LEADS BY THE PAPERLESS AGENT HOW TO TURN ONLINE SELLER LEADS INTO COMMISSIONS

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Julian Lawson
8 years ago
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1 ONLINE LEADS BY THE PAPERLESS AGENT HOW TO TURN ONLINE SELLER LEADS INTO COMMISSIONS

2 There s a dangerous rumor going around that, for real estate professionals, generating and working online leads isn t worth the effort. "They're not ready to buy..." "They don t convert..." "They don t want to hear from me "

leads isn t worth the effort. "They're not ready to buy.

3 However, studies show that online leads are simply at a different stage in the home buying and selling process. A vast majority of the online leads you ll find are just starting down the path to buying or selling. They are looking at homes, exploring their options, or beginning their research.

A vast majority of the online leads you ll find are just starting down

4 So just because online leads generally aren t ready to buy or sell today doesn t mean they re a bad lead. They are the same buyers and sellers who will call on a for sale sign or walk into your office later down the line.

They are the same buyers and sellers who will call on a

5 The trick is to have a system for your online leads so that they choose you when they re ready.

6 THE PROVEN PROCESS TRAFFIC LANDING PAGE HOME VALUE ESTIMATE 1ST RESPONSE GOOD HOME VALUE ANALYSIS INITIAL CONSULTATION OR DRIP SEQUENCE

7 GENERATE TRAFFIC Generating traffic is one of the most important parts of the process. You need traffic to your website and hanging pages in order to generate the online leads in the first place. So without traffic, everything is moot. Here are 3 tips for boosting traffic to your website.

You need traffic to your website and hanging pages in order to generate

8 CONTENT MARKETING Content marketing satiates the avid curiosity of potential buyers and sellers by providing them useful information. One of the most effective forms of content marketing is to maintain a blog. Try creating eight blog posts a month. You can write on a range of topics including buyer tips, seller tips, homeowner tips, market updates, and so forth. You can also publish and a monthly digital newsletter.

One of the most effective forms of content marketing is to maintain a blog.

9 LISTING STATUS PAGE When people are thinking of buying and selling a home, they go to the internet and look for homes for sale to see what is on the market, so you want to make sure you can capitalize on that interest with your own website. Create a short write-up for each of your listings, pointing out info such as price, location, and special features. Then post it to the blog on your website. Doing this will, over time, improve your website s chances of showing up during those searches.

Create a short write-up for each of your listings, pointing out info such as price, location, and special features.

10 SOCIAL MEDIA POSTS Did you know that a FIFTH of all pages opened online are Facebook pages? And that the average Facebook user in America spends nearly 40 minutes every single day browsing the site? Publishing useful information on social media and linking back to your website is a powerful way to take advantage of that traffic and redirect it back to your website. And here's a bonus tip: if you create and maintain a blog as recommended previously, you can promote the content of your posts with ads on social media, killing two birds with one stone!

Publishing useful information on social media and linking back to your website is a powerful way to take advantage of that traffic and

11 THE PROVEN PROCESS TRAFFIC LANDING PAGE HOME VALUE ESTIMATE 1ST RESPONSE GOOD HOME VALUE ANALYSIS INITIAL CONSULTATION OR DRIP SEQUENCE

12 LANDING PAGE A landing page is a specific web page on your website that is designed to covert traffic into leads. Landing pages offer a useful resource, such as a report, guide, or market analysis, in exchange for contact information. For example, at our associated brokerage GoodLife Realty, our landing page for sellers offers an automated, quick online estimate so we can easily deliver initial value to the seller.

Landing pages offer a useful resource, such as a report, guide, or market analysis, in exchange for

13 As a tip, don t ask for too much information on this page, as sellers are not necessarily ready for a phone call. They are looking for information online, and you should respond in the same way. Just ask for a name and address, and your landing page will convert more leads!

They are looking for information online, and you should respond in

14 THE PROVEN PROCESS TRAFFIC LANDING PAGE HOME VALUE ESTIMATE 1ST RESPONSE GOOD HOME VALUE ANALYSIS INITIAL CONSULTATION OR DRIP SEQUENCE

15 HOME VALUE ESTIMATE The difference between traffic and a lead is contact information. But how to get it? The short answer is that you need to provide something of value. For example, when people consider selling their home, often the first thing they wonder is, What s my home worth? Therefore, the best way we ve found to capitalize on that interest is to offer a quick, online assessment of their home.

For example, when people consider selling their home, often the first thing they wonder is, What s

16 This assessment is an item of value that will persuade online traffic to provide their contact information in return. Leads unlocked! And to make this tactic even more appealing to you, there are many online services that you can use to easily provide this service on your website. Keep in mind, however, that this is not a thorough evaluation. The goal is to capitalize on interest at that moment and to feed their desire to learn about their home s worth.

And to make this tactic even more appealing to you, there are many online services that you can use to easily

17 THE PROVEN PROCESS TRAFFIC LANDING PAGE HOME VALUE ESTIMATE 1ST RESPONSE GOOD HOME VALUE ANALYSIS INITIAL CONSULTATION OR DRIP SEQUENCE

18 INITIAL RESPONSE After providing the initial value estimate, we reach out and initiate contact with the new lead via . This step is critical because it lays the foundation for us to continue the conversation with them. When crafting your initial response, remember that many people aren t going to be ready to list right now. Your should attempt to sort those who are ready to provide now from those who aren t.

This step is critical because it lays the foundation for us to continue the conversation with them.

19 First, check your tone. Your should sound like it is coming from a genuine, interested person. Then offer your contact info in case they are ready now, but don t be too pushy. Mention that if they want more resources on the home selling process, they can get access to it from you. To prove your usefulness, include a link to another item of value, such a guide to home selling, and let them know you ll continue to provide them with helpful information.

Mention that if they want more resources on the home selling process, they can get access to it from you.

20 THE PROVEN PROCESS TRAFFIC LANDING PAGE HOME VALUE ESTIMATE 1ST RESPONSE GOOD HOME VALUE ANALYSIS INITIAL CONSULTATION OR DRIP SEQUENCE

21 GOOD HOME VALUE ANALYSIS If your lead doesn't respond, send another message to offer a "good home value analysis." Not sure what that is? We'll let you in on a secret: This is just a layman s term for a CMA and other information you already provide as a real estate agent!

22 In this , reference the estimate they downloaded. Let them know it s a good place to start, but you can help them discover exactly how much their home is worth. Then list out your other services. For example, you offer a comprehensive pricing assessment, suggestions for how they can increase their home s resale value, strategies to get them the best offer, and so on.

23 THE PROVEN PROCESS TRAFFIC LANDING PAGE HOME VALUE ESTIMATE 1ST RESPONSE GOOD HOME VALUE ANALYSIS INITIAL CONSULTATION OR DRIP SEQUENCE

24 INITIAL CONSULTATION As is the nature of online leads, the majority will be about months out from taking further action. However, if you do get someone who would like to meet with you now, great! Set up a time for an initial phone consultation.

25 You ll want to talk to them on the phone before meeting them in person to make sure that the lead is truly ready to move forward. This bit of effort up front will save you so much time and disappointment in the long run! Once you confirm that they are a solid seller prospect, schedule an in-person listing appointment with them.

26 THE PROVEN PROCESS TRAFFIC LANDING PAGE HOME VALUE ESTIMATE 1ST RESPONSE GOOD HOME VALUE ANALYSIS INITIAL CONSULTATION OR DRIP SEQUENCE

27 DRIP SEQUENCE For the leads who need some nurturing before they make a move, you will want to continue to provide useful information. The goal is to stay front of mind and build up your value as an agent. The best way to do this is through a strategic drip sequence that gets their attention and builds trust. Here are some examples of s you can include in your drip sequence.

28 INCREASE YOUR HOME S VALUE Let them know how proper preparation, such as staging, cleanliness, and repairs can increase the value of their home. Use as many statistics as possible, and give them tips about which areas of the home are most important to stage.

29 THE BIGGEST MISTAKES As an agent, you have a lot of experience with the home selling process. But rather than brag about that experience, show your online leads how it can help them. For example, what are the most common mistakes you've seen home sellers make? List these out in your , and provide your readers with information on how to avoid making the same errors when they decide to list their own home!

30 THE PRICE IS RIGHT What does it take to get the price of a home right in your local market? How much does an extra bedroom or location influence the value of a home in your area? You have a finger on the pulse of your market, and as such, you are best able to determine what the market will bear for a certain property... and what it will not. Consider providing information on the dangers of over-pricing a home.

31 TIMING YOUR MOVE Cover the common moving time frames, such as spring and summer vacation periods, and what are the advantages and disadvantages of moving during these periods of time. Inform your readers about how long it takes on average to sell a home in your market, then use that information to suggest that you can help them decide when they should list their property, based on their individual needs.

32 Don't miss out on the wealth of possibility that exists online just because you're not prepared for the long game. Implementing the simple steps outlined in this report will help you consistently turn online leads into real-life clients. If you have any questions about the process, or if you'd like to learn more, please reach out to us. We'd love to hear from you! /ThePaperlessAgent

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Brought to you by. Technology changes fast. From new apps to digital marketing, it can feel impossible to keep up. Brought to you by Technology changes fast. From new apps to digital marketing, it can feel impossible to keep up. At The Paperless Agent, our mission is to help real estate professionals from all experience