Many homeowners want to sell their homes but don’t know where to start. If you learn to help them achieve their goals, they’ll come to you for expert advice. However, this leaves us with one more question — how will they find you?
While there are several ways to find your audience, one of the most effective approaches is to set up a home seller workshop. Take a look at the five steps to creating and promoting your workshop.
The first step is to pick a day. Find a time of day when you think your target audience will be available to watch or listen to your presentation. Usually, many professionals are busy during the day, so the best time to schedule it is in the early evening, around 7 PM to 8 PM.
Once the date and time is set, the next step is to create a curriculum. What will you talk about in your workshop?
If you’re new to the industry and not familiar with public speaking on a virtual platform, perhaps you can invite a guest speaker to have conversations with. For this method, the best format is question and answer. The topics you can cover can include top questions sellers are asking right now, like the following:
Once you narrow down the topics you want to talk about, you can go to Google and search for the answers. While the information you provide is essential, what matters most is how you deliver it.
Your audience will listen to someone who exudes confidence and expertise, so consider this as you prepare for your workshop. Practice, practice, so you don’t come across as uncertain of yourself. If you don’t trust what you say, your audience won’t, either.
Now that you have the date and the curriculum ready, the next step is to create an event with a good title and develop a sales copy for the event. Make sure to explicitly mention what the main points of your workshop are and what value it will bring to your viewers.
If you have additional offers such as free virtual consultations, special guests, and home price offers, include them to increase your appeal.
After that, you need to develop a registration page. With Eventbrite, you can customize the page to include the essential details, such as:
Once they submit their form, you can collect their information and save it in your database. As the event nears, get in touch with them by either sending an email or texting them. Calling them three times can increase the conversion rate because it will let them know they’re wanted in the event, so they will be more inclined to go.
If you want to widen your reach and tap a more significant number of people, you can do so in various ways. For instance, you can:
With these steps, you’ll be sure to produce a successful workshop. While these steps serve as a good starting point, be sure to customize them to fit your needs. The more authentic and personalized your pitch is, the more you will grab people’s attention.
Do you want more lead traffic to your website? In this episode of Keeping It Real, we explore the latest SEO best practices with Bob McCranie. Bob is the Broker Associate & Team Owner at Texas Pride Realty Group - HomeSmart Stars and an expert on utilizing SEO best practices and Area pages in his strategies.
Join host Frank Klesitz, CEO of Vyral Marketing, in breaking down the strategies and best practices behind a robust, high-conversion online presence in today's evolving digital landscape.
If you need some help optimizing your site, tips on how to turn up the volume on your current lead flow, insight into different strategies that have provided wins for agents across various markets, check out Bob's Area Page lead generation strategy!
Bob, a Brokerage Associate & Team Owner at Texas Pride Realty Group - HomeSmart Stars, shares the techniques and strategies he deploys to increase overall visibility to prospective clients in his market.
According to Bob, he deploys three unique strategies to get leads. These strategies roughly refer to attraction marketing, SEO & optimizing his website based on popular search engine optimization guidelines, and demographic farming/cultivating his existing audience.
Let's dive more into these strategies and find out how Bob executes them to get as many leads as possible.
Attraction marketing, also called event marketing, is Bob's number one strategy. This strategy is based on the idea is that you don't have to run Ads all the time or cold calls but have people gravitate towards you because of who you are in the community. In the case of Bob, he's a well-known Broker Associate with long years in the industry. Newer agents can begin working on their community visibility by hosting events.
You can draw people to you by hosting events, posting about them on social media, and generally being a social connector. It doesn't have to be a real estate event, but any event that serves as a lure to connect with people.
Some of the events you can host include:
Starting successful community events takes consistency and patience. Make a schedule and stick to it when promoting your events. You can put up physical signs around your area. Put up flyers at your local coffee shops and gyms, and utilize social media ads. These have proven very effective no matter which markets you are located in.
Putting in a constant effort will build attendance over time, and before you know it, you will have collected a community of regulars at your events that can also serve as a potential client base. Networking greatly helps get leads, even if not by a massive count at first.
The second and perhaps most important is internet marketing, specifically SEO. Your primary medium is your Reel Geeks website, which helps you draw in more organic leads. You still run Google ads, which brings you steady business.
However, you must have a website to lead your potential leads and provide them with the information they need.
Of course, just having a website is not enough – you need area pages. Bob stresses the importance of area pages and being specific about where you want your leads to go. He combines social media and SEO, focusing locally on his pages.
No one looks for real estate in the main city. People always look for the suburb or neighborhood they are looking into.
You create business pages for each suburb of the city you're covering. Each page must have a call to action that takes the reader to the actual area page on your website. It has to lead to the direct page for the city or suburb, not the homepage. It helps to pre-fine all searches as much as possible, directing leads where they want and giving them satisfaction.
Bob's last strategy has to do with demographic farming, which is about cultivating or nurturing your lists.
In this example, he developed his holiday list using postcards sent creatively and in good fun. For instance, he would send a holiday postcard in June or Valentine's Card with a humorous caption. Of the many postcards he sent, the most creative and successful is the tagline, "No, I don't want to buy your house." Bob doesn't want to buy your house, but he can sell it at a 30 to 40% better price than others in the market. The idea is to keep it fun, so people will look at the cards or mail and know what Bob has to offer.
Per Bob's experience, the strategies that can help you bring in leads are – attraction marketing/events marketing, SEO and area pages, and demographic farming. Add them to your process, and you can turn up your current lead flow to the highest volume.