Author: Marci Sepulveda

5 Lead Generation Tricks to Test Out Today

Marci Sepulveda Leave a comment

In real estate, lead generation is an essential and never-ending task. If you’re looking for new tactics to add into your bag of lead generation tricks, here are five lead generation tricks you can test out today:

#1. Add Social Sharing Buttons to Your Email Newsletter

Sending out a newsletter on a regular basis can be a great way to drum up a steady stream of leads, but why not go a step further by adding social buttons? Your subscribers can use those buttons to share your newsletter with their network. This move not only has the power to grow your social media audience, but it can also lead to new email subscribers.

#2. Create a Promo Video

A quick and easy way for your clients and potential homebuyers to get to know you is through a short introduction video. In this video, tell viewers who you are, why you love being a real estate agent and why you’re the right agent for the job based on your skills, experience and expertise.

At the end of the video you can add a call to action for interested viewers to click through to a landing page where they can submit their email for a consultation. You can create this call to action with YouTube’s cards feature, which places a clickable pop-up box at any point in the video. This video should be featured on your website’s homepage and shared in your newsletter and across your social media accounts.

#3. Display Testimonials and Reviews

Another great way to communicate to potential clients that you’re the right agent for the job is through positive testimonials from past clients. After every closing, reach out to your clients and ask them if they’re willing to provide a short testimonial that you can share on your website and in future advertising. These testimonials can be placed on landing pages, in newsletter emails, and so forth, where potential clients will easily see them.

#4. Buy Targeted Facebook Ads

Facebook advertising is a great tool for creating targeted advertising campaigns that reach your demographic. Facebook Ad Manager allows you to target your audience by age, income, location and other criteria, including behavioral criteria such as “likely to move.”

You can use these Facebook ads to prompt potential clients to visit your website, a landing page or a listing where they can provide their email address for more information.

#5. Optimize Your Blog

Most agents already know that blogging can help them simultaneously drive traffic to their website and demonstrate their knowledge of the market and the latest industry news, but simply publishing blog posts isn’t enough.

At the end of every blog post, you should include a lead capture element, such as a form where readers can sign up for your mailing list, an place to submit information to receive a downloadable asset or another takeaway. Adding this element is the extra step needed to take your blog posts from informative marketing pieces to actionable lead generation tools.

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The 10 steps to a successful sale

Marci Sepulveda Leave a comment

Every real estate agent has his or her own methods for getting to know clients and moving them through the homebuying process. But there are some tried-and-true steps that every agent should follow:

1. Greet the client and develop rapport – Help the client get comfortable with you. Build trust through authentic interactions.

2. Ask qualifying questions – Ask about what the client is looking for, their financial situation, buying motivation, and timeframe.

3. Set expectations – Lay out the procedure for the client: how to prepare their lender paperwork, timing for making a decision, preview of a blank contract if it’s a resale, and review new construction contracts. Walk them through what happens after deciding on a home.

4. Present their options – Talk about homes on the market that fit their criteria. Present your plan for picking the best one or extending the search.

5. Demonstrate the homes – Show the homes, going over every detail and focusing on the home’s features and benefits. Keep client motivations and desires in mind at all times. (Though it’s really the listing agent’s job, this important step is often left to the buyer’s agent.)

6. Narrow it down to one home – Narrow down the options until the client is left with one home that meets their needs and that they’re able to buy.

7. Overcome objections – Anticipate objections and remove them before they even come up. When objections do arise, be prepared to address them.

8. Close the sale – You may know the saying “ABC” (Always Be Closing), which means that good closers keep closing in mind throughout the whole process, and use every opportunity to move the buying process forward.

9. Make sure the steps between sale and closing go smoothly – Stay on top of the lender, inspector, and appraiser. Assist with arranging movers or other tasks to help the client transition into their new home.

10. Follow up and get referrals – Seek client feedback via phone calls or a survey. Agents can ask for ways to help clients with any of their post-close suggestions and put them on a long-term referral plan.