workshop Industry Trends MILLION DOLLAR PIPELINE PROGRAM NOTEBOOK

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1 workshop Industry Trends MILLION DOLLAR PIPELINE PROGRAM NOTEBOOK

2 Industry Trends page 2 Industry Trends featuring Technology Director Travis Saxton of REAL Trends REAL Trends is considered the leading source of analysis and information on the residential brokerage and housing industry. With over 27 years of continual growth, REAL Trends continues to provide real estate professionals with new and innovative resources on the latest industry trends and strategies. Top 10 takeaways from Travis Saxton of REAL Trends 1. SEO (search engine optimization) forget the fluff and focus on core areas 2. SEM (search engine marketing) tips to get you started 3. Listing portals trends that affect you 4. Social media top 8 categories to focus on 5. Video doing it right! 6. Mobile strategy time to get serious 7. Speed it up the importance of response times 8. What is a lead incubation in CRM (customer relationship management) it s not a product 10. Don t forget your free online performance study 1. Search Engine Optimization Organic lead generation Organic lead generation is a result of the content YOU create and includes website content, blog content, property detail pages, and neighborhood pages. Website and blog content should be well written, locally focused, and concentrate on what consumers are looking for. 2. Search Engine Marketing Buying leads Buying leads is a cost-effective way to grow your business if you are committed and have a lead capture website and contact management system. This strategy goes hand-in-hand with long-term nurturing and follow-up campaigns.

3 Industry Trends page 3 3. Listing portals All leads should be treated equal. Focus on Realtor.com, Trulia, Zillow, and Homes.com. 4. Social media top 8 categories to focus on 1. Charity 2. Polls and quizzes 3. Humor 4. Inspirational quotes 5. Tips for living well 6. News around the Web 7. Real estate and technology 8. Tips for clients LinkedIn Great tool for recruiting! Craigslist Free and significant traffic contributor. In 2013 it was the second highest contributor to brokerage websites. Facebook advertising Consider testing to a narrow audience with a small dollar amount.

4 Industry Trends page 4 5. Video Build your brand by creating your own YouTube channel. It s free and websites with video are 53 times more likely to appear on the first page of organic Google search results than those without. Video accounts for OVER 50% of all Internet activity! 6. Mobile online marketing mobile app vs. mobile website (or both)? a % of all real estate traffic is from a mobile device; in some parts of the country it s as high as 40%. b. Out of the top 500 brokerages in the US, 69% have a mobile optimized website. Out of those, 21.5% also had a mobile app. c. Out of the entire top 500 brokerages in the US, 20% have a mobile app. 7. Lower your response time You are 5X more likely to qualify a lead in five minutes than if you wait an extra five minutes. The same goes for the time between 10 minutes and 30 minutes. a. Your own CRM Chances are, you ll be amazed at how many leads your company has in its back pocket. Examples include company newsletters, market trends, and neighborhoodspecific information.

5 Industry Trends page 5 b. The CRoMmon denominator i. In a recent survey, Market Leader/Trulia found that only 40% of real estate agents self-reported using a CRM. That same 40% closed more deals and were more satisfied with their profession. ii. Samples of the top agents in the country show over 95% use a system outside of Outlook or Excel to manage their sphere/contacts/leads. 8. Lead-generation Strategy What is a lead? A lead needs an incubation program of at least 120 days. Patience is important when it comes to leads. Use your system to stay engaged throughout the entire real estate process. WHAT S TAKING SO LONG? The buying and selling process, from initial research to closing, is a long process about two years, according to our research. 1 1yr 0mo 1mo 2mo 3mo 4mo 5mo 6mo 7mo 8mo 9mo 10mo 11mo 1mo 2mo 3mo 4mo 5mo 6mo 7mo 8mo 9mo 10mo 11mo 1mo 2mo 3mo 4mo 5mo 6mo 7mo 2yr BUYERS: SELLERS: Consideration/Pre-Research Active Research Buying Consideration/Pre-Research Active Research Selling Capture and Respond Immediately Choose Agent Stay engaged with relevant content 9. CRM (customer relationship management) it s not a product Agents that use a CRM system close more deals. Use your CRM tools! A sample of the top agents in the country shows over 95% use a system outside of Outlook or Excel to manage their sphere/contacts/leads. 10. Don t forget your free online performance study Visit goo.gl/p9omxq for your free copy! Thank you REAL Trends! For more information on Real Trends, visit: https://twitter.com/realtrends https://www.facebook.com/realtrends

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