Proven
Strategies for
Winning Listings
& Converting
Buyers
Burke Smith – Career Highlights
• Chief Communications Officer at HSA Home Warranty
• Founder of YourNetCoach, Founder of ...
That’s almost $900 million in closed real estate
transactions without a single lead from Zillow or Trulia!

“THIS IS WHY
W...
Think Differently!
What is this class all about?
You help people
BUY and SELL the
American Dream
First time Home Buyers
Soldier Coming Home from War
Empty Nesters Retiring to
Travel the World
This class is About YOU!
Social Media is your FREE platform:
•
•
•
•
•
•

To share your stories
To show your knowledge of a market
To network
Build...
Real Estate 101 vs. Social Media 101

Help me
find a
house

What is my
house is
worth

Tell me
how the
market is

PROVE TO...
How you CLOSE the Sale
with Social Media
Your #1 Goal is NOT to schedule an appointment
to show them the perfect property!...
Proven Solution Strategies for Winning more Listings
1.

2.
3.

4.

Build a brand. You’re not just an agent, you are a bra...
Build a brand. You’re not just an
agent, you are a brand within a brand.
What is your niche?
Building a Brand Identity
You’re not just an agent, you’re a brand.
What does your brand stand for?
Hint: “Don’t say Loyalty, Integrity and experien...
What is YOUR Niche?
Create AGGRESSIVE referrals
What is Social Branding?
CONSISTENCY OFFLINE & ONLINE
CONSISTENCY ACROSS ALL MEDIA
Market for listing appointments by
creating a higher perceived value.
The 40/40/20 rule.
40/40/20 RULE
for Winning More
Listing Appointments
with Your Marketing
40% is knowing your audience

Some Quick Facts About
Your Next First Time Home Buyer
•
•
•
•
•

Equal to or Bigger than Ba...
40% is the value of what you are offering
Example of Failed Marketing:

Really? I need you for that?
Example of Successful Marketing:

Anybody can tell you how much your
home is worth, contact us today and we
will tell you ...
20% is the LOOK
What’s wrong with this picture?

What’s wrong with this picture?
Everything you do offline MUST have a
cal...
Everything you do offline MUST have a
call to action to drive people online.
For example:

5 Most Important things you nee...
Leverage your SOI through Social
Media by separating your personal and
professional life. (FB & LinkedIn)
Over 1 billion users
Avg. user has 229 Friends

229 Friends!
Value of Facebook
• Your next best customer is connected to your
current customers
Separating Personal & Professional
Separate Your Personal From Professional
Create A Page
• www.facebook.com/pages/create
• Choose Local Business or Place
Separate Your Personal From Professional

Branded cover photo
with contact info

SEO

Links to different parts of
your web...
Create A Page
• www.facebook.com/pages/create
• Choose Local Business or Place
Create A Page
• Choose “Real Estate” for the Category
• Enter your address and phone number
Naming Your Page
• YOUR NAME – Realtor for LIST COMMUNITIES
• YOUR NAME Team – Selling LIST
COMMUNITIES,
• Exp: Burke Smit...
Fill Out Your Info
• The more you fill out the easier you are to find
Focus on Keywords
Short Description
• Include the most important information about
what you offer to your audience
• Important: Include your...
Short Description
• Example
– YOUR NAME selling homes in LIST COMMUNITIES.
Visit www.YOURWEBSITE.com to find your next
hom...
Set Up Your URL
• Edit Page>Update Info>Username
Page Name IS NOT the URL
URL
“YourNetCoach”

Page Name
Just a Reminder
What Happens in Vegas…
…stays on Facebook!

Check your security settings!
Privacy Settings
• Click on the Lock icon in the top right of your
profile
• Select “Who can see my stuff?”
Facts & Figures

200 million users
7,610 searches on LinkedIn Every
Minute
Your Network and Degrees of Connection
What does "your network" and "out
of network" mean?
• On LinkedIn, people in your
n...
2nd-degree
• People who are connected
to your 1st-degree
connections. You'll see
a 2nd degree icon next to
their name in s...
3rd-degree
- People who are
connected to your 2nddegree connections.
You'll see a 3rd degree
icon next to their name
in se...
100% Complete LinkedIn Profile
1) Add a profile photo
2) List current position + at least 2 prior jobs
3) 5 or more skills...
LinkedIn is your Top Search Result
What
makes your
Profile
Complete?

• Your industry and
location
• A current position
(with description)
• 2 past positions...
Add These Skills
•
•
•
•
•
•
•
•
•
•
•
•
•

Real Estate
Real Estate Development
Real Estate Transactions
Commercial Real E...
Endorsements
75% of home sellers say they are
more likely to list with an agent who
uses video

Only 1% of realtors use a YouTube
accou...
Provide the Solution!
YouTube & Google+
To WIN Listings
State the problem…
• 92% of Buyers will start their search on the web
• 70% will start on GOOGLE
• 73% of sellers say they...
Tactics
• Property Videos
– Use property photos to create a branded slideshow tour of a listing with
voiceover.
– Include ...
Video Ideas
• Open House Promotions
– Give people a sneak peek at a new property and let
them know when the next open hous...
Video Ideas
• Property Videos
– Use property photos to create a branded slideshow tour
of a listing with voiceover.
– Incl...
Video Ideas
• Agent Profiles
– Well done agent videos can increase the time spent on
site by prospects
• Which in turn dec...
Tactics
• Neighborhood Profiles
– Use video to help prospective home buyers learn
about cities or neighborhoods
– Hyperloc...
Video Ideas
• Neighborhood Profiles

7,000+ Views
What’s hard about being a Realtor?
Video Ideas
• Real Estate Industry Current Events

13,300+ Views
Video Ideas
• How To Videos
– Real estate can be a big complicated world for your
clients. Help them navigate with short, ...
Video Ideas
• How To Videos
Do Not Do This!!
Facts
• Over 6 billion hours of video
are watched each month on
YouTube—that's almost an hour
for every person on Earth

•...
Facts
• According to Nielsen, YouTube reaches more US
adults ages 18-34 than any cable network

Your Next first time home ...
YouTube Advantages
• YouTube Videos are a large factor in determining
Google rankings
YouTube Advantages
• Sites that showcase relevant YouTube videos
rank higher in organic search results
• This means postin...
YouTube Advantages
• People trust content from videos more than any
other medium
• Videos attract 300% more traffic and le...
Making a Video
Equipment
Smart Phones
are all you need

• 720p HD Video
YouTube Capture
• Easy, Fast Recording
• Quick touch up tools
• Instant uploads to YouTube and all other social
networks
•...
Audio

• Boom Mic
• $40

• Lapel Mic
• $30-$60
Best Practices
• Have a Plan
• Keep it Short
– 1-3 minute videos

• Make Content Not Ads
Video Editing
• iMovie (Mac Only)
• Windows Movie Maker (Windows)
• YouTube (Edit Online)
Easy Photo Collages
• Upload a series of photos
Uploading a Video
• Select Upload, then Select files to upload.

Note: You can also drag and drop a
video file into this a...
Uploading a Video
Share
This Link

Privacy
Settings

Category
Description
Tags
• Title: What you want to call your video.
• Include Keywords

• Description: Keep it brief, and include keywords
and your...
• Tags: These are keywords that help identify your
video or business.
• For example, if you’re a realtor posting a video o...
• Privacy Settings
• Public – anyone can view your video
• Unlisted - only people who have the link to will
be able to vie...
• Category: Select a subject matter category that’s
most relevant for your business. Most often “Real
Estate”
• Advanced S...
5 Components to MAXIMIZE Traffic
•
•
•
•
•

Keywords in the Title
Keywords in the Description
Use Tags
Transcription
Keywo...
Do Not Make the #1
Mistake!
Have a URL at the beginning
of the description
Setting Up A Channel
• You NEED a Google Account
• If you have a Gmail for your business use it!
• Go to www.YouTube.com and choose create
an account
• After you are logged in click the drop down arrow on the top
right and select My Channel

• Select Click Here right unde...
• Enter your business name and category then hit
Create Channel
• If you already have an account go to YouTube
Settings
• Click on “Create a new channel”
• Choose a Channel
Name
• Select Local Business
or Place for the
Category
• Agree to the Pages
Terms
• Set your URL
Once set your URL is
permanent and can
never be changed!
Seriously. . .
It’s permanent
Add A Description
• Click on the pencil icon
• Channel Description
– Highlight your most important content up front i.e. a link to
your website
– The description also ...
YouTube Video Ideas Review
•
•
•
•
•
•

tours for available properties
a welcome video that showcases your expertise
clien...
YouTube Production Tips
• KISS: Keep It Short and Sweet (3 minutes is
good)
• Take advantage of video annotations to share...
Remember
• If you put in the effort you will see the results.

Never
Give Up
Why Google+ Matters

Be #1

Perception is reality!
Over 90% of Buyers will Start their Search for a Home on the
Web and 70% will Start on Google
Who Wants to be #1?
Google represents
over 70%
of all searches on the
Internet.
Google + Pages
Get found, right when your
customers are most interested.
Google Places?
• Now Google + Local
Google + Local
• They place this group of businesses on page #1 of
search results, at the top, in prime position each
time...
Google + Local
• Think of it as “This generations Yellow Pages”! Just
as you HAD TO BE in the Yellow Pages, you really
HAV...
When your customers search on
Google, the results to the right may
include relevant posts, photos, and
videos from your Go...
Verifying Your Page
Request a Pin
When The Pin Arrives
Google+ Pages in Gmail
TOOLS YOU CAN USE
TO MAKE SOCIAL NETWORKING EASIER
Monitoring Your Presence
Realtor
Monitoring Your Presence
Tools You Can Use

Dropbox is one of the most popular cloud computing service available currently. It was just
recently va...
HootSuite

BB

TM

SOI
Evernote

BB

TM

SOI
Smartr Contacts (XOBNI)

BB

TM

SOI
Pic Scatter is by far the easiest. You'll need to give access to your likes, photos,
and photos shared with you. Then you ...
Timeline Cover Banner
Unlike Pic Scatter, Timeline Cover Banner is totally free and does not contain
any branding. It's no...
Pocket (Read It Later)
Sync any article, video or web page that you want to
read, watch or view later. across to your phon...
CamScanner
Use your phone camera to SCAN
(take a picture of) all kinds of
paper documents and send them
to clients

TM
SlyDial

TM
Magic Plan

BB

TM
Sitegeist

BB
Camera
awesome

BB

TM
HomeSnap

BB

TM
Video Walkthroughs
• www.YouTube.com/HSAWarranty
Facebook.com/hsahomewarranty

HSA Social Media Resources
Win Prizes

Post on our page and be entered into
our monthly fan drawing
Just a Thought…
Everybody is….

Nobody is…

•
•
•
•
•
•
•

•
•
•
•
•
•
•

Tweeting
Facebooking
Blogging
Texting
Pinging
Po...
Your HSA Team

Lisa Waldeck
Regional Director
Cell: (702) 287-1269
Email: lisa.waldeck@onlinehsa.com

Marie Foster
Territo...
Women's Council of Realtors Las Vegas Social Media, Marketing, Technology and Branding to Win Listings and Convert Buyers
Women's Council of Realtors Las Vegas Social Media, Marketing, Technology and Branding to Win Listings and Convert Buyers
Women's Council of Realtors Las Vegas Social Media, Marketing, Technology and Branding to Win Listings and Convert Buyers
Women's Council of Realtors Las Vegas Social Media, Marketing, Technology and Branding to Win Listings and Convert Buyers
Women's Council of Realtors Las Vegas Social Media, Marketing, Technology and Branding to Win Listings and Convert Buyers
Women's Council of Realtors Las Vegas Social Media, Marketing, Technology and Branding to Win Listings and Convert Buyers
Women's Council of Realtors Las Vegas Social Media, Marketing, Technology and Branding to Win Listings and Convert Buyers
Women's Council of Realtors Las Vegas Social Media, Marketing, Technology and Branding to Win Listings and Convert Buyers
Women's Council of Realtors Las Vegas Social Media, Marketing, Technology and Branding to Win Listings and Convert Buyers
Women's Council of Realtors Las Vegas Social Media, Marketing, Technology and Branding to Win Listings and Convert Buyers
Women's Council of Realtors Las Vegas Social Media, Marketing, Technology and Branding to Win Listings and Convert Buyers
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Women's Council of Realtors Las Vegas Social Media, Marketing, Technology and Branding to Win Listings and Convert Buyers

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  • This is the real value of Facebook as it pertains to business growth and acquiring new customers. It isn't about getting strangers to like you, it's about getting exposure with the friends of your fans. These are the best prospects for you, and you already have a foot in the door because one of their friends, someone who they trust and respect, has already made the choice to do business with you.For example, if I'm thinking of buying a home, I'll probably look to my friend who lives in the area I’m looking for advice. If I have seen that my friend is often commenting on a realtors page on Facebook, I will probably check out that realtor when I go to buy a home. If I've been exposed to the realtor through his posts and the posts of other friends of mine (who I know, like, and trust), I may already have a good enough impression of that realtor to bypass asking my friend and contact them directly.
  • Make sure you include the most important information about what you offer to your audience, so they instantly understand why your page should matter to them.Also, it’s extremely important that you include your website URL in this section of your page. Otherwise, it gets buried in the full About description that’s not visible unless a person clicks on the About link on your Facebook Page (discussed in #3 below). Make it easy for people to learn more about your business or organization by making sure your URL is visible in the top-level About section.
  • Make sure you include the most important information about what you offer to your audience, so they instantly understand why your page should matter to them.Also, it’s extremely important that you include your website URL in this section of your page. Otherwise, it gets buried in the full About description that’s not visible unless a person clicks on the About link on your Facebook Page (discussed in #3 below). Make it easy for people to learn more about your business or organization by making sure your URL is visible in the top-level About section.
  • LinkedIn Profiles are the top search result for your nameLinkedIn profiles are one of the best tools available for professionals to start developing their personal brand. Think of it as your online resume. when creating and/or boosting your LinkedIn profile make sure that it is 100% complete. You would not send a half-finished resume to an employer when applying for a job, so do not leave your online resume incomplete either. Not only does this give LinkedIn additional opportunities to identify search-related keywords in your profile, but the company is also more likely to rank completed profiles over partially finished ones. Fully completed profiles are 40% more likely to be found.If you aren't sure if you've filled out your profile completely, LinkedIn provides a helpful tracker in each profile that shows both the percentage of fields completed and any specific areas that still need information.only about 50% of users have a completed profile. This under-completed profile is an enormous missed opportunity to be found 
  • The Profile Strength meter is on the right side of your profile and gauges how robust your profile is. The strength will increase as you add more content.Move your cursor over the circle in the box to view the next level of strength you can reach. You can click the Improve Your Profile Strength link for a guided tour that’ll guide you through adding content to your profile.If you’ve reached the maximum strength, you’ll have the option to share your profile on Facebook or Twitter.Work History You can amplify this field with your proudest accomplishments or particular responsibilities you want readers to know about. It’s important to include the dates (and employer names) for each past assignment so LinkedIn can match you up with colleagues who have worked alongside you.Do not underestimate the power of the interests section, it is searchable by LinkedIn and can help other professionals find and /or connect with you. try to keep the items listed relevant to your job.Name: Use your “business” name. If your given name is Elizabeth but no one calls you that, use Liz in your profile and on your business card. Don’t add extraneous information in the Name field (like “5,000+ connections”) unless you want to brand the size of your Rolodex rather than yourself.
  • LinkedIn endorsements, also called Recommendations, are an essential piece of the online networking-and-branding puzzle, but we’ve saved them for last because they require a bit more thought and care. It’s possible to ask people to endorse you on LinkedIn, but I recommend endorsing others first and letting them return the favor for you (LinkedIn prompts them to endorse you once you’ve completed a Recommendation for them).You must have a first-degree connection with someone in order to endorse them. Make sure your endorsements are pithy and specific. The presence of Recommendations on your LinkedIn profile improves your results in database searches … and LinkedIn endorsements have their own power, especially if they’re well-written.
  • YouTube videos have been a large factor in determining Google rankings. Sites that showcase YouTube videos that are relevant to the content are more easily found by Google searches. This means posting and linking to these videos gives you an online advantage over other real estate professionals.
  • Videos like this allow agents to increase their marketing breadth to video, which could be the deal maker in listing presentations. The videos also offer some SEO benefits since YouTube videos (when done well) tend to rank well in Google search results.You will appear more professional and the viewers will have a stronger connection with you than just the video itself. Sometimes it can be hard for the viewer to understand what they are seeing. Thus, your voice is very important to explain and guide your viewers of your property. This will definitely increase your credibility as a real estate professional.
  • The most effective websites incorporate video to establish yourself as an expert in the field and provide value to your clients.
  • Videos like this allow agents to increase their marketing breadth to video, which could be the deal maker in listing presentations. The videos also offer some SEO benefits since YouTube videos (when done well) tend to rank well in Google search results.You will appear more professional and the viewers will have a stronger connection with you than just the video itself. Sometimes it can be hard for the viewer to understand what they are seeing. Thus, your voice is very important to explain and guide your viewers of your property. This will definitely increase your credibility as a real estate professional.
  • Videos like this allow agents to increase their marketing breadth to video, which could be the deal maker in listing presentations. The videos also offer some SEO benefits since YouTube videos (when done well) tend to rank well in Google search results.
  • Videos like this allow agents to increase their marketing breadth to video, which could be the deal maker in listing presentations. The videos also offer some SEO benefits since YouTube videos (when done well) tend to rank well in Google search results.
  • Videos like this allow agents to increase their marketing breadth to video, which could be the deal maker in listing presentations. The videos also offer some SEO benefits since YouTube videos (when done well) tend to rank well in Google search results.
  • The most effective websites incorporate video to establish yourself as an expert in the field and provide value to your clients.
  • The most effective websites incorporate video to establish yourself as an expert in the field and provide value to your clients.
  • The most effective websites incorporate video to establish yourself as an expert in the field and provide value to your clients.
  • Many of them are looking for more information about the area to help them with a second home or a relocation decision. It is reasonable to expect that your site will be re-visited regularly if you provide local area information in detail.
  • Many of them are looking for more information about the area to help them with a second home or a relocation decision. It is reasonable to expect that your site will be re-visited regularly if you provide local area information in detail.
  • YouTube videos have been a large factor in determining Google rankings. Sites that showcase YouTube videos that are relevant to the content are more easily found by Google searches. This means posting and linking to these videos gives you an online advantage over other real estate professionals.
  • YouTube videos have been a large factor in determining Google rankings. Sites that showcase YouTube videos that are relevant to the content are more easily found by Google searches. This means posting and linking to these videos gives you an online advantage over other real estate professionals.
  • YouTube videos have been a large factor in determining Google rankings. Sites that showcase YouTube videos that are relevant to the content are more easily found by Google searches. This means posting and linking to these videos gives you an online advantage over other real estate professionals.
  • tudies have shown that viewers decide during the first 15 seconds of a video whether they are going to keep watching or not. And, in this modern world, we are accustomed to a constant flow of information. So, you should aim to build trust or curiosity within the first 15 seconds of your video.Here are a few ways you can quickly engage viewers:Gain the trust of the viewer with a quick, animated introduction.Spark the viewer’s curiosity, or tease the rest of the video, with hosts/personalities.Start with a quick clip that previews what’s to come.Having an animated introduction is a simple and effective way to build the trust of a viewer. It shows them instantly that a quality production is about to follow.
  • In this generation of instant information gathering, many potential customers would rather watch a short two-minute video about your product or service, instead of reading pages and pages of content on your website. In addition, there is something to be said about getting information “straight from the horse’s mouth.” Video offers a more personal connection between your brand and the viewer.
  • Do NOT make the #1 mistake with your description field. You want to optimize the first 1-2 sentences with a link back to your website or landing page. This is essential because YouTube truncates your description, and only the first 2 sentences are shown when viewers watch your video.
  • Reviews can only be written on Google+ Local business pages, not on personal or on non-local-business Google+ pageSome businesses may still have legacy Google Places pages as Google goes through the migration process. However, these will be moved to the Google+ Local format in the near future - See more at: http://www.thoughtshift.co.uk/google-pages-google-local-google-places-whats-going-on-here/#sthash.kh0EWnAQ.dFrwjBPb.dpuf
  • They place this group of businesses on page #1, at the top, in Prime position each time they sense that a Consumer is “Searching” for a Business. When they use words like Realty, Real Estate Office, Real Estate Agents, ect Google inserts “Places” right at the top. Think of it as “This generations Yellow Pages”! Just as you HAD TO BE in the Yellow Pages, you really HAVE TO BE in Google Places!“If You are not a Business Registered in Google Places You Have NO SHOT at Being Found During Those Searches”
  • They place this group of businesses on page #1, at the top, in Prime position each time they sense that a Consumer is “Searching” for a Business. When they use words like Realty, Real Estate Office, Real Estate Agents, ect Google inserts “Places” right at the top. Think of it as “This generations Yellow Pages”! Just as you HAD TO BE in the Yellow Pages, you really HAVE TO BE in Google Places!“If You are not a Business Registered in Google Places You Have NO SHOT at Being Found During Those Searches”
  • Now, when people search for your brand on Google, they can get the latest info straight from your Google+ page, on the righthand side of their search results. And when your followers search for information relevant to your brand, content you've shared may appear in search.Here's how to be eligible:First, create your Google+ page. Then start publishing regular, relevant posts to attract and engage followers.
  • When a business owner verifies a local Google+ Page, any existing listing for the business is merged with the local Google+ Page to create a single page with a verified checkmark. Verified local Google+ Pages have features of both pages described above–scores and reviews as well as posts from the business owner.After you’ve created your page, follow these steps to request a Personal Identification Number (PIN) to verify your page:Go to https://plus.google.com/dashboard and click Manage this page on the page you’d like to verify.Click Verify your business beneath your address.Check that the contact information is correct. You can also address the postcard to a specific person by adding a name to the Optional contact name field. This name will not appear anywhere else on Google. Note that you can only receive a PIN at the business address you provided when you created your Google+ page for your local business.Click Request postcard. Once your postcard arrives, you can verify your Google+ page by entering your PIN online.
  • We know that email is an important channel for you to communicate with customers or partners. If you have a verified Google+ page, people who receive emails from your domain will now have the option to follow your Google+ page directly from your messages in Gmail. Recent posts can also surface next to this page widget, and help drive more views of your Google+ content next to emails they receive from you. Eligibility for this widget to show is simple and free - all your business or organization needs is a verified Google+ page and digitally signed email.The widget displays information culled from the business’s Google+ page, including the logo and recent Google+ activity, alongside opened Gmail messages originating from the business’s domain name.There are lots of good reasons to enable this widget:You can grow your Google+ following by prompting customers that receive your emails to follow your brand's Google+ page, right from Gmail.You can drive more views of your Google+ posts; your Google+ page's posts can appear in Gmail, next to email you send to your customers.It’s easy to be eligible; all you need is a verified Google+ page and digitally signed email.It’s free!Google+ posts will only appear if the page has posted recently. 
  • Might want to cancel that meeting or at least make sure its in a public place
  • Integrated. Built for iPhone so you can include your iPhone contact list. - Automatic. Finds everyone you know from your email, calendar or social networks. - Personal. Puts a face to every name and email address. - Insightful. Detects and assigns phone numbers automatically. - Socially aware. Integrates Facebook and Twitter. - Ranked by importance. Those you email most are at the top and easily accessible. - Fast. Search by first, last, company name or phone number to find anyone. - Contextual. View emails and calendar events for each person. - Customizable. Easily edit any contact or hide them out of view. - Convenient. SMS, call or email anyone with one click. Here are some ways you can use Smartr Contacts for your personal and professional life: - Add contacts on your own by having people email you their contact info. - Keep track of all the people you've ever communicated with - automatically - Always know who you're communicating with photos and recent communication history - See what's up with your top contacts in the home screen's social carousel - Call, email or SMS someone with a single tap - Stay up to date with updates from Facebook and Twitter - See who you have in common with everyone - Bring all your contacts together into one place - Protect your contacts in the cloud, so should you lose your phone, all your contacts are safe and secure 
  • When you find an interesting article, video or web page that you want to read, watch or view later, put it in Pocket. Once it’s in Pocket, it automatically syncs across to your phone, tablet and computer so you can view it anytime on any device, even without an internet connection.--------LOVED BY MILLIONS, Pocket has been called the “DVR for the web” by The New York Times, Businessweek, and TechCrunch.* Wired Best of 2012 Staff Pick* “#5 App We’re Thankful For” — LifeHacker* “Downright Beautiful” — Gizmodo* “Essential App for Travel” — USA Today-------Whether you’re traveling, commuting, standing in line or simply relaxing at home, Pocket lets you save content you discover from your browser or favorite apps into a beautiful universal list.WHAT YOU CAN POCKET: Articles, videos, recipes or pretty much anything you find online. It’s easy to save to Pocket from your favorite apps or browser.VIEW EVERYWHERE: If it’s in Pocket, it’s on your phone, tablet, and computer.EASY ON THE EYES: See your articles, videos, and everything else in a beautiful, easy-to-view layout that improves the readability and watchability of any page.PLAYS WELL WITH OTHERS: Save directly from your browser or from over 300 different apps like Twitter, Flipboard, Pulse, and Zite.
  • Turn any Smartphone into a Scanner with CamScanner for Intelligent Document ManagementCamScanner is an intelligent document management solution for individuals, small businesses, organizations, governments and schools. It is the perfect fit for those who want to scan, sync, edit, share and manage various contents on all devices. 40 million mobile users’ choices for document scanning worldwide “The application employs its own image cropping and enhancing algorithm that leads to clearer images.” – Makeuseof.com “CamScanner may just be the best deal for scanning documents on your iPhone.” – CNET.com Top Developer – Google Play StoreFeatures:*Access Documents from the WebNow you can log in to your account at www.camscanner.net and edit file name, add tag, add notes; manage documents and share document via copying the link or social media.*Quickly Scan DocumentUse your phone camera to SCAN (take a picture of) all kinds of paper documents: receipts, notes, invoices, whiteboard discussions, business cards, certificates, etc. Batch Scan Mode saves you even more time. It auto detects and adjusts the document orientation.*Optimize Scan QualitySmart cropping and auto enhancing make CamScanner unique. It ensures the texts and graphics in scanned documents are clear and sharp with premium colors and resolutions.*Easy Search DocumentFind any documents within seconds. OCR for Search allows you to easily find keywords within PDF files, saving you the trouble of browsing among tons of documents.*Advanced Document EditingCamScanner enable you to edit document name, add notes and make annotations on your mobile.*Intelligent Document ManagementIntelligent document management on the go. You can allocate documents in groups, sort documents by Date, tag documents, view documents in List/Thumbnail mode and etc. Set passwords for confidential documents to avoid information leaks.*Sign up and Sync DocumentsSign up with CamScanner and backup/sync documents on the go. Just log in and you can access, edit, share and sync documents across smart phones, tablets, PCs and the Cloud.*Share & Upload SupportUpload the scanned documents to cloud storages; Fax scanned documents; Share documents between mobile devices and computers via WiFi; Share documents at www.camscanner.net via copying the link.CamScanner Users Scan and Manage * Bill, Invoice, Contract, Tax Roll, Business Card…* Whiteboard, Memo, Script, Letter…* Blackboard, Note, PPT, Book, Article…* Credential, Certificate…3rd Party Cloud Storage Services Supported:Google Drive, Dropbox, Box.com,
  • Women's Council of Realtors Las Vegas Social Media, Marketing, Technology and Branding to Win Listings and Convert Buyers

    1. 1. Proven Strategies for Winning Listings & Converting Buyers
    2. 2. Burke Smith – Career Highlights • Chief Communications Officer at HSA Home Warranty • Founder of YourNetCoach, Founder of ipayOne, Executive Team at Prudential California Realty (Berkshire Hathaway Home Services) • Licensed California Broker & Real Estate Coach/Consultant/Trainer • Personally responsible for over 1500 closed real estate transactions • Featured on CNN & in the New York Times • Nominated 2 years in a row Inman Innovator of the Year Technology will NEVER replace real estate agents, but agents using technology WILL! Clients have closed over $25 billion in residential real estate!
    3. 3. That’s almost $900 million in closed real estate transactions without a single lead from Zillow or Trulia! “THIS IS WHY WE STARTED ZILLOW!”
    4. 4. Think Differently!
    5. 5. What is this class all about?
    6. 6. You help people BUY and SELL the American Dream
    7. 7. First time Home Buyers
    8. 8. Soldier Coming Home from War
    9. 9. Empty Nesters Retiring to Travel the World
    10. 10. This class is About YOU!
    11. 11. Social Media is your FREE platform: • • • • • • To share your stories To show your knowledge of a market To network Build your S.O.I. Do PR for you and your business Recruit and retain Social Media does NOT replace what you do, it complements what you do!
    12. 12. Real Estate 101 vs. Social Media 101 Help me find a house What is my house is worth Tell me how the market is PROVE TO ME THAT I CAN TRUST YOU
    13. 13. How you CLOSE the Sale with Social Media Your #1 Goal is NOT to schedule an appointment to show them the perfect property!! Your #1 Goal is that by the time they call, the prospect believes you are the perfect person to show them any property because you understand their needs
    14. 14. Proven Solution Strategies for Winning more Listings 1. 2. 3. 4. Build a brand. You’re not just an agent, you are a brand within a brand. What is your niche? Market for listing appointments by creating a higher perceived value. The 40/40/20 rule. Everything you do offline MUST have a call to action to drive people online. Leverage your SOI through Social Media by separating your personal and professional life. (FB & LinkedIn) What do 75% of potential homesellers say they want but only 1% of agents offer?
    15. 15. Build a brand. You’re not just an agent, you are a brand within a brand. What is your niche?
    16. 16. Building a Brand Identity
    17. 17. You’re not just an agent, you’re a brand. What does your brand stand for? Hint: “Don’t say Loyalty, Integrity and experience” • 3 Step Branding Exercise: • Write down 3 – 5 things that you think your brand represents in the market. • Ask your family, friends, co-workers and most importantly your past clients what is the first thing that comes to mind when they think about you and your brand. • Compare their responses to yours. What is your BIG, BOLD, BRANDING statement? For example: “The #1 resource for Las Vegas Real Estate”
    18. 18. What is YOUR Niche? Create AGGRESSIVE referrals
    19. 19. What is Social Branding? CONSISTENCY OFFLINE & ONLINE CONSISTENCY ACROSS ALL MEDIA
    20. 20. Market for listing appointments by creating a higher perceived value. The 40/40/20 rule.
    21. 21. 40/40/20 RULE for Winning More Listing Appointments with Your Marketing
    22. 22. 40% is knowing your audience Some Quick Facts About Your Next First Time Home Buyer • • • • • Equal to or Bigger than Baby Boomer Generation , Roughly 26% of the population 3 times the size of Generation X Weak on interpersonal skills …why? Technology Spending power exceeds $200 billion Close to family , so stay in touch with those past clients
    23. 23. 40% is the value of what you are offering Example of Failed Marketing: Really? I need you for that?
    24. 24. Example of Successful Marketing: Anybody can tell you how much your home is worth, contact us today and we will tell you how to make your home worth MORE! You don’t need to know how much your home is worth, you need to know how to make your home worth MORE!
    25. 25. 20% is the LOOK What’s wrong with this picture? What’s wrong with this picture? Everything you do offline MUST have a call to action to drive people online!!!
    26. 26. Everything you do offline MUST have a call to action to drive people online. For example: 5 Most Important things you need to know when thinking of selling your home in Las Vegas
    27. 27. Leverage your SOI through Social Media by separating your personal and professional life. (FB & LinkedIn)
    28. 28. Over 1 billion users Avg. user has 229 Friends 229 Friends!
    29. 29. Value of Facebook • Your next best customer is connected to your current customers
    30. 30. Separating Personal & Professional
    31. 31. Separate Your Personal From Professional
    32. 32. Create A Page • www.facebook.com/pages/create • Choose Local Business or Place
    33. 33. Separate Your Personal From Professional Branded cover photo with contact info SEO Links to different parts of your website
    34. 34. Create A Page • www.facebook.com/pages/create • Choose Local Business or Place
    35. 35. Create A Page • Choose “Real Estate” for the Category • Enter your address and phone number
    36. 36. Naming Your Page • YOUR NAME – Realtor for LIST COMMUNITIES • YOUR NAME Team – Selling LIST COMMUNITIES, • Exp: Burke Smith – Homes in Las Vegas
    37. 37. Fill Out Your Info • The more you fill out the easier you are to find Focus on Keywords
    38. 38. Short Description • Include the most important information about what you offer to your audience • Important: Include your website URL
    39. 39. Short Description • Example – YOUR NAME selling homes in LIST COMMUNITIES. Visit www.YOURWEBSITE.com to find your next home
    40. 40. Set Up Your URL • Edit Page>Update Info>Username
    41. 41. Page Name IS NOT the URL URL “YourNetCoach” Page Name
    42. 42. Just a Reminder
    43. 43. What Happens in Vegas…
    44. 44. …stays on Facebook! Check your security settings!
    45. 45. Privacy Settings • Click on the Lock icon in the top right of your profile • Select “Who can see my stuff?”
    46. 46. Facts & Figures 200 million users 7,610 searches on LinkedIn Every Minute
    47. 47. Your Network and Degrees of Connection What does "your network" and "out of network" mean? • On LinkedIn, people in your network are called connections and your network is made up of your 1st-degree, 2nd-degree, and 3rddegree connections and fellow members of your LinkedIn Groups. • 1st-degree - People you're directly connected to because you have accepted their invitation to connect, or they have accepted your invitation. You'll see a 1st degree icon next to their name in search results and on their profile. You can contact them by sending a message on LinkedIn.
    48. 48. 2nd-degree • People who are connected to your 1st-degree connections. You'll see a 2nd degree icon next to their name in search results and on their profile. You can send them an invitation by clicking Connect or contact them through an InMail or an introduction.
    49. 49. 3rd-degree - People who are connected to your 2nddegree connections. You'll see a 3rd degree icon next to their name in search results and on their profile. You can send them an invitation by clicking Connect or contact them through an InMail or an introduction.
    50. 50. 100% Complete LinkedIn Profile 1) Add a profile photo 2) List current position + at least 2 prior jobs 3) 5 or more skills on your profile 4) Write a summary about yourself 5) Fill out your industry and zip code 6) Add where you went to school 7) Have 50 or more connections Reach out to professionals such as CPAs instead of attorneys
    51. 51. LinkedIn is your Top Search Result
    52. 52. What makes your Profile Complete? • Your industry and location • A current position (with description) • 2 past positions • Your education • Your skills (min. of 3) • A profile photo • 50+ connections
    53. 53. Add These Skills • • • • • • • • • • • • • Real Estate Real Estate Development Real Estate Transactions Commercial Real Estate Real Estate Economics Corporate Real Estate Real Estate Financing Real Estate License Residential Homes First Time Home Buyers First Time Home Sellers New Home Sales Single Family Homes • • • • • • • • • • • • Home Staging Real Estate Staging Existing Home Sales Certified New Home Sales Professional Condos Apartments Valuation Financial Analysis High Value Homes Buyer representation Move up Buyers National Association of Realtors
    54. 54. Endorsements
    55. 55. 75% of home sellers say they are more likely to list with an agent who uses video Only 1% of realtors use a YouTube account to market themselves or their listings
    56. 56. Provide the Solution! YouTube & Google+ To WIN Listings
    57. 57. State the problem… • 92% of Buyers will start their search on the web • 70% will start on GOOGLE • 73% of sellers say they prefer to list with an agent who uses video to sell their home • Only 12% of real estate agents have a YouTube channel • Only 1% of agents use YouTube to market their listings
    58. 58. Tactics • Property Videos – Use property photos to create a branded slideshow tour of a listing with voiceover. – Include pricing information and a link to the listing in the description
    59. 59. Video Ideas • Open House Promotions – Give people a sneak peek at a new property and let them know when the next open house will be
    60. 60. Video Ideas • Property Videos – Use property photos to create a branded slideshow tour of a listing with voiceover. – Include pricing information and a link to the listing in the description
    61. 61. Video Ideas • Agent Profiles – Well done agent videos can increase the time spent on site by prospects • Which in turn decreases their time spent on competitors sites – Prospects who call an agent after watching a video profile are far more qualified based on the investment they’ve made in learning about the agent.
    62. 62. Tactics • Neighborhood Profiles – Use video to help prospective home buyers learn about cities or neighborhoods – Hyperlocal – Focus on selling the community, not just the listing
    63. 63. Video Ideas • Neighborhood Profiles 7,000+ Views
    64. 64. What’s hard about being a Realtor?
    65. 65. Video Ideas • Real Estate Industry Current Events 13,300+ Views
    66. 66. Video Ideas • How To Videos – Real estate can be a big complicated world for your clients. Help them navigate with short, informational videos that include answers to common questions you receive
    67. 67. Video Ideas • How To Videos
    68. 68. Do Not Do This!!
    69. 69. Facts • Over 6 billion hours of video are watched each month on YouTube—that's almost an hour for every person on Earth • 100 hours of video are uploaded to YouTube every minute
    70. 70. Facts • According to Nielsen, YouTube reaches more US adults ages 18-34 than any cable network Your Next first time home buyer/seller Now outnumber baby-boomers! Would you have advertised during Cheers or Friends or M.A.S.H. if you could have?
    71. 71. YouTube Advantages • YouTube Videos are a large factor in determining Google rankings
    72. 72. YouTube Advantages • Sites that showcase relevant YouTube videos rank higher in organic search results • This means posting and linking to these videos gives you an advantage over other real estate professionals
    73. 73. YouTube Advantages • People trust content from videos more than any other medium • Videos attract 300% more traffic and leads (Marketing Sherpa)
    74. 74. Making a Video
    75. 75. Equipment
    76. 76. Smart Phones are all you need • 720p HD Video
    77. 77. YouTube Capture • Easy, Fast Recording • Quick touch up tools • Instant uploads to YouTube and all other social networks • IPhone only
    78. 78. Audio • Boom Mic • $40 • Lapel Mic • $30-$60
    79. 79. Best Practices • Have a Plan • Keep it Short – 1-3 minute videos • Make Content Not Ads
    80. 80. Video Editing • iMovie (Mac Only) • Windows Movie Maker (Windows) • YouTube (Edit Online)
    81. 81. Easy Photo Collages • Upload a series of photos
    82. 82. Uploading a Video • Select Upload, then Select files to upload. Note: You can also drag and drop a video file into this area to upload it
    83. 83. Uploading a Video Share This Link Privacy Settings Category Description Tags
    84. 84. • Title: What you want to call your video. • Include Keywords • Description: Keep it brief, and include keywords and your company name and information so that people can more easily find your video when they conduct online searches.
    85. 85. • Tags: These are keywords that help identify your video or business. • For example, if you’re a realtor posting a video on how to stage a home, you might use the following tags: [Home Staging], [How to Sell Your Home], [Name of Your Business]
    86. 86. • Privacy Settings • Public – anyone can view your video • Unlisted - only people who have the link to will be able to view your video • Private - only those who you list can view the video
    87. 87. • Category: Select a subject matter category that’s most relevant for your business. Most often “Real Estate” • Advanced Settings: These settings are optional and allow you to include information about the video location and recording date, and settings for comments.
    88. 88. 5 Components to MAXIMIZE Traffic • • • • • Keywords in the Title Keywords in the Description Use Tags Transcription Keywords in the File name of the video
    89. 89. Do Not Make the #1 Mistake!
    90. 90. Have a URL at the beginning of the description
    91. 91. Setting Up A Channel • You NEED a Google Account • If you have a Gmail for your business use it!
    92. 92. • Go to www.YouTube.com and choose create an account
    93. 93. • After you are logged in click the drop down arrow on the top right and select My Channel • Select Click Here right underneath your name to create a channel for your business.
    94. 94. • Enter your business name and category then hit Create Channel
    95. 95. • If you already have an account go to YouTube Settings
    96. 96. • Click on “Create a new channel”
    97. 97. • Choose a Channel Name • Select Local Business or Place for the Category • Agree to the Pages Terms
    98. 98. • Set your URL
    99. 99. Once set your URL is permanent and can never be changed!
    100. 100. Seriously. . . It’s permanent
    101. 101. Add A Description
    102. 102. • Click on the pencil icon
    103. 103. • Channel Description – Highlight your most important content up front i.e. a link to your website – The description also shows up in the About Tab for a channel and is a valuable resource for subscribers to find out more – Include relevant contact information (email, phone, etc) – Remember to think about your description as it shows up on YouTube- on your channel page and in search results.
    104. 104. YouTube Video Ideas Review • • • • • • tours for available properties a welcome video that showcases your expertise client testimonial videos neighborhood tours videos discussing Real Estate trends in your area how-to videos for home sellers to help them get the highest possible price (staging, before & after, rehab) • home-buying tips and best practices (first time home sellers)
    105. 105. YouTube Production Tips • KISS: Keep It Short and Sweet (3 minutes is good) • Take advantage of video annotations to share more videos with your audience or link back to your website • NEVER compromise quality! • Make sure to include your full contact information in the video
    106. 106. Remember • If you put in the effort you will see the results. Never Give Up
    107. 107. Why Google+ Matters Be #1 Perception is reality!
    108. 108. Over 90% of Buyers will Start their Search for a Home on the Web and 70% will Start on Google
    109. 109. Who Wants to be #1?
    110. 110. Google represents over 70% of all searches on the Internet.
    111. 111. Google + Pages
    112. 112. Get found, right when your customers are most interested.
    113. 113. Google Places? • Now Google + Local
    114. 114. Google + Local • They place this group of businesses on page #1 of search results, at the top, in prime position each time they sense that a Consumer is “Searching” for an agent. • When they use words like Realty, Real Estate Office, Real Estate Agents, ect Google inserts “Places” right at the top.
    115. 115. Google + Local • Think of it as “This generations Yellow Pages”! Just as you HAD TO BE in the Yellow Pages, you really HAVE TO BE in Google+ Local!
    116. 116. When your customers search on Google, the results to the right may include relevant posts, photos, and videos from your Google+ page.
    117. 117. Verifying Your Page
    118. 118. Request a Pin
    119. 119. When The Pin Arrives
    120. 120. Google+ Pages in Gmail
    121. 121. TOOLS YOU CAN USE TO MAKE SOCIAL NETWORKING EASIER
    122. 122. Monitoring Your Presence
    123. 123. Realtor
    124. 124. Monitoring Your Presence
    125. 125. Tools You Can Use Dropbox is one of the most popular cloud computing service available currently. It was just recently valued at $4 Billion. How many times have you created a Power Point or similar presentation for a client and they love it so much, they request a copy via email? The only problem is the file may be too large to e-mail. Enter Dropbox, set up a free account, upload your files, then share them with your desired e-mail address(es). Dropbox will notify the individuals(s) that you shared the file with and provide a link for them to set up their free account. Once they do this, your files can be downloaded for free. It’s a beautiful thing if you want to send large files to your clients and business affiliates. Dropbox is the way to go. Your first 2 GB of storage is free before you are prompted to be a paid member, however users can remove files to maintain their storage capacity below the paid level.
    126. 126. HootSuite BB TM SOI
    127. 127. Evernote BB TM SOI
    128. 128. Smartr Contacts (XOBNI) BB TM SOI
    129. 129. Pic Scatter is by far the easiest. You'll need to give access to your likes, photos, and photos shared with you. Then you can create a montage cover showing a group of your friends or some of your likes. You can also use a specific photo album. But no matter what you choose, make sure you have enough there for Pic Scatter to choose from, to prevent repeating of images. Pic Scatter is free, but contains branding in the image. It's a super low lifetime fee of $1.50 to remove the branding, and it also gives you access to filters, instant uploads, and downloading images to your desktop. TM SOI
    130. 130. Timeline Cover Banner Unlike Pic Scatter, Timeline Cover Banner is totally free and does not contain any branding. It's not as simple, but if you want total control over your Facebook Timeline's cover image, this will do the trick. Their tool lets you upload any image (or images) of your choice, which you can then edit or add text to. You can also select from one of many free background images in their gallery. Once you've perfected your cover image, it will download right to your desktop. The big plus here? There's no need to connect via Facebook! TM SOI
    131. 131. Pocket (Read It Later) Sync any article, video or web page that you want to read, watch or view later. across to your phone, tablet and computer TM
    132. 132. CamScanner Use your phone camera to SCAN (take a picture of) all kinds of paper documents and send them to clients TM
    133. 133. SlyDial TM
    134. 134. Magic Plan BB TM
    135. 135. Sitegeist BB
    136. 136. Camera awesome BB TM
    137. 137. HomeSnap BB TM
    138. 138. Video Walkthroughs • www.YouTube.com/HSAWarranty
    139. 139. Facebook.com/hsahomewarranty HSA Social Media Resources
    140. 140. Win Prizes Post on our page and be entered into our monthly fan drawing
    141. 141. Just a Thought… Everybody is…. Nobody is… • • • • • • • • • • • • • • Tweeting Facebooking Blogging Texting Pinging Posting Emailing Doorknocking Farming Calling Talking Writing Mailing Living Your opportunity is to combine these two columns!!!!!
    142. 142. Your HSA Team Lisa Waldeck Regional Director Cell: (702) 287-1269 Email: lisa.waldeck@onlinehsa.com Marie Foster Territory Manager - Las Vegas Cell: (702) 351-1713 Email: marie.foster@onlinehsa.com

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