I met with two different Realtors last week who were new to the business. They both asked how they can create a value proposition and “get noticed” as a new real estate agent. This is what I call the “rub” as a new real estate agent. It’s fairly easy to obtain a real estate license, but things become far more challenging after your license comes in the mail. Every new real estate agent gets excited for their venture and has grand ideas about dominating the market and making a lot of money. Then comes the reality of learning the other side of the business. Marketing strategies, advertisement, building a business, SOI, and learning online and social media tactics to get noticed. Getting noticed in a field of many can be difficult without hard work and a strong value proposition. Let’s talk about first steps to success.
Does this sound familiar? “I want to do a successful first time home buyer seminar!” Then no one shows up, or you get two people. What happened? Marketing happened…better yet, the lack of it. Your intentions were great, the presentation was full proof. You just need to get butts in seats. That is where you fell short. It’s not easy to set up and execute a successful first time home buyer seminar…but it can be done. When I talk to my clients about doing the important steps below they sometimes have push back or think they can get a good result doing just part of it. Yes, that can happen but I have seen too many upset agents and lenders when the event day came and very little showed up. Here are what I feel are the key steps to getting qualified sign ups and attendees.
Are you looking to implement a successful video marketing strategy in 2017? Perhaps you are just getting started using video in your real estate business? Either way, I have you covered in this blog. I’m sure by now you have (if you are a Realtor/Lender/Title) been asked to write or give your quarterly and yearly goals. One of those “goals” might be trying to figure out video, shoot a few, and post it to social media and YouTube. I want you to meet and surpass this goal. I started using video in my business over 4 yrs ago and it changed not only my business, but the entire way I look at real estate marketing in general. You have the Realtors/Lenders that “get it” and see the vast opportunity that video creates, and then you have the other 90% of Realtors/Lenders. Where do you fall? Let’s add video as part of your business in 2017!
As one of my last blog posts of 2016, I want to tackle a question that I get very often when teaching my real estate marketing classes in the Northern Virginia area. “Is it bad if I’m outsourcing real estate content marketing?” The answer to that question is YES…and NO. There are pro’s and con’s to each, and I want to discuss each below. I realize as busy real estate agents that delegation is part of your business. Without proper delegation it makes it hard to grow year over year. It also becomes impossible to wear all the hats and still keep your sanity. Many Realtor clients of mine have expressed their interest of ditching the company website and upgrading to a custom WordPress site, (I highly recommend it) and with that comes adding content to make it go. Think along the lines of adding gas to your Ferrari. Here are my pro’s and con’s to outsourcing real estate content marketing.
I had a client closing last month where the buyer (last-minute) needed a real estate attorney to draft up a document/agreement. The buyer went to the attorney who also said: “Do you want me to look at your Title Insurance Policy?” The buyer said sure. The attorney then started saying things like…”hmm, that isn’t good” and ” oh wow” while taking a pen and striking out items. Keep in mind this was a $1.4M dollar home. The buyer got upset and told the Realtor that the Title Company was ripping him off and not providing proper title insurance coverage. This was all taking place at another place than the closing. After closing, my client was not happy. I had to explain to the client in detail a Title Commitment vs Title Insurance Policy. They are not the same. The attorney was striking out items in the Title Commitment (Schedule B)…not the policy that is sent to the buyer AFTER closing. Once I explained everything the client was fine. She said…“you should write a blog about that on your site, as it could help educate a lot of Realtors!” I agreed with her…so here you go:
Ever hear the saying–“If you don’t have an assistant, you are one?” The longer I stay in the Title Business/Real Estate I believe this is true. Delegation. This is a scary word for many, especially for people who have hard time “letting go” and trusting others with their business. In today’s real estate world, delegation is a must. As busy Realtors sooooo much to do and a lot of it doesn’t involve the actual act of helping someone buy or sell a home. You might be nodding your head “Yes” right now. When prioritizing your real estate business, what tasks do you give to others, and what should you be doing yourself? Lets chat about this and how you can break through to the next level of real estate production and get more things done!
Let’s start off with a statistic. Roughly only 5.6% of all real estate leads covert to clients on the first phone interaction or meeting. Very low number. That doesn’t mean that the other 94.4% of the people don’t buy or sell real estate over time (they do) but with conversion numbers so low it is easy for a real estate agent to give up early in the process and move on to lower hanging fruit. I don’t necessarily fault agents for doing that as your time is important, but I can tell you from experience…you are leaving money on the table. Lots of it. As a Title Sales Rep, it is very similar as we talk to agents and lenders and if we don’t get their business pretty quickly, we tend to move on. Mistake! When it comes to converting real estate leads or any type of lead, the real money is in the follow-up process. Here is why following up is so important and how agents can expand their business at a rapid rate.
How many real estate company Websites are there in the United States? There are around 1.4 million licensed agents in the US so you can guess that the number is pretty high. Ever notice that these real estate company websites rarely (if ever) are ranked on the 1st page of Google for any type of searches…broad or hyper-local? Does this mean that the Google algorithm doesn’t like real estate company websites completely? No…that’s not it. The issue is far deeper than that. I get it…Realtors are not in the website game. They are in the game of helping people buy and sell homes. The issue is that “marketing and branding” is HUGE in real estate. How do you get clients? Where do you send them to get more information about you? HOW do you get discovered on the platform where most people go for information? Your real estate website is your HUB for all things real estate and you. Learning how to use this amazing tool is a must to stay relevant to the consumer in the present and future. Here are the top 5 reasons Google doesn’t rank that company given website.
As we draw closer to a Presidential election, we also enter a time where Realtors get blocked or unfriended on social media. Why? They just can’t control themselves when it comes to their favorite political candidate, social cause, and their every random thought. Doing this can cause Realtors and lenders to lose business and money. There are many instances where people use Facebook as their free website to post blog content and their deep feelings on issues. I have some advice if you are one of these people:
Nobody wants to see/read it.
You may think that people really do want to read those controversial posts and see how smart and knowledgeable you are on a certain topic. Not that you aren’t smart, but in many instances simply “sharing” a poster, or video that clearly shows you are on one side of a topic can be off-putting to your “Friends” and potential referral partners who didn’t know this about you previously. Why would you want to alienate HALF of your social media following who doesn’t think like you do? Is that political rant worth losing clients and business?
Are you using Facebook ads as part of your online/social media marketing strategy? If not, you may want to think again. Facebook ads are far more powerful to reach a “target audience” than using your Facebook timeline/Friends list. By 2017, the amount of people in the United States on Facebook is projected to be 167.2 Million people. That is over 50% of the entire US population! That’s a lot of potential buyers and sellers and a heck of a lot more people than your Facebook Friends list. There are many more advantages to using Facebook ads, such as being able to target market people in a specific area, income level, job title, interests and more! What do you do with all of this targeting power? How do you convert these people to clients and paying customers? It all starts with what you need first to even run a Facebook advertising campaign …