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.
We are excited to welcome back one of our favorite guests, Lisa Chinatti, for this episode of Keeping It Real. Lisa is a top producer based in Westford, MA, with over ten years of Real Estate experience. We are also joined by Jason Posnick, the Sales Manager for the Chinatti Realty Group and has an enormous passion for developing others, solving problems, and conveying positivity into people’s lives.
The market is hot right now, and we see a lot of areas with low inventory. Lisa gives you her tips and shares what she and her team are doing to maintain their seller lead flow.
Lisa and Jason break down the most effective approaches to 5 different lead sources and how to create a plan that meets your needs regardless of which market you are in.
Join host Frank Klesitz, CEO of Viral Marketing, as he, Lisa, and Jason dive into generating new seller leads today. If you are looking for a way to generate more seller leads, you will want to check this one out and take notes!
In 2007 Rob Chevez began a local MeetUp focused on empowering real estate entrepreneurs to build wealth and create a legacy. Less than 10 people attended the first meeting. Now, what is known today as GRID, has grown to over 16K+ members in 8 states and over 18 locations.
Millions in revenue have been generated from the training, tools, and connections created by the GRID network alone.
All and all, Rob shares a great passion for empowering real estate entrepreneurs to build wealth and create a legacy.
What’s your motivation and how did you start?
“I started thinking about a way to go from a 1 to 1 communication to a 1 to many. As your starting to build a business you know you have to build a database. You do that by having a cup of coffee with somebody, or prospecting somebody, or talking to a lead ... What would the world look like if I could actually create something of value that would attract 20 people, 30 people, 40 people, 100 people to me at one time where I then have the ability to pour into them on a topic that I love and we could just talk about it. So that’s where the idea came from. I wanted to build my database, I wanted to lead with value, and it started with 5 people and it just kinda grew from there… Before we knew it there were over 100 people in the room and we were all just talking about what we love to talk about which is building wealth and buying real estate investments and I would help facilitate those discussions. ” [Rob Chevez 4:10 – 5:16]
How to Provide Value
“Before you decide to do something like this, I really believe you have to have some content/context, you need to be doing it, you need to be in the game already. My wife and I had been going to real estate investment association groups for 5 or 6 years prior to this … buying real estate along the way. I remember going to these groups and saying to myself ‘This could be done better, there’s no cohesion in this conversation. They're giving you just enough information to be dangerous but not all the information.’... What if I just gave the information out for free so we could do more deals? What would an investor need to know first?” [Rob Chevez 6:48 – 7:49]
Rob started by examining his and his wife’s own experiences with real estate investing throughout the years and came away with several foundational topics that he felt would bring the most value to do a deep group dive on.
These topics would serve as the general structure for Rob’s MeetUps with one meeting a month at about 2-3 hours each.
“You spend about an hour to an hour and a half on a topic and people get really into the topic … You get 30 minutes of intros because I wanted people in the room to learn who is in the room … after the topic, the most important part is people in the room networking with each other … Once the topic was over people would talk to the people they had an interest in talking to and I made sure that I was a power connector. That I was helping them build their database. ” [Rob Chevez 8:55 - 12:30]
“The way you provide value is: you help someone make money, you help somebody save money, … or you're trading them information that makes them smarter … Go from being a transactional agent to being a transformational agent. ” [Rob Chevez [21:33 - 23:39]
Provide a Platform
“What I learned is I pulled people into the conversation so it was never a monologue … I made sure that I made my members part of the experience and the discussion. Of course, everyone wants a platform, and this gave them a platform to show what they were doing. We celebrated successes in that process. ” [Rob Chevez 12:33 - 13:15]
Providing an environment to facilitate relationships is one of the greatest ways to provide value. This mindset in creating your own mastermind groups will result in meet-up events that go beyond the standard networking event.
Reach
Promote your meet-up across all your regular channels (Facebook, Twitter, Instagram, TikTok, LinkedIn, etc.), email lists, and even linked in your email signature.Rob also live-streams his meetups and provides a playback on his youtube channel. This is another great way to expand your digital footprint. Feature video content of meetups and any highlights from your Meetups in your workflows.
Would you like to know what to say to address today's most common seller concerns?
In this episode of Keeping it Real, we speak to the #1 real estate agent in Michigan, Jeff Glover.
We made a list of the top 10 seller concerns for this Spring 2022 market (which you'll need accurate answers to) when asking for an appointment or a signed listing contract.
You'll get the answers to questions like...
Why do I need to pay a real estate agent in this hot market?
Why can't I just sell my home myself?
Why can't I just pay you to bring me a buyer?
Where will I move when there's not much for sale?
Other real estate agents are willing to take less.
I want to hire a friend or family member to sell my home.
We need to finish a few projects before we put it on the market.
And more...
If you want to know the answers working on the phones and at listing presentations, in this market, come join us for this week's Keeping it Real with your host Frank Klesitz.
We give Jeff all the objections, and he answers them - be prepared to take a lot of notes!
This is a personal message, in a #10 envelope without your logo on it (so it gets opened), that you send to the neighbors of a house that just sold, letting them know you have a buyer for them too.
In it, you’ll ask them to call you to find out what your buyer would pay for their home.
Of course, you’ll only write the letter ethically by representing a real buyer, either a retail buyer in your CRM or an institutional buyer who provides instant offers. There isn’t any buyer personal information in the letter.
Frank takes you through the steps of how to pull the mailing list, format the mailing list, write the letter, and mail it using a mail house that will print, stuff, and mail them for you at the cost of about $1 a letter. The cost can get down to about $0.85 a letter at volume, and you always mail first class pre-sort (never standard/junk mail rate).
We also go over how to get these buyers, how to get a commission agreement with the sellers signed, and how to handle the inbound calls.
If you are looking for a timeless way to generate seller leads that will consistently and predictably get people to call you who are interested in selling their home, this is it.
The majority of leads in real estate don’t automatically convert into appointments or sales. Most of the time, they just end up stuck somewhere in the conversion funnel. If you want to get them out of the funnel, a bit of help is necessary.
In this episode of Keeping It Real Anna Krueger shares some of her tips to learn how to successfully turn leads into appointments.
Here are some tips that can help turn a seller lead into an appointment:
The problem is most seller leads don’t expect to be called and would often brush you off. When the seller says they’re busy, follow this 3-step process:
1. Pattern your greeting with gratitude, saying, “I’m glad you told me.”
2. Ask them when it’s better to call back.
3. Ask them, “Hey, what’s got you thinking about moving?”
Asking these questions usually earn you a response, which you can use in turn the next time you call them. The most important thing here is to keep them talking even though they said they were busy. Why? Because if they were actually busy, they would ask you to call some other day.
How can you do this? Here’s what a Harvard study says, “If you call a new lead six times in six days, once a day for six days, you have a ninety percent chance of them picking up the phone or calling you back.” Most agents found they often just needed to call twice. In this sense, you simply need to be tenacious and keep calling the lead until they pick up.
In addition to calling six times in six days, take advantage of text messages and email. You don’t need any lengthy email newsletter for this – just a blank one with a single subject line that says: “I left you a voicemail.” Just this, and you can already get tons of calls back.
The goal of the email is to get them to listen to the voicemail you sent, which is a more personalized way of telling them your purpose. There are two strategies you can utilize here, which are:
1. Don’t leave a voicemail – The first call you leave, don’t leave a voicemail. Many of them will call back out of curiosity.
2. Leave a voicemail – The structure is to tell them about the benefit of your team and a specific time to call you back. Create different voicemails about this, and you can increase the chance of them calling back.
Another strategy you can’t miss is the use of videos. You can insert it into the emails as a visual version of the voicemail. One tip is to call each lead by their name, which calls on their emotions and makes them feel closer.
According to Anna Krueger in her real estate class BOLD, “Logic makes people think, emotion makes people act.” This shows that if you know the seller’s emotional reason for moving, you can make them act way more than simply telling them the logical stuff.
There are many other strategies you can utilize to turn your real estate leads into an appointment. However, really the most critical key is to hold onto their motivation. When you know what made the seller want to move, then you’ll know the right words to convince them.
If you want to turn your leads into appointments, it’s crucial to have the right platform to track them all. Such software is vital in scoring leads, nurturing leads, optimizing conversion rate, engaging customers, and more. One of the best ones on the market today is Real Geeks, which is an all-in-one real estate solution.
In this episode of “Keeping It Real” host Frank Klesitz discusses how you can transform real estate and CRM goals for 2022 into real-life results with special guests Brendan Bartic and Todd Tramonte.
The world has changed drastically because of COVID-19. Many major changes have taken place in the real estate industry. Learn how you can take concrete steps and decisive actions to adjust to the post-pandemic changes through the New Year’s resolutions and actions of Brendan and Todd.
Brendan shares what he learned in 2021 after he and his real estate team initially built on the wrong fundamental structure by focusing on productivity: “Culture first… The big thing I learned this year is: If you don’t have the culture, you can have the best, most aggressive agents on earth, you’re not gonna get very far.”
As a result, he and his team now resolved to prioritize culture moving forward. He emphasizes their new goals: “We follow our three Ps: People, Progression, and Philanthropy.” He applies these principles by changing which attitudes and behaviors they allow and don’t allow among their team members. He also provides more creative options to both buyers and sellers so they can find a suitable solution for their needs.
Brendan educates himself to become a better leader so he can inspire his team to become better real estate agents.
Todd shares what he learned in 2021: “How absolutely overwhelmed our client is.” He explains that he observed that many people felt confused and exhausted after hearing different messages from different sources during this pandemic in the real estate field and beyond.
That’s why he and his real estate team aim to be the voice of reason and clarity in 2022. He plans to achieve this goal by tailoring their message to give clients reassurance and reliability. He offers simple, straightforward solutions to their real estate needs amid the overwhelming factors in real estate transactions.
Todd also realized the power of onsite work interactions. He fosters mutual trust in the company by working shoulder-to-shoulder with his team every day.
His resolutions align with his overall work inspiration: “The only reason I’m building a business is to have a life of purpose and impact. A life that actually matters, that I’m proud of.”
If you want to transform your New Year’s resolutions as a real estate agent into tangible actions like Brendan and Todd, you can partner with a competent IDX provider like Real Geeks. We offer an all-in-one real estate solution so you can grow your business in the upcoming year. Level up your real estate venture through our custom IDX real estate websites, web design, drip system, and CRM services.
Are you looking to send lead generation emails to everyone on your database, past clients, or unconverted leads in your CRM? A great email marketing strategy is to send emails that contain details regarding how much their home is worth or if they’re interested in getting an offer for their home. In this blog post, we’ll guide you through the steps you need to know to set up your magical seller lead generation email.
When you send emails, make sure that you send to warm leads rather than cold ones, and make sure to make it personal. No one wants spam in their emails and everyone knows what a templated email looks like, so don’t send out one of those. If it looks like junk mail or if it doesn’t look relevant, people are more likely to throw it away or unsubscribe.
Before you can send out an email, you need a list of email addresses. These emails can be found from all of your contacts on Outlook, or your Gmail. Proceed to export all the people on your contacts to your email marketing program. Do the same for everyone on your cell phone and put them in a different spreadsheet. Then do the same for your existing CRM, whether you’re using Real Geeks or something else. Export everything except anyone who has unsubscribed from emails in that system. Another source is a dialer — these will make calls for you and may lead to people you’ve spoken to. Export these into another spreadsheet.
Next, we need to scrub these emails — use NeverBounce.com to ensure that you don’t get bounced emails. This works by providing a ping to the email addresses to see if the actual mailbox works. A $50 subscription will be enough to scrub a couple of thousand emails, and businesses of all sizes use this tool.
While you now have 4 to 5 spreadsheets of scrubbed emails, you will probably have a bunch of duplicates too. Use Myemma.com or Zoho Campaigns will help you send your marketing emails. Other tools include MailChimp and Salesforce for the big players. Upload each spreadsheet into your email marketing program so that the system automatically eliminates duplicates of the same email address. Now, you have a scrubbed, no-duplicate list of all your best contacts ready to get an email from you.
Be sure to do an SPF DKIM Authentication — Google will have a help file on how to set this up. Going through this process will significantly improve the likelihood of sending this email to mailboxes where it would be tagged as spam.
With the steps above, you should be able to get a wealth of leads from emails sent to your contacts. However, this isn’t meant to be done all the time and you can’t send out an email every single week. Keep in mind that this method is best used about once a month or once every two months.
You can download a pdf of all the emails from this episode HERE
Chris Watters, one of the top real estate agents in Austin, is our guest this week on Keeping it Real - LIVE from Inman Connect in Las Vegas!
In 3 years, back when he re-launched his real estate team correctly after burning it down, he went from earning $0 in real estate to $1 million dollars net income (after expenses), all while out of production. It's a pretty incredible story on scaling up a real estate team.
In short, the secret is he started recruiting agents immediately to his online leads. In addition to that, Chris raised money from local businesses who benefit downstream from new movers (not on the settlement statement), all who chipped in financially toward his marketing costs to buy the online buyer and seller leads in the first place.
This is one of the fastest stories of scaling up a real estate team we've heard on Keeping it Real. We're excited to interview Chris so you can model his success. If you're working to build up your real estate team fast from scratch, this is one you should tune in for!
For a complete transcript of this episode go to KeepingItReal.com
Daniel Priestly is an internationally recognized leader in strategy and technology for entrepreneurial businesses based in the UK.
In the next Keeping It Real as host Todd Tramonte and Daniel dive into Daniel’s book “Key Person of Influence”. They will explore some of the simple but powerful steps to help you make your mark.
“Key Person of Influence” details the five skills that will make you more “vital”. Join us to find out how you can utilize these skills to make you the go-to person in your market!
You can get a free pdf version of “Key Person of Influence” on Daniel’s website here.