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Generating Leads on a Budget
Paid lead sources are an easy and efficient way to fuel your business' lead funnel. But if you're just starting out or haven't found your real estate rhythm yet, you may be on the hunt for some free lead generation strategies. Check out these five free lead generation strategies below:
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Tips for Turning Real Estate Client Referrals into Recurring Business
In an era of online reputation and reviews, all businesses are impacted, making customer satisfaction and differentiation all the more important It's no secret--your clients are online and, more often than not, that's where they find your business. In fact, according to the National Association of Realtors (NAR), the home search now begins online 95% of the time. Where does that process begin, where does it end, and what are the steps in between? Throughout this journey, there are many points where agents can find the opportunity to be an asset for the information they seek and offer brand differentiation.
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Key Findings from Our Third Annual Referral Report
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5 Cs of a Successful Farming Strategy with RPR
Wednesday, May 22, 2019 at 10:00 AM PDT Nowhere is there a more streamlined, single source of data and reports that fulfill every aspect of a successful farming campaign. From targeting and analyzing the marketability of potential neighborhoods to resources that help you "break the ice" with homeowners, it's all here. We'll show you a five-point plan for creating and cultivating a solid neighborhood prospecting strategy. Calculate the marketability of your target zone Create a customized farm area using search tools and maps Converse with homeowners using the RPR app and reports Convey your value to For-Sale-By-Owner listings Cultivate brand awareness with reports that peak homeowner interest Join us for tips and how RPR can help you hone your farming techniques. Register now!
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How to Market to Expireds the Right Way
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Elevate Your Content with High-Converting Guides
There's that pesky word again: "content." Now before your eyes glaze over with visions of "Top 5" articles and makeup tutorials, let me remind you that content is simply the valuable information on your website or social media platforms that you share with your prospects. You likely already have some content built up in your repertoire. Maybe you blog about areas in your geographic farm, share videos on Facebook, or perhaps you've created a downloadable checklist for first-time homebuyers. If so, you're ahead of the curve!
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Mission Focused: Behind the Scenes of a Top Team
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Real Agent Story: Online Branding Key to Winning New and Past Clients
How are real estate agents building their business online? To find out, we've been speaking with successful Realtors. Today, Delaware-based agent Debbie Phipps shares how she reaches buyers, sellers, and past clients through lead generation and strategic branding on realtor.com. Your branding on realtor.com—is this a tool to secure listings? I use realtor.com® Local Expert as an important element in my listing presentations. I log them onto realtor.com® and I show all of the exposure and how it drives everything to my DebbiePhipps.com site. I have a 15-inch laptop I bring to the presentation. I talk about realtor.com®. I tell everyone that it's the only site that's affiliated with the National Association of REALTORS®. I recognized early on that this was where I should focus my marketing dollars because the site would be there over the years. The other sites don't have the same correctness and accuracy and the amount of people looking at them. Other sites come and go. But realtor.com® will always be there. I tell my potential listing clients that this particular program I use gives them maximum exposure that is better than you could ever get with any other agent. Of course, it's a tool to make sellers understand the exposure you are giving them; but it's also a presentation tool. While presenting, I show them an example of a listing. I put in the appropriate Zip codes, so they see that my listing and my links to my website where they are featured are coming up 50 percent of the time as they scroll through three or four pages. If I get an appointment where I don't have the Zip code, I will still be able put it in nearby areas. Usually they're very impressed when they see how their home will appear on realtor.com®. Does this help you on the buying side? I use the featured property piece of the Local Expert for listings and the other piece of it as a way to help us close our leads. When the realtor.com® leads come through, they recognize me as someone that's a local expert. I have worked primarily in New Castle County, Cecil County, Chester County area most of my life. I've been in this business 30+ years. I want past clients to know how to find me. So past customers are reminded by your branding? You can't imagine how many calls I get because people remember me from our past association. When it comes to selling their house, they're still calling me. I keep my brand out there so that they can see I'm strong in business. Most people say they would use their agent again. But although they were happy with the agent they used last time, most don't even know what their name is now. If they can't remember their agent, how could this help draw them to you? Are they seeing your branding? As an example, I recently went to a $550,000 listing in our average $250K marketplace. They didn't know me at all, but they were impressed with my marketing. I am always marketing my brand through my website, social media and print ads. It is not easy to measure, but you eventually can see the effect. My marketing appears in quite a few places, but the realtor.com® Local Expert really grabs their attention. Many of my listing leads say, "Oh, we saw you on the internet," and when I drill down, they saw me on realtor.com®.    
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What to Look for When Buying Online Marketing and Lead Generation Tools
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Trends in Online Marketing and Lead Generation
Online marketing and lead generation is a constantly evolving science. In the early days of the internet, simply putting a property online with text was a big chore that required agents (or their development partners) to have HTML programming skills. The next big evolution happened around 1999 when the industry launched the first Internet Display program called IDX. This allowed agents and brokers to publish all of the listings from the multiple listing service on their websites and enable consumers to search. This was quickly followed by the emergence of national property advertising portals like Realtor.com, MSN, Yahoo! and others. IDX and listing portals delivered a great savings to the real estate industry, which was focused on newspaper and magazine advertising at the time. It was not uncommon for listing agents or brokerages to spend between as little as $300 or well over $1,500 in the marketing of a property. Online home search grew in popularity among homebuyers as access to internet connected computers grew. The next huge growth in this category came along with the consumer adoption of internet connected mobile phones and tablets. Today, more than 50 percent of all property searches happens on a mobile device. Nearly concurrent with the adoption of mobile, popular social media sites have became conduits for accessing real estate information including Facebook, LinkedIn, Twitter, and now Instagram and Snapchat. The options consumers have today for looking at property is almost absurd. There are millions of agent websites, hundreds of thousands of brokerage websites, and hundreds of property portals. The abundance of these options has created some interesting consolidation. It is estimated that the top 10 real estate portals in America are visited more than 500 million times a month. Given that there are only about 5.5 million transactions a year in America, it makes you wonder what all of those people are doing. Agents and brokerages are recognizing that digital marketing and advertising is changing from "spray and pray" to highly focused and localized marketing. To accomplish this, solutions have emerged that support real estate marketers with geotargeting to a particular house, neighborhood, polygon, or Zip Code. Within those geographies, real estate marketers can tune their marketing for attributes like age, renter vs. homeowner, or any number of filters that narrow the audience. Another major development is the connection between customer management solutions and online marketing. There is an appreciation that one goal of online marketing is to help build a database of potential customers. This famous sales strategy of collecting contacts and staying in touch was famously dramatized in The Wolf of Wall Street where Leonardo DiCaprio encourages his sales team to stay in touch with the customer until they buy or die. Some research has emerged that provides some good guidelines for real estate agents who hope to develop a digital marketing farm. A good target is to focus your efforts on a group of 2,000 to 2,500 households. With a steady focus of targeted digital marketing, agents should be able to develop a sales funnel that will yield about two trades a month. The important ingredient to developing this volume of units from this number of transactions is the frequency and quality of your marketing and lead conversion efforts. Always remember that digital marketing only works if you respond inside of five minutes to an inquiry—or ideally inside of one minute. Consumers expect you to be ready to serve them right away. Want to learn more about online marketing and lead generation? Download our latest Success Guide today!    
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If You Are Not Generating Massive Sales from Your Email List, Try This
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5 Tips for Winning More Listings with Your Property Data Tool
Looking for an edge to beat out the competition for listings? Look no further than your property data tool. From generating CMAs to helping you overcome seller objections, this tool can help you impress prospects and win more listings. But how? To find out, we turned to an expert. Nikki Morgan of CRS Data has spent years training agents on how to leverage public records. "The best thing agents can do is to come to the table with the information that your property data solution can arm you with," says Morgan. "Not just words, but the facts." Here are five ways agents can tap into their property data solution to impress sellers and win more business:
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How to Find a Fantastic Niche
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5 Lead Generation Mistakes to Avoid in Real Estate
Generate more business (and save a few headaches) by avoiding these common lead generation mistakes! Whatever your lead generation strategies are, you've likely fallen into a few of these common traps. Fear not! Trial and error is part of what makes any business thrive. We've put together a list of the top five mistakes we see agents make when it comes to lead generation. If you can avoid these missteps, you'll save yourself a lot of wasted energy!
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3 Steps to Attract Real Estate Clients You Love
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Take Control of Your Lead Generation
Nearly every agent has experienced the frustration of dealing with third-party/online leads. While they can be an incredible source of business, there's no denying that online lead generation is out of control.
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Ask Your Way to More Listings
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How Real Estate Agents Can Use Social Media to Generate Leads
There are few businesses that the internet and social media have changed more than that of real estate. As soon as it's time to move, the first thing home buyers and sellers do is hop on the web. They look at homes, or find out sale prices in their area. They can look for real estate agents to list their house or help them find a new one. Of course, none of this is news. What might be is how much the web, especially social media, can affect a home buyer or seller's decisions. The web and social media give instant access to resources and information that normally take a lot of time and effort.
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Busted! 7 Myths About Real Estate Leads We Can Finally Put to Rest
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5 Ways to Generate Higher Quality Real Estate Leads
"Hello, may I please speak to Seymour Butz?" Let's be frank about lead quality. At the end of the day, it's important for agents to remember that just because a lead isn't ready to buy right now, or even if they say "No," this does not mean that they are a dead-end or "trash" lead. Leads take time. Especially cold, online leads. So keep in mind if you've already taken steps to improve lead quality, and you're still complaining about lead quality issues – it may be an agent problem, and not a lead problem. However! There are some simple ways to assure that you're avoiding the true trash leads (ex: fake or out-of-service numbers, or fake names like Seymour Butz or Mickey Mouse), and also funneling leads into your pipeline strategically for higher conversions. Let's take a look at a few ways to get started. 1. Verify Your Leads Is there anything worse than spending an hour of your day cold-calling, only to sift through a handful of fake names, and then dial 20 out-of-service numbers? You can't force a lead to input accurate information, which is why it's beneficial to have some sort of lead verification process. Otherwise, you're the one spending hours sifting through a mystery list, when you could (and should!) be spending that time working with real leads. So, what are some options for verifying leads? Hire an assistant or Inside Sales Agent: While this doesn't fully alleviate the problem (because you are still paying someone to spend the time nixing trash leads) it at least allows agents to focus their energy on what they do best – working their hot leads and closing more deals. Partner with a CRM that verifies leads for you: BoomTown's system verifies leads who register on your site, by validating a phone number (mobile/landline/VOIP) and cross-checking to see if the name matches the data source. So when you're ready to reach out, you know you have verified information that will lead to real conversations. Use a lead generation service that provides verified leads: If you are paying for one (or several) lead generation services, make sure your dollar is going as far as possible. Shop different services, read reviews, and avoid using services who don't verify leads. 2. Qualify Your Leads When a lead registers on your site, what are they prompted to answer? More than likely they're only answering: First Name, Last Name, Email. Consider this: What if you asked just a few more questions to start qualifying your lead right out of the gate? For example: What is their timeline for purchase? Or, have they been pre-approved for a mortgage? Pre-qualifying a lead means that agents are getting more than just, "Ann – 843-555-2989." They're getting insights right off the bat to get a higher quality conversation going. Putting a qualification system in place will vary depending on the technology that you're using. If you've used a third party service to build your website, reach out to them and ask if it's possible to add more questions upfront when a lead registers. 3. Start Texting The "quality" of a lead can be dependent on when they're contacted. If you contact a lead within the first few minutes, they're more likely to want to talk to you. They're still in "home-search" mode, and they're likely still by their computer or phone. If you wait three hours, or even a day... chances are higher that they're focused on something else, or they may have already spoken to another agent. A great way to boost response rates is with texting. It's a quick and easy way to make contact, and leads feel a little more at ease. A 2018 Ellie May Study showed that texting is on the rise as a preferred method of communication from consumers. You can quickly shoot an introduction text to a new lead, like this one: Hi Andrew, this is Joanna with Cobblestone Real Estate Group. I'd like to email you a few listings. Any specific neighborhoods you'd like to browse? 4. Improve Your Content Marketing Real estate is a very personal business. Purchasing a home is a big decision, and not one that clients are willing to trust with just anyone. This is why the best real estate professionals have a brand that is client-forward and customer-service focused. One way to set yourself apart from the rest is to put strategic thought behind your content marketing. What are you sharing on social media and in your advertisements? What information is on your website? For example: if a lead lands on your website from a Facebook ad and all they see is a list of properties, they'll probably either (A) move on, or (B) enter their email and then move on, without giving your brand much thought. Consider adding your photo or a team photo to your homepage. Having a clear and visible mission statement or value proposition helps as well to differentiate your business. Check out The Bob Lucido Team's homepage for a great example. We see home as more than a house. So we approach real estate as more than a transaction. Whether you're ready to move in to your first home or move on to the next one, Bob Lucido Team is there with you at every important moment along the way. Delivering the ultimate real estate experience has driven us to be the #1 team with the largest real estate company in the world. It's how we sell a home every 4 hours, and how we've been able to sell over 35,000 homes over the past four decades. 5. Be Patient and Strategic. (And do the work.) Oftentimes with real estate, it's just about being in the right place at the right time. The way to maximize your chances of that is to have a rock solid follow-up plan. Aside from the real trash leads (fake numbers and dead ends), there is a wealth of "cold" leads that may seem impossible to convert. But the truth is — they're not. These are leads that have the potential of converting two weeks, two months, or even two years down the road. With a long-game nurture plan in place, you can capitalize on those opportunities year after year. To view the original article, visit the BoomTown blog.
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Door Knocking: Opening the Door to Your Next FSBO Client
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4 Essential Landing Page Features to Improve and Convert Leads
Nothing drives away a potential customer like an unclear homepage that leaves them digging through various tabs and web pages to find what they need—and that's if they even take the time to browse past the landing page. Make sure your landing page has these key features to improve lead capturing.
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Did You Make Your Broker's Naughty or Nice List This Year?
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Kendrick Realty Clones Business Model to New Locations
At RE Technology, we love to bring you success stories from fellow real estate professionals. Kendrick Realty has a GREAT story about how they were able to significantly dial up the success on their lead gen efforts in 2018. Check it out! In early 2018, the founders of Kendrick Realty, Lucas Monroe and Dan Sundberg, started to expand their lead program with realtor.com. At year-end, we checked in on their progress to see what they learned while driving agent- and office-expansion through their realtor.com lead solution.
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Win Quality Leads by Building Awareness and an Online Presence
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Do Online Real Estate Leads Really Suck? Here's the Bottom Line
Online leads are a totally different ball game. You wouldn't play soccer with a baseball bat, right? Here's how to start working your leads the right way and finally see a return on your investment. Online leads are what you might call the "black sheep" when it comes to real estate lead generation. Some agents write them off as "trash" and don't even bother investing a dime. Some swear that it's a worthy investment that can generate 10-40+ percent of their business. So what's the bottom line?
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3 Reasons Real Estate Agents Should Keep Marketing Through Winter
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Find Your Next Listing with These Geographic Farming Tactics
Real estate farming is possibly the most proactive position an agent can take to build inventory. The method includes a series of steps that analyze a given neighborhood, ZIP code or market area to determine how many homes are most likely to sell, at what price range, and how long they will be on the market. A good farming strategy involves working through a set of five exercises to determine the area's viability.
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Last-minute Ad Blitz for Open House Nets 200+ Leads
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A Real Estate Lead Generation Strategy for Out-of-Area Buyers that Works
If you are a real estate professional in a resort or vacation home market, you're likely to be working with a higher-end properties niche and almost always out-of-area buyers. The information here also applies to any area with buyers that are mostly not current area residents. Often larger corporations, especially tech companies, have turnover and a constant flow of new employees from around the country. In these markets, you can leverage the advantage of working with buyers who usually do not have friends or relatives in the area recommending your competition. Your ability to get them to contact you in some way from your website puts you in front of the line to get the sale. Having a lot of local area information is your first priority.
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Using Your Personal Sphere of Influence for Referrals
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5 Common Mistakes Agents Make When Farming -- and How to Avoid Them
When it comes to farming a local market area, are you doing everything you can to drive in real estate seller leads? Here are five common mistakes real estate agents make when farming. Mistake #1: Agents tend to "stick to what they know" It takes time to build a brand via farming techniques, and agents are often unlikely to select a new farm outside their usual market area. Sometimes, this means that agents stick to areas with homes that earn them smaller commissions, even though nearby areas may have higher turnover or more expensive homes (or both).
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How Reverse Prospecting Can Work for You
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Farming and Facebook: Getting It Right
The world moves fast, and yesterday's geographic farming just won't cut it in today's real estate market. The competition is too steep -- and too technologically advanced -- to limit yourself to door-knocking and leaving flyers in a neighborhood. The current connected world demands an online approach to complement and work alongside your offline strategies.
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Advanced Lead Generation: Hosting a Seminar
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5 Social Media Tips to Launch Your Real Estate Brand and Win Clients
In the digital age, potential home buyers and sellers no longer turn to newspapers and magazines when looking for real estate services. Social media platforms have become the go-to source for potential clients to find everything from listings to Realtors. If your social media brand isn't up to par, you run the risk of missing out on tons of potential clients--specifically, younger, social media-savvy clients looking to buy their first home. Although social media brand management may seem complicated, there are plenty of ways for you to take charge of your online brand management on your own. Follow these simple steps to get started building your social brand today.
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Filling Your Pipeline: Origination vs. Order Taking
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Effective Real Estate Website Calls-to-Action for Lead Generation
For real estate lead generation, you run ads in the newspaper, in the homes magazine, and highlight your website in all of your other marketing. You've done a good job with this marketing in calling people to take action and come to your website. Now what are you doing for calls-to-action on your website to get your visitors to tell you who they are? If you're asking for them to "sign up for my newsletter," or "register for my guestbook," you're probably not very happy with leads from those calls. It's not that a newsletter isn't valuable, and we'll talk about that, but just asking them to sign up for it isn't going to grab their interest. So what can you do for calls-to-action around your site for real estate lead generation? And where should you place them?
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8 Unique and Simple Ways to Get Real Estate Leads
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3 Creative Ways to Generate Listings
Farming neighborhoods Real estate farming is possibly the most proactive position an agent can take to build inventory. Overall, you'll want to choose an area with attributes you find personally appealing as well as professionally rewarding. Then, create personas for your perfect clients using data such as income, education, leisure activities and more. For example, an agent who is athletic and enjoys leisure time at coffee houses might find it easier to relate to homeowners with similar interests. The goal is to choose a farm area that you feel comfortable representing and one that will produce revenue. Step 1: Research Begin by assessing local demographics and psychographics: who they are, what they do and how they behave. You can do so easily by using RPR commercial data to find a neighborhood whose attributes most resemble your ideal client. RPR's commercial data reveals an area's average age and income, net worth, marital status, education, and age, in addition to where they work, where and how they spend their money, and even how much time they spend exercising each week. The platform's neighborhood data includes home values, list/sales price vs. list/sales volume, price per sq. foot, own vs. rent, local amenities and commuter times––all worth knowing. Here's how to find your ideal client using RPR Commercial data: Visit narrpr.com/commercial Select Go to Analysis or create your own area by choosing Go to Maps. For our purposes, we will use the analysis section. Enter the geographic area, and then select the attributes you would like to search your area by. Each attribute you choose will reveal a new set of drop downs to glean your data. Add additional attributes by selecting the Add more criteria, or you can search by clicking Run Analysis. From the Map, use the Analysis Panel to adjust the size of geographies and parameters. Once you've found a few neighborhoods that are a good fit, research recent sales to determine whether one agent has a dominant presence in the area. You can also use recent sales to predict your average commission. Step 2: Calculate the area's turnover rate Now that you've landed on a potential farm area based on demographics, psychographics and average commission, it's time use RPR Residential to determine the turnover rate, a calculation that helps to identify whether the area has enough sales activity to make it worthwhile. RPR has developed a simple, surefire way to use its data in your calculations. Download this quick start guide to walk you through the steps. To configure turnover rate, divide the number of homes in your farm area by the number of homes sold in the last 12 months and then multiply by 100. See the graphic below. Build your pipeline from open house traffic Open houses can be another fantastic way to meet new buyers and generate listings. As the agent showcasing a home, you have an advantage. You get to showcase your skills to potential buyers and sellers through how you market the home. So create opportunities by casting a wide net. Offer a special neighbor preview Consider marketing an exclusive showing for neighbors with a special evening tour. This would not only be ideal for a postcard, but provides great content for a neighborhood door knocking strategy. When questions from neighbors come up about their own value, answer them with the RPR app. When you can't, set the pre-listing appointment. Be the resource At the open house, be sure to engage with prospects as they enter and leave the property. Not every person entering the home will be a match. Ask questions. Are they interested in the property? If so, use the RPR app to text or email a branded Mini-Property Report. If not, ask a few questions that get to where they are in the buying process. Questions like, "How long have you been looking?" and "Is your house for sale right now?" or "What characteristics are you looking for in a home?" Now, share an RPR Market Activity Report that is configured to showcase new local listings and open homes for the weekend. Facebook Lead Ads In 2018, we can't have a list about creative ways to generate listings without including Facebook. Statistics don't lie: Facebook remains the primary platform for most Americans according to a survey conducted by Pew Research Center (January 2018). Roughly two-thirds of U.S. adults (68 percent) are Facebook users, with approximately three-quarters of those people accessing the social site on a daily basis. Facebook also happens to have a sophisticated advertising platform with powerful audience selection tools, allowing you to target people likely to match your ideal client. The ads deliver true leads information when using the Facebook Lead Ad. These are unique in that they can be customized to place your offer –– such as RPR's local Market Activity or Property Report –– in front of potential prospects. It's all possible because lead ads come with simple forms that capture a prospect's information within Facebook. The forms will even pre-populate a prospect's information such as name, email or phone number, allowing the person to quickly complete the form. Now that we've talked about the vehicle for your ad, let's discuss a few possible offers for your prospects that involve an RPR report. The offer could be: A detailed report on local market activity, customized for target market area. A home valuation and detailed property report using the Realtor Valuation Model® (RVM®). Once the offer is set for your Facebook Lead Ad, it's time to move on to audience selection. Facebook ads can be targeted by location, demographics, interests, and behaviors or even your own contacts such as sphere of influence, past clients or prospects. It's worth noting here that Facebook recently announced that soon it will be phasing out the use of all third-party targeting capabilities, both private and public. To view the original article, visit the RPR blog.
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How to Use Social Media to Connect with Your Real Estate Leads
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10 Tips for Networking Your Way to More Referrals
We're in the throes of prime networking season. Summer parties and industry events all provide real estate agents with opportunities to make connections and generate more business. Just like anything else, networking is a skill — one that many of us are uncomfortable practicing. Below are 10 tips to help you network and garner more referral business like a pro.
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Neighborhood Profile Pages for More Real Estate Buyer Leads
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5 Things to Consider When Choosing a Geographic Farm
Picking the right farm is as important as what you do once you're there. Farming is an investment of your time, money, and patience, so you want to make sure you're doing it in the right place. The first thing you need to do when you decide to do geographic farming is find the farm that's right for you. To do it right, you need to do three things: research, research, and—you guessed it—research. It's super-important that you understand the area's turnover rates, demographics, price points, and who is already in that territory providing competition. You should also consider whether you want to farm your own neighborhood (there are pros and cons to doing this). You may also want to consider whether there's room for later expansion to an adjacent zone. Lots of questions to answer before you start. Let's break down some of these issues:
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Win More Business from Your Sphere: 3 Ways to Tweak Your Marketing
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How to Leverage Public Records for Business Intelligence
When it comes to discovering the power of public records for prospecting, real estate agents fall into two camps: Agents that feel like they just opened a huge door of opportunity--and that they now have useful knowledge that their competition doesn't. Agents that are so excited about the potential for unearthing new business with public records that they tell everyone in their office. That's according to Nikki Morgan, MLS Sales Executive at CRS Data. She's spent years speaking with Realtors about how to leverage public records--and how easy it is to upgrade your lead generation game with this powerful tool. We recently spoke with Morgan and her colleague, Danielle Longdue, to learn more about how agents can use public records for prospecting and acquiring business intelligence. Whether you want to share this information with your fellow agents or keep it to yourself--well, that's up to you! Lead Generation Tools One of the great advantages of prospecting with public records is that you can target a very specific geographic area. Other lead generation tools, like property portals or advertising products, only let you target by zip code--an option that may be too broad (and therefore too expensive) for your purposes. Your public records tool can let you narrow down your desired prospecting area in several different ways: Drawing a shape on a map to pull up all properties within that area Narrowing down by zip code or subdivision Specifying a distance from a certain property within a radius of up to 10 miles "Realtors are very visual," says Morgan. "They know things about their territory that no one else knows. We take it up a level by acknowledging that they are the expert and giving them the tools they need to apply that knowledge to a map using the radius or the free-hand drawing tool." Once you've selected a geographic area, you can execute multiple types of prospecting campaigns, including: New listing campaigns - Have a new listing? In addition to your social media and comprehensive digital outreach, consider sending a postcard or flyer to everyone in the immediate area advertising the home. The goal here is not to find buyers, but to show neighbors how much their home could sell for--and that you're just the agent to list with. Open house campaign - Send an open house invitation to homeowners living near your listing. With a growing influx of digital advertising, a tangible mailer can often earn a second look! The idea is to build your brand in the area, and bring the neighbors to the open house. Once there, you can chat them up in person, offer a free home valuation, and add them to your contact database. Sold listing campaign - Once you've sold your listing, it's time to brag a bit. Send out a postcard or flyer that shows the selling price you were able to achieve for the home. If you sold it over asking price or quicker than your area's average days on market, include that information as well. The idea is to show off your sales prowess and pique the neighbors' interest in selling their own home. Seller prospecting campaign - With home prices skyrocketing, you can drum up seller leads by sending out marketing material and designing a digital ad campaign that explains how lucrative it is to sell right now. Show how much home prices have risen in the past year, and include a call-to-action that invites homeowners to contact you for a free home valuation. Maximizing Your Public Records Reports Now that you've executed your prospecting campaigns, the leads should start flowing. Once a prospect reaches out to you, it's time to create a report in your public records tool that you can send them. To increase the likelihood of converting a prospect, there are a few ways that you can customize a report. "Customizing reports is one of my favorite things to teach," says Longdue, CRS Data's Customer Education Manager. That's because customizing a report personalizes it--both to you and your brand, and to the specific needs of your client--and that's a powerful way to connect with real estate consumers. For example, with CRS Data, you can add your own logo, headshot, and contact information to your report. "Who doesn't love putting their name and information on a nice report?" says Morgan. "It's better than a business card, and clients will hold on to it longer." Plus, she says, when you customize a report, you can rest easy, knowing "that every document has your information on it." Longdue and Morgan also recommend customizing property information within your reports, as needed. CRS Data, for example, allows agents to edit the square footage of a home, along with the number of bedrooms and bathrooms. This is crucial for creating accurate reports when a property has been remodeled or expanded, or when there's simply a variance in the public records data. Agents can even add a note to explain why the change was made. "Agents can put the information down, know it's accurate and explain themselves. It’s a great way to capture information about the home," says Morgan. "Agents do their best work out in the field," Morgan adds. "We want them to be able to go into those appointments with an armored truck full of information." To learn more about CRS Data, visit crsdata.com.    
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Combating FSBO: 3 Reasons Why Agents Rule
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Offer an Absorption Rate Report for Leads and Expert Status
How do you generate leads on your real estate website? Offering premium information and real estate reports is how many successful sites get that important contact information from site visitors. The fact that this strategy works is why you see so many of these calls-to-action on real estate websites. The diminishing returns from the strategy are due to the same stuff on every site: sold property reports days on market reports new listings reports You do want these offerings on your website, but if you want to differentiate yourself and your website, think about offering an Absorption Rate report with an explanation of how to interpret it.
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How to Win Business from Leads You Never Wanted
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Data Driven Marketing: How to Win More Listings with Today's Hottest Tech
Which consumers in your market are most likely to sell their home? If you knew the answer to this question, think how much money you could save on lead generation. Well, good news: you can know the answer to this question, thanks to a technology known as predictive analytics. Predictive analytics combines big data and machine learning to identify the homeowners most likely to sell in your area. With this knowledge in hand, agents can narrowly target their marketing efforts towards just those consumers--saving a ton of time and money in return. We recently co-hosted a webinar with a company that provides predictive analytics to the real estate industry. During the webinar, we learned how SmartZip pairs highly accurate predictions with customizable marketing materials to help real estate agents identify and approach sellers leads long before their competition does. If you missed the webinar, don't worry--we recorded it for you! Check out the webinar below to learn how data-driven marketing can help you win more listings:
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How to Leverage Content Marketing for Lead Generation
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The Real Estate Lead Generation Form that Works
When we're talking about website real estate lead generations forms, look at the strategy like a journalist using the 5 Ws rule. Who, what, when, where and why are the 5 Ws. What's so crucial about a simple lead generation form? It's just a form asking for contact information. Let's analyze the question using the 5 Ws, starting with the last one first. WHY are We Using Lead Generation Forms?
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Low Inventory? Who Cares? Get Listings TODAY.
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Use an Online Real Estate Survey on Your Website for Feedback and Leads
Is there something more a real estate website can do to generate leads that everyone isn't already doing? Online surveys on real estate websites are not easy to find, so they meet the unique requirement, but can they actually generate leads? Online surveys not only can generate leads, they can also provide valuable information about your website and how visitors use it. If you put the lead generation second to asking questions, your site can be a better destination and resource for your visitors--and that generates leads.
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5 Steps to Create a Referral Business You Love
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5 Proven Ways to Generate Sales Leads
Sales leads are the lifeblood of real estate. In order to scale your business, bolster your database with fresh contacts and unique opportunities, there has to be a pipeline of new leads flowing in. However, sometimes leads can dry up for a number of reasons. Perhaps you got busy with other aspects of your business and neglected your lead generation, or the same framework that was working for you has since grown stale. No matter what caused the well to run dry, there are always new methods to try when it comes to lead generation. Here are five effective ways to generate sales leads – and reopen the reservoir.
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For Massive Real Estate Leads, Think Like Every Page Is a Landing Page
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Want to Sell More Homes? Walk a Mile in Your Seller's Shoes
Time and time again, we see agents frustrated with the results they are getting from their marketing efforts. They studied the turnover, looked at the average sale price of homes, and found an area where there isn't a dominant real estate agent doing all the sales. Yet, they still aren't getting listings. Did they pick a bad area to focus their marketing efforts? No. Of course they didn't. They are just not touching homeowners with information that is relevant to them, and consistent with their current life circumstances.
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The Lead Generating Power of the Monthly Market Report
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6 Simple Strategies to Heat Up Summer Prospecting
With longer days and warmer weather come more opportunities to connect with neighbors, friends, past clients and those percolating prospects you've been marketing to. You have their contact information in your CRM -- now let's rein them in and get personal. Here are six ways to engage potential sellers in your sphere and your farm this summer.
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3 Ways to Get that Phone to Ring
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Tinder for Real Estate? How digital matchmaking could change the game for agents
We get it. You've heard a lot about predictive analytics, but every time you try to learn more about it, you're hit with even more terms you'll have to google: Back-testing, machine learning, algorithmic modeling. The truth is, you already know about all of these terms and how they work. You just don't know how they work for real estate agents like you. To better understand predictive analytics for real estate, let's dive into another massive modern trend that once seemed impossible: the rise of long-term partnerships as a result of online dating. Here are three ways predictive analytics for real estate overlaps with today's dating apps — from the data matching to the natural chemistry needed to build a professional or personal relationship.
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Using Case Studies in Your Real Estate Marketing to Generate More Leads
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How to Consistently Generate 2-5 Leads per Day
It all comes back to leads. How successful you are in real estate is determined by how many you can generate, contact, and convert, so if you want to be a six-figure agent you need a consistent influx of leads and a dependable conversion strategy. In a recent webinar, Jason Wardrop, founder of Arsenal MKG, shared his secret to generating two to five leads per day even if you're new to real estate. Watch the recorded session here or find the essentials below!
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Find Your Next Listing with These Actionable Farming Tactics
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Lead Capture Tools that Grow Your Customer Base
High-quality content drives visitors to your real estate website. However, your hard work isn't working that hard if you aren't gathering information from these potential customers. When you invest time and money into creating unique content and publishing it on your website, you want to ensure that you can follow up with site visitors. If your website is not formatted for lead captures, each visit is a missed opportunity for a new customer. Dedicate time to implementing lead capture tools that will support your business goals—and then watch your business grow.
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How to Build Your Referral Network Your Way
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Come Here Often? Terrible Opening Lines to Avoid When Picking Up Leads
How's your conversion rate for new leads? Are they answering your emails? If not, you may be going about things the wrong way. There's a right way and a wrong way (actually, a lot of wrong ways) to start an email to a new lead if you want them to get back in touch with you. Find examples and tips below!
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3 Types of Videos that Generate High-Quality Real Estate Leads
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Triple Your IDX Search Leads in Under an Hour
Are you tired of seeing traffic stats for hundreds of visitors to your IDX search page with very few turning into IDX search leads? How can you see almost immediate results for more IDX search leads from that page? It's really not as difficult as it may seem. The key is to think about what that visitor is seeking when they're on that page. There are two proven ways to generate leads from IDX and here is how to do it.
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How to Create Community Webpages that Sell
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12 Strategies for Overcoming the Low Inventory Crisis
If your real estate market is like many in the U.S., you're in the midst on an inventory drought. Fewer homes for sale means more competition for listings, more competition amongst buyers--and fewer opportunities for earning a commission. So what's an agent to do? Real estate coach Tom Ferry has 12 suggestions. In this video, Ferry outlines 12 different strategies real estate agents can use to generate more listing leads and overcome their low inventory problem.
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Use Market Reports for a Flood of Real Estate Website Leads
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What's Better? Quantity of Leads or Quality of Lead Follow-Up?
Last week, I wrote an article about methodical and responsible ways to increase your lead generation budget. Along those lines, today I'll discuss what you should focus on: the quantity of leads coming in, or the quality of your lead follow-up? This is an interesting question, but it has a very simple answer. Specifically:
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How to Generate and Nurture Real Estate Leads While You Sleep
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B2B Real Estate Leads Using LinkedIn
Real estate transactions, closings, and commissions are a direct result of cultivating real estate leads. "What more can I do to fill my real estate lead funnel?" That's a question we all ask ourselves often, and we've tried some things that work and others that haven't. Most of our lead generation is geared toward the first level – directed at the prospects we want, real estate buyers and sellers. Another level, referrals from business contacts, is sometimes overlooked or not aggressively attacked. A prime example is our social site strategies on Facebook and Twitter mostly. We're reaching out to our future buyers and sellers. While many real estate professionals have an account on LinkedIn, it often isn't given the attention it needs to become a great real estate leads generator.
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Where to Find the Top 7 Types of Real Estate Leads
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8 Powerful Resources for Building a Lead Capture System
Building a high-converting lead capture system is appealing to many real estate agents, but the process of building the lead forms and pages can be a complex and daunting process. It doesn't need to be this way. After all, as a REALTOR you have access to RPR reports, which work great as a lead magnet—the offer you have for prospects in return for their contact information. If your goal is to attract people looking to sell a home, you may want to offer an RPR Market Activity Report, which highlights current market opportunities, or a request for a free home valuation. If you're looking to attract buyers, try offering a Market Activity Report customized with an upcoming open house schedule or new homes on the market. With that sorted, let's explore eight different solutions worth considering before building your next lead capture system: Form Builders
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[Video] Out Closing the Competition with Artificial Intelligence
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How to Use Content to Build a Killer Lead Gen Strategy
Lead generation is one of the real estate industry's hottest topics. There are myriad ways to generate real estate leads, but one of the most effective ways is by developing a killer content strategy. Content helps to draw prospects in naturally. When done consistently, content will help to give prospects a sense of what it feels like to work with you. But, there are challenges. Time. Time is a rare commodity, so how can you create content quickly and efficiently? If you like to write, then you may choose to write a blog post on your site or on another site like Medium or LinkedIn. If you don't like to write, you may choose to record video or host live video, like on Facebook. Scheduling time to create, edit and publish content that works for you is key. Patience. Creating content for lead generation in real estate is not a 'quick fix lead gen solution.' The agents and brokers that are getting great leads via their content have invested in creating content and distributing it through email and social media week in and week out. Let's break down six things you need to know when creating your killer content strategy.
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Artificial Intelligence: What It Is, What It Isn't, and How It Benefits Your Business
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What Is a Real Estate Referral Agent?
Nearly everyone knows what a real estate agent does, but not as many people are aware of what a real estate referral agent does, or why they might seek one out. Being a real estate referral agent can be a lucrative way of earning income in the real estate business, and is a good option for real estate agents who have experience and connections in the real estate world.
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How Referrals Can Help Take Your Business to the Next Level
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4 Tips For Realtors Who Want to Dominate Their Geographic Farms
On a phone call today, a team of agents asked me a very interesting question. They asked me what I thought the key best practices are for entering a new geographic marketplace and dominating that farm area? It's a great question, and one I love hearing. I knew these real estate agents didn't sign up for a seminar, so I narrowed the answer down to four key best practices. These best practices are applicable for any agent, in any size marketplace, anywhere in the country. Here are the four things we discussed.
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The Real Estate Referral Machine for Lifelong Business
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Open House Visitors: Don't Just Meet Them, Close Them
In a recent Secrest of Top Selling Agents webinar, national speaker, coach, and consultant Sherri Johnson explained how you can turn an open house into the most productive 2-3 hours of your whole week. Attendees found out how to begin with the end in mind, connect with open house guests, maximize your strategy for success, and add value for potential clients. Read on for Johnson's strategies to schedule more appointments with your open house guests!
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Friday Freebie: 100 Ways to Segment and Market to Your Sphere
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Generate Qualified Leads with Facebook Ad Funnels
Now more than ever, real estate agents are using Facebook ads to regain the social reach they lost to algorithm changes and drive traffic to their landing pages. However, with increased competition, simply running random ads isn't enough anymore. To increase their effectiveness, sophisticated agents are creating sales funnels to weed out the weak, useless leads and find the qualified buyers and sellers.
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How to Get Huge Results with IDX Search Lead Generation
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Why Agents Should Use Big Data and Predictive Analytics
How (and why) can agents and brokers use algorithmic predictions to help find listings to build their businesses? Good question. The National Association of REALTORS states that 72 percent of sellers will list with the first agent they speak with, not necessarily with the most experienced agent. Therefore, big data and predictive analytics allow agents to focus their time and energy on those most likely to list. Before big data and predictive analytics were introduced to the real estate market, agents may have attempted to produce similar results by assigning scores to people in their territories, including their spheres. As an example, they might assign individuals a score of 1-5, depending on their knowledge of individual prospects and their intention to sell within a predictable period. The reality is that human beings are extraordinarily complex, and their buying and selling behavior is usually the result of hundreds of converging factors. To truly uncover predictions of human behavior, you need to analyze thousands of data points to reveal the multitude of patterns that lead to transactions. Attempting to complete this process and predict listing opportunity at a human's pace is daunting at best. There is a solution. Big data and predictive analytics consider thousands of data points, providing in-depth information on the people living in the home, the history of the home itself, and the history of the market in which the home resides. Data in these areas are analyzed to identify who may be signaling a near-future selling date. We all know the 80/20 rule. Eighty percent of yield comes from 20 percent of a farm. An agent's goal is to find the top 20 percent in their market. The reason agents mass farm a territory is because they are trying to find the top 20 percent. This is where big data and predictive analytics come into play. An agent's goal is to find the top 20 percent in their market. Let's take the Joneses, for example. Perhaps over the past 20 years, they move, on average, every five years and today has been four-and-a-half since their last move. That's interesting. But what if they also have two children who are about a year or less away from college? That's interesting too. Now consider that the Joneses' income history puts them in a category of homeowners who typically sell in year seven and it's now year six. Here, we see that three different attributes align—history of migration patterns, children and income. Those are just three attributes that line up. However, when you stack several hundred of them on top of each other, you no longer have a coincidence. You have statistical relevance. This technology is all around us. A FICO score is simply a prediction of our likelihood to make loan payments on time. The department store Target made headlines when they showed they can predict accurately, using big data and predictive analytics, which of their customers are pregnant. Now, instead of telling everyone about their new baby products (mass farming), they just focus on this subset of customers (smart farming). This technology is not new; its usage is just new to those in the real estate industry. Companies use these predictions to determine factors such as whom to contact, as well as when and why. Now real estate agents can too. Traditionally, farming is arduous and costly. Big data and predictive analytics will identify an agent's top 20 percent, eliminating the 80 percent that often prove to be wasted time, effort and marketing (think of all the mail that goes unopened or thrown away by the bottom 80 percent who have no intention of listing). Of all the tools and technology now available to real estate agents for prospecting, big data and predictive analytics are the most robust. Nothing else currently matches these abilities at allowing agents to hyper-focus their time and energy on the right prospects. To view the original article, visit the SmartZip blog.
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Attract More Leads with the Right Mindset, Skillset, and Actions
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The Condo Project Lead Generation Success Plan
Somewhere today a real estate professional is asking, "How can I improve my condo project lead generation activities?" It is definitely worth the time and effort to improve, as getting the listing for an entire condominium project is an amazing use of economy of scale. You're concentrating your marketing, physical presence, and time in one location where you can end up with many trips to the closing table. The normal approach is to put a new navigation tab on your agent website, label it something like "Condominiums," and put a bunch of descriptive and marketing content there. Luckily, you're reading this because you don't want to be just "normal." So how can you effectively market condominium projects, generate leads, and get to the closing table often?
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How to Turn Your Next Open House into a Conversion Machine
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Real Estate Postcards and the Website Mailing Circle
Farming real estate areas to generate listings is as old as real estate sales. For all of that time, direct mail of real estate postcards has been a very effective strategy for listing lead generation. Are you struggling with marketing budget decisions, especially when you've been transitioning to online marketing? What works best for the money invested? How do I get more out of my real estate postcard marketing? One thing we've learned is that measuring results in the online world is easier, especially when using analytics, site visitor tracking, lead generation forms and calls-to-action. When it comes to that postcard, you don't even know if it got read or hits the trash can right away. While you can survey your listing prospects and ask if they have been receiving your real estate postcards, it's far from a reliable measurement practice. Should you keep spending the same on real estate postcards or shift some of that budget to PPC or other online marketing? Here is a six-step process to complete a direct mail-email lead generation circle.
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Why Your Referral Business Has Dried Up
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How Real Estate Agents Can Capitalize on Big Data for Big Results
Simple ways predictive analytics can boost your bottom line Big data powers predictive analytics. As the field grows, these massive data sets propel some of the biggest companies in new, unexpected ways. Netflix reports it saves $1 billion each year by optimizing the predictive engine that recommends content and programming to its customers. Google Translate's reputation is nearly bulletproof now that its predictive algorithm has been retrained to translate in contextual sentences. Airbnb hosts see a fourfold increase in occupancy rates when they set a rental price within 5 percent of the company's recommended rate. In short, big companies use big data to make big waves. But what does that have to do with your relatively small real estate business?
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5 Common Mistakes Agents Make When Farming -- and How You Can Avoid Them
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How to Use Real Estate Testimonials Online the Right Way
How can you use real estate testimonials much more effectively for lead generation? It's a question you should be asking yourself if you're not already. In today's online social media world, it's never been more clear that customer referrals and testimonials can grow your business. Especially when it comes to the Millennial generation, who are very reliant on recommendations by their peers for everything from restaurants to real estate professionals.
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It's Time to Market to First Time Buyers Again
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[Best of 2017] 3 Places to Look for Motivated Sellers
We're continuing an annual tradition of counting down our top 10 articles of the year. The following article was originally published in January and is #6 in our countdown. See #7 here. The colder months are here, and many would-be sellers are hunkering down to wait out the season. As homeowners settle in, most real estate agents will find it progressively harder to get enough listings to keep their businesses running smoothly. But don't worry. There are always motivated sellers who want to sell fast, even in the worst weather. You just need to know where to look.
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