Strategies for Generating Leads

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Camilla Reeves
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1 workshops Strategies for Generating Leads MILLION DOLLAR PIPELINE PROGRAM NOTEBOOK

2 What it takes to become a good lead generator Understanding your goal How many leads do you need to generate based on your goals for 2014? This should break down to a monthly targeted number. Understanding your target audience 9 out of 10 consumers are online gathering content today. These consumers are not searching for agents and would rather hide behind the wall of the Internet while they are in gather mode (Phase 1). The difference between relevant content or value proposition Relevant content is what consumers are initially looking for online. Value proposition is the what s in it for them. Relevant content is used to influence consumers throughout their timeline and to stop them from searching elsewhere. Value proposition should never be told it should always be demonstrated. Being committed and consistent You must commit 2-3 hours a day toward lead generation. Whatever your strategy is going to be, you MUST stay consistent. Give everything a chance to work. If you give up and letting things slip, you will never see consistent results. Time or money You are always spending either your own time or money when it comes to lead generation. The more money, the less time you will spend and vice versa. Patient and open minded Being patient and open minded is vital for generating leads today. Buy into the fact that there is no such thing as a bad lead. You can t make a consumer better or worse you can only meet different consumers at different points on their timeline. At the end of the day, it is always a numbers game.

3 Which source: How do you decide? Your level of commitment determines number of sources Every agent has a different level of commitment and usually this is tied to the goals they set. The higher your goals, the more leads you need. At the beginning, it is more about being great on 2-3 sources so that you don t overwhelm yourself. Which source is best for your market? Every market is different. Based on your own market, there are sources that will perform better. Set time aside to understand these challenges before you begin or do some light testing to determine what will work. Your time Maybe you have less time than most agents. You should only focus on buying leads plus one other source. Know and understand this before you begin. Your money hire outside The more money you spend on key partnerships can help you generate enough leads into your business and spend less time focusing on that task. Your transaction goal This really determines that magic number when it comes to monthly lead count. Once you determine this number, you can decide how many sources you need to have in your business to help you be found.

4 How to become a good lead generator Determine these areas: What are the choices? SEO and blogging Social media Farming neighborhoods (utilizing print) ebay classifieds Backpage Craigslist Determine the audience: Demographic Millennial (1st time buyers) Gen X (Move up buyers and 1st time buyers) Baby Boomers Traditional Market Military base Vacation or 2nd homes Golf course communities Waterfront Niche For sale by owner Expired listings Renters Just Sold neighborhood Determine content that relates to audience: Pictures and details of homes Monthly market reports Home valuation offer #1 driver of consumers going online today. It is actually the most relevant content you can provide. Most consumers are trying to find this first. Know which reports are more important for your target demographic. This is vital since most of the time the consumer is starting phase 2. We all know what sellers want as an end result the value of their home. Make sure you are utilizing this enough to drive those sellers to your website. Continued on next page...

5 Determine content that relates to audience (continued): Community pages Real estate insider tips Neighborhood reports Consumers are more interested in specific neighborhoods than ever before. Having hyper-local information on your website will not only generate leads, but it will stop their search. 1st time home buyer Move up buyer Seller information tips Market statistics Consumers want to know what they can expect after they buy their home. Even today s seller is interested in this information as they try to decide whether or not to list their home. Amenities are gathered by consumers the same time they are looking at pictures. Once pictures are found, amenities are usually the next things a consumer will look at. Determine call to action that relates to content: Drive to your website Call you you Instant chat Text messaging Showcasing your website Listings Pictures Neighborhood stats Market analysis School information Sell tab Specific communities Videos Customizing your page Creating your own tab with specific content for your target audience Creating a hyper-local website

6 Lead Generating Strategy Worksheet My top two demographics are: Additional lead sources are: Additional Resources Lead calculator: marketleader.com/leadcalculator Creating a custom page on your website (2:40 minute tutorial): Communities served (2:56 minute tutorial) Site activity & lead sources (PDF):

Top 20 takeaways from Million Dollar Pipeline Program

Top 20 takeaways from Million Dollar Pipeline Program #1 Motive! Why do you do what you do? Ask yourself, Why did you get into real estate? The one extra degree of effort in business and in life separates