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?”
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.
Post your homework questions and finished assignments at The Art of Being A Top Producing Real Estate Agent.
If you want a website specifically designed for real estate agents that can do all these things for you and has click-by-click videos telling you what to put where and what to say and how to say it…you can get one here.
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
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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.
Agent Grad School is the best online business school for modern real estate agents. We teach a proven system to have a successful real estate career using smart, unconventional strategies and modern marketing methods to attract clients.
about your instructor
Hi, I'm Jennifer! I'm a real estate agent, founder of Agent Grad School and host of the podcast Confessions of A Top Producing Real Estate Agent. I couldn't sell a house the first TWO years I was a real estate. After trying everything we've all heard, I decided to look outside the real estate industry for marketing know-how, applied what I learned and became one of the top 100 agents in the US. Now I teach other real estate agents everything I did.