Month: January 2023

#5 VSL (Video Sales Letter)

If you’re not familiar with a VSL, it’s simply a 15-20 minute video specifically designed to educate your service. This video is designed to outline what makes you different and the benefits of working with you.

Now, the way you use a VSL strategy is really based on the specific problem that a potential prospect is suffering and you want to educate them on it.

And we’ve found that they’re very effective if you’re planning to do video ads.

However, the key to making them work is based on the unique value that you’re able to provide on the VSL itself. One way we do this is by thinking of something that the general public believes to be true but knows it’s not.

#4 Pillar Post

This is a really effective strategy if you’re using the Google Ads search network for example.

Now the way that these works are really based on the value that you provide in written content.

What you have to understand with lead generation platforms like Google Ads search network is that the people that are searching are specifically searching for something unique and they want the answer.

So for example, if someone’s looking for “How to get approved for a home as a first-time home buyer?”, then Google will present the most probable search result to that answer.

And if we know this then we simply just need to create high-value content that actually provides a solution to the search intent.

#3 Facebook Group

This strategy is simple and straightforward.

You see, the average lead wants to learn and educate themselves on their own time. At the same time, they also don’t want to be pitched to.

But if you create a Facebook Community specifically dedicated to teaching and empowering this lead, the more likely it is that they are to join because it’s beneficial to them since they won’t get sold to and they can look at the stuff at their own time.

So the way this lead gen strategy would work is to launch a Facebook advertising on a free group that solves a specific problem. The key here is to make this Facebook ad a Facebook lead ad so you can capture the information.

And then once the information is captured you could then redirect them to the Facebook group.

#2 Open House Listings

Another straightforward strategy is to generate leads through open houses. 

And this one’s very easy to set up if you have a listing. All you need to do is simply create a Facebook lead ad of the listing and you capture the information prior to sending them to view the listing information.

#1 Use a Lead Magnet

Using a lead magnet has by far, been the most effective lead generation strategy for us. 

A lead magnet is no more than a fancy way of saying a PDF guide or a checklist or a document that is of massive value to your potential client. 

The key with the lead magnet though is that you always have to be thinking one step ahead of the intent of your lead.

So here’s a great example:

If your target audience is older homeowners that are considering state planning for their parents, then the lead magnet shouldn’t be about real estate planning for their parents. 

Instead, you would need to think a level beyond that. 

And this could be something as easy as a 10-step checklist for outdoor activities to do with your 80-year-old mom or dad.

You see, lead magnets work really well when you think lower level intent and nurture them once you have the lead’s contact information.

But the key here is to provide value.

As for the setup, this is just like the Facebook Group and the open house which is a Facebook lead ad to capture the lead and then send them the asset.

Depending where you’re starting from in your real estate career for example if you haven’t got your license yet then I think this would be a really great starting point for you. This is the anticipation step and the idea behind it is we want to start creating some excitement for things to come.

So start putting it out there on your social media and texting your close family and friends that you’re in the process of getting your real estate license. Just tease it to them and let them know that you’re planning to get it in X time and if anyone in your sphere has some questions or is looking to buy or sell in the next few months. You’ve now easily created a brand-new lead.

Step One – Sign Up With A Brokerage

A lot of agents go crazy trying to find the perfect brokerage for them, weighing out pros and cons, however after doing the repetitions my advice on this one would be to just pick one because, at the end of the day, you’re likely going to be switching. It may not be in the next month or few months but it will inevitably happen.

Also, your first transaction is not going to come from the brokerage so it doesn’t really matter which brokerage you decided to work with. You just need a place to hang your license so that you can do some business.

Step Two – Do An Audit Of Your Contacts

This is where we’re going to start to get our nails dirty and the way that you’re going to audit it is like this. You’re going to create a table on a piece of paper or you can use Google Sheets or Microsoft Excel and this table is going to be made up of five columns.

The first one is labeled family, then household, then-current living situation, then estimated finances, and lastly next step. The goal of this exercise is we want to try to identify some commonalities with the people within our sphere. For example, if we see a lot of people in our sphere that are renters then it would behoove us to try to serve those people and get them into their first home because they’re the low-hanging fruit

Step Three – Post An Ask

This is going to go to your sphere so it can go to your Facebook, you can set out a mass text or if you have a bunch of emails you can just create this email and then BCC everyone in your address book and this email is going to ask a simple question. Based on who you identified in step two, The ask is as simple as, “are you looking to ______ in the next 12 months? “

Now, if you’ve done this correctly your sphere will respond to this question and you’ll find that a lot of the people that you presumed were having this issue will actually make themselves known to you and comment back.

Step Four – Shake The Tree

Once you’ve executed this, then the next step is we want to try to shake the tree a little bit more and see if we can try to create some referrals. So wait a week and then you’re going to post another ask.

Again based on the group or community that you identified in step two we’re going to ask our sphere the same question but we’re going to ask it slightly differently. The ask is going to look like this. “Do you know anyone that is looking to _______ in the next 12 months?”

It’s a very simple question but you’d be surprised how many of the people within your sphere likely know someone that has the intent to do the thing that you’re saying that you do. And then voila you now have at least a handful of people that are looking for some help in real estate and you positioned yourself as a potential problem solver to their problem. Now depending on how big your sphere is, this leads us to step five.

Step 5 – Nurture Your Clients

The majority of people you engage with are likely going to be not now clients so you’re going to have to nurture them. When you’re starting off, you’re not trying to spend any money right now on any additional costs like a CRM since you need to get a return on your investment as quickly as possible, so we’re going to bootstrap this process of nurturing.

The bootstrap process of nurturing is no more than creating a reminder for yourself and sticking to that reminder. So find a place where I can see a daily reminder of things to do. I personally use it to do a list and create a recurring event but it’s as easy as just taking out your calendar and putting a post-it note on a calendar date. What I would essentially do here is I would tv take the little post-it note and write down the person’s name 12 times on 12 post-it notes and paste this post-it note on a day every single month.

This will be a reminder to me that on this day I need to reach out to this person and check in with them. You are either going to call text or email and you’re simply going to ask a question. This is a very simple check-in just to check on their well-being because at the end of the day we are not trying to pitch we are trying to serve and this is one of the easiest ways to show that we care