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Top 10 Roadblocks: Clearing the Path to Success
Thursdat, July 7, 2022 at 10:00 AM PDT There are plenty of reasons why leads may start to pull-back when you reach out to them. Get one step ahead by understanding common roadblocks and how to clear the path. In this session, we'll share the top 10 challenges in connecting, converting and establishing value with online leads and how to overcome them. Examples of what we cover: Just wanted more info on the property Not ready to talk to an agent The listing is under contract Register now!
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Generating Leads and Boosting Business
Who doesn't love leads? Leads are a crucial part of your business and help you grow as an agent. You can get leads from all sorts of places and ways, but the important part is taking them from a lead to a lifelong client. According to a National Harris Survey, more than 80% of people ask for recommendations from friends when making big purchasing decisions. Once you have established a strong past client resume, you will have a great opportunity to build some lead generation around referrals. To make that goal a reality, all of your marketing pieces should contain some sort of lead generation from lead capture forms to texting a number for lead capture. Lead generation can be found on your digital and tangible marketing materials, like direct mailing with postcards. The more you shift your marketing to generate leads, the better. Some options to help you get started are: Add a lead capture form to your website Create a direct mailing campaign in a local neighborhood for potential buyers/sellers Reach out to old leads that you may have lost touch with Hold an open house for another agent Host local events in your area Remind your satisfied clients that you welcome and appreciate referrals. This may come at a later time as you build up your client database Reach out to your partners like your loan officer or title rep and find ways to pass leads to each other. In your first year, you will likely try these many other different ways to generate leads. Tracking your success will help you save time and money on your marketing efforts and allow you to focus on the leads that are producing the best return on your investment. To view the original article, visit the IXACT Contact blog.
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The BEST Way to Generate Free Real Estate Leads
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[Podcast] iBuyers and 'Zillow-geddon' with Kala Laos of Zoodealio
In this episode of It's Closing Time, Kala Laos sits down with RentSpree CEO Michael Lucarelli to discuss the future of iBuying within real estate, as well as her real estate software company Zoodealio. Michael and Kala discuss "Zillow-geddon" and how real estate agents should view iBuying companies. Kala also discusses how her company, Zoodealio, is designed to empower agents within the iBuyer market and provides her top tips for effective lead generation.
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8 Proven Prospecting Methods to Build Your Real Estate Business
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Free Educational Summer Webinar Series for RE Technology Readers
Summer is right around the corner -- which means longer days filled with sunshine and fun! We know you will be busy, but finding a balance to enjoy the never-ending joys of summer while still finding time to grow your business is key! Whether your summer days will be spent working your business or filled with sunshine and sand (hopefully, it’s a mixture!), Elm Street Academy has an opportunity for you to invest in yourself and take your business to the next level. Explore our exciting Summer Series webinars and REGISTER TODAY. They are free, fun, and filled with actionable items to help grow your business. All attendees will be registered for our Summer BBQ giveaway, plus be entered for a grand prize giveaway of a fully-loaded Elevate Marketing Suite (a value of over $2,500/yr). The Mortgage Rollercoaster: Separating Fact from Fiction Join two top mortgage brokers as they discuss how brokers and agents should connect with their clients about current interest rates, mortgages, renewals and how to approach this roller coaster of a market. Who should attend: Brokers, agents and teams Thursday, June 9th at 2pm ET / 11am PT ‍Agent Productivity: A Broker's Mid-Year Check-In A step-by-step guide for brokers looking to conduct a thoughtful, proactive mid-year check-in with agents to support retention and nurture growth. Who should attend: Brokers, managers, team leaders Thursday, June 16th at 2pm ET / 11am PT #1 Social Media and Lead Generation Summer "Boot Camp" Learn time-saving, money-saving tips, tricks and strategies to boost your online marketing from some of the top pros in the industry. Are you ready to increase your GCI for the fall? Who should attend: Brokers, agents and teams Tuesday, June 28th at 2pm ET / 11am PT Wednesday, July 20th at 2pm ET / 11am PT
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How Real Estate Agents Can Generate More Leads with YouTube SEO
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Friday Freebie: 67 Text Message Templates that Get Replies
Emails can be missed, phone calls can be screened, but text messages? With a 90% open rate, they have one of the highest engagement levels of any type of communication. But just because a real estate lead is likely to read your text doesn't mean they'll respond to it. How can you up your chances for starting a conversation with real estate leads over text? This week's Friday Freebie to the rescue! Today, we're highlighting a collection of 67 text message templates that are designed to reach leads and initiate a response. Read on to find out more. Free copy of 67 Text Message Templates that Get Replies from Real Estate Leads, courtesy of Zurple Here's the good news: Most text messages are read by recipients within 90 seconds. The bad? Not everyone is willing to respond to text messages from people they don't know—and real estate leads don't know you…yet. Zurple's text messaging guide aims to help you change that. The guide offers insight into why leads respond to texts, and provides text templates for various scenarios and lead sources, including cold leads, follow-up on free home valuations, referrals and more. Here's a brief glimpse at what's included: Text messaging tips that increase replies Text message templates for general leads Text message templates for homebuyer leads Text message templates for home seller leads And more! Ready to start engaging more leads? Download 67 Text Message Templates that Get Replies from Real Estate Leads now!
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LinkedIn for Real Estate Agents
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6 Ideas for Prospecting with Your Property Data System
Low housing inventory got you down? There's a tool available to you with powerful prospecting capabilities--and the best part is that it's already included with your MLS or association membership dues. That's right, we're talking about your MLS's public records/property data system. Did you know that you can use the rich information it contains to precisely target potential leads? Frank Goswitz, a Realtor from Knoxville, Tennessee, definitely knows. He recently told us how he uses his property data system to target potential leads in his area. In this article, we'll share Frank's prospecting tips and offer six campaign ideas you can execute with your own property data system. 6 Prospecting Ideas for Low Inventory Markets Frank's local Realtor association provides him access to CRS Data's MLS Tax Suite. He says he uses it for everything from "finding what the owner originally paid to reviewing pictures of the property plat map, lot size and school zones. The possibilities are endless and make it possible to service my clients beyond their initial expectations." When it comes to lead generation, however, he primarily targets homeowners near listings that have just sold using CRS Data's built-in Prospecting tool. "I target approximately 500 prospects at a time, depending on the size of the subdivision." Frank's "just sold" campaign is one of many ways you can use your property data system. Here are six more ideas you can leverage to your advantage: 1. Rising home values campaign - Record-high home prices go hand-in-hand with record-low housing inventory. Nudge reluctant sellers off the fence by reminding them how much profit they can make off their home if they sell now. Send out mailers that list how much home prices have risen in the area you're targeting. Be sure to include a call-to-action to contact you for a free home valuation, or to visit a dedicated landing page for a free online valuation (e.g., What's your home worth? Find out here!). 2. Sold listing campaign - Let's revisit Frank's favorite type of campaign for a moment to break down how it works: when you sell a home, you then send out a mailer to homes nearby that shows what the home sold for. In today's market, that's usually a big number, so make that information prominent. If the home sold over the asking price or very quickly, mention that success point. You want your prospects to associate you with a potentially lucrative opportunity to sell their home. As with the above idea, include your contact information and a call-to-action. 3. New listing campaign - One thing you can count on with homeowners—they're curious about other homes in their neighborhood. What do they look like? How much are they worth compared to my home? Tap into this curiosity by sending a postcard or flyer that announces your new listing and all its details: price, bed/bath, square footage, school district, etc. Your goal here is to build awareness of you as the go-to Realtor for selling homes in the area. 4. Expired listings campaign - If there's one thing expired listings have going for them, it's this: they want to sell their home. Something went wrong with their last attempt at a sale—the price was too high, repairs were needed, or maybe their previous agent wasn't the greatest. Whatever the case, they are prime targets for prospecting. Send them or physically drop off a packet touting your experience and successes to encourage them to list their home with you. 5. Likely mover campaign - How long do residents in your area stay in their homes? If you know this piece of information, you can use it to target owners who have been in their home for around that amount of time—and statistically may be likely to move soon. A postcard or other mailer from you may help nudge them into listing. Just be sure to use your public records tool to remove active "for sale" homes from your list, as they obviously don't need your services—and you don't need to waste your marketing budget. 6. Renters/new buyers campaign - Do you enjoy working with first-time buyers? Consider targeting renters in affluent neighborhoods. Finding them in your property data system is a little less straightforward than finding current homeowners, however. Fortunately, your property data platform's "owner type" filter can help. For example, with the MLS Tax Suite, you can filter results by absentee owner, out-of-state owner, in-state owner, and owner-occupied properties. All options except owner-occupied can help you target properties with renters. Bonus: You can also use this filter to unearth vacation properties or second homes. Creating Your Prospecting Campaign So you know what kind of prospecting campaign you want to send out. Now, how do you execute that campaign? To find out, we spoke with Sara Cooper, Director of the MLS Market at CRS Data. Step 1: Narrow down your targets You know what you want to send, but to whom should you send it? Tap into your property data system's filters to narrow it down. Users of CRS Data's Prospecting tool can "target exactly who you want to prospect to," says Sara. "It could be a street, a subdivision, or even an entire ZIP code. There are a variety of filters that can be enabled to narrow down the list—from the type of home and length of time it's been owned to how old the current mortgage is and acreage size." Depending on your property tool's capabilities, you may also be able to target prospects more precisely by drawing shapes on a map. For CRS Data users, Sara offers these tips: Draw map shapes to EXCLUDE certain areas specifically. "This is useful when not all areas within a city or ZIP code are within the same price range or interest of whom you are trying to market," she says. You can draw multiple shapes when your target areas are not in a continuous/connected area. Step 2: Create your mailing list Once you've identified your prospects, it's time to create your mailing list. "You can export the data to use in your CRM," says Sara. CRS Data's MLS Tax Suite lets you download your prospect data as a .CSV file so that you can easily import it into your CRM for prospecting strategies. Alternatively, "you can skip the export and create mailing labels instead." The intuitive platform lets users print mailing labels from within the program itself. Just select how you want to address recipients (by name or "Current Resident"), and your preferred label size. Next, simply print your labels and send off your campaign! "I use the mailing labels feature of the Prospecting tool consistently. It makes the process of creating labels so quick and easy," says Frank. "Creating mailers through CRS Data's MLS Tax Suite has benefited my business tremendously." To learn more about CRS Data and the company's MLS Tax Suite, visit CRSData.com. Not a CRS Data user? Contact your public records provider or MLS help desk for assistance.
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Lead Generation Means Nothing (If You Don't Have a Lead Engagement Strategy)
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Friday Freebie: 2022 Home Seller's Guide
With record-high housing prices comes record-high commissions. However, getting a listing in today's low inventory market? It can be a challenge. That's why in this week's Friday Freebie, we're highlighting a free guide for home sellers that's great not just for educating existing clients, but as a lead magnet to attract more seller prospects. Read on to learn how to get your free copy! Free download of the 2022 Home Seller's Guide template, courtesy of Zurple Selling a home is an involved and complicated process. When consumers are beginning to consider selling, they first research what they should know before diving in. Zurple's 2022 Home Seller's Guide template is a comprehensive resource of everything a potential home seller needs to know: Common real estate terms The timeline of selling a home How to hire an agent How to price a home How to prepare a home for sale How to evaluate an offer The ins and outs of closing a sale What to know about moving day And more! You can share this guide on social media, on your website, in person, via email, and more. Put it behind a lead capture form on your website to ensure you get the contact information of potential parties. The guide is brandable, with space not only for your contact information and logo, but it also concludes with a page featuring your bio and a call-to-action. You can link that page to your email or a CMA request landing page to acquire even more leads. Ready to get started finding more seller leads? Download the 2022 Seller's Guide template now!
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How to Use Digital Flyers to Market Your Real Estate Business
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Where Most Leads Come From -- and How You Can Cover Your Bases
Are you covering all of your bases with real estate lead generation? With so many different ways to generate leads, it can be easy to overlook some of the valuable, reliable tools that can help keep your pipeline stocked to the brim. Diversifying your strategy can help you reach a wider pool of potential clients and give you the confidence that you're leaving no stone unturned when it comes to generating leads. That's why it's so important to understand where most leads come from and how you can ensure that you're maximizing your lead generation opportunities. Start with Your Real Estate Website Your real estate website should be one of your best sources for leads online, but simply setting up a website isn't enough to guarantee success. For your website to become a lead-generation machine, it needs to provide a seamless experience with the right features and design elements. This is important both for attracting prospects to your website in the first place and turning them into qualified leads once they arrive. IDX Listing Integration - Many of the prospects who visit your website will be coming to look at listings first and foremost, so it's important to make that process as easy as possible for them. IDX listing integration makes it simple for prospects to search for homes in your markets, and those listings will be a key source of leads. Search Engine Optimization (SEO) - While SEO doesn't generate leads directly like some of the other items on our list, it's a critical factor in attracting traffic to your real estate website. Over time, SEO helps you achieve a higher search engine ranking, which leads directly to more traffic. And more traffic to your website ultimately means more leads. Real Estate Content - The content on your real estate website helps you build trust, establish your real estate expertise, and show prospects how you can help them achieve their goals. Whether it's in the form of video content, blog posts, or both, your content helps convince prospects to take the next step. Social Proof - Social proof in the form of reviews and testimonials is one of the key factors in the decision-making process of modern real estate prospects. Integrating social proof throughout key areas of your website is a must for maximizing your lead generation. Lead Capture Forms - Once a prospect has spent some time on your website and seen what you have to offer, the goal is to have them fill out a lead capture form. This is where they'll provide contact information, outline their real estate needs, and take the first key step toward becoming a client. Social Media Marketing and Relationship Building The biggest social media platforms continue to rank among the best sources of leads online, so it likely comes as no surprise that social media marketing is so popular in real estate. Whether you're showcasing listings on Instagram, building relationships on Facebook, or sharing your best video content on TikTok, building your social presence is a must for generating leads in 2022. Referrals and Your Personal/Professional Networks The most highly qualified leads often come from referrals, and referrals are still one of the most dependable sources of leads for your real estate business. For individual agents, those referrals can often come from your personal and professional networks, in addition to your current clients. Building and maintaining great relationships still goes a long way toward generating leads, no matter who you're trying to reach. Virtual Tours and Open Houses More than ever, buyers are choosing to tour homes from the comfort of their current location with the help of virtual open houses and showings. Just like their in-person counterparts, these tools are key sources of leads — and not just for buyers! When sellers see that you're promoting listings with the best modern tech, they'll be more likely to choose you as well. Social Media and Search Engine Advertising Building your social media presence and boosting the SEO on your real estate website are both well worth the effort. However, it also takes time to see results. Paid advertising on social media and search engines provides more immediate results as a source of leads. Paid advertising is great for boosting visibility while building up your online presence and for supplementing your other lead-generation efforts. Covering Your Bases for Lead Generation in 2022 Whether you're interested in opening new avenues of lead generation or optimizing your existing strategy, achieving your goals is so much easier when you have the right tools for the job. With the DeltaNET®6 all-in-one real estate solution, all of the tools, tech, and resources you need to generate leads are always at your fingertips. RE Technology readers can try DeltaNET®6 free for 30 days. To view the original article, visit the Delta Media Group blog.
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How to Convert an Internet Lead via Phone
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Success in Any Market: Why Smart Agents Are 'Future-Proofing' Their Business
The real estate market has been on fire for the past few years, and for many agents, production has never been higher. But, thinking strategically, this market activity cannot continue forever. As an agent, it's important for you to anticipate a changing market so you can set your business up for success no matter what. Here are a few tips to help agents "future-proof" their businesses. Play the "Long Game" With Leads If a lead doesn't convert immediately, it's not weak — it just takes time. Real estate is all about timing. Just because a buyer or seller isn't ready at the first point of contact doesn't mean they can't become a valuable transaction opportunity in the future. The savviest agents know that they need to work their leads if they want to see conversion at the end of the lead funnel. Switching your mindset from an instant win to a long-term game is essential to future-proofing your real estate business. When a lead enters your sales funnel, be prepared to put in the work to warm them up through consistent engagement. Improving your lead nurture and follow-up plans can provide you with a continual stream of business. Remember, a "maybe" today is a "yes" tomorrow. Even the leads that look the weakest will convert into a deal at some point. The cold leads that you engage with today are the hot leads of tomorrow. If you're not staying in touch with your leads and providing value, you risk losing their business to another agent. #ProTip: Manage your time wisely by working with a lead qualification plan. Gather information to determine where a lead is along the sales funnel and use that to shape a custom engagement strategy. Not only will this allow you to prioritize your time and effort, but it also helps you assist the lead based on their specific needs and circumstances. Diversify Your Lead Sources How many avenues do you leverage to source leads? One of the most important steps in "future-proofing" your real estate business is to diversify your lead sources. The best in the business work with multiple different resources to get in touch with new leads. This creates a business model that is resilient, resistant to changes, and ready to adapt to new conditions at a moment's notice. This will prevent you from suddenly seeing a gap in your production due to a lagging sales funnel. If one lead source dries up, you need to have a variety of other resources to rely on. For example, open houses have long been a favorite source of business for agents. But during the pandemic, open houses couldn't happen the way they used to. The agents that were overly reliant on open houses as their main source of leads ultimately took a hit to their lead generation. However, agents that were working with other lead sources — such as online lead gen tools — were able to balance out the blow and keep up their momentum. Lead generation strategies are the pillar of your real estate business. Make sure that you have a strong foundation to rely on that can accommodate market shifts and unexpected situations. #ProTip: More leads mean more responsibilities for following up and engaging. As you pursue new opportunities for lead generation, make sure that you have a strong plan in place to service and stay in contact with those leads. Long-term lead follow-up and engagement are necessary to activate your leads and see the conversions you're looking for. Audit Your Technologies Agents need to make sure that they're using their tech stack to the best of its potential. The technologies and tools that you're using need to be streamlined in order to maximize your ROI. If you're not, figure out what's wrong with how you're currently using your technologies. Ask yourself these questions to determine the best way to move forward that will allow you to streamline your real estate technologies. Do you need more training? Do you need a coach to walk you through the programs? Or, do you need to stop using the tool altogether and find an alternative that really works for you? If something truly isn't working, it may be best to find a more suitable option for you rather than continuing to invest in something that's not optimizing your business. To view the original article, visit the BoomTown blog.
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Friday Freebie: 8 Homebuyer and Seller Checklists
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Landing Pages: Your Secret Lead Conversion Weapon
In today's hyper-digital world, agents need a winning online presence to sustain a successful real estate business. The best IDX websites are user-friendly, attractive, and filled with fresh listings. But agents that want to take their websites to the next level to supercharge lead generation need to be leveraging custom landing pages. A landing page is a standalone page on your website. Think about your "About Us" page or each one of your online listings. Landing Pages Are Super Powerful Lead Generation Tools Besides giving your website more pages — which boosts your SEO performance since you're generating more searchable content — custom landing pages roll out the red carpet for leads. Landing pages allow for a more personalized experience when people visit your website. Landing pages offer something valuable to your website visitors in exchange for contact information. Creating landing pages gives agents the opportunity to include more contact forms and CTAs. While you're introducing a neighborhood that you service or highlight listings that are coming soon, you can prompt leads to submit their contact information to convert more online traffic into leads. 15 Examples of Landing Pages to Add to Your Site Home Valuation Page Neighborhood Guides Local Market Report First-Time Homebuyer Course (or eBook!) "Coming Soon" Listings Home Improvement Guides for Sellers Contact Information for Municipal Service Providers Credit Repair Program Seller Lead-Specific Page Encyclopedia of Real Estate Terms Blog Contact Client Reviews Buyer/Seller FAQ Agent Career Highlights Mortgage Information Guide Get creative with your selection of landing pages. This is your opportunity to directly speak with potential leads and show them why you should be their agent. Think about creative landing pages and content ideas that out-do what competing websites have to offer. More Landing Pages Means More Conversion Companies that create 30 or more landing pages get seven times more leads than those that use fewer than 10. #ProTip: Using videos on landing pages can improve conversion by 86%. When building your landing pages, include high-quality video content to accompany your text. These can be a visuals-only neighborhood tour or an agent-guided tour of the area. When sharing basic real estate advice and tips, agents can use video to introduce themselves to their clients. Recording short videos where you introduce yourself and discuss the topic of the landing page further can be a great way to create and share new content. You can also use these videos for your social media, blog, and email marketing campaigns. Landing Pages Are the Bridge Between Site Visitors and Leads A landing page is the final stop before a site visitor becomes a lead. With your robust marketing campaign, you're casting your net across a variety of channels — such as digital advertising, social media content, webinars, and billboards. You need those marketing efforts to drive lead traffic to a "landing spot," where you can get their contact information and make a superb first impression. [Source: Unbounce] How to Get Leads to Take the Leap: A Simple and Customized Experience When you finally drive leads to your landing page, how do you get them to engage with your page and ultimately submit their contact information? Here's a Marketing 101 Crash Course: The consumer holds the power. They can leave your site, or they can provide their name and email. Being able to accommodate consumer demands is critical for activating the power of your landing pages. In today's market where instant gratification wins, your site visitors want your website to exceed their expectations. Internet users are used to targeted ads, gorgeous landing pages, and interactive apps. It's your job as an agent to meet those demands and build a seamless, enjoyable experience. This is what will allow you to stay competitive with the "Zillows" in the industry. Providing a simple and customized experience is the key to getting leads to follow your calls-to-action and submit their contact information, consenting to open communications with you. When you're building your landing pages and expanding your digital presence, ask yourself the following questions: Am I delivering a simple and customized experience? Is my site providing value beyond my competitors? Does my site invite visitors to browse more landing pages? Happy Website Building! To view the original article, visit the BoomTown blog.
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Tips for Growing the Listing Side of Your Real Estate Business
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Top 10 Tips for Successful, Lead Generating Webinars
Real estate webinars have become more and more popular than ever. It is not surprising that successful webinars are not easy to launch. It requires a lot of knowledge in the real estate industry and some explanation skills as well. Today we are going to speak about the top 10 tips for successful real estate webinars. If you follow these tips and tricks, you will see how your webinars will be successful. Are you interested in five useful tips for the webinar host? Let's start! 5 Useful Tips for the Webinar Host Choose the Right Topic Real estate is a huge subject in general to speak about. While choosing the right topic for your webinar, it's important to find the theme that best applies to the questions that real estate agents are asking. Theme will help you to gain more attendees and success for your webinar. Practice Before the Webinar No matter how professional you are or how many times you have hosted the webinars, you need to practice before the webinar starts. You may practice answering the questions that will be asked by attendees. You may practice the introduction of the webinar and more. Sounds Matter As we live in a digitalized world and everything is connected to the internet, you may already know how sound is important, especially when you are working from home and attending meetings, webinars or calls remotely. Hold the Audience's Attention If you are hosting a webinar, many people can register for it and many can attend. But the number of listeners is not that important. If they are not engaging while you ask for questions, if they don't have any questions to ask or anything to clarify, it simply means that they are not listening. Background Backgrounds are also very important while speaking about the webinar host. If you are introducing your company, it is a good idea to choose a background that includes the logo of your company. If not, you must choose some kind of background in the working sphere. If you don't have one, the internet and Zoom platform allow you to find the background that fits you the best. Top 5 Tips for Successful Webinars Target the Right Audience Before launching something, it is important to market your upcoming webinar. Choosing the right audience for your webinars is the key tool here.You should define for whom your webinar is designed, including their sphere of influence, age range and more. After targeting the right audience, your webinar will be successful, as there will be attendees, who are really interested in your webinars. Pick the Right Time We have already mentioned how targeting the right audience matters for real estate webinars is important. But how is the right audience going to help to better plan a webinar? After choosing the best audience for your webinar, you will have a clearer idea of how to choose the right time for it. The most important aspect here is the result, or quite simply, how many people will attend your webinar. If you pick the right audience and pick the right time to launch, you will see the success of your webinar. Choose the Right Branding If you are in the real estate industry, then you already know how important branding is. The same applies to webinars where branding matters a lot. After launching your webinar, it is important to have one good designed image for it. It will help you to interest people in your webinars. While doing follow-ups with your attendees, the right branding will bring you more success. Impressive Title If you want to have a successful webinar related to the real estate industry, then you should definitely pay attention to the title. The name or title of your webinar matters. It should be very impressive. Think about what your attendees want from your webinar, and you will definitely have a good idea of the right title. Decide Webinar Format When you already have the general idea on what you are going to speak about during your webinar, then the only thing left is to choose the right webinar format for you. While choosing one, try to test some of the formats in order to know exactly what you are looking for. Some of the webinar formats include: Interview Webinar Q&A Webinar One Presenter Two Presenters Format Tutorial Format There you have it—the top 10 tips for launching a successful webinar! To view the original article, visit the Realtyna blog.
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How to Get Seller Leads in a Sellers' Market
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Strategies for Converting Real Estate Leads this Winter
Just because it's chilly outside doesn't mean it's time to hibernate from your real estate leads until spring. While the real estate market typically slows down during the winter months, it's also a great time for converting real estate leads. Use these strategies to convert leads this winter: 1. Make accommodations Unless you're one of the lucky few who get to enjoy sunshine, you and your market are probably getting hit with winter weather. It's important to make accommodations for your potential clients to help them during the buying or selling process. For instance, if it's snowing during an open house, make sure to clear a pathway to the entrance. Not only will this help potential buyers easily access the home, it will also help clean up the appearance of the property. 2. Highlight winter property features By highlighting some of a property's features as useful during the winter season, you can appeal to a lead's yearning for a new home. For example, if your market tends to endure several storms during the winter, promote the storm-safe doors and windows. Pro tip: If your market doesn't experience harsh winters, show your buyer leads photos of a listing from warmer months. This way they can imagine themselves in a home year-round. 3. Promote listing price reductions With fewer offers towards the end of the year, some sellers may reduce their listing prices. By promoting the possibility of a better deal and saving money, you can increase the likelihood of converting your lead. Depending on what their interest rate is, a lead can save thousands of dollars by buying during the winter months. Advise your lead to speak with a lender to get pre-approved and lock in their rates. 4. Sell the neighborhood Paint a picture of the community for your leads if they are from out of town. Highlighting winter community events gives a potential buyer more to think about than just the home. Leads can imagine how they would feel living in not only the home, but the community it is a part of. For example, if a lead were thinking about moving to San Diego, a real estate agent could explain how December Nights at Balboa Park is a wonderful event during wintertime that brings the community together. 5. And lastly, always follow up As your leads begin to ask questions about properties, you should (of course) respond to them to see how you can help. Since there are fewer buyers and sellers this time of year, there may be more competition in your market for business. Go above and beyond with any requests or questions they have to show them that you are willing to work hard. For example, if a buyer lead asks for information about a listing, also include information about similar properties to give them options. Pro tip: In the event that a winter lead isn't ready to buy just yet, you'll have already shown them that you're willing to work hard. Continue to follow up with your lead and nurture the relationship, so that when they are ready, they'll call you! So don't forget about your new leads just because the colder months tend to slow sales in real estate. Follow these guidelines and convert your real estate leads this winter. To view the original article, visit the Zurple blog.
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Friday Freebie: 5 Lead Generation Optimization Checklists for 2022
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Out-of-the-Box Event Ideas for Generating Real Estate Business
Want to grow your sphere and make meaningful connections? Inviting your clients, leads, and community neighbors to a special event is a fantastic way to generate more real estate business. If you really want to attract attendees and get them talking to their friends about your best-ever-client-meet-up, go beyond the typical open houses and holiday parties. Instead, consider these five out-of-the-box ideas. #1. Rent Out a Movie Theater for a Family Night If you want to network with families or couples with kids, there's no better way than by hosting a family movie night at a local theater. When a family-friendly movie is running, rent out a theater and invite your local clients. Having everyone RSVP in advance to confirm their tickets will help you manage the number of people invited. Consider giving out a free drink and snack token, or offering to buy small popcorn and soda for all of the kids. Pro Tip: Bring a couple of wearable props, like funny glasses or silly headbands, and set up a mini "photo-op" for attendees as they're walking into the theatre. Stand by the door and snap a quick picture to email to everyone. This may get you a few additional contacts to add to your CRM, as well as give you content for social media if you have permission to post the image. #2. Host a Viewing Party at a Local Bar When you're planning a get-together with your network of leads and clients, consider hosting a viewing party at a bar in your area that locals love. It's a great idea to plan the occasion around an important neighborhood event or something big like the Super Bowl. To generate more contacts for your CRM, offer free tickets in exchange for the attendee's email. It doesn't hurt to incentivize the event by giving out a free drink ticket, or offering to buy the first round at the bar. You can use this as a way to introduce prospective buyers to the social scene in your market while catching up with past clients. Pro Tip: While you're planning the meetup, bring swag that everyone can take home with them to commemorate the event. Avoid "junk" and give out useful items that won't get thrown away. Aim to surprise, delight, and impress your guests with items like: Reusable water bottles Tote bags Decorated notebooks A cool beer glass! #3. Offer to Throw a House-Warming (or Bar-Stocking) Party for a VIP Client When you close an epic deal with a VIP client, show them that you care by offering to throw them a house-warming party to celebrate their success. Whether you want to plan a full-scale party with drinks, snacks, and decorations — or just offer to stock their entire bar for a night of drinks with their friends — you'll be putting a cherry on top of an awesome service experience. Pro Tip: Attending the party yourself is a wonderful way to meet new clients and network! #4. Hire a Fitness Teacher for a Meet-Up in the Park Give your sphere a chance to get out and get active by hosting an exercise class led by a local instructor. When choosing what physical activity to center your meet-up around, consider who your audience is. Are you inviting mostly young homebuyers, growing families, or elderly leads who want to downsize? Whether you choose yoga, pilates, Zumba, or tai chi, focus on the fun of it. You want everyone to move, but you don't want to push anyone past their comfort zones. Talk to the instructor you're planning to hire and explain your goals for the event ahead of time so they can provide the best experience for everyone who attends. Pro Tip: When it's time to send out the invitations, make sure to remind attendees to bring any necessary equipment and explain the best dress code for the class. It's a good idea to plan ahead and bring some extra equipment in case anyone forgets or a few extra people show up. #5. Cater an All-Ages Picnic When the weather's nice, a great way to get together with your sphere is to invite families to an all-ages picnic at a local park or outdoor space. Choose a local restaurant that specializes in group catering and choose a simple menu that accommodates multiple dietary preferences. (Don't forget to offer vegan and gluten-free options so no one feels excluded!) Bring props for games and activities that everyone will enjoy. Think frisbees, footballs, and soccer balls. Pro Tip: For an added touch of age-appropriate fun, consider bringing in a local business to provide treats or desserts. Options for kids — Frozen lemonade, cupcakes, cotton candy, soft-serve, or snow cones. Options for adults — Boozy lemonades, sangrias, beers, and champagne. To view the original article, visit the BoomTown blog.
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Is Cold Calling Still Effective in Real Estate?
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How to Get Your Real Estate Seller Leads to Fall in Love with You
Karen Fiddler, a real estate broker and owner out of Orange County and Lake Arrowhead, California, provides tips on how to delight your sellers. Here's Karen: We all want our clients to love us, and we can easily make it a reality. Sellers are already a bit different from buyers. They have made a decision to move, they have an asset and they are putting their home out there for opinion and viewing, all the while hoping someone loves it as much as they do—and will offer a fair price for it. So, how can we as agents get our real estate sellers to fall in love with us? Like this: Be honest with them about the comps for their home and provide a realistic listing price. Do a thorough walk-through and ask questions, so that you can best present the home and its unique qualities. Understand the neighborhood. Present pre-listing options, such as home inspections and termite reports, pros and cons. Talk about what to expect with offers based on the current market and how their listing price could be affected by it. Prepare them for low ball offers and how to respond to them. Discuss the information you will receive from buyers (e.g., offer, proof of funds, deposit, FICO scores), so they realize how solid an offer might be. Prepare an agreed upon plan for showings, notice and times/days available, and also whether or not there will be a seller-controlled lockbox or a stationary one. Help them understand and realize that they should NOT talk with buyers and/or agents without your presence. Make sure they understand the contingency period and any possible negotiations that could happen during that time, such as request for repairs. Always attend important events in the escrow process such as home inspections, termite inspections and appraisals. Lay out the timeline and possible delays during escrow. Make sure they know when closing is likely to occur and when each milestone is reached in that process. It's not that hard—we are being considerate and doing our job. Doing our jobs the right way can get our clients to fall in love with us. To view the original article, visit the Zurple blog.
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Friday Freebie: 52 Lead Gen Ideas for 2022
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What Makes a Good Lead?
What makes a good lead? Understanding the what, why, and how of lead qualification can save so much time for real estate sales associates, allowing you to focus your energy on leads that are more likely to convert while setting aside dead-end leads. In order to effectively qualify leads, you need to have a reliable process in place to identify promising leads with speed and efficiency. In short, a good lead is someone who is ready to buy or sell a home. They've likely already put significant thought into the process, have an idea of what they want to accomplish, and are looking for a real estate agent they can trust to get the job done. These are the leads that you want to prioritize over other, less qualified leads who are further from taking real action. How to Qualify a Lead In order to identify which leads are good ones and which can be put on the back burner or discarded, you need to ask the right questions. Ideally, you want this to happen as soon as possible when a lead enters your pipeline. That's why it's so important to have a system in place for qualifying leads and to use it consistently. Is the Lead Buying or Selling a Home in Your Markets? Start simple, and make sure that the lead is interested in buying or selling a home in one of the markets where you do business. Naturally, a lead shopping for a home in a city or neighborhood that doesn't fall under your umbrella can usually be easily disqualified. What Is Their Motivation for Buying or Selling a Home? Figuring out the motivations of the buyer or seller is one of the most important steps that you can take when qualifying a lead. What is their motivation, and just how motivated are they to take the next steps? A buyer or seller who's moving for work, financial reasons, family reasons, or another strong motivating factor is more likely to take action than a lead that lacks a strong motivation to move forward quickly. Have They Been Pre-Approved for a Mortgage? One way to gauge the motivation and engagement of a lead is to find out whether they've already been pre-approved for a mortgage. A buyer who has already made an effort to get pre-approved is more likely to be ready to take the next steps. Lacking pre-approval isn't necessarily a factor that disqualifies a lead outright, but it's certainly a positive when a buyer has been pre-approved. What Type of Budget Are They Shopping With? Is the buyer searching for a home that fits the price range of the homes that you have to offer, and the listings in your cities/neighborhoods? If it's a seller, are they interested in listing a home in a price range that fits your market, and your target demographic of buyers? Answering these questions can help you determine whether the lead is a good fit for your real estate services. Are They Looking for a Specific Type of Home? For buyers, are they looking for specific features from a home? Not only will the answer to this question help you determine how far along the buyer is in the process, it can also tell you whether you might already have listings that match their preferences. How Long Have They Been Searching? Has the lead been working on buying or selling a home for a long time? Have they already worked with a different agent in the past? These questions help determine motivation, and knowing if they've already worked with an agent can help you plan how to move forward. How Soon Are They Hoping to Close the Deal? A highly motivated buyer or seller is also more likely to be a highly qualified lead. If they're interested in closing the deal quickly, that's a good sign. Are They Ready to Set an Appointment? Is the lead ready to take concrete action and plan next steps? If they're willing to set an appointment, then one of the most critical questions is already answered. Use the Right Tools to Turn Qualified Leads into Satisfied Clients Of course, qualifying leads is just the first, important step in the process, and the right real estate tech can make the next steps in that process so much more efficient. The right real estate all-in-one solution, like DeltaNET®6, offers so many valuable tools for converting leads. Whether you're sending AI-driven newsletters, reaching out with convenient SMS text messaging, helping people tour homes from afar with virtual open houses & showings, taking advantage of integrations with all of the top real estate platforms, or using one of many other tools, DeltaNET®6 provides everything you need to get the job done in one convenient package. RE Technology readers can try DeltaNET®6 free for 30 days. To view the original article, visit the Delta Media Group blog.
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From Lead to Loyalty: FREE Ebook Download
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10 Ways to Pump up Your Prospecting Pipeline
New year, new you! And a new chance to increase lead generation to build up your business. After referrals and repeats, prospecting is the most effective way of generating leads and turning those leads into prospects. It's not necessarily easy: it takes patience, persistence and proficiency. These ten tips from RPR (Realtors Property Resource) will help you get started, stay on track and prospect like a pro in 2022. 1. Get your hands on RPR's prospecting eBook There are many ways to go about prospecting. You can create geographic farms, implement drip email campaigns, leverage your social media sphere, knock on doors, use targeted direct mail, and the list goes on. To get some ideas on where to start and for step-by-step instructions on how to do it, make sure to download How to Farm and Prospect for New Clients. This exclusive REALTOR® download is yours for the taking and will show you how to identify and market yourself to potential new clients. 2. Make prospecting a priority and a daily task Prospecting is not a "set it and forget it" method. Yes, you can automate email sends and replies, implement auto dialing systems, and even use AI through a digital CRM. And each one of those examples can be a successful tactic. But to really prime the prospect pipeline, you need to be consistent and constant in your attention and your action. Make it a priority by putting a specific task or general goal into your daily, weekly and monthly calendar. (Those little e-notifications can be annoying, but they can also be the perfect nudge!) Carve out time, each day or week, for prospecting activities such as networking, community outreach, blog posts, social posts and shares, phone calls, emails, using RPR maps to search for homeowners that are ripe to sell, touch base with friends, family and previous clients, and any other strategy you see fit. The main point is to stick to it and make it a new habit. 3. Embrace your inner data nerd It's no secret that real estate numbers are big. It's most likely the biggest financial transaction your client will experience in their life. With this many zeroes and commas involved, it's no wonder why consumers relish property data. RPR (Realtors Property Resource) offers REALTORS® vast amounts of property data in one central hub. You have exclusive access to property reports, maps and tools that make RPR an indispensable asset. By exploring and learning more about RPR, you'll find that you can easily package up data and offer it to potential clients. In fact, they want it! Charts, graphs, stats and info from expert sources is something home buyers and sellers crave. And if you put it out there in an easy to digest format, you will get reactions and responses. 4. Communicate market activity and home values The most basic way to get your name and face in front of potential new clients is to share local market statistics, and in some cases, specific home sales data. For example, if you have a neighborhood or community Facebook page, make sure you regularly post home sales activity for that area. Doing this once or twice a month gives homeowners an idea of what their home is worth, and how "hot" the local market is. While not everyone is in the position to buy or sell, when they do think about it, chances are they'll remember where they get their information from and the name associated with it. And if you think you have a really hot prospect, don't hesitate to send them an RPR property report on THEIR home. Run a modified Seller's Report by choosing what pages and info you want to include, and then customize it with your info and a personal message. Print it, then mail it or drop it off and use it as a conversation starter. Homeowners have been known to keep these around for years! 5. Take advantage of RPR Mailing Labels Mailing labels or mailing lists can play a crucial role in prospecting outreach in competitive markets. REALTORS® can create them or export owner information from RPR search results. And you can create up to 2,000 each month for free! These ready-to-print mailing labels are perfect for farming, prospecting or direct mail marketing within custom geographies: Conduct an area search, then use filters to narrow it down or use a previously saved area, such as a farm area Sort your results using the "List View" or from the "Map View," and click "Mailing Labels" once you have the right number of addresses A pop up window appears; then choose your label type or a CSV file Hit "print" and remember that you have 2,000 EACH MONTH to use Watch this one-minute video to see all of the above in action or follow these step-by-step instructions. 6. Make 12-24 prospecting touchpoints throughout the year A prospecting campaign can take some time to build; it doesn't happen overnight. Frequency, or how many times a target is exposed to your message, is a long play. Once you've identified a target, whether it's one single address or an entire geographical area, you've got to pepper that contact with your marketing message. One to two times per month is a good pattern. You don't want to overload them, and you also don't want to fall off their radar. That means don't send one postcard once a month and call it a day. Start with a postcard that calls out recent market activity. Then, follow up two weeks later with an email, and ask about whether they saw the postcard or if they have any questions. Then call, drop off a flyer, knock on a door, email a personal video, send another direct mail piece, send a text or Facebook message, etc. It's not called a marketing mix for nothing! Mix up your contacts and touch points, and change up your content to keep things fresh. Another great tip is to "read the room." If they complain that you're sending too much or too often, back off and deliver quarterly. 7. Be a ninja nurturer to past clients This article from Homes.com offers up several ways for agents to stealthily keep tabs on their former customers in an effort to drum up leads and listings. Unlike targeting areas or owners you have no relationship with (yet!), the basic premise is to maintain and foster relationships you do have. For example, a phone call or an email or text to a past client to discuss their real estate goals or to let them know how much their home value has risen is much better than a "Are you ready to sell? The market is hot!" type of pitch. Frame the discussion or "interview" as an FYI to the owner, or call it an annual real estate check-up. A softer approach such as this will help you set up the chat and you'll most likely get some good information out of it. And make sure to keep notes in your digital Rolodex so you can schedule a time to reconnect. You can also follow former clients on social media to see if any life-changing events have occurred: new job, newborn on the way, older kids moving out? Anything that might affect their lives is a potential reason to move and their need for a REALTOR®. One last tip: you can also use Facebook neighborhood pages or Nextdoor sites to offer up help when homeowners ask, "Anybody know a good handyman?" If you see a post like this, reply right away! Chances are you do know a good (fill in the blank) in the area and your suggestion will be appreciated by the owner and seen by others. But don't call or text them right afterwards; just keep a note and add them to your prospecting list. Neighborly, nurturing moves such as this are a great, semi-sly way to get your name top-of-mind with homeowners. 8. Take a free prospecting webinar Wouldn't you know it, RPR offers a live webinar to help you get started. That's right, we're here to help you get going and succeed. There's no better way to learn and get familiar with a process than to have an expert walk you through it. Save your seat for Keep That Pipeline Pumping. This one-hour session will show you how to use RPR's data, tools and features to your advantage. It's easy, it's free and it's highly informative. Sign up today! 9. Take part in or create your own community events When it comes to being involved with your local community or neighborhood, you can't just talk the talk, you have to walk the walk. You need to have real passion, know the area and its residents, and be active in making it a better place to live. Here's just a few ideas to get you started and thinking: Start a neighborhood Facebook and/or Nextdoor page Sponsor a youth sports team and show up to a couple of their games with snacks or drinks Get a booth at a school fair or at a farmer's market Send out HOA meeting summaries, if applicable Volunteer for school and sports team fundraisers Send out a monthly or quarterly eNewsletter that focuses on community events and issues Organize an annual community garage sale day, where you handle all the signs, promotion, etc. Keep in touch with local police and fire departments and give safety updates to your neighbors Take a walk! Simply strolling through your neighborhood will help keep you in the loop on local happenings This is just a thought starter, we're sure you can brainstorm a great list of your own, based on your interests and your community's needs. Most of these suggestions will only cost you time, but do plan for earmarking some of your marketing budget towards community involvement costs as they arise. Making these meaningful connections is a keen way to organically grow your network of prospects. It's also a truly great way to meet and form relationships with your neighbors. 10. Take a tour of the tools So you haven't downloaded the free eBook or signed up for the free webinar. Perhaps you're the "dive right in and get started for yourself" type? We can respect that and we've got you covered! Go directly to the RPR site and start prospecting. This guided tour will take you through the steps of how to prospect for buyer and seller residential clients. You can also start prospecting for commercial clients as well. These guided tours, the magenta colored boxes, are sprinkled through the RPR website. Each one is designed to help you learn about powerful RPR features by helping you navigate your way through the process. The wrap Prospecting for new clients is equal parts hustle, discipline and persistence (read this case study for an example). You've got to make a plan, make the time, and make sure you stick to it. Use these ten tips to get started and to start sparking some new client meetings in 2022. To view the original article, visit the RPR blog.
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How to Become a Real Estate Agent: Getting Your First Clients
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What's the Best Way to Contact Expired Listings without Being Intrusive and Rude?
Beth Atalay, an Orlando broker and owner of Cam Realty and Property Management, shares her insights on the best ways to contact expired listings. Here's Beth: "List to last." I'm sure you've heard this before, but how do you get listings? This is even more challenging for newer agents or for those who had to take some time off and have been out of touch for some time. Going after expired listings will work if done right. Homeowners of these listings have already shown interest in selling their home, but were not successful. It's not always their real estate agent's fault that their home didn't sell, but most would tell you it is. What would be the best way to contact expired listings without being intrusive or rude? Calling them the day their home expires in MLS Before you take this approach, ask yourself if you would want to receive 50+ calls from aggressive real estate agents the day your home expires, starting as early as 7am. This is not the method I feel comfortable with, so I would never do it. However, if it fits your personality, then you should go for it! Before you pick up that phone, I suggest you have scripts and know what to say when the homeowner answers. You're probably asking how and where to get their phone numbers from. Here are some suggestions: Cole Realty Resource Not only you will get a list of expired listings on a daily basis, but their phone numbers and emails as well. You can pull up a list by subdivisions; this is great for circle prospecting. EspressoAgent EspressoAgent provides a list of expireds with their email and phone numbers. ArchAgent, Landvoice and RedX are just a few others you can check. Important reminder Be sure to check whether the homeowner you're calling is on the Do Not Call List before you start dialing. Sending them a postcard The challenge with this is by the time homeowner gets your postcard, their home will most likely be listed with another real estate agent. If you are targeting those that expired 30/60/90 days or even a year ago, postcards might work as long as you follow up with a handwritten card or a CMA. Delivering a packet This packet may include a brochure, market update for their neighborhood and a letter that's signed by you. You could deliver it the day it expires, but please do not put it in their mailbox—that's illegal. You could include tips such as: "8 Reasons Why Your House Didn't Sell" or "Tips on Getting Your House SOLD," etc. Let the homeowner know what you will do for them should they decide to list their home with you. Once you deliver the packet, send a handwritten note. Stand out from the crowd. I know some will say by the time you do all of that, someone else will have already won the listing, but so be it. That's okay with me as I do not like to call expireds (as I wouldn't want to be on the receiving end). You would be surprised to see how many homeowners are more receptive to a professional packet than being hounded by 50 agents the day their home becomes an expired listing. I do work expired listings, but not the ones that are recent. Instead, I go back 30/60/90 days and choose the ones I would like to work with. Not every expired listing is a right fit for me or my business, so choosing the right home is a top priority. I deliver a package to their door, then follow up with a handwritten card thanking them for accepting the packet and see if they have any questions. They will receive some type of mail every three weeks until they either tell me to stop, list with me or another agent. For homeowners, it's a process of elimination, stand out from the crowd, provide the homeowners with the information they need and that is useful. It's okay if they don't list with you—they will, however, remember your professionalism. For more from Beth, check out her website. To view the original article, visit the Zurple blog.
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How to Qualify Leads the Easy Way
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Friday Freebie: Educate Buyers and Attract Leads with this Homebuying Guide
We've got a two-fer for you in this week's Friday Freebie: a comprehensive (and brandable!) guide that you can use to attract new leads and educate first-time home buyers, all at the same time. Let's dive in. Free download of The Simplified Guide to Homebuying, courtesy of Zurple An educated buyer is a buyer that is best able to compete in today's cutthroat real estate market. The market is especially tough for first-time buyers, who may not yet know all the steps in the homebuying process or even the lingo. This lack of knowledge makes them less able to move quickly and puts them at a disadvantage in today's market. Enter The Simplified Guide to Homebuying. This brandable guide makes your job easy by clearly explaining everything a buyer needs to know and even gently holding their hand with worksheets, game plans and questionnaires. Here's a look at just some of what this comprehensive guide offers: Homeownership benefits for moving hesitant buyers off the fence Why buyers should work with an agent Flow chart of the homebuying process Overview of how mortgages work Worksheet of home features for helping buyers evaluate listings Homebuyer questionnaire Homebuying game plan with write-in deadlines for staying on track Common real estate terms And much more! This guide is available in both PDF and PowerPoint formats, and comes with instructions for customization and branding. Share it with your buyers or leverage it as a lead magnet that prospects can download in exchange for their contact information. Download The Simplified Guide to Homebuying today!
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How to Get Real Estate Leads with No Upfront Costs
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3 Ways REALTORS Are Using RPR to Gain Clients
Yes, winter is coming. But there are still plenty of opportunities to gain clients and get deals done. A recent thread started in our RPR Connect Facebook group made us realize that agents don't have to screech to a halt in the last two "-ember" months. Here's a collection of the some of the best responses when a new agent asked how RPR could help her find clients and help her business grow: Look up a lead's address Sharing reports so owners can gauge recent home value appreciations Generate and crosscheck CMAs Check on approximate property values Create mailing lists for farms Create customizable presentations for clients Identify property values in neighborhoods Share reports that can be used for annual reviews Look up past sales records and mortgages Show a potential listing client a price range to determine initial asking price To conduct buyer tours (using the RPR mobile app) Open house mapping Investor reviews These are great! We love to see how our users are putting RPR to work to build their businesses. Here's a look at three of our favorite ways you can use RPR to find buyers and sellers right now… Dial up your social shares: Use Canva and RPR together In today's real estate marketing and self promotion world, having a strong social media presence is mandatory. Four generations of home buyers and sellers are active in all types of social channels and you can reach them with just a simple post. However, what you post is of the utmost importance. Typing out long-winded paragraphs of text or scanning an open house flyer aren't going to grab those eyeballs. You need graphics! Beautiful, well-designed graphics that engage the viewer/reader. You need images that you can easily create and customize with local market facts and figures. You need Canva and RPR working together and working for you! Canva is an online design and publishing tool that you can use with the data you pull from RPR reports. Give your friends, followers and soon to be clients market activity updates, new listing and open house announcements, testimonials, or even fun facts and trivia that pertains to their market or neighborhood. We've gone ahead and created six ready to use graphic templates for you to download and customize. For all the details and a step-by-step on how to pull it off, check out: How to Create Instagram Posts for Your Real Estate Business with Canva. Dig, mine and search for prospects with RPR Referrals and repeats are like gold—no question there. However, most agents need to actively look for leads to get to that next level. And that's where prospecting comes in—which is also where RPR comes in. RPR gives REALTORS® access to a slew of prospecting tools, including powerful and dynamic ways to geographically farm neighborhoods and ZIP codes. And after you get your farming list nailed down, you can also create mailing labels in RPR, up to 2,000 per month, for free. You can also take advantage of RPR's reports and data as ways to send your prospects marketing materials. For example, Bruce Inman from Houston, Texas sends out five RPR Seller's Reports directly to addresses he's identified using RPR Maps. And folks, he does this every day! His story and approach is a great way to personalize RPR deliverables to homeowners who hit the sweet spot in terms of listing potential. Another inspiring story comes from Julie Toy, from Garner, North Carolina. Julie also uses RPR Seller's Reports, and she sends them to her past buyer clients on their "house-aversary" (a year after the date they bought their home). Along with the report, Julie sends a note congratulating them on how much their home is now worth. This tactic is noteworthy because the recipient gets a personal note, a report specific to their home, and stats about their home home value. Instead of being a pushy salesperson, Julie comes off as an information ally, and it's led to a handful of her past sellers becoming "now" sellers. As you can see, there are many ways to prospect for new leads and customers. So many ways in fact, we decided to write a book on it! Download How to Farm and Prospect for New Clients today. This exclusive REALTOR® download is yours for the taking and will show you, page by page and step by step, how to identify and market yourself to potential new clients. CMAs that amaze Gaining clients isn't strictly about marketing and prospecting. When you reach the next stage, which might include face to face meetings and listing/capabilities presentations, you need to stand out and show off your strengths. Clients base their decision on: experience and expertise, educated guidance and advice, local market knowledge, and help guiding them through the process. One other big reason is your ability to price a property. This skill sets you apart from the competition and can go a long way in helping you get a contract after a listing presentation. That's where knowing how to put together a solid CMA comes in… A CMA (comparative market analysis) is a process agents use to establish home values and set listing prices. You create CMAs by looking at comps (short for comparable properties). These comps are similar properties, mostly in the same neighborhood, and tend to have the same square footage, number of bedrooms and bathrooms, features, upgrades, etc. You want to compare things that are equal, or at least as equal as possible, to help price your listing. Creating a spot-on CMA is crucial to your skills and success, and your ability to bring clients to the table. Here are step-by-step instructions on how to do it in RPR. The CMA 180°: helping buyers CMAs are an essential tool for working with sellers; that's pretty standard. But RPR's Training team has figured out a way to turn CMAs on their heads and use them to help buyers prepare an offer. RPR CMA tools can help educate your buyers about market conditions, show them how to use pricing strategies to help formulate competitive offers, help them consider other details that can affect an offer such as days on market, financing concerns, appraisals, inspections and deposits. For details and to see how to put a CMA into play for buyer clients, check out this video tutorial: How a CMA Can Guide Buyers in a Tight Market. Use these tools and tactics to find customers now… and in the future Although November and December are looked at as "down" months in relation to housing sales, the fact is hundreds of thousands of sales will still take place. Sure, the pace ticks down a bit in the fall and winter months, but there are still buyers and sellers out there who need your expert guidance. We hope you can use these ideas and RPR to your advantage to find clients now and/or to start planting seeds to kick start the New Year. To view the original article, visit the RPR blog.
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4 Ways to Generate Leads with Real Estate Marketing Flyers
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16 Real Estate Facebook Groups for Lead Generation and Advice
Are you leveraging Facebook for your real estate business? Facebook Groups are an agent's watering hole for real estate leads. Many prospective buyers and sellers seek out the advice of others online. Agents can use the world's number one social media platform not only for lead generation, but also advice. Use these groups below to grow your real estate knowledge and customer base. Join these 16 real estate Facebook Groups for lead generation and advice: Facebook Groups with Buyer and Seller Leads Buy, sell, rent your dream home (Closed Group) DIY Home Improvement Projects (Closed Group) Credit Secrets (Closed Group) The Holiday Edit (Closed Group) Flipping Houses Like a Ninja (Closed Group) (Insert City or State) Buy Rent Sell (e.g., Buy Rent Sell San Diego) (Insert City or State) Real Estate Investment (e.g., DFW Real Estate Investment, California Real Estate Investment Professionals) First-Time Home Buyers (Insert Your City or State) (e.g., Florida Panhandle First Time Home Buyers Group) For Advice from Other Real Estate Professionals Lab Coat Agents (Closed Group) Real Estate Rockstar Agents (Closed Group) Real Estate Closers (Closed Group) Real Estate Entrepreneurs Group (Closed Group) Next Level Agents (Closed Group) WhatsUp for Real Estate Resale Brokers (Closed Group) Tech Savvy Real Estate Agents Foreclosure and REO Tired of prospecting cold Facebook leads? Zurple's uses Facebook ad space to generate leads within your target markets. Check for availability in your market. To view the original article, visit the Zurple blog.
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Friday Freebie: 51 Home Improvement Projects Guide to Share with Sellers
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One Agent's Simple, Effective Strategy for Finding Sellers
This message hit the RPR inbox a few weeks back, and it definitely got our attention. It's from REALTOR and RPR user Julie Toy and it explains how she's currently prospecting for clients: Hi RPR! A few weeks ago I began using the RPR Sellers Reports to send to past buyer clients and in most cases, to congratulate them on their awesome investment in real estate. Here is the basic gist of what I say in an email to them, and then I follow up with a phone call or text a few days later: Hi Mr. & Mrs. Homeowner! Attached is a property report for your home at 123 Main Street. What a difference a year makes! I don't know if anyone could have predicted the seismic shifts our real estate market has seen - even in the last 8 months - but I sure am happy for homeowners like you. You may not be thinking about selling, but if you were, now could well be one of the best times to pull it off. Here's a fun fact for you: homes listed up to $350,000 in your county are averaging $14,000 above list price. That's no small potatoes any way you slice it. Anyway, if you need anything or know anyone thinking of buying or selling, please let me know. This one thing has led to four listing appointments in the last two weeks that I would not have had otherwise. I'm definitely a fan of RPR and appreciate all that you do. This easy to implement way of using RPR Sellers Reports to prospect for leads and clients is really working wonders for Julie. We were so impressed, we decided to pick her brain and get some more details... Q. Hi Julie, how long have you been a REALTOR® and what type of agent are you? It will be five years this coming November. I work primarily in residential sales. I started out as a REALTOR® by working with buyers. The market was different then! Over the last two years, it's balanced out to buyers and sellers. Now I have more of a listing agent focus, which is a goal I set for myself. Q. We were really impressed and inspired by the note you sent us. Tell us more about how you use RPR Seller's Reports as follow up prospecting tools: So I have a database of my past buyer clients, and when a "house-aversary" comes up, I reach out to them with an RPR Sellers Report on their property. Then I follow up with a text to see if they received it. But sometimes they'll call me first and go, "Oh my gosh!" They're just blown away by the info and how much their home has appreciated. People certainly love getting those market activity details. Q. And this method is getting you in the door with potential sellers? Absolutely, even if they're just entertaining the idea of selling. It's a real conversation starter. I send it on an annual basis to anyone who's ever bought a home from me in the past, because the people who bought homes with me four years ago might be ripe for moving. Q. What sparked this method? I started using this Sellers Report technique right around the RPR "refresh" (Julie's talking about when RPR unveiled a new platform redesign in February of 2021). I looked at the new website, ran a Sellers Report and thought to myself, "OMG, I have to do this for everyone in my database. I need to reach out and share this with my past buyer clients and my sphere." I didn't know what to say before, but now I've got a real reason to share something with them. This "house-aversary" message gives me a reason to reach and stay top of mind with them. Q. How do you deliver the reports? I usually send my report by email and then follow up with a text the next day. I also have had some success by dropping them off on the front porch for a face-to-face. Human touch is powerful, especially right now… but of course, at a distance and whatever they are comfortable with. A chat on the front porch is perfect. Q. What's your overall takeaway and experience using RPR? Well, I am always just surprised at how much accurate info is available at my fingertips as part of my NAR membership. I can't believe I don't have to pay for this! It's fantastic. And it's user friendly. I'm not the youngest agent, and I'm not super techy, you know? But I find it so easy to use. One time I did get a little stuck, so I called the RPR Help Desk, and I tell you what, they helped me tremendously! I hung up the phone and went "Wow!" I can't believe how helpful that was. You don't see customer service like that. I truly appreciate it. Q. That's great to hear! Our Customer Support staff is available 24/7 and they go above and beyond to help REALTORS® solve their problems or assist in any way. What other reports are your go tos? For listing appointments, I often bring RPR reports as a leave behind. It helps me present myself as a market expert. I also like to use the Market Activity Reports to offer my clients a 10,000 foot view of their market. Q. Can you recall an instance or a story where you really "wowed" one of your clients? My wow moments have come in the form of running a Sellers Report for someone. I accompany it with a note that says, "Hey, do you know your home is worth this much money?" Using this approach the last couple of months with RPR lets me show them a real number so they have a real understanding of what that means. It's an "ah-ha" moment for them. They say, "Oh my gosh, since I bought my home, its value has gone up 150K." And that's a wow moment for them! With RPR, I have the data and reports to back it up; it's not just some number I came up with off the top of my head. Sometimes people think the number is inflated. But I say, "Here you go, here's this report from RPR," and with the data and stats, I can demonstrate how real it is. I love that and I know people appreciate it. Well put Julie, and thanks for sharing your story with us. What a great, simple strategy for positioning yourself as a market expert and maybe even for nudging a few fence-sitting sellers into action. Here's how you can get started creating RPR Seller Reports for your clients and hopeful prospects. To view the original article, visit the RPR blog.
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5 Proven Ways to Generate Sales Leads
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How to Rake in Leads Using Google Ads for Real Estate
There are many different platforms that real estate agents can use to build their business and rake in leads, and in this article, we will focus on growing your business with Google Ads. Many real estate agents wonder why they should even bother to start marketing on Google Ads or read this blog. You are not wrong in questioning whether or not this might be the best way to grow your business, but let's see how you feel by the end of the article. Why do some real estate agents fail? Most businesses that start marketing on Google Ads fail, so don't worry. Being in this industry doesn't exclude the real estate industry. One of the main reasons some people fail in Google Ads is that they don't understand how the platform works and don't have a goal in mind. Here are some common mistakes made when starting Google Ads 1. Using incorrect keywords Any Google Ad campaign can go downhill quickly and be very costly if you don't have the right keywords. Keywords are search terms entered on Google that have a results page where the websites are listed. If the set keywords are incorrect, you will end up showing up for the wrong clients. 2. Ads that are lacking When you set up Google campaigns, you will need to create compelling ads to pull in people's attention. You want to be not only informative, but eye-catching. 3. They are sending people to a terrible website There is nothing worse than clicking on an ad and not finding what you are looking for. Making sure your website is easy to use and easy to navigate is crucial to the success of your campaigns. You don't want to spend money on searchers that are just going to leave your site. 4. Collecting Data It is essential that you set expectations for the success of your campaigns. Google takes time and testing to find that perfect area for you to drive up performance. Make sure you collect data and understand the appropriate changes that need to be made before making any adjustments. Other factors can cause the downfall of your Google ads campaign, but let's dive into how Google Ads is right for your business and how you can become successful. Google is so much work, so how is it right for me? 1. Google Ads is measurable and flexible. Google allows you to measure the success and failure of your campaigns, which will help you make valuable adjustments. 2. Allows you to control cost With Google Ads, you can set and stay within the budget that works best for your business growth. You can set what you are willing to spend money on and how much you want to spend on any given day or month. 3. Best way to get in front of your competitors Google chooses paid ads over organic traffic, which allows you to show up as the first search on the search platforms. 4. People are looking for you; you are not looking for them. When you go onto a search platform, you are looking for something, which means that as an advertiser, the searcher's intent is clear. If someone searches "real estate agent near me," they are looking for you instead of you looking for someone that is looking to find a real estate agent. Now that you have a small list of why marketing on Google Ads can help grows your business, here is how you would start. Create an account Make sure you have a website Set up a budget Come up with keywords that you want to come up for Write your ads Decide where you want to show up Launch your ads. There are plenty of resources out there that can walk you through every step of marketing on Google Ads, and we hope this can at least get you started. Hope to see you on the Google search page soon! To view the original article, visit the Rental Beast blog.
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How to Get More Listings and Referrals and Become the Go-to Agent in your Local Community
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Reconnecting with Old Leads to Jumpstart Your Business
An important transformation takes place in the career of any real estate sales agent around their third year in the industry. The first year is all about learning the ropes, and the second helps you focus on discovering your niche – both what you enjoy doing and who your ideal customers are. During those early years, you may find yourself putting in extra hours and spending lots of effort building a successful referral business. From there, as your business continues to grow, it's often easy for agents to fall into a pattern of "chasing down" new leads. To an extent, this makes sense. And it works for a while. After all, you need time to find yourself and define what your brand is all about. You won't be able to go after what you want with laser focus until you can decide what it is you actually want. While others can advise you, nobody can choose for you. Soon enough, though, it's time to change how you approach lead generation. That means: Instead of chasing leads, you need to establish ways to entice them to come directly to you Instead of a single transaction, you should build lead relationships to provide recurring value Luckily, you can achieve both goals by consistently using the proper communication techniques. At its heart, expanding any business relationship comes from following up diligently and adding value consistently. The right real estate marketing automation technology makes this easier, like the features in the DeltaNET®, even with a busy schedule. This transformation is essential for scaling and growing your business. As you build a reputation in your community, you'll come into contact with more people who can benefit from your expertise. At some point, creating the business you want means shifting from quantity of relationships to quality. If you stay on the offensive, always chasing more, you may burn out. Deepen or rekindle your existing relationships, however, and you'll always have opportunities to pursue. Who Counts as an Old Lead? Old leads come in two flavors: Those who became customers and had a successful transaction in the past Those who showed promise but didn't commit and dropped off your radar Remember, just because a lead fades from the spotlight doesn't mean he or she rejected you. On the contrary, many leads talk themselves out of taking action because of changing conditions in the market. It's no reflection on you, but you still have the power to make a difference in what happens next. If you're using Customer Relationship Management (CRM) software, it's very easy to see where leads stand. At a glance, you'll be able to see precisely where you first connected with your leads, the whole history of your interactions, and what their status was the last time you were in contact. This can give you the insight you need to choose the right timing and tactics for getting in touch. In an ideal world, real estate pros would have the time and energy to follow up with every lapsed lead, to see if they have any ongoing needs, and check for the possibility of referrals. With a limited pool of focus every day, though, it's a good idea to optimize the process. There are two elements to that: Making sure you prioritize the leads most likely to generate real business value Using the correct follow-up techniques to match with their communication style Seven Ideas for Reconnecting with Old Real Estate Leads Let's look at some of the best methods for getting old leads back into the game: Develop (or Revisit) Your Customer Persona Who is your ideal customer? Buyer or seller? What are their biggest challenges? What hopes and dreams drive them into the real estate market, and what holds them back? Focusing on your ideal customers has advantages for both of you—you'll each enjoy a longer, more beneficial relationship with fewer issues along the way. Once you define your perfect customer, look over your old leads to identify the closest matches, then reach out. Put Your Brand Promise into Words A "brand promise" is a single, concise statement of what sets you apart from the rest. It's the central experience you strive to deliver to everybody who chooses you. By crystallizing your goals this way, you are putting your unique skills and values into action – and doing so in a way that's easy to remember and act on. "I make the home-buying process simple and stress-free for first-time buyers" is one example. What's yours? Forward Useful Blog Posts to Your Leads Once you know precisely what leads are out there and who your brand promise might resonate with, it's time to get in touch. Adding value is the secret to positioning yourself as a trusted advisor, even when it takes weeks or months for leads to dive in. Don't just send a message to "see how they're doing" – link a relevant post from your blog with a reminder about a past conversation, then ask if their needs have changed. Use a Follow-Up Email Message One of the best ways to manage a large number of old leads is to get them onto the right segment of your email list. A segment is a list-within-a-list whose members receive exclusive content. Most real estate agents have a segment for leads, one for current customers, and one for past customers. However, nothing is stopping you from writing a personal message to catch up with your missing leads any time you wish. Ping Your Leads on Social Media If your leads follow you on Facebook, LinkedIn, Instagram, or even Twitter, you have an immediate "in" by sending them a direct message. Leads usually don't leave their DMs untouched, so you're likely to get a reply within 24 hours as long as they are still active on the platform. It can be a good idea to set your notifications so you can respond to their answer as soon as possible, potentially starting a one-on-one conversation. Check Up on Expired and FSBO Listings Sadly, sellers who decide to strike out on their own usually wait longer for success and earn less money. If one of your leads went down this path, check up on expired and "For Sale By Owner" listings to see how they did. After the stress and disappointment of the DIY method, they are much more likely to take your expertise seriously. The sooner you can get them re-listed with appropriate guidance, the better! Ask Questions with Text Messaging Did your leads opt into text messaging? Text offers you an even more intimate (and much faster!) way of communicating than email or social media. You'll be surprised how quickly lapsed leads you haven't heard from in months might pop out of the woodwork with a text message as simple as "Hi [Name], are you still looking for a home in Walnut Creek?" Since they only take seconds, many brokerages use SMS texts as a first option. No matter what methods you decide to use, following up is the name of the game in real estate. Backed by the right real estate marketing technology, you can cover more ground and capture more business from contacts who might otherwise slip through the cracks. With these tips and a good CRM, you are on your way. In need of a good CRM? RE Technology readers can try DeltaNET 6 free for 30 days. To view the original article, visit the Delta Media Group blog.
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3 Tips to Find Listings in the Current Market
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97% of Cold Calling is a Waste of Time
Let's warm up those cold tactics with some new insights into increasing your lead generation abilities. A good start is the idea of a hiring a person that is dedicated to making those outbound efforts. Inside Sales Agents, or ISAs, have long been considered a crucial role on successful real estate teams. Hiring an Inside Sales Agent in Real Estate As your business grows, you can quickly begin to feel stretched. You and your team may have difficulties finding time to prospect or responding fast enough to leads, so your pipeline and conversion rates can suffer. Hiring an ISA ensures a dedicated person is generating and converting leads in the office while you and your agents are running the rest of your business. This hire allows you and your team members to focus on your core roles, and they are typically charged with uploading all of the contact information and conversation notes into your database. This frees your team up from most admin tasks, so for example, buyer's agents don't have to worry with anything administrative other than writing up a contract. The ISA role can vary with experience and job expectations. There are countless pay structures and compensation models to match each unique ISA role. However, the first thing you need to do before hiring is calculate the ROI. It doesn't make sense to hire an ISA for cold-calling purposes if you aren't generating more deals (i.e., money). Here's a handy cost breakdown guide for your real estate business: Again, this is just a model. Lots of real estate businesses employ and pay ISAs differently. The main objective of this is to ensure positive revenue from hiring an Inside Sales Agent. Turn Cold Calling into Smart Prospecting Let's flip that terrible stat. Here's how to turn 97% wastefulness into 80% productivity. Taking a good look at your communication strategies can do some real good for your success rate. It's critical to be informed about your leads, their interests, and to hit them with timely and relevant information. Imagine the following message from a real estate agent: Hi, my name is Chad and I'm calling to see if you're interested in buying a house. How likely are you to respond with anything else than, "No, I'm not interested," or with "I'm just looking." Not only are success rates of cold calls low, but they typically cost your business 60% more. Now, let's examine a more tailored approach: Hi Susie! I noticed you were looking at homes in downtown Charleston, and if you have a free moment this week, I can show you a couple houses of interest. What do you say? Two things changed in this scenario. First, the real estate agent is addressing the lead by name. He knows who he is calling. Second, he knows what Susie is looking for. By tailoring your message to the interests and behavior of your leads, you increase your chances of a positive sale. In fact, you're 51% more likely to achieve your sales numbers and 80% more productive. Using a Real Estate CRM for Smart Prospecting It's critical to have information about your leads at your fingertips. This means utilizing powerful software and the latest technology to make your prospecting so much more effective. By compiling a list of who the leads are, what areas/price points they're looking at and their timeline, you immediately have a "warm" list of leads to call. You know where to start the conversation and your sales effectiveness rises. This means you can easily create tailored messages to large groups of leads for smarter outreach. Talk about productivity!  The Power of Texting vs. Calling Just a few years ago, InsideSales.com did a study revealing agents who called newly registered leads within five minutes were more likely to turn them into a closed deal. However, a troubling statistic shows that only 5-10% of people pick up the phone. Even with email, you can only expect a 20% open rate. However, with texting, 90% of people both open and respond to texts within five minutes. That is a serious game-changer! A Multi-Channel Strategy for Prospecting Using multiple forms of outreach in your marketing efforts can generate much more success in prospecting. The right CRM will let you implement plans that incorporate calls, texts, and emails, and every interaction will be automatically logged in the system so you can stay on top of to-dos and know exactly where each leads stands in the process. Here's a sample template for a basic smart prospecting plan: Call within the first five minutes if possible. This is important since you or your customer team could potentially speak with them while they are still on your site and explain further valuable search tools on the website. Answer: Ask the most important question. Doesn't Answer: Leave a voicemail (scroll down for suggestions). If the lead does not answer, you can send a text message (scroll down for suggestions) and continue to call at a steady, but subtle, rate over the next few weeks. If you have an email address, your lead also needs to be on a drip email plan. Touch Phone Call Example Scripts: This situation would occur if a lead registered on your site or a third-party site with at least their name and contact information. This example assumes you have basic information about what they are looking for. Questions: Hi, may I speak with [First Name]? How are you today? I received your contact info from your recent registration on my site, and I wanted to follow up with you quickly in case you had any questions about any of the homes you were browsing through. When are you looking to buy? I can set you up for eAlerts so you are the first to find out about new listings that fit your preferences. Even if you don't want to buy now, it's always good to see what's out there in your price range. Are you still interested in the [area name] around [price point of the home they were looking at]? If so, are you working with an agent already? I actually have an area expert for the neighborhood you are looking in. He/She can fill you in on the market for that area, can they give you a quick call later? Answers: Yes: Sounds good! Is this the best number to reach you? No: Is there a better time for me to reach you? No, don't call: Would you prefer email? I can arrange them so they only come as often as you like with the listings in your price range and area. No, don't contact me: I completely understand. Definitely take advantage of the site's search tools and if you see anything you want more information on in the future, we are here to help! First-touch Voicemail Script: Hi [first name], this is [your name] calling from [your company name]. I wanted to quickly check in and make sure you didn't have any further questions about the properties on our website. If so, I would love to help you get a temp of the area you are looking in. My number is [your number here], and I look forward to speaking with you soon. First-touch Text Script: If you don't receive an answer to the first phone call, it's always a good idea to send a follow-up text. Hey [first name]! Wanted to quickly follow-up with your visit to [your website name here] to see if you would be interested in chatting with our agent who has worked in that area for awhile. When are you looking to buy? Next Steps: Continue conversation with more qualifying questions and attempts to schedule a call. Alternative Tactic: Social Selling Hands down, people spend the majority of their time on social media — whether it be Facebook, Twitter, or Instagram. These channels are windows into who your leads are, what they're interested in, and even what they're complaining about. This gives you an unfiltered view into what they need, and an easy opportunity to place yourself at the front of their consideration. With a quick message or response, you can easily spark a conversation that turns into a $300k home deal. Being Effective at Real Estate Lead Generation Cold calling is a waste of time. Personalized messages are king when it comes to selling. Keep in mind, the homebuyer (or seller) already has a ton of information at their disposal. They don't need to be sold on what they want — they already know what they want! They want to know that you're going to provide personalized service for them. Hence, smart prospecting. To view the original article, visit the BoomTown blog.
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How to Generate Free Real Estate Business from Google
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5 Reasons Leads Are Choosing a Different Agent
Today's red-hot residential real estate market has agents competing for leads more aggressively than ever before. Not only is inventory low and demand high, but right now there are more real estate agents than homes for sale — another unforeseen byproduct of the pandemic, as more people decided to enter the industry to make a living. Simply put, competition is steep. Every interaction, every consultation, and every listing presentation counts if you want to expand your client list this year. Buyers and sellers are carefully scrutinizing the agents they interview to find just the right one. Even a small negative experience that might've been overlooked in the past may be reason enough for someone to pick another agent. Ensure you're the choice agent by avoiding these five missteps. 1. Your response time is too slow There are a number of factors at play here. First, with properties moving quickly in this market, buyers and sellers are looking for an agent who can act fast. To know whether that's you, leads are judging your response time. If a lead submits an inquiry and doesn't hear back from you for 5+ hours, they're going to think it'll always take you hours to respond to them. You can bet they'll start contacting others, and they'll select the agent who responds quickest. A fast, less-than-an-hour response is a high expectation, but it's the expectation nonetheless, and that's because of the world we live in. The speed of digital transactions has made us all accustomed to lightning-fast service. Finally, not all leads will be ready to transaction right away. If you leave them waiting too long, their cold feet could catch up and convince them to delay buying or selling. Then you may not be able to get them on the line at all. However, had you replied quicker, it's possible you could've made them feel more comfortable in their initial decision to start the process. 2. Interactions have not met expectations No two clients are the same, but you can likely gauge their personalities — laidback, sensitive, nervous — and adjust your approach accordingly. Otherwise, they might instantly recognize that it's not a good fit and move on to someone else. Let's say you consider yourself a "shark" because you're not afraid to be assertive and a bit aggressive with your negotiation tactics. That plays well with some clients, but maybe other prospects need a more nurturing approach because they don't want to feel pushed into a deal. If you can sense the frustration, try to re-calibrate and ask clients what they are comfortable with. There's a delicate balance between making sure they are ready to move quickly in a hot market and making sure they feel heard along the way. Similarly, make sure you set expectations right off the bat for how intense the process might be. You don't want a potential buyer or seller to feel like their expectations weren't met because you didn't sit down with them and set the stage. If you think that either of these scenarios may describe you, ask your colleagues, past clients, and even lost leads if they would be willing to give you honest feedback. 3. You aren't easily found on Google Buying and selling a home are among the most important financial decisions we'll make. As such, you can bet that consumers will be researching any agent they are considering working with. Nowadays, that research starts on Google — the most-used search engine in the country. If a potential lead types in your name and can't find much about you on the first page of search results, what do you think their impression will be? Probably, "Is this agent still in business?" Or, "Is this agent any good?" Prospects will choose your competitors instead of you because they appear when leads search for them, providing instant credibility and trust. Make sure you are easily found on Google by maintaining SEO on your real estate website, updating your Google business profile regularly, and taking out ads that are featured prominently at the top of the search results page, like Google's Local Services Ads. 4. Leads forgot about you How are you ensuring that you stay top of mind after acquiring new leads? As we mentioned earlier, not everyone will be ready to transact right away. Some might get cold feet, while others just need to sort out some details before jumping in. Either way, you need to stay visible so that leads get back in touch with you when they do become ready to buy or sell. Here are a few ways to stay top of mind: Add new leads to your digital ads' custom audience list so your ads are served to them whenever possible. Include leads in your regular emails, such as e-newsletters and local market reports. Check in with a personal text or email to ask if you can answer questions or help with next steps. 5. You didn't prove your expertise Consider the elevator pitch you give when you first connect with new leads. Do you exude confidence, effectively communicate your real estate expertise, and help leads understand how you outshine competitors? If not, all it will take is a convincing conversation with another agent — or even an intriguing advertisement — to change someone's mind. Don't take personal referrals for granted, either. Just because a former client or mutual connection made an introduction doesn't mean that lead has committed to working with you. Prove your expertise when you speak to them, be easy to find on Google when they search for your name, and take the necessary steps to stay top of mind if they aren't ready to transact. To view the original article, visit the Homesnap blog.
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How to Actually Generate Good Quality Leads on Facebook
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4 Unconventional (But Very Effective) Real Estate Lead Generation Ideas
Interestingly, it wasn't all that long ago when real estate agents questioned why they should advertise on Facebook. So, how do you know if what's deemed an "unconventional advertising channel" is now worth your time and budget? If it works, of course! We have four real estate lead generation ideas for your advertising playbook that we've seen work firsthand. When used correctly, they'll set you apart from your competitors and help grow your business. 1. Advertise on alternative (but popular) online channels, like Waze Waze, a navigation app, is an excellent advertising platform for promoting open houses. These ads appear in the app for nearby drivers (in a safe, non-distracting way!) and encourage real-time behavior, like checking out an open house that's just off your usual route. There are three different ad units offered on Waze: Pin ads: Your open house pops up as a distinctive pin on the navigation map. Search ads: Your listing appears at the top of results when a nearby destination is searched. Zero-speed ads: This banner appears on the Waze screen when drivers stop for at least three seconds. Each of these ad units offers Waze users the option to be redirected to your open house in a single tap. In addition to encouraging foot traffic, Waze ads also help increase overall awareness of your listing. Many people likely drive near the property daily, but not right past it if their route has them driving a street or two over. Through Waze, your ad acts as a digital yard sign for all in the vicinity to see, alerting them to your listing without needing to drive right in front of it. 2. Get featured in a Google Local Pack Google's data reveals that searches for "near me" were more than two times as popular in September 2020 as the same period two years prior. As a result of this trend, which Google recognized years ago, the company has been working hard to beef up its search engine results page for queries with hyperlocal intent. As a result, Google introduced the local pack. This eye-catching top-of-the-page unit displays a large map with pins and highlights three local businesses under the map. It's prime placement because it appears even before organic recommendations at the very top of the results page. It takes some elbow grease to make it into the local pack, but as long as you're consistent, Google will look upon you favorably. Here's how to increase your chances: Create a Google business profile and fill out all the fields of the profile, including adding posts and photos. Ask past clients for five-star reviews to complete your profile. The real key is regular maintenance. What this entails is gathering reviews and updating photos and content posts weekly. Doing this signals to Google that you're an active real estate agent and that you have a profile with fresh content that users will care about. The more up to date you keep your profile, the more likely Google is to include it in the local pack and on the map. We love this particular real estate lead generation idea because focusing on your Google business profile does much more than just helping you appear in the local pack. 3. Prioritize getting positive reviews on Google We already mentioned that regularly generating new reviews on your Google business profile is necessary to be featured in the local pack. It's also a key component in your profile's SEO, helping it appear in indirect searches that have local intent (like "[city] real estate agents near me" instead of someone searching for your name). That's because Google wants to show its users content that is relevant and recent. If Google had to choose between a profile that has few reviews (or older reviews) and one that has many reviews, including recent ones, our research shows that it would definitely choose the latter. Besides boosting your online ranking, prioritizing reviews also helps you generate leads. Whether someone discovers you organically or Googles your name directly, you can guarantee that they'll read what others have to say about you—82% of consumers read online reviews, and they need to click through at least 10 before feeling like they can trust you. If you play your cards right—generate at least 10 five-star reviews to start and then gather new ones at least once a month—you'll easily convert those who read your Google business profile into leads. 4. Emphasize video in your marketing This might not seem like an unconventional real estate lead generation idea, but hear us out. You probably read often that you should be using video in your advertising—videos that introduce you as an agent, showcase your listings and feature happy past clients. But how often are you actually doing that? As much as the stats back up using video (such as that it outperforms text-only ads and static images by an incredible 1,200%), very few real estate agents are using it regularly. One easy way to share videos—that's also free—is to create a Homesnap Story for any or all of your listings. These work just like the popular Instagram Stories and will appear as media on your listing in Homesnap. When clients view the property page, they can watch your Story and click through photos of the home and any other media you added to the MLS listing. If you want to put budget behind your Homesnap Story, you can easily boost it to Facebook and Instagram in just a few taps. To view the original article, visit the Homesnap blog.
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Turning Renters to Buyers: Dispelling 5 Key Myths
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Why You Should Target First-time Sellers
When it comes to real estate leads, first-time sellers are in a class by themselves. Consider a few of the things that make them stand out: They are some of the most motivated people in the real estate market Their needs are unique and extensive, partly because everything is new They may have a lifetime of future real estate transactions ahead of them True, not everyone will sell their first home at a very early age. But the latest research shows that Gen Z, the youngest generation in today's market, is motivated to both buy and sell early. More than 85% of Gen Z respondents in a recent survey said they planned to buy their first home by the time they turn 35. Nearly half say they expect to own a home no later than the age of 29. As a result, 88% of sellers aged 22 to 29 are first-time sellers. What's more, younger sellers overwhelmingly say they prefer to use an agent to ensure their transaction goes smoothly. Ninety-four percent of sellers in the 22-29 age group used an agent to complete their sale, more than any other age cohort. Because most first-time sellers will be on the younger side, they have great potential to deliver a high lifetime customer value. An amazing 77% of first-time sellers did not use the same agent who sold them the home. This is true even among the sellers who had a very positive experience with their original agent. By catering to first-time sellers, you have a unique opportunity to build a resilient, sustainable business that can offer value to a large and growing group of customers. The question, of course, is how to appeal to them once you have decided to do so. Delta Media Group has the answers: Modernize Your Practice with the Right Technology From the standpoint of a Millennial, a business without a credible real estate website simply does not exist. In the eyes of Gen Z, this effect is even more powerful. The very first thing to do to appeal to tech-savvy first-time sellers is to make sure your website reflects your brand and is easy to use on mobile. Make Your Business Instantly Responsive Younger first-time sellers are much more likely to communicate via text than by voice call. By incorporating text and social media into your business, you prove that you are the nimble agent they want. Aim to respond to first-time inquiries in five minutes or less. You can set more lenient expectations once you land your client. Market Your Ability to Leverage Digital to Sell Sellers often worry about whether or not they're getting enough of an agent's time and attention. One way to lay this concern to rest is to show off your ability to market a home with the newest digital technology. Virtual tours are hot because they allow buyers to expand their search territory without having to travel far. Publish Plenty of Content Especially for Sellers Like buyers, first-time sellers don't usually jump in without doing research beforehand. They use online content to piece together a picture of the market. Although they aren't likely to contact you directly at this stage, you can become a trusted advisor if you have the right content ready for them to peruse. Position Yourself as the First-Time Seller Expert Whatever impression your website gives, you'll have to keep it alive in your personal interactions. Lay the right groundwork by making sure you have answers at hand for common first-time seller questions. Tap your network so it's easy for your clients to access the expertise and services they need at every step of their journey. Get Ready to Juggle Selling and Buying Most sellers aren't planning to go back to the rental life — they also need to buy another property as they sell. This means they will have many of the same questions buyers do about financing, negotiation, and more. It may be wise to learn the ins and outs of bridge financing if you expect to work with many first-time sellers. Have a Follow-Up Plan for Every Client Once your happy customer has completed their sale, the next phase of the relationship kicks in. That means retention! Have a mix of methods like social, text and handwritten notes. You can maintain your relevance far into the future by publishing homeownership content the seller will continue to reference. Institute Email Marketing Across Your Business Email marketing helps you turn leads into customers and customers into life-long brand advocates. Most of your first-time sellers will be digital natives and very used to navigating email. Email marketing automation with "My Customer for Life" newsletters makes the process easy while still maintaining the human touch. RE Technology readers can reach first-time sellers more easily with a 30-day free trial of DeltaNET 6. To view the original article, visit the Delta Media Group blog.
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How to Capture Leads with Your Real Estate Website
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Friday Freebie: Prospect List of 200 Targets in Your Area
Online ads have made it easy to market to real estate prospects online--but what if you want to target them offline? In this week's Friday Freebie, we're highlighting a way to reach your geographic farm via direct mail marketing with a FREE prospect list of 200 verified names and addresses. Read on to learn more! Free List of 200 Prospects, courtesy of ProspectsPLUS! How do you target real estate consumers offline? By geographic area? By niche, net worth, or length of residence? However you market your services, ProspectsPLUS! is offering RE Technology readers a FREE list of 200 prospects (with promo code FREE200) via the targeting option of your choice: Length of residence Geographic area Empty nesters Absentee owners High income renters For Sale By Owner High net worth prospects Real estate investors And more! You can use your free list to enhance your current marketing efforts or to try out an entirely new niche! Start by going to this page. And then: Under Step 1, click the Build Your List button Choose how you'd like to select your targets: via MapMyMail or Demographics Follow the steps to build your list Make sure to limit your list to 200 to keep it no-cost Name your list Click Add to Cart, then Checkout on the next page Add promo code FREE200 (important!) Click Place Your Order Once you've finished building your list, a receipt will be emailed to you instantly, followed by a link to download your list. Get started targeting real estate consumers in your area and create your FREE prospect list with promo code FREE200 today!
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5 Easy Ways to Get MORE Listings This Fall
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4 Strategies to Stay Top-of-Mind with Past Clients
You've spent endless amounts of time building a loyal clientele of luxury real estate buyers and sellers, but are you nurturing them? Today, technology makes it easier than ever to attract new clients and strengthen your existing relationships, which is the best thing you can do to simplify your business and tap into a high-quality source of referrals. Here are four ways to do just that: 1. Nurture clients with at least a monthly email Email is the easiest way to nurture clients both consistently and automatically. That means there's no way to forget, get too busy or overthink it. Keep in mind that nurturing clients doesn't just mean sending out emails featuring listings and open houses, but rather ones with useful content about the real estate market or lifestyle updates. This is a great way to remind clients of your expertise and value so that when you do send links to new listings or make a pitch, they'll be more likely to respond (or open the email in the first place). 2. Send an occasional gift Along with sending regular emails, your clients will appreciate the occasional small gift to remember their birthdays, anniversaries or show you're thinking of them during the holidays. Rather than simply sending flowers to clients' homes, sends flowers to their workplace, this way their colleagues will ask about the flowers. In turn, this leads to clients telling their colleagues about the amazing experience they had with you. Naturally, some of those colleagues then ask for your information the next time they need a real estate professional. 3. Plan a quarterly check-in call Unlike emails, nurturing clients with phone calls requires a little more effort, but gives you an opportunity to catch up in real time on a more personal level. Plus, a phone call is a great way to identify potential referral opportunities when they come up in conversation. Just remember, it's important to make these calls without the intention of booking an appointment or pitching your services. You want clients to feel like you're someone they can trust, so it's best to show a genuine interest in what your client has been up to since you last spoke. 4. Use social media Another easy way to stay top of mind? Social media. The idea isn't to post for the sake of posting, but to post for the sake of keeping your market expertise visible. Just like with emails, you'll want to share valuable content rather than simply sharing listings or pitching your services—and don't be afraid to work your own personal story and personality into your posts, either. While you don't want to "overshare" or come off as unprofessional, you do want to share enough of yourself to help you stand out from the crowd and make it easy for clients to connect with, relate to and respect you. For more information, or to give Amarki a try, visit our website HERE. About Amarki: Amarki was built by real estate experts for brokerages and agents based on years of industry experience and firsthand feedback. We developed a marketing tool accessible to anyone, no matter the experience or marketing budget. By providing an intuitive tool that works "for" the agent, Amarki is able to remove the complexity of marketing tasks making agents more active. Check us out HERE.
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6 Tips for Realtors to Generate Real Estate Leads Online
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7 Things You've Probably Gotten Wrong About Real Estate Leads
1. "Online Leads Are Low Quality" 2010 called and they want their complaint back! But really, online leads are a lucrative part of nearly every top producer's database. You just have to understand how to create a system to work them from the top of the funnel all the way down to when they're ready to convert. How do I build a system to convert my leads? Partner with a real estate CRM that can help you qualify, categorize, sort, and work your leads effectively! It's all about being in the right place at the right time. 2. Always Be Prospecting Okay, okay. It is important to always be prospecting. However, it's more important to always be nurturing. New leads are awesome, but what percentage of new leads that come through the door convert to a closed deal? Your business will grow tenfold if you invest as much effort as you normally do into prospecting into your lead follow-up and nurture as well. Because your database is a goldmine! Remember this: Yesterday's "maybe" is tomorrow's "yes"! 3. "It's Difficult to Find Seller Leads" It may be more difficult to find seller leads than buyer leads in a market with record buyer demand and low inventory, but it's certainly not impossible! It's all about getting creative in order to unlock standing inventory out there. Need some inspiration? Here are 34 creative seller lead generation strategies to get you started. 4. "The More Leads the Better" This one is half true, half false. When it comes to the individual agent, you don't want to have more leads than you can comfortably handle! If you're a team leader, consider leveraging a Lead Pond Account or a tool like SharkTank to dispense leads evenly and effectively to your agents. As a business, "the more leads the better" is pretty accurate. In fact, there is a direct correlation between database size and production volume! BUT! A growing database will only be fruitful if you know how to scale. Learn how to systemize your business so it becomes rinse-repeat. 5. "I Can Handle Lead Follow-up on My Own" Ninety percent of real estate agents will give up on a lead after the first four touches, despite the fact that 70% of the time that lead will go on to buy a home within the year, just with a different agent (NAR). That stat is pretty shocking, right? Make sure you're not giving up on leads when they don't convert on the first try. Leverage automated nurture plans to continue engaging with leads, including e-Alerts (fresh, personalized listings!) and helpful market data, so that you stay top-of-mind even without lifting a finger. Did you know that responding instantly to inquiries can increase lead conversion rates by up to 391% (Zillow and MIT)? Yep, speed-to-lead is critical in real estate! Even with an ISA, it's impossible to handle effective, speedy lead engagement that services leads around the clock. Consider partnering with a Lead Concierge Service that can handle it for you, so you can rest assured your leads are engaged while you focus on your top-dollar activities. 6. "It's Hard to Qualify Online Leads" This is where technology is your friend. With an effective IDX website, you can leverage built-in qualifying questions that capture information when new leads register on your site. Things like: "What's your timeline for purchase?" "Are you pre-approved for a loan?" Even, "Do you have a home to sell?" (to capture potential seller leads!) Along the same trope that "online leads are trash," comes the myth that it's impossible to verify or qualify online leads. This may be difficult to do on your own, but if you are partnered with real estate technology, you may have the ability to verify your leads before they enter your database. PRO TIP! Don't ignore seemingly fake or "trash" leads. As long as you have one piece of real information (phone number or email address), you should still work the lead. Maybe offer a special prize for agents who can convert leads with names like Seymour Butz or NOTHANKS. 7. "Cost-Per-Lead" is Everything Here's the thing. As the consumer evolves, so to must the marketing practices. Here's why you should focus more on ROI and cost-per-conversion versus just cost-per-lead. First, cost-per-lead isn't fixed! It shifts with seasonal trends, market forces (out of your control), location, competition, and demand. And second, getting a lead through the door means nothing if they don't actually decide to work with you! To view the original article, visit the BoomTown blog.
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Friday Freebie: Home Seller's Guide Template
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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
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The REAL Problem with Buying Online Leads that No One Wants to Talk About
If agents buy leads and grow their business through advertising, then they become transactional. If agents are transactional, then they become a commodity. If agents are a commodity, then they can be replaced by technology. THIS is the REAL problem with buying online leads and any kind of advertising. And here's the thing—the companies who sell you leads and advertising are definitely not going to talk about it. It's not in their best interests. But the good news is that the data says you shouldn't buy online leads or any kind of advertising! And here's the punchline: if you don't, then you will stay relevant and not be replaced by technology companies like Redfin and Zillow, and iBuyers like Opendoor. Now let's dig into the facts… How do homeowners find their agent? According to the 2021 NARS Home Buyers and Sellers Generational Trends Report, upwards of 75% of home sellers used a referral or agent they knew from the past to list their house. In addition, 36% of sellers recommended their agent three times post-sale of their own home. Conversely, 1% of sellers used advertising to choose an agent and 1% used direct mail. ...so why are real estate agents and brokers spending so much on these platforms? The loose answer is, because that's what they are told. When a new agent starts their business, they are willing to go along with the status quo. As for brokers, they too have been led down the garden path, so to speak. They can only provide so many tools for their teams before they become antiquated or ineffective. What do homeowners care about? The three most important factors in choosing a real estate agent to sell, by level of service, according to the 2021 NAR report, are: Reputation of Agent: 31% Honesty and integrity: 26% Knowledge of Neighborhood: 15% So, it stands to reason that if people choose their agents based on the factors above, wouldn't buying leads and paying for bus bench advertising be unnecessary? Simple answer: Yes. The three factors listed above clearly have little to do with the actions of buying leads or advertising. What they all have in common is human connection. It's been proven time and again that people work with people they "know, like and trust." So how are real estate agents supposed to create this loyalty so they can build a business instead of being transactional? The primary objective of real estate agents should be to become more relevant by their clients and become indispensable to their community. Additional problem: The Covid pandemic Advertising has often been referred to as "merely a connection of strangers." Now, consider what being a consumer, during a pandemic, while trying to buy or sell your house with a stranger really entails? Not sold on the idea? The pandemic has far reaching effects as it has created a lot of fear-based behavior. We no longer want to meet strangers face-to-face for fear of getting sick. We have created "safe" bubbles and are intentional with whom we "let in." These are people we know, like and, most importantly, TRUST. Combine this with the fact that homeowners have had over five years of experiencing poor service from agents who attest they are the local market expert, only to find out they flash fancy numbers and show comparisons of other listed houses and call it a day. With a 30% decline in conversion from advertising, evidence is now indicating a massive shift towards using agents that people know, like and trust or who were referred to them by people they trust. "The data speaks for itself. Advertising is working less and relationships are working more. Whether an agent uses my company's solution or not, the key to growing your business in this new normal is to spend less time and money on buying leads in all the various ways, shapes and forms you can, and shift that time and money towards adding value to people," explains Grant Findlay-Shirras, Co-Founder and CEO of Parkbench.com, a leading online website that helps real estate agents connect with their community and foster relationships with homeowners and business owners. Real estate agents who fundamentally understand these concepts can consistently generate new business. This can be accomplished using various techniques and implementing them into one's daily business routine. Some concepts include, but are not limited to, the following: Create a website and post local news and events (helps with SEO) List the businesses in your community, and post their deals, sales and specials (helps with SEO) Blog about local schools, parks, events, etc. (helps with SEO) This list is endless, but the work isn't. "A referral system can be grown organically through providing value upfront and then cultivating your database," says Rick Aurora, a broker of Royal LePage Infinity Realty in Toronto, Canada. "The best referral in life is a personal referral from someone you know." Rick and many other business-conscious real estate brokers are turning to companies, like Parkbench, for alternate solutions to help their agents in this fast-paced and highly competitive industry. "How can I help you?" These are five simple words, but they can have a huge impact on and can change your business forever. These words can help you separate your real estate business from your competition. These words can lead you to become the go-to person in your community. Service first By serving people first, by investing your time and energy into others outside of yourself and creating relationships that will last a lifetime, you become that person people will know, like and trust. As you refer people and businesses to each other, they will naturally want to refer business to you! It's the Law of Reciprocity! Now understanding the "Law of Reciprocity" is one thing; implementing it is another. Rick Aurora believes this wholeheartedly. His company, Royal LePage Infinity Realty, reached out to Grant Findlay-Shirras when he saw what the Parkbench platform could do for his team. They have since formed a partnership that allows real estate agents to use the platform on a pay-as-you-go basis. "Grant has offered us to 'try before you buy' his services. That takes TRUST!" Rick states. How does it work? The Parkbench system has client acquisition down to a science. It is a systematic and predictable process to help real estate agents give value to their community. "The average agent who uses Parkbench grows their income by 25% year over year and they profit more since it's built on relationships and referrals vs advertising. Aligning with brokers across North America strengthens our position for long-term growth and offers them [brokerages] the ability to create business differentiation," Grant says. Do you want to do more relationship based, community-driven marketing? If you're an agent in The GTA, contact Rick to get access to Parkbench at no upfront cost to you, and use it to help you get more listings and referrals! If you're an agent in any other part of the world and you want to become the local market expert and increase your exposure within your geo farm community, reach out to Grant Findlay-Shirras to learn how. If you're a broker owner or team leader who wants to give their agents a systematic and predictable way to create high quality leads in their geo farm that doesn't cost you any money, then contact [email protected] to learn more about "the local broker program." Free resource Do you want to know the top 30 local professionals who refer the most business to agents? Download this free ebook and learn who they are and how you can connect with them. Also, you will learn how to add value to business owners so that you can build referral generating relationships with them.
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Finally, Seller Lead Generation that Actually Produces Listings
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Friday Freebie: 2021 Referral Lead Strategy Guide
Inventory these days is looking a little lean, but commission checks are fatter than ever. Business is booming--if you can get it. Seller leads are hard to come by, and so are buyers that can compete against today's cash offers. So what's an agent to do? In times like these, it's best to turn to what—or in this case, who—you know. Your friends, neighbors and business associates are rich sources of referral leads. In this FREE referral strategy guide, you'll get the recipe for turning those leads into closings. Download the 2021 Referral Lead Strategy Guide, courtesy of Zurple In Zurple's free guide, you'll learn everything about referrals—from customer service to hosting in-person events, and even how to choose the closing gift. Download the guide today to discover: The basics of starting a referral program A calendar of monthly referral event ideas Referral lead strategies for social media Neighborhood lead generation techniques How to earn referrals via business partners Closing gift ideas and more! Plump up your bottom line this summer with a solid lead generation strategy. Download Zurple's 2021 Referral Lead Strategy Guide today to get started!
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How to Get More Seller Clients and Win Every Listing Appointment
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Open House Ideas That Bring in Leads
With Memorial Day behind us and the country easing back to normalcy following more than a year of shutdowns and social distancing, open houses are set to be a big--and we mean big--part of the summer of 2021. You're probably gearing up to host plenty of them in the near future, so why not make sure you're taking every opportunity to delight prospective buyers and win as much future business as possible? Leverage Waze in Your Open House Marketing More than a year since the pandemic began, many people are still opting to use their cars over public transportation and ride-sharing services. So like any good marketing strategy, go where your audience is. Think of Waze — the largest community-run navigation app, with more than 140 million monthly active users — as the digital equivalent of roadside billboards and top-of-neighborhood yard signs. Just as those are intended to lure in passing drivers, so too is Waze. Only Waze has a much, much broader reach—meaning you'll attract far more interested prospects to your open house. In short, it's a much more efficient use of your marketing spend. It works like this: You advertise your open house on Waze during open house hours. As drivers use Waze to navigate around town and monitor traffic patterns, they'll get a notification to attend the open house when they pass within a specified radius of your advertised property. If interested, they can click on the advertisement and get step-by-step directions to the open house. Read this article for a more in-depth look at setting up a Waze advertising campaign. Optimize Your Open House Sign-in Sheet We covered this topic in a previous post, which we encourage you to read to get a more thorough account of what an optimized open house sign-in sheet looks like, but here's the general gist: Too many agents throw a piece of lined notebook paper on an end table and hope it's enough to farm potential prospects. But, it's not. Every open house sign-in sheet should include the following: Address Ask a question Leave a comment or provide feedback to the agent and/or seller What do you like most and least about this home? Real estate needs: Want to buy ASAP Want to buy within the next 12 months Want to sell Just looking Are you working with a real estate agent? What type of property are you interested in? __ beds __ bathrooms Single-family home Condo/Townhouse Specific features: ___ Have you been pre-approved for a loan? Would you like me to send you a free home evaluation for your home? If yes, home address: ____ Do you want to receive a free market report to learn about homes in this area? If yes, zip codes of interest: ____ Make Instagram and Facebook Stories of Your Open House If 2020 taught us anything, it's that we were all pretty efficient at switching to digital equivalents of in-person events. Even as we try to put the pandemic in the rearview, a proportion of prospective buyers remain reluctant to attend open houses. So why leave them out? Why not give them the opportunity to see what happened virtually? With Homesnap Stories, you can add unique, engaging marketing content right to your active listings through the Homesnap Pro app. Add text, emojis, and even use augmented reality to create one-of-a-kind marketing content that you can also share on Facebook and Instagram. Record a voiceover or add music to personalize your Stories even more. Then, once complete, you can push these stories directly to your Facebook and Instagram. Want to get more exposure? Put a little ad spend behind either type of Story on Instagram or Facebook easily with Homesnap Pro Ads. Use Video Ads to Generate Buzz About Your Listing You can also take those video tours and walkthroughs and turn them into Video Ads on Facebook and Instagram. This is a great way to gin up buzz for your open house, show your listing in a more interactive light, and give prospects a taste of your personality. Uploading your videos from your computer or phone and turning them into Video Ads just takes a few minutes. Or, Stream Your Open House Live If you'd rather host a virtual open house live rather than after the fact, it's possible with Homesnap. Using the Homesnap platform, you can promote video tours of a property and schedule and host open houses virtually, much in the same way you would an in-person one. Once complete, scheduled virtual open houses will appear as a purple-colored pin within Homesnap's map view, and property card banners will display the date and time of the virtual open house. Potential buyers can simply click to attend. Read more about how to set up a virtual open house here. To view the original article, visit the Homesnap blog.
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Real Estate Leads Exposed: Inside the Mind of Today's Home Shopper
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Friday Freebie: 5 Real Estate Checklists to Share with Clients and Prospects
You're organized, strategic, and all your processes are streamlined… and then there's your clients. A disorderly client can throw a wrench into the sale of a home no matter how cool, calm and collected you are as a real estate agent. Let's not blame your clients, though—the sale or purchase of a home is such an infrequent event in a person's life that you can't expect them to be on top of all the details that are important to the process. You can, however, prepare them for what to expect. That's where this week's Friday Freebie comes in. We're sharing five checklists you can share with your clients to help keep them on track all the way through moving day. 5 Real Estate Checklist Templates, courtesy of Zurple We have a saying around the RE Technology office: "Plan your work and work your plan." Having a roadmap for success makes achieving your goals far simpler. It's the same with buying or selling a home—when your clients know what to expect and what to do, they can sail through the home sales process with maximum ease. These five checklists from Zurple break down what your client needs to do in each of five situations. They'll see the steps involved in preparing a home for sale, decluttering before an open house, how to prepare to buy a home, what to do before moving, and more. Home Buyer's Checklist Home Seller's Checklist Prepare Your Home for Market Checklist Open House Checklist Moving Checklist You can also use these lists as a lead magnet on your website or on social media. For example, you can target prospects who are researching what to do to prepare to buy or sell a home, and offer these checklists to them in exchange for their contact information. All five checklists can easily be edited with your name and contact info so leads know who to reach out to when they're ready to transact. Download these five FREE real estate checklists now!
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3 Steps to Create More Listing Inventory
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Organizational #ProTip for Your Real Estate Lead Generation
It's good practice to diversify your lead sources. Meaning, don't put all of your eggs in one basket. The most successful real estate businesses tend to have a variety of lead sources, from internet leads to referrals and drop-ins, to some more classic tactics like cold calling and open houses. But your prospecting plan is going to look different for each source. Here's a tip for how to organize or "bucket" your lead sources so you can build out the perfect lead generation strategy. Internet/Online Leads These leads are top-of-the-funnel, meaning they're a bit colder and will have a longer "incubation period" before they convert. You'll need a strong engagement and nurture plan to convert as many of these as possible! (Which a CRM like BoomTown can help you out with.) Lead gen strategies for online leads are: Digital advertisements on Google and Facebook Organic website traffic Online testimonials Custom landing pages on your IDX website Prospect Leads These are more mid-funnel leads that don't fall into the internet lead category. Lead gen strategies for these types of leads are: Hosting events Open houses Cold calling Expired/FSBOs Sphere Leads These are going to be your warmer leads that are already somewhere in your sphere. This could even include leads that already live in your database but that you haven't engaged with in a while! Lead gen strategies for sphere leads could include: Hand-written cards Automated Smart Drip emails through your CRM Video text messages Facebook messages Voicemail drops The name of the game is to organize your leads appropriately and understand where they fall into the funnel before making a plan for how to engage with them once you have their contact info. To view the original article, visit the BoomTown blog.
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Real Estate Agents Can Attract More Clients with These 5 Tips
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Cost-Per-Lead Isn't Everything! Here's Why
For many years, the narrative surrounding lead generation in real estate has been, "You need the highest amount of leads possible at the lowest cost-per-lead." It's been drilled into our psyche and business models to chase the lowest cost-per-lead and churn out more, more, more. We've often been swept up on the same train! An affordable cost-per-lead is important, there's no denying it. However, as we enter a new decade and a new era of innovation in real estate, I think that it's important to expand our focus into a more holistic view of healthy lead generation and conversion. Let's explore a few ways to do that. Changes in the Landscape What's changed over the last two, five, and 10 years? Well, the internet and consumer behaviors online have changed at lightning speed. On one hand, businesses have grown savvier and more prescriptive with online marketing. Digital advertising on Facebook and Google has grown through algorithm shifts and new updates allowing real estate agents to target their markets more specifically to generate leads. As education and capabilities increase in digital marketing, so too does competition. Additionally, consumer behaviors have shifted. The percentage of U.S. adults who use social media increased from 5% in 2005 to 79% in 2019. We've grown accustomed to scrolling aimlessly. Watching videos without sounds. We're used to seeing ads. And we're used to ignoring ads! As the consumer becomes more and more tech-savvy, marketing strategies need to stay ahead of the curve to keep up. Cost-Per-Lead Isn't Fixed (or Guaranteed) There will always be variables outside of your control that affect your Cost-Per-Lead. Seasonal Trends Online searches rise in January and demand peaks between April and June. More people begin actively looking and seeing houses with the intention of moving during the summer. In July, things begin to plateau, and demand dips between October and December. The combination of search/demand and the number of advertisers throughout these peaks will change your CPL. Market Forces External factors will affect your CPL that are entirely out of your control—natural disasters, shifts in the economy, election years, housing market, etc. Always have your finger on the pulse of these market forces and be aware of how they might influence your CPL. Location, Competition, Demand A $500 ad budget in small-town Texas is going to go a lot further than in San Francisco or New York City. Keep tabs on the state of the market in your area, the number of competitors, etc., and understand that your CPL can only go so low if you are in one of these hot locations. Conversion Rate is Key Try to focus on a blend of quality and quantity when it comes to leads. And try to shift your mindset when it comes to how you define the quality of a lead. If you have a phone number or an email, you've got something to work with. Understand that online leads are very rarely going to be as "hot" as referrals or call-ins. They may be six to 12 months out from buying or selling. Or even longer! But if your business strategy is centered around conversion and a long-term nurture plan for your pipeline, you'll see success with online leads. Here are some tips for improving your conversion rate: Build an Effective Landing Page Your consumer website should be designed with the intention of maximizing conversions. It needs to be visually appealing, easy to use, and strategically prompt the user for their information. Some CRMs will build this page for you, which is ideal because they have built-in data and expertise on what works. If you're building this page on your own, do your research and consider hiring a coach or consultant to make sure you do a good job. Invest in Nurturing Leads The agents with an effective long-game nurture plan will have a higher ROI over time because they'll close more of those warm leads over time. Nurturing leads requires strategic contact through drip emails, texting and phone calls. These strategic touches keep warm leads informed and engaged, and they will allow you to see which leads might be ready for direct contact. Create Compelling Ads and Copy The ad itself is the catalyst for generating a lead, so the copy needs to be compelling and concise with a clear call-to-action. The image needs to be professional quality. If you're working with a CRM, they're likely doing a lot of this work for you, but if you're not, make sure you are paying attention to these details. A/B testing will improve your ad campaigns. Broaden Your Scope of Keywords People browsing for homes are more likely to search with general/broad keywords. For example, even if someone is looking for a luxury home in Isle of Palms (small sub-city of Charleston, SC), they will likely still search for "Charleston Homes." In these broader searches, there is often less competition and higher traffic. To view the original article, visit the BoomTown blog.
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5 Unconventional Methods for Mastering Lead Conversion
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11 Foolproof Seller Lead Generation Ideas for Real Estate Agents
1. Establish connections in local Facebook communities and position yourself as a resource/educator (not a salesperson!) 2. Leverage custom landing pages with contact forms to target seller leads, such as home valuation tools, instant offers, preferred vendors, etc. 3. Go classic with sleek print materials. Direct mail is making a comeback, with less competition and increased response rates! 4. Create seller-driven content like guides, downloadable PDFs, blogs, videos, and webinars. Content is king, so if you don't have the time or skills to create content on your own, consider partnering with a freelancer to help you out. 5. Throw a house-warming party for a VIP client! Have a client that's well connected in the community? Offer to throw them a catered happy hour and get your networking game face on. 6. Run a remarketing campaign on Facebook promoting sold listings and re-engaging "abandoners" who browsed your website and left. 7. Seller leads are drawn to agents with a niche market: historic homes, beachside properties, luxury, up-and-coming neighborhoods, eco-friendly, etc. 8. Expireds and FSBOs: A classic recommendation for generating seller leads (because it works). 9. Continue to be the real estate educator and call past clients and say, "Good news, your home value went up!" Keep them in the loop on the market and they'll work with you when they're ready. 10. Freshen up your listing presentation! Download this free checklist: 4 Steps to Winning a Listing Presentation 11. Qualify your buyer leads when they register on your site by asking, "Do you have a home to sell?" Remember, many buyer leads are seller leads as well! To view the original article, visit the BoomTown blog.
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5 Lead Magnets for Your Facebook
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Lost Sales Leads: Common Problems and How to Correct Them
In the digital age of real estate sales, the process of successfully converting prospects to leads and closed business has become a fine art. No matter how refined a process becomes, losing a lead is inevitable. This article aims to discuss some common problems that may lead to sales loss and how you can correct them. We'll be doing a deep dive into the world of real estate lead generation best practices and how to help ensure a lead is not lost after you generate it. Although we'll dive in specifically to boosting conversion within the real estate industry here, the concepts explored in this article can be used for sales leads in any industry. Lack of Presence on Social Media Think about your favorite brands. Regardless of industry, you'll notice that some of the best brands have clear, concise, and dedicated social media strategies. According to Hootsuite, there are approximately 3.2 billion (42%) social media users across the globe; clients today expect a sophisticated social media presence. If your online presence is unprofessional or weak, it certainly won't build credibility with buyers, and you may even lose the lead before you have a chance to introduce yourself. Having a social media presence is excellent, but unless you're able to come up with a precise and measurable plan of action, there's a strong likelihood of getting lost in the noise. We suggest real estate agents follow these five best practices to grow your social media presence and keep your business organized: Identify the social channels you want a presence on (master a few as opposed to delving into many) Develop a social media calendar to organize your social strategy Follow the 4:1:1 rule, depending on the platform Add your social media channels to all marketing material (online and offline) Encourage your clients to interact with you on social to build a powerful, core audience Respond to all sales inquiries through social promptly Calls-to-Action That Lead to Nothing We're seeing a lot of real estate agents take their business online with stunning websites. However, even the most beautiful websites can have a low conversion rate if the calls-to-action (CTA) are not working as they're supposed to. Whether you're an accomplished Realtor or someone new to the field, it's essential to capture all potential prospects into sales leads. Here are some common CTAs that we see advertised through real estate marketing websites and collateral: Contact Us Call Button Free Home Evaluation Free List of Homes Under $$$,$$$ One of the toughest aspects of real estate marketing is getting a customer to become aware of your brand and to visit your website. That's why it's important to optimize to ensure that you are converting as many visitors into sales leads as possible. One way to turn a potential sale off is to have CTAs that don't lead anywhere. For example, your "Contact Us" button leads to a 401 error, your "Free List of Homes Under $$$,$$$" offering yields nothing. Empty offers and CTAs such as these are sure to sour any prospect, so ensure that you have your bases covered by testing your website often to ensure it's functioning as needed. Go through your online presence (website, emails, etc.) with a fine-toothed comb and intentionally look for problems – you may save yourself a lead! Not Implementing Face-to-Face Interactions Although we're living in an age consumed by digital media, face-to-face interactions are still crucial to closing a sales lead. There's nothing better when it comes to rapport building than face-to-face interaction. It provides an added sense of personalization and allows agents to understand their clients and their needs on a personal level. According to the Harvard Business Review, face-to-face requests are 34 times more successful than ones sent via email. Ignoring Customer Expectations There's an old saying that is as true as any in the world of real estate sales, "Underpromise and overdeliver." Signing a client on to work with you is just the beginning of what one hopes is a long-term business relationship. You've proven to them that you're capable of delivering results, now it's time to achieve them. But what happens when you have promised them the world and set them up with unrealistic expectations? In most cases, it will yield negative sentiment on the client's behalf, and they'll share that negative experience with their inner circle as well—you don't want that. The best way to avoid this experience is to sit down with your client and have an open discussion with them in regards to their expectations. Not only does communication help create a more productive workplace, but it also helps build more sustainable client-Realtor relationships. If you feel as though they're unreasonable, be open, and communicate that before proceeding. It's important to get the lay of the land when working with a client to ensure that they're satisfied with your service and retain you as their agent for life. Not Networking Networking is a critical part of a real estate sales leads generation strategy. You can be the most efficient, results-oriented agent in the nation, but if you're not putting yourself out there and speaking with other agents and clients, you're doing yourself a disservice. Sales leads can be generated anywhere, and at any time, so it's necessary to keep the following points in mind: Always have a business card on you; you never know when a lead will present itself. Build a network of tradespeople who you refer contracting leads to, and in return, they will refer real estate leads back to you. Do not make all conversations about you and your business; read the room and if the conversation doesn't warrant bringing up your job, don't. Building relationships is more important than dominating the conversation. Give your clients a holiday gift. It's an opportunity to get in front of them at the end of the year and get an update on their needs without being too sale-oriented. Not Updating Your CRM CRMs have been a game-changer for the real estate industry. By utilizing a CRM, you're able to effectively manage the entire client journey from prospecting to post-sales all in one centralized dashboard. Now, more than ever, businesses need a solid CRM to run successfully (especially in real estate). It gives you a look at what lead generating tools are most useful, the biggest reasons that you're losing sales leads, and best of all, it houses all prospect and client information in one area to keep you organized and focused on what you do best, closing deals. If you haven't done so already, check out this list of the best real estate CRMs. To view the original article, visit the BoomTown blog.
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Real Estate Prospecting Letter Examples and Tips
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Spring Is Here: Get Seller Leads and Step Up Your Listing Game
"He who controls the listings, controls the market." Tom Ferry speaks the truth. So as temperatures warm and markets heat up, let's make sure you're setting the right strategy. Here's how to generate seller leads, win more listings, and control more market share. The most successful agents dedicate time and resources to three main things: prospecting and generating seller leads through digital ads effectively marketing their listings through social media ads and open houses following up with effective communication strategies and dynamic retargeting ads. Finding and Effectively Targeting Seller Leads Generating seller leads online requires an effective digital strategy. It's all about using technology to target efficiently, capture information, and continue to follow-up and provide value to your seller prospects. Target seller leads with location-based ad campaigns that drive them to your website or a home valuation landing page. Leverage landing pages that offer instant value. Home valuation pages entice visitors with instant reports on their home's value and a summary of the market area. Successfully capture lead information and property details and leverage a CRM to automatically add this to your database, and fill in missing information, even if they only submit an address. Build advertising campaigns through channels such as Instagram and Facebook to highlight active listings, promote open houses, and showcase successfully sold properties. Best Practices for Following up with Seller Leads To help you get an instant game plan, here's a free template for a 10-week, 11-touch seller lead follow-up plan. Remember throughout the follow-up process, the fundamentals are still your friends: Speed to lead. Respond as quickly as possible to new leads. Every minute counts Value Adds. Give them what they need before they even know they need it with helpful, relevant information like market reports for their neighborhood, e-Alerts on similar properties, and target them with ad campaigns that highlight your sold properties Consistent Follow-up. Include a variety of follow up methods in your nurture plan: calls, emails, texts, social Even if they are a ways out from selling their home, or unresponsive, it's certainly worth keeping them involved in your digital marketing efforts. That way, when the time does come when they're ready for help, you'll be the person they turn to. With the right technology, and automated processes, nurturing seller leads can be a breeze. Winning the Listing Listen and Learn About Your Prospect The goal is to be chosen as their listing agent. The strategy is to figure out what your customer's needs, wants, issues, and challenges are, and show how you can deliver.Ask the necessary pre-qualifying questions to start: What's your goal? Where are you moving? What is your motivation for moving (why are you moving)? What is your ideal timeframe? What's your Plan B if this doesn't work out? Come Prepared Like an Expert Come ready with comps for the last 30-90 days. But also show your expertise and neighborhood know-how by actually walking them through the properties. Go through photos and virtual tours to show the details, what was compelling to buyers, etc. Show-off your database and tech-savvy Leverage your software platform to show how easy you could make the process for them. Give them examples of how many buyers you can reach immediately looking for homes just like theirs. Mock up a listing ad to showcase their property through social media marketing, and explain how you can create dynamic ads to re-target folks who might have left your site, but have shown real interest in the property. Highlight how you can keep their property top-of-mind to the right buyers. You can create a case study on how the last house listed with you sold. Maybe it was above asking, or sold quickly, or even give a great example of your standard of service. Include numbers and examples of past ad campaigns. Marketing Your Listings to Wow Seller Leads Creating digital campaigns that showcase your listings is one of the most effective marketing tools to leverage. Your target audience is online. They're on Facebook and Instagram, and it's crucial to deliver your message where they're putting their attention. Social media marketing, building campaigns, setting budgets, meta descriptions and title tags can throw you for a loop if you're not experienced. Leverage digital marketers to help create and manage your campaigns effectively, or a software platform that takes the heavy-lifting off your plate. Marketing Central, BoomTown's self-serve advertising portal, is incredibly user-friendly. In seconds you can create campaigns that generate more leads, re-engage leads, and promote listings. Do you have everything you need to take the selling season by storm? To view the original article, visit the BoomTown blog.
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Facebook Turns the Table on Lead Gen: You don't go after leads -- leads come to you
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How Long Does It Take to Convert Online Real Estate Leads?
Feeling frustrated that your online real estate leads aren't converting? Or does it seem like they're taking forever? Here's the truth: online real estate leads take longer to convert than other sources and may convert at a lower rate than other sources like referrals, call-ins, etc. The average incubation rate for online real estate leads is anywhere from six to 24 months. The national average conversion rate for online real estate leads is usually reported to be between 2-3%. However, The National Association of Realtors® disclosed that the rate is actually closer to 0.4% – 1.2%. So, that means for every 100 leads you generate and work, you may convert two or three, and it may take a while to see it happen. I know what you're thinking—but don't be discouraged! With a seamless system in place designed to work and convert those leads, online leads can still be a lucrative part of your business. The name of the game is to leverage automation tools and technology services that allow you to work these leads without investing too much of your own valuable time. Build a Seamless Online Lead System First, make sure you have all of the necessary elements in place to turn those leads into closed deals. We recommend focusing on these three things: Speed to Lead It's critical to reach out within five to 15 minutes of the lead registering on your site. This is your best opportunity to make an impression! However, this is where many agents drop the ball. At BoomTown, we conducted a study of 40k+ agents and found that the average response time for an online lead was nearly 90 minutes. Yikes! That's enough time to lose an opportunity. It's impossible to stay glued to your desk all day. It's simply not the best use of your time! Plus, some leads might register on your site during the middle of the night or while you're on vacation. So this is a good area to rely on technology or a new hire in order to give focused attention to reaching out to leads. With BoomTown's Lead Concierge Service, Success Assurance, we generate and qualify your leads on your behalf (24/7 in as little as 90 seconds) and nurture them for up to one year. This way, no lead gets left behind. Qualification Have a plan for qualifying your leads and tagging/categorizing them appropriately within your CRM. The goal is to get as much useful information as you can as soon as possible. Like, LPMAMA: Location, Price Range, Motivation, Agent (are they working with one?), Mortgage (are they pre-approved?), and Appointment. (Note: If you're leveraging a Lead Concierge Service or an ISA, this should be a part of what they handle for you!) Pro Tip! Leverage your technology partner to embed qualifying questions within your IDX website. For example, when they're sharing their contact information with you, including the questions, "Are you pre-approved?" and "Do you have a house to sell?"  Follow-Up and Long Term Nurture Plug your leads into the right nurture plan to continue delivering timely soft touches with helpful information. You should be able to automate this within your CRM! Trust the Process If those three strategies are in place, the next thing you should do—be patient and trust the process. Yes, yes, I know it's not the sexy answer but it's the right answer. Online leads are "top-of-funnel," which means many of them are just beginning their search. They may be months away from being ready to transact. In fact, the average is six to 24 months. So you need to understand the lead funnel and the process of slowly moving leads through it, nurturing them so that when they are ready—you are their go-to agent! Remember: Your database is a powerful tool. Keep fueling it, keep working your pipeline. Stay on top of your systems and trust the process. To view the original article, visit the BoomTown blog.
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Improve Your Networking Skills: Follow These Tips and Watch Your Network Grow
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Friday Freebie: Prospect List of Empty Nesters Likely to Downsize
Want to supersize your business? Try targeting prospects who want to downsize their home. That's right, we're talking about empty nesters, a largely well-off group of Baby Boomers and older Gen Xers that are looking to change up their living situation. If you claimed last week's Friday Freebie, you downloaded a free flyer for marketing to this demographic. In this week's Friday Freebie, we're following up with a free prospect list of up to 100 empty nesters so you can send off that flyer and win more business from this niche. Free Empty Nesters Prospect List, courtesy of ProspectsPLUS! You already know that targeting affluent empty nesters 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: Scroll down to the "Demographic Mailing Lists" section and click the Build Your List button Select a targeting method: via street address, zip code, or county Select the button next to Empty Nesters 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 EMPTYNEST100 (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. Use it how you'd like, or try something different like this 24-week targeted postcard campaign. Get started targeting empty nesters and create your FREE prospect list today!
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Multiply Your Sales by Going After Empty Nesters
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Ride the 'Silver Tsunami' of Baby Boomers
COVID-19 has changed much of what used to be considered "normal life." The future is at the top of many minds. Even when the world recovers from this pandemic and gets back to normal (or something close to it), the lessons we've learned will be forever ingrained in our consciousness. Home, family, taking care of our health -- have all become even more important. While the real estate market appears to be very much like it was before the pandemic's outbreak, with low interest rates luring buyers into the market and home values holding steady, attitudes of real estate consumers have changed. We are told to expect an exodus from the cities to the 'burbs and perhaps even rural areas. The downsizing craze is over, we're told, and homebuyers want more square footage. Outdoor spaces and specialty rooms (office, gym, etc.) are on the lists of those buyers who can demand them. Most of all, many Americans who were isolated by distance from family during the lockdown, crave closeness. Especially older Americans and most especially those who live alone. While one of the primary reasons baby boomers sell their homes is so that they can move closer to their adult children or friends (23.5% according to the NAR), we think the social distancing we've endured will see many, many more choosing this option. Boomers in the real estate market Older homeowners naturally have more equity in their homes, according to NAR's 2020 Generational Trends report. The average equity earned of sellers age 22 to 54 is nearly $45,000. Baby boomer sellers, on the other hand, have, on average, $74,300 in equity. The homes they will sell have at least three bedrooms and two bathrooms (many, however, boast three bathrooms). While on the market, boomer homes experienced far fewer price reductions than the homes of younger sellers. More than one-fourth of younger boomers have lived in their homes for 21 years or longer, while 35% of older boomers can say the same. Younger boomers who purchased another home after selling their current home chose a slightly smaller home, while older boomers, on average, chose slightly larger homes. Finally, baby boomers make up nearly half (46%) of the seller's market. How to reach this group of home sellers Boomers love YouTube. But before you race out to create real estate videos for this demographic, you need to understand that they probably won't watch them. Their use of YouTube is as a sort of TV-on-demand platform. According to data from Think with Google, the most-watched categories by boomers include "… entertainment, music, and news." The best way to reach this cohort and engage with them is on Facebook. Pursuing organic reach, however, may be futile, according to BigCommerce.com. "With organic Facebook reach hovering somewhere between two and four percent, many brands struggle to gain impressions and engagement on the platform," according to the site's Ethan Giffen. The solution, he says, is Facebook ads. Yes, they cost money. But it's one very effective way to reach the group that has a higher net worth, is most likely to want to move and sells more homes than any other. OK, so maybe Facebook ads are a bit pricey for your budget right now. Consider direct mail as a budget-friendly, highly effective alternative. This is a generation who grew up with mail as a major form of communication to friends and family. They still enjoy receiving mail and are more likely to read what they receive than the younger generations. But you need the right message To send the right message requires that you know your audience. Earlier we gave you a bit of insight into their real estate habits. But to effectively market to the group requires digging deeper. Baby boomers, by and large are: Active More internet savvy than they're given credit for Independent Not "old" In fact, dump the word "senior" when referring to this group. Use "baby boomer" or "older American" if you must. While not all are offended by the term "senior citizen," many are. Overall, they value useful information. This might include local market activity, a CMA, news on mortgage rates and helpful home maintenance tips. Get to know baby boomers' interests by visiting aarp.org, nextavenue.org, and everythingzoomer.com. To view the original article, visit the ProspectsPLUS! blog.
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5 Ways to Improve Cold Calling Real Estate Prospects
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Top 5 Real Estate Lead Magnets
Many real estate agents are unsure of the best way to capture leads. The secret actually isn't much of a secret. Across industries, marketing professionals use what's called a lead magnet to entice consumers to willingly provide their contact information. We'll explain what this tactic is and share the best real estate lead magnets that will help you grow your business.
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Friday Freebie: Prospect List of High-income Renters
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Supercharge Your Real Estate Lead Generation with Landing Pages
Having a sleek IDX website with fresh listings is pivotal for a successful real estate business. But at a time when your digital presence is so important, how can you go even further to drive more lead generation? Custom landing pages with contact forms are a smart and easy way to convert more online traffic into leads. A landing page is simply a standalone page on your website that offers something valuable to your users in exchange for contact information. (Making them super powerful lead generation tools!) Here are a few examples: Home Valuation Page Neighborhood Guide First-Time Homebuyer Course or eBook Instant Offer Coming Soon Listings Credit Repair Program Seller Lead-Specific Page A simple way to think about landing pages is that they're the final stop before becoming a lead. You cast your marketing net across all sorts of channels (digital advertising, social media content, webinars, billboards, etc.) and you need those marketing efforts to drive the lead to a "landing" spot. [Source: Unbounce] A Simple and Customized Experience Here's a little Marketing 101 Crash Course. The consumer holds the power. They can leave your site in an instant with the click of a button. And in this digital world of lightning-speed innovation, consumer demands are at an all-time high. Think about it… we order food instantaneously after browsing dozens (if not hundreds) of options. We're used to clicking targeted ads, landing on beautiful pages, and interacting with apps that we enjoy. Which means it is your job as the agent to meet those demands and exceed expectations. To build a seamless, enjoyable experience that allows you to stay competitive with the Zillows of the world. The lead journey (the experience from the first click to the final action taken) should be two things: simple and customized. So, as you're building these landing pages (and the rest of your digital presence, including your homepage and your social media channels) as yourself — am I delivering a simple and customized experience? Targeting your landing pages correctly can increase conversion up to 300%! [TrueList] How to Get Started This will look a bit different for everyone, depending on what solution you use to host/build your website. If you're using something like WordPress, Wix, or Squarespace, you can find some pretty simple guides to help you create landing pages on your own. Just make sure you include a contact form! That's the golden ticket for lead gen. If you work with a website developer or website services provider, they should be able to help you build out landing pages as well. BoomTown makes it easy to create custom content for landing pages with contact forms that are designed to skyrocket your lead conversions. With new tools directly in your BoomTown CRM, users can create sleek, customizable, targeted landing pages in seconds. Giving you the power to expand your brand, drive more traffic, improve your SEO, and send more leads into your pipeline. Discover what's possible with BoomTown! Request a demo. To view the original article, visit the BoomTown blog.
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3 Ways to Beat iBuyers and Win More Business
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Friday Freebie: Get the 'Rent vs. Own Report' to Move Renters Off the Fence
If you're looking to build a base of lifelong clients, there's no better niche than first-time home buyers. But persuading high-income renters to become homeowners can be tricky--until you put the cold, hard numbers in front of them. In this week's Friday Freebie, we're highlighting a free Rent vs. Own report that will help you do just that. Read on to claim your copy and find out the many ways you can use the report to win over new buyer leads. Free Rent vs. Own Direct Response Report, courtesy of ProspectsPLUS! Despite record low inventory and high home prices, owning a home is still cheaper than renting in most parts of the country. With this free report, you can educate renters about the real costs of renting compared to owning, and the value of building equity. You can share this report in person, via direct mail, email, and add it to your website as a download in return for an email address. Thanks to ProspectsPLUS!, all RE Technology readers can download the Rent vs. Own direct response report PDF now for FREE and keep copies available on hand. The report is completely editable, and you can even adjust the numbers as needed to better suit your local market. Follow these easy steps to download the report: Create your free ProspectsPLUS! account or log in to your existing account Visit the Reports page Scroll down to the Rent vs. Own report and select it (Tip: use CTRL+F on Windows or Command+F on Mac to search for it faster) Click Click here to edit your template Edit the template as needed (don't forget to add your headshot and contact info!) Choose the Download Only shipping option when you order your report Click Add to Cart and then select Checkout on the next page Add promo code FREEREPORT to download for free Select Place Your Order to finish, and a link will be emailed for you to download your report! That's it! Now you can target high-income renters and win more home buyer business.
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Renters Earning in Excess of $70k: The Ideal Target Market
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How to Generate More Leads with Google's Local Services Ads
By now, you're probably familiar with Google's Local Services Ads. But, if you're not, here's a quick summary: A brand-new advertising product from Google, Local Services Ads seamlessly facilitate contact from homebuyers and sellers to real estate agents in their market. They're prioritized at the top of the Google search page, above traditional paid search advertisements, and, most notably, enable prospective buyers and sellers to call an agent (via their desktop or mobile device) directly from the ad unit. As you can imagine, the premium on-page location and lack of form fills make Google Local Services Ads a game-changing addition to any agent's digital marketing repertoire. Yet, it's important to note that these ads, like all advertisements, are not a guaranteed set-it-and-forget-it lead generation product. An agent's actions can—and will—have a significant impact on performance. We'll explore what you can do to boost the efficacy of your Google's Local Services Ads below.
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Prepare Your Business for a Post-Covid Market with These Tips
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Get More Listings: Pursue Absentee Owners
As various states ease lockdown mandates and life starts to at least minimally resemble what it used to look like, the real estate market is on track to be far better than many had assumed. No, we probably won't see the fiery spring real estate markets of yesteryear, but the housing market may just prove to be the bright spot in the economy. Things have changed, however, from buyer preferences to how homes are shown. Have you vegged out enough on Netflix over the past few months or are you ready for the new world of real estate? We've found a couple of niches that we think will be especially worth your time and effort to pursue in a post-lockdown real estate market. One of these is landlords, aka "absentee owners." Who are they? "There are about 8 million individual landlords in the U.S., those who typically own between one and 10 properties," according to Diana Olick at CNBC.com. She goes on to state that these landlords "manage half the rental properties" in the U.S., with 48 million tenants. Many of these landlords bought their properties between 2012 and 2014. Sure, the big guns (institutional investors) bought then as well, but almost half of investment properties were purchased by the individual landlord – the "Mom and Pop" investor. Then, in 2018, the share of small investor activity in the housing market soared to 60%, according to Core Logic's "Home Investor Report." Most of the homes these smaller investors buy are starter homes, by the way – in huge demand in the current market, as you well know. These investors are prime targets, right now, for listing opportunities. Your audience, then, will be landlords who bought investment properties between 2012 and 2018. Their pain points The COVID-19 pandemic created a perfect storm of unemployment, closed businesses offering zero jobs to replace those lost and a government financial rescue program that isn't seeing cash flowing to landlords. Your audience of absentee owners doesn't include the REITs with numerous rental properties and quite deep pockets. Again, they're the small investors, many living paycheck-to-paycheck, just like the rest of us. Their biggest pain point right now is how, without rental income, they'll make their mortgage payments without begging for forbearance and facing a huge payment when it's all over. That is, if they qualify for forbearance. In California alone, it's estimated that 85% of tenants can't pay their rent in May, according to SpectrumNews1.com. The news site also claims that "… banks don't have an obligation to help landlords." Even if they are granted forbearance, there are other expenses involved in owning rental property, such a maintenance. Frighteningly, nearly 60% of small landlords "…said they did not have access to any lines of credit that might help them in an emergency," according to a March survey conducted by Avail, a rental platform software company. Ouch. Thankfully, you can help these people. What's in it for you? I think it's safe to say that those landlords who bought their property at the bottom of the market (after the Great Recession), and haven't borrowed against it, are sitting on a ton of equity right now. And the facts bear that out. Alcynna Lloyd at HousingWire.com claims that the average real estate investors who bought their properties in 2012 "… have seen their home equity climb by 261%." That pencils out to an average $141,000 in equity. Imagine being the one who delivers news like this to landlords who are going deeper and deeper into debt the longer the pandemic goes on. The best approach Other investors find the absentee owner niche quite lucrative. Because of this, there's a very good chance that your prospects will have received at least one "yellow letter" from an investor/flipper. The yellow letter is a direct mail piece that is either written by hand (or created to appear to be handwritten) on a sheet of that yellow, lined paper from what is often called a "legal pad." This technique supposedly brings results for these investors, which is why so many of them use it. Direct mail is the best approach to potential clients in this niche and a letter is a perfectly acceptable marketing piece – at least for the first touch. Do yourself a favor, however, and don't use yellow paper. Make your letter professional and valuable. The first step to take when approaching this niche, however, is to determine which area of town you'll farm. Then, order an absentee owner list. If you decide you don't want to use a letter to introduce yourself, there are several other approaches to consider: An Absentee Owner Series postcard (the easiest way). A CMA (include a photo of the home's exterior in the letterhead to make it super impressive). Our Absentee Owner Direct Response Report, "Advice For Cash Strapped Landlords." After you've decided on the medium for your introduction, all of the above are well-suited as follow-up material. Which brings us to the next step: Schedule a direct mail stay-in-touch campaign. It doesn't matter if your "touches" are monthly or quarterly, as long as they are consistent. Don't give up if you don't hear back from these prospects after the first few mailings. Right now, many absentee owners are second-guessing their role as a landlord. Many are quite motivated to get out from under the financial burden. Their pain points are very real, very urgent and you offer the ideal analgesic: sell now. To view the original article, visit the ProspectsPLUS! blog.
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7 Ways to Get More Seller Leads in a Tight Market
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3 Ways to Get More Leads in 2021
If you haven't already done this, I'm betting you're pretty close. Just like people got addicted to, and subsequently stopped complaining about, how the pandemic was 'unprecedented' and working from home became 'the new normal,' I think we're ready to leave all of the '2020 complaining' behind us. 2021 is going to be a great year, and there's no time like the present to start taking advantage of the opportunities we'll find. Part of what is going to make this year so great is that we've got a fresh chance to take stock of the best ways for us to fill the real estate sales funnel. Listings are the lifeblood of real estate. And absolutely no one enjoys enduring feast and famine routines as they try and build sustainability into their business. To gain—and maintain—momentum month after month, we need to have in place some solid practices around listings and lead generation. Tips and Tricks Unless you've got homeowners or corporate real estate managers beating down your door every month, or leaving new business on your doorstep, give these tips and tricks a try. Cultivating listings takes effort, but there's also no reason to reinvent the wheel. 1. Top 50 Contacts Neighborhood networking and sphere of influence marketing is essential for every real estate agent. This is the easiest thing to do because you're simply reaching out to, and catching up with, people you already know. Quick conversations with your HVAC rep or your brother's cousin in the mortgage business are a fantastic way to keep your ear to the ground and stay top-of-mind for your contacts. Routinely (quarterly, every six months, or whatever makes the most sense for that person) offer to buy lunch, or grab coffee, or send a quick 'thinking of you' card. Those 50 people know 50 other people, and so on. Keep them close and happy and talking. 2. Social Outreach Include social media and real estate postcard campaigns. These are still a great way to get your name out there and to stay in touch with prospects, but it can take time to design and distribute. The advent of apps like Instagram and Snapchat provides you with a platform to instantly send a picture of a property, an open invitation to view your newest listings, or to show off your wonderful and hardworking team to the world. But don't just jump out there on your own if you're not skilled or confident. Make sure you've got the right approach, put some thought behind your postings, and remember that your brand is on full display once you hit 'Send' and especially when/if you comment on anything. 3. Help Distressed Homeowners It might not seem like it at first, but distressed homeowners could be a great way to find new listings. Homeowners behind on their commitments want to avoid declaring bankruptcy and foreclosure, if at all possible. One of the lingering effects of 2020 on homeownership is that there are bound to be folks who need the kind of help of a real estate professional to get out of their current home and into something they can more easily afford. That could be a true win/win situation and you could get started with a couple of simple online searches.
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How Do Most Clients Find You? Why It's Vital to Stay Top-of-Mind
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Get More Listings with the Right Seller Services
Most real estate agents know that staged homes sell faster and for more money. Some, however, go beyond merely suggesting staging to their listing clients. Rather than lay the burden of staging on their clients, these agents bring in a staging team, at no expense to the homeowner. What seller services do you offer? Does that list on your real estate website include the usual? "Complimentary home value analysis!" "Open Houses and Broker Tours" "Your home will be entered into the MLS" "Your home will be featured on our website" "Place a distinctive [name of brokerage] for-sale sign on the property" "Active promotion to my expansive network" "I will bring the buyers to you" (for more information on how to do this by becoming a Market Maker, watch this video) These are actual "Seller Services" offered by agents on their websites. If you are tired of not getting the listing and want to truly offer value, thereby standing apart from the crowd, it's time to change things up. Read on for some tips. Complimentary Pre-Sale Home Inspection As you know, when a problem is unearthed by the inspector, the entire transaction is at risk. Why not be proactive and head off as many challenges as possible before putting the home on the market? Offer your listing clients a free, pre-market home inspection. Yes, some agents balk at the idea, claiming that the inspection now becomes a disclosure item. And that's true. The flipside to this is that the items on the pre-sale inspection list will most likely show up on the buyer's inspection report as well. A pre-market inspection allows the homeowner to make the repairs that the lender or buyer will most likely demand. If for some reason your client can't or won't make repairs, you'll have the time to determine upfront how to deal with repair requests and to have that heart-to-heart about lowering the asking price. Professional Photography I don't need to tell you that there are far too many agents out there who are still snapping listing photos on their smartphones. Since the first showing of a home typically happens online, it's needs to be ultra-compelling. We know many successful agents who have left the old ways behind and offer the services of a professional photographer to snap the marketing photos. Yet, that service isn't listed on any of the websites we researched for this blog post. Virtual Tours Over the past few months, the popularity of 3D tours has outpaced other types of virtual tours, including video. In fact, a recent study by the NAR claims that "Consumers Strongly Prefer Listings With 3D Tours." Here are a few other things you should know about virtual tours: "About 55% of survey respondents say they'd even consider buying a property sight unseen if there was a 3D tour available in the online listing." (NAR) Agents who use 3D tours in their marketing of listings sell them 20% quicker and for 9% more than agents who don't use them. (Matterport survey) Almost 80% of real estate consumers say they would switch to a real estate agent who offers 3D tours of homes for sale (Matterport survey) Consumers are demanding more than a video of a home's interior. They want the ability to virtually tour homes without someone else deciding what they can and cannot view. If other agents in your market offer this service and you don't, the chances are pretty good that you won't get the listing. Do yourself a favor and earmark some marketing dollars for at least one, true, seller service in 2021. To view the original article, visit the ProspectsPLUS! blog.
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Your 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
To be successful in real estate, you must be forward-thinking. Too often agents are caught up in the short term (closing deals or looking for ready-to-transact leads) and forget or de-prioritize building a pipeline long term. Today's efforts will yield tomorrow's clients. By keeping your marketing engine running 24/7, you'll generate new real estate leads that you can nurture into future clients.
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