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From Lead to Loyalty: FREE Ebook Download
All too many business owners fall into the trap of sacrificing long-term relationships for short-term gain. Our FREE ebook, From Lead to Loyalty, breaks down why you should focus your efforts beyond immediate short-term sales goals and consider the impact long-term relationships have on your future. Easier said than done, we know. Your bottom line is a priority, and hitting revenue goals is crucial to a successful business. But as most business professionals know, referrals spend more and engaging repeat customers is much less expensive than acquiring new clients. Therefore, we've put together this free ebook that follows a lead through a positive lifecycle. Our Lead to Loyalty ebook will help you navigate how to take a cold lead and turn them into a long-lasting relationship. DOWNLOAD YOUR FREE EBOOK NOW FOR GREAT INFORMATION ON... When and how you should contact prospects Creative ways to thank clients and leave positive impressions How to turn a single transaction into many future businesses opportunities Industries that may encounter a long shopping or browsing period can mean lots of prospects may not need your services right away. As a result, it can be difficult to know how to stay top of mind without overwhelming your audience. We hope the From Lead to Loyalty ebook will help you as you grow and expand your business. If you need more assistance with your marketing strategy, contact our team at OutboundEngine. We are always here to help. About OutboundEngine, an Elm Street Technology Company: OutboundEngine does the hard work of keeping in touch with customers for you. Our expert designers, writers and marketers create compelling, clickable content that your audience will love…all branded exclusively to you. Automated. Easy follow-up. Quality content. Explore OutboundEngine today at
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10 Ways to Pump up Your Prospecting Pipeline
New year, new you! And a new chance to increase lead generation to build up your business. After referrals and repeats, prospecting is the most effective way of generating leads and turning those leads into prospects. It's not necessarily easy: it takes patience, persistence and proficiency. These ten tips from RPR (Realtors Property Resource) will help you get started, stay on track and prospect like a pro in 2022. 1. Get your hands on RPR's prospecting eBook There are many ways to go about prospecting. You can create geographic farms, implement drip email campaigns, leverage your social media sphere, knock on doors, use targeted direct mail, and the list goes on. To get some ideas on where to start and for step-by-step instructions on how to do it, make sure to download How to Farm and Prospect for New Clients. This exclusive REALTOR® download is yours for the taking and will show you how to identify and market yourself to potential new clients. 2. Make prospecting a priority and a daily task Prospecting is not a "set it and forget it" method. Yes, you can automate email sends and replies, implement auto dialing systems, and even use AI through a digital CRM. And each one of those examples can be a successful tactic. But to really prime the prospect pipeline, you need to be consistent and constant in your attention and your action. Make it a priority by putting a specific task or general goal into your daily, weekly and monthly calendar. (Those little e-notifications can be annoying, but they can also be the perfect nudge!) Carve out time, each day or week, for prospecting activities such as networking, community outreach, blog posts, social posts and shares, phone calls, emails, using RPR maps to search for homeowners that are ripe to sell, touch base with friends, family and previous clients, and any other strategy you see fit. The main point is to stick to it and make it a new habit. 3. Embrace your inner data nerd It's no secret that real estate numbers are big. It's most likely the biggest financial transaction your client will experience in their life. With this many zeroes and commas involved, it's no wonder why consumers relish property data. RPR (Realtors Property Resource) offers REALTORS® vast amounts of property data in one central hub. You have exclusive access to property reports, maps and tools that make RPR an indispensable asset. By exploring and learning more about RPR, you'll find that you can easily package up data and offer it to potential clients. In fact, they want it! Charts, graphs, stats and info from expert sources is something home buyers and sellers crave. And if you put it out there in an easy to digest format, you will get reactions and responses. 4. Communicate market activity and home values The most basic way to get your name and face in front of potential new clients is to share local market statistics, and in some cases, specific home sales data. For example, if you have a neighborhood or community Facebook page, make sure you regularly post home sales activity for that area. Doing this once or twice a month gives homeowners an idea of what their home is worth, and how "hot" the local market is. While not everyone is in the position to buy or sell, when they do think about it, chances are they'll remember where they get their information from and the name associated with it. And if you think you have a really hot prospect, don't hesitate to send them an RPR property report on THEIR home. Run a modified Seller's Report by choosing what pages and info you want to include, and then customize it with your info and a personal message. Print it, then mail it or drop it off and use it as a conversation starter. Homeowners have been known to keep these around for years! 5. Take advantage of RPR Mailing Labels Mailing labels or mailing lists can play a crucial role in prospecting outreach in competitive markets. REALTORS® can create them or export owner information from RPR search results. And you can create up to 2,000 each month for free! These ready-to-print mailing labels are perfect for farming, prospecting or direct mail marketing within custom geographies: Conduct an area search, then use filters to narrow it down or use a previously saved area, such as a farm area Sort your results using the "List View" or from the "Map View," and click "Mailing Labels" once you have the right number of addresses A pop up window appears; then choose your label type or a CSV file Hit "print" and remember that you have 2,000 EACH MONTH to use Watch this one-minute video to see all of the above in action or follow these step-by-step instructions. 6. Make 12-24 prospecting touchpoints throughout the year A prospecting campaign can take some time to build; it doesn't happen overnight. Frequency, or how many times a target is exposed to your message, is a long play. Once you've identified a target, whether it's one single address or an entire geographical area, you've got to pepper that contact with your marketing message. One to two times per month is a good pattern. You don't want to overload them, and you also don't want to fall off their radar. That means don't send one postcard once a month and call it a day. Start with a postcard that calls out recent market activity. Then, follow up two weeks later with an email, and ask about whether they saw the postcard or if they have any questions. Then call, drop off a flyer, knock on a door, email a personal video, send another direct mail piece, send a text or Facebook message, etc. It's not called a marketing mix for nothing! Mix up your contacts and touch points, and change up your content to keep things fresh. Another great tip is to "read the room." If they complain that you're sending too much or too often, back off and deliver quarterly. 7. Be a ninja nurturer to past clients This article from Homes.com offers up several ways for agents to stealthily keep tabs on their former customers in an effort to drum up leads and listings. Unlike targeting areas or owners you have no relationship with (yet!), the basic premise is to maintain and foster relationships you do have. For example, a phone call or an email or text to a past client to discuss their real estate goals or to let them know how much their home value has risen is much better than a "Are you ready to sell? The market is hot!" type of pitch. Frame the discussion or "interview" as an FYI to the owner, or call it an annual real estate check-up. A softer approach such as this will help you set up the chat and you'll most likely get some good information out of it. And make sure to keep notes in your digital Rolodex so you can schedule a time to reconnect. You can also follow former clients on social media to see if any life-changing events have occurred: new job, newborn on the way, older kids moving out? Anything that might affect their lives is a potential reason to move and their need for a REALTOR®. One last tip: you can also use Facebook neighborhood pages or Nextdoor sites to offer up help when homeowners ask, "Anybody know a good handyman?" If you see a post like this, reply right away! Chances are you do know a good (fill in the blank) in the area and your suggestion will be appreciated by the owner and seen by others. But don't call or text them right afterwards; just keep a note and add them to your prospecting list. Neighborly, nurturing moves such as this are a great, semi-sly way to get your name top-of-mind with homeowners. 8. Take a free prospecting webinar Wouldn't you know it, RPR offers a live webinar to help you get started. That's right, we're here to help you get going and succeed. There's no better way to learn and get familiar with a process than to have an expert walk you through it. Save your seat for Keep That Pipeline Pumping. This one-hour session will show you how to use RPR's data, tools and features to your advantage. It's easy, it's free and it's highly informative. Sign up today! 9. Take part in or create your own community events When it comes to being involved with your local community or neighborhood, you can't just talk the talk, you have to walk the walk. You need to have real passion, know the area and its residents, and be active in making it a better place to live. Here's just a few ideas to get you started and thinking: Start a neighborhood Facebook and/or Nextdoor page Sponsor a youth sports team and show up to a couple of their games with snacks or drinks Get a booth at a school fair or at a farmer's market Send out HOA meeting summaries, if applicable Volunteer for school and sports team fundraisers Send out a monthly or quarterly eNewsletter that focuses on community events and issues Organize an annual community garage sale day, where you handle all the signs, promotion, etc. Keep in touch with local police and fire departments and give safety updates to your neighbors Take a walk! Simply strolling through your neighborhood will help keep you in the loop on local happenings This is just a thought starter, we're sure you can brainstorm a great list of your own, based on your interests and your community's needs. Most of these suggestions will only cost you time, but do plan for earmarking some of your marketing budget towards community involvement costs as they arise. Making these meaningful connections is a keen way to organically grow your network of prospects. It's also a truly great way to meet and form relationships with your neighbors. 10. Take a tour of the tools So you haven't downloaded the free eBook or signed up for the free webinar. Perhaps you're the "dive right in and get started for yourself" type? We can respect that and we've got you covered! Go directly to the RPR site and start prospecting. This guided tour will take you through the steps of how to prospect for buyer and seller residential clients. You can also start prospecting for commercial clients as well. These guided tours, the magenta colored boxes, are sprinkled through the RPR website. Each one is designed to help you learn about powerful RPR features by helping you navigate your way through the process. The wrap Prospecting for new clients is equal parts hustle, discipline and persistence (read this case study for an example). You've got to make a plan, make the time, and make sure you stick to it. Use these ten tips to get started and to start sparking some new client meetings in 2022. To view the original article, visit the RPR
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How to Become a Real Estate Agent: Getting Your First Clients
There's lots of great perks to being an agent -- you set your own hours, enjoy unlimited earning potential, and help people find a home that suits their needs for the right price. Before you start, ask yourself if you have the right disposition. You'll need top notch sales acumen, great negotiation skills, and the ability to act compassionately and prudently. Start your journey into real estate by learning up on the basics of how to become a real estate agent, and see how you can grow your business with rentals. The Basics Getting Your License It is required by law that all real estate agents must have an active real estate license, so all real estate hopefuls must begin with getting a license (and keeping it active!). Here's the basic process: you'll take a pre-licensing course, pass a state exam, and file a real estate license application. The specifics of this process will vary from state to state, so make sure to do your research on what education you need to become a real estate agent in the area in which you wish to work. States have different requirements for real estate licenses, so if you're planning to relocate, make sure that you're getting licensed in the state you wish to practice real estate in. Make sure to budget both your time and money. The amount of "credit hours" required varies from 63 hours in Florida to 180 hours in Texas, and real estate education can cost anywhere from $200 to $1,000. In addition to taking various real estate courses, you'll need to pass a background check and will have additional costs associated with signing a brokerage. If you know a real estate agent who is active in your area, reach out to them and ask them any questions you have. They'll be able to speak from recent experience (and may be able to send some referrals your way). There's a lot more to getting your real estate license! Do your due diligence before you start, and make sure this choice makes sense for you. Finding the Right Brokerage Most states require new agents to work with a brokerage for at least two years. While you may eventually decide to become a free agent, working at a brokerage will show you the ropes of real estate, and many brokerages will help you continue your education and connect with valuable resources like a mentor. Here are some factors to consider as you chose a brokerage: do you want to work for a larger brokerage with name recognition or a local boutique brokerage that will give you more attention and growth potential? What is the brokerage's commission split? What opportunities do they have for further advancement? Take to the internet and see if you can connect with agents and brokers who work for your chosen brokerage. Become a REALTOR Licensed, signed with a brokerage, and ready to go, right? Not quite. You'll need to sign up with NAR to access your local MLS. The majority of listings in the home sales market, and many in the rental market, can be found on a database called the multiple listing service (MLS), so access to the MLS is a much-needed tool for a real estate agent. Use Rentals to Get Your First Clients Considering beginning your real estate business by working with renter clients. Grow Your Sphere of Influence Working with rental clients is a great way to grow your sphere of influence (i.e., the amount of potential clients you can reach when you post!). You'll begin generating referrals quickly. And, remember, renters won't be renters forever! Most renters want to become homebuyers, and, if you can start relationships early, you can build a longstanding foundation for tomorrow's homebuyer clients. Practice Client Skills Even if you're a seasoned salesman, sharpening your skills requires practice. Because renters move more often—for single family rentals, renters move on average every three years—you may be working with the same client (and receiving commission!) multiple times. And, with rentals increasing dramatically in popularity, a new agent may have an easier time acquiring and working with renter clients. Develop Social Media Skills A social media heavy lead generation scheme is a must for today's ultra-digital world. Both renters and home buyers take to the internet to start their home search—90% of home buyers searched online during their home buying process. This is especially true of renters, who are often more plugged-in Millennials. Build your Facebook Business Page, develop your marketing know-how, and build social media skills that will last your whole real estate career. Earn Commission Quickly While home sales typically take place over a period of months, rentals can close in a matter of weeks, letting you access commissions almost immediately. This is especially important considering how competitive real estate can be for a new agent. Real estate coach Tom Ferry estimates that 87% of agents fail within the first five years. Don't wait for a luxury home sales commission straight out of the gate. Access More Education Ready to learn more about rentals? Once you've got your license, come access free online rental education from Rental Beast. To view the original article, visit the Rental Beast
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