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Winners Circle Real Estate Marketing Real Estate Lead Gen

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Big Block Realty Winner's Circle presentation on growth mindset for growing my real estate business, how to scale my real estate business, get real estate listings, facebook for real estate, messenger for real estate and more.

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Winners Circle Real Estate Marketing Real Estate Lead Gen

  1. 1. Roland Frasier Native Commerce | Digital Marketer More Listings,More Sales,Less Work #WinnersCircle LinkedIn.com/in/RolandFrasier
  2. 2. 3 Big Things + 1 • Growth + Scale Mindset • Opportunities + Systems • Leverage • Case Studies #WinnersCircle LinkedIn.com/in/RolandFrasier
  3. 3. Roland Frasier Native Commerce | Digital Marketer Growth + Scale Mindset #WinnersCircle LinkedIn.com/in/RolandFrasier
  4. 4. What Caused You To Take Action? • Saw The Opportunity– Literally Free Money On The Floor • Believed It Was Real • Believed You Could Do It – Just Get Up And Grab It • Took Action – Actually Got Up + Moved Toward It • Followed Through – Grabbed It + Put It In Your Pocket #WinnersCircle LinkedIn.com/in/RolandFrasier
  5. 5. • What Could You Do To Grow This “Grabbing Roland’s Money” Business? – Frequency: Come To Every Presentation I Make – Transaction Size: Get Me To Throw Larger Bills – More Customers: Find More Rolands Throwing Money Growth Vs.Scale #WinnersCircle LinkedIn.com/in/RolandFrasier
  6. 6. • What Could You Do To Grow Your Real Estate Business? – Frequency: Find leads + close deals more quickly – Transaction Size: Close larger deals – More Customers: Sign-up more listings and buyer’s broker representative deals Growth Vs.Scale #WinnersCircle LinkedIn.com/in/RolandFrasier
  7. 7. Growth Vs.Scale • What Could You Do To Scale This “Grabbing Roland’s Money” Business? – More People: Hire “Money Grabbers” To Help You Be Everywhere Money Is Being Thrown Away From The Front Of The Room – Add Automation: Invest In Tech Like A “Money Vacuum” To Collect More Of It, Faster – Build Systems: Create A Process To Allow You To Be Everywhere Money Will Be Thrown From Stage At The Precise Moment It Will Happen #WinnersCircle LinkedIn.com/in/RolandFrasier
  8. 8. Growth Vs.Scale • What Could You Do To Scale Your Real Estate Business? – More People: Hire bird-dogs, setters and assistants to clone yourself, expand your referral network – Add Automation: Add auto-responders, auto-text replies, click to call, messenger bots, CMA APIs, hire agencies to outsource ads – Build Systems: Create funnels and SOPs to ensure all clients receive a high quality fluid experience with your brand. Listing acquisition systems, client referral systems, home selling systems #WinnersCircle LinkedIn.com/in/RolandFrasier
  9. 9. What Stopped You From Taking Action To Grab Free Money? • Did Not See The Opportunity • Did Not Believe It Was Real • Did Not Believe You Could Do It • Reward Was Not Worth The Effort • Too Much Competition • Too Many Obstacles In Your Way #WinnersCircle LinkedIn.com/in/RolandFrasier
  10. 10. Let’s BreakThat Down? • Many Of These Barriers To Your Success Are Mindset Based – Did Not See The Opportunity (know trends, changes, watch data) – Did Not Believe It Was Real (model those already doing it) – Did Not Believe You Could Do It (mentor + model + mastermind + do) • But Some Of The Barriers Are Systems Based – Reward Was Not Worth The Effort (decrease effort or increase reward) – Too Much Competition (differentiate) – Too Many Obstacles In Your Way (change your positioning + location) #WinnersCircle LinkedIn.com/in/RolandFrasier
  11. 11. Fixing The Mindset Barriers #WinnersCircle LinkedIn.com/in/RolandFrasier • Did Not Believe It Was Real – Social Proof: Seeing Is Believing = You ARE the top 5%. Watch the top .1% • See Opportunity + Believe You Can Do It + Look Around Corners – What TRENDS are currently impacting the market – How can you MODEL the TOP.1% of agents – Mastermind: Peer Group + Models + Hacks + Support – Doing It Yourself Is The Only Way To Totally Overcome This
  12. 12. Roland Frasier Native Commerce | Digital Marketer Opportunities + Systems = Focus #WinnersCircle LinkedIn.com/in/RolandFrasier
  13. 13. #WinnersCircle LinkedIn.com/in/RolandFrasierSource: Move/Realtor.com Home Shopper Study 4th Quarter 2016
  14. 14. Use Facebook Giveaways • Create a giveaway post and boost it with $20 • Generate social proof through likes, comments + shares • Add ManyChat comment to message to build a messenger list • Each time this post ran,it generated 2 clients
  15. 15. Got A Buyer Who Needs A Home In Low InventoryArea Run Facebook ads to the area and the neighborhoods your buyer is interested in moving to.
  16. 16. Facebook Groups Search Facebook for groups in your targeted area Join the groups that appeal to you BuzzSumo.com blog topics Write a blog post Post a link in the Facebook groups that you joined
  17. 17. #WinnersCircle LinkedIn.com/in/RolandFrasierSource: Move/Realtor.com Home Shopper Study 4th Quarter 2016
  18. 18. #WinnersCircle LinkedIn.com/in/RolandFrasier Target These Behaviors With Segmented FacebookAds
  19. 19. #WinnersCircle LinkedIn.com/in/RolandFrasier Target These Behaviors With Segmented FacebookAds
  20. 20. #WinnersCircle LinkedIn.com/in/RolandFrasier Support Offline Campaigns With FacebookAds
  21. 21. #WinnersCircle LinkedIn.com/in/RolandFrasierSource: Move/Realtor.com Home Shopper Study 4th Quarter 2016
  22. 22. Facebook Live Video Opportunities
  23. 23. #WinnersCircle LinkedIn.com/in/RolandFrasierSource: Move/Realtor.com Home Shopper Study 4th Quarter 2016
  24. 24. Help Them Overcome Impediments 1. Credit Repair As Lead Gen 2. Down Payment Assistance As Lead Gen 3. Creative Financing e.g. Lease Option, Wraps, Co-Investment 4. Explain Increased Optionality Strategies = Affordability 5. Facebook Live Video For Virtual Open Houses 6. Amazon Now Access + Uber Availability + AirBnB Friendly #WinnersCircle LinkedIn.com/in/RolandFrasier
  25. 25. Fixing Systems Barriers • Reward Was Not Worth The Effort – System To Know Your Numbers, Prioritize Your Time + Effort • Too Much Competition – Systems + Automation + Differentiation & Specialization Overcome Competition. Skate Where The Puck Will Be. • Too Many Obstacles In Your Way – Reposition Yourself Systematically #WinnersCircle LinkedIn.com/in/RolandFrasier
  26. 26. Prioritize Your Time + Effort Based On These Numbers Target Income? $ Net Commission/Sale? $ Target Income / $ Per Sale = # Sales Needed # of Sales Needed # Offer Conversion Rate? % (# Sales Needed) / CR = # Offers You Must Make # Listings You Must Get # % Of Appts. Lead To Listing % # Appts Needed / % Listings Lead To Sale = Leads Needed # Leads Needed # CPL = $ # Clicks Needed x CPL = Monthly Ad Spend Monthly Ad Spend $
  27. 27. Prioritize Your Time + Effort Based On These Numbers Target Income? $400,000 $33,333/month 2% Net Comm. Per sale $8,000 $400k * 2% Target Income / $ Per Sale = # Sales Needed # of Sales Needed 50/year ~4/month Offer Conversion Rate? 50% (# Sales Needed) / CR = # Offers You Must Make # Offers You Must Make 100/year ~8/month % Of Leads > Make Offer 20% # Leads Needed / % Leads Who Make Offer = Leads Needed # Leads Needed 500/year ~42/month # Clicks Needed x CPL = Monthly Ad Spend @$10 CPL Ad Spend = $5,000/year $420/month
  28. 28. Fixing The Systems Barriers • Reward Was Not Worth The Effort – Know Your Numbers • Now you know it’s worth it to go pick up a $400,000 deal because that brings you closer to your goal of $33k per month. • You also know to ONLY SPEND YOUR TIME on the things that will move you towards your goals: Getting Leads, Getting Listings + Making Offers.THOSE ARE YOUR KPIs. #WinnersCircle LinkedIn.com/in/RolandFrasier
  29. 29. Fixing The Systems Barriers #WinnersCircle LinkedIn.com/in/RolandFrasier • Too Much Competition + Too Many Obstacles In Your Way – Systems + Automation = Reposition Yourself • Lead Getting Systems (Software + Messenger + Needs Specific) • Offer Making Systems (Kaplan-Smith System) • Conversion Improving Systems (Know Your KPIs,Track Them, Improve) – Follow-Up Automation + Split-Testing – “It’s Automated If You Don’t Have To Do It” – Differentiation • Specialization + Creativity + Trends + Needs Specific + New Economy + Become A Real Estate Investor/Wholesaler
  30. 30. • Personal Life… – Banking, yard work, honey-dos, meals, cleaning, laundry • Business Life… – Accounting, follow-up, lead gen, appointment setting, payroll, advertising • Eliminate Time-Wasting Distractions… – Facebook, TV,Anything That’s NOT Your Super Power.Anything that does not improve your KPIs Automate Everything… It’s Automated If You Don’t Have To Do it #WinnersCircle LinkedIn.com/in/RolandFrasier
  31. 31. Roland Frasier Native Commerce | Digital Marketer Leverage #WinnersCircle LinkedIn.com/in/RolandFrasier
  32. 32. Leverage
  33. 33. Contribution/Replication Test To Determine Ideal Leverage Opportunities… #1: What activity contributes the most to top line revenue? #2: What activity contributes the most to margin? #3: What activity contributes the most to profitable growth? Facebook Messenger Ads  # Of Customers Luxury Home Sales  Transaction Size So… Do More Of #1,#2 + #3 And Replicate Wherever Possible Lead-Gen Automation  Frequency Of Leads Method #1
  34. 34. Method #2 __ Zillow Premiere Agent 1 = $2.60 (G) __ FB Post Lux RE Pics, Link To IDX (G) __ Which Is Better Comment To Msg (G) __ Use ARs To Automate Follow-Up (S) __ Ringless VM Expired + FSBO (G/S) __ IDX Enable Your Site (T) __ FB Look-Alike Your Client List (G/S) __ Showcase Listing On Realtor.com (G) __ “Walls Down” Social Settings (G) __ Become A Redfin Partner Agent (G) __ Become A Movoto Partner Agent (G) __ Relo Leads From Natl Conferences (G) __ Hire An Inbound Sales Agent (T/S) __ Add Live Chat, CTT + CTC To Your Site (S) __ Local Design + Interest Pinterest Boards (G) __ Post Listings On CraigsList (G) Benefits Key: T = Team G = Growth S = Scale F = FundingRapid Growth Leverage Checklist
  35. 35. #WinnersCircle LinkedIn.com/in/RolandFrasier Target COIs With Segmented FacebookAds
  36. 36. Roland Frasier Native Commerce | Digital Marketer Case Studies #WinnersCircle LinkedIn.com/in/RolandFrasier
  37. 37. #WinnersCircle LinkedIn.com/in/RolandFrasier MEMPHIS INVEST CASE STUDY: Purchase Homes In DFW Market (Custom Audience: Vacant, High Equity, Financially Distressed - Arlington, TX - 2107 records - appended phone and email to create audience) POST  CTA BUTTON  QUESTION (YES TO INTAKE FORM)  APPT SETTER FOR FOLLOW UP Start: 4/1/17 Spend: $107 MC Opt-ins - 220 Appointments- 7 Contract Signed - 1 Est Profit - $23,500 CPC - $107 Normal Spend: $2000 Opt-ins - 200 Appointments - 20 Contract Signed - 1 Est Profit - $23,500 CPC - $2000
  38. 38. #WinnersCircle LinkedIn.com/in/RolandFrasier KELLER-WILLIAMS CASE STUDY: List Or Purchase homes in Mesa, AZ (Custom Audience: Vacant, High Equity, Financially Distressed - Mesa, AZ- 906 records - appended phone and email to create audience) POST  CTA BUTTON  QUESTION (YES TO INTAKE FORM)  APPT SETTER FOR FOLLOW UP
  39. 39. #WinnersCircle LinkedIn.com/in/RolandFrasier KELLER-WILLIAMS CASE STUDY: List Or Purchase homes in Mesa, AZ (Custom Audience: Vacant, High Equity, Financially Distressed - Mesa, AZ- 906 records - appended phone and email to create audience) POST  CTA BUTTON  QUESTION (YES TO INTAKE FORM)  APPT SETTER FOR FOLLOW UP Start: 3/20/17 Spend: $440 MC Opt-ins - 605 Listing Apps - 11 Listing Signed - 6 Est Profit - $46,200 CPL - $103.96 Normal Spend: $2000 MC Opt-ins - 90 Contract Apps - 3.1 Contract Signed - 2.1 Est Profit - $13,200 CPL - $1000
  40. 40. #WinnersCircle LinkedIn.com/in/RolandFrasier Case Study: Messenger For Listing Acquisition $0.83 CPL  $27.50 CAC  $3MM Listings  $90,000 Revenue
  41. 41. Roland Frasier Native Commerce & Digital Marketer Thank You! Slideshare.com/RolandFrasier #WinnersCircle LinkedIn.com/in/RolandFrasier

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