Go fishing on Facebook for real estate leads

May 13, 2019

“Successful marlin fishing involves having the right gear, knowing the right fishing tactics and techniques, and being in the right place at the right time,” according to FishermansOutfitter.com.

The same can be said about anything one is trying to capture, from a mouse or a crook to the perfect photograph and, yes, real estate leads.

The challenge for many real estate agents attempting to capture leads is that, while they may understand tactics and techniques, they lack the proper gear.

So, let’s start with that and then get into how to use that “gear” to lure real estate leads on Facebook.

Mackerel or marlins?

Real estate agents can learn a lot about lead generation and capture from the fishing world. And, the first step is to determine who it is you’re trying to lure. Gone are the days of agents marketing to “anyone who is breathing.” It’s inefficient and ineffective.

Who do you want to work with, buyers or sellers? First-time buyers or repeat buyers? Luxury homeowners or condo owners?

Figuring out what you’re fishing for and then who these people are is key to any marketing strategy, most especially when you’re marketing on Facebook.

Before you do any further planning, head over to Facebook’s Policies to ensure that your promotion follows the rules.

Choose your lure

Watching a video of man- or woman- against marlin, it’s easy to assume that the most challenging part of catching one is the fight. The angler, strapped into a boat’s fighting chair, pumping and reeling, while the huge fish leaps and spins, makes for compelling footage.

But, “big blue” didn’t just stop by and ask for the fight – he (or she) responded to a lure.

And, not just any lure. Depending on species and sea conditions, the boat’s captain will choose from an array of lures he or she feels will be most attractive to the fish.

Premium content might hook them

Premium content is one way to lure Facebook leads. This type of content is different than what you offer by means of blog posts. It’s “a type of digital content that may be accessed for a fee, and is usually of higher quality or more desirable than free” content, say the folks at Techopedia.com.

You won’t, however, be charging a fee for your content. You will, on the other hand, ask for information in return.

And, now that you know who you are “fishing” for, determining the type of content to offer is a whole lot easier.

Remember, it’s called “premium” content for a reason. It’s higher quality than regular content, longer in length and, as the Techopedia folks say, it’s “exceptionally informative.”

An ideal type of premium content is a Free Report. Offer Free Reports in person, through direct mail, email and add to your website as a free download in exchange for an email.

There are a variety of long-form content types from which to choose:

A list and in-depth description of down payment assistance programs
Infographic
Tutorial
Ebook
In-depth guides, such as city guides, neighborhood guides, buying and selling guides, relocation guides.
Reports (basically just 3,000-word articles)
Checklist (staging, moving, loan application, etc.)
Long articles (at least 3,000 words)

Get more tips on creating and marketing with premium content at LinkedIn.com.

Facebook giveaways to lure real estate leads

A prize giveaway is another way to lure Facebook leads.

And, make no mistake, what you’re giving away is key to the promotion’s success. “I mean, who’s really going to take the time of day to like, comment on, and share a post when all they stand to gain is a $15 gift card for coffee?” asks Pat Hiban at ActiveRain.com.

“Almost no one,” he claims. Take the time to carefully consider an item that you’re contemplating giving away. Hiban lists several that worked well for other agents:

Family passes to a popular local attraction, such as a waterpark or amusement park.
Tickets to a sporting event. Hiban suggests “tickets to a local team’s upcoming game or even tickets to college games often work.”
The latest smartphone

Or, make the prize appropriate to an upcoming holiday. In 2017, Chattanooga attorneys Warren & Griffin gave away a stainless-steel barbecue grill and threw in a $50 Walmart gift card that the winner could use to purchase the goodies to cook on the new grill.

Use your favorite graphics program to create compelling Facebook posts to promote the giveaway and ensure that everything steers them to a dedicated squeeze page where you’ll capture their information.

Facebook’s rules state that users can’t force participants to share, like or follow to be entered for the prize. So, don’t force them. Hiban offers a brilliant alternative:

“Know someone who needs” a new grill? “Share this giveaway so that they have a chance to win!”

Get more Facebook giveaway ideas and tips at Wishpond.com and Hootsuite.com.

Show them you know what’s on their mind (available in the postcard section under Get More Listing Series)

Another way to generate leads is to send at least 100 Should You Stay or Go postcards from the Get More Listings Series to an area where you want more leads.

You might also like:

Agent Facebook Success: Rules of Engagement

A Refresher Course in Attracting New Clients

Need help targeting the perfect niche of buyers or sellers? Use our mailing list tool to create the ideal list (it’s easy) or call our support team for assistance at 866.405.3638!

PLUS: When you have time…here are Free killer tools to help your success this year!

1. Become a Listing Legend Free eBook

Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here

2. “Get More Listings” Free Online Webinar

“Get MORE Listings & Begin to Dominate Your Market!” Free online webinar. Learn the 3-7-27 strategy for explosive growth, why 95% of agents have less than 20% market share, and how to become the agent everyone competes against. – Click Here

3. The 12 Month Done-For-You Strategic Marketing Plan

The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Get More Listings, Geographic Farming, and Sphere of Influence. –Click Here

4. The Free One-Page Real Estate Business Plan

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5. The Free Online ROI Calculator

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The Right Stager Turns Ho-Hum Homes into SOLD

Staging

Jan 16, 2019

Work smarter instead of harder

Working hard to get a listing is the first step toward a commission check. In some markets, you may work just as hard to get the listing sold. (By the way, if you’re in need of more listings, send out postcards from our Get More Listings Series they’re great at driving new listings).

In reference to getting your current listings sold, did you know you have 8 seconds to make a great first impression on a potential buyer who has just stepped foot into your listing? This is according to Barbara Corcoran.

Counseling your clients on how to prepare the home for the market is a given. But we all know that many homes need more than a good cleaning and thorough decluttering.

This is when the home stager is worth his or her weight in gold. Taking a home from ho-hum to drop-dead appealing is the magic that sells homes for the most money the market will bear.

Notify Them The Time is NOW (Available in “Get More Listings” postcard section)

Read on to learn how to find this magician and the important questions to ask before recommending a stager to your listing clients.

Where to find stagers

Seems like a no-brainer, right? Just enter “home stagers in [your city] into your favorite search engine’s search box.

But there’s more to it than that. Just as you hope your real estate clients will interview more than one agent, you should have at least three stagers (more is better) to compare. And, the best place to look for them is right there in your office – your colleagues.

Find out which agents in your office use stagers in their real estate business and then make note of who they use. The beauty of this type of referral is that your colleagues did the heavy lifting when vetting the stagers.

All that’s left for you to do is a bit of sleuthing and then interview them to determine if they’re a good fit for your business.

Stalk that stager

Visit each stager’s website to find their portfolios. Remember, if they’ve posted something on their site for all the world to see, they are most likely presenting what they consider their best work.

Try to determine if each stager has a preferred niche. For instance, some specialize in staging vacant homes or condos. Others may have a preferred part of town.

Then, check each candidate’s ranking at Yelp.com and their information at the Better Business Bureau.

Get Them Calling YOU (Available in “Get More Listings” postcard section)

Interview time

When you’ve come up with a list of promising prospects, give each one a call to set up an interview. Here are some ideas of what to ask during the interview:

Ask about rates, especially whether or not the stager requires a consultation fee.
Ask for the address of one or two of their currently staged properties so that you can visit before the interview.
Get a list of the names of other agents they’ve worked with.
Does the stager have a niche? If you, as an agent, practice in a niche, this question is quite important. Luxury agents, for instance, should look for luxury home stagers.
Ask the stagers which areas of town they primarily work in. This is important information since knowledge of the neighborhood’s target audience is critical.
Does the stager use the homeowner’s existing furniture or does he or she have a warehouse with everything needed?
How long does the average staging job take?
What is required of the homeowner pre-staging?
What is the average DOM for the stager’s clients? Is this over or under the average for the market? And, the average list-to-sales price ratio of the company’s staged homes?
Ask if the stager is insured and if you decide to hire him or her, get a copy of the insurance certificate.

Regardless of the incredible customer service you provide your clients, regardless of your impeccable reputation, it takes only one lazy, shoddy, or dishonest vendor to ruin it. Not only is it important to take your time when interviewing vendors, but to consistently follow up on their work.

Call your clients to find out how the job is going. Follow up after completion to get an idea of how it was working with your vendor. Never remain loyal to a vendor after receiving negative feedback.

It’s your reputation on the line.

Let Them Know You’re the Area Expert Agent (Available in “Get More Listings” postcard section)

Send at least 100 Activity in Your Neighborhood postcards from our Get More Listings Series to an area where you want more listings.

Then get your stager lined up and ready for the flow of new listings coming your way.

Need help targeting the perfect niche of buyers or sellers? Use our mailing list tool to create the ideal list (it’s easy) or call our support team for assistance at 866.405.3638!

PLUS: When you have time…here are 4 free ways we can help you have an INVINCIBLE 2019!

1. Become a Listing Legend Free eBook

2. The Free One-Page Real Estate Business Plan

3. The 12 Month Done-For-You Strategic Marketing Plan

The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do when. Four key market segments are included, Niche Marketing, Listing Inventory, Geographic Farming, and Sphere of Influence – Click Here

4. The Free Online ROI Calculator

Also…check out these game-changing tools!

Three Click Postcards – Just snap a home photo & create a postcard all from your mobile phone

MLSmailings.com – Automated Just Listed, Just Sold Postcards

Market Dominator System – Become a neighborhood brand & achieve 20% market share

Want to Refer a friend or colleague? Refer them, Here. THEY get a Free $25 Gift Card and YOU become their hero. BTW, you also get a $25 Gift Card too (now that’s what I’m talking about)!

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