Category Archives for "Marketing"

how to market your listings on social media

How to Market Your Listings on Social Media

How to Market Your Listings on Social Media

I follow a lot of real estate agents on social media and was struck by how BORED I was seeing the same old boring listings marketed for sale. Obviously, they were different listings from different agents – but the effect was the same. And, if I’m bored, imagine how your audience that doesn’t work in real estate feels! 

So, this is the first installment of our “how not to be boring” series. This video has tips that you can easily incorporate into your listing marketing strategy on social media. It doesn’t cost anything either! 

Obviously, you can market your listings on social media any way you want. But, I’m assuming that you want people to actually be interested in your posts and not pass you by. 

On their own, houses don’t usually make people stop and think, “What is this, I need to know more?” 

And, that’s exactly what you want them to do! You want them to want to know more!

Use your Instagram app to do fun boomerangs and superzooms. Add captions, use the poll feature or the questions feature are other fun ways to market your listings without being super dull and boring.

The side effect of thinking outside the box with your social media when marketing your listings is that people might actually engage you about your listings! They might ask questions, comment on your posts and even like it and SHARE! Wouldn’t that be great? 

Don’t forget, if you’re totally uninspired (or maybe you don’t have a listing to market right now) you can grab our FREE 20 graphics to use on your social media feed. 

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Download FREE Social Media Graphics

Designed exclusively for real estate agents, we've got 20 free graphics (just like these!) that you can use to promote your real estate business on social media. Grab yours!

how to market your vacant listings with virtual staging

How to Market Your Vacant Listings with Virtual Staging

How to Market Your Vacant Listings with Virtual Staging

Have you ever had a listing that is vacant and would benefit from staging but for whatever reason the cost for staging just isn’t in your budget?

One of my favorite and quite affordable solutions to this is virtual staging.

There’s probably a lot of options for virtual staging but the one I’m using is Box Brownie.

Check out these before and after photos:

BEFORE

AFTER

Living Room
Dining Room
Master Bedroom
Theater Room (Lower Level)

What was a rather vanilla looking listing is now quite interesting!

You can choose the type of style you want it done in. The photos above were in Urban Industrial style.

Another choice is if you want it neat but lived in or neat as a pin – everything in it’s place. If you notice the bed is a little messy looking – I don’t love that but it’s because I selected the neat but lived in look.

Each virtual room costs $32 to stage with Box Brownie. At a quick glance you wouldn’t know it was staged – but if you look close you can totally tell. Still, for $32 a picture it’s soooooooooo worth it!

This particular listing is $170,000. (Don’t judge, I live in the very affordable Midwest!) And, I’ve only invested $128 on staging. The sellers are impressed (their last agent had some unfortunate photos) and hopefully these photos will catch the attention of our target buyer market.

I don’t get a kickback from Box Brownie for recommending them. Seriously, I’m just so impressed with them I think all agents should know about this resource to help them up their marketing game!

**Make sure you follow any rules in your association regarding how you market virtually staged photos so you don’t get in any trouble!

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new years marketing resolution

New Year’s Marketing Resolution

Do you have New Year’s resolutions for your real estate business? If you’re not sure where to start here is one of my favorite New Year’s marketing resolutions. This resolution can (and should) be implemented every year. It doesn’t expire and always gets better.

New Year’s Marketing Resolution: Do more with your database

You’ve probably heard people say that there’s a lot of money in your database. So, as the markets tighten, and online lead costs skyrocket, focus on finding the sales that exist in your database!

What do you need to do to get this resolution working?

1. Create a database

Seriously – it’s almost 2019. If you don’t have a database yet, you need to stop everything and get your house in order! You don’t need to buy an expensive CRM (although sometimes they’re helpful). You could actually start with an excel spreadsheet. So, take a few minutes, gather your contacts and create your database.

2. Create communication plan

Now that you’ve got your database organized, you need a communication plan. How will you stay in touch with all those people? Do they all get the SAME communication or should you treat them differently? Consider how you’ll communicate (and how often) with your past clients, sphere of influence, active leads and old leads that may have fallen off your radar. Some ideas to get you started:

 3. Give value

Value is one of those things that EVERYONE talks about but is sometimes hard to identify. So, take a little time and think about the value you have to offer your database. If you’re going to incorporate value into your communication plan, maybe it looks something like this:

  • Send a weekly newsletter that includes market statistics.
  • Call your past clients every 90 days with an equity update.
  • Perhaps your sphere of influence would also appreciate an equity update – even if they’ve owned their home longer than you’ve been in real estate.
  • Connect with your database on social media by posting hyper local content and other interesting types of posts that people will engage with.  

You know that real estate is a long game.

Working your database consistently is a long game strategy. You might get quick wins here and there (which is fantastic!!) but if you don’t – please don’t be discouraged.

You’re in real estate 24/7, but most people only buy a handful of homes a lifetime.

Your goal is to remain top of mind with the people you know. So, when they are ready to buy or sell, you’re the first person they think of. But, you’re also the person they share with their network when someone mentions real estate! (Hello, referrals?!?!)

This new year’s 2019 marketing resolution to stay in touch with your database shouldn’t cost you a lot of money. It does require a little time to implement. But, investing time to deepen your relationship with the people in your database is time well spent!

We’ve got all the resources, templates and trainings you need to master the above strategies in Savvy Agent Club. If you’re not already a member, check it out.

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Insert Content Template or Symbol
Grow Your Real Estate Business With a Weekly Newsletter

Grow Your Real Estate Business With a Weekly Newsletter

Grow Your Real Estate Business With a Weekly Newsletter

I had the pleasure of talking with Ricky Carruth about his weekly newsletter on a recent Facebook live. Below the video, I’ve outlined the best practices and other value bombs we talked about.

BEST PRACTICES

Some key tips are highlighted with the time we discussed. And, others are just paraphrased throughout.

00:05 – Introduction

Who Ricky is, some history on how he got to be pretty much awesome. 

5:27 – Ricky recommends sending your own newsletter – yourself.

He spends about an hour a week on his. Don’t delegate this task to an assistant because it’s just too important. Put it in your own words. And, if you can do your newsletter yourself then it will be more valuable to your audience than a newsletter subscription you might outsource. Your newsletter is an extension of yourself. It shows your audience how professional, hard working, consistent – all the things people want in an agent. Your newsletter is doing the heavy lifting for you! Plus, sending a newsletter is leveraging your time. One send stays in touch with your entire database. 

9:18 – Does the day of the week matter for when you send your newsletter?

The day of the week you send your newsletter isn’t very important. Consistently sending it every week is the important piece. 

10:50 – Should you send your own newsletter or use a subscription service that does it for you? (hint – do it yourself)

Focus on market facts vs. fluff that no one wants. People want real market facts – new listings, solds, something that helps inform them to make good decisions. Plus you don’t want to send the same automated message as the competition. 

13:40 – Your newsletter doesn’t have to be perfect.

But it will surely be perfectly YOU. 

14:13 – How do you choose your content?

Ricky plans his newsletter on a whim – he knows it needs to be ready to send out every Wednesday so he prepares it weekly and just chooses information that’s relevant to the market at that time. That helps avoid scheduled content especially if there’s some breaking news that needs to be addressed in the newsletter. Mix up a little business with a little market info and a little bit of you. Keep the self promotion to the minimum. Don’t be a bragger. 

19:20 – What do you think is your audience’s favorite type of content in your newsletter?

Ricky doesn’t think there’s ONE favorite. He includes such a variety of content that it gives everyone a reason to open the email. 

21:20 – Do you email your past clients in each weekly email?

YES. Ricky says – it’s an email – how is it bothering them? He’s very clear that this is how he does business and if you don’t like the fact that he’s doing a hell of a job, then we don’t need to do business anymore. If you don’t like the fact that I work so hard and I give you everything you need every week, then I don’t know what else I can do for you. 

22:36 – How do you link to closed homes? Is it a link on the MLS or something else? And, how do you cover a larger area with suburbs?

Ricky creates a spreadsheet that he uploads to his website. You can separate out areas by links on your website.

24:18 – What email provider do you use?

Ricky uses Constant Contact. For the size of his database he’s spending around $200 a month. You can get a free trial for 50 days or so up to 500 contacts. After that there is a monthly fee. (Savvy Agent recommends MailChimp because it’s got a forever free option for less than 2,500 contacts) 

27:08 – BombBomb

Interesting how he used BombBomb once and the open rate was terrible! Ricky believes it’s because the spam filters can detect an embedded video and automatically flag your email as spam. He switched back to his old provider immediately!

28:10 – Have you ever had to improve your open rate?

Ricky said he doesn’t care about open rates. People put too much value on open rate. There’s a lot of value in having your name appear in someone’s inbox. So, even if they don’t open your email for 2 years but then call you when they’re ready – mission accomplished. He also talks about the level of quality in your database – the more your database knows you personally, the better chances of an open rate. 

30:55 – Do you use a special opt in or just send to everyone?

He doesn’t use an opt in really, he just adds people as he talks to them and gets their email address. (If you use a CRM – you might find an email provider that will sync to your CRM. For example, I use FollowUpBoss for a CRM which syncs nicely with MailChimp.)

31:42 – Do you always have the same subject line?

Ricky always has the same subject line – {{Your Area}} Market Report {{Date}} So, his is Gulf Coast Market Report {{date}}. And, he doesn’t use emojis. AND, he never changes the subject line because it becomes expected, like a part of your brand, and people appreciate consistency. 

33:39 – Final thoughts.

Be consistent. Pick a day and commit to sending that email each week for the rest of your life. As you go along you might change your newsletter format and there’s nothing wrong with that. But, always send each week. He thinks that sending once a month, or even bi-monthly, might make you seem like a part time agent. And when you send good quality content then weekly newsletters aren’t too frequent. 

Join Savvy Agent Club for more information and step by step instructions on how to create your own newsletter to nurture your database and prove on a weekly basis that you're the hardest working agent in town!

better facebook ads strategy

Real Estate Agents Need a Better Facebook Ads Strategy

Real Estate Agents Need a Better Facebook Ads Strategy

This was a Facebook Live video done on the Savvy Agent FB page

Some background:

So, I was on a call with a couple of agents earlier this week and they’re spending pretty decent money with Facebook doing some lead generation ads, I assume, or I guess I shouldn’t assume because it sounded like they didn’t really know what they were doing. One of the real estate agents said, “Well, how do I know if my ads are working? I’m spending $1500 a month, how do I know if it’s working?”

There are many different answers to that question.

This particular person had a marketing person that was in charge of that. The answer for her was, “You need to go to your marketing person and have them explain what the strategy is and if it’s working.”

Personally, I don’t spend $1500 a month on Facebook ads. Actually, I have three or four ads running right now, just promoting listings. It’s a really simple strategy. In the last seven days, I’ve gotten 97 leads and I’ve spent $58.65. That’s pretty good return for the money spent.

But my strategy on that ad is very simple. The ad is basically exactly what I wrote on the MLS listing and it takes them to my IDX website. So, when the visitor is on my website, if they look at more than one picture, it forces them to register. Forced registration and I have their contact info!

Never spend money for someone to go nowhere.

In order for that ad to be profitable, and for me to say, “Yes, my Facebook ads are working,” then I need to get something for that ad.

Before you start any ad campaign, you need to know what you want in the end.

  • Do you want to get people to go to your website?
  • What do you want them to do once they’re on your website?
  • Do you want them to join a buyers group that you have on Facebook?
  • Do you want them to download a guide?
  • What is your ultimate goal?

In this example, my goal was super simple: I want leads on my listings for my team to work.

But, the other agent that we were talking to said, “Well, you know, I do videos, I do this, that, blah, blah, blah.” (Blah’s inserted to abbreviate the conversation.)

Also, she wasn’t really sure of what her overall strategy was. I said, “Oh my God, you have got to stop.” And then I drew a terrible picture. And that terrible picture looked, well, frankly, like female anatomy. It looked like Fallopian tubes!

In the video above, I pre-drew the picture so it’s a much better drawing. This is essentially a funnel: 

Better Facebook Ads Strategy

Not to be confused with a funnel cake, but it’s a SALES funnel.

A sales funnel is essentially the process of you getting strangers into your sales funnel and moving them down the sales pipeline to ultimately buying real estate. This sales funnel is going to be what helps you have a better Facebook ads strategy. It works for all advertising strategies too – not just Facebook ads. 

For example, think of strangers being above the sales funnel. All the people in the world that don’t know you are outside the top of your funnel. So, maybe you upload a real estate video to your Facebook business page.

You want people to watch the video because you want to show them that you’re amazing, naturally. In this example, you would target cold traffic to get people INTO the top of your sales funnel. And, because the people who already know you deserve a different message, right? It’s all in the strategy.

What do you do with someone once they watch a video?

Well, you don’t just forget them. You want them in a video views audience. Then you can serve them another ad after they watch the video. 

And that’s how it goes. You serve another ad to that audience and move them further down the funnel. The whole point is to get strangers into your sales funnel (or what I like to call the circle of trust) and the people interested in doing business with are pushed to the bottom of the sales funnel when they make a purchase. The funnel gets smaller toward the bottom because not every person that gets into your funnel is going to turn into a sale.

And, it’s possible that someone who enters your funnel in 2018 might buy or sell a house with you in 2022. But, you have to have a good strategy to stay at the top of their mind for when they’re ready to do business with you.  

A simple sales funnel example:

Ad 1 – Serve your video as an ad to a cold audience (strangers).

Ad 2 – Then, anyone that watched at least 25% of your video you’re going to serve them a home value ad.

So, if they watch 25% of your initial real estate video, then that might be a sign they’re pretty interested in real estate. Then you want to serve them a very specific ad that has the opportunity for them to take action. In this case we used a home value ad. Once they register with your home value ad – you’ve got their contact info and you’ll work them until they sell! (Or at least put them on a drip campaign.)

This is a pay to play world.

Be strategic with your sales funnel and how you’re going to get them further down the pipeline. Now, of course, not everybody’s going to make it to the bottom of the funnel, so that’s why it gets a little bit smaller, but you can get so much more targeted as you get closer to this buying decision part of the funnel. Once you have this strategy in place, then you can actually say with confidence whether or not you know if you Facebook ads are working.

Today, I have a very simple strategy because I was too lazy to set up a complicated funnel. And well, frankly, maybe it’s not even me being lazy. Maybe it’s just that I’m so darn busy, all I had time for was to throw up those ads.

I want leads on my listings.

Just like you and every other real estate agent out there. And there is nothing wrong with that. It’s effective. I can say that 97 leads for less than $60 in seven days is worth the money.

Before you give Facebook any more money… actually, this rule actually applies for everything.

Before you give Google AdWords money…

Before you give ANY VENDOR any money, make sure you know what you want in return for that money. And then you have something to judge the performance by. You have your baseline expectation and with a little more experience, you’ll have cost per lead, cost per sale, you’ll figure all of those things out. 

The very basic minimum thing that you have to have…

…is a strategy of what you want to happen. Then, you can grade your performance and know ultimately if that money is worth your time or not. You can get a lot more advanced and nerdy about the numbers later, but please: If you don’t know if your ads are working, STOP.

Stop spending that money right now or talk to the marketing person who’s in charge of those ads. Somebody knows. And if that somebody is supposed to be you, shut the ads down and think through it, look at the numbers. You’re a business owner and you deserve to know that your money is being spent wisely so that you know if you should spend more of it or not.

We teach a lot about funnels in Savvy Agent Club. But, if you make sure you have a STRATEGY before spending any advertising dollars, that’s half the battle right there.

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free real estate leads

Get Free Real Estate Leads with Customer Reviews

Get Free Real Estate Leads with Customer Reviews!

Love it or hate it, people are visiting Zillow when they’re in the research phase of their real estate journey. They might be scoping their competition, or they might be looking for an agent. If you don’t have a presence on Zillow, you’re missing out on the potential of getting FREE real estate leads. 

Reasons why I think everyone should collect reviews on their Zillow profile: 

  1. It’s FREE! You don’t have to be a Premier Agent or pay Zillow any money to have reviews.
  2. Zillow is going to get more website visitors than your website, so why not capitalize it?
  3. People will message you directly because they loved your reviews. (Hello, FREE real estate leads?!?!) 
  4. Your competition probably isn’t going to put as much effort into it as you, so you’ll have an edge. 

 
You can, and should, get reviews from these types of clients:

  1. Past clients
  2. People that bought FSBO or some other way without you
  3. People that you showed properties to, but decided not to make a move
  4. Your friends that benefited from your free real estate advice

 
And, if you can think of anyone else, you should totally ask for a review! 
 

Maybe you’ve gotten out of touch with your database. 

Why not re-engage with them with a “hey, I was in your neighborhood the other day and thought of you” message? Then, when they respond, ask for the review. This is a double win because you’re reminding someone you once worked with how amazing you are, and then when you get a review, perfect strangers will also see how awesome you are. Which results in FREE real estate leads. (Isn’t that awesome?)
 

Make getting a review part of your closing system.

We talk about reviews at the very beginning of our relationship with people so they know that this ask is coming at the end. And, when you time it right, they’re usually quite happy to write a glowing review. 

But, does it have to be Zillow? 

You can collect reviews on other sites like Facebook, Google, and I’m sure many others. The key is to get the reviews – and get a lot of them. It’s best if they’re housed somewhere that gets a lot of real estate traffic already so you can get some traction with your reviews. Having the most reviews on www.yourname.com isn’t going to help when you get 7 website visits a month. 

Recycle those reviews!

Finally, you can always copy/paste the reviews you’ve received on Zillow (or any other site) to your own website. So, no matter how someone gets to your website, you’ve got the social proof of your awesomeness at their fingertips! Often times those free real estate leads are going to research the heck out of you so having a solid website in addition to awesome reviews is going to give them more incentive to contact you. 
 
How many reviews do you have today?

Why not set a goal to get 25 more reviews by the end of 2018? 

You can totally do it!

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Using Feng Shui to Sell Your Listings

Using Feng Shui to Sell Your Listings

When you’re at your wits end…

…with a listing that just will not sell, no matter what you do then this post is for you. Ivy Ellerby of Feng Shui It! shared her tips on using feng shui to sell your listings. 

You won’t be surprised to know that her top tips include de-clutter, de-clutter, de-clutter, and CLEAN. 

But, sometimes it’s not a clutter/clean situation. Sometimes you need to address the energy of the home. And, that’s where feng shui can make a difference! 

BONUS!

Mention you watched this video on Savvy Agent and get a FREE 20 minute consultation from Ivy. Contact her HERE.

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Why Every Real Estate Agent MUST Know Their ROI

Why Every Real Estate Agent MUST Know Their ROI

Why Every Real Estate Agent Must Know Their ROI

 

Are you wasting your advertising dollars?

Do you even know?

When was the last time you checked your ROI?

If this is your first time here, Hi <img draggable= I’m Heather with Savvy Agent. Running your real estate business LIKE a business owner is really important to me. So, let’s take a second and talk about return on investment, which is what ROI stands for.

If you’re spending any money on your real estate business, it’s important for you to evaluate your ROI periodically.

Are you getting the value for the money that you’re spending? If you’re spending a significant amount of money, like on advertising dollars, well that value translates into return on investment, or ROI.

The reason I’m bringing this up is because my friends at Zillow, are making a lot of changes to the Premier Agent program. That has a lot of agents sort of up in arms thinking, “Oh my gosh. You know, things are changing. Is this going to be worth my money? We get fewer leads now than we did five years ago.” So on and so forth.

It’s certainly not a moment to be bashing on Zillow. (Don’t take this the wrong way.) But, it’s just smart business owners saying, “Hey, I pay this company money, and I want to make sure that I am making a return on my investment.”

So, how do you figure out your ROI?

Well, you take your net profit, divide by your total investment, times 100. And, you’ll get a number that represents your ROI percentage.

For example, let’s say you spend $1,000 a month on a lead source. That means for nine months this year you would have spent $9,000. And let’s say you have seven sales with a gross commission year to date of $36,750, but your broker has a split arrangement with you where your broker takes 15% of your gross commission, leaving you with $31,238.

(If you’re a team leader, at this point, you would also take out your buyer agent split, because that comes from your bottom line.)

But for this example, we’re a single agent and $31,238 is our net commission. We take that divided by $9,000 (our total investment in the lead source) and take the 3.47 result times 100 to get 347% ROI.

Personally, I like to work with that 3.47 number because I know for every dollar I spend I’m going to make almost three and a half dollars on this lead source, and that’s my ROI, 3.5X. (I rounded up there, you see?)

Once you’ve figured out the ROI for your lead pillars for the advertising dollars you’re spending, then it’s time to make important business decisions.

Are you getting the value that you expected to get?

Is it time to cancel?

Do you need to call your rep to say, “Hey, this is not what I expected it to be. What’s going wrong? How can I fix this?”

Maybe your rep can give you tips on how to convert the leads better, get more leads, or nurture them.

Perhaps you have systems that could use improvement. 

Are you actually following up on those leads? If not, why invest in the first place?

So, that’s how you calculate your ROI.

Take all of that into consideration as you make smart business decisions on whether or not you should continue spending your advertising dollars the way you currently are or if you should invest more, invest less, or invest in something else.

And if tracking your sales and tracking your expenses is not something you’re currently doing, so when you watch this video, you’re like, “What? How am I supposed to do any of that?” that’s okay. I have a freebie right here so you can access my very favorite numbers tracker spreadsheet, which will help you get on the fast track to better accounting.

It’s actually a course in Savvy Agent Club called Accounting is Sexy. So, just think of that as you’re tracking your numbers and counting your money, because accounting is sexy, because money is sexy.

And when you don’t have money because you’ve made poor business decisions by wasting advertising dollars because you didn’t track your ROI, well, that is definitely not sexy at all. So, download that freebie. If you have any questions, you can comment on this post or you can email me, heather@savvyagent.co. Thanks for tuning in, I hope you have a profitable rest of your day!

 

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How to Stay in Touch with Your Database - Without Making Calls!

How to Stay in Touch with Your Database – Without Making Calls!

How to Stay in Touch with Your Database – Without Making Calls!

I know, it sounds like a dream come true which must mean it’s NOT true. But really, this is such a simple, yet fantastic way to stay in touch with your database – without making calls! Recently, I had the opportunity to chat with Revi Mendelsohn, of The Mendelsohn Group, at Rodeo Realty in Beverly Hills, 90210. (Sorry, I can’t help but add the zip code!)

But, back to business…

Revi runs a business that runs purely on referrals. Of course, recurring business from her database, but also referrals from past clients, sphere of influence AND other real estate agents. She uses Facebook to stay in touch with her database, but she does it in an old fashioned way. Check it out:

Common questions:

Does it freak people out that you’re sending them a card with their own pictures on it? 

NO! One person out of 1200+ has had an issue with it. Most people love it because it’s so unique and personal. Most people only have digital pictures so sending a printed picture on a card gives them something to hold onto for a long time. But, you also don’t have to use their pictures – you can just send a regular card.

Side effect: People will post a picture of the card she sends to social media – and that generates interest in her and her business!

 

Does it take a ton of time? 

It takes as much time as you want to invest. You can certainly go down a rabbit hole when you’re getting started or designing something, but it’s not required at all. Basically, you could spend the least amount of time possible to upload your contacts, scan Facebook periodically for special dates, and send out the cards. You can even have your assistant or VA handle this task for you.

 

Is it very expensive? 

No. Send Out Cards has a FREE plan which is great to try it out and get your feet wet. There are three other pricing plans depending on your monthly needs. We talk about those at 29:21 in the video.

 

Can I use it in a drip campaign? 

YES! Revi shows us examples of how she has campaigns that automatically send out anniversary cards. You can also set it up to send cards at a certain frequency with different subjects. The first few months after buying a house is a great example, but you could customize it for other occasions/milestones as well.

 

My favorite part…

You can send BROWNIES with your card. Honestly, this makes me so happy! I had a referral from a past client and wanted to test the Send Out Cards system. Sent them a package of 8 brownies which was a little expensive on the free plan. If I had the $97 plan, I think I would probably send more brownies – and more likely in 2 packs which are more reasonably priced. (I mean, the brownies are good, but let’s not go crazy.)

But, maybe you wanted to send a gift card, and not an edible treat like brownies. NO PROBLEM. You can buy that $25 gift card for a small handling fee – which is competitive with Walgreens. You’ll pay less for the card than a Hallmark at Walgreen’s too!

 

To sum it up

I could talk about Send Out Cards with Revi for a long time. And, this was a long chat at 1 hour and 15 minutes. But, it’s filled with gold marketing tips that you can use in your business, whether or not you use Send Out Cards. If you wanted to try Send Out Cards, you can use Revi’s affiliate link (she’ll get a small commission if you spend any money, so that’s cool!).

Download our Listing Domination Starter Pack!

(it's FREE)

Real Estate: Your Customer's Journey to Buying a House

Real Estate: Your Customer’s Journey to Buying a House

Real Estate: Your Customer’s Journey to Buying a House

Recently, I was on a mastermind call where we discussed how we (we=real estate agents as a whole) have a tendency to talk to leads as though they’re in decision making mode.

Which got me to thinking – if they’re not in decision making mode, where are they?

Statistics show that an online lead takes 12-18 months from when they first start looking at homes online to actually reaching out to a real estate agent. BUT, does that mean they’re in decision mode?

Nope.

Real Estate: Your Customer's Journey to Buying a House

 

All transactions start with an idea.

Which moves into research, definitely weighing the pros and the cons of making a move, etc., etc., until your client decides to connect with an agent and make a plan.

Then, they’re really serious and you start moving toward that fateful day when they sign a contract.

What would happen if you talked to your leads as if they were in the idea stage? How would your communication be different?

Are you asking them over and over if they want to go look at houses this weekend – and getting no response?

What if you gave them an answer to a question they might be thinking about in the research stage?

For example, could they be wondering how much money you actually have to have to buy a house?

I’ll bet you know many different answers to that question! So, why don’t you email them and give them the answer? Brilliant!

Do that over, and over and over.

Even if that person never wondered about down payment, or whatever question you answer, you’re providing value and PROVING that you’re awesome. So, when the time is right for them to reach out – of course they’re going to call you!

Save each response you send and after a short time you’ll have a library of VALUE-PACKED canned emails you can tailor to any lead and help generate a response (that will lead to more sales)! And, when it comes to Real Estate: Your Customer’s Journey to Buying a House, you now have a clear idea how to reach them in different stages.

Attract your PERFECT client with this Savvy Agent FREEBIE:

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