Get Your 40 Every Month


Published on

Market Leader presentation by Jack Markham at Keller Williams Family Reunion 2013

  • Be the first to comment

  • Be the first to like this

No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide
  • Swap the 2 sections
  • Building a brandBuilding a reputation as a go-to resource, local expertCompeting with other agents (trying to engage people, stand out)Winning business in today’s marketLearning how to work internet leads effectivelyGetting leads to respondTurning leads into clientsStaying organizedTime – need more of itStaying organizedRunning multiple systems Leads falling through the cracksChaos – becoming more strategic, systematicBuilding a pipelineEngaging leadsConsistencyCapitalizing on all their initiativesTurning other websites into lead generating sitesNot wasting money on multiple systems that may or may not workBuilding a strategic, streamlined businessWant more yet don’t know how to create moreHow to expand their business in a sustainable wayNeed systems for reaching out to leadsManaging their timeHow they handle it:Don’t cultivate leads effectively respond slowly, don’t respond, abandon shipTime - Calendars, post its, chaosBrandHire professionals to make branded material (Can C21 agents do this?)Don’t do any branding, inconsistent brandEngaging leads - Get pushy with leadsSend too many or not enough emailsSend irrelevant emailsPipeline – using a huge variety of lead sourcesTry old fashioned strategiesDon’t have a pipeline at allCoachingSpend a lot of money to get trained StructureWhere money, what to do, not doBest practicesC21 doing this to put structure in place to help agents build, grown and structure their business
  • Jenn: Have them come in on a click, one at a time: HouseValues then JustListed then
  • Get Your 40 Every Month

    1. 1. Get Your 40 Every MonthJack MarkhamDirector of Online StrategiesMarket Leader, Inc.Neither Keller Williams Realty, Inc. nor its affiliated companies warrant any product or services delivered under this program.All products and services are provided by Market Leader, Inc. 1
    2. 2. Three Secrets to Growing Your Business
    3. 3. Understand today’s online consumerWhat information are consumers gathering online?• Pictures and details about homes on the market• Specific school information• Neighborhood info and demographics• Specific market conditions• Short sale/foreclosure benefits and traps• How to successfully purchase a home• What is my current home worth?Today’s choices …..what are the real differences?• Google, Bing, Yahoo• and•• Trulia, Zillow,• Company branded websites• Craigslist
    4. 4. Challenges for Today’s AgentsBuilding, growing and managing a successful real estate business Generate leads Generating leads Engaging leads Continue Engage relationship leads Winning business Having fun Convert leads
    5. 5. What is your GCI goal? Suspects or website visitors Leads Prospects or contacts Listings and buyers Transactions Income
    6. 6. Be Found
    7. 7. Targeted, Centralized Lead Generation Strategies • Value proposition lead capture tool • Paid lead generation • Craigslist • Social media sites
    8. 8. Prospect Experience homes for sale in anchorage ak
    9. 9. Attract Motivated Buyers
    10. 10. Paid Advertising
    11. 11. Keys to capturing leads on Craigslist• Consumer focused website• IDX Feed from Your MLS• An Attention Grabbing Headline• Short and concise message• Always link back to your website in front of relevant content!• Instant gratification• Value proposition lead capture• Attack FBSO section• Post your listings during peak hours• Wait 48 hours before reposting or removing• Service oriented, not the sales approach
    12. 12. Craigslist: What is an Ad Headline and Body? AD HEADLINE AD BODY AD HEADLINE
    13. 13. ‘Call to Action’ Ad on Craigslist• Short and concise message• No disqualifying content• Include a call to action• Always link back to your website in front of relevant content!• Instant gratification• Service oriented, not the sales approach
    14. 14. Farm ‘FSBO’ Section of Craigslist• Attack this section!• Provide value proposition• Targeted messaging• Relevant content 14
    15. 15. Social Media• Networking opportunities• Don’t just post listing or homes• Provide relevant neighborhood content• Utilize a value proposition call to action
    16. 16. Neighborhood Expert
    17. 17. Must move leads through the funnel Suspects or website visitors Leads Prospects or contacts Listings and buyers Transactions Income
    18. 18. Demonstrate your ExperienceProvide relevant content• Neighborhood information• Market analysis• Foreclosure/short sale info• Recommended listings• Offer a free comparative market analysis• Offer a relocation package• Offer tips for 1st time homebuyers
    19. 19. Know exactly when the right time is to engage• Consumers that are viewing homes on your site• Know your lead before you reach out to them• Consumers that are saving homes on your site• Consumers that return to your site• Consumers that need a comparative market analysis annually• Contact management system that identifies your HOT buyers from your browsers
    20. 20. 4 strategies to guarantee lead engagement• Recommended listings – Most relevant content to online consumer – 9 out of 10 consumers start their search online to view homes – Drives the consumer BACK to your site – Eliminates other search engines• Market Insider/neighborhood data – Up to date neighborhood data – Value proposition to your business – Demonstrate expertise• Daily listing alerts – Consistent technology that drives your consumers back to your store – Opens windows of relevant content – Provides a reason for your prospects to contact you directly• Integrated Marketing Center – Integrated print and email campaigns to drive consumers back to your site – Relevant content based on different consumer demographics
    21. 21. Prepare for ContactPrepare prior to 1st contact• What assumptions can you make based on activity? – What do you know? – What is your consumer thinking? Feeling? Behaving like? Motivation?• 1st goal is not to sell them – Confirm information rather than interview or interrogate• 1st goal is to eliminate them going to another search engineBe Prescriptive –Status/Group/Campaign• Every lead is placed in a status• Next goal is to demonstrate your expertise by providing them with knowledge 21
    22. 22. Stand Out Online VS Unique & Successful Another Face in Crowd?