Phillip Stewart, Sr.

REALTOR, CMRS

My Blog

Get More Leads & Listings: Use an Online Marketing Funnel, Not a Sieve

1/28/2014

Online Lead Generation and Listings are two sides of the same coin. Your listings can help you develop a stronger online lead generation program and having a strong online lead generation program can help you get more listings.

How? It starts with your listings.

According to Google, your listings are what online consumers search for when they go on the Internet searching for real estate. The most common real estate related search terms on the Internet are "Homes for Sale" and the location or "Real Estate for Sale" and the location. In both cases people are searching for LISTINGS!!! Your listings!!

This means that listings are the number one online marketing asset that you have as a Realtor or Broker. And they are also the most cost effective online marketing asset you have.

The Sieves

Most real estate related websites are popular in part because they centralize a lot of listings from all over the country. These websites benefit by getting as many listings as they possibly can on their websites to drive traffic from people searching real estate online.

But these websites do not benefit by just showing people your listings, they benefit by providing online consumers links to other tools and information that they (the online consumers) are looking for like mortgage information, relocation information, community information, etc.

By consolidating as many listings as possible from Realtors and Brokers throughout the country and then providing these value added tools and information, real estate related websites make money by directing online consumers to OTHER agents, brokers and service providers that pay to be featured or otherwise highlighted and linked to.

What does this mean to the Realtor and Broker whose listings are attracting the online consumers to these websites in the first place? It means they are losing a large percentage of the traffic and leads that they could be getting if they were the one providing the other information that they want.

The Funnel

Of all the websites on the Internet, only Craigslist allows you to post your listing (what the online consumers are searching for) along with a links to the tools and information online consumers also want at YOUR website vs. sending them somewhere else and to someone else!

By providing links to the tools and information that online consumers want around your listing that the online consumer is searching for, you create a funnel that will bring the online consumer to you vs. sending them to someone else like a sieve.

Surround your listing with the tools and information at your website and leverage online consumer interest and generate both website traffic and leads! Create your funnel!

Marketing Funnel Results

What kind of results can you expect with a strong marketing funnel? The results of brokers that have used this approach tell will give you the answer:

A medium sized broker in New Jersey sees the results in the traffic to their website as follows:

  1. Craigslist (Listings-to-Leads) - 50.4%
  2. Google - 29.4%
  3. Yahoo Search - 3.35%
  4. Trulia - 3.29%

A small broker in South Carolina see the results of their website traffic explode by using the principal of the online marketing funnel too.

  1. Craigslist (Listings-to-Leads) - 47.7%
  2. Yahoo! Real Estate - 29.4%
  3. Trulia - 8.3%

Brokers that utilize an online marketing funnel vs. a sieve can expect similar results!

Marketing Funnels and Sellers

The more online leads that you funnel to you by providing the listing information they are searching for along with the other tools and information they want, means the more people you communicate with and talk to.

And the more buyers you talk to, the more buyers you get to talk to about your listings!! If you are not the one talking to the online consumer, then you are obviously not going to be able to talk to them about your listings.

This directly impacts the seller and the ability for them to get their property sold!!

First, educate the seller about the fact that it is their property, the listing, that buyers are searching for online. Then show the seller how you are going to surround their listing with links to the tools and information at your website that will not only generate leads to you from people who want more information about real estate in general, but also allow you the ability to talk to more people about the sellers property!

So remember it is your listings that people are searching for on the Internet! Put the tools and information around them that people also want that link back to YOUR website and create an online marketing machine that will help you get more leads and more closings this year!

And the more buyers you talk to, the more buyers you get to talk to about your listings!! If you are not the one talking to the online consumer, then you are obviously not going to be able to talk to them about your listings.

1/28/2014

6 Tips to Increase Your Buyer Conversions

Beat the competition to the best new listings

Are you showing homes or selling homes? When working with buyers your job isn’t to show a bunch of homes, it’s to sell a home. The key to selling a home is being aware of the best inventory. Stay in contact with the strong listing agents in your marketplace so that you are aware of the best opportunities before the competition.

Do the research

Constantly track listings that go under contract, actually close and new listings the day they go up for sale. Knowing the inventory isn’t the only thing expected of you, it’s critical that you are fully aware of what true market value is. Your job is to support the buyer in their decision process by consulting them with the value of homes in today’s economy.

Work with pre-approved buyers

It’s easy to get excited when you get a sign call and it’s a buyer that wants to look at a specific home. You drop everything, schedule a quick appointment, and run out the door to meet the buyer at the property. Then you find out later they’re not qualified. You will not only save yourself a lot of time, you will increase the negotiating power of your buyer with a pre-approval in hand.

Present your offers in person

You are there to represent the best interests of your buyer. To adequately do this, make sure that you present your offer to the seller in person. You will provide a personal touch and might pick up some critical information during this meeting.

Prove that your buyer is serious

One of the best ways to do this is with a strong deposit with the offer you present.

Keep your offer simple and clean

Make sure that your contract is simple, without all kinds of contingencies and repair requests. The cleaner your offer, the more interested the seller will be.

Is Real Estate Right for Me?

1/28/2014

A career in real estate can be exciting and very rewarding both personally and financially. Real estate agents are experts in the process of buying and selling homes, and their interests extend beyond the transactions themselves into the enjoyment that comes from working with people, helping families, and assisting communities to grow and prosper.

When considering a real estate career, ask yourself the following questions:

  • Do I have a good sphere of influence and visibility in the community?
  • Do I possess good communications skills?
  • Am I willing to contact people daily to discuss real estate?
  • Do I build rapport with strangers quickly and easily?
  • Do other people consider me honest and trustworthy?
  • Am I willing to invest time and effort now to gain income later?
  • Am I motivated to succeed—whatever it takes?
  • Am I looking for a long-term career?

The Real Estate Coaching

1/28/2014

Entertainers and athletes earn millions of dollars doing something that they would probably do for free. So why do they all have “coaches”?

The simple answer is they want to become an expert at their craft so they can make millions doing what they love to do. Amateurs practice until they get it right. Professionals practice until they can’t get it wrong. 

Agents Busness Plan

1/28/2014
I’m sure you’re aware that the percentage of productive agents continues to shrink.  There are many reasons for this, but the glaring reason is the lack of a business plan.
 
How can you accomplish your goals without a business plan?
 
How can you have a plan of action without goals?  There has to be a reason or desired outcome for the actions you are going to take.
 
How can you change your actions if you don’t have something to measure your results against?
 
Determine where you’re going, how you’re going to get there, put it in writing and experience the results you want.

Veterans to Real Estate Professionals

1/28/2014

The transition from military to civilian life can be challenging as you try to decide what to do in the next phase of your

Similar to the military, we train our recruits. We understand the discipline, resiliency, and respect for procedures you developed from your time serving our country. Those characteristics, combined with the tools and support available at Metro Brokers, make for an exciting and successful new career in Real Estate.

BHHS Georgia wants to make your transition to becoming a Real Estate Professional successful with our Veterans to Real Estate Professionals (REP) program

life.

Can I, as an Agent, Sign for the Buyer/Seller?

1/28/2014

Over the past year, Broker Support has seen the GREC become extremely harsh in doling out sanctions against licensees who sign buyers’ or seller’s names or initials on offers, counteroffers, amendments, disclosure statements or ANY document without having a notarized Power of Attorney from the buyer or seller specifically authorizing the agent to do so. In two cases, Better Homes and Gardens Real Estate Metro Brokers agents were forced to surrender their licenses or have them revoked!

When a buyer or seller isn’t available and can’t sign whatever needs signing or initialing, what should an agent do?

  1. Find a way to get the document to the buyer or seller (just because the buyer or seller is out of town or out of the country does NOT mean that they do not have access to email, fax or overnight delivery!) and allow time for it to be signed and returned, or
  2. Wait until the party is available to sign for themselves EVEN IF IT MEANS THEY “LOSE OUT” ON SOMETHING, or
  3. Have the buyer or seller provide you, in advance, with a notarized, executed Power of Attorney (POA) authorizing a family member, friend, neighbor or (as a last resort) you to sign on their behalf, or
  4. Have a local attorney prepare the POA and send you the original after the buyer or seller signs it and it’s notarized.

What should an agent NOT do?

  1. Never, ever sign on behalf of the buyer or seller without the notarized, executed POA mentioned above. Even if the buyer or seller begs you to sign, sends an email telling you it’s OK, or any other means of granting you permission short of the POA.

If you lose a buyer or a seller, that’s unfortunate, but you can pursue others. If you lose your license, you’re out of business. Don’t risk it!

 

Facebook Comments Could Violate Code of Ethics

1/28/2014

 

Q. I have an account on Facebook so that I can interact with friends and clients. Recently, one of my Realtor friends posted a status that said her real estate company was the best and that certain other real estate companies were “horrible”, “going under” and “terrible” among other things. This started an avalanche of comments from Realtors with other companies. Is there anything wrong with saying things like that on a social networking site? I agreed with some of the comments, but I did not post anything yet.

 

A: This is becoming more and more of an issue as more Realtors are interacting on social networking sites. As a Realtor, we abide by a strict Code of Ethics. What this Realtor did (and those who commented) directly violates Standard of Practice 15-2 of our Code of Ethics, which reads:

 

“The obligation to refrain from making false or misleading statements about competitors’ businesses and competitors’ business practices includes the duty to not knowingly or recklessly repeat, retransmit, or republish false or misleading statements made by others. This duty applies whether false or misleading statements are repeated in person, in writing, by technological means (e.g., the Internet), or by any other means.” (Adopted 1/07)

 

In short, a Realtor should NEVER disparage another Realtor or broker, verbally or in writing. Aside from it violating the Code of Ethics (which is very serious), it also makes you look unprofessional. Although it can be hard sometimes, always maintain your dignity and professionalism even when others aren’t

1/18/2014
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