This document discusses how social networking can be leveraged to build a real estate business. It cites studies showing that social networking is a major source of new business and customers for real estate agents. Specifically, 95% of consumers aged 18-44 use social networks daily, yet only 35% of real estate agents use social networking. The document advocates establishing a social media presence on the major networks consumers use to regularly announce life changes that could indicate a need or desire to move. It provides action steps for real estate agents to identify their target consumers and communities, join the relevant networks, establish an online presence, regularly engage with their network, and generate referrals and repeat business through social relationships over time.

1. Build your Businesswith Social Networking Matthew Ferrara & Company presents

2. Goals Review the top sources of new business The “Customer Relationship Scale” Social Networking’s Unfair Advantage Action Steps

3. Hypothesis Social networking – online and offline – remains the single largest source of new business for the real estate industry today. The online version simply makes it bigger, better, faster and less expensive to leverage.

4. The purpose of a business is to create a customer. Peter Drucker

5. Where did consumers come from last year?

6. “ ” The aim of marketing is to know and understand the customer so well the product or service fits him and sells itself. Peter Drucker

7. Baylor University Study, 50,000 REALTORS, 2009

8. Buyers between 18-44 using Social Networks daily in 2008 95%

9. 35% * REALTORS (US) use social networkingat all, in 2009

10. 75% REALTORS never used a blog or podcast

11. 60% Consumers stuck to the first agent who responded to them

12. The Customer Relationship Scale Networking represents the highest form of selling. It’s not about data, it’s about relationships.

13. Customer Relationship Scale Weaker Stronger ADVERTISING FOCUS RELATIONSHIP SELLING

14. Why do people move?

15. We used to learn these in person, but… Demographic change Canada is a Gen X country

16. Canadian Association of Accredited Mortgage Professionals (CAAMP) (March, 2008) About one-quarter of Canadians aged 18 to 34 are homeowners

17. … and that means online, too! Network any way you can…

18. Social Networking’s Unfair Advantage Consumers readily announce changes in their lives in social networking situations. Online social networking accellerates the pace, depth and reach for real estate agents to keep an eye on such changes!

19. Examples Change in Family Situation Desire for better area

20. Action Steps

21. How to leverage networking Identify your target consumer How do theynetwork with others? Go join! Establish a presence online One network is plenty. Work deep, not wide. Show up (online or offline) Remember, referrals and repeat business make for long, successful real estate careers!

22. www.matthewferrara.comFacebook.com/MFCompany For more information…