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How to Turn Facebook 'Bullying' into a Steady Stream of Listings and Leads
Thursday, September 19, 2019 at 9:00 AM PDT Facebook can be downright mean sometimes. A real bully on the schoolyard. New ad rules that make your ads useless. Can't target like before, turning all your hard work and effort into a gigantic waste of time and even bigger drain of money. Well, not any more. Because this Thursday, you'll discover how to put Facebook back in its place – and simply ignore the bullying forever. We're going to GIVE YOU 5 simple Facebook campaigns that WORK, right now – even after all the crazy changes they've thrown at us. Get it ALL and we'll see you on Thursday! Register now!
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Friday Freebie: Downloadable Report for Home Buyers and Sellers
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 Happened to All of Your Referrals?
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Getting Started with Cloud CMA and Cloud Attract
Wednesday, September 18, 2019 at 10:30 AM PDT New to Cloud CMA or Cloud Attract? Join Shane McCarthy, our Senior Broker Success Manager, and he'll walk you through how you can get the most from your new favorite CMA program. We'll go over how to create your first CMA, customize and brand your reports and how to create report templates. He'll also show you how to easily create targeted landing pages in Cloud Attract so you can generate more leads from social media and your own sphere of influence. Register now!
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The Focused Strategy for Generating Real Estate Listings
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The Five Fifty-Five Program
We all know real estate is a networking industry. If you're not networking and building contacts, then you're not growing... and if you're not growing, then there's probably untapped potential lying dormant within the recesses of your abilities! It can be hard to find the time, resources, and strategies for successfully networking and building your database, which is why we came up with the Five Fifty-Five Program, or the 5x5x5. The Five Fifty-Five program is a system for continually expanding your database so you can get more referrals and rapidly spread word-of-mouth for your real estate practice. The more you build your database, the greater opportunity you have to sell real estate.
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The 8 Elements of a High Converting Real Estate Landing Page
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Think Your Lead Generation Is Expensive and Ineffective? Watch This Short Video for 3 Lead Gen Tips from Industry Experts
Lead generation: two words to strike unease in the heart of any dedicated agent or broker. Funneling potential clients into a sales cycle takes time, energy, and resources... and then comes the actual nurturing of the lead to convert them into a customer. Technology continues to change the way we market ourselves to clients. Lead generation has moved from the tactile world of newspaper listings and flyers to a digital landscape with seemingly endless options. And yet, navigating this terrain of resource-hungry advertising platforms can be treacherous on all sides, especially when only an average of 2% of leads are ready to move to contract within 30 days and it could take up to seven years to close a deal for the other 98%! If it seems like a daunting task to come up with new leads, you're not alone. Many agents face similar issues in their campaigns to create business through lead generation, whether they hire a service or pursue new leads themselves. Recently, Bondilyn Jolly, VP of Marketing at Elevate, an online lead generation and marketing provider, sat down with Denis Pepin, Broker/Owner of United Real Estate Professionals in Huntington Beach, Calif. to talk about common lead generation challenges and their solutions. Here's the video and recap: Problem: Lead generation is expensive. Solution: Generate new leads from your current clients. As an industry average, for every $1000 spent on lead generation, only $10 is spent on lead nurturing. Disrupting this statistic will set you apart from other agents who simply walk away after a deal closes. Actively maintaining a relationship with past clients positions you at the top of their minds when someone they know starts talking about moving. According to NAR's 2018 Home Buyer and Seller Profile, 90% of buyers would use their agent again or recommend to a friend—take advantage of this fact. Problem: More leads exist than actual business. Solution: Lead gen that specializes in analytics could provide higher quality leads—meaning, customers that are more likely to buy. Investing in companies like Elevate that work closely with dedicated and experienced marketing professionals to add value to their lead gen services can help ensure you're seeing a profitable return on your dollar. Problem: Most agents do not have a system to effectively handle and nurture inbound leads. Solution: As part of your sales funnel model, it's extremely important to send potential clients down a tested, proven track towards contract to get the most out of your leads. If you're losing clients at a certain step in your cycle, don't keep trying the same methods over and over until you wear yourself out—change your approach! The best thing to do when you're feeling stuck is to find a reliable, consistent company to work with that responds to agent/team needs.
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5 Ways to Lose a Lead Real Quick
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3 Ways to Leverage HOAs for Leads
There are nearly endless lead generation strategies that opportunistic real estate agents can use to create new business. One underused strategy is connecting with and leveraging home owners associations (HOAs) in your area. HOAs often have well-established communications with homeowners and renters in their neighborhood.
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3 Tips to Attract Your Ideal Real Estate Clients
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How to Snag Baby Boomer Real Estate Leads
Need listings? Our advice is to get very familiar with the older generations. According to the chart on page 96 of NAR's latest Home Buyer and Seller Generational Trends, 55 percent of all home sellers are members of the baby boomer (age 55 to 73) and silent generations (age 74 to 94). When it comes to buyers, Millennials make up 39 percent of the pool, but those 55+ generations loom large as well, making up 37 percent of homebuyers. As you know, Millennials are typically first-time homebuyers. The chances are quite good, however, that since 76 percent of boomers own homes, your older client will gift you with two transactions, both selling and buying. You'll need to earn their business, though. First, get to know them They may be older, but they're not "old." And they aren't "seniors" either. In fact, "they flat out reject the term 'senior citizen' with all of the implications that come with the phrase," according to John Brandon, contributing editor at Inc. magazine. If you want to market effectively to this generation, dump the stereotypes, warns Brent Green who wrote the book Marketing to Leading Edge Baby Boomers. "They will not tolerate … generational stereotypes and clichés," he warns. This brings us to the second misconception about baby boomer real estate consumers. They're not tech dolts, either Remember: the World Wide Web was created by baby boomers, so there's always been a certain curiosity about tech advances among the cohort. Today, nearly 90 percent of adults between the ages of 50 and 64 use the internet regularly while nearly three fourths of those age 65 and older do, according to Pew Research. Surprisingly, more than half of adults age 75-79 use the internet (there goes another stereotype!). They make up a large part of that 90 percent of homebuyers who shop for homes online before calling an agent. How to market to older Americans If you plan on concentrating your marketing efforts on the baby boomer generation, start with your website; ensure that it's boomer friendly. Remove anything that may be offensive or makes you appear out-of-touch. Remove the words "seniors" and, most especially, "elderly." Use "mature," "50+" or "baby boomer" instead. Avoid referring to them as "retirees," as boomers make up nearly 30 percent of the workforce. Use a slightly larger font to make your content easier to read so they'll stick around longer. Sprinkle your pages with testimonials – this type of social proof means a lot to this cohort. Then, work on beefing up your content to match what boomers are seeking: Community descriptions and resources Keep it hyper-local Educate – it's been awhile since they've been involved in a real estate transaction. Not all of your content should be about real estate. Use your hyper-local posts to highlight nearby businesses or amenities that serve their interests. Some of these include: Dining out Entertaining Gardening Golf Home improvement Online and video games Travel Walking, jogging, hiking Working out at the gym Don't neglect to share your content on social media. This generation is especially prevalent on Facebook and LinkedIn, according to Irfan Jafrey at Forbes.com. Additional marketing ideas Two themes regularly appear in real estate articles and studies of baby boomers: they will either age in place or sell their homes and rent. They may say they want to age in place, but reality is setting in: it's going to take a lot of time, effort and money to retrofit their current homes. Even if they have the time, effort and money, they simply no longer need as much space. It turns out, however, that aging in place doesn't necessarily mean aging in this place. Older adults are "redefining what it means to age in place, with one in four planning to move to a new home to accommodate changing needs that come with aging," according to recent research from Home Instead Senior Care. "A growing number of older adults no longer see aging in place as having to stay in the same home where they've lived for decades and perhaps even raised their family," according to the company's gerontologist, Lakelyn Hogan. One-story homes, less square footage and low-maintenance landscaping are about to become quite popular in the real estate world. Use your real estate postcards, newsletter articles and social media shares to help educate boomers on the benefits of buying another home instead of renovating their McMansions and of owning over renting. Overall, your older clients expect to be taken care of with excellent customer service. Provide it and you'll get the bonus – they love to refer their friends and family members to those who have served them well.
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10 More Ways to Increase Real Estate Leads Using Instagram
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Turn Your Listing Descriptions into Sales
Think back to 2006. You may remember hearing about the launch of a new social media platform, Twitter. You most likely didn't, because it had little fanfare. Posts to the social media platform were dubbed "tweets" and tweeters were limited to only 140 characters. Jack Dorsey, one of the platform's founder, claims they chose the word Twitter, because it was "perfect," defined as "a short burst of inconsequential information." Today, tweeters are allowed to use 280 characters to tweet out their inconsequential information, but the majority use only 33 characters, according to Sarah Perez, at TechCrunch.com. Remind you of anything?
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10 Reasons Why You Are Not Generating Real Estate Clients Online
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10 More Ways to Increase Real Estate Leads Using Facebook
People often feel like their company needs a Facebook page, rather than wanting to have a Facebook page, because many people do not know how to properly use Facebook to help their company. Not knowing the right way to use Facebook to help increase leads can cause people to dread having an account altogether. By following these ten steps to increasing real estate leads by using Facebook, you will be more excited than ever to set up a company account and get started.
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4 Ways You Can Reach New Leads Faster
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4 Real Estate Tips for Turning Listings into a Social Media Lead Magnet
The home search process is changing. So is real estate's ability to engage clients online. In the olden days, the average real estate customer journey was a nice, easy-to-understand shape. A funnel. A line. Not anymore. Today, it's a spiral inside a maze. And your marketing to today's home buyer and seller has more avenues than it ever has before. But that also means you also have greater opportunities to reach your audiences than ever before.
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Friday Freebie: Take a 5-Minute Survey on Listing Strategy, Get Rewards
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Tips and Tricks for Hosting the Perfect Real Estate Webinar
Webinars are a relatively easy way to reach and educate a wide audience. With no geographical barriers, webinars provide the perfect platform for you to reach attendees from around the world. To start with, here are just a few benefits of hosting a webinar, and the top reasons why webinars are leading the way:
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5 Strategies to Generate Seller Leads and Build Better Relationships
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Reducing Objections and Real Estate Buyers Remorse Before Showings
At times, working with real estate buyers can be frustrating. This is especially true if they consistently object to homes that meet their stated criteria, or worse, they back out of a purchase contract. You can over-react and try too hard to qualify them before showings, especially if you ask too many questions in online lead generation forms and they simply leave your site. Getting the best and most urgent buyers to the top of your list is important, so how do we do that without losing real estate buyer prospects?
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Open House Sign-in Sheet Sales Funnel for Real Estate Agents
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7 Secrets to Owning Your Area
As a Realtor, you have many responsibilities. One of the most important responsibilities is to find prospects and convert them to leads. In the most recent Secrets of Top Selling Agents webinar, Nick Baldwin and Tristan Ahumada shared seven ways for you to do just that. Baldwin, who holds 20 years of experience in the real estate world, has been an agent for 12 years and is the CEO of Superior Homes Group. Ahumada has been an agent for 15 years in the Los Angeles area. In this webinar, they shared how you can become the go-to agent in your neighborhood in just seven steps.
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To Find a Lead, Think Like a Lead
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7 Ways to Win More Listings Regardless of Market Conditions
A changing market, summer selling season, low inventory, high inventory, queasy economy, fluctuating interest rates... are all, without question, factors affecting your production potential. However, regardless of current conditions and circumstances beyond your control, the question remains: what can you do to find more sellers and get more listings? Here are seven ways you can rise above the rest and win in any market:
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Hosting Events to Build Your Real Estate Business
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Word of Mouth Marketing: How to Turn Happy Home Buyers into Lead Generators
People are likely to tell everyone they know about a bad experience with a business, and they're usually thrilled to pass on information about good experiences, too. And that's what word-of-mouth marketing is all about. The home buying and selling processes are ones in which you become intimately familiar with your clients, and vice versa. This is a prime opportunity to get these clients to spread the word about your services.
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How to Automate a Google Sheets Lead Capture Form
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Generating Leads on a Budget
Paid lead sources are an easy and efficient way to fuel your business' lead funnel. But if you're just starting out or haven't found your real estate rhythm yet, you may be on the hunt for some free lead generation strategies. Check out these five free lead generation strategies below:
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Tips for Turning Real Estate Client Referrals into Recurring Business
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Key Findings from Our Third Annual Referral Report
Agent-to-agent referrals are a key part of every serious real estate agent's business — especially as markets slow from peak activity and business slows for many. ReferralExchange recently released their third annual referral report, "Why Agent-to-Agent Referrals are Key in 2019," where they surveyed more than 1,200 agents about their referral business, use of social media and the qualities they value in referral partners. Below are key findings from the report.
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How to Market to Expireds the Right Way
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Elevate Your Content with High-Converting Guides
There's that pesky word again: "content." Now before your eyes glaze over with visions of "Top 5" articles and makeup tutorials, let me remind you that content is simply the valuable information on your website or social media platforms that you share with your prospects. You likely already have some content built up in your repertoire. Maybe you blog about areas in your geographic farm, share videos on Facebook, or perhaps you've created a downloadable checklist for first-time homebuyers. If so, you're ahead of the curve!
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Mission Focused: Behind the Scenes of a Top Team
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Real Agent Story: Online Branding Key to Winning New and Past Clients
How are real estate agents building their business online? To find out, we've been speaking with successful Realtors. Today, Delaware-based agent Debbie Phipps shares how she reaches buyers, sellers, and past clients through lead generation and strategic branding on realtor.com. Your branding on realtor.com—is this a tool to secure listings? I use realtor.com® Local Expert as an important element in my listing presentations. I log them onto realtor.com® and I show all of the exposure and how it drives everything to my DebbiePhipps.com site. I have a 15-inch laptop I bring to the presentation. I talk about realtor.com®. I tell everyone that it's the only site that's affiliated with the National Association of REALTORS®. I recognized early on that this was where I should focus my marketing dollars because the site would be there over the years. The other sites don't have the same correctness and accuracy and the amount of people looking at them. Other sites come and go. But realtor.com® will always be there. I tell my potential listing clients that this particular program I use gives them maximum exposure that is better than you could ever get with any other agent. Of course, it's a tool to make sellers understand the exposure you are giving them; but it's also a presentation tool. While presenting, I show them an example of a listing. I put in the appropriate Zip codes, so they see that my listing and my links to my website where they are featured are coming up 50 percent of the time as they scroll through three or four pages. If I get an appointment where I don't have the Zip code, I will still be able put it in nearby areas. Usually they're very impressed when they see how their home will appear on realtor.com®. Does this help you on the buying side? I use the featured property piece of the Local Expert for listings and the other piece of it as a way to help us close our leads. When the realtor.com® leads come through, they recognize me as someone that's a local expert. I have worked primarily in New Castle County, Cecil County, Chester County area most of my life. I've been in this business 30+ years. I want past clients to know how to find me. So past customers are reminded by your branding? You can't imagine how many calls I get because people remember me from our past association. When it comes to selling their house, they're still calling me. I keep my brand out there so that they can see I'm strong in business. Most people say they would use their agent again. But although they were happy with the agent they used last time, most don't even know what their name is now. If they can't remember their agent, how could this help draw them to you? Are they seeing your branding? As an example, I recently went to a $550,000 listing in our average $250K marketplace. They didn't know me at all, but they were impressed with my marketing. I am always marketing my brand through my website, social media and print ads. It is not easy to measure, but you eventually can see the effect. My marketing appears in quite a few places, but the realtor.com® Local Expert really grabs their attention. Many of my listing leads say, "Oh, we saw you on the internet," and when I drill down, they saw me on realtor.com®.    
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What to Look for When Buying Online Marketing and Lead Generation Tools
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Trends in Online Marketing and Lead Generation
Online marketing and lead generation is a constantly evolving science. In the early days of the internet, simply putting a property online with text was a big chore that required agents (or their development partners) to have HTML programming skills. The next big evolution happened around 1999 when the industry launched the first Internet Display program called IDX. This allowed agents and brokers to publish all of the listings from the multiple listing service on their websites and enable consumers to search. This was quickly followed by the emergence of national property advertising portals like Realtor.com, MSN, Yahoo! and others. IDX and listing portals delivered a great savings to the real estate industry, which was focused on newspaper and magazine advertising at the time. It was not uncommon for listing agents or brokerages to spend between as little as $300 or well over $1,500 in the marketing of a property. Online home search grew in popularity among homebuyers as access to internet connected computers grew. The next huge growth in this category came along with the consumer adoption of internet connected mobile phones and tablets. Today, more than 50 percent of all property searches happens on a mobile device. Nearly concurrent with the adoption of mobile, popular social media sites have became conduits for accessing real estate information including Facebook, LinkedIn, Twitter, and now Instagram and Snapchat. The options consumers have today for looking at property is almost absurd. There are millions of agent websites, hundreds of thousands of brokerage websites, and hundreds of property portals. The abundance of these options has created some interesting consolidation. It is estimated that the top 10 real estate portals in America are visited more than 500 million times a month. Given that there are only about 5.5 million transactions a year in America, it makes you wonder what all of those people are doing. Agents and brokerages are recognizing that digital marketing and advertising is changing from "spray and pray" to highly focused and localized marketing. To accomplish this, solutions have emerged that support real estate marketers with geotargeting to a particular house, neighborhood, polygon, or Zip Code. Within those geographies, real estate marketers can tune their marketing for attributes like age, renter vs. homeowner, or any number of filters that narrow the audience. Another major development is the connection between customer management solutions and online marketing. There is an appreciation that one goal of online marketing is to help build a database of potential customers. This famous sales strategy of collecting contacts and staying in touch was famously dramatized in The Wolf of Wall Street where Leonardo DiCaprio encourages his sales team to stay in touch with the customer until they buy or die. Some research has emerged that provides some good guidelines for real estate agents who hope to develop a digital marketing farm. A good target is to focus your efforts on a group of 2,000 to 2,500 households. With a steady focus of targeted digital marketing, agents should be able to develop a sales funnel that will yield about two trades a month. The important ingredient to developing this volume of units from this number of transactions is the frequency and quality of your marketing and lead conversion efforts. Always remember that digital marketing only works if you respond inside of five minutes to an inquiry—or ideally inside of one minute. Consumers expect you to be ready to serve them right away. Want to learn more about online marketing and lead generation? Download our latest Success Guide today!    
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If You Are Not Generating Massive Sales from Your Email List, Try This
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5 Tips for Winning More Listings with Your Property Data Tool
Looking for an edge to beat out the competition for listings? Look no further than your property data tool. From generating CMAs to helping you overcome seller objections, this tool can help you impress prospects and win more listings. But how? To find out, we turned to an expert. Nikki Morgan of CRS Data has spent years training agents on how to leverage public records. "The best thing agents can do is to come to the table with the information that your property data solution can arm you with," says Morgan. "Not just words, but the facts." Here are five ways agents can tap into their property data solution to impress sellers and win more business:
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How to Find a Fantastic Niche
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The Key to Real Estate Lead Generation: Custom Landing Pages
Are you searching for ways to boost both your website lead generation and the effectiveness of your online advertising? Custom landing pages, which users "land" on after clicking one of your ads, are one of the biggest keys to lead generation. Landing pages are designed with one goal in mind: to earn the contact information of people who click your advertisements. Of course, to get that contact info you'll often have to offer something in return. Learn how to put landing pages to work for your business with our guide to custom landing pages for your website.
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5 Lead Generation Mistakes to Avoid in Real Estate
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3 Steps to Attract Real Estate Clients You Love
Attracting clients will be one of your top concerns throughout your real estate career. Real estate agents who learn how to attract the right kind of client for them early on have the best opportunity to create a flourishing practice that meets their needs personally and professionally. Just about every real estate agent wants clients who: Respect their time and effort while engaging with the process. Provide them with the kind of compensation that they expect. Connect them with other clients who can build their business. Many real estate agents take years before they figure out the winning formula for attracting leads. Part of the reason is that it's easy to assume getting great clients for you is complicated. Luckily, you can set expectations and take concrete steps to help you meet them. Here's how to do it:
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Take Control of Your Lead Generation
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Ask Your Way to More Listings
I know, I know... it sounds too good to be true. The reality, however, is that this strategy is MUCH more effective than any other means of generating seller leads. I'll explain. Let's imagine a big ol' juicy subdivision that's positively packed with homes you'd like to sell. And let's also agree that you don't know a soul in the neighborhood and that you have zero dollars to invest in marketing. And just to make it even more obvious, let's imagine that they don't have mailboxes, phones, or email addresses. If this was your scenario, you'd recognize that door-knocking is your only option. (And keep reading if you'd rather die than go door-knocking. I'm going to show you how to use this strategy even if you're not willing to get paid for going on a walk and talking to people.) Let's consider how you might feel the day you decide to park your car in somebody's cul-de-sac and get your door-knocking on. Will you be nervous? What will you be expecting? Will people slam their doors in your face? Will people tell you there's NO SOLICITING in this neighborhood? Will they call the police? Will they tell you to GET OUT? They might. In fact, they're likely to if you have the wrong approach. That said, they might also really appreciate the opportunity to help you. They might happily give you a bunch of warm referrals. Who knows, they might even list their home, with YOU, right then! I know, #amazeballs So what's the right approach? It's simple. Instead of going into that neighborhood with the intention of taking what you need (listings), go with the intention of helping people. Put it firmly in the bedrock of your mindset. Tell yourself: I am doorknocking to help people. I am doorknocking to solve an important problem. I am doorknocking to make this neighborhood a better place. I am doorknocking to give back to this community. I am doorknocking to make a positive impact on the world. And the best part is that you will really be doing all these things when you have the right approach, which I'll give to you now. Instead of being ready to tell them about how great you are, be ready to ask for their help. You see, psychologically, we each have six fundamental human needs that MUST be met. The one we're appealing to with this approach is called 'contribution.' It feels good to help other people. Most of the people who answer their doors will be willing to help you, provided that you give them a compelling reason. Your need for income is not compelling. Your desire to buy a new car is not compelling. That vacation you want doesn't mean squat to them—but if they can see that you're willing to do something most peole find unpleasant in an effort to help other people, the table turns instantly. Consider this approach... It's a warm day and you're dressed in office clothes even though you're out pounding the pavement. Who knows, you might even be sweating? You lumber up to the first door, knock, and someone answers. They look at you quizzically, trying to decide if you're dangerous or maybe they know you from somewhere, and then you say "Hey... I'm really sorry to bother you, I don't normally do this but I really need some help. Can you help me?" Nine times out of ten they're going to say something like, "I don't know, what do you need help with?" And your response is going to be, "Well, here's the thing... I'm a real estate agent and I know there are people who insist on living in this neighborhood. I'd like to find a home for them. Do you know anyone that's thinking of selling?" Their answer is going to be yes or no. If yes, simply thank them. Then, introduce yourself, ask for their name, and then ask for the name and address of the people they think might be willing to sell. If they say no, simply thank them for their time. Then, introduce yourself and hand them your card. Tell them that you sure would appreciate a call if they think of anyone later. I know a brand new real estate agent in Tampa, Florida who used this technique to list 11 homes his first month in the business. There are some people reading this who haven't listed 11 homes in their entire career. What are you waiting for? Get out there and make it happen! To view the original article, visit the Happy Grasshopper blog.
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How Real Estate Agents Can Use Social Media to Generate Leads
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Busted! 7 Myths About Real Estate Leads We Can Finally Put to Rest
Forget what you've heard! We're taking a look at what is fact vs. fiction when it comes to online real estate leads. Growing a successful real estate business means creatively and strategically generating leads. In addition to referrals, many real estate professionals turn to "online leads" to generate more business. This could be in-house digital marketing (through Google and Facebook Ads), or paying for leads from a provider. Whatever your methods, you've probably heard plenty of "facts" about online lead generation and quality. And you might be frustrated with your results. But before you scrap your strategy all together, let's clear a few things up!
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5 Ways to Generate Higher Quality Real Estate Leads
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Door Knocking: Opening the Door to Your Next FSBO Client
Mastering the art of selling FSBO listings can be quite the challenge. FSBOs, or better known as For Sale By Owners, are homes that are being sold without the assistance of a Realtor. These can be tricky, but there is one agent who found a way to use FSBOs to build his business – Jim Remley.
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4 Essential Landing Page Features to Improve and Convert Leads
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Did You Make Your Broker's Naughty or Nice List This Year?
With the year almost over and Christmas almost here, it's time to figure out whether you made your broker's naughty agents list or their nice agents list. Which list you made it on comes down to a few different factors: lead generation, lead follow-up, and marketing. But if you weren't so nice this year, don't worry--now's the perfect time to start practicing for next year!
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Kendrick Realty Clones Business Model to New Locations
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Win Quality Leads by Building Awareness and an Online Presence
In today's market, it's about becoming the resource for your clients while creating your personal brand. The internet has become an important resource in the home search process. Real estate agents who do not have a website will miss great opportunities. In the 2018 Properties Online Real Estate Tech Trends, almost 95 percent of home buyers search for homes online. There is a huge shift to a mobile internet; agents need to stay in the game by increasing their web presence. It's important to establish name recognition and brand awareness through your website. Having your own real estate website is the best way to generate quality leads and maximize the growth of your business.
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Do Online Real Estate Leads Really Suck? Here's the Bottom Line
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3 Reasons Real Estate Agents Should Keep Marketing Through Winter
Sure, most real estate markets slow down in the winter — but agents shouldn't be following suit! Colder months are a prime time to build your reputation and stay front of mind for prospects. Here are three reasons why it's worth investing real estate marketing dollars during the winter months.
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Get More Leads by Posting Content Followers Want to See
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Find Your Next Listing with These Geographic Farming Tactics
Real estate farming is possibly the most proactive position an agent can take to build inventory. The method includes a series of steps that analyze a given neighborhood, ZIP code or market area to determine how many homes are most likely to sell, at what price range, and how long they will be on the market. A good farming strategy involves working through a set of five exercises to determine the area's viability.
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Last-minute Ad Blitz for Open House Nets 200+ Leads
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A Real Estate Lead Generation Strategy for Out-of-Area Buyers that Works
If you are a real estate professional in a resort or vacation home market, you're likely to be working with a higher-end properties niche and almost always out-of-area buyers. The information here also applies to any area with buyers that are mostly not current area residents. Often larger corporations, especially tech companies, have turnover and a constant flow of new employees from around the country. In these markets, you can leverage the advantage of working with buyers who usually do not have friends or relatives in the area recommending your competition. Your ability to get them to contact you in some way from your website puts you in front of the line to get the sale. Having a lot of local area information is your first priority.
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Using Your Personal Sphere of Influence for Referrals
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5 Common Mistakes Agents Make When Farming -- and How to Avoid Them
When it comes to farming a local market area, are you doing everything you can to drive in real estate seller leads? Here are five common mistakes real estate agents make when farming. Mistake #1: Agents tend to "stick to what they know" It takes time to build a brand via farming techniques, and agents are often unlikely to select a new farm outside their usual market area. Sometimes, this means that agents stick to areas with homes that earn them smaller commissions, even though nearby areas may have higher turnover or more expensive homes (or both).
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How Reverse Prospecting Can Work for You
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Farming and Facebook: Getting It Right
The world moves fast, and yesterday's geographic farming just won't cut it in today's real estate market. The competition is too steep -- and too technologically advanced -- to limit yourself to door-knocking and leaving flyers in a neighborhood. The current connected world demands an online approach to complement and work alongside your offline strategies.
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Advanced Lead Generation: Hosting a Seminar
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5 Social Media Tips to Launch Your Real Estate Brand and Win Clients
In the digital age, potential home buyers and sellers no longer turn to newspapers and magazines when looking for real estate services. Social media platforms have become the go-to source for potential clients to find everything from listings to Realtors. If your social media brand isn't up to par, you run the risk of missing out on tons of potential clients--specifically, younger, social media-savvy clients looking to buy their first home. Although social media brand management may seem complicated, there are plenty of ways for you to take charge of your online brand management on your own. Follow these simple steps to get started building your social brand today.
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Filling Your Pipeline: Origination vs. Order Taking
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Effective Real Estate Website Calls-to-Action for Lead Generation
For real estate lead generation, you run ads in the newspaper, in the homes magazine, and highlight your website in all of your other marketing. You've done a good job with this marketing in calling people to take action and come to your website. Now what are you doing for calls-to-action on your website to get your visitors to tell you who they are? If you're asking for them to "sign up for my newsletter," or "register for my guestbook," you're probably not very happy with leads from those calls. It's not that a newsletter isn't valuable, and we'll talk about that, but just asking them to sign up for it isn't going to grab their interest. So what can you do for calls-to-action around your site for real estate lead generation? And where should you place them?
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8 Unique and Simple Ways to Get Real Estate Leads
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3 Creative Ways to Generate Listings
Farming neighborhoods Real estate farming is possibly the most proactive position an agent can take to build inventory. Overall, you'll want to choose an area with attributes you find personally appealing as well as professionally rewarding. Then, create personas for your perfect clients using data such as income, education, leisure activities and more. For example, an agent who is athletic and enjoys leisure time at coffee houses might find it easier to relate to homeowners with similar interests. The goal is to choose a farm area that you feel comfortable representing and one that will produce revenue. Step 1: Research Begin by assessing local demographics and psychographics: who they are, what they do and how they behave. You can do so easily by using RPR commercial data to find a neighborhood whose attributes most resemble your ideal client. RPR's commercial data reveals an area's average age and income, net worth, marital status, education, and age, in addition to where they work, where and how they spend their money, and even how much time they spend exercising each week. The platform's neighborhood data includes home values, list/sales price vs. list/sales volume, price per sq. foot, own vs. rent, local amenities and commuter times––all worth knowing. Here's how to find your ideal client using RPR Commercial data: Visit narrpr.com/commercial Select Go to Analysis or create your own area by choosing Go to Maps. For our purposes, we will use the analysis section. Enter the geographic area, and then select the attributes you would like to search your area by. Each attribute you choose will reveal a new set of drop downs to glean your data. Add additional attributes by selecting the Add more criteria, or you can search by clicking Run Analysis. From the Map, use the Analysis Panel to adjust the size of geographies and parameters. Once you've found a few neighborhoods that are a good fit, research recent sales to determine whether one agent has a dominant presence in the area. You can also use recent sales to predict your average commission. Step 2: Calculate the area's turnover rate Now that you've landed on a potential farm area based on demographics, psychographics and average commission, it's time use RPR Residential to determine the turnover rate, a calculation that helps to identify whether the area has enough sales activity to make it worthwhile. RPR has developed a simple, surefire way to use its data in your calculations. Download this quick start guide to walk you through the steps. To configure turnover rate, divide the number of homes in your farm area by the number of homes sold in the last 12 months and then multiply by 100. See the graphic below. Build your pipeline from open house traffic Open houses can be another fantastic way to meet new buyers and generate listings. As the agent showcasing a home, you have an advantage. You get to showcase your skills to potential buyers and sellers through how you market the home. So create opportunities by casting a wide net. Offer a special neighbor preview Consider marketing an exclusive showing for neighbors with a special evening tour. This would not only be ideal for a postcard, but provides great content for a neighborhood door knocking strategy. When questions from neighbors come up about their own value, answer them with the RPR app. When you can't, set the pre-listing appointment. Be the resource At the open house, be sure to engage with prospects as they enter and leave the property. Not every person entering the home will be a match. Ask questions. Are they interested in the property? If so, use the RPR app to text or email a branded Mini-Property Report. If not, ask a few questions that get to where they are in the buying process. Questions like, "How long have you been looking?" and "Is your house for sale right now?" or "What characteristics are you looking for in a home?" Now, share an RPR Market Activity Report that is configured to showcase new local listings and open homes for the weekend. Facebook Lead Ads In 2018, we can't have a list about creative ways to generate listings without including Facebook. Statistics don't lie: Facebook remains the primary platform for most Americans according to a survey conducted by Pew Research Center (January 2018). Roughly two-thirds of U.S. adults (68 percent) are Facebook users, with approximately three-quarters of those people accessing the social site on a daily basis. Facebook also happens to have a sophisticated advertising platform with powerful audience selection tools, allowing you to target people likely to match your ideal client. The ads deliver true leads information when using the Facebook Lead Ad. These are unique in that they can be customized to place your offer –– such as RPR's local Market Activity or Property Report –– in front of potential prospects. It's all possible because lead ads come with simple forms that capture a prospect's information within Facebook. The forms will even pre-populate a prospect's information such as name, email or phone number, allowing the person to quickly complete the form. Now that we've talked about the vehicle for your ad, let's discuss a few possible offers for your prospects that involve an RPR report. The offer could be: A detailed report on local market activity, customized for target market area. A home valuation and detailed property report using the Realtor Valuation Model® (RVM®). Once the offer is set for your Facebook Lead Ad, it's time to move on to audience selection. Facebook ads can be targeted by location, demographics, interests, and behaviors or even your own contacts such as sphere of influence, past clients or prospects. It's worth noting here that Facebook recently announced that soon it will be phasing out the use of all third-party targeting capabilities, both private and public. To view the original article, visit the RPR blog.
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How to Use Social Media to Connect with Your Real Estate Leads
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10 Tips for Networking Your Way to More Referrals
We're in the throes of prime networking season. Summer parties and industry events all provide real estate agents with opportunities to make connections and generate more business. Just like anything else, networking is a skill — one that many of us are uncomfortable practicing. Below are 10 tips to help you network and garner more referral business like a pro.
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Neighborhood Profile Pages for More Real Estate Buyer Leads
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5 Things to Consider When Choosing a Geographic Farm
Picking the right farm is as important as what you do once you're there. Farming is an investment of your time, money, and patience, so you want to make sure you're doing it in the right place. The first thing you need to do when you decide to do geographic farming is find the farm that's right for you. To do it right, you need to do three things: research, research, and—you guessed it—research. It's super-important that you understand the area's turnover rates, demographics, price points, and who is already in that territory providing competition. You should also consider whether you want to farm your own neighborhood (there are pros and cons to doing this). You may also want to consider whether there's room for later expansion to an adjacent zone. Lots of questions to answer before you start. Let's break down some of these issues:
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Win More Business from Your Sphere: 3 Ways to Tweak Your Marketing
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How to Leverage Public Records for Business Intelligence
When it comes to discovering the power of public records for prospecting, real estate agents fall into two camps: Agents that feel like they just opened a huge door of opportunity--and that they now have useful knowledge that their competition doesn't. Agents that are so excited about the potential for unearthing new business with public records that they tell everyone in their office. That's according to Nikki Morgan, MLS Sales Executive at CRS Data. She's spent years speaking with Realtors about how to leverage public records--and how easy it is to upgrade your lead generation game with this powerful tool. We recently spoke with Morgan and her colleague, Danielle Longdue, to learn more about how agents can use public records for prospecting and acquiring business intelligence. Whether you want to share this information with your fellow agents or keep it to yourself--well, that's up to you! Lead Generation Tools One of the great advantages of prospecting with public records is that you can target a very specific geographic area. Other lead generation tools, like property portals or advertising products, only let you target by zip code--an option that may be too broad (and therefore too expensive) for your purposes. Your public records tool can let you narrow down your desired prospecting area in several different ways: Drawing a shape on a map to pull up all properties within that area Narrowing down by zip code or subdivision Specifying a distance from a certain property within a radius of up to 10 miles "Realtors are very visual," says Morgan. "They know things about their territory that no one else knows. We take it up a level by acknowledging that they are the expert and giving them the tools they need to apply that knowledge to a map using the radius or the free-hand drawing tool." Once you've selected a geographic area, you can execute multiple types of prospecting campaigns, including: New listing campaigns - Have a new listing? In addition to your social media and comprehensive digital outreach, consider sending a postcard or flyer to everyone in the immediate area advertising the home. The goal here is not to find buyers, but to show neighbors how much their home could sell for--and that you're just the agent to list with. Open house campaign - Send an open house invitation to homeowners living near your listing. With a growing influx of digital advertising, a tangible mailer can often earn a second look! The idea is to build your brand in the area, and bring the neighbors to the open house. Once there, you can chat them up in person, offer a free home valuation, and add them to your contact database. Sold listing campaign - Once you've sold your listing, it's time to brag a bit. Send out a postcard or flyer that shows the selling price you were able to achieve for the home. If you sold it over asking price or quicker than your area's average days on market, include that information as well. The idea is to show off your sales prowess and pique the neighbors' interest in selling their own home. Seller prospecting campaign - With home prices skyrocketing, you can drum up seller leads by sending out marketing material and designing a digital ad campaign that explains how lucrative it is to sell right now. Show how much home prices have risen in the past year, and include a call-to-action that invites homeowners to contact you for a free home valuation. Maximizing Your Public Records Reports Now that you've executed your prospecting campaigns, the leads should start flowing. Once a prospect reaches out to you, it's time to create a report in your public records tool that you can send them. To increase the likelihood of converting a prospect, there are a few ways that you can customize a report. "Customizing reports is one of my favorite things to teach," says Longdue, CRS Data's Customer Education Manager. That's because customizing a report personalizes it--both to you and your brand, and to the specific needs of your client--and that's a powerful way to connect with real estate consumers. For example, with CRS Data, you can add your own logo, headshot, and contact information to your report. "Who doesn't love putting their name and information on a nice report?" says Morgan. "It's better than a business card, and clients will hold on to it longer." Plus, she says, when you customize a report, you can rest easy, knowing "that every document has your information on it." Longdue and Morgan also recommend customizing property information within your reports, as needed. CRS Data, for example, allows agents to edit the square footage of a home, along with the number of bedrooms and bathrooms. This is crucial for creating accurate reports when a property has been remodeled or expanded, or when there's simply a variance in the public records data. Agents can even add a note to explain why the change was made. "Agents can put the information down, know it's accurate and explain themselves. It’s a great way to capture information about the home," says Morgan. "Agents do their best work out in the field," Morgan adds. "We want them to be able to go into those appointments with an armored truck full of information." To learn more about CRS Data, visit crsdata.com.    
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Combating FSBO: 3 Reasons Why Agents Rule
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Offer an Absorption Rate Report for Leads and Expert Status
How do you generate leads on your real estate website? Offering premium information and real estate reports is how many successful sites get that important contact information from site visitors. The fact that this strategy works is why you see so many of these calls-to-action on real estate websites. The diminishing returns from the strategy are due to the same stuff on every site: sold property reports days on market reports new listings reports You do want these offerings on your website, but if you want to differentiate yourself and your website, think about offering an Absorption Rate report with an explanation of how to interpret it.
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How to Win Business from Leads You Never Wanted
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How to Leverage Content Marketing for Lead Generation
No real estate agent is going to turn down an opportunity to generate new leads. An agent's business lives or dies by acquiring new business leads and converting those leads into customers. In today's real estate market, one method of lead generation reigns supreme: content marketing.
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The Real Estate Lead Generation Form that Works
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Low Inventory? Who Cares? Get Listings TODAY.
Just about every marketplace across the country is currently experiencing shockingly low inventory. If you are an agent that looks at the glass as half empty and not half full, this can be a problem for you and the health of your business. But if you pivot your viewpoint and choose to embrace your low inventory market, with these two pro tips, you can dominate your marketplace.
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Use an Online Real Estate Survey on Your Website for Feedback and Leads
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5 Steps to Create a Referral Business You Love
Real estate is filled with lead and referral opportunities but finding the right ones that work for your business can be challenging. In April, social media expert Katie Lance and our VP of Marketing Lisa Fettner hosted a webinar to discuss how to track your lead gen, focus your referral efforts and create content that attracts the clients you want to work with. Follow these simple steps to identify referral sources that will help you create and sustain a business you love. Track and manage your lead generation. It's important to implement a CRM or system that helps track who you've worked with, who you want to work with, what you're going to say to them, where that business is coming from and how you are going to connect and keep in touch with them. As an agent, you're often working with a variety of different people at the same time – so it's critical to stay organized and track everything. Reflect on last year. Look back at 2017 and ask yourself: Who was your favorite closing? Why? What was your best source of business? What was one "great idea" a trusted colleague had? What were your total number of referrals? Assessing your previous year of business will help you understand what worked, what didn't and where you should focus your time. Think about what messaging and topics you talked about that had the best response and resonated with your network. Lisa advised to make a 30-day plan of active communication, take a rest and then follow-up in 60 days, and then follow up with another touch point in 120 days if you don't hear from them. Your most active conversations will likely be with those who you connect with in those initial 30 days. The home buying and selling process can take a while, however, so it's important to continue to touch base for several months after the initial contact. When marketing yourself, make sure to communicate and highlight your expertise and experience to your clients and prospects in a way that make it about them. If you specialize in single family homes in the suburbs, you could share that you've helped five families move into their target neighborhood. Choose your channels wisely. Today, social media gives us endless opportunities to communicate and connect with clients and prospects. It's important to choose your social media channels based on what your clients and future clients are using and create content that attracts who you want to work with. Katie suggested asking or surveying your database to find out their preferred platforms and what they like to see when putting together a social media strategy. With all the competing noise on social media, it's about quality over quantity. LinkedIn for example, is a great way to connect with new and old contacts. Katie recommended keeping an updated bio, publishing new content and giving/asking for recommendations to generate new business. Take the referral challenge. Think about how many referrals you did in the past year, and then increase that number by 50 percent to set your new goal. Download and fill out our Referral Planner to help determine where you can generate that new business – e.g., through friends/family, associations, partnerships, etc. Mapping out these different, everyday contacts you interact with will open the door for new referral business. Create the right content. The specific type of content you create and share will inevitably attract a specific group of people/person. Katie shared a content grid that can help you get started and brainstorm 30+ ideas of what to post – e.g., local real estate info, local & community news, personal interest, home and design. Good content = good referrals and leads. When you put content out on a consistent basis that has your voice, opinion and personality, people start to recognize and remember you. Video is a great way to help you achieve that, given most people retain 95 percent of the message in a video vs. 10 percent of what they read in a text. Additionally, people spend 5x more time with video than any other type of content on Facebook – even more reason to Facebook Live your open house tour! Lisa emphasized how powerful storytelling, being relevant and adapting content through customizable templates can be when attracting new clients. For example, if you're known for your "best restaurants list," considering creating one for families with kids and one for empty nesters looking for a perfect date night spot. Don't be afraid to repurpose content and share it everywhere. Watch the full webinar here and download our free Referral Planner.    
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5 Proven Ways to Generate Sales Leads
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For Massive Real Estate Leads, Think Like Every Page Is a Landing Page
Take a tour through your website pages and articles. Hopefully, you'll be seeing articles and content for buyers, sellers, and others on topics that you believe your site visitors want information and answers on. Whether you, others in your brokerage or hired writers created this content, the goal is to educate visitors and maybe generate some leads. As you view each page, use a quick checklist to see if: +30 pts. The content is created around a single topic or idea and stays on topic. +30 pts. All of the remaining content reinforces the main idea/topic and adds valuable information. +20 pts. There is at least one strong call-to-action and a form to capture lead information. +10 pts. The page/article title is an attention-grabbing headline. +10 pts. The first paragraph gets that single idea/topic across in a way that draws in the viewer.
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Want to Sell More Homes? Walk a Mile in Your Seller's Shoes
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The Lead Generating Power of the Monthly Market Report
We all know that real estate leads are the first step in a process leading to a seat at the closing table. We also know that real estate lead generation can be complicated when it comes to our websites. So, what's a great way to generate real estate website leads? Sure, there are calls-to-action all around the site, from "subscribe to our newsletter" to "get a free home valuation." Even our site visitors, those suspects we want to make prospects, know about most of them because they're seeing the same offerings on every real estate website they visit. Run a quick test in your market to see these common calls-to-action, but also make note of what percentage of your competitors' websites offer current and regular market statistics reports. Unless you're in a very marketing-savvy area, you'll likely find that there aren't that many competitor sites offering market statistics on a regular and up-to-date basis. You can read a lot about differentiating yourself and your services from the competition on the Internet, and this is one way that works to do just that. As we go through this article and tips for generating leads with market statistical reports, you'll need to adapt to your MLS system's reporting and report formats. There are differences, but for the most part, the reporting recommended here is going to be possible in some way from your MLS system. The goal is to not just offer a bunch of numbers, but to instead offer reports that buyers and sellers will want and value.
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6 Simple Strategies to Heat Up Summer Prospecting
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3 Ways to Get that Phone to Ring
As the saying goes, "You have to spend money to make money." And that's true. You have to invest in your business if you want it to grow. But that investment doesn't have to start off big. There are several ways to generate real estate leads without spending a fortune. Read on for three ways to bring in more leads.
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Tinder for Real Estate? How digital matchmaking could change the game for agents
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Using Case Studies in Your Real Estate Marketing to Generate More Leads
Generating seller leads in real estate is important. It's also expensive. You are spending your hard earned money on generating these leads. Because of these two factors, it is understandable that when a new lead comes in, you are going to be anxious to follow up with them immediately. This is a great thing. Sometimes, we see agents get a little too anxious, though, and jump right into trying to close the deal, rather than taking a methodical approach of building awareness, generating interest and then turning that lead into a client.
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How to Consistently Generate 2-5 Leads per Day
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Find Your Next Listing with These Actionable Farming Tactics
Thanks to record setting low inventories, today's REALTORS are taking the reins, knowing they must create their own success by digging deep into solid, sustainable marketing campaigns that generate new business and position them as long-term market experts. Real estate farming is possibly the most proactive position an agent can take to build inventory. The method includes a series of steps that analyze a given neighborhood, ZIP code or market area to determine how many homes are most likely to sell, at what price range, and how long they will be on the market. A good farming strategy involves working through a set of five exercises to determine the area's viability:
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Lead Capture Tools that Grow Your Customer Base
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How to Build Your Referral Network Your Way
As an agent, referrals you receive are a key barometer of your success, and the number of referrals you send and receive can turn a good year into a great year. Unfortunately, many agents don't track their referral sources — nor do they actively include generating more referrals into their regular business and marketing planning. Based on our proven track record at ReferralExchange, below are five ways to identify and grow your referral business.
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Come Here Often? Terrible Opening Lines to Avoid When Picking Up Leads
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3 Types of Videos that Generate High-Quality Real Estate Leads
Generating new leads is vital if you want to grow your real estate business. Most agents have their tried-and-true trade secrets for generating leads. But there's a powerful lead generation tool that many real estate agents are missing out on: video content. The National Association of Realtors found that 36 percent of buyers used online video sites (like YouTube, for example) in their home search, yet only 30 percent of real estate agents offer video content.
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Triple Your IDX Search Leads in Under an Hour
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How to Create Community Webpages that Sell
When you're looking to highlight the uniqueness of a neighborhood, community-focused content can be your best friend. Community content is used to showcase the most attractive features and benefits of a local community, while also displaying your personal knowledge of the area's history and amenities. But how can you build community pages that truly sell? What is it that prospective buyers are really looking for?
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