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13 Last-Minute Halloween Events that Will Grow Your Business
Halloween is right around the corner. It's a perfect way to bring fun, sweets and treats to your community and build your business. Many real estate agents wait until the big holidays. Why not begin now? Want to get known in the community or a neighborhood? This is a great time go begin. Here are 13 spooktacular ideas that are fun and can be put together quickly:
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How to Generate Real Estate Referrals Using Local Online Groups
What's the least favorite part of your job as a real estate agent? Most would say cold calls or introductions. The process of seeking out new leads without a previous connection or relationship can be very difficult. Cold calling is not only difficult, but often uncomfortable and unproductive. How do you respond when someone you don't know calls you out of the blue? Are you open to doing business? Not likely. When you become a local leader in your community, the amount of cold sales activities you need to conduct dramatically decreases. Why? Because people know and trust you in your community. When they think of you, they associate positive feelings towards real estate and actively look to refer you to others. The Power of Local Groups for Real Estate Professionals When it comes to increasing the number of referrals you are receiving, you have several options to choose from: Reach out to your current and past clients and ask for referrals. You can partner with other types of real estate professionals and access their client base. Join and create groups in your area and forge new relationships with potential buyers and sellers. Local groups are one of the most powerful tools available to real estate agents. If you are not active in at least two groups, you are missing out on a massive opportunity. Groups in your community can be a gold mine when it comes to referrals. There are many agents who have already discovered the power of groups but have failed to recognize the opportunity within online groups. Local Online Groups Traditional meetups and groups are still very valuable. There is something about face-to-face interaction that seems to create the strongest bonds. However, there are many online group opportunities which other real estate professionals have not yet discovered (or don't understand). There are four types of online groups that would be a fantastic place to start to generate more referrals: Facebook Groups LinkedIn Groups Subreddit Pages Online Meetups Using Local Facebook Groups to Generate Real Estate Referrals Out of the four types of online groups we are analyzing, Facebook groups have the most people interacting with them. In North America, about 70% of the adult population is on Facebook. With recent algorithm changes, advertising on Facebook has become more difficult, but groups are still extremely useful to real estate agents. You have two options with Facebook groups: create your own or join existing groups. We recommend that you do both. In your local area, there are likely already dozens of groups that you can bring value to. Most cities have groups that focus on networking, entrepreneurship, social good, and real estate specifically. Request to join the groups that have a large number of active users and start contributing. As a real estate professional, you have a lot to share. The more value you give to the group, the more people will take notice. Facebook Referrals You might find that potential clients reach out directly to you on Facebook or they might be more receptive to your advertising after seeing your interactions on the group. In the Facebook groups that contain other professionals, look for opportunities to refer business in their direction. A good deed never goes unnoticed. Before long, you will have a stream of solid referrals coming back in the other direction. If you create your own group, you can facilitate the referral process. You should be finding out what every single member of the group needs, then refer leads their way whenever possible. LinkedIn Groups for Real Estate Referral Generation LinkedIn may have fewer users than Facebook, but the users that are on the platform may be more valuable to you. Why? Because they are professionals of some kind and likely a) have disposable income and b) place value behind professionals and formal designations. If you are hoping to join or create a localized LinkedIn group, you really need to bring tangible benefits or value. When users are on LinkedIn, they are there to do business. What value do you bring to the group? Are you advancing the conversation, or watching from the background? If your local city or town doesn't have a LinkedIn networking group, this would be a great place to start. If one already exists, join it, and look to create a group that focuses on real estate. Worst case scenario, this is an opportunity to increase your sphere of local influence and drive more traffic back to your social media or website. LinkedIn Is Made for Referrals Individuals on LinkedIn are in a business mindset. They are ready to receive and provide value—and they want everyone else to watch that exchange. A group is a perfect environment to facilitate this value swap. Provide value. Then provide more value. Then provide even more value. And then, feel free to ask for all the referrals that you want. As long as you are giving something in return, LinkedIn users will be open to referrals every day of the week. Reddit for Real Estate? If you are unfamiliar with Reddit you may only know it as a website for sharing funny videos and ridiculous cat pictures. Reddit is one of the most under-utilized marketing tools out there. Every professional should be interacting with it in some capacity. The groups on Reddit are referred to as subreddits. There are large subreddits that cover topics such as global news or viral videos. There are also smaller subreddits which can be localized and tailored to serve a small area such as a city. And, like Facebook or LinkedIn, you can look to join pre-existing subreddits or you can embrace your leader role further and create your own. The Reddit environment is a little different than traditional social media platforms and might take some time to get comfortable with it. The advantage, however, is that Reddit is full of consumers and it is not known as a marketing environment. Users don't have their guard up like they do on Facebook. That being said, if you can find ways to provide value on Reddit, cultivating referrals should come easily. Taking Your Meetups Online You already know the power of local meetups and mastermind groups if you follow Parkbench in any capacity. In order to increase the scope and reach of these groups, consider taking them online. Online meetups can serve many different purposes. Everyone in the local group might be looking to increase their knowledge in a particular area (real estate investing, negotiations, etc.) or the goal may be to simply network. One of the biggest advantages to an online group like this is the turnout rate. When you host a physical meetup, people may be hesitant to enter a new environment or they might be too busy to travel to the meeting location. With an online group, they can join the conversation with a click of a button. It might take a little longer to create and grow these groups, but trust us, it will be worth it. These meetings will be much more intimate than a Facebook or LinkedIn group, especially if you use video for the calls. Don't be afraid to start small and invite some of your friends and current clients. Remember, just like any other group, if you are providing value, you will eventually get that value in return. Step into Your Role as a Local Leader Are you ready to join and start some groups of your own? Can you feel your identity as a local leader growing? Don't let this motivation fade! Go and join two or three groups right now and add a post about the current real estate conditions in your area. You have so much value to give as a professional beyond your real estate expertise. If you consistently share that value, you will have more referrals than you know what to do with! Did you enjoy the insights from this article? If you want to learn more about becoming the real estate leader in your community, consider sponsoring your area with Parkbench. Click HERE to see if your area is available! To view the original article, visit the Parkbench blog.
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Top Tools, Templates and Tech for Listing Leads
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Do You Have a System for Real Estate Listing Success?
What are your process steps for getting a real estate listing? Do you have a written or structured set of steps to take a listing, get it on the market, and then to get it sold? After the sale, do you have a well thought out plan for getting referrals from your listing client in the future? You may have plans set out that answer these questions. But, do they fit into a start-to-end set of steps that are all one process for real estate listing success? Whatever your level of success in getting listings and getting them to the closing table, are you concentrating on three short-term processes or are all three combined into a smooth flow for success?
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Friday Freebie: Downloadable Report for Home Buyers and Sellers
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What Happened to All of Your Referrals?
One of the best sources for new business is the business of client referrals. Not exactly a life-altering statement, is it? How about when you take into account the fact that 88% of buyers say they would use their agent again or recommend them to others, and yet only 25% actually do. Now you recognize how important your referral pipeline is or could be to the future health of your business. So if you are questioning where your referrals went, it's time to re-evaluate your referral business.
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The Focused Strategy for Generating Real Estate Listings
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The Five Fifty-Five Program
We all know real estate is a networking industry. If you're not networking and building contacts, then you're not growing... and if you're not growing, then there's probably untapped potential lying dormant within the recesses of your abilities! It can be hard to find the time, resources, and strategies for successfully networking and building your database, which is why we came up with the Five Fifty-Five Program, or the 5x5x5. The Five Fifty-Five program is a system for continually expanding your database so you can get more referrals and rapidly spread word-of-mouth for your real estate practice. The more you build your database, the greater opportunity you have to sell real estate.
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The 8 Elements of a High Converting Real Estate Landing Page
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Think Your Lead Generation Is Expensive and Ineffective? Watch This Short Video for 3 Lead Gen Tips from Industry Experts
Lead generation: two words to strike unease in the heart of any dedicated agent or broker. Funneling potential clients into a sales cycle takes time, energy, and resources... and then comes the actual nurturing of the lead to convert them into a customer. Technology continues to change the way we market ourselves to clients. Lead generation has moved from the tactile world of newspaper listings and flyers to a digital landscape with seemingly endless options. And yet, navigating this terrain of resource-hungry advertising platforms can be treacherous on all sides, especially when only an average of 2% of leads are ready to move to contract within 30 days and it could take up to seven years to close a deal for the other 98%! If it seems like a daunting task to come up with new leads, you're not alone. Many agents face similar issues in their campaigns to create business through lead generation, whether they hire a service or pursue new leads themselves. Recently, Bondilyn Jolly, VP of Marketing at Elevate, an online lead generation and marketing provider, sat down with Denis Pepin, Broker/Owner of United Real Estate Professionals in Huntington Beach, Calif. to talk about common lead generation challenges and their solutions. Here's the video and recap: Problem: Lead generation is expensive. Solution: Generate new leads from your current clients. As an industry average, for every $1000 spent on lead generation, only $10 is spent on lead nurturing. Disrupting this statistic will set you apart from other agents who simply walk away after a deal closes. Actively maintaining a relationship with past clients positions you at the top of their minds when someone they know starts talking about moving. According to NAR's 2018 Home Buyer and Seller Profile, 90% of buyers would use their agent again or recommend to a friend—take advantage of this fact. Problem: More leads exist than actual business. Solution: Lead gen that specializes in analytics could provide higher quality leads—meaning, customers that are more likely to buy. Investing in companies like Elevate that work closely with dedicated and experienced marketing professionals to add value to their lead gen services can help ensure you're seeing a profitable return on your dollar. Problem: Most agents do not have a system to effectively handle and nurture inbound leads. Solution: As part of your sales funnel model, it's extremely important to send potential clients down a tested, proven track towards contract to get the most out of your leads. If you're losing clients at a certain step in your cycle, don't keep trying the same methods over and over until you wear yourself out—change your approach! The best thing to do when you're feeling stuck is to find a reliable, consistent company to work with that responds to agent/team needs.
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5 Ways to Lose a Lead Real Quick
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3 Ways to Leverage HOAs for Leads
There are nearly endless lead generation strategies that opportunistic real estate agents can use to create new business. One underused strategy is connecting with and leveraging home owners associations (HOAs) in your area. HOAs often have well-established communications with homeowners and renters in their neighborhood.
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3 Tips to Attract Your Ideal Real Estate Clients
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Increase Your Inbound Leads with Twitter and LinkedIn
LinkedIn Most people in the business world have a personal LinkedIn, but what many people don't know is that LinkedIn can be just as, or even more effective, for creating connections when you set up a company page. Company pages give you access to connecting with tons of local and distant people or companies in your field of work and if it is done right, can lead to lots of potential business. Follow these five ways to increase real estate leads using LinkedIn and see the difference for yourself.
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How to Snag Baby Boomer Real Estate Leads
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10 More Ways to Increase Real Estate Leads Using Instagram
Out of all social media, Instagram users are the most likely to "take action" on posts. Because of this, Instagram has become a very welcoming place for businesses. Engagement is encouraged in a much stronger way than on other social media platforms, and there are endless possibilities when it comes to advertising on Instagram. Take a look at these ten ways to Increase your real estate leads on Instagram and take your profile to the next level.
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Turn Your Listing Descriptions into Sales
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10 Reasons Why You Are Not Generating Real Estate Clients Online
Running a successful real estate business is all about the art of taking a calculated risk, staying ahead of the curve, strategically planning, and providing value to your clients in hopes of a higher ROI. The internet has undoubtedly become one of the most prominent and important platforms for businesses to thrive and reach a wider audience. When used appropriately, it can be one of the most effective channels of communication with your real estate clients and prospects. However, most real estate agents are not using the power of their online presence and platforms to their fullest potential.
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10 More Ways to Increase Real Estate Leads Using Facebook
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4 Ways You Can Reach New Leads Faster
It's 2019 and buyers and sellers expect instant access to the information and services they're looking for. Your best chance of converting your leads is to reach them in the first five-minute window after they call or fill out a request form. There are a lot of ways you can respond to new leads more quickly. Find some ideas below.
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4 Real Estate Tips for Turning Listings into a Social Media Lead Magnet
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Friday Freebie: Take a 5-Minute Survey on Listing Strategy, Get Rewards
How's your brand recognition in the area you serve? Do consumers think of you first when they think of real estate? Whether you're a branding superstar or a rookie, realtor.com wants to hear from you via a short survey— and, bonus, they want to give you a bunch of cool, free things in exchange for your time. Read on to learn how you can participate and claim your free goodies.
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Tips and Tricks for Hosting the Perfect Real Estate Webinar
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5 Strategies to Generate Seller Leads and Build Better Relationships
It's no secret that seller leads represent an enormous opportunity for your business. But are you struggling to attract and convert them? Just like with buyer leads, generating and converting seller leads is all about relationship building. The internet and digital media have drastically altered the way we interact with prospects, but the need to build relationships is as important to real estate as it ever was—it's only the way we build relationships that's changed. The best way to build relationships with seller leads is to increase your visibility, provide a strong value prop, and stay in consistent communication. We compiled a step-by-step process of proven strategies top agents use to attract and build relationships with seller leads.
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Reducing Objections and Real Estate Buyers Remorse Before Showings
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Open House Sign-in Sheet Sales Funnel for Real Estate Agents
Open house sign-in sheets are a common practice among agents conducting open houses in their local area. Many real estate marketing coaches have their own version of the "perfect open house sign-in sheet" alongside follow-up strategies and more. However, we believe that these strategies are somewhat obsolete and do not work in today's digital age. Please understand that we are not taking a jab at these real estate coaches. Instead, we are giving you a proven, battle-tested funnel that top agents have been using to successfully convert open house attendees into lifelong customers.
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7 Secrets to Owning Your Area
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To Find a Lead, Think Like a Lead
Leads are the lifeblood of the real estate industry, yet being a lead can often times feel like the life is being sucked out of you. For those on the receiving end of dialing-for-dollars tactics, endless mailers, and social media advertising, it can really fatigue their perception of the industry. However, there is hope! Before we talk further, I am not advocating dumping drip campaigns and (dare I say) door knocking, but I instead intend to promote the benefits of consumer-oriented marketing, using social media as a means to provide content to the world (not just ads), and re-thinking lead qualification.
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7 Ways to Win More Listings Regardless of Market Conditions
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Hosting Events to Build Your Real Estate Business
A party with a purpose... You need many different lead generation sources to create a dependable stream of new leads. Online leads and referrals are dependable, go-to options for the first two, but if you're still looking for another reliable lead source, hosting lead generation events may be a good option.
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Word of Mouth Marketing: How to Turn Happy Home Buyers into Lead Generators
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How to Automate a Google Sheets Lead Capture Form
One of the questions we often receive is how to automate lead capture using RPR reports. Essentially, how can an agent create a process that uses an RPR report to generate leads? Although RPR doesn't have a system to do this out of the box, with a little creativity, it's possible with Google Forms, your own Gmail and Zapier (yes, the free plan). This article will walk users through the step-by-step of creating a report, building a form with Google, and automating the follow-up with Zapier and Gmail. There will be a manual step of copying the report URL to Zapier, but the report can be used for multiple submissions. Let us explain…
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Generating Leads on a Budget
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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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How to Market to Expireds the Right Way
Part One: What, Why, and Where There's no doubt that expired listings can be a profitable and worthy lead generation mechanism for agents new and old. These days, with the proliferation of both agents and tools available to discover expireds, competition is gnawing at returns. Perhaps most importantly, however, is the effect calling on expired listings has to the reputation of the real estate industry. The most common techniques rely on finding or buying contact information for expired listings and calling on them. As Edward Zorn notes, his statement below is an average experience for a seller with an expired listing: "She had received more than a dozen telephone calls, the vast majority being robocalls, since her property had expired form the Multiple Listing Service (MLS) earlier that morning. The few telephone calls that she'd decided to answer resulted in awkward conversations with agents who clearly knew nothing about her property..." In this guide, we explain the reasons why expireds can be high ROI lead opportunities, but describe methods in which agents can stand apart and better deliver value when dealing with expired listings as well as introduce a better overall marketing strategy that still fits with an expireds strategy.
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Elevate Your Content with High-Converting Guides
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Mission Focused: Behind the Scenes of a Top Team
The Nick Shivers Team is mission-driven, dynamic and red hot. What's their secret? Peek behind the curtain of one of the most successful teams in the Pacific Northwest. Nick Shivers Team, Keller Williams Realty Portland Central Building a Culture In real estate, we talk a lot about culture — and culture seems especially important when it comes to building, growing and sustaining a team. How would you describe the culture of the Nick Shivers team? Our team culture is about giving back, through our Sell a Home, Save a Child initiative. So at the core of it, we all believe in trying to help people; that's the basis of the team and the business. But as the team leader, I know that if my agents don't have business opportunities, they can't help clients or give back. So, we recruit with a combination of making sure the culture fits, but also by feeding them high-quality business opportunities and leads so they can better jumpstart their businesses. Extending Your Brand Online and Listings Statistically, sellers list with someone they know and trust. How do you carry your brand over to online to start building trust with those who don't know you and your team? The Local Expert™ product from realtor.com® really helps us in our listing presentations. It's an online ads solution that targets buyers and sellers with ads on realtor.com® and Facebook. And I know it works because my agents are using it to win the listing. The biggest thing that I've seen my agents do there is show sellers, "When people click in your area, you can have your open house advertised right there." It's massive exposure and I know that sellers, who are really interested in their house being seen by as many buyers as possible, are impressed. I can tell without having a lot of data (because we're in the early stages), that it is working right now. We also have our rocket listing, which is our instant buy program that I run on radio and billboards and advertise on realtor.com®. Lead Nurture, Persistence and Conversion If you meet a potential seller online, they may be months away from making a decision to sell. How do you keep the relationship fresh? To be successful, you need to be structurally able to follow up immediately. We offer new agents a 90-day ramp up where they're trained on scripts, dialogue and follow-ups for leads. The key is the follow-up and how they can use our technology to do that. We also focus a lot on staying the course. When I started in the business, I was really good at working with the leads who were interested in transacting in the next 30 to 60 days. I was not so good at the longer-term prospects and that's where the gold is. The sale might come after seven, eight or nine follow-ups. That is where you're going to get a lot of those deals, but it is in those repeat contacts that a lot of agents will give up. So we are laser-focused on training our agents not to give up too soon. Retention Once your agents "get it" and start using these guidelines, do they stick around? If I get my agents on the system, my retention improves. I suggest agents stick with me for a minimum of three years and then if they decide to start their own team, that is completely all right with me. I had an example in 2018, my number one producer decided to go out on his own. We are really good friends and I said, Great, go for it. He made less money this year and admitted that it's a lot easier to think about it and talk about it than to actually do it. Final Thoughts from Nick What defines your company? What are the main reasons that should someone consider joining your brokerage? Our big mission statement is about serving people — saving kids by selling real estate. Everything that we do is based on how we can give back to underprivileged children around the world, so that's number one. If that strikes a chord with you, then you're going to get past the first layer. The second thing is we love the underdog. I don't care where you have been. I want to see that you've had success, but I also believe that it doesn't matter where you start, it's where you're going. Last, it's about our systems and our lead generation and solutions and their long-lasting impact. And from this, we've built a tribe of loyal clients. In today's market, that's so important for agents. And of course, a big part of that is that our followers and clients know what we stand for. Because when you can literally say that your industry has helped — our Sell a home, Save a Child movement has raised over a million dollars to help kids — I think that makes a point where people go, "Wow, I'm not going anywhere else but with these guys and gals."    
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Real Agent Story: Online Branding Key to Winning New and Past Clients
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What to Look for When Buying Online Marketing and Lead Generation Tools
There are three flavors of online marketing and lead generation solutions: some that work great, some that are okay, and those that over promise and under deliver. Doing your research will not only help you sort between the good and the bad, but also enable you to understand which solutions are matched up well to your personality. Begin your research by talking to your broker and/or franchise, and MLS and/or association of REALTORS. Nobody wants to help you sell more real estate than your broker who lives off of a portion of your commission. Brokers are highly focused on helping you by offering effective tools and providing training and support to make sure that you know how to use them. Your MLS and association are also great places to start. Like your broker, they have your best interest at heart. One of the drawbacks to tools offered by your brokerage or MLS is that they offer them to all agents in your office or market area. You can find yourself using a tool that is used by everyone in your area, which may undermine your ability to create an online marketing and lead generation plan that differentiates you. Look at the methods used by top producing agents and teams in your area. Again, these are likely to be tools that have a proven track record of being effective. Another great tactic is to look outside of your area to see what top producers are doing. Look at the Real Trends top 1000 list to find successful agents and go online and search for homes in their area like a consumer would. Test the experience. Moreover, feel free to call them. Read RE Technology every day. We are constantly highlighting stories of solutions that work in the industry. Pay close attention to our Webinar section. We are constantly hosting online meetings that allow you to learn about new tactics and trends. And do not forget to attend industry conferences. These offer a great way to learn and talk to vendors and fellow agents to discover opportunities to make the right choices. Want to learn more about online marketing and lead generation? Download our latest Success Guide today!    
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Trends in Online Marketing and Lead Generation
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If You Are Not Generating Massive Sales from Your Email List, Try This
The riches are in the niches. Someone famous said that, and people repeat it all the time because it rhymes and it's true. Now more than ever, your ability to segment your market and deliver meaningful messages will determine the level of your success. Most people interpret this to mean that you can only serve a small segment of the market and ignore everyone else. But really, I think you can serve all the people in your database--you just need to be able to give them each what they find valuable.
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5 Tips for Winning More Listings with Your Property Data Tool
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How to Find a Fantastic Niche
Niche marketing is the practice of targeting a group based on a shared trait, need, or interest. This can be anything from single parents to wine lovers, and each month we'll uncover a new niche to help you learn to identify, target, and market to different niches to attract buyers and sellers with specific needs.
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The Key to Real Estate Lead Generation: Custom Landing Pages
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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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Get More Leads by Posting Content Followers Want to See
Creating content for your social channels can sometimes feel like a challenge. Between selecting the right image for your posts and thoroughly considering the text that goes with it, you are left wondering how to get your content maximum exposure and engagement. With this social media guide, selecting the optimal message type, number of characters, hashtags, and emojis for each social network is going to feel like a breeze.
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Find Your Next Listing with These Geographic Farming Tactics
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Last-minute Ad Blitz for Open House Nets 200+ Leads
Are open houses useful? That depends on what you mean by 'useful.' If you mean attracting the eventual buyer of a home, that's debatable. But if you mean, Are open houses useful for filling my sales funnel? then yes, absolutely. That's what Steve Ford, a Keller Williams agent, discovered when he was assigned to hold an open house for another agent's property at the last minute. With just 24 hours before the event, Ford had to think fast in order to generate interest—and ensure that anyone showed up at all. He turned to the Open House Toolkit from Listings-to-Leads, which lets agents quickly market their open house with Facebook ads, landing pages, single property websites, and more. Ford ran the ad below for the 24-hour period leading up to the open house to impressive results. So what can a Facebook ad do in just a day? Here are Ford's results: Over 230 leads captured from his Listings-to-Leads open house landing page (here's an example), which were then funneled into his CRM and assigned to a drip campaign. Six new pre-approved clients who responded by email and gave Ford their phone number Six more families who came to the open house after seeing the ad Ford ran the ad in four different locations: his Facebook business page, a Facebook community page for his area, Facebook Marketplace, and as a shared post on his personal Facebook profile. Here's a breakdown of how each performed: Facebook community page: drove 70 percent of leads from ad Facebook business profile: drove 20 percent of leads from ad Facebook Marketplace and Ford's personal profile: drove 10 percent of leads from ad Ford paid paid $50 to run the ad on the community page, $25 on his business profile, and nothing on Marketplace or his personal profile. That's $75 for more than 230 leads--or a very impressive (and budget-friendly) 33 cents per lead. Tip: Notice in the ad above how Ford doesn't mention the listing price? Instead, he holds back this information in order to encourage lead conversion. On his landing page, leads can get the price, property photos, and more in return for their contact information. Test this technique out for yourself to see if it earns you more conversions. So next time an open house is looming, don't panic. Just turn to Facebook for an efficient, affordable, and very effective way to capture new leads and drive traffic to your event. Brokers, arm your agents with the tools they need to win more commissions. Learn more about Listings-to-Leads today.    
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A Real Estate Lead Generation Strategy for Out-of-Area Buyers that Works
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Using Your Personal Sphere of Influence for Referrals
In real estate, referrals are the name of the game. Sometimes, however, determining the best way to market to your personal sphere can be challenging. Social media strategist and author Katie Lance and ReferralExchange recently discussed tips, tools and strategies for how to effectively leverage your personal sphere of influence to increase your referral business. Here are some key takeaways from the webinar.
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5 Common Mistakes Agents Make When Farming -- and How to Avoid Them
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How Reverse Prospecting Can Work for You
Your MLS is one of your most valuable marketing tools as a real estate agent because it allows prospects to use your real estate website to search listings based on their unique preferences and find the right match for their needs. In other words, MLS search helps the right client find the right home. But wouldn't it be nice if you could also help the right house find the right client?
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Farming and Facebook: Getting It Right
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Advanced Lead Generation: Hosting a Seminar
Hosting a real estate webinar or seminar is one of the best lead generation techniques, but it's one that most agents and brokers overlook. This is because of the time and planning that setting one up generally takes. However, the rewards of hosting a well-attended educational session can be immense since you know anyone attending has a strong enough interest in your topic to sit though your discussion. Here are some things to keep in mind if you're considering hosting an educational session. Seminar vs. Webinar The primary difference between a seminar and a webinar is whether it's held online (a webinar) or in person (a seminar). Because seminars take place in person, it can be easier to make a personal connection and gauge your audience's interest and engagement. Seminars also don't require much technological know-how, just your classic sales techniques with some free information added in. On the other hand, a webinar can have many people or just a few attend without affecting proceedings. You don't have to worry about finding or renting space, setting up chairs, or brewing coffee for anyone but yourself. You can also invite guest speakers to join your webinar and present their topic from anywhere in the world. You may miss out on some of the relationship building that happens when you're face to face with someone, however. Partners Real estate agents aren't the only ones who earn business from real estate transactions. Builders, mortgage companies, movers, and home security companies are just a few of the people and industries who also benefit. Ask someone from one (or several) of these industries to team up with you to host your educational session. They can help with expenses as well as supply valuable information about what a home buyer or seller should expect to switch on their utilities, qualify for a mortgage, etc. Before you approach a potential partner, think about what sort of things they may be able to share. You don't want your educational session to turn into a sales pitch. You and your partners should make usefulness the first priority; if you do that, the leads will follow. Attendance Promoting your educational session in the right place and with the right people is critical. You can't convert leads that never materialize. Leverage past clients to spread the word with shareable social media posts and emails. Your partners should have a list of people they can invite to the session, and HOAs can help spread the word about seminars targeted toward homeowners. Other options include buying radio ads or leaving flyers around town at places like apartment complexes. Create a landing page on your website with information about your session and a registration form. Once you collect someone's information, be sure to send them follow-up emails reminding them there's a week, day, and few hours until the session begins. Tip: Remember to collect your attendees' contact information. Without it, you have no way to follow up and convert your leads. Types of Educational Sessions: Before you start advertising anything, you need to figure out who your target audience is. To do that, determine what type of leads you want. Do you want to connect with buyers? Sellers? Are you trying to reach more people who want to do both? Or are you looking for people in search of a vacation home or thinking about buying an investment property? Do you want to host a seminar for FSBOs? Go for it! Find tips and sample outlines to target various types of leads below. First-Time Buyer First-time buyers need a lot of guidance. Be the one to offer it to them and there's a good chance they'll want to work with you. Just remember to let your session guests know they aren't obligated to work with you or your partners, but that you would be glad to help them find a home. Your first-time buyer seminar or webinar could look something like this: Sign-in/Welcome/Introduction Is buying a home right for you? Renting vs. buying Cost of homeownership How much can you afford? Are you ready to buy a home? (A mortgage partner could cover these topics) Different types of mortgage Qualifying for a mortgage What not to do before you close on your house The home buying process First-time home buyer programs What to look for in a home The importance of homeowners insurance (another great topic for a partner) FSBO In an ideal world, your FSBO session will convince attending homeowners to list their properties with you. However, you should build your session around helping them do it themselves. Be sure to give plenty of genuinely helpful advice and build your CTA around the idea that real estate is a tough business, so if they have any family or friends who don't want to go it alone, please send them your way. Figuring out how much your home is worth Repairs/upgrades with the best ROI Staging basics Listing photo tips Listing and marketing your home Showing tips/working with the buyer's agent How to determine if you have a legitimate offer Negotiating an offer/counter offer Closing on your home Liability issues (you could partner with an insurance agent for this) Investment Property People don't always look for the same things in an investment property that they do for a home they're planning to live in. Value and easy upkeep are typically higher on their list of must-have features than granite countertops or a certain number of square feet. Focus on helping attendees figure out how to spot a good buy, what they should expect from the transaction, and how to turn their investment into a profit. Why invest in real estate How buying an investment property is different than buying a home Down payment Property taxes Interest/insurance How to finance your investment Single family vs. multi-family vs. townhouse/duplex How to identify a profitable investment Value Location Condition Rental history What to do with your investment: flipping vs. renting Tip: Be sure to make a slideshow presentation for your attendees to follow along with. Check out our article on creating a custom theme in Google Slides here. Turning Your Attendees into Clients After spending a couple of hours in their company, whether online or in person, you should have had a chance to build rapport and a foundation of trust with your attendees. Now it's time to start converting. Some people will be ready to work with you right away. Have a copy of your calendar with you so you can schedule a meeting or listing appointment for those leads as soon as possible. Other attendees may still have steps to take before they're ready to commit to a specific agent. Try taking polls throughout your session to determine what each attendee's transaction timeline looks like. In a webinar format, have them type in their answers and keep a written record to refer back to. In a seminar, you may just have to remember or set aside a few minutes to go through it with each person and help them figure it out. Once you know when they'll be transacting, you can set up an appropriate follow-up plan (this can be anything: phone calls, text messages, social media outreach, emails, direct mail). Keep in touch with each of your attendees, even the ones who may be farther from a transaction than they (or you) may have hoped. You can also consider making branded parting gifts for your attendees. If you make it something they'll actually keep around, they'll have your contact info easily available for when they are ready to transact. There you go! You're ready to start planning your first educational session to generate leads. To view the original article, visit the Homes.com blog.
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5 Social Media Tips to Launch Your Real Estate Brand and Win Clients
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Filling Your Pipeline: Origination vs. Order Taking
Many sales agents have a love/hate relationship with their database. Often it is because they have never mastered the art of origination. They are still managing their pipeline like they are taking short cook orders at a diner, just processing the customers that are in front of them. Even experienced pros can struggle with walking the fine line between generating business and managing the existing business that they have. Where can one find a healthy balance? The proof is in learning how to originate a steady stream of customers to network with. Defining Origination Origination at its core is creating new relationships for your business. It can come in two forms: building new relationships with people that already have a connection with you but have never used your services, or creating entirely new relationships. People Who Know You But Have Never Used Your Services If there are individuals in your Sphere of Influence (SOI) that you have not worked with yet, there are three things to consider. Are you sure they know you are licensed and where you work? If they are working with a different agent, do you know why? Have you offered them anything of value? You would be surprised how many family members, friends, and former coworkers are confused about how licensing, commission, and referrals work. They might think you only work with buyers, sellers, or in a specific area. They may also think you are too busy to help them, based on what your narrative is in your marketing. If you want your SOI to take you seriously, you need to show them that you are an educated agent with the skill set to help them. People Who Have No Idea Who You Are Take a moment and think about how busy your daily life is. How many emails, texts, phone calls, letters, flyers, memos, and commercials do you think you absorb during your day? In September of 2017, The Business Journal reported that the average American could be subjected to up to 4,000 advertisements a day. Let that sink in. Remember that one postcard you sent out a few months ago and never received any leads from? The postcard did not fail, but the way you interacted with the prospect did. If your marketing systems have failed in the past, you need to consider three things: How are you conversion/follow-up skills? Does your audience know that you are trying to reach them? When they are contacting you, are they contacting you from a specific call to action? Advertising is becoming more challenging every day. Consumers do not wish to be bothered with countless flyers and advertisements. Time is a priceless commodity. If they identify your message as something that WASTES their time, instead of saving it, your message will fail. We live in an instant gratification culture. People want their goods quickly, effortlessly, and to be able to review and hold the seller/service provider accountable for their personal experience. Can you offer a smooth and efficient transaction? The Two Biggest Mistakes Agents Make with Origination Assumption and vanity. Do you assume that everyone knows how great or professional you are? Is your message one of vanity? And the worst combination of these two mistakes: Do you believe because someone hired you once, that they will hire you again? Keep these errors top of mind when you are building any part of your business plan that deals with customer interaction. Wrapping Up If you have decided to make a full-time career in real estate, origination tasks will need to be part of your schedule every day. Your pipeline (stream of business) will not remain full if origination is not a primary focus. Origination is an art form. You will need to study, practice, fail and then start the cycle over again to figure out what works. Keep working, keep evolving, stop being a short order cook, and become a master at building relationships for the long term. To view the original article, visit the Realtor.com Hub.
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Effective Real Estate Website Calls-to-Action for Lead Generation
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8 Unique and Simple Ways to Get Real Estate Leads
If you can generate real estate leads without expending a lot of effort or money, your business can only benefit. Traditional methods of lead generation may be simple as well, but they may not be very effective, and they surely aren't very much fun. What follows is a list of simple, creative, outside-the-box methods for lead generation. Not only are they simple, but they cost little to no money, and you might even have some fun with them.
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3 Creative Ways to Generate Listings
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How to Use Social Media to Connect with Your Real Estate Leads
Nine in 10 home buyers rely on the internet as one of their primary research resources. To meet these searchers and make sure they work with you and not another agent, you should connect with them on the platforms they use to seek answers and discuss information about home buying and selling online—social media.
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10 Tips for Networking Your Way to More Referrals
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Neighborhood Profile Pages for More Real Estate Buyer Leads
What can you do to get more real estate buyer leads? Listings are wonderful, but the more business the better, so buyer leads are important as well. Take a trip through your website to see if you're providing the assets that buyers, and particularly first-time buyers, want. With younger buyers re-entering the homebuying market due to better job prospects in a growing economy, providing them the information they want when they want it will lead to more buyer leads.
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5 Things to Consider When Choosing a Geographic Farm
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Win More Business from Your Sphere: 3 Ways to Tweak Your Marketing
The ads and flyers you run to your geographic farm often act as an introduction to you, your brand and your business niche. It's acceptable (and expected) that your Just Listed flyers explain who you are and what you do. But when it comes to marketing to your sphere — the people who know you best — it's important that you work to reinforce your value proposition, not introduce it. Because while a refrigerator magnet with your face and email on it may be a suitable giveaway for 500 people in your farm, it's a weird gift to offer the cousin who bunked with you every summer at Camp Lakota. Your goal, then, is to make Cousin Jim feel more special than anyone in your CRM. Here are three ways you can tweak your marketing to better appeal to your sphere contacts.
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How to Leverage Public Records for Business Intelligence
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Combating FSBO: 3 Reasons Why Agents Rule
You know why you matter to the seller, here's how to help them know it too Every person who decides to sell their home without a listing agent does so for the same reason: to save money. However, what those eager sellers tend to not realize is that the soft costs of handling a real estate deal far outweigh what they'll spend on a commission. While real estate practitioners are aware of everything that goes into a home sale, it's not always easy to convince a consumer that the FSBO model is much more involved than posting a yard sign and sharing their listing on Facebook. As advocates for agents, we hope the following suggestions might help you drive home the importance of using a listing agent instead of trying to navigate this complicated market without a rudder.
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Offer an Absorption Rate Report for Leads and Expert Status
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How to Win Business from Leads You Never Wanted
Before dividing leads into categories like first-time buyer or empty-nest seller, many real estate agents separate their leads into "real" and "fake." How you make the distinction can be the difference between getting by and getting paid. If you're just getting by, it could be because you're writing off too many leads. For many agents, a "real" lead has to have real contact information, meet a certain price point (anything under $100,000 is often considered fake), and not be a renter.
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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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