Video is the answer to self promotion.  I record videos using a simple and inexpensive camera, then upload them for free to YouTube to:

• highlight local businesses and events,
• provide testimonials,
• inform and educate, and
• get a higher searching engine ranking, and
• get more exposure of myself and my practice, spending no money.

Potential clients in my area will search for things like “Should You Sign Buyers Agency Agreement?” and they’ll come across a video like this:

(Note:  This video is an example only — create your own like this for your real estate market.)

This strategy works because I get around their resistance to me as a salesperson and give them solid information they can use to make a better decision.  Who do YOU think they’re going to contact when they’re ready to buy?

Besides this “consumer-oriented” approach you should also use video to get testimonials from buyers and sellers by following this step-by-step process:

How To Use Video To Get 2 More
Clients From Every Transaction…

STEP 1:

Video tape Sellers or Buyers standing in the yard next to your sign that says “Just Sold”.

Get the Sellers or Buyers comments about your expertise and their satisfaction with the sale (or purchase) of their property.

STEP 2:

Give your client a DVD copy or, even better, a link to the video on YouTube and have them email it to all their friends and family.  If the video has your name and contact information, there’s no better free publicity!

This could be part of a “change of address” email or mailing you do for your clients, which is a powerful strategy you should use to turn every transaction into one or two more.

STEP 3:

Use the video when recruiting future sellers or buyers at listing presentations, buyer qualifying presentation, or when potential clients find you online… now you can WOW them with overwhelming proof!

ADDITIONAL TIPS:

• If you didn’t video tape your buyers or sellers immediately after the transaction, go back and ask them to do it now.  It never hurts to ask.  And even if there’s not a sign in the front yard, you can get their comments on your job as their agent.  Don’t forget to get their permission to post the video online.
• Remember to BE YOURSELF when using video – relaxed and authentic.  Talk directly to a person like they’re standing in front of you instead of reading a script — that’s the key to a natural and welcoming presentation.

[Ed Note: If you want a chance to win a Flip Video Camera for FREE, submit your best marketing idea to our community by clicking here.]

How do YOU use video to get clients?

Email us to share it with the Agent Inner Circle^® community. Or…

Click Here To Leave A Comment

I am not exaggerating when I say that 90 out of 100 real estate agent have attempted to use Facebook to get “free” leads with all but marginal success.

So how is that some are able to tap into this online social network to get bona-fide clients?

This is the number one question I get about using Facebook for real estate.  But usually it comes in this form:  “How do I find real clients on Facebook?”

Emphasis on “real” — real people working with you face-to-face in real life.

The steps to begin this process are quite simple and can be done in under an hour:

STEP 1: Create A Facebook “Fan Page” (based on a specific prospect)
STEP 2: Use A “Magnet” To Attract Leads (fans who “like” your page)
STEP 3: Follow-up With Leads (help them and invite them to contact you)

Problem is, somewhere between setting up the page and getting fans, an onslaught of other questions flood your mind around what to do with these fans.

• “What to say to them?”,
• “How often to message them?”,
• “How to know if they want to work with me?”,
• and on, and on…

Let’s start from the beginning — if you’ve set up a targeted Facebook Fan Page as this free report shows you how to do… you should have a group of targeted fans (leads!) who have expressed interest in a particular type of real estate property.

Assuming you’ve done that groundwork, there are 4 ways to start a dialogue with any buyer or seller “fan” of your Facebook page and convert them into a commission-producing client…

1. Send all your fans an update at the same time
2. Post a status update on your fan page
3. Send a fan a private message to each fan individually
4. Have your fans opt-in to your email list

Starting from the top, we’ll talk about the simplest way to message your fans…

Client Conversion Strategy #1:

FIRST, you can message your fans from within Facebook using the “update” feature.  This is like a mass email, except that it’s only an update in a person’s Facebook messages area (they will not receive a separate email like they would with a group).

“So, why not start a Facebook Group instead of a Fan page?”

Fan pages are better to get new leads because they allow you to reach people who are not yet your personal friends on Facebook.  Groups allow you to message only those people who are already your personal friends and who have joined your group.

With this in mind, here’s how you send an update to fans of your Facebook fan page:

□    Go to: “Edit Page” and click “Marketing”
□    Then click “Send an Update”
□    This will bring up a screen to type a message to your fans
□    TIP #1: Keep the update message short and include a link to your website/blog or to your Fan page
□    TIP #2: A great strategy is to sound like you’re talking directly to one person (even though you are messaging an entire group of people).

Here’s a good example update message if your Fan page is about foreclosure listings in your area:

I just found a property you might be interested in… Check it out by clicking this link:

[link to property information]

If you want to see this one, give me a call at 555.555.5555

Again, this feature allows you to send mass update to all your fans, but they will only see it if they check their “updates” – all but the most active fans could miss this.  Which is why you also use…

Client Conversion Strategy #2:

The SECOND way to reach out to your fans should be to post a status update on your fan page.  Your message will appear in each fan’s News Feed (which most Facebook users DO actively check).

Because it’s obvious you’re not sending a message directly to each person, here’s a good example status update message:

Hey everyone… I just found a great potential investment property… Check it out by clicking this link:

[link to property information]

If you want to see this one, give me a call at 555.555.5555

This is a strategy most agents try to use with their personal profile.  Where most fail is a lack of targeting – messaging every one of your personal contacts is not a good idea (most don’t care and some may find promoting your business annoying or offensive).

That’s why using a Facebook “Fan Page” to group your personal and new contacts into “niche markets” is so much more effective… you’re able to send targeted messages to those you know are interested because they became a fan of your property-specific page!  How else can you message fans?…

Client Conversion Strategy #3:

The THIRD way to message fans of your Facebook page is to send them a private message…

□    Click on the “People Like This” link on your page (on the left side under the number of your fans)
□    Click on any fan’s name or their photo to go to their personal profile
□    Then click “Send Message” on the top right (even if they are not your personal connections yet you can send them a personal message)…

It’s up to you if you want to “collect” these leads as personal friends.  But realize your objective is target potential buyers, not waste time on Facebook!  And speaking of your valuable time…

You can have your assistant (if you have one) message contacts daily.  Use this message the first time for new fans:

Hey just wanted to say hi and thanks for being a fan of my page:  [[name of page]].

Is there anything I can help you with?

You can reach me directly at 555.555.5555, or send me an email at email@example.com

Client Conversion Strategy #4:

The FOURTH way to message your fans takes the most work but is the most powerful way to leverage Facebook to get leads.

There’s a way to get your fans to “opt-in” to your normal email list by putting a signup form on your page.  This would let you directly send messages into their email in-box through whatever email marketing provider you use.  You read that right — you want to get them “off” Facebook so you can send them direct emails where you have their full attention.

How do you do this?

By giving your fans something else of value (to them) as an incentive to join your email list.

Your fans already liked your page to get a free gift.  What’s the next thing that would help them?

Examples of additional lead magnets to get an opt-in:

• a free home analysis (Maximum Home Value Audit™)
• a free home search (Dream Home Finder Service™)
• free workshop on the ins-and-outs of foreclosure investing…
• Basically this should be a “step up” from your first lead magnet offer and should continue the client-conversion process.

But, how do you get people to a page where they can opt-in?

The BEST way to get new opt-ins is to simply have a hyperlink over to your website or blog.

This way you don’t have to mess with setting up an opt-in form inside Facebook.

This can even be presented directly after they “Like” your page for the first lead magnet.  Here’s an example if you have a page about Foreclosure listings in your area:

Thanks for liking my page!

I’ll be updating this page regularly with foreclosure listings.   If one of them catches your eye, let me know and I can do some groundwork and then help you see it in person.

ALSO… I have a 10-minute video on my website that explains in detail the 3 common mistakes investors make when buying foreclosures — and how to avoid them.

Click here to learn more

This can be a video you create or one you find on YouTube.

Think about what’s important to your “Fans” and continue to be a helpful resource for them by posting new information at least once a week (which would only take 5 minutes each time).

Now, go out and get some fans, leads, and new clients!

How do YOU get real clients from Facebook?

Email us to share it with the Agent Inner Circle^® community. Or…

Click Here To Leave A Comment

In Part 1 of our article series, we covered 6 strategies for generating online buyer and seller leads.

Now we’ll shift our focus to an even more important area of web marketing… converting leads into commission-producing clients.

How To Convert Online Real Estate Leads

The first step in the conversion process is capturing the contact information of leads so you can follow-up and give them more reasons to become your client.

INTERNET STRATEGY #7: Make An OFFER For Valuable Information

Contact forms are not new to real estate websites, but it’s surprising how many agents don’t include a “lead generation magnet” to collect the contact information of interested prospects.  This is a specific offer for a free report or free video in exchange for a person’s email address, mailing address, or phone number.

Remember, 99% of your website visitors will not fill out a “Contact Me” form just because it’s on your site.  You need to offer visitors something THEY value and then create a custom opt-in form for them to request the free information.

What could you offer?

• Free MLS searches
  • Allow visitors to view 2 listings, before they register (this method is proven to get 14 times more leads than other options)
  • Allow visitors to save searches — if they register
  • Create a signup for HouseTrack to get automatic email updates on the listings they like
• Free “Introductory” Services
  • “Dream Home Finder Service” for buyers
  • “Maximum Home Value Audit” for sellers
• Free information
  • A relocation package, including local information and moving tips
  • Special “consumer awareness” reports filled with helpful information for buyers or sellers and pre-sells your services
  • A video tour of homes in specific subdivisions or areas of your city
• Free news and updates
  • A free signup for your real estate newsletter
  • You can also offer staging tips, market information, local event reminders, and real estate news

How do you create a custom contact form?

Most website providers have a way to create contact forms and add them to your website.  At the very least, you’ll want to capture a person’s name and email address.  Keep in mind the more information you request the less likely you’ll get leads, however, the leads may be a higher quality if you ask for full mailing address and phone number.

After a person requests your free information… deliver it via email, physical mail, phone conversation or in person.  Then, continue to follow-up to convert them to a client.

INTERNET STRATEGY #8: Track Your Visitors On Your Site

It used to be that you would have to talk to a homebuyer first in order to discover what they’re looking for in a home.

Now, the right technology allows you to immediately know what a homebuyer is searching for in the MLS.  Meaning, you can have that information ready before you actually have a conversation with them.

This allows you to be more efficient when dealing with new leads AND you make a better impression when you talk to them.

Common situations where this information is helpful:

1. You can’t reach a homebuyer. Whenever you call, they aren’t available. Well, when you know the time of day that a homebuyer is usually searching for homes, you can customize your strategy to reach the homebuyer at a time you KNOW they are available.

2. A homebuyer has viewed the same listing repeatedly. You notice that a homebuyer has returned to your MLS Search page to view the same listing they saved a week ago.  You know that they are obviously interested in that specific home so you can contact them offering to setup a viewing.

Several high-end IDX MLS Search tools now offer tracking information similar to what is mentioned above.  These tools also help you track your communication with leads.  If your IDX search tool includes these features, it will more than pay for itself from the increase in the number of leads you can convert into commissions.

INTERNET STRATEGY #9: Send Out Listing Update Emails

If you have a tracking system on your website you will know if a homebuyer is searching for very specific features.  The more focused the homebuyer is, the closer they tend to be to purchasing.

You can offer to setup showings or send other listings that you know match their search criteria.  These “listing update” emails are an invaluable service to a homebuyer!

There are two ways to implement this strategy:

FIRST, you could search the MLS and send your leads periodic emails about new listings, updated listings, and hot buys that the homebuyer may be interested in.

SECOND, you could use a system that has a built-in feature for sending out listing updates automatically.  When visitors save a search on your MLS Search page, they have the option to receive HouseTrack and get automated listing update emails.

All emails should include your photo and link back to your website, meaning your name stays at the top of their mind. These emails are a great way to keep your website visitors coming back to your site and to convert them to from online to a live showing of some of the listings.

INTERNET STRATEGY #10: Follow-up ASAP and Ongoing

This is perhaps the most important strategy of all to increase the number of online leads you convert to clients.

If you don’t try to get in touch with new leads immediately, they won’t become your clients.  They will not pursue you.  If you are unresponsive, homebuyers will move on to find someone who is responsive.

Why is quick response time so critical?

Because it communicates how responsive you’ll be if they were your client.  A slow response time sends a message that you cannot provide the support they need.  No one wants to work with an agent that is too busy to even talk to them. Plus, if someone fills out a form on your website and you wait a week before you respond to their inquiry, they may not even remember you.

According to a study done by the California Association of REALTORS®, when homebuyers were asked why they were satisfied with their agent, the most common response was “always quick to respond”.  So make sure your real estate website has a way to notify you every time a new lead fills out a form on your site.

ALSO, and this is really important, most of your leads will not be ready to buy or sell when you contact them.  Most will needs weeks if not months more to decide their next move.

How can you stay in touch with these leads at least once a month without spending a lot of time managing the process?

The biggest mistake agents make after the initial contact is failure to follow-up sufficiently to convert a lead to a client.  The important point here is you continue to keep in contact with leads you generate…offering them more information and resources to help with their search, or simply being on their mind when the time is right for them.  Here are two ways to contact leads without it taking a lot of time:

1. After a lead opt-ins on your website, add them to an automated drip email campaign. You can send them market information, real estate news, home buying and selling tips, or anything else that is relevant to what they requested from you.  Showcase your expertise and the high level of service you offer.   These emails can be sent daily or weekly at first and then monthly to ask them how else you can help.
2. Consider sending them a monthly real estate newsletter (email or print) that is NOT all about real estate. They may be close to buying or selling but the vast majority of people will welcome and value helpful consumer-related information more than continual mailings that are only about the real estate market. You’ll be surprised at how well this can build trust and pre-sell your services, especially if you continue to offer multiple reasons for them to contact you in your monthly newsletter.

So, there you have it… the last 4 of our “top 10” strategies for generating and converting real estate leads online.  If you have an existing website you can begin to implement these strategies or talk with your webmaster this week about adding these features to your site right away.

If you’re looking for a complete web marketing system without the usual technical hassles or expense, you can check out the new Elite Website platform by clicking here.

[Ed Note: If you'd like to learn how one of our agent-members from Boston is using these strategies to make over $6-Figures per year GCI from her website visit this site to learn more...
http://agentinnercircle.com/SixFigureWebsites ]

I’m going to get right down to business and give you a hotline script that converts 9 out of 10 callers to pre-sold clients…

If you’ve been wondering how to create a great voice mail message – one that will motivate callers to leave their name, address, etc. for you – then this strategy will help you immensely because how you structure your voice message is the little-known secret for making big money using a real estate hotline.

If you do not have a hotline, get one.  You can still use the script below for your regular office line, but there are literally hundreds of ways you could use a hotline in your practice to multiply your production… including promoting your listings with multiple extensions to track leads.  If you’re looking for a hotline system that’s got additional pre-written scripts and templates to use with your marketing system, you can take a look at Proquest Technologies (www.SixFigureHotlines.com).

BACK to my main point…

The sole purpose for your message is to get callers to leave their basic contact information.  Anything else is wasted time and money (including jumping in to why they should work with you).

Here’s how you create a great script to motivate prospects to take another step closer to you…

The Little-Known, Step-By-Step Formula For Creating
A Money-Making Voice Hotline Message!…

<< Click the image below to get a PDF of the script >>

Special Note: This script offers a Free Report.  I strongly suggest you use this type of “lead magnet” to get interested prospects calling you for information.  If you’re using your hotline for listings, create  a similar message for callers to get information about the property and a free report at the same time.   You can write a report and give it a benefit-rich title, like the example above, or I have 8 pre-written special reports that are part of the Service For Life!® personal marketing system.

One last thing… if you want more strategies for using hotlines in your business to generate quality buyer calls, check out this past real estate marketing article.