5 Ways to Generate More Leads

12 weeks

10 homes

Home Buyer Habits

Source: 2012 National Association of REALTORS® Profile of Home Buyers and Sellers

By the Numbers• 90• 87• 53• 45• 27

Home Search Info Sources • Internet• Real estate agent• Yard sign• Open house• Newspaper ad

Home Buyer Habits

Source: 2012 National Association of REALTORS® Profile of Home Buyers and Sellers

• Current Housing snapshot

• 5 ways to generate more leads

• How Cole Realty Resource can help

• Questions

Session Framework

Cole Directory • Published in 1947• “Blue Book”• Crisscross directory of addresses and phone numbers

Invaluable information for a number of industries:

• Telemarketing• Debt collection • Law enforcement

Today, web-based lead generation for real estate agents

Then and Now

Features:• Webinars• Articles• Buddy’s

Blog• Resources

http://www.colecommunity.com/

• Powerful, easy to use tool

• Just Listed/Just Sold search

• Virtually prospect from your desk

• Approach & offer

• Questions

Session FrameworkHousing Snapshot

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• Builds relationships

• Motivates

• Spurs conversations

• They know people

1) Invite Neighbors

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Neighborhood Search

• Google Maps™ technology

• Accurate information

• Easy to use

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A few weeks before:

– Email contacts

– Make friends with the

Homeowner’s Association

– Open house signs

2) Generate Buzz

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New Marketing Tools

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Combined with Tried & True Tactics

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• Telemarketing

• Postcards– 80% effective and keeps you top of mind.

• eNewsletters– Provide updates on home sales, industry news,

decorating and season/decorating information.

Marketing 101

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• List decay 2% each month

– 45 million American’s move each year

– 48 million people switch jobs

– Human data entry error

Up-to-Date MKTG List

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• Clear and concise headline• Graphic supports headline• Colors that pop• Benefits• Offer • Clear call to action• Contact information

Effective Copy Elements

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Creative & Copy

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• Ask yourself: – Is the message I want to convey immediately obvious?

– Does this message resonate with my target market?

– Are the benefits or features of my product/service highlighted?

– Is my offer something prospects can’t refuse?

– Is my call-to-action easy and direct with clear contact information?

Copy Tips

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Creative & Copy

www.colecommunity.com

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Cold Calling Success

• Number’s Game• First 10-seconds count!• Focus on “local” in your introduction• Use your best inflection and tone• You’re calling to advise and consult, not sell• Time & day matter

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• Ask for RSVPs– Send out reminders a few days beforehand– Call them!

• Give something away• Create a virtual walk through– Show common areas, leave a secret to be

learned at the open house

3) Encourage a Showing

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Virtual Walk-Through

Videos should be: •Interesting•Short •How to

•Testimonial•National ads

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Incorporate Video

Try Instragram video: •:15 max•13 filters

•Edit capabilities during filming

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• Outside:

– Mow, trim, straighten,

balloons, banners,

luxurious cars, bounce house

• Inside:

– Stage the home, eliminate clutter, personal

pictures

4) Create Curb Appeal

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• Music

• Refreshments

– Wine and cheese

– Beer and pretzels

– Punch and cookies

• Up the WOW factor

4) Create Curb Appeal

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• Takes 42 hours for follow up

• 1.63 call back attempts

• 50% never called/emailed

• Best practice: 6-9 call back

attempts

5) Timely Follow Up

Source: Insidesales.com/responseaudit

Once again, track and measure

Track & Measure

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• You know: • The local market area• The customer’s preference• The product

• You have the power:• To adjust your marketing• Track and measure• Figure out what’s working/what’s not

Your Agency’s Big Advantage

• Customer Service:

1-800-283-2855

Jump Start Your Sales