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Real Estate Leads & Lead Generation

Spring will be here soon and you’re on the hunt for high quality buyer and seller leads looking for houses for sale. They’re online and if you don’t have a great web presence, you might still be able to leverage lead generation services or advertise on good real estate sites.

 




Companies which specialize in attracting real estate leads are known as lead generation companies. They advertise houses for sale and other remarketing advertising on Facebook and Google Adwords along with blogs and news sites to cull leads. They promise to rid you of the advertising and prospecting work and accelerate the lead generation process.

Unfortunately, when scraping for leads this way, a lot of poor quality leads are served up to participating Realtors. And the terms of the arrangement may not be attractive.

If it worked, who wouldn’t sign up? Well, nothing’s ever that easy. So let’s take a closer look.

Realtors from BostonMiamiLos Angeles, Houston, San Diego, SeattleNew York,  Vancouver and Toronto are wanting something better. Is it too good to be true?

Buyer sand Sellers. Find Good Real Estate Leads Fast!

There’s nothing wrong with fast, if it’s real. It can happen, and you shouldn’t be afraid to spend. Here’s 20 top lead generation services with a look at their strengths and limitations.



 

Leads Generated Still Need to Be Converted

This post is an exploration of 18 of the top online real estate lead generation companies in the US and Canada. And 2 more including Zillow Leads.  There’s more new lead generation startups arriving every week.

Acquiring leads this way won’t hurt, however converting leads has a lot to do with brand image. Even if they agree to work with you right away on the phone call, they will Google you online and visit your website. Who wouldn’t? Trust, transparency, responsiveness, and proven competence are what motivate them.

There’s no doubt you can sign a client right away, however you probably need to take a hard look at your online presence and ask yourself whether you like what you see. Would you hire you?




Real Estate Leads Fact Number 1  — 90% of Home Buyers Go Online

90% of home buyers go online, and you need to be in front of them and number one in your Zip Code.  Home sellers are there too checking out comps and searching using keyword phrases such as home selling tips, best return on home renovations to homes for sale + cityname, to bidding wars and best real estate agents. They’re doing hundreds of millions of searches using Google, Zillow, Realtor.org, Yahoo, and thousands of other websites.

Make sure you’re highly visible on Google for all of them. Set up an amazing new mobile friendly  IDX website, with outstanding, professionally optimized content, use some real estate videos, and do a little pay per click advertising.  Build a strategic plan, then work the plan.

With spring markets so inviting in Los Angeles, San Diego, Toronto, BostonHouston, New York, San Francisco, Seattle Phoenix, Charlotte, and Miami, you’ll want to maximize your presence now.

Sharing is Good for your Social Health 

Share this post with other agents you know. 




Who are Lead Generation Companies? 

These are firms who provide buyer (or sometimes seller) leads for realtors, using methods of aggregating online prospects (most often via Google Adwords or cheap ad networks) which they then sell to realtors. 3 drivers promote the growth: a lot of prospects are online, home buying is in a frenzied state right now, and the fact there is only one home sold for each realtor in North America — there are too many realtors and most have few quality leads.

agents-6 deals or less
Realty agents in the hot Toronto market face the same challenge as those in other US and Canadian cities

 




 

Questions: Let’s assume they can generate solid leads.

  1. do you have the patience and skill to nurture and close these types of leads?
  2. do you have a website that can help convert them?
  3. what is the real cost of doing business with them?
  4. would a luxury home owner from your target community use their websites?
  5. can you respond to these cold leads fast?

Here’s Some Leads, but Let’s See You Try to Convert Them

The way these lead generators collect leads may be why they could be of poor quality. Ad campaigns, auto-dialers, and sketchy email lists of people make for testy, suspicious prospects. And these are someone else’s leads — they initiated them, which takes the warm and fuzzy out of it. Anything transferred from one person/company to another loses something in the process – the problem is lead quality and lead conversion.

Some realtors say these leads are hard to close while others treat them like flies at a picnic.  They’re basically cold calls and the prospect knows nothing about realtor’s brand image or honesty. And how do real agents and brokers feel about lead generators?

I’ve never found an online lead generation system worth the investment. Better to cut out the middle man (Internet) and just get out there and meet… people! — John Souerbry, Agent, Fairfield, CA —

I have never bought a lead. I don’t think that is the way to be successful in this business.  You need to spend your money developing a strong internet presence. — Carmen Brode, Agent, Scottsdale, AZ

It’s very expensive to purchase online leads. I’ve paid as much as $4,000 per month, but today I spend about $500 monthly. — Brian Talley, broker-owner, Austin, TX

Here’s 18 of the most visible lead generation companies onlinealthough new ones are coming. I’m leaving out realtor.com, and Zillow Leads because they’re more like Google or Facebook advertising programs. Some are well known while others are regional or startups. They all seem to be missing the vital component that creates genuinely good deals (in your target Zip Code) – the ideal customer experience from beginning to end.

The Good and the Bad about Paid Lead Generation

With some of them, the fees are low, sometimes only $20 a month and other times a little high, but almost never outrageous. For most, it’s like playing the penny slot machines at the casino. There’s a chance you could win, but is the payout worth it?

A few of the companies you’ll see below actually have you set up an account to be available for leads. Sort of like realtors sitting around a poker table. If you don’t respond fast, the lead is sent to someone else. In other cases, you will have to “buy your territory.”  The lead gen firms will push you in that direction once they have you on the hook.

Before you hire a lead generation company, consider how home buyers and home sellers themselves buy and sell a condo, home or property. They likely already know a local realtor or they’ll go to Google to search.  So online is a great place to be to lure the prospect away from his/her familiar agent.

Real Estate Search: Prospects begin with Google even though they could go directly to realtor.com or realtor.ca for MLS listings in their Zip code, or a major brokerage website such as remax.com, sothebys.com or kellerwilliams.com. Google has a better brand, a better search experience, and it leads to realtor’s websites or phone numbers where they can begin a trusting relationship with that agent.

Few condo or home sellers would type their personal details into the text box of an unknown website. And buyers are normally pretty cautious too. They want to get to know the realtor, so they’ll Google his or her name and if that discovery experience is unsatisfying, it dampens their spirit. That’s why it’s a good idea to be online in a good way – i.e., a great realtor brand image — an image built on prospects needs and preferences.

Google Adwords is the Lead Generator’s “Go to Source”

Google Adwords and remarketing programs could capture some good leads online.  The highest quality leads will often originate from Google.  However, most realtors could do this advertising themselves assuming they have a website with lead converting webpages. These programs are just a normal part of what a real estate digital marketer would offer along with lasting, sustainable, marketing assets.

Would I recommend using the lead generation companies? If they’re very cheap you probably don’t have much to lose other than your time, yet you could get distracted and fail to put 100% into your career. If you’re bright, you may learn a little about how they generate and convert leads.

Top Real Estate Lead Generation Websites

1.     Bold Leads – Bold leads advertises on unspecified networks to capture leads and direct them to you. If the lead doesn’t give away info, boldleads will continue to nuture the lead for you. You are given your own landing page on the boldleads site.

Bold Leads
Bold Leads

2.   Agent Locator – tells you straight they’ll conduct your ppc advertising and generate 480 leads for $6000. I like how they’re open about it. It may be worth gambling $6000 to try it out.
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3.   Market Leader – Aggregates leads from their own site called homevalues.com, Trulia.com, and via ppc advertising. Market Leader guarantees they won’t sell the lead to another agent. You get to manage it all from your “Pro” account.
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4.    Point2Homes Leads – offers low priced straight forward advertising options on its website where prospects arrive to search for a home. They also provide you with a webpage on their site.

5.    Real Estate Pipeline Leads – Real Estate Pipeline Leads says it has a network of real estate sites where it draws leads, and it gives realtors full ownership of their territory, although the size of that territory isn’t explained. Drip email campaigns are a big part of their service. Their basic package is $1164 for 12 leads.

 

6.   Agent Pronto Leads – Agent Pronto is different. There’s no upfront charge for leads! You will only be matched to referrals who have specifically requested to speak with an agent. They match each referral with a single agent that they believe is the best fit for their needs. Once you accept the referral, they provide your with the prospect’s full information and the details from their conversation with them. Sounds good. Their site looks a little lacklustre, but give them a good look.

7.   South Florida Real Estate Leads – This firms specializes in south Florida leads. They say they have a variety of sources of leads. It appears to be owned by Lex Levinrad who is a real estate coach and owner of the Distressed Real Estate Institute™

offrs-territory8.   Offrs –  Offrs uses vague sounding smart technology to find homeowners who are going to put their house on the market. It’s based on predictive algorithms or just social listening perhaps. If it works, it would be very exciting technology.

Combine that with communications that encourage homeowners to actually sell the property and that could be very powerful, particularly right now in places such as San Francisco, Los Angeles, Miami, Toronto and Vancouver where prices are very high.  They list by territory, but sadly your territory or Zip Code may be taken.
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9.  Trulia – Offers a service for seller leads with Market Leader, a company that was in severe trouble before the purchase. Trulia is no Zillow, but it does have some traffic.

10.   Prime Seller Leads – Prime Seller leads creates a bunch of pages on their site for you. The CMS offers the ability to send epostcards and eflyers and their system integrates with many broker CMS.
11.   eRealting – eRealting doesn’t sell leads, they give you a website to send all your traffic to! It’s kind of a CMS for rent. They state that it costs about $300 to create a client in their solution.

 

12. Lead Galaxy – Lead Gives you a home for your leads and uses the usual combo of Adwords, Facebook ads and telephone prospecting to create leads.

 

13.   Experian – Experian is a research and statistics business who have mailing lists of potential buyers and sellers. You can build your list online.

14.    Exact Data – Exact Data gets its lead list from telemarketing, opt in emails, and lists of prospective buyers and sellers. They claim superior data hygiene, however most list companies promise that.

15.    Commissions Inc. Lead Platform – Commissionsinc claims they are the #1 Real Estate Tech Solution. They offer a platform and an app to manage your leads.  They will run your Adwords and Facebook advertising campaigns for you. Sounds like a lot of noise. The value proposition is a little flaky.

 

16.   Firepoint Realty Leads – Firepoint says they deliver scalable lead generation with intelligent routing, to automated lead follow-up and task scheduling, to ROI and conversion reporting for all of your lead sources. The price is $350/month and you set you PPC budget which they manage. Is this better than a self-directed digital marketing program?


17.   Home Value Leads – Home Value Leads offers a CMS system for $59/month.
realtyleads16

 

18.   Refindly Seller Leads – REfindly helps you generate, engage, and convert leads using one convenient system. They claim that historically, their agents receive between 5 and 8 leads per $100 spent in advertising. You can spend as much as you like on ppc advertising and they give you a lead management system to use.

 

At the end of the day, it all comes down to leads and sales, dollars and time. I must say, I like Agent Pronto, and Offrs best.

Even the best lead generation sources and sites can be a negative if you neglect to build your own Internet presence and realtor brand image. People want to do business with those they know and trust.

Should getting known and trusted be your Job #1 in 2018?

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Real Estate Lead Generation Company in Los Angeles, Phoenix, Denver, Seattle, Chicago, Boston, New York, Dallas, Houston, San Antonio, Austin, St Louis, Minneapolis, Green Bay, Charlotte, Tampa, Miami, Orlando, Toronto, Vancouver, Montreal, Ottawa, Oshawa, Hamilton, Newmarket, Richmond Hill, Oakville, Calgary, Kelowna, Mississauga, Anaheim, Beverly Hills, Malibu, San Diego, San Francisco, San Jose, Fresno, Santa Clara, Sacramento, Mountainview, Palo Alto, Portland, Washington, Atlanta, Irvine, Nashville, Sunnyvale, Salt Lake City, Riverside, Rancho Cucamonga, Costa Mesa, Thousand Oaks, Simi Valley, Raleigh, Albuquerque, Glendale, Oceanside, Long Beach, Huntington Beach, Carlsbad, Santa Clarita,  Henderson, Mesa, Temecula, Kirkland, Redmond, Kansas City, St Louis, Stockton, Scottsdale, Palm Springs, Indianapolis, Columbus, Colorado Springs, Fort Worth, Chula Vista, Escondido, Santa Monica, Miami Beach, and Honolulu. Find a Los Angeles Real Estate Agent who  has the very best real estate marketing wizard to help you sell your home for more.

Highest Quality Content for Realtors

Dominate your Market with Great Content 

What real estate web design and marketing companies have learned is that Realtors want their cake and eat it too. The battle is on to give everything they ask for, but it seems the one key piece that makes it work.

Zillow, Real Estate Webmasters, Commissionsinc, and AgentLocators try to provide such a complete comprehensive real estate marketing solution. That includes technology, messaging, analytics, and more. But in my discussions with prospects who have tried them, they aren’t too satisfied. They assumed that by having it all, that the most important things would be magically solved. Turns out, digital marketing in real estate isn’t that easy despite the promises.




You might be underperforming because your web and social content sucks. This is where a creative real estate content specialist is the solution — they create unique, significant, and relevant material to your specific target clients




Google too has discovered that as a helpful their ad service is to Realtors in providing leads, that home buyer and seller conversion rates are outside of their control. They advise persistently to offer better content for your visitors. And customers of the lead generation companies see the same thing. They provide all these tools and services ad nauseum, but Realtors see the same results regardless of who they are. There seems to be something in uniqueness, significance, and personalization that makes prospects pay attention.

So what’s determining Realtor conversion rates if it’s not the all inclusive service? High Quality Content.

High Quality Content is the Holy Grail

The value home buyers and sellers are seeking is the feeling of satisfaction that they’re getting close to what they want. If they see the perfect home for them, that’s the best content you can have — the thing they want. Well, chances are you don’t have that perfect home and it may not even be on the MLS. However, your content can persuade them that you are the best channel to get that satisfaction. It’s the same with sellers who want the best price.

  • High quality content is text, video, images and value propositions that represent what they are after. It’s your reasonable facsimile
  • High quality content serves many other purposes too such as high Google rankings, and social media sharing.
  • High quality content makes a better impact resulting in more buyer/seller intent and more immediate action.
  • High quality content keeps buyers/sellers more engaged and keeping you top of mind.

So this missing piece of the pie, is also kind of an all-inclusive benefit in itself. High quality content serves all of your promotional needs and does it really well. It’s like the product on the shelf that sells itself. But it’s not a simple matter to create exceptionally good content. It’s a matter of strategy, budget and time. Too often, realtors have none of these which is why 95% of all agents never improve their earnings.




At some point, you have to stop following trends and all you can eat digital marketing schemes and begin pursuing a unique route to really satisfying your prospects. That will take expertise, time, money and confidence. Keep reading this blog and you’ll build the spirit and confidence necessary.

Content is central to success in real estate marketing today, so start thinking strategy and how you’re going to present an irresistible offer via that content.




Additional Reading:

The Essence of SEO: What Is High-Quality Content?

The Nine Ingredients That Make Great Content

 

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Local SEO Mastery – Dominate Your Local Market

Local Search Optimization is Serious Business for some Industries

What if I told you I doubled the traffic of a major hotel? Well, it happened. From 1.2 Million visits per year to 2.5 Million per year. A lot of people travel and search for hotels online and they often book with the first few they see. Being ranked at the top of Google search results is very important.

Fast forward a few years, and consumers are becoming very dependent on their smartphones, often using them in the retail stores, while walking, driving and dining. Whether driving around a neighborhood looking for homes or while in transit and looking for a restaurant in town. Local search is a big deal. And Google maps is seeing a lot more use and it is tying in local businesses to map users.




Google serves up local business results as you can see the 2 screenshots below.  These results are separate from the regular search results and are a key FREE source of the very best traffic and leads online.

This post on Mobile search growth  shows smartphone use is trending higher. Visibility in local search results and being mobile friendly is vital. It all ties into the local and smartphone connection.

Graph Courtesy of comscore:  comscore.com/Insights/Blog/US-Smartphone-Penetration-Surpassed-80-Percent-in-2016

Local Search is Worth Winning

If you run a Hotel, Restaurant, Clothing Store, plumbing or auto repair shop, or real estate agency, you’ll want to show up in these local search results. Not only does your website come up right at the top left of the page, but Google gives them driving directions right to your store. How nice is that! Gotta love Google.

Local Search Results for Chinese Restaurants in San Diego
Local Search Results for Los Angeles Hotels

Powerful Online Marketing Solutions: LA Real Estate Marketing | Boston Real Estate Marketing | Real Estate Marketing Bay Area | Real Estate Marketing Company Toronto | Real Estate Marketing San Diego | Vancouver Real Estate Marketing Company | Real Estate Website Design

It’s Part of the SEO Solution

I wanted to bring this local search visibility opportunity to light for you. I’ll spare you the deep stuff. The point here is to see the opportunity for a local business to grab really good quality local, easy to convert sales prospects. Getting into the top of Google’s search results is very rewarding. These are the best leads possible — prospects who are eagerly searching. That’s a hot lead. So when you believe it, stop reading and get into action.




Millions of Searches for Hotel Rooms

My client, the major hotel chain in Canada for many years, Delta Hotels, had 35 locations across Canada. You may have booked a room via my hotel SEO work and didn’t know it! Delta Hotels rooms and services are top notch and they charge a higher price for bookings. In my stays throughout Vancouver, Banff, Toronto, Mississauga, and other cities, I found Delta’s hotels to be very high quality. Unfortunately, Marriott Hotels bought Delta Hotels and the past is gone.

It was a challenge to get visitors to choose Delta Hotels over Motel 6, Super 8, and even Best Western. Hotel bookings are competitive and price sensitive. In hotel SEO, you’re up against tough competition including hotels.com and expedia.

I have to mention that I created new top rankings in the local search results for Toronto hotels, Vancouver hotels, Montreal hotel, hotels in Mississauga, and Calgary airport hotels and tens of thousands of other keyword rankings.  I ensured we dominated the 10 Pack with several hotel locations in each city.  That actually helped double their amazing website traffic and leads. Doubling a hotel’s traffic has a big impact on the bottom line. I can’t divulge numbers, however I can say what I accomplished in terms of SEO.

Of course, a hotel’s unique selling proposition, its branding, lead conversion strategy, content strategy, website mobile friendliness, and other supporting elements contribute to a converted lead. SEO brings them in and the content generates the booking and converts the lead.

You don’t just sign up with Google local business listings and see the traffic roll in. No, you must prove to Google’s algorithm that your site content and service is relevant to that location. Yes, there’s a number of factors that Google processes to determine rankings. Leave that stuff to me including the Google+ misery. Your job is your business, mine is getting you that great local traffic.

Here’s a couple of local search infographics though to tell you why you don’t want to think about it:

Graphic Courtesy of Moz.com Local Search Factors Survey: https://moz.com/blog/local-search-ranking-factors-survey-results-2017
Local Search
Local Search Ranking Factors Infographic Copyright Ranklocal.com




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Is Your Website Generating Leads? Here’s a Website that Does That

Realtors Biggest Pain: A Website that Creates no Leads

reset
Time to Think about the Damage your website is Doing to your Realtor Brand Image and choose a new mls idx wordpress website to build leads and sales.

From Dallas to New York and San Francisco CA, Big Picture realtors hate technical details. You want easy to understand, tangible, measurable deliverables such as guaranteed leads yet the legit real estate marketing world has little to offer.

Success is complicated and not everything comes in neat packages. SEO and social media and websites are 3 key pillars of lead generation yet guarantees cant happen. You can guarantee results through smart strategic integration and not have pay $5 to $30 per click. Let go of your security blanket, cause I want to help you discover a key asset your many competitors arent aware of — a great real estate Website.

A new website and your real estate marketing consultant  are your workhorses and here’s why you need to get going on this.

Are the experts forecasting a housing boom in San Francisco, San Diego housing crash or Los Angeles real estate bust? California has enjoyed strong growth but the picture ahead or 2017 to 2020 may be very good.  The US may be headed to a super period of economic growth and the world will learn to follow.


Few realtors know why some real estate websites work or fail. Why does your site fail?

  • it offers no compelling value proposition
  • it makes visitors jump through hoops
  • it tries to force visitors to register when you’ve done nothing to earn that trust and privilege
  • you have no house or condo listings
  • your site is not Google friendly
  • your site has no ranking power
  • your site’s content creates no fans
  • your site’s content is boring and uncompelling and hard to read
  • it isn’t social media friendly and no one shares your stuff
  • your brand isn’t meaningful or desirable

Okay, so your site’s awful. That shouldn’t stop you, because you know that with a plan and persistence, success will happen. A fully loaded, IDX MLS functional, Google friendly website for realtors, with plenty of interesting, exciting and sharable content is one that will generate traffic, leads and sales and commissions.

What Makes a Great Realtor Website?

  1. it is Google friendly – with thousands of idx mls listing pages indexed
  2. it offers a great customer experience enabling searchers to find what they want fast
  3. it makes your realtor brand and unique value proposition clear and concise
  4. it offers interesting, personalized and truly relevant content that makes the visitors experience even better
  5. interesting real estate videos,
  6. the appearance is clean
  7. the content is laid out in a way that insipires curiosity and hope
  8. searchers feel they will successfully find what they’re looking for – confidence
  9. its content is expertly optimized by a real SEO expert
  10. its content scrolls, uses big text, is easy to navigate on a smartphone, may use video background with hi res photos

Here’s an expensive but very nicely custom-designed modern website that raises the bar in real estate web design. It’s for a new construction development that has great photography, layout, and the homepage functionality that reduces clicking for a simple scrolling experience. There’s no idx mls listings of course but the homepage experience is worth noting because the goal of every visitor is to feel good. If you were buying a new condo in an urban area, you might like these condos in Brooklyn, New York.

50north50

A great website like this is a sales weapon. It converts traffic because it adds value and makes the customer journey a great experience.

If your website is sad and lame looking and offers a bad visitor experience, you should take if offline. Realtors with awful websites do extensive brand image and reputation damage with a lame website. They associate you with what happens on their website. If you have no unique, compelling content, or content that’s copied from some source, they will never see you as a leading agent, but rather someone who might be desperate for  a sale.

“It’s better not to be online than let your clients and prospects experience a crappy website”

The Fully Loaded, Hosted, MLS IDX Website that Google Loves

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Seattle Real Estate Web Sites

Why do I offer the websites I do? Because they’re powerful. They make searching a breeze and Google loves these sites. Getting thousands and thousands of pages indexed in Google and interlinked with new, original and engaging content that makes visitors feel great. They can feel they’re on the right path to find what they’re looking for. There’s lots of value for Facebook users, and exciting news for Twitter people.

Since visitors enjoy their great search experience, they will gladly submit their contact info and return later to search further.

An IDX website for realtors built in WordPress makes it easy for you to manage. You won’t need an expense web designer to update and edit. Many of you already blog with WordPress and you’re getting the same nice interface to work with.

What Does IDX Mean?

IDX for real estate agents is the Internet data exchange system where REALTORS® allow each other to show MLS property listings on their websites.  It’s a system of sharing, via a datafeed from our MLS association or others, so that all the listings on your MLS (e.g., Toronto MLS Listings) can be displayed on your website.

It is a powerful advantage that most realtors know about but yet still don’t leverage very well. This is where expertise in SEO and content optimization comes in very handy. Some IDX systems don’t work well, yet the realtors who use them are fooled into believing it is working. If you’re not getting leads, it is likely not working. However, you do need an expert SEO real estate consultant to optimize it.

WordPress sites and all their components update easily so you don’t have be concerned about all this new disruptive technology that’s racing in. You’ll be current with the new features and capabilities. And you could also have $600+ of premium plugins and other valuable bonuses.

When we do a search for Los Angeles homes for sale, one of the top ranking sites is theagencyre.com.  They have almost 9,000 pages indexed in Google. Not great, but not bad either. Theagencyre.com website is easy to understand and doesn’t oppress you with their “stuff” upon entry to their Los Angeles home listings page. You can get right to your search here and if you like what you see, then you’re ready to hear theagencyre’s sales pitch and enjoy all their stuff. This is just one reason why they’re the top Realtors in Los Angeles

theagencyre

theagencyre-homes-for-sale

I spoke about this firm and their director Santiago Arana previously. A great website is all part of the package of the Millionaire real estate agent.

If you’re a Toronto broker or Los Angeles broker or Vancouver broker, get prepared to hand over web marketing to me. Using the best mls ids website for real estate agents possible, combined with expert SEO, and compelling, sharable content for social media, we’re going to make you into a millionaire. If Merrily Hackett and Santiago Arana can start from scratch and do it, why not you?

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Gord Collins — Real Estate SEO Consultant for realtors in Los Angeles, San Francisco, Santa Clara, Sacramento, San Jose, Long Beach, Anaheim, Fresno, Oakland, Bakersfield, Santa Ana, Oceanside, Carlsbad, Palm Springs, Beverly Hills, Chula Vista, Irvine, and many more cities in California. Call now and let’s get started!

15 Power Prospecting Tips for Lead Generation – Merrily Hackett

merrily
Merrily Hackett of Sutton Group West Coast Realty Vancouver

Merrily Hackett, CEO of Sutton Group West Coast Realty is enjoying a phenomenal career in real estate. I’ve talked about her a number of times because she’s a great role model for any salesperson or business person.

Having built 3 separate brokerages in the Vancouver area, and leading SG-WCR’s 25 office brokerage, she’s showing us how to outcompete the competiton.

Last year, U.S.-based author and speaker Stefan Swanepoel ranked Hackett at No. 15 on his list of the Most Powerful and Influential Women in Residential Real Estate. Sutton – West Coast made 16,500 unit sales and over $11 billion in sales volume in 2014, which Hackett calculates brings them in at No. 5 in North America.

Create Quality Time for Relationship Building

Let’s not say “prospecting” anymore. Let’s call it relationship building.

You absolutely need to develop productive relationships with mortgage agents, renovators, landscapers, home inspectors, and prospects that include seniors and young couples.

Comprehensive Agile Digital Marketing Programs for Realtors




In an interview with Real Estate Magazine, Merrily talks about the importance of relationship building and how realtors need to focus on this key business development activity.

“It’s what I see over and over with agents that fail. I used to block off three to four hours daily for lead generation. That included calling expired listings, door knocking and cold calling, reaching out to a sphere of influence on a daily basis, asking people for referrals and to keep me top of mind. I was on the phone connecting with people, ensuring that pipeline was full. Consistency was key. You need to believe in yourself. Many times as a commissioned salesperson, you have those fearful thoughts and moments. A new agent has to have the expectancy and positive feeling that it’s going to come together.” — Merrily Hackett interview in REMonline.

15 Prospecting Tips to Build your Focus and Optimism

Here’s 15 useful prospecting tips –  a process to optimize your realtionship building.

  1. Vary your approach and method. Know your scripts, but go easy. A script is just a testing tool, not a final approach to relationship building. Be a friendly person first because people may find talking to a realtor boring. A warm introduction, maybe a comment on weather and economy to gauge their mood, then tell them your call is short and to the point – do they know anyone in their neighborhood, and about their family and friends that might be moving, BECAUSE, buyers are very eager to buy and you’d like to help them get a better price. Those are legitimate reasons.
  2. Segment all your prospects into relevant groups (hot, cold, buyers, sellers, advocates,mortgage agents, home services, etc) so you can develop unique approaches to each and have unique value for each. Think about how you’ll describe and present your unique value proposition for each type of prospect or advocate.
  3. Coach your advocates and give them support –  the people who may refer business to you sometimes need a little guidance if they have a hot lead. Tell them how to present you to them. Find out why they’re buying or selling — what’s the payoff for the person? With that knowledge, you can explain to your advocate how you’re relevant. With a little purpose, your advocate will make you look good, as opposed to you being part of an offhand comment.
  4. Relax — if you can afford it, you might want to consider getting a massage before you do your prospecting on the phone — you’ll appear friendlier, less threatening, more trustworthy, and more fun to talk to. Call them with a smile on your face and with your goal being networking, enjoying the moment, and finding good prospects. Sales comes later. Right now, you’ve gotta be thinking people and fun.
  5. Set aside 3 hours every day for phone calls to generate interest, gather information and make appointments. Build a positive attitude toward prospecting, that it’s the most important part of your day.
  6. Forgive prospects who waste your time and forgive yourself for wasting their time — this helps you to avoid guilt and other feelings that’ll weigh you down
  7. Remind yourself often that what you’re doing is important.  You’re helping people achieve their dreams and that’s more important that anything they’re doing right now. Their friends and contacts should be glad you’re in this to help them.
  8. Spend more time with your hot or top prospects — when you’re getting close, keep in touch and always be ready to offer help, information, and support for their decisions
  9. Have more value to offer — the more value you have to offer, the less likely prospects and advocates will consider you irrelevant. They’re not rejecting you really, you’ve failed to provide value in insight, help, and support.  How about mentioning the mortgage calculator on your website, the great mortgage agent you know who could save them money, or renovator/designer who could help them with a quick remodel to lift the selling price?
  10. Use consultative selling techniques to find every person’s most important needs and hurdles — be the person who creates a path for everyone to their dreams
  11. Spend your face to face time wisely by discussing the buyer/seller’s dreams – find out what their success symbols are and their favorite places to visit. Whether country or city, new home or old, the faster you find out what they want, the more likely they’ll choose you.
  12. Calculate how much prospecting/phone time and marketing effort it took to generate a successful lead.
  13. Keep in mind what buyers and sellers really want — a better lifestyle and ask them what their key priorities are as they begin to plan for their purchase/sale. In the end, it’s all about lifestyle and knowing what it is they’re really after is vital
  14. Study up on a new community that you haven’t explored and become an expert on the lifestyle value of that community
  15. Ask prospects what’s holding them back and ensure you develop a list of responses to help

Here’s Kevin Ward with his tips on prospecting. How about finding more people to talk to via Google and Social Media? Just a thought.

And Liz of Keller Williams with social media prospecting. Build relationships first then nurture them along with value, entertainment, and recognition.

Prospecting is a key part of good sales process and it hasn’t hurt Merrily Hackett’s business success. If your lead funnel is too weak, this might be the best thing ever for your career.  Now you can justify pursuing a strong Internet marketing program.

Let’s get started right now!

 

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Gord Collins — Real Estate SEO Expert serving businesses in Los Angeles, Phoenix, Denver, Seattle, Chicago, Boston, New York, Dallas, Houston, San Antonio, Austin, St Louis, Minneapolis, Green Bay, Charlotte, Tampa, Miami, Orlando, Toronto, Vancouver, Montreal, Ottawa, Oshawa, Hamilton, Newmarket, Richmond Hill, Oakville, Calgary, Kelowna, Mississauga, Anaheim, Beverly Hills, Malibu, San Diego, San Francisco, San Jose, Fresno, Santa Clara, Sacramento, Mountainview, Palo Alto, Portland, Washington, Atlanta, Irvine, Nashville, Sunnyvale, Salt Lake City, Riverside, Rancho Cucamonga, Costa Mesa, Thousand Oaks, Simi Valley, Raleigh, Albuquerque, Glendale, Oceanside, Long Beach, Huntington Beach, Carlsbad, Santa Clarita,  Henderson, Mesa, Temecula, Kirkland, Redmond, Kansas City, St Louis, Stockton, Scottsdale, Palm Springs, Indianapolis, Columbus, Colorado Springs, Fort Worth, Chula Vista, Escondido, Santa Monica, Miami Beach, and Honolulu.

Top Real Estate Lead Generation Sources

What are the Top Sources of Real Estate Leads?

Jay Sherer in his video (below) suggests most realtors, based on industry stats get most of their leads via their contacts and referals. That’s misleading because most realtors don’t have much of an Internet presence so how could they acquire Internet leads?

We could ask doctors and dentists where they get their real estate leads and we get the same stats. In other words, these widely “dished out” stats are actually a skewed look at each of the potential sources of real estate leads. To get accurate stats, we need to interview the top selling individual agents online.

Buyer Side Lead Generation Sources

Jay points out that agents get buyer leads mostly from their own contacts, but is this because that’s all most agents to get their leads?  If they’re doing online lead generation at all, or well, they won’t be getting much action there.

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Seller Side Real Estate Leads

It’s the same for seller side leads. Most buyers are sellers so they’re going to go online before they sell for one reason or another. As a realtor, you just have to be online in the right locations and voila, they see you. That one seller you get contacted by, may know others who are selling too. They usually share that infomation too.




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Jay mentions that one agent lost a sale from one of his top contacts because he wasn’t in touch with them, and they went with another agent.  If you’ve got 500 contacts, ya, it would be tough to keep tabs on them all, and one could slip through your fingers.

The internet can be used to build personal contacts and it’s a fantastic source of buyers and sellers looking for a home or agent.  Real estate agent, you may not know, is a popular search term on Google search and is one of the most expensive keyword phrases you can bid on in Google Adwords. Many people aren’t acquainted with a real estate agent, or they’ve simply forgotten names.

If the agent had been doing social listening (predictive analytics) he might have known quickly that his client was making noises about buying and selling. So even though he had the client in his stable, it actually meant nothing. The internet is a more active medium and keeps you on your toes.

Here’s a number of graphics showing potential lead sources. What do you think?

This graphic from Agent Jet shows that Facebook advertising may be becoming one of the better lead sources due to its excellent demographic targeting.

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Graphic courtesy of Agentjet.com

Survey by Private Communities about best real estate sales prospects.

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The Top 10 Best Lead Sources

Here’s the top 10 best sources of real estate leads. If you don’t like the order, then please leave a comment and give your reason for which lead sources are the best.

  1. New meetings with people: phoning, socializing, and door knocking — talking to as many people as possible builds your local network. 50 introductions should create a lead.
  2. Past clients and your Contact Database — send them info they can’t get anywhere else – market updates, just solds, and become the local expert they can rely on for insight they want
  3. Online Leads — Google and Youtube indexes your videos, website pages, blog posts and social media posts and presents them to prospects who area searching for homes.  Being in those searches is critical. If you have a high traffic generating site, it could brings tens of thousands of visitors and out of that volume, a lot of excellent prospects and new clients.
  4. Outdoor Billboards and Transit ads – Still very visible in local areas but takes time and persistene to pay off (perhaps years)
  5. Passive Expireds – they didn’t sell their home. Why?
  6. Open Houses are an invitation via email, social media message, or yard sign.  It gives you a face-to-face opportunity to meet people interested in buying or selling a home. You can hand out business cards to those who are curious and get them to look at your website and start searching on it.
  7. Yard signs – your sign gets seen in action in your target neighbourhoods, thus drawing attention and getting people thinking about selling their house themselves
  8. Realtor.com or Realtor.ca – major associations listings from your feed
  9. Major Brokerages  –  Remax, Centur21, Coldwell Banker and Keller Williams something dish out leads who came to their offices (walk-ins) or online searches at their brokerage website.
  10. Online Lead Generation Companies – They do mass advertising campaigns on Google, Yahoo, Facebook, Twitter, and other websites as their lead farm. Check out which are the best lead generation companies and evaluate which are worth a try.

Jay Sherer mentions that one agent reportedly paid $8400 to Zillow for leads. That’s great yet you can do better if you get yourself front and center online. Don’t think that Realtor.com, Zillow, Trulia, Remax and all the rest of the big portals are too competitive. They aren’t. I beat them and so can you. Great content and really good real estate SEO can make you a high traffic, online lead generator comparable to the best lead generation companies.

Call me and let’s get started!

Related posts: Housing Market 2017 | Rental Investment Market Outlook |  Los Angeles Housing Predictions | Toronto Housing Market | San Diego Housing Forecast | Real Estate Agents | Future of Real Estate | Toronto Real Estate SEO | Vancouver Real Estate SEO | Vancouver Condos | Toronto Condos | Vancouver Forecast | Real Estate Leads | Toronto MLS | Real Estate SEO Specialist | Real Estate Lead Generation | Zillow Leads | Aurora Newmarket Real Estate Forecast

Gord Collins — Real Estate SEO Consultant —  I generate leads for realtors in Los Angeles, Phoenix, Denver, Seattle, Chicago, Boston, New York, Dallas, Houston, San Antonio, Austin, St Louis, Minneapolis, Green Bay, Charlotte, Tampa, Miami, Orlando, Toronto, Vancouver, Montreal, Ottawa, Oshawa, Hamilton, Newmarket, Richmond Hill, Oakville, Calgary, Kelowna, Mississauga, Anaheim, Beverly Hills, Malibu, San Diego, San Francisco, San Jose, Fresno, Santa Clara, Sacramento, Mountainview, Palo Alto, Portland, Washington, Atlanta, Irvine, Nashville, Sunnyvale, Salt Lake City, Riverside, Rancho Cucamonga, Costa Mesa, Thousand Oaks, Simi Valley, Raleigh, Albuquerque, Glendale, Oceanside, Long Beach, Huntington Beach, Carlsbad, Santa Clarita,  Henderson, Mesa, Temecula, Kirkland, Redmond, Kansas City, St Louis, Stockton, Scottsdale, Palm Springs, Indianapolis, Columbus, Colorado Springs, Fort Worth, Chula Vista, Escondido, Santa Monica, Miami Beach, and Honolulu. Find a Los Angeles Real Estate Agent who will actually work for you.

7 Creative Ways to Get Seller Leads

7 Ways to Build Your Real Estate Seller Leads

How can you improve your lead prospecting and get more leads? You could use lead generation companies, advertise on Google and Facebook, use predictive analytics for realtors, or shadow other agents and steal their clients. Each of these has its drawbacks, some frustrating and some painful.

One expert I listened to recently in a Youtube video advised realtors to build diverse lead channels and be consistent at it, day in day out, and set aside 15% of your total sales commission revenue for marketing.

Image courtesy of merchant.iitc.ie

He’s suggesting real estate agents use many online and offline channels and perhaps funnel them all to your website where you can deepen the relationship with as many as possible. Then at some point during this buyer/seller experience you give them a good reason to call you right away where you can move them to the face to face, in person meeting where you establish a sense of trust and capability with them. I like that.

But getting seller leads is tough. Even buyers don’t want to meet with you until they’ve made up their mind what they want to do. And how do you present a better value proposition to sellers? Do you offer cash back, referral fees, prizes, reduced commission, or other goodies?

The new stat out apparently, is that you must meet 50 people before you get a client, down from the old days of 100 contacts. So you might want to get into a jovial mood and start introducing yourself to everyone. If everyone starts avoiding you, then you can always start digital marketing with me:)  I won’t avoid you, I’m a real estate SEO specialist and I’ll listen to all your stories and give you a proposal on how to get rich.

So let’s get on with this digital marketing thing, because one way or another, you need to be highly visible online and then find a way to meet all these people in person. It’s worth it, and with all the data mining and predictive algorithms used for social media listening, you can find prospects that show all the signs of wanting to sell. Everyone’s rushing into it so don’t be the last.

No doubt you’ve learned that a lot of sales and marketing has been transformed into inbound marketing and your website is usually the endpoint of that seemingly passive, new approach. So what can you do with your web presence and your personal skills to present an ideal image to buyers and sellers out there. Here’s 7 key ways to make you the person they’re all talking about.

  1. Provide unique information they can’t get anywhere else and be an expert or Big Kahuna in a local area. A monopoly is the oldest goal in business and don’t forget it. Monopoly is at the root of huge wealth and always will be. Be the guru of something and be the missing piece of the puzzle so they believe they have to hire you.
  2. Choose a geo or demographic market to focus on so you can dominate it. Find a neighbourhood that has the type of people who typically respond well to you in person. Don’t go for young millennials if they don’t like you or trust you on sight. It might be your clothes, haircut or the way you walk and talk, but that’s you. Some agents focus on lifestyles since building one common interests is a great way to get conversations started, often you speak the same lingo. Create a physical presence in that market and ensure your realtor branding and website content reflect their values.
  3. Make high quality videos to make an impact visually and get yourself in front of prospects. Introduce yourself and a beautiful home you’re selling just as a way of showing how you look in action. Get relaxed and have the camera follow you. Remember to really like yourself first. You are worth knowing and they’re lucky to meet you.
  4. Be social — think about places you can meet people, get active in many activities and engage them in conversation. Do more and work on doing more. Play some golf, tennis, attend some meetups, and make social time a big priority. And think about the things you like to talk about and others will feel your enthusiasm no matter what it is. Get them to ask you about the market and talk about positives and negatives and when they ask you “is this a good time to sell” say “It depends.” Then you’ve got them immersed in all the issues you can help them with. Brilliant.
  5. Huge volumes of leads expire– follow up before someone else does. Give them an incentive to stay in touch, and to meet with you to discuss ways you can help them. Ensure you have a number of new things to help them with, even if it’s inexpensive landscaping or roofing contractors.
  6. Play up your open houses — and get lots of signs out in that neighborhood. Then walk the neighborhood and leave your custom logo usb stick with files will take them to an online contest on your website! Oh ya, give them an adventure and they’ll be talking about you.
  7. Create a big presence online with a well indexed mls idx website and lots of properties for visitor to easily peruse. And make sure all your city’s MLS listed property pages on your site are indexed in Google. Most site do not have them, so you need to talk to me about all that online stuff. Create some active social media accounts and be active. You never know when a tweet or FB post creates a ripple and creates a lead. Original humor, pets and kids, and fun food recipes are much shared online. Buyers, sellers, and homeowners are all online and you must get your face and name in front of them. Build your online presence to be as powerful, authoritative, helpful, friendly, likable, trustworthy and capable as possible. Repetition and familiarity go hand in hand. People trust people they know.

Now you’ve got the fundamentals of a powerful multi-channel lead generation and presence builder that’s going to spread the word about you. Your blogs, tweets, and FB posts will put you front and center in the lives of your niche target audience. Your social and professional in person activities keep reinforcing the idea that you’re very helpful and they’ll be keeping more of their money (and selling above asking price) if they hire you. You’re entering their lives as a respected friend and advisor and they’ll be glad to be associated with you.

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Predictive Analytics for Real Estate and Mortgage Agents

Forecasting Buyer / Seller Behavior?

I can predict you’ll be meeting more buyers and sellers in 2018 if you get smart about your marketing. And your strategy might include some new technology that’s giving realtors predictive powers. Who wouldn’t want their own crystal ball?

For instance, let’s say you discovered 300 young people, graduated and employed (linkedin), mentioning moving, houses, lack of space, frustration, or weddings (facebook), and displaying intent on instagram, blogs, twitter and other social media. Those behaviors tell you which of the 300 have the highest purchase intent.

Sellers too, express things long before they actually decide to sell such as retirement locations, health issues, kids moving, travel, and vehicle expenses etc. These are the events that lead to the sale of a house.

I Wish I Knew More about My Target Prospects

Your biggest challenges as a real estate agent or mortgage agent is a lack of information about potential clients and what they’re up to – especially for seller leads. Think of the potential value of you knowing who might be buying or selling way ahead of everyone else?

See the videos below and you’ll learn something fascinating.

Forecasting or predictive analytics is a dominant technology innovation happening right now and obviously has big implications for marketing and sales. Companies such as SmartZip have hopped on it and are providing techniques to mine social media activity to predict buying behavior.

There are other companies too, such Adgorithms who use artificial intelligence software to assess click behavior which leads to buying and selling.

What if you could watch your social media followers and draw a good picture of when they might be ready to sell?

Predicting Buyer and Seller Behavior

Google itself is into predictive modeling/analytics extensively with their RankBrain technology. They use it to serve up ads to searchers because they know what consumers will be searching for next in their buying journey. It’s sort of a precognition unit of Google. It works and has grown their ad revenue significantly.

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Tom Cruise in Minority Report image courtesy of tvtropes.com

Major national real estate forecasters have had access to excellent market data to map out predictions on housing markets resulting in a few good predictions (well, okay very few:)  So forecasting and prediction can work if there is enough high quality data, and an algorithm which can filter through it.

Amazon has their AI software helping them predict what their customers are going to buy next based on past searching and buying behavior. Then they suggest behaviors and products to their visitors.

It’s easy to lead someone if you know where they’re going.

You may have watched the Steven Spielberg movie Minority Report starring Tom Cruise. If not, check it out on Netflix.  The movie presented an interesting corollary to predictive modeling and predictive analytics. In it, 3 human brains are used as “precognitive” oracles and are fed all the data known (big data) in order to predict every person’s future behavior.

This is the beginning of what may become the precog world of the future. I’ll introduce you to one of the most intriguing lead generation services going — SmartZip which is unique approach to real estate sales forecasting.




How to Read Homesellers and Home Hunters Minds

What if you had some sort of crystal ball or oracle that could tell you where people wanted to live and when they were going to buy a home or condo? What if you could narrow down the most likely home seller leads?

With Predictive Analytics, real estate agents may be able set up and use their own predictive modeling of their Twitter, Facebook, Instagram, Snapchat, Linkedin, and other feeds to find buyer and seller leads, and other realty trends. This could help with your word of mouth networking since it at the very minimum gets you to focus on the daily activities and psychology of your connections.

The Amount of Data Available keeps Growing

Work that Data!  Predictive analytics or predictive modeling.  That’s why programmers are making so much money and why some startups are hot properties themselves. Investors and businesses want to know what and when their customers will purchase in the coming days to years.

As a realtor, this information can also help you find buyers in your city or those interested in your city, who may want to sell their home and buy another.

How do they do it? Analytics experts are extracting data from social listening and other data held or data transferred in the cloud. Whatever activity is viewable and therefore downloadable, is extracted into a database and analyzed.

Big Data, and There’s Small Data Too

Big Data as it’s called is often collected from the cloud and other private databases and pooled to create an informative source of real estate information for realtors, investors, developers, politicians and civic planners. And the other part, small data, is the stuff you can collect from your own circle of connnections (social media).

The process might also be called data mining, however the semantics of it all is confusing. The key point of predictive analytics is that this huge amount of data makes it possible to extract patterns of behaviour online and foresee possible future behaviours and intentions.

The experts including those at NAR are using it to predict housing prices and investment risk. Understandably, a lot of people are pumped up about predictive analytics.

“Linking information can give you an incredibly detailed picture,” he said. “NAR’s strategy going forward is to determine the strategy and initial objective, identify models worth emulating, assess existing Realtor® resources, acquire and develop missing capabilities, run a pilot project, and then scale up.” – NAR 2013.

Core Logic is one such company utilizing data from the MLS databases.

Key CoreLogic ListingTrends metrics include leading indicators of house prices, listing inventories, days on market, and absorption rates by listing type—new, active, pending, closed, and sold. With deep and broad coverage of U.S. Multiple-Listing Services (MLS) data, CoreLogic ListingTrends provides monthly snapshots of time-series housing data—at the ZIP Code-level.

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Enter SmartZip Predictive Analytics for Realtors

In a previous post on , I mentioned Smartzip, who offers services for real estate agents and mortgage lenders. You’d be wise to check out their service packages and give them a try. They offer insight on ZIP code level which is a little more practical and relevant or the average agent. This can work in concert with my work as your real estate SEO specialist.

What you’ll want to focus on with SmartZip is their data backed selling predictions service to identify seller leads. If you’re selling income generating condos, luxury homes, rental properties, commercial real estate or purpose built student housing investment units, SmartZip could be a big asset.

SmartZip uses up to 24 segments or 2000 variables of data from a number of large listings and real estate firms. As Peter Grace, SmartZip VP says, “You’ve got a 1-in-20 chance in finding a potential seller client if you randomly knock on doors… but you’ve got a 1-in-10 chance if you knock on the doors we tell you to knock on.”

According to a report on mortgagenews.com, that after identifying the best prospects, SmartZip provides a multi-channel marketing program that produces emails and direct mail pieces, including digitally hand-written letters and post cards. It also has a backend lead management CRM feature that looks good. What can it integrate with?

SmartZip’s latest development is called Sphere Targeting – offering home seller analytics and targeted marketing campaigns for an agent’s sphere of influence — or your databases. You upload your personal contact databases to Sphere Targeting’s predictive analytics engine and their software delivers rich data insights and seller predictions for each contact on an ongoing basis. Very interesting.

SmartZip Reviews and Testimonials

Avi Gupta, President of SmartZip explains how SmartZip Works

If you combine predictive analytics with SEO, social media marketing, PPC and maybe remarketing, you’ve got a powerful online arsenal.

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Take Action – Your Love for What you do Will Take Care of Everything

I attended a seminar in Markham, Ontario last Monday evening. It was hosted by Julie Flippin of Small Business Savvy. She’s a sales coach who helps small business people discover what is holding them back from achieving success and get on with building a successful business.

It was fascinating to hear her talk about how we all need to fight our demons and become successful by taking action.

Are You Getting at it?

What Julie does is find out why you’re not succeeding. She asks you questions about how you spend your time, who you spend time with, how you victimize yourself, how to rewrite your life story and self-understanding, and what to do about the people who are not enriching your life and career.

gowithheartAll excellent topics to explore, because the reason we’re failing is all around us and inside us. If you’re going to reno a house, you have take out all that nasty stuff and throw it in the trashbin.

But what if you just take a chance and forget all that psychology and rewriting your life stuff? What if instead, you just get at it without thinking? What if you trust your heart  about the grand results, lifestyle, and freedom you are capable of  creating? What if you disregarded fear and took a chance?

Getting Past Failure by Associating with the Right People

If you’ve been with the wrong people, as we all have, you know how they can sap your strength and diminish your confidence. I want to remind you that success changes everything. Your confidence rises as you build success, and as you get feedback from great people. If they don’t support you, they are toxic. Finding good associates or others who support your goals and who appreciate what you offer them is vital. Brains, expertise, technique, and hard work will only get you so far.

Let Others Help You Improve

Sometimes attending a big event gives you the sense of camaraderie of being with people in your profession. You gather energy, ideas, enthusiasm, and your mind and heart begin to soar. I’ve attended big conventions in Boston, San Diego, Dallas, and Toronto and you do get a bit of euphoria going for you afterward. These are those moments where you can launch yourself to your full potential.

Brian Buffini is hosting a real estate convention in Toronto on Dec 3rd. It’s $95 and a good way to hear some articulate real estate pros give you motivation, direction, process, and tips on improving your realtor marketing results. There are plenty of speakers covering everything from social media to confidence building. Let me know if you’re going.

Of course, if you already know you need to do digital marketing to build your business, then you could just get at it!  You have the answer — go with your heart and your head will thank you.

Brian Buffini emphasizes a knowledge of money (or do you just need to value money more?)

Gord Collins and the Bay Street SEO Company has been a leader in San Diego SEO, Los Angeles SEO, San Francisco SEO, Vancouver SEO, Boston SEO, and Toronto SEO for 18 years.  Gord offers Markham SEO, Richmond Hill SEO,  and Mississauga SEO services. Take the leap this year and grow your business.

Yes, You Can Become a Millionaire Real Estate Agent

If Someone Else Did it, You Can Do it – Become a Millionaire in Real Estate

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Like Tony Robbins says, “you will make a decision right now whether to improve or stay stuck.”

If you’re a 21 to 36 year old realtor, you’re very smart. Most agents are approaching retirement and they’re going to leave the whole housing market to you. That’s brilliant positioning. But how’s your business development going? Are you ready to take charge and become a millionaire real estate agent?

Is there an easy way?

Everyone reaches a point in their career when they need to let go of their “shtick” and adopt a new approach — changes that will position you to go to the top. And yes, even 25 year olds have a Shtick.




Remove the Small Mindedness

Open your mind because here’s how you’re going improve your career outcome.  If you view yourself as an entrepreneur, investor, thought leader, and mover and shaker, you’ll get things moving. The real value is what spins off this train you’ll get rolling.  Your original idea may not work, but once in motion, the very best opportunities appear.

  • vastly improve your leads by leveraging digital media
  • improve your lead quality by attracting the best qualified prospects
  • explode your reach to tens of thousands of people
  • be present everywhere so you’re easy to find
  • increase variety of investors and buyers
  • open your presence in home services, mortgage, travel and other industries to access new types of business that you can refer to others
  • better capacity to capture and close any deal that comes along
  • exposure to multi-millionaire investors
  • more visibility as a credible expert
  • more time to focus on critical areas of your business
  • hiring agents to start your own office
  • help your new agents expand their networks
  • leverage their networks for results at scale

Sometimes We Have to Reinvent Ourselves

Merrily Hackett, a Vancouver real estate agent, was in danger of bankruptcy and seemingly going nowhere. But necessity made her more creative. She improved what she was weak in. Her company is now the biggest real estate agency in Canada with 25 offices and earning billions in sales.

Sales brought that (competitive spirit) out in me. I strive for excellence. I’m driven. When people say that I can’t do it, that tends to motivate me even more. — Merrily Hackett, Sutton Realty.

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Merrily Hackett, Managing Partner and General Manager of Sutton Group – West Coast Realty, created Canada’s top real estate agency in Burnaby BC . From humble beginnings to $8.6 Billion in annual sales.

Millionaire agents build their success through prospecting, constant prospecting. They sleep, but they never stop. Their marketing machine works round the clock. This marketing persistence is only one of the keys. You’re about to go to more parties, if you leverage digital to get invited in on all the sweet deals.

Feed Your Drive

If you become content with a sale every few months, you lose that driven spirit to build your presence and huge volumes of leads for yourself. Competition is intense now.

With thousands of realtors now, you may fail, if you don’t outcompete them with a smarter digital marketing strategy. Real estate marketing is reasonably challenging, but top realtors such as Merrily Hackett master it by leveraging technology, experts, and other real estate agents.

Now, it’s all about 2016. It takes time to gear up. Time for you examine the top realtors and study what they do.

 

Some of what today’s top digital realtors do:

  • try something new even if they don’t know how to do it
  • build a lot of high quality, useful content
  • create new content that is optimized for Google rankings
  • have an attractive website with full MLS listings
  • have an effective, friendly brand image
  • promote and advertise extensively – including in person events
  • be customer focused – showing you are truly working for them
  • be likable – project an image of helpfulness and positive spirit
  • be authentic and honest – build transparency
  • be trustworthy – show you believe what they believe
  • use determination – a calm, confident, no quit attitude
  • create a positive, engaged presence on Facebook and Twitter
  • use an omnichannel strategy that focuses all effort and resources
  • communicate a clear, significant, personalized, unique value proposition
  • use a drip email campaign that adds value
  • follow up on leads in a helpful, information seeking and engaging style

With these in mind, here’s a winning Realtor’s plan of Action:

  1. Target Persona: Build the best view of your target persona — you must know your target audience well. If you’re a North or West Vancouver, West Bay, Sandy Cove, Kerrisdale, or Shaunessy area realtor for instance, your ripest target is upscale, perhaps Asian, an investor, between 30 and 50. Your time should be spent studying your prospect’s lifestyle, beliefs, values, attitudes, personal expectations and what they don’t know.
  2. The Real Goal: How will you attach yourself to their dreams? How will you establish yourself as an important, helpful person in their lives? How will you get them to let go of their “preferences” and hire you?
  3. Relevant, Personalized and Persuasive Content: Before you can go big with advertising, you need highly relevant content – your content confirms to them that you believe what they believe. It also shows your expertise and commitment to hard work. Keep in mind that to them, you are your content.
  4. MLS Property Listings – your MLS listings fed through your MLS associations listing feed is published into pages that your SEO guy can optimize. One top realtor has 8 million pages indexed in Google from his site. That creates a lot of visitors and they like looking at homes.
  5. Big Promotion. Don’t spend your money until you have your content in place and you’re ready to engage them strategically via social media. And when everything’s ready, don’t get cheap with your ad budget – do Facebook, AdWords advertising, and local print news flyer sheets too. Top realtors have ad budgets well above $100k per year. Advertising works.

Powerful CRM and Lead Management Software

If you can’t afford a real estate webmasters account, there are other CRM tools you can use to help you engage your contacts and build your database of customer prospects. And, of course, you’ll have more time to personally engage with your prospects and customers, rather than struggling with digital marketing tasks.

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