required.
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How to Build an Income-Producing Referral Business
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The 5 Best Real Estate Cold Calling Tips
If you're like most real estate agents, cold calling is one of your most dreaded tasks in any given day. It can be intimidating and uncomfortable, but with the right tools and guidelines you have the capability to turn this once-daunting job into a pleasant one that reaps great results.
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Get More Listings: Pursue Absentee Owners
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The Time Is Now to Supercharge Your Database
The perfect stay-at-home marketing activity Imagine what the future would look like if you could stop cold calling, door knocking or chasing after FSBOs indefinitely--or at least cut way down on those activities? Ditching the more distasteful aspects of your real estate lead generation routine may be possible if you vow, right now, to get serious about your CRM database. Warm calls are so much more pleasant and knocking on doors where people are happy to see you beats the alternative. Make building better relationships with people you already know the center of your current stay-at-home activities. How's your sphere of influence? Agents who have been in the business for more than a minute tell horror stories about friends and even family members who "forgot" that they were in real estate and listed their homes with another agent. In fact, NAR statistics say, "The typical real estate agent earned 13 percent of their business from repeat clients and 17 percent from referrals from past clients and customers." Look at those numbers – they're pathetic, aren't they? Especially when NAR surveys say that nearly 90 percent of real estate consumers say they would use their agent again in the future. Past clients know you and, hopefully, they like and trust you. Shouldn't agents be getting more than 17 percent of their business from referrals from them? We get it. Agents have a ton of irons in the fire during the typical work week and keeping in contact with their SOI typically ends up as a low priority. What would happen, though, if you moved it up on the list? Made those warm contacts (instead of contacting strangers) a priority? You'll end up top-of-mind with your sphere when someone mentions buying or selling a home. Step 1 to get your real estate business on the referral track Organize your database. Yeah, it doesn't sound like a whole lot of fun, but it's necessary to keep you on track. And there is no better time to do this than right now, while you're at home. If you already have an organizational method, you're one step ahead. If not, let's create a simple one. Start by grouping your contacts. There are many ways to group them, so choose labels that make sense to you. Some suggestions include: Hot leads (people you don't know yet) Cold leads (again, people you don't know) Sphere (or "family," "friends" "ladies I play tennis with" "past clients") Vendors Feel free to create subgroups, if it will help you to stay organized. Some of these may include: Immediate family members Extended family Closest friends Acquaintances Neighbors People you met through your kids Thanks to the folks at TopProTraining.com for some of those ideas. Check out their list for more. Kim Hughes at KimHughes.com suggests that the next step in setting up your database to help you succeed should be to go through all of the leads, checking the information you have on them and adding anything that comes to mind. At a minimum, Hughes says you should have the contact's full name and the name of immediate family members. Naturally, you won't have family member info for some contacts, such as leads. Then, take some time to pick up the phone and start calling people. Start with folks you know, like past clients, relatives, and friends. Let them know they're in your thoughts and you're checking in to see if you can help them with anything. While on the phone, tell them you're updating your database and want to ensure you have their correct contact information: Verify that their addresses, both snail and email, are current. Best phone number to contact them. Birthdate is an important one (folks LOVE getting birthday greetings). The birthdate might be a tough one to ask, but tell them you like to reach out to people on their birthdays. You don't need a year, so that may make the question "Hey, when is your birthday?" a bit easier to ask. Get ideas for these conversations at TheRealEstateTrainer.com. Listen carefully to their end of the conversation for any tidbits you can add to their spot in your database. Then schedule a follow-up call, or a reminder to send a card, depending on what they've told you. This is a project that, although it needs to get done sooner rather than later, can be done in chunks. Hughes brilliantly recommends starting the organization process with your past clients. But do schedule those time chunks and vow to stick by the schedule. Before you know it, you'll have an organized, clean database, making your real estate lead generation a much more enjoyable and rewarding process. Do you have current listings to promote? Create "virtual" open house postcards for your current listings using the Just Listed Series and promote them through social media, on your website, and through mailings. To view the original article, visit the ProspectsPLUS! blog.
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3x Your Lead Generation ROI with These 5 Tips
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Learn How to Win New Listings During COVID-19 by Delivering a List of Qualified Buyers
According to a 2018 Zillow survey and NAR's Homebuyers and Sellers survey, owners want two things from a listing agent: Skills at pricing the home right and the ability to find qualified buyers. Charles Williams, CEO of Buyside, showed us a simple path to significantly increase your chances of winning a new listing by following these simple steps and best ways to "list to last." Here are three key takeaways about how to win more listings by sharing a list of qualified buyers: 1. Capture seller leads Attract sellers to your website by inviting them to ask you for a valuation of their home. You can use third party Automated Valuation Models as a way to attract them and then follow up with a customized analysis to show off your keep knowledge of your local market. 2. Nurture your past clients/homeowners The best way to ensure long-term success in real estate is to create clients for life. If you stay in touch with them, sharing homeownership information, and especially provide them with monthly updates on the current value of your home, you will stay top of mind with information that is relevant and meaningful. 3. Dominate listing presentations by delivering pre-qualified buyers One of the best ways to walk away with every listing presentation is to demonstrate that you have a specific list of pre-qualified buyers interested in buying a home that matches your prospects' property characteristics. You can use reverse prospecting in the MLS system to do this, or you can use systems like Buyside. More Resources: Success Stories from Buyside Don't Miss These Upcoming Coffee Chats! Tuesday, May 19 The Importance of Cash Flow and the 7 Myths of Commission Advance with Sean Whaling from eCommission Wednesday, May 20 Virtual is the New Reality for Real Estate with Patty McNease of Homes.com If you would like us to sign you up for all upcoming coffee chats, email [email protected] and he will get you signed up. If you would like to get notifications every time a Coffee Chat recording is published, subscribe to our YouTube channel, RETechnologyInc. Then hit the bell next to the Subscribe button and receive notifications every time we publish new educational videos. Get Recordings of All Coffee Chats If you would like to binge watch all of the Coffee Chat recordings, click here. If you would like a FREE 3-month trial of RE Technology, go to retechnology.com, click Create Account and then use one of these coupon codes: COVID-19A COVID-19B COVID-19M
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10 Things to Do When you Receive a Referral
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The Time Is Now to Build Up Your Prospecting Muscles!
We had a great Coffee Chat on Friday with Jamie Quenzer and Eddie Rodriguez of CINC. They had some very practical advice for every agent trying to take full advantage of the downtime they are experiencing during COVID-19. They had three main takeaways: 1. Use more video − Video viewing us up 71% over last year, according to Hubspot. Time to get over your fears and insecurities and use the camera on your phone to tell your own personal brand story, shoot live open house tours, film personal notes to your prospects and clients, and provide video marketing updates. If you want to know more about how to use video to build strong customer relationships, check out the Coffee Chat we did with Bomb Bomb a few weeks ago HERE. 2. Time to build up your prospecting "muscles" – Every great salesperson has one thing in common. They prospect, secure new clients, manage sales and close EVERY day. This is a great time to learn how to give yourself specific time slots during the day for each of those activities. Right now, those slots have to be considerate of the rest of the family too, but once you have built this discipline your income will definitely grow. 3. Practice, Practice, Practice – CINC offers FREE scripts and other educational materials in their blog you can use to practice scripts to reach out to clients now and in the future. Adopting a client servant mentality will help you win now and forever. Check out the full 30-minute conversation here: Don't Miss These Upcoming Coffee Chats! Monday, May 4 No Need for Earnest Money Collection to Slow You Down from a Complete Virtual Closing! Learn How! with Lynn Leegard, CEO, TrustFunds Tuesday, May 5 Why Intentional Marketing Matters More Than Ever with Molly McKinley, CEO of Intentionalities and VP of Brand Strategy for Rate My Agent Wednesday, May 6 What's STILL Making Marketing Work for Agents with Jim Studebaker and Todd Robertson from ProspectsPLUS! Thursday, May 7 Become the GO TO Agent in Your Neighborhood: Learn about a simple, effective, affordable and automated way to be the most consistent and effective virtual marketer you can be! with Albert Clark of Homeactions Friday, May 8 Your MLS System: The Ultimate Prospecting and Lead Generation Machine with Brian Tepfer, Executive VP and CTO, Rapattoni If you would like us to sign you up for all upcoming coffee chats, email [email protected] and he will get you signed up. If you would like to get notifications every time a Coffee Chat recording is published, subscribe to our YouTube channel, RETechnologyInc. Then hit the bell next to the Subscribe button and receive notifications every time we publish new educational videos. Get Recordings of All Coffee Chats If you would like to binge watch all of the Coffee Chat recordings, click here. If you would like a FREE 3-month trial of RE Technology, go to retechnology.com, click Create Account and then use one of these coupon codes: COVID-19A COVID-19B COVID-19M
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How to Set Up Facebook Instant Replies to Convert Real Estate Leads
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The 5 Best Real Estate Cold Calling Tips
Let's be honest, cold calling is probably not your favorite thing to do, and no one can blame you. Constantly being rejected quickly becomes exhausting, and discouraging. After a while you may start to think that it would be better to just give up on the method. Many experienced real estate agents consider cold calling an essential part of lead generation, though, and for good reason. Cold calling has repeatedly proven to be a successful method of procuring business, even it takes 200 calls before someone bites. Using quality cold calling scripts, and real estate cold calling tips, helps you to stay on message. It also helps you achieve the goal of scheduling an in-person meeting, and effectively converting a lead into a client.
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How to Write a Strong Call-to-Action and Convert More Real Estate Leads
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So You Want to Generate Leads...
Over the past few weeks, we've written about the various marketing strategies and tools you can use to promote your real estate business. We've discussed turning millennial consumers into repeat customers. We've shared under the radar tactics for driving foot traffic to your open houses. We've even chronicled the best practices for boosting your online presence and reputation. But, we get it... ...nothing is as important as those leads.
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Friday Freebie: 6 Downloadable Reports for Connecting with Prospects
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Real Estate Prospecting: What You Need to Know
The topic of real estate prospecting is one that many agents love to hate. While a lot of real estate professionals achieve moderate success in the early years of their career, it's common to hit a wall when your well of leads starts to dry up. It's clear that more leads need to be generated so that you can close more sales, but the prospecting process can be a daunting one for many agents. There are a lot of strategies out there, but most of them are a marathon – not a sprint. It often takes some time before you begin to see the fruits of your real estate prospecting labor.
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3 Steps to Attract Millennial Homebuyers on Instagram
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10 Thank You Notes That Will Generate Business
Amid non-stop e-mails and social media bombarding everyone each day, there is a powerful answer to help you stand out above the noise. How can you make an impact that is both remembered and generates additional business for you? It is the power of the handwritten "Thank You" card. Yes, Thank You via e-mail is so much easier. Yet, it is not the same. By setting up a system to send out handwritten Thank You cards, you will see a positive difference in your real estate business. The handwritten Thank You card is not something new and has been a tool for the success of many of the top agents in the country involved in real estate for decades.
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New Social Advertising Tool Lets Realtor Expand Her Reach from Coast to Coast
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Drive More Foot Traffic to Your Open House
Picture this: You're hosting an open house at a home that's a little out of the way--the sellers live in a cul-de-sac that takes a few confusing turns to get to. Yes, you've done your traditional open house marketing and you've put up road signs on every curb nearby, but still, you're worried people aren't going to find it or simply won't bother navigating a tangle of unfamiliar roads. And in large part, your concerns are well-founded. While you may get some fresh faces in the door, a house's secluded location can often prove a deterrent for prospective attendees.
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Find Seller Leads with Homesnap Pro's Likelihood to List Scores
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10 Actionable Ideas to Generate Real Estate Leads Online
The internet has forever changed the way real estate agents get leads for their business, and you're definitely behind the curve if you haven't optimized your website for lead generation. How do you generate real estate leads online? In this guide, you'll learn various methods for obtaining quality leads online and the secret to converting your website into a real estate marketing machine. Let's get started.
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9 Underutilized Websites that Can Help You Generate Real Estate Leads
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2 Secrets to More Lead Conversions, Straight from a Top Team's Playbook
Lauren Bowen leads one of the most productive real estate teams at Robert Slack. She's increased conversion rates and productivity while the company nearly doubled in size. The secret to her team's success? They stalk their real estate leads... or, more accurately, they let their lead generation solution do it for them. Targeting the Most Likely Buyers Anyone who has spent any time on the internet has been "stalked" by an online ad. You visit a site once, and for days or weeks after, an ad from that site follows you around the web. This is called "ad retargeting," and marketers love this advertising strategy because it is so effective. The Lauren Bowen Team employs this strategy to great success via realtor.com's Local Expert program. Local Expert users can create three types of ads: For Sale ads, Just Sold ads, and Branding ads. Those ads are then displayed to buyers in your chosen area on realtor.com. Once they leave the site, those same ads are displayed in their Facebook feed. "This not only helps bring a buyer to the house, it also shows the seller that we are putting it in front of numerous buyers for them," Lauren says. Tip: Because Local Expert offers detailed campaign analytics, you can impress your sellers by telling them exactly how many people have seen their home's ad. Dialing Up Lead Volume for a Higher Conversion Ratio Lauren's team may have stumbled on another secret to improved conversion rates when, thanks to the success of their realtor.com program, they decided to increase their volume of leads. This lead to a curious phenomenon. The team's number of lead conversions not only increased—as expected with more overall leads coming in—but their conversion ratio increased as well. That means the team is converting a higher percentage of leads than they were at their previous lead volume. "We've almost doubled our conversion ratio with the same leads," says Lauren. See Lauren THIS THURSDAY at Inman Connect NY Want to hear more real estate lead wisdom from Lauren? On Thursday, she'll be sharing her expertise during a panel discussion on the Team Track at Inman Connect New York. Check out her panel, Lead Distribution: Who Gets What?, on January 30!
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How to Actually Generate Good Quality Leads on Facebook
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How to Fit Prospecting and Farming into Your Marketing Budget
No leads, no business, right? True as that might be, it's hard to put numbers to the value in seeking leads. How much of your time should you dedicate to prospecting marketing each week? And how much of your overall real estate budget? This is our quick guide to making those decisions.
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Winning More Listings through Teamwork and Technology
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[Best of 2019] Friday Freebie: Downloadable Report for Home Buyers and Sellers
We're continuing an annual tradition of counting down our top 10 articles of the year. The following article was originally published in September and is #7 in our countdown. See #8 here. If you've heard us say it once, you've heard us say it a thousand times: quality content is one of the most effective ways to reach buyer and seller leads. But rather than putting you through the rigmarole of creating your own content, today we're going to introduce you to a top-notch source of professionally created real estate reports. And, bonus, RE Technology readers get to download the report of their choice for free. Read on to find out how to claim your free report today. Free lead generating report, courtesy of ProspectsPLUS! Before we get started, here's a friendly reminder that today's offer is the fourth in a series of Friday Freebies that we're producing with ProspectsPLUS! Check out these links to claim more free real estate content, like a property flyer, 100 postcards, and a gift certificate for creating a new account. Today's offer is a free real estate report professionally designed to generate buyer and seller leads. How? By providing information that is valuable to real estate consumers. Choose your favorite from 60 reports like: 5 Powerful Ways to Build Equity in Your Home Common Mortgage Missteps Home Staging Checklist Six Tips for Selling in a Shifting Market What Every FSBO Should Know And more! Each report is customizable and prominently features your name, contact information, and even your headshot and logo. Your report is delivered digitally as a PDF that you can download and share online, print yourself, or at a local print shop. ProspectsPLUS! offers reports for a wide variety of real estate leads: current homeowners, cash buyers, FSBOs, and more. Ready to start warming up new real estate leads in your market? Claim your FREE report here (use promo code FREEREPORT at checkout)!
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What Do You Really Know about Apartments.com?
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Your Complete Real Estate Prospecting Guide
Figuring out how to get new clients can be daunting for many real estate agents, even those with years of experience under their belt. As the industry, local markets, and technology all change, the best practices for how to prospect are ever-evolving as well. Here's everything you need to know about prospecting for buyer and seller leads, so you can keep growing your business. This is ideal for the slower months, so you can "farm" for prospects and then have a wealth of clients in preparation for the busy season.
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