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Get Your 40 Every MonthJack MarkhamDirector of Online StrategiesMarket Leader, Inc.

Neither Keller Williams Realty, Inc. nor its affiliated companies warrant any product or services delivered under this program. All products and services are provided by Market Leader, Inc.

Three Secrets to Growing Your Business

What information are consumers gathering online? • Pictures and details about homes on the market • Specific school information• Neighborhood info and demographics• Specific market conditions• Short sale/foreclosure benefits and traps• How to successfully purchase a home• What is my current home worth?

Today’s choices …..what are the real differences?• Google, Bing, Yahoo• HouseValues.com and Justlisted.com• RealEstate.com• Trulia, Zillow, Realtor.com• Company branded websites• Craigslist

Understand today’s online consumer

Building, growing and managing a successful real estate business

Generating leads

Engaging leads

Winning business

Having fun

Challenges for Today’s Agents

Generate leads

Engage leads

Convert leads

Continue relationship

What is your GCI goal?

Suspects or website visitors

Leads

Prospects or contacts

Listings and buyers

Transactions

Income

Be Found

Targeted, Centralized Lead Generation Strategies

• Value proposition lead capture tool

• Paid lead generation

• Craigslist

• Social media sites

Prospect Experience

homes for sale in anchorage ak

Attract Motivated Buyers

Paid Advertising

• Consumer focused website• IDX Feed from Your MLS• An Attention Grabbing Headline• Short and concise message• Always link back to your website in front of relevant content!• Instant gratification• Value proposition lead capture• Attack FBSO section• Post your listings during peak hours• Wait 48 hours before reposting or removing• Service oriented, not the sales approach

Keys to capturing leads on Craigslist

AD HEADLINE

AD HEADLINE

AD BODY

Craigslist: What is an Ad Headline and Body?

• Short and concise message• No disqualifying content• Include a call to action• Always link back to your website in front of relevant content!• Instant gratification• Service oriented, not the sales approach

‘Call to Action’ Ad on Craigslist

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• Attack this section!• Provide value proposition• Targeted messaging• Relevant content

Farm ‘FSBO’ Section of Craigslist

• Networking opportunities• Don’t just post listing or homes• Provide relevant neighborhood content• Utilize a value proposition call to action

Social Media

Neighborhood Expert

Must move leads through the funnel

Suspects or website visitors

Leads

Prospects or contacts

Listings and buyers

Transactions

Income

Provide relevant content

• Neighborhood information

• Market analysis

• Foreclosure/short sale info

• Recommended listings

• Offer a free comparative market analysis

• Offer a relocation package

• Offer tips for 1st time homebuyers

Demonstrate your Experience

• Consumers that are viewing homes on your site

• Know your lead before you reach out to them

• Consumers that are saving homes on your site

• Consumers that return to your site• Consumers that need a

comparative market analysis annually

• Contact management system that identifies your HOT buyers from your browsers

Know exactly when the right time is to engage

• Recommended listings– Most relevant content to online consumer– 9 out of 10 consumers start their search online to view homes– Drives the consumer BACK to your site– Eliminates other search engines

• Market Insider/neighborhood data– Up to date neighborhood data– Value proposition to your business– Demonstrate expertise

• Daily listing alerts– Consistent technology that drives your consumers back to your store– Opens windows of relevant content– Provides a reason for your prospects to contact you directly

• Integrated Marketing Center– Integrated print and email campaigns to drive consumers back to your site– Relevant content based on different consumer demographics

4 strategies to guarantee lead engagement

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Prepare prior to 1st contact• What assumptions can you make based on activity?

– What do you know?– What is your consumer thinking? Feeling?

Behaving like? Motivation?• 1st goal is not to sell them

– Confirm information rather than interview or interrogate• 1st goal is to eliminate them going to another search engine

Be Prescriptive –Status/Group/Campaign• Every lead is placed in a status• Next goal is to demonstrate your expertise by providing them with

knowledge

Prepare for Contact

Stand Out Online

VS

Unique & Successful Another Face in Crowd?