Supercharge Your Marketing and Prospecting Productivity for 2014

Transcription

1 Supercharge Your Marketing and Prospecting Productivity for 2014 Bernice Ross, CEO RealEstateCoach.com Handout at

2 Today You Will Learn How to: Increase your rate of return from your marketing and prospecting efforts by modifying traditional lead generation strategies to match the wants and needs of today s consumers. Convert more leads into closed sales using give to get and multisensory marketing. Integrate the most effective traditional real estate strategies with new technologies to supercharge your sales.

3 What is the Best Way to Generate Leads? Find an Activity You Love that Puts You in Front of Buyers and Sellers.

4 The Best of the Tried and True

5 You re Not Selling Real Estate So What Are You Really Selling? a. Your services. b. Your expertise at helping people find the right home. c. Your ability to close the transaction. d. The dream of homeownership.

6 You re Not Selling Real Estate So What Are You Really Selling? a. Your services. b. Your expertise at helping people find the right home. c. Your ability to close the transaction. d. The dream of homeownership.

7 Strategy #1: Use Dream Whenever Possible in Ads and Closing Attract first time buyers with The dream of owning your first home. The retirement home you have always dreamed of owning.

8 Strategy #2: Make Your Business Card Stand Out

9 Lead Generation Strategy #3: Use a Single Phone Number

10 Strategy #4: Better Yet Create a Digital Card

11 Lead Generation Strategy #5: Annual Report or Equity Checkup

12 Hot New Script: Agent: Values have been increasing. You might be pleasantly surprised about what your home is worth. Can we get together and talk?

13 Lead Generation Strategy #6: What to Avoid from BestAgentBusiness.com Take your picture off your marketing materials! Use a URL instead

14 Or End Up Here

15 How Many of These Terms Can You Remember? Carrot Beet Banana Cucumber Apple Tomato Squash Orange Kiwi Mango

16 The Trouble with Just Listed Cards

17 Guess What Your Neighbors Did Last Night?

18 Don t Forget Your Call to Action Are you paying too much in property taxes? Click here to save. Have fun and be creative!

19 Strategy #7: Highly Targeted Marketing Pieces Instead

20 Strategy #7: Highly Targeted Marketing Pieces

21 Strategy #8: How s Your Headline Savvy? Secrets for Writing Great Print, Web, and Social Media Marketing Headlines

22 Which Headline is Strongest? a. Use these five money saving tips to get the best price on your first home. b. Seven ways first time buyers can save on their first home purchase. c. Seven ways you can save money on your next home purchase.

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24 Which Headline is Strongest? a. Use these five money saving tips to get the best price on your first home. (33.33) b. Seven ways first time buyers can save on their first home purchase. (8.33) c. Seven ways you can save money on your next home purchase. (27.27)

25 Secrets to Writing Great Headlines Include the words you and your whenever possible. Include numbers wherever possible odd numbers are better than even numbers. Other key words are use (creates a command), these, secrets, and strategies.

26 What Headline Sold this House in 24 Hours? Relative Repellent

27 What Headline Sold this House in 24 Hours? Relative Repellent Relative Repellent

28 Highlight the Flaw and Have Fun

29 Highlight the Flaw and Have Fun This property is priced at $20,000 less than competing condos the reason? The small bedroom is perfect for an office. Besides, how often does someone stay the night anyway?

30 Lead Generation Strategy #9: Capitalize on Search Patterns People search by city, street names, and zip codes. For example: 32805LakeViewRealEstate.com 33418OceanHighRiseCondos.com 33401WestPalmBeachEstates.com

31 Strategy #10: Benefits, Not Features, Sell Houses What Makes The Next Two Ads Different?

32 A Typical Real Estate Ad One-of-a-kind trophy estate beautifully placed on an approximate 3.2-acres. Elegant detail, high ceilings, exquisite moldings, extraordinary inlaid marbles, 3 living rooms, rolling lawns, mature landscaping, sunken tennis court, double master suites plus guest suites, wonderful terraces. This is a fabulous opportunity to acquire the finest.

33 A Benefit Focused Ad Enter your personal world of glamour at Summit Bay, a breathtaking new 6 bedroom and 8 bath Masterpiece. Lavishly entertain your guests by the sparkling pool as you watch the breathtaking sunset overlooking the lake below. After a great day of sailing, enjoy your state-of-the art home theater, work out in your fully equipped gym, or unwind in the sauna or steam room. Peace, relaxation, luxury when you are at home at Summit Bay, you have truly arrived.

34 Stage for All Five Senses

35 A Great Website Is Highly Targeted and Lifestyle Focused This site is all about me and my lifestyle!

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37 Increase Your Website Stickiness with at least 20 Pictures per Property

38 At Least 20 Architectural Photos

39 At Least 20 Architectural Photos

40 Strategy #11: Immediate Personal Response Is a Must!

41 If You Respond to a Web Lead in 5 Minutes, What Is Your Conversion Rate? a. 95% b. 83% c. 79% d. 63% e. 53%

42 If You Respond to a Web Lead in 5 Minutes, What Is Your Conversion Rate? a. 95% b. 83% c. 79% d. 63% e. 53%

43 If You Respond to a Web Lead in 30 Minutes, What Is Your Conversion Rate? a. 52% b. 45% c. 37% d. 34% e. 22%

44 If You Respond to a Web Lead in 30 Minutes, What Is Your Conversion Rate? a. 52% b. 45% c. 37% d. 34% e. 22%

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46 Lead Generation Strategy #12: Two Open House Lead Generation Options

47 Strategy #12: Build a Switch List

48 Some Switch List Examples For a 3-bedroom, 2.5 bath, plus family room home priced at $350,000: A 4-bedroom-3 bath home priced at $349,000 in the same area. A 3 bedroom, 2.5 bath townhome priced at $250,000. A 3 bedroom, 2.5 bath, plus family room for $295,000 in an adjacent, but less expensive area.

49 Lead Generation Strategy #12: Two Lead Generation Options

50 Lead Generation Strategy #12: Open Home Pro Setup Photo by Kendyl Young

51 Lead Generation Strategy #13: Video Testimonials Get others to tell your story. Post on your website, blog, and social media sites. Improve search engine ranking. Gen X and Gen Y clients research testimonials before contacting an agent.

52 The Three Best Times to Ask for a Testimonial: When you first start working with a client. When you put the property in escrow. When the escrow closes.

53 Eight Ways to Use Video to Build Your Global Business

54 Use Video to Review Neighborhoods

55 Live Like a Local

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57 Eight Ways to Use Video to Serve Buyers and Sellers Interview mortgage, title, and other experts. Use video to preview properties for clients. Architectural tour of notable local properties. Video testimonials. Use Skype, Google Hangout, or Tokbox to communicate for free from your computer using your web cam.

58 Strategy #14: No More Cold Calls or Door Knocking

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60 Strategy #15: Convert More Listing Appointments through International Marketing Syndication

61 International Syndication

62 Translate Your Listings

63 Reach the Missing 72 Percent

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65 Strategy #16: What is the Best Day to List a House? A. Any day B. Monday C. Wednesday D. Friday E. Saturday

66 Strategy #16: What is the Best Day to List a House? A. Any day B. Monday C. Wednesday D. Friday E. Saturday

67 19 Percent More Views FreeDigitalPhotos.net

68 FreeDigitalPhotos.net FreeDigitalPhotos.net 12 Percent More Likely to Sell in 90 Days

69 Sells for $500 More Per $100,000 in Price

70 Just $97.00 Per Year!

71 Try Before You Buy Free Trial (through ) ListenandLearnRealEstate.com User: fardemo Password:buynow

72 A Journey of 10,000 Miles Begins with a Single Step What action steps will you take to supercharge your marketing and prospecting productivity for 2014?