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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.

Published in: Real Estate, Business, Technology

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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