Lesson #4: How Real Estate Agents Can Get Leads and Clients From Their Website

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I'm Jennifer Myers, Founder of Agent Grad School and host of Confessions of a Top Producing Real Estate Agent, The Agent Grad School Podcast.  My goal for each episode is to give you actionable steps you can implement today to grow your real estate business.

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Want a way to create your own leads online?  

Leads you don’t have to pay hundreds or thousands of dollars a month for? 

Leads that bring you clients you want to work with and who want to work with you? 

You can do that and it’s as easy as using your own website.

In today’s free training episode on Confessions of A Top Producing Real Estate agent, I walk you through just ONE of the strategies I used to grow my million dollar + per year real estate business.  

It wasn’t just having a website and weekly email newsletter that worked, it was the strategy I created to put those two tools together that worked so well. 

Listen to the steps in today’s episode:

Step 1: You’ve got to have the right website—a website that can actually get you leads.

Your website needs to be the home of your real estate business!  And, it must do ONE job for you—get you leads and help you turn those leads into actual clients.  

You do this two ways:

The first way is to be sure that you are answering the question, “Why should someone choose YOU as their real estate agent?”

Go back to the first episode in our 30 Day Marketing You From Home Challenge about how to answer that question “Why Should Someone Choose You?” and apply everything in that episode to your website.

This is how you CONNECT with your website visitors.

Step 2:  Your website must have an opt-in

Once you connect with your website visitors, you’ve got to turn those casual visitors into actual leads.  

In order to create leads from your website visitors, you’ve got to have a way to capture their name and email address.  

You do that through having an opt-in.  But not just any old opt-in like a “contact me” page.

You’ve got to speak to your target audience and you’ve got to give them a good enough reason to WANT to give you their name and email address and WANT to hear from you again.  

You do that through giving them something enticing that solves the problem as to why they haven’t already bought or sold a home.  

Something so irresistible that they NEED what you are offering and are willing to give their name and email address to you for it.   

This opt-in should go on your home page and as the call to action on the About page of your website too.

Step 3: Your website must have articles that solve your target audience’s problem 

Think blog posts, but they can be videos, a podcast, even just a few paragraphs. 

You need articles that make your target audience want to stick around your website and keep coming back. 

You’ve got to give them value-added information that shows them that you understand their needs, goals, concerns when it comes to their real estate “problems” – and even ones they didn’t know they had!

There is a reason they haven’t taken action already to buy or sell a home. They believe there is something in the way, some problem they have to solve first.

Your website articles or posts address how they can remove whatever obstacle is in their way.

You do this through a weekly website post that has information in whatever form you are most comfortable with in creating on a regular and consistent basis. 

The content in this post (blog, podcast etc) will explain how you approach helping them make their homeownership dreams come true.

It’s your opportunity to answer that two-part question weekly, “Why you?” and “How can they overcome the reason they haven’t already done what they want to do—buy or sell a home?”  

Your website posts also give your audience a reason to come back again and again and is why they want to keep hearing from you.  

If you are following along for our Marketing YOU Challenge, this is how you’ll get your homework points this week—create an opt-in for your website.  You don’t even have to connect it, just create it.

Step 4:  Drive Traffic

Now your website is ready to:

1.) Connect with your target audience by answering the question “Why you?,” and

2.) Capture visitors with an irresistible opt-in, and

3.) Convert leads into clients with your website posts that answer the question “How can they buy or sell a home and overcome whatever is in their way?”…

NOW it’s time to drive traffic to your site.

WARNING: It is useless to focus on driving traffic to a site that doesn’t speak to your ideal client, and doesn’t have an opt-in to capture names and email addresses.

Only when you’ve solved the reasons why your website isn’t getting you leads in the first place (see steps 1-3 above) is it time drive traffic to your site.

In today’s episode, I give you five FREE ways to start driving traffic to your website, and there are so many more ways to drive organic traffic and also drive paid traffic through ads.

Step 5:  Keep in Touch

Now that you’ve worked so hard to connect with your target audience AND given them something that will truly help them – so that you got their name and email address — it’s time to convert those new leads into actual clients.

You do that a through a weekly email newsletter that drives traffic to your website posts, either blog articles or videos or podcasts that you created in step 2.  

You need to consistently keep in touch with your leads until they are ready to move forward with their plans to buy or sell a home. 

Not everyone that gets your emails and comes to your website will be ready to move to the next step right away. 

In fact, most will not.  Your job is to keep giving them value-added content each and every week (or every other week) through your posts.

Each and every week, these emails and website posts help the people on your newsletter list see and come to realize they can answer the all-important question, “Why should they choose you to be their agent and how can they buy or sell a home at all?”

Your weekly content answers that question. 

This is the ONLY marketing I did to grow my million dollars plus per year real estate business and is how I continue to get clients to this day!

Want to see how this works in my business today?

Download my last three client newsletters and see exactly how I do this.  

I hope this episode helps you start to think out-of-the-box when it comes to generating leads for your real estate business.

If you loved this episode, I’d love for you to leave a review on Itunes!  Your review will help our little show reach even more real estate agents just like you.  

Resources mentioned in this episode:

My last three client newsletters and website articles. This is the strategy I used to grow my business and the only marketing I do today to get clients.

It’s a weekly email newsletter that I send to my list of leads and past clients that drives them to an article on my website. Take a look at why this works so well with the exact content from my last three weekly newsletters.

Today’s podcast is sponsored by Bench Booking

Bench does your bookkeeping for you—so you don’t have to. Unlike DIY software, there’s zero learning curve with Bench. Instead, you’re paired with a dedicated expert who is with you every step of the way.

It’s all the benefits of an in-house bookkeeper at a fraction of the cost. Give Bench a try and see how easy it is to finally check book keeping off your to-do list forever so you can do what you love most—helping your clients buy and sell their homes.

Use our friends of Agent Grad School link and get a first trial month, plus an additional 20% off your first six months if you end up signing up.

To your success,

Episode Transcript

On today’s episode, the five steps to create your own leads online without having to pay for them without having to run ads. Any of that stuff, I’ll show you how you can do this using your own website and attract clients to you and bonus you do not have to be tech savvy to do this. Welcome to this episode of Confessions of a Top Producing Real Estate Agent I’m your host. Jennifer Myers. Listen in. As I share exactly what I did to go from not being able to sell a house for years to becoming one of the top 1% of agents in the US even opening my own brokerage full of agents taught me serve all the clients that were coming my way. I taught those agents. The same strategies I used in day two became the top producing agents. Now through this podcast and agent, rod School dot com, I’m sharing those same modern marketing and business strategies with you. Most of which I learned from looking outside of the real estate industry, no fluff, no theory, no outdated sales techniques or paying for. Leads just the exact steps to get you the real estate business you’ve always wanted. And the life outside your business, you’ve always wanted to let’s make it happen. And dive into today’s episode Today, Sponsor his bench bookkeeping bench book keeping is a secure online company that keeps your books in order for you each and every month, they make bookkeeping so simple and all the books are done perfectly. What I love most is once it’s all set up, everything is hands-off for me, so I can spend my time doing what I love, helping clients buy and sell homes and helping real estate agents launch and grow successful and sustainable businesses. I hate doing bookkeeping. I give that all to them, and I also love the financial reports for the first time ever in owning a business for 20 years. I love looking at my monthly and yearly reports because they’re not only beautiful, but they give me all the information in a way that I understand in one simple glance, my accountant loves bench To because all he has to do is log in any time using his own login. He doesn’t have to depend on me. And the million times I changed my passwords. He can log in anytime with his own password and get what he needs to do my taxes, or give me information about my STR estimated quarterly taxes, whatever he needs. He can log in there right away, because you’re a friend of Agent grad school. You can use our friends of agent Grad School link at www dot agent Grad School dot com forward slash bench and get your first month free. And if you like it, you can sign up and get an additional 20% off your first six months that’s Agent grad school.com forward slash bench onto today’s topic. How to create your own leads online using your own website without having to be tech savvy Leads you don’t have to pay for leads. You don’t have to drop everything for and show a house To and Leads you don’t have to hurry up and call and be the third person in 10 minutes that have called them. I know it sounds a little far-fetched, but it’s absolutely true. And this is one of the fundamental marketing strategies that we teach inside agent Grad School today, I’m going to lay out the framework. So, you know, the steps involved to do this in your own real estate business. They’re the same exact steps I took to grow my million dollar per year real estate business. And when you hear them, you might think it’s so simple. You’re probably going to be like, is that really it? And I’m going to tell you right now. Yes, that’s really it. I used two primary things to grow my real estate business to more than a million dollar per year business. I use my Website and I used a weekly email newsletter. I’m just going to share one of the strategies that I use to create my own leads online with my website in my newsletter. My goal is to share how I did it so that you can see it’s possible that just knowing the steps, hopefully you start to think outside the box when it comes to getting clients and knowing that you can do a whole lot less and have more clients, a lot less running around a lot less picking up the phone, a lot less chasing, and you can get better results because what the strategy I’m about to explain to you will seem very simple. And it is so the strategy is all about how to work smarter, not harder. It was about trying to have Clients naturally want to come to me. So obviously, as I go through this, there’s a lot more intricacies in each step that would take a really long, even longer Podcast and be super boring. So, but so I don’t lose you. I’m going to go through this kind of an abridged version. So you understand the How To at a very high level and just know that if you like what you are hearing here, this is the kind of stuff that we teach inside. Agent grad school when you become a student and our next semester is coming up in June. So be on the lookout for that. Okay? So here’s how you can get Leads using your own website and a client newsletter. Step one, you’ve got to have the right website, your website, as well as every marketing piece that you create in your business needs to do one job for you. It needs to bring you Clients. And so if you’re using anything that doesn’t actually bring you, Clients including your website, then stop using that tool or you need to change it. So for me, that’s the first step I took is my website was just kind of what I call a vanity plate. Website were just talked about me and all this stuff, and it really didn’t talk to my To. It really didn’t do the job to get its own Clients. And so what does that mean? Your website needs to do two things specifically for you, in addition to getting you Leads in order to get you leads. It’s got to answer that question and we keep coming back to, why should somebody choose you? And then the second is it’s got to be able to capture leads for you. So here’s what the right site looks like. You have to speak to one target audience, like we’ve been talking, talking, all marketing, you challenge long, you’ve gotta pick a niche and you’ve got to speak to one audience, essentially. That means that you on your homepage, whenever that target audience lands there, they need to feel like you’re talking right to them. And so if I was your target audience, it should make me feel like I finally am home than that. It is no doubt what you do and why you’re good at it. And that I need what you have that you’re going to help me overcome my obstacles and help me do what I want to do. But I kept thinking there was things in my way. So that’s the first step is having a Website and that speaks to a target audience. But secondarily, that website needs to have what’s called an opt-in. And for right now, it has, should have an opt-in on every page. But just to make this easier, you need to have an opt-in on your home page to turn website, visitors into leads. We’re going to talk about how to get website visitors in a second. We don’t want to get visitors until we actually have a way to capture those visitors and turn them into leads. And so what an opt-in does is you offer something your ideal client, once that helps them overcome the reason they haven’t bought or sold a home already, or just gives them something they’d want in return, you get their name and email address that gives you a lead. So if you don’t have an opt-in on your website, I hate to tell you this, but your website is useless as a lead generation tool because that’s the point of any marketing that you do. It should be To Get Leads, shouldn’t just be a glamour page. It shouldn’t be a how great you are. Any of that. And hoping that somebody who lands on your page eventually remembers you for months from now, when they’re ready to buy a home. No, this is super, super crucially important. Stop driving traffic to your website or warring worrying about how you rank on Google or any of that buying ad words, do not worry about any of that. If you do not have a way to turn website visitors into leads by having an opt-in on your homepage and really on every page of your site. But again, we’re just, we’re going to start with the homepage. Otherwise, whatever Website you have is a complete waste of time or money. I’m sorry, I’m being so blunt, but I just, people need real estate agents need to hear this. I’m getting really amped up because it’s truly the easiest way to get clients through your website. And most real estate agents have a website, unfortunately, that the call to action. There’s like this big, you know, I see so many real estate websites every day and they just say search for homes. Nobody’s going to your website to search From homes. Guys, they’re going to the big websites to do that. You know, the two big ones I’m talking about, they’re going there to search for homes, not Your Website. So Stop making the call to action on your homepage, search for homes, or find out what your home is worth. That does not give value anymore because of those two big websites that I don’t know if I’ll get trouble. If I name they’re the ones spending billions of dollars to get your clients to go there, to search for homes and find out what their homework home is worth. Do not try to compete with that. That gives you a Clients or your visitors, no value because that’s not what they’re there for. And most importantly, you cannot keep in touch with them and convert them into a client. If you don’t have their name and email and they won’t give you their name and email, unless you give them a good enough reason. Otherwise you are just going to drive traffic that forgets about you in like two hours, maybe Les. And by the way, a contact me page is not enough. That is not a good enough reason for somebody to give you their name and email address. You have to give them a good enough reason to want to fork over their precious email risk being hounded by you think about it. Think about when you visit websites and you could start kind of noticing this when you are searching online for anything, but what gives, what gets you to give out your email address? A perfect example is like when I shop on Westelm, every single time I go to any kind of shopping for anything online, like West Elm, a furniture store or J crew or any of that, what do you think happens? A pop-up that says get 15% off my order. If you’re a Jew, you know, if you’re a new member of the email list, why do you think they want your emails? Why do you think they’re willing to pay you? Whatever 15% off is off a couch or a bed that’s hundreds of dollars just because they want your email address. That is a perfect example of an opt-in and it doesn’t always have to be a discount, but that’s just a good example. I know that you all have had another good example, might be anytime you’ve done any kind of online quiz where you’ve put your name and email in to get the results. That’s an opt-in quizzes are opt-ins. So an example of a great opt-in for a real estate agent is a list of properties that are coming soon, perhaps that aren’t on the market yet. Right? So if you know that Your, that kind of works for anybody like a hot list of properties before they come on the market, something like that. So how to create your own opt-in is first you again, step one is you have to know who your target audience is. That’s always the beginning. Who are you talking to? And it’s in the opt in specifically has to solve the obstacle. The problem that your target audience has as to why they haven’t bought or sold a house yet already, but it can’t be too much. It has to be kind of one tiny step. In other words, they don’t want 10 ways to do something. They want the best three. For example, my niche was first-time home buyers. And that was a very clear when you got to my website, but honestly, my opt-in wasn’t even very good, but every single day we get leads coming in. Even though it’s not very good, it was something like one the inside scoop on how to make your first home search, easier, more fun and stress free. If I was doing it over again, which I’m not right now because I haven’t, we have enough clients coming in, but if I wanted to amp it up even more, I might say three ways to buy your home without 20% down or something like how to buy in the neighborhood that you’re renting in for the same price or something, like find out about homes for first time, home buyers, before they come on the market. Something like that, that they cannot get elsewhere. Yes they could. If somebody else was offering, and I’m not saying that it’s like, you have to invent something. It’s just like, they aren’t getting that elsewhere. So that is the beginning of how you create an opt-in think of the problem. The reason that your target market hasn’t already bought or sold a home. And that is the goal that is where you’re going to find your Optum. So I’m going to give you a few examples of From. One of our students, her niche was move up buyers or is move up buyers in a specific neighborhood of about 600 houses. She realized that the reason people weren’t selling, they weren’t like they wanted to move, right? Like she, she knew people in that neighborhood wanted to move, but she realized the reason that they were not moving is because they felt like they didn’t know where to go next because they loved this neighborhood. It’s where they usually had their first kids or got married. There was a lot of nostalgia there. And so people felt like there can’t possibly get better than this. Like I’m going to move and I’m going to hate my new neighborhood. She realized that because she was one of those people once she lived in that neighborhood. And that was her fear as well. And so she created this whole website in this whole opt-in about where people go after living that neighborhood. And so she called it something like life after, and I’m not going to just give it away, but life after blank, meaning the neighborhood. And so she created this great website, a great URL and a great opt-in was something like Get a list of homes that are perfect for life after this neighborhood. Do you see how she was solving their problem and getting their, their contact information? Another example is of the time of this recording, where you are in this COVID lockdown. Right? And so if I was creating an opt-in right now, it might be how to safely To how to safely buy and sell a home during COVID. Right. And then I would start driving traffic to that. Again, we’re going to talk about traffic in a minute. So another example, if you feel like the market is slipping in your area, I hear that as a lot of excuses about why certain real estate agents can’t get Clients or something like that, there’s still people buying and selling. And so if you’re going to perhaps help sellers in a market where it’s declining, your opt in might be how to sell your home for the most money possible. When the market is declining, right? Something like that. Now, some of the agents in our free mastermind group, the art of being a Top Producing Real Estate Agent, I’m just going to give you guys some shout outs, cause you’ve been working so hard during our 30 day marketing new challenge. One of you I know, has a niche for heroes, like doctors, police, officers, things like that. You could say something like Learn about the first time home programs for heroes program or first time. Yeah. Learn the first time home buyer programs for heroes or something like save a thousand dollars off your closing costs. Like you can create a little program called like homes for heroes or something like that, where you, and you would explain it were perhaps that your home inspector is a, is a retired police officer and your title company maybe gives $500, right? So I’m not saying you need to give away money. I’m just saying, find some partners. You could have something called the home homes for heroes program and get a thousand dollars off your closing costs. That could be the opt-in, but the closing, the thousand dollars could come from a lender and a title company. It doesn’t have to come out of your pocket. Another one of our mastermind folks has a military niche. So for her, if she could say something like three ways to buy a home with zero down for apps and for active and retired, military members only, something like that. So you got to have a good enough reason for them to give you their email address and always put yourself in the other side. Okay. Think about if you weren’t an agent and you were that, that target audience, would you, what would convince you what would get you? And another piece of advice, if you feel like it’s too much, that’s usually a good place that usually means that’s enough. Meaning try to go a little overboard, but obviously you want it to be true in all of those things. And one thing that works really well really well is calling something, a program or offering some kind of guarantee. For example, like the homes for heroes program, like I was telling you about. And we have a student who does a homeownership for teachers program. We have somebody else that does like the life after the neighborhood program, you could do a guarantee. Like if you’re in a really competitive market, you could say, I guarantee you’ll get the first house you bid on, or I’ll give you a thousand dollars. And again, you know, I know people, a lot of agents fight with me on reducing commissions and stuff. But as long as you’re doing it for every single person and you don’t violate any fair housing laws, you can charge whatever commission you want. You can give whatever you want. And I don’t know about you, but I would give a thousand dollars to make $10,000 every single, single day. So don’t think about it as giving away your commission, think about it as what is a lead, what is a actual client who you’re going to make a commission off of worth to you. But again, it doesn’t have to always be about money. It can be about so many other things. I’m just trying to explain the different versions of this for you to decide which one works for you. Another one could be just for every house I sell. I donate X to a certain cause. Like those are all things that might get somebody to answer why they should choose you. That’s not an opt-in, but I’m just saying like those like make it all make sense, right? They just want to see that you’re doing something and chances are that you’re already doing it. You’re just not talking about it. For example, we have a lot of quiet, a lot of students that stage houses as part of their listing fee. And they don’t realize how valuable that is. So you could say something like Learn about my stage to sell program free staging until your S your home sells or something like don’t, don’t pay for staging, you know, because a lot of other agents don’t don’t stage houses and make their clients pay for staging. So there’s the staging thing alone. There’s a lots of different options. But my point is, is a lot of you are already doing things that you’re just not using as a marketing ploy. Like you’re not communicating about that. You’re not using in your marketing. And so all I’m saying is to think about what you’re already doing and start thinking about a way to use that in your marketing, on your website. So let’s see, obviously be careful don’t violate any fair housing programs, all of that, but here’s the thing. You can’t create an opt-in before you know who you’re targeting. So it always goes back to that because your opt in has to speak and solve a problem for a very specific audience and help them overcome whatever obstacles stopping that. If it’s too general, it’s not going to work. So if you’re following along on the marketing, you from home 30 day challenge, batch your homework for this week, decide what your opt in is going to be for your homepage. And remember we had Your. We had writing bios last week. And so you can use the same opt-in at the end of your bio To. So you’re going to have it in two places. So your homework this week for those challenge members is post the name of your opt-in and a quick little summary of what you’re gonna send them. When they sign up in the free mastermind group, the art of being a top Producing Real Estate Agent, that’s how you’ll get your homework points. So just to close out this piece of how to create an opt-in, you create an opt-in, something that’s going to really help them and something that they’re gonna want. And then what happens is you set it up, we use MailChimp, and that MailChimp has awesome, like how to videos and all that stuff. So automatically when you set it up through MailChimp, it would send them, he set it up correctly, it would send them whatever it is that you’re offering automatically. And if you can’t figure out the tech for that, don’t worry. I still can’t figure out the tech for that. I just have it notify me. And then I send it to them. That’s how basic this could be. Now, obviously automation is better, so they get it more quickly. And if you’re out and about or doing something, you don’t have to stop and do it. I’m just saying go as far as you can. And don’t like, it don’t make the fact that you can’t figure out how to automate it, Stop you? Okay. So just to recap, number one, you got to have a website that talks to your target audience. Number two, you’ve got to have that opt-in and we talked about how that works. Number three, step three, on how to create your own leads online is your website’s gotta have free content think blog posts that also solves their problems and talks about their problems and how you can solve it. So this could be a video blog that’s called a blog. It could be a written blog. It could be a podcast like this. It could be two paragraphs, but something that you post on your website every week or every other week, monthly is not enough in this country. 10 cannot be something like, I mean, every now and then it could be a market update, but it should not just be a market update. It shouldn’t be just what your new listings are, recipes, nothing like that. It’s gotta be content that builds confidence in your target market to do what they want to do, but something is stopping them. So it’s gotta solve the issues. That’s preventing them from moving forward or wherever they’re stuck. So you’ve got to start thinking for your free content there, some reason they haven’t bought or sold a home yet, what is it and talk about in your articles, talk about how they can solve those things. So depending on your need and your niche, it can be all sorts of things. So just to give you a concrete example, my niche was first-time home. Yeah. Home buyers. So for example, for my weekly content, I did a bio one Oh one series where I went through every step of the buying process. And I chunked it down week, by the way, a week, you know, first step, you know, interview agents, second step, get a lender. And I talked about all those things, but my point is, is I took one topic per week. I didn’t just give them here’s the 12 steps to buy your first home. That was 12 weeks of content. I did another series called our dirty little secrets for buying your first home. And that was nine weeks of content. It talked about all sorts of things. I did another one on how to improve your credit score. Another topic could be how to buy a home without putting 20% down where ideas on how to get a down payment. If you don’t already have one talked about VA loans, like you can see, you can go to where do you dwell.com? And you can see a lot of all the topics. They all speak to my target audience first time home buyers. And so, as you were writing it, start thinking about what your ideal client is thinking about right now, another example, we’re doing things about COVID. And so some of the articles we’re writing right now, like how to get a mortgage relief, if you’ve been affected, those are for our past clients, how to avoid them fraud. If you’re getting relief, you know how to sell it or, or, or buy a home safely during COVID. So you just kind of have to think through what is my ideal target audience thinking about right now. And how can I just chunk down one tiny thing about that topic, right? Why don’t talk about the whole COVID thing in one article. Cause then I’d run out of content. I chunk down, what are they thinking about? They’re thinking about the lending rules, getting tighter. That’s one article. Okay. They’re wondering how do I buy and sell? Or how do I buy a house? How do I sell a house? Right? Those are two different articles. So you can see, I really chunk it down and talk about one thing every single week. And this content needs to add value to your ideal clients. It needs to get them to think differently or think the, how could they do this? Where give them confidence to move forward in making their own dreams come true, buying or selling a house. So another example, one of our students at agent Grad school decided to niche to people who are downsizing. And so just some examples of articles that she could write about and does write about is, you know, first she needs to help them with where to go next, because that’s always a block that people have, where am I going to go? And sometimes that’s a sad thing. So, you know, making sure that it’s an inspiring kind of way to move forward, she could talk about how to create art or heirlooms out of, you know, all their kids’ stuff that they don’t want to throw away, but don’t want to just keep in boxes. She could talk about how to make sure you have your wheel in a state plan, put together and give suggestions on attorney. She can talk about where to donate items that they don’t want to move with. She can talk about making sure she gets the time the people get the tax write-offs from donating those things. See it’s not about sell your house, buy a house. Not it’s not like that. It’s about value added content that solves their problems and chunking down their problems one at a time. So ideally you want to be doing this once a week or every other week, because once a month is not enough, I know it sounds like a lot and it doesn’t have to be. Sometimes it can just be a paragraph or two. That’s all it really needs to be in the beginning. Another examples are before and after stories. Like if you, if you stage houses, right? If that’s your thing, then obviously your content should be here’s what the house looked like before. Here’s what it looked like after. And a little bit, a little story. We have another student who specializes in helping people move from the city to the suburbs. And she knows that her particular niche it’s difficult for them. They don’t want to move out of the city. So all her content can be about how great life is where her neighborhood is. So for example, Your, you know, look at your own life, look at the things that you’re doing and get content ideas from that. So let’s just pretend I’m obviously not right now, but at some point let’s just say she goes to brunch with her family at some new, cute cafe, right? That could be its own blog post. Because what she’s trying to do is tell the story that living in the suburbs isn’t as bad as it, as you think kind of thing, right? She’s not telling them to buy a house. She’s just naturally saying here’s all the fun things that happen out here. And I used to think that it was a drag to, but then I found this really new, cool life. I’m going to tell you about it. And that’s the kind of content she could post because that’s her niche. And she understands her niche and what they care about. So that’s number three, you got to have free content on a regular basis, really weekly or every other week. Monthly is not enough. And so we’re on to step four. Now that you have your website up and it talks to your ideal audience and you’ve got your opt and going, and you’ve got your article, a couple articles up. Then we start driving traffic. First, we drive traffic with people know, that’s the easiest way to start. And then you start with people you don’t know second. And so I suggest starting with who, you know, and then, and in order to do that, you start the email newsletter. So I’m not going to go into that because we have a really awesome free training on how to do that. I’m on a show at agent Grad School dot com, just click free class. And there is a free training called how to have a client newsletter that gets you Clients. And so we have a whole free training for that. So I’m not going to dive in into that for now, but just know there’s a really great way for you to email everybody, you know, and give them helpful information, but they actually want to receive and not you’re not bothering them. And then after you get that going, then you start attracting people to your Website Website and driving traffic with people you don’t know. Now there’s all sorts of ways to do this, but I’m going to give you five freeways to start. So the first and foremost is having an interesting URL. So for example, mine was not Jennifer Myers dot com. It was where do you dwell.com? The name of my company was dwell. One of our students. She, she used to have it just be, her name was her URL, but through working together, she realized that that’s not like exciting enough. That’s not going to make somebody want to go there. And so she changed it to love Your blank, home, her, her neighborhood, where were her niches? I think it’s late. Love your Lake County home.com, right? Because people who are interested in Lake County would go there. And it’s not really a necessarily a real estate website. It’s like how to love your home in that neighborhood. So that obviously is going to get people to go versus just her name. Her name also goes to that same URL. Like she still has her name in case somebody was to Google. Her, her name will show up, but then the URL she uses everywhere is love Your Lake County, home.com. Another example is life after blank, right? That, that student I mentioned that understood her target audience, wanted to figure out where they were going. That’s her Website name. And so when she has the open house sign or when she has on her business card, wherever people see that, that alone, the URL alone will drive traffic. So think about your URL. Another way for you to drive traffic is have your website on literally every single thing you do. And if you have to change your name to your website URL, then do that. It’s that important. So many times I see open house signs. I see signage in front of houses. I see flyers and they don’t have the agent’s website, or they have a completely uninspiring URL. Like we were just talking before that’s not going to drive traffic. So those two things we’ll do it, have a PR a reason for people to go to your website. So, you know, you could say something like if, for me, for a first-time home buyers in the, in the email signature of my email, I could say something like, take the quiz. Are you ready to buy your first home? And then I would drive traffic to a quiz where obviously they were going to have to get them, give their name and email to find out the answers. Okay. Another example is posts in groups like face like neighborhood groups that you’re a part of or next door. If you know, every day on next door, there’s like, who knows a plumber who knows this? Right? You can just respond with your signature, which obviously your signature is going to include your email because we just learned that that’s what, excuse me, your Website cause we just learned, that’s what you’re going to do. You’re going to put your Website everywhere. And then having the newsletter also drive traffic drives traffic because you will start to get new referrals, you get referrals, which then you would add them to your list and then more people see your website. So it’s like, you’re creating this little ecosystem after you start driving traffic, then you’ve got to keep in touch with any new leads that come, right. You’ve already got your newsletter going, but there’s going to be new traffic and new because you’re capturing leads from your website. So you’ve got to put them on your newsletter. So that step number five, you’ve got to after driving traffic, you got to make sure any leads that you capture, you keep in touch with week after week or week, every other week, monthly is not enough with those articles that you’ve already started posting on your website. So if you want to see this in action, this whole ecosystem that I’m talking about and how like a newsletter points do a Website article. And it’s just kind of this whole thing. That’s that snowball, the free download for today’s episode is my last three client newsletters. And you see exactly the email that I sent and the article on the Website and how that all looks just to give you a visual. So if you want that, go to agent grad school.com, click on Podcast and look for this episode and get that free download. And remember, if you are in our challenge to get your homework points, you’re going to think of an opt-in that would entice your target audience would entice you because hopefully you are the target audience to give their name and email address. And then you’re going to create what that opt-in is. Okay. You don’t even have to put it on your website right now to get the homework points. And again, we have a ton of free resources because a lot of this can feel overwhelming. You’re like, I don’t really get it. How do I? And it feels like, Oh my gosh, I have to start my, my website from scratch. How am I going to have this newsletter? It sounds like a lot, but we at Asian grad school have a ton of free resources, but also programs and courses and templates and all these things that you can get. So I will link to our website templates that are already set up to get leads for you have the opt-ins already exactly where they should be. I will say, put a link to that. I’ll put a link to, we even give newsletter content. So I’ll give you that link as well. We teach you how to have a newsletter. There’s only three steps to having a newsletter that works. So I will link to all of that on the Podcast page for this episode. So go there and then we have that free class. How to have a client newsletter that brings you Clients lots and lots of Clients. So let’s recap. You need a website that speaks to your target audience. That’s step one, step two is you need to have an opt-in that gives you a website, visitors, or a reason to give you their name and email address. That’s step two, step three is you need to post free content, AKA like a blog post on your website every week or every other week with free content, kind of like a blog. And then you need to drive traffic to your website so that your opt-in can turn those visitors into leads and you get those email names and addresses, emails, and addresses, and then you would add them on your weekly newsletter so that you can keep in touch with them. And that weekly newsletter is driving traffic to your Website because of those articles that you’re posting on a weekly basis. So download that freebie so you can see how all this works in action on Agent grad school.com go to Podcast go to this episode, scroll down and you’ll see a big thing that says, get the freebie. I’ll have links to all of those Real resources that I mentioned. I know this may sound complicated at first, but the way of getting Leads once it’s all set up, which does take a few months, but then like it’s over is way easier than all the running around forever and all the calling and all of the constant like that will never end. Yes. There’s a little bit of a setup process here. That’s frustrating and can take a little bit of time, keep doing whatever you’re doing that works, but just know that there’s an end in sight because once you set all this up, it starts working automatically for you and you can do it without leaving your house. You can do it. When the kids go to bed, you don’t have to always be out running and doing and being in front of people, unless you love doing that, then keep doing that. Plus the way this way of marketing yourself will answer the question. Why should somebody choose you as their agent versus all the other options and why should they buy or sell a home at all? Remember, we have to answer both of those questions, marketing this way, does that this strategy answers that question and attracts clients to you who see you as the perfect person to help them make their real estate dreams come true without having even met you. And that is what you want. You want people coming to you who already know that you are the best fit for them that have already made that decision so that you don’t ever have to pitch or convince or any of that kind of stuff. Again, it totally changes the dynamic of how your clients see you and the relationship it begins with them wanting to be around you and realizing you’re the best person for them versus you trying to convince them of that. Now, if this podcast has helped you, which I hope it has, please, please review this wherever you’re listening. I’d really appreciate it. And don’t forget to sign up for our free weekly trainings on Agent grad school.com. So you never miss an episode. Remember that real estate business that you’ve always wanted is possible and your clients are waiting for you to make it happen. So do what it takes and make it happen. See you next week right here on Confessions of a Top Producing Real Estate Agent with another free training to grow your highly profitable and sustainable real estate business. See you then. Thank you so much for listening to today’s episode. Remember change happens when you take action. So apply what you learn today to your own real estate business. If this episode has helped you subscribe, leave a review and share it with all your real estate agent friends, and as always, if you want even more great resources to create the real estate business you’ve always wanted and have the life you want outside your business to head over to agent grad school.com and sign up for the free weekly trainings, you’ll get free classes, discounts, and other goodies that only go out to real estate agents on that email list. See you next week right here on Confessions of a Top Producing Real Estate Agent the Agent Grad School Podcast.

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