This document outlines 5 steps to increase profitability for real estate agents and brokerages: 1) Be found by potential clients online through search engines, listing sites, and social media; 2) Be connected by engaging with clients early in their home search process and providing helpful information; 3) Be involved in the local community as a neighborhood expert; 4) Recruit a great team of agents; 5) Give agents good tools to do their work online like websites and CRM software. It then discusses each step in more detail.

2. 5 Steps to Greater Profitability

3. • Welcome, introductions
• The 5 Steps:
– Be found
– Be connected
– Be involved
– Recruit a great team
– Give your teams great tools
• Q&A
Today’s Agenda

4. • Where are today’s consumers?
– 90% of buyers and sellers are online
• What are they looking for?
– 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?
• Where are they looking?
– Google, Bing, Yahoo
– HouseValues.com and Justlisted.com
– RealEstate.com
– Trulia, Zillow, Realtor.com
– Company-branded websites
– Craigslist
Step 1: Be Found

5. • Go where the buyers and sellers are!
– Google, Bing, Yahoo
– HouseValues.com and Justlisted.com
– RealEstate.com
– Trulia, Zillow, Realtor.com
– Company-branded websites
– Craigslist
• By being found in different places,
you’ll diversify your lead gen
– Online advertising
– Portals
– Craigslist
– Your website
Step 1: Be Found

6. • We talked about what customers are
looking for:
– 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?
• Provide that info – be the neighborhood
expert!
– Being the neighborhood expert means
providing service, not sales
• Avenues to provide that information?
– Your website
– Your blog
– Your social media accounts
Step 2: Be Connected

7. • Today’s consumer is online, and
searching for homes 12-18 months
before they will buy
– What does this mean for your
involvement?
• Provide service, not sales!
– This may sound like a repeat, but it is
that important
• Going right into selling will scare
prospects off
• Provide:
– Listing that fit their search criteria
– Neighborhood info
– Any relevant info on the home-buying
experience
– Not sales!
Step 3: Be Involved

8. • No matter what the size of your real
estate business, people matter!
• Brokerage owner or leader of an
agent team?
– You need great agents that
understand today’s consumer
• Individual agent?
– Consider an in-office or virtual
assistant to help take on more
business
• How do you recruit a great team?
– Check out Step 5…
Step 4: Recruit a Great Team

9. • To reach today’s consumer your team
needs to be online
– Agent websites
– Blogs
– Social Media
• Your team needs tools
– Lead gen software tools
– Websites
– Customer relationship management
software
– Marketing tools
– Education
Step 5: Give them Great Tools

10. • The 5 Steps:
– Be found
– Be connected
– Be involved
– Recruit a great team
– Give your teams great tools
• Q&A!
Putting together the profitability puzzle

11. • Email: JackM@MarketLeader.com
• Twitter: @Markham18
• Facebook: http://www.facebook.com/markham18
• LinkedIn: http://www.linkedin.com/in/jackmarkham
• Download this presentation: www.marketleader.com/kw/kwmc
Jack Markham
Director of Online Strategy, Market Leader