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The BEST Way To Use Facebook To Get New Leads (part 3 of 3)

Over the last few weeks, I’ve been sharing a 3-part series on the easiest, fastest, and most effective ways to get “right now” business from social media.

In my first article about Facebook I shared how to stay connected with past clients, friends, family, and acquaintances (your Power List™) to generate unlimited referrals and repeat business.

Then in my second article about Facebook I shared how to leverage your Power List™ to sell homes fast.

Today, in my third article, I’ll share the BEST way to get new leads from Facebook for free.

TOP STRATEGY #3:

Generate new prospects automatically and grow your Power List™

We both know real estate is a relationship business.  The more relationships you have, and the deeper you can make those relationships, the more money you’re going to make.  So here’s a here’s a quick and effective strategy to generate leads and start new relationships…

To get new leads from Facebook offer a “lead magnet.” 

What’s that?  It’s a specific reason for someone to contact you – valuable information that’s free and easy to get.  Someone has to contact you to request it and identifies themselves as a potential prospect who is thinking of buying or selling real estate soon.

Here’s how it works: Members of the 3-StepsUltimate.com group have a pre-written report called “8 Secrets For Saving Thousands When Buying A Home”.  Promote this report for free by…

 

Posting a status update on your Business Page to fans:

Thinking of buying a home soon?  I have a free report called: 8 Secrets For Saving Thousands When Buying A Home In [Area] — if you’re not already a fan click “Like” above, then call me at 555-555-5555 to get your copy.

 

Then, use a status update on your personal profile to friends:

Hey friends in [Area]!  I just finished updating a free report called: 8 Secrets For Saving Thousands When Buying A Home In [Area] — if you’re thinking of buying soon (or know someone who is), go “Like” my Fan Page and I’ll send you a copy.  Here’s the link to my page: https://facebook.com/your-fan-page-url

 

Can you guess what happens when someone does this?

First, you’re generating leads from people you’re already connected with.  So this strategy can get you more “fans” for your Business Page on Facebook.  The first time someone “Likes” your Business Page you get an email notification from Facebook.

Then send them a private message on Facebook with a link to download your report as a PDF.  Or send them a message through Facebook asking for their email address so you’re also building your email list for you monthly “Direct Response” real estate newsletter.

Second, when they “Like” your business page, it shows up on their newsfeed FOR ALL THEIR FRIENDS TO SEE.  Someone they are connected to (a friend of a friend) may be thinking of buying or selling and they can click on a link to be taken right to your Business Page.

Holy cow!  That’s exciting.  That’s free, viral marketing.  It’s reaching people you don’t know yet in a way that’s credible because it’s basically an endorsement of YOU from their friend.  But your friend didn’t have to do anything else but click the “Like” button.  And this can happen for not just one person, but EVERY person who “Likes” your Business Page to get one of your offers.

Now, you don’t want to be doing this all the time on your personal profile with your friends (remember the first strategy about building relationships by offering helpful information but not too much where people tune you out).  Try making offers to get more fans on a weekly basis, and then use your Business Page to get leads to call you!

Keep in mind, you have to write the message in a way that is natural and still gets attention.  Plus, there are other “lead magnets” you can offer like a free home value analysis or a free list of homes that I don’t have time or space to discuss here.  Members of our 3-StepsUltimate.com group have ready-to-use Facebook messages to copy-and-paste and use this strategy in a few minutes each week.

 

How To Get Started Using These Facebook Marketing Strategies…

There are dozens of ways to use Facebook to reach potential buyers and sellers.  But remember, the BEST ways our network of agents has identified are:

#1: Stay connected with your personal network for repeats and referrals using the right type of status updates that “program” friends and fans to do business with you and only you.

#2: Leverage your network’s reach to sell homes faster by messaging specific people who may know your next client.

#3: Meet new prospects through your network’s connections by having people “Like” your Business Page for free offers.

I hope you use these 3 strategies to maximize your results from Facebook in the coming weeks and months.  

 

The BEST Way To Use Facebook To Sell Homes Fast (part 2 of 3)

Do you want to know the easiest, fastest, and most effective ways to get business from social media?

I spent 8 months surveying, studying, and questioning our network of top-performing agents I’ve found the top 3 strategies any agent can use to get more real estate clients from Facebook this year and for years to come.

Most real estate professionals have a personal Facebook profile, but few understand how to use Facebook to generate new leads, send updates about your activity to sell homes faster, or program people to send you referrals.

Follow my next few articles about Facebook and I promise you — even if you think you’ve heard it all before — you’ll learn new ways to bond people to you more, refer you more, and how to sell more homes.

Here’s the second strategy about how to use Facebook to sell homes in a fraction of the time as other agents!

TOP STRATEGY #2:

Leverage your Power List™ to sell homes fast

In a previous article we talked about how to leverage your relationships to get referrals from your social network.  Now we’ll talk about how you find a buyer for your listing, or the perfect home for a buyer client by tapping into the extended connections of your network.

So, what is your “extended network” of connections on social media?

Think about it this way…

For every 100 people you know, 14 will buy or sell a home each year.  That’s based on the average length of home ownership statistics from the National Association of REALTORS®.

This means, if you have 100 friends on Facebook, they also each know at least 100 other people, so you could potentially reach 1400 people (or more) who will buy or sell real estate in the next 12 months.

Question is, how do you get the attention of these people to sell your listings and find great homes for buyer clients?

We’ll handle these one at a time…

 

What’s the best way to PROMOTE LISTINGS on Facebook?

You can use a “Just Listed” strategy without overtly selling so more people welcome and value your message.  Instead of blasting everyone an update with a photo of the home, do this:

  • List out who in your personal network lives close to your listing.  Individually, send them a personal message on Facebook letting them know about a listing “in their area.”  Why?  Because many times a person will know a friend or coworker who wants to move into the same area.  It makes sense.
  • Also, think about what type of person the buyer would be, then message people in your network who are similar.  For example, if you have a listing a first time buyer would want…then, send a message to each person you know who is under 35 years of age (fyi, this could also work the other way, if you have a vacation home that friends over 50 may want to buy).  Don’t have friends in the age range you need?  You’ll learn more about how to make new connections in an upcoming article.

 

What’s the best way to FIND HOMES for buyers?

Besides announcing on your personal profile and fan page that you have a buyer who is a looking for a certain type of home, use a similar approach to what you just learned…

  • Message people in your network who live near where your buyers want to live.  Ask them if they know of anyone wanting to sell and you may even get a listing.
  • You can also have your client message their friends on Facebook.  Do this right and you can get exposure to a lot of other potential buyer and seller clients.

 

Stay tuned for my upcoming article about the THIRD of the top three strategies to get real estate clients from Facebook.

 

The BEST Way To Use Facebook To Get Referrals From Friends and Fans (part 1 of 3)

Do you want to know the easiest, fastest, and most effective ways to get business from social media?

I spent 8 months surveying, studying, and questioning our network of top-performing agents I’ve found the top 3 strategies any agent can use to get more real estate clients from Facebook this year and for years to come.

Most real estate professionals have a personal Facebook profile, but few understand how to use Facebook to generate new leads, send updates about your activity to sell homes faster, or program people to send you referrals.

Follow my next few articles about Facebook and I promise you — even if you think you’ve heard it all before — you’ll learn new ways to bond people to you more, refer you more, and how to sell more homes.

Here’s the first strategy about how to use Facebook to get referral from friends and fans…without spending your life on your computer!

TOP STRATEGY #1:

Stay connected with past clients, friends, family, and acquaintances (your Power List™) to generate unlimited referrals and repeat business

Every real estate agent should have a personal profile and a business page on Facebook.

A personal profile and a business page on Facebook are the tools to create your online “social network” which is really just another part of your Power List™ of personal contacts (along with your contact database of email and mailing addresses).

You need to do TWO things to make this first strategy work:

  • Build your Power List™ LARGER IN SIZE
  • Make your Power List™ MORE RESPONSIVE

 

HOW TO BUILD YOUR POWER LIST™ LARGER IN SIZE

What’s the best way to make new connections with more people on Facebook (and not just other real estate agents)?

First, go through your email program or contact database, search for each person on Facebook, then invite them to be your friend.

Also, think about common connections you have – people you meet through a local organization or group you’re involved with in your area.

Next, you need to segment your personal network of “friends” and identify who is a “fan” of your business.  This way you can separate your personal and professional life.  I know sometimes they feel the same, but you’ll talk about different things on your business page than your personal profile, so don’t skip this next part.

Second, get “fans” by messaging your Facebook friends, asking them to “Like” your business page.  That’s the easiest way but there are other ways to get fans that our network of top-performing agents has identified, which I can explain in a future article on our website.

For now, realize having more friends or fans is a preliminary step but not the main goal.  Having quality relationships is what leads to more referrals and repeat business.

 

HOW TO MAKE YOUR POWER LIST™ MORE RESPONSIVE

Once you have your network of friends and your smaller network of fans, you need to deepen the relationship with each segment so when they think “real estate” they naturally think of YOU.

Here’s how to do that.  It’s the same as a relationship in-person…you wouldn’t become great friends with someone who talks business all the time and is constantly pumping you for names.  Instead, use “status updates” to talk about the following things that make people want to respond and share your updates with others:

Friends

  • life events,
  • inspirational quotes,
  • funny stories,
  • referral programming, and
  • occasional offers for helpful information

Fans

  • real estate updates,
  • stories of how you’ve helped others,
  • client recognition, and
  • your monthly real estate newsletter

Below you’ll find answers to a few common questions about this Facebook strategy…

How often do I post status updates?

Daily is best, weekly at a minimum.  You want to stay in touch to continue to build relationships while also positioning yourself as an expert in real estate.  If you post a message that basically says “buy this” or “hire me” every day, people will tune you out.

For your personal profile, simply post something from your smart phone as you go about your day (use the Facebook mobile app).  Or, when reading real estate news online, share a link to the news story.  For your business page, you can schedule posts to go out each day.  For example, on Sunday you can schedule posts to go out for the coming week.

The very act of being consistent demonstrates your reliability, trustworthy and professionalism so you’re positioning yourself as an expert even if most of your updates are not about real estate.

When is the best time to post status updates?

Most people check Facebook at night.  If you post a status update in the afternoon or evening, more people will see it than a morning post.

Why?  Because Facebook’s “newsfeed” (the list of status update each person sees) is continually updated, with older posts going further down the page.  You want to be near the TOP when they start reading their newsfeed so your message gets noticed.

What can I expect from using this strategy?

Over time your online friends wouldn’t think to work with any other real estate agent, as long as you’ve continued to provide value while staying in touch.  That means locked-in new and repeat business!  They’re also more likely to introduce you to THEIR friends through Facebook – more referrals!

Another way to use Facebook to interact with Power List™ members who are on social media is to comment on other people’s status updates related to life events that may require them to buy or sell real estate.

Why this strategy won’t work for some agents?

You have to be “referral worthy” to make this strategy work.  You also have to remind (even program) people to send you referrals.  This is not just saying “I love referrals”.  Most agents underestimate the depth of relationship required for someone to refer business to you.

Stay tuned for my upcoming article about the SECOND of the top three strategies to get real estate clients from Facebook.

 

An Easy Way to Build Your Sphere of Influence, WOW Your Clients, And Get Immediate New Business

Whenever a buyer closes, we all know the one thing they must do:

Change their address.

This presents a HUGE opportunity for you to help them with this chore and accumulate a lot of names on your database.

Here’s a quick and easy strategy to WOW your clients and build your business by sending out “Change of Address” notices.

Linda Denovan, a Top Agent from Lake Havasu City, AZ, understands the relationship-building power of this strategy first hand:

“As a closing gift for my buyers I create a note card with a photo of the front of their new home.  I make return address labels for the envelopes and add stamps.

On the back of the note cards is printed  “Made especially for …. from Linda Denovan” with MY phone number.

My information then goes out to all of their friends when they mail the cards showing off their new home.  In addition, I let them know they can “re-supply” their note cards or return address labels at any time.  Not only does it make a great gift but my clients think of me whenever they send a card AND the recipient does too!”

Let’s take Linda’s idea and “kick it up a notch”…

Use This “Change of Address” Post Card System
To Clone Your Best Clients…

Here’s how to execute this viral list-building system…

STEP 1: Get a great PHOTO of the home

Linda sends out note cards in envelopes but I’d suggest sending out a post card with an eye-catching photo of the home on the one side and the new address on the other.

If you really want to impress your clients, make it an outstanding photo.  Why?

Because it does TWO things:  First, it shows you care enough to continue to provide great service after the transaction (your clients will remember this and tell others).  And two, it demonstrates your skill at getting a great photo of a home.  This is a subtle way to have your buyers think of YOU when it’s time for them or their friends to sell their home.

If you’re strapped for time you could use an image of a house, with a headline, “We Moved.”  But remember, buyers want to show off their new home, not just their new address…so try to make it look good.

STEP 2: Make a great OFFER

Having your name and number on the cards will help you give you an “introduction” to your clients’ friends.  But an even better approach is to include an OFFER for free information on the card so you can maximize your opportunity for business from this strategy.   What could you offer?

  • A FREE market analysis for SELLERS
  • A FREE list of homes for BUYERS
  • A FREE report for “Saving Thousands When Buying A Home”

The possibilities are limitless…

STEP 3: MAIL the post cards

You’re best bet is to mail the post cards FOR your clients, this way you know they’ll get out.   And it gives you a reason to ask for the names and addresses of their contacts (which by the way you can use to start sending their friends your helpful and informative Service For Life issue every month).

Or, you can give a stack of the post cards to your clients.  One bit of advice:  make it easy for them to send it out by putting the stamp on the cards for them.  They’ll appreciate it and more importantly… the post cards are more likely to get in the mail so your offer gets seen.

Want an EXAMPLE post card?

OK, here’s a “Change Of Address Post Card” a number of agents are using with great success, along with my notes on what makes a great “direct response” post card.

ANATOMY Of A “Change of Address Post Card ”

(Note:  click the image and zoom in to see the detail)

 

QUESTION:  Can you e-mail the “Change of Address” notice?

ANSWER:  Yes, but with a few important caveats…

  1. Your buyer needs to send the email so their friends recognize the “From Name.”  Or, if you send the email to their contacts…include your buyer’s name in the “subject line” of the email so it gets opened and read.
  2. Still include a great photo of the new home in the email.  Use a system that can produce full-color HTML emails with the photo, new address, and your offer…or have a link to your website with the picture and this information.
  3. You could do both — email AND mail these notices to your buyer’s contacts.  Chances are your buyer clients can easily send an email to their contacts, but printing and mailing the physical post cards will be seen as a valuable service to them.

After a few weeks, ask your buyer clients if they got the post cards in the mail and if they need any more printed, or ask them if the emails were sent. Then continue to follow-up with your all your new contacts (now that you have their mailing addresses) with a monthly real estate newsletter that is not all about real estate – so it’s welcomed and valued instead of trashed.

Quick Summary…

Every time you have a buyer client close, get a list of their contacts and mail a change of address post card FOR them to all THEIR contacts.

This strategy leverages off the TRUST your buyers already have with their friends and family… so your mail is seen in a more positive light than when you show up uninvited (as in the case of farming for new clients).

Plus, studies show that people make friends and tend to associate with others just like them.  So, if you liked working with your buyer clients… you can use this strategy as a laser-targeted approach to find more great clients.

[Ed note: Would you like to use a marketing system that costs nearly $0.00 and can bring you a steady flow of quality, motivated buyers — even during this slow economy?  Then click here to learn about one of the highest-return, lowest-cost marketing strategies you’ll ever use in your real estate practice.]