Author: Emmanuel Lao

Realtors know that niches are super powerful. However, in my business dealing and providing real estate strategies along with great real estate web design to realtors, the big problem I’ve encountered when helping our clients is that, to them, niching is one of the things that they have difficulty with.

Finding a niche that realtors are comfortable with and can focus on and commit to is like running a 100-mile marathon. This is because niching is often misunderstood as the idea of helping their “community” or “area” which serves as their niche, and that’s completely incorrect.

Instead, you have to start emphasizing the strategic power of niching.

A lot of the agents that I get to talk to, in my business providing great real estate web design to help realtors grow their businesses, are trying to farm for cold leads with an unrealistic basis of what they’re doing from a marketing budget standpoint. 

Having a small marketing budget means having a smaller reach which then translates to a smaller audience reach. By not spending enough on your marketing budget, you will most likely pop up in front of fewer people and would not be enough for them to see and hear you. 

What I often see happening is that 90% of real estate agents would start off and craft an amazing marketing strategy and plan but when it comes to executing the strategy, they’d be scared to spend their money and would prefer to have a small budget. 

And a great marketing strategy is not enough to bring you the number of leads that you need in order to scale your business.

One of the most searched phrases on Google about real estate is various iterations of essentially the same phrase, real estate lead generation. I provide real estate strategies, along with great real estate web design to realtors and in the process of doing consultations with realtors, the lead generation problem always comes up as well.

I always tell them that the solution is not hard.

Evaluating your strategies through the spectrum between risk and time would help you understand the value from your lead’s point of view.

All realtors trying to establish their online presence have aspirations of having their real estate website rank organically on search engines like Google.

In my business, providing great real estate web design to help realtors grow their businesses, we launch websites left and right, and most real estate agents don’t know that the success of their website is not just about the website itself but that search engine optimization or SEO play a big part in it. 

Implementing an SEO strategy for your real estate business optimizes your online visibility. Maybe you’re looking for an overarching strategy to implement and didn’t realize how much work is involved or maybe you’ve hired an SEO guru or agency and they didn’t get the results you were expecting.

Here’s what you need to know about SEO:

I work with a lot of realtors in my business,  providing great real estate web design and real estate strategies to help them grow their businesses.

One of my real estate agent clients recently asked: What’s the difference between Google Ads and Facebook Ads?

We were discussing ad budget and ad strategy and she had a bit of a hard time understanding the difference between advertising on Google vs Facebook. Based on that conversation, it made me realize that a lot of realtors are struggling with real estate lead generation and want to start dabbling with running Ads, and are probably asking the same or a very similar question.

At the end of the day, which one will give you your fastest and cheapest return on investment?

Your business is made up of 5 main components or pillars, these pillars are lead generation, lead nurture, sales (or the act of converting a prospect into a client), fulfillment (or fulfilling the need of that client), and lastly retention. And as someone in the real estate web design business, I get to talk to a lot of real estate professionals, and whenever I talk to Realtors about their struggles many of them talk about the same challenge which is pillar number one, the act of getting or acquiring leads.

What realtors often hear is that they’ve tried postcards, hit the streets and knocked on doors, or maybe got a list and started cold calling. Some may have had tried dabbling in Facebook ads and digital marketing and maybe ended up with something like 30 leads a month, which then led to the and so it probably left you with a bad taste in your mouth

The biggest problem with these solutions is that they don’t give you consistent leads on a daily basis. Essentially, in order to solve the lead generation problem, we need to be able to create leads on demand.

When asked, realtors’ top-of-mind response to their biggest business problem is that they want quality leads. I get to talk to a lot of realtors, providing great real estate web design and real estate strategies to help grow their business. 

I’m in the business of providing great real estate web design to realtors. One of the realities I have been able to uncover is that many realtors started their real estate careers because they want to help people either sell or buy or invest in property, but definitely not set up websites. 

Figuring out how to set up websites is extremely time-consuming, especially if you don’t have a technical background. What usually ends up happening is that most agents, unbeknownst to them, end up signing up or purchasing some random service company and waste a ton of money in setting up their website and the whole process. 

So how do you set up a website so that you know exactly what you should be purchasing when you find yourself in the predicament of needing to set up a website?

I want to focus on two points.

1. Having a website isn’t all about creating a beautiful-looking real estate website for yourself.
2. You don’t have to set your website up all by yourself.

We are going to be going over some boring yet very important stuff when it comes to setting up a website specifically domains, servers, hosting, security, and emails. At its core, this is what a useful website is composed of.

The best way to really explain this is to use some analogy and metaphors to really help you unpack what exactly we’re building. To really simplify this, let’s go with something that we all already know, which is the analogy of building a house because hey, we’re all in real estate after all and this is something we can all kind of relate to.

As an entrepreneur, you want to grow your real estate business, and because of that, you probably have a bunch of items that you really need to do and have this laundry list of things that you need to be doing in order to really grow and scale your real estate business. 

I experienced this first hand with my business, I work with great real estate agents providing great real estate web design and marketing strategies to help them grow their business. And much like you, the things that I needed to do became so overwhelming and were causing me anxiety. 

There is a process to systematize your understanding of what you need to be tackling first in order to really start scaling and moving the needle for your real estate business. I got to give a quick attribution and shout out to one of my mentors, Taki Moore. He provided me and my team with this super-simple framework that helped us, which, I’m about to share with you today.

I think it’s going to resonate really well with you because many of you guys are probably working on a hundred different projects or what we like to call shiny objects, all at the same time instead of starting to prioritize the tasks that are really going to be moving the needle. I want to explain this better with an analogy, the fable about the tortoise and the hare. To quickly recap the tortoise and the hare story, they were racing and long story short, the tortoise wins the race because the hair was too busy trying to do too much.

I want to break a belief about real estate leads. A lot of the realtors I work with, my team, and I provide great real estate web design and real estate strategies to help grow their business, believe that either every lead generated equals one client or all online leads are garbage.

There are two really distinct trains of thought that most realtors gravitate towards when it comes to talking about generating leads online and I wanted to debunk these two trains of thought and help you better understand the right way to be thinking about online lead generation.

The first particular way that most agents think when it comes to lead generation is that every lead is equal to a new client. This is actually a false belief because this is not how online marketing and lead generation works. What ends up happening is these agents run ads and get

This then leads to belief or principle number two and that is all website leads are really horrible leads. And so some agent feels like they’re burned for life and scarred for forever advertising online and they end up resorting to what they believe works.

This is 100% the wrong way to think about leads online, I want to take a second and reference one of my coaches talking because he kind of breaks down in a very simple philosophy which I believe he got from Dean Jackson about leads online. For every hundred leads, about 50% or maybe more unqualified, then the remaining 50 it’s about an 85/15 split. Where 85% are later people and 15% are now people.

Here’s the thing that you have to realize, when you have a lead opt into your world, they don’t know who you are or what you do. All you did was create some sort of collateral or a piece of marketing or advertising that presented a potential solution to the problem that they are facing.

When a potential solution is presented, you as the salesperson should not automatically be trying to convert that person. Instead what you have to understand is that you must indoctrinate that person, this person doesn’t know who you are what you do so there’s likely no trust there.