Altos Research: How to REALLY Grab 'Em

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Presentation by Scott Sambucci at REBarcamp-Seattle, September 9, 2009. Focus on developing and managing real estate leads by using real estate market data and effective drip marketing, blogging, and …

Presentation by Scott Sambucci at REBarcamp-Seattle, September 9, 2009. Focus on developing and managing real estate leads by using real estate market data and effective drip marketing, blogging, and client communication techniques.

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  • First question: “How’s the market?” how do you answer?
  • Next question, just for my edification, “when you think about your marketing efforts, how do you prioritize A) lead gen B) lead conversion (into buyer or listing) C) closing transaction

Transcript

  • 1. Internet Marketing, Blogging & Social Media: How to REALLY Grab ‘Em
  • 2. Who’s with you today?
    • Scott Sambucci, VP, Sales & Data Analytics
      • [email_address]
      • (415) 931 7942
      • (888) 819-7775 x.3
      • Twitter: @AltosResearch
      • http://blog.altosresearch.com
      • www.altosresearch.com
  • 3. About Altos Research
  • 4. Just For REBarcamp Attendees
    • We’re posting this presentation online – we’ll email the link
    • Send you a Personalized, Real-time Market Report to use next week
      • Buyer Meetings coming up?
      • Listings Presentations
      • Current Listings/Sellers – helping them really see the market
  • 5. Remember Eloy
    • Renting fishing poles
      • (Building trust)
    • His 22 foot boat
      • (Functional first)
    • Finding the bait by watching the sky
      • (Social Media)
    • Fishing for Yellow Tail & Red Tail Snapper
      • (Internet marketing)
    • Trolling for barracuda
      • (Blogging)
  • 6. “ What Bait to Use?” The Only 3 Questions Consumers Ask
    • 1. What’s for sale?
      • IDX Search
    • 2. How much is my house worth?
      • CMA
    • 3. How’s the market?
      • This is your opening!
      • What’s different about this question from the other two?
  • 7. When they ask, “How’s the market?”
    • “ I want to participate, show me how I can/why I should?”
      • They know the market is bad…
      • But how is it good for them?
    • A “buying” signal
      • Buying your services – they need an expert
      • Compelling to action – they want guidance
    • Remember: Why are they on the web?
  • 8. “ Where to fish” Using Market Data
    • On the web, blog, social media
      • Prospecting, relationship & trust building
      • Lead conversion with “call-to-action”
    • In person
      • Listing presentation / buyer meetings
      • With active listings – Keep clients updated
      • In the yard sign “I sold this home in a week. Ask me how.”
    • In their inbox
      • Weekly Market Reports
      • Part of your drip, one of your touches
  • 9. “ Bringing ‘em in the boat…” – Website Strategies for Lead Development “ Soft Sell” “ Hard Sell” Blog Posts Dedicated Local Pages Chart Widgets Sample Reports Lead Form Call to Action Relationships, inform Convert visitors to leads Goals: Presentation: Style: Personality, quantity High profile data, fewer options Approach: Social Media
  • 10. Who’s doing the “right” way?
    • The Three Questions in action
      • www.Housechick.com – Kelley Koehler
      • www.StlHomeData.com – Eric Stegemann
    • Local Market Pages
      • www.OCExclusives.com – Jessie Brossa
      • www.LoCoMarketStats.com – Heather Elias
    • Real Estate Bloggers
      • http://welcomehomenwi.com/ - James Barath
      • www.MovinMaryland.com - Audrey Forshey
      • www.AtHomeInScottsdale.com - Dru Bloomfield
      • www.BlogByTheBay.com -Ginger Wilcox
    • Lead Focused
      • www.TheHarperTeam.com – John Harper
  • 11.  
  • 12.  
  • 13.  
  • 14.  
  • 15.  
  • 16. Principles & Technique: “Let Me Show You What I Mean”
    • Be prepared
      • With clients, plan the story in advance
      • The story is your chance to engage
    • Be transparent
      • Address their unasked questions - honestly
      • Confused people don’t buy!
    • Be the expert
      • What aren’t they expecting?
      • Setting price, market time expectations
  • 17. Key Takeaways:
    • How do you answer, “How’s The Market?”
    • Use the data to illustrate your expertise
    • Be the conduit of information
    • Consumers are searching for information – either you provide it to them, or your competitors will…
  • 18. Just For REBarcamp Attendees
    • Posting this presentation online to Slideshare
    • Send you a Personalized Market Report to use next week
      • Buyer Meetings coming up?
      • Listings Presentations
      • Sellers – helping them really see the market
  • 19. Contact Us!
    • Scott Sambucci, VP Data Analytics
      • [email_address]
      • (415) 931 7942
      • Twitter: @AltosResearch
    • Ricky Fernandez, Product Specialist
      • [email_address]
      • (888) 819-7775 x.2
      • Twitter: @AltosSalesDude