The document discusses effective strategies for starting a door-to-door sales campaign in real estate, highlighting the experiences of agent Leon Alchalel who successfully utilized this method despite its challenges. It emphasizes the importance of building relationships with key players in the real estate business and utilizing CRM software to automate lead processes and enhance customer engagement. Additionally, it outlines how to harness platforms like Facebook and Zillow for marketing and generating leads, advocating for actionable posts and valuable community information to attract potential clients.

2. Starting a Direct Door-To-Door Sales Campaign for Your
Real Estate Business
The idea of going from door to door does not seem appealing. Sure, it's an old school
method of advertising your service, but is it effective? Yes. San Diego Real Estate Agent
Leon Alchalel sees the summer as an opportunity to knock on the doors of some potential
home sellers. He tried it some time ago at a time when the inventory was tight and he has
never turned back. Listings throughout the county had fallen 22 percent from the peak of
13,000 in the fall of 2010.
Several months of painstaking door-knocking paid off at last when he received a call.
Homeowner Ivan Madrigal, who Alchalel met on a door-knocking trip in southern San Diego,
called him a few months after their initial meeting.
"I kept his business card in the back of a drawer," said Madrigal, 31. "When it was time to
pull the trigger, he was the first one to come to mind."
So, it's nerve-racking. Yes, it is stressful being an agent but if you put in the work, you'll
enjoy the dividends at unforeseen times. Below are a few ways of distributing real estate
door hangers and flyers for door-to-door real estate farming. You could combine two of
these to get maximum exposure in your community:
1. DO IT YOURSELF.
You put in the legwork yourself. Possibly get a few loved ones to go along with you.
However, at some point or another, weariness sets in. The downside with this method of
door to door marketing is that it cannot reach a large number of people and it is exhausting.
Regardless, it's profitable as you get the opportunity to speak with potential customers right
where they are. This was prevalently what real estate agent Alchalel used to grow his real
estate business.
2. DISTRIBUTION SERVICES.
You might think it's great exercise going from door to door but it is not a good long term
strategy. Why not choose a distribution service for your real estate door hangers and flyers?
They might represent additional cost but they are sure worth the cost.
3. NATIONAL DISTRIBUTION COMPANIES.
These cost less than distribution services and come with more props. They offer GPS
tracking as well as photo and video proof so you know your door hangers are being
delivered. Some of them even communicate with your prospects to increase effectiveness of
your marketing.
Getting leads is a blend of hard work and timing. You don't know when and how your
endeavors both online and offline would begin yielding profits. Utilize these three
distribution techniques for real estate door to door sales advertising and combine them with
the right marketing strategies to dominate your local real estate market.

3. 5 People You Need to Build Relationships With in Your Real
Estate Business
Every business needs relationships. With the right people supporting you, you'll succeed at
anything. It is difficult to be a loner and accomplish much in your real estate business or in
any other business. And that's why as a real estate agent you need to develop your people
skills.
It is as simple as finding common interests with people.The law of likability is simple.
According to Michelle Tillis Lederman, author of the 11 laws of likability "When we discover
similarities, we form deeper and more lasting connections. If you and I have someone in
common or a common interest, that makes me like you a little more and I want to chat
more."
Knowing this is critical to building business relationships because it's hard for someone to
trust you with money or engage you in real estate transactions unless he/she likes you.
BUSINESS RELATIONSHIPS YOU NEED
Strong relationships form the backbone of many established companies. If you create the
aura of "closeness" by being genuinely interested in people and then offering them
something valuable, you can win a business partner for life.
1. PARTNERS.
You probably work with a brokerage firm. If you don't, you have a partner you're working
with in your real estate business. You have to create an environment of mutual respect and
be genuinely interested in them.
2. PRIVATE LENDERS/ SELLERS.
They can help you when the bank disappoints you. They will keep working with you if you're
valuable to their business. Cultivate connections by being a good wellspring of data and
customers.
3. CONTRACTORS.
You should have a network of contractors whom you can call whenever your client needs
their services. When you create convenience for your client, he/ she will want to do business
with you again. The contractor also receives payment and will respond to your call again.
Show friendliness and do not be condescending when communicating with contractors.
4. BANKS.
The bank is the focal point of most real estate transactions. Having a good relationship with
the bank puts your customer in a favorable position. Be interested in your lender or banker.
The fact that you send your customers their way will seal the deal.

4. 5. BROKERS.
You need to build a good relationship with brokers. They might be able to get leads for you
when you desperately need it. It doesn't need to be your brokerage alone, you should
expand your tentacles.
Having great business relationships is an ingredient for success. Don't be a lone ranger.
Create convenience for your clients by having these business relationships in place and get
referrals with ease.

5. How to Automate Your Lead Process and Gain Repeat
Customers and Referrals in Real Estate
So you compose many articles and blog entries; have some serious SEO work done;
promote your article as well as can be expected and sit tight for clients to get in touch with
you. The problem is people see your content, maybe it affects them in some way, touches
their pain points but they do not contact you.
It's like preparing a great soup (interesting content), serving it in a beautiful plate (showing
the customer you feel their pain through your about page as it relates to your prospective
customer) but then your customer is still reluctant to eat (buy from you).
Your site and blog entries (all your content) form the basis of attraction marketing for your
real estate business. However, they are just pulled in, they don't turn into your clients
unless you connect with them and let them know that you are so significant to them and
they to you. There is a process that your prospect will go through before he/she becomes a
client. You can model this to automate your lead process and create a successful real estate
business.
There are few things that work best for any business like developing a process to keep in
touch with your customers. Customer retention requires you to have a system for tracking
your customers. It can be stressful to try to keep in touch with a large number of
customers, which is why smart real estate professionals make use of real estate CRM
software.
Building customer relationships has gone beyond the era of one-time random emails. Here's
the basic process involved in automating your lead process and the benefits of customer
relationship management (CRM) systems.
SALES FUNNEL MOVEMENT
1. AWARENESS OF THE PROBLEM.
Your visitor comes to your site because there an issue he wants fixed. Even when we seek
out information, we are in need of information to resolve a problem. Now, you demonstrate
to the information seeker that you're mindful of the issue and not just that; you're qualified
to offer solutions. You do this through effective articles and your about page.
2. CONSIDERATION OF SOLUTIONS.
The subsequent stage is putting forth a scope of solutions that your guest may find
fascinating. You need to make this intensive and treat each solution as comprehensively as
possible. When your visitor sees that you are a reliable source of information, then he
decides what solutions to buy.
3. DECISION ON WHAT SOLUTIONS TO BUY.
A run of the mill sales funnel will lead people to an item. Henceforth your articles ought to
be actively arranged and not just useful. They should lead your customers to make a critical
stride.

6. A basic sales funnel would incorporate these three steps. The decision to either buy or not
buy is the end point of the sales funnel and it depends on how effective your follow up
strategy is. If you just send one irregular email to leads after they show interest in your
services, your outcomes would not be quite the same as somebody who is continually being
proactive with solution oriented messages.
"A DemandGen report finds that nurtured leads produce, on average, a 20% increase in
sales opportunities versus non-nurtured leads."
Automating lead nurturing allows for the methodical following of lead engagements with
your content and site, and exact pinpointing of that lead's phase in the business cycle. That
implies you can trickle suitable content at the right time - leads are always remembered and
opportunities never missed. Let's take a closer look at the benefits of the real estate CRM
software and the prime stages in the CRM of a typical sales agent.
BENEFITS OF CRM FOR REAL ESTATE AGENTS
1. ORDERLY TRACKING OF LEAD ENGAGEMENTS.
CRM solutions allow you to see the effects of your marketing. Each new lead is tracked, the
amount of time they spend on your emails, their next clicks and so on. Hence you know
what is working and what's not working in your real estate farming.
2. ACCURATE PINPOINTING OF A LEAD'S STAGE IN THE SALES CYCLE.
What stage is your customer at in the sales funnel? Your CRM would pinpoint your lead's
stage in the sales cycle. Is he still considering options or just getting more information? A
good CRM solution which measures user engagement will reveal these.
3. CREATING AUTOMATED EMAIL WORKFLOWS.
Once you've a new business lead, the e-mail marketing starts off. It gets arduous when you
have large numbers of email recipients. They are in different stages of the cycle. How will
you partition your emails to all of them? How will you follow them up constantly and send
them the right drip email at the right time? An excellent real estate CRM software would
help you do that. So, let's go through the components of a real estate CRM software for an
average sales agent.
STAGES IN A LISTING PROCESS
• NEW LEAD: Having a new lead is like having a raw material. You want a finished product.
• LISTING PENDING: The next step is convincing your prospect to list with you. Your
emails at this stage tries both directly and indirectly to convince your prospect that you're
the best man for the job.
• LISTING SECURED: Now your effort pays off. You've secured the listing. You still have to
send an email or brochure to show what your client should expect.
• UNDER CONTRACT: Now you sign the contract and your prospect officially becomes a
client. Now your emails are directed to a client.

7. • REPOSITIONED: At this point, you take a look at the house and make suggestions on
improvements.
• LISTING SOLD: If the listing is sold, you send a congratulatory message. Something that
says "work with me again and tell others too, I make things happen".
• LISTING LOST: If the listing is lost, obviously, your client was dissatisfied with your
service. You don't want to be kept in suspense. You want to know what was wrong and how
you can offer better service.
It's stressful going through all these steps manually but when you automate your lead
process, you find that the process of getting and keeping leads; converting them to clients
becomes more interesting.

8. How to Create, Capture and Convert More Leads on
Facebook As a Real Estate Professional
You definitely know that you can reach more people with Facebook. More than a billion
people use it. Facebook is a great marketing tool but people on Facebook are not there to
listen to you ramble on about your product, they want to meet you. So, more than anything
else, you need to know how to relate to people online and build relationships to tap into
Facebook's marketing potential.
Facebook is a great tool for any business and that's because it's a relationship building tool.
I bet you've already been able to get some leads through Facebook. If you have not
already, read on to learn how to create, capture, and convert more leads on Facebook.
1. ADD CALLS TO ACTION TO YOUR POST.
Don't just post listing descriptions. Make it sound actionable. Some agents just post a photo
of a house and put the address. What do you want your profile visitor to do? Come visit for
tea?
Adding a description and creating a sense of urgency with a call to action will give you
results. Leverage Facebook ads as a real estate marketing tool.
2. ENCOURAGE EXISTING CUSTOMERS TO BECOME BRAND AMBASSADORS.
You already have people who have tried your services and liked what they got. If they did,
you just have to encourage them to help boost their advocacy efforts by offering them
something attractive. Keep in mind the following: If 30% of your current customers share
an effective post, you can make your post viral and attract potential customers.
3. USE COMPETITIONS.
We all love to compete for free things. For a small prize, you can create engagement with
your Facebook audience by running a Facebook contest. Here's how to run a Facebook
contest as summarized by corp.wishpond.com
• Choose a Prize and Entry Method. The prize is the most important piece of your contest
puzzle as it's what entices people to enter.
• Build your Contest Page.
• Promote & Share your Contest.
• Monitor your Contest.
• Post-Contest Follow-up & Promotion.
Facebook marketing done well will create an emotional reaction in your audience. So, you
need a lot of descriptive words in your messages. Do not mess up your wall with listing
descriptions and advertisements. You can promote through your wall from time to time to
make people aware of what you do. But it is best practice to create a page, a group plus
Facebook ads to direct people to your offer.

9. Very few agents have discovered Facebook's marketing potential. They have discovered that
leveraging Facebook to get leads and using an effective CRM solution to turn leads is an
effective marketing strategy. You should also try it.

10. How to Generate Hot Leads Using Zillow
You want to have an established real estate online presence, right? In 2016, 51 percent of
all buyers found the home they ultimately purchased on the internet. That's a great number
considering the 5.4 million home sales in 2016.
You want to build your online presence and get in on the online real estate activity. Yea.
Sure, your website speaks about you, maybe your brokerage website also speaks about
you but one of the most important real estate marketing tools to build your online presence
is Zillow. How do you use Zillow to build your online presence?
HOW TO BUILD YOUR ONLINE REAL ESTATE PRESENCE WITH ZILLOW
1. PROVIDE VALUABLE LOCAL INFORMATION.
Zillow is not all about posting your listings, folding your arms and hoping that the buyer
with the big bucks will come. It is a means of disseminating information. It's a way to
empower your clients with data, inspiration and local real estate knowledge. Your prospects
want specific information, they want information about the local community that only you
can offer. If you show that you can provide this, you are valuable.
2. GET CLIENT REVIEWS.
Never underestimate the power of reviews. They are critical. 90% of customers say that
their buying decisions are influenced by online reviews. Always get client reviews and use
them in your Zillow profile.
3. ADD YOUR PAST SALES TO YOUR ZILLOW GROUP PROFILE.
Your past sales show you're an active agent and you've efficiently sold properties. Your
potential customer knows they can buy with confidence. You are not just a first year agent
seeking to pay the bills, you've a well-stocked portfolio.
4. ADD YOUR LISTINGS TO YOUR ZILLOW PROFILE.
Here you'll be able to appeal to interested leads. Check how to use CRM solution as a real
estate marketing tool for lead conversion. A great number of listings tell potential customers
that you're an established agent locally and they can trust you with their homes.
5. BUILD RELATIONSHIPS WITH LOCAL BUYERS AND SELLERS USING ZILLOW
ADVICE.
This platform shows prospects how experienced you are as a realtor. Your prospect desires
an agent that can anticipate and offer practical answers to their problems. Showing that you
have working experience through your answers can help you hook up with potential
customers and get you targeted leads in your local market.

11. 6. BECOME A ZILLOW PREMIER AGENT.
Take your Zillow advertising next level by becoming a premier agent. The Zillow Premier
Agent program is designed with the simple purpose of bringing agents more buyers, more
sellers, and more business. Each service level is stacked with innovative and effective
elements meant to generate more traffic to your brand and your listings.
If you have not been getting leads through Zillow, it's time to change your strategy.

12. AUTHOR BIO
Alana A Gaddis is a freelance blogger and writer from NJ. She specializes on real
estate. She has been in the online marketing industry for 7 years. Follow her on
twitter @AlanaGaddis, google.com/+AgnesGaddis or linkedin.com/in/agnes-
gaddis-657812126/