How to Convert Facebook Ads to DEALS w/Matt Cramer

How to Convert Facebook Ads to DEALS w/Matt Cramer

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Facebook advertising is often ignored yet is far less expensive than real estate lead aggregators. What can you use to attract attention to your real estate ads on Facebook? Why should agents ask questions about the motivation of the buyer or seller before starting a lead nurturing campaign? And what piece of information can be used to convince online leads to meet you in person? In this episode, Matt Cramer talks about how to convert Facebook ads to deals.

We’re trying to find a few nuggets of gold. We aren’t trying to turn the entire river into gold because not every lead is a winner. -Matt Cramer

Three Things We Learned

How you can keep the cost per lead low

When it comes to online lead generation for sellers, home evaluations still work. But if you want to lower the cost per lead, switch from using a landing page to a lead form on Facebook. This results in lower costs because Facebook likes it when its users stay on the platform.

Don’t nurture a lead without knowing their motivation first

Online leads, like any types of leads, work only when nurtured. The best way to start a conversation is to ask questions about the motivation behind buying or selling. But make sure you don’t mistake your leads’ motivation for their goals. To find somebody’s motivation, you usually have to dig deeper.

Don’t make your leads jump through too many hoops

Longer forms don’t ensure warmer leads. Short format forms are enough to get you all the information you need. There are very few online leads who are looking to buy a house right away, so there’s no use in trying to filter out all leads for a rare type of potential customer.

Key Quotes

You have to follow-up with the leads that are most likely to convert. -Matt Cramer

The ability to mimic and imitate other people is one of the paths to mastering a skill. -Matt Johnson

A home list is superior to videos or photos of a listing because it makes people come to your office for exclusive information. When you show a listing online you give people all the information at once without receiving anything in return. If they see it and feel that they aren’t sure whether they like it, they move on. Giving away information about listings causes you to miss the opportunity of getting qualified leads to meet you in person and ask you for more information.

Guest Bio

Matt Cramer is the former Director of Lead Generation at Perna team and the CEO of Relentless Media. His mission is to provide real estate agents who are struggling with lead generation warmer leads using social media at a lower cost.

You can find out more about how he helps agents increase their revenue here.

Resources + Links

RockstarLiveVideo.com– Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your

How to Get Free Leads From Zillow & Realtor.com w/Jordan Sibley

How to Get Free Leads From Zillow & Realtor.com w/Jordan Sibley

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Online lead generation works but is costly for both teams and individual agents. How can we increase our chances of converting online leads by using online reviews? Why shouldn’t we invest in online leads if we’re expecting an immediate sale? Why do we need to let people know what we do for a living more often? In this episode, Jordan Sibley talks about online and offline lead generation.

Prospecting hasn’t changed in 50 years. You still have to get in front of people. You still have to pick up the phone. -Jordan Sibley

Three Things We Learned

Many buying decisions are influenced by online reviews

Online reviews matter. Just think about it—each time you want to buy something, you probably look at what others are saying about it. The best way to increase your number of positive reviews is to ask satisfied customers for them.

Internet leads are long-term leads

Very rarely do internet leads turn out to be instant sales. Most people who are looking for homes online do so months before they actually buy or sell a property. As a consequence, you have to build a nurturing system and stick around them until the incubation time is over, and you must also be there for them when they finally decide to make a move.

Let everyone know what you do for a living

Don’t let others wonder what you do for a living. Wear a branded t-shirt. Use an email signature that mentions that you work in real estate. Everywhere you go, find a way to send the message that you’re an agent.

Key Quotes

Don’t dump all of your savings in online leads expecting all of them to buy or list now. -Jordan Sibley

As soon as you get to be obnoxious, that’s when people will start to listen. Before that, they just won’t hear you. There’s so much noise. -Greg McDaniel

Instead of wasting money on Facebook advertising, as everyone else does, go to a place with less competition. The best way to get free leads is to meet with people face to face or make calls. Subscribing to a list of expireds makes it easier for you to persuade the person on the other end of the call because they already showed interest in selling a home. A dialer can help you in your prospecting efforts as well.

Guest Bio

Jordan Sibley is a residential Realtor and the lead Buyer Specialist at The Sibley Group. Her background in marketing enabled her to gain a better understanding of generating leads, both online and offline, for her team. Jordan is currently active in Slidell and Metairie, Louisiana.

Resources + Links

RockstarLiveVideo.com– Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your

Success Principles of Top Prospectors w/Justin Zimmerman & Gene Volpe

Success Principles of Top Prospectors w/Justin Zimmerman & Gene Volpe

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Many rental property owners have tenants because they failed to sell the property. But what happens when you run into an investor? Why is it important to start the conversation with questions about why the home didn’t sell? And how many contacts do you need per day to succeed at prospecting? In this episode, we take a tour at REDEX and talk about the success principles of top prospectors.

In the marketing world, what we love doing is building trust with potential customers. -Justin Zimmerman

Three Things We Learned

How you can build trust with rental property owners

Many owners of rental properties wanted to sell but couldn’t and now they have a property and a tenant that they have to manage by themselves. As an agent, you can bring value even if you just help them determine the right price for the rent. When your prospects figure out how little they know about rental properties and how much money they lose by not knowing what to do, they will be more likely to work with you.

How asking questions reveals pain points

Ask questions instead of starting a monologue about how great your services are. When you ask questions, you get to know all of their pain points that you need to overcome. It’s easier to persuade someone when you come up with a specific solution to their problem.

How to flip the script when a rental property owner isn’t looking to sell

Don’t close the conversation if you hear that a rental property owner isn’t looking to sell. If they aren’t looking to sell, it means they’re looking to expand their rental property business, which means they’re always looking to buy.

Key Quotes

Frustration is where the opportunity is. -Justin Zimmerman

If properties are priced wrong, it doesn’t matter how hot the market is. -Justin Zimmerman

Top prospectors keep track of their appointments and how many contacts they need to set an appointment. On average, it’s anywhere between 35 to 50 contacts per day, but keep in mind that a contact isn’t just a phone number. A contact is someone you have a meaningful conversation with. If you call a number and the person on the other side doesn’t want to talk with you at all, you shouldn’t count them as a contact.

Guest Bio

Justin Zimmerman is the director of content development at REDX and a content strategist with a background in real estate.

He started off in real estate at 24 and built a software that took local MLS housing data and transformed it into a format easy to understand both by buyers and sellers. This helped him gain a competitive advantage in a profession where the average age was 47.

His software was so successful that he started training other agents to become Certified Market Advisors and went from being a simple agent to managing 51 people.

Today, he uses his real estate and marketing knowledge to help agents create content that eliminates the need for prospecting and builds a strong database.

Gene Volpe is the founder of GVI Media and has over 10 years of experience in real estate marketing. With over 200 transactions under his belt, Gene is known as an authority in his field and is often invited to speak at events. You can find more about Gene at http://www.genevolpe.com/about-gene/#.

Resources + Links

RockstarLiveVideo.com– Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your

Creative and Random Ways to Generate Leads On a Daily Basis

Creative and Random Ways to Generate Leads On a Daily Basis

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During market shifts is when the creativity of agents is put to the test. How can we stand out at times when the market experiences a slowdown? Are face-to-face conversations still effective for generating leads? Why shouldn’t we hide ourselves behind social media advertising? In this episode, we talk about creative, random ways to generate leads.

The most random lead generation tactic is saying hi to other people. -Greg McDaniel

Three Things We Learned

Facebook and LinkedIn groups

Local Facebook and LinkedIn groups can serve as a good opportunity for you to get known by other members of your community and establish yourself as “the agent” in the area. You can do so by sharing news or updates about what’s happens in your neighborhood without delving too much into real estate.

Make it a part of your routine to have conversations with people

The less personal your way of communicating, the more time and people you have to connect with. As a result, the most powerful way to connect with others is face-to-face. No amount of social media advertising can replace genuine human connections. Look around you, strike conversations more often, and always carry a business card.

Offer something of value with your brand on it

Having a white label book with your name on it, an ebook, or even a brochure that has information of interest for your leads serves as good introduction. Having something that’s deliverable is your opportunity to establish yourself as an expert and impress.

Key Quotes

Having something that is a deliverable to them with your brand all over it is probably one of the best ways to create value. -Greg McDaniel

The less personal, the less removed from belly to belly to someone, the less effective communication is. -Matt Johnson

The most successful business owners aren’t reactive when it comes to lead generation. They look at who they want to work with and get proactive about finding ways to connect with them. Don’t wait for a third-party service to offer you leads. Put together a routine with a goal low enough so you can be motivated to do it every day and become more proactive about your lead generation tactics. For some it may be conversations, while for others it may be door knocking. Find what suits your personality best and chase the people you would like to work with.

Resources + Links

RockstarLiveVideo.com– Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your

3 Paths to Monetizing Your Live Video w/Ross Brand

3 Paths to Monetizing Your Live Video w/Ross Brand

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Many agents fear getting on camera, not to mention live videos where there’s plenty of room for mistakes. Do mistakes make you look more human and approachable? What type of topics should you choose to speak about on video? Why is it important to have a call-to-action in your videos? In this episode, Ross Brand talks about how you can use live video to engage with your audience.

Live streaming takes video to the next level because people can actually communicate with you through a live chat. -Ross Brand

Three Things We Learned

Timeless content is easier to monetize

When you talk about topics that will remain the same even a year from now, you’re more likely to generate leads than when speaking about real estate trends. An excellent way to find evergreen topics for your live videos is to take a look at popular blog posts and put your own spin on them.

Add a call-to-action at the end of the video

Your viewers don’t want to feel like you’re selling to them, but they do want to find out what you do for a living. A good way to mention your real estate business is to put a call-to-action at the end of the video and let people know you’re available. You might not get warm leads right away, but after you build trust, your viewers will think of you when they need to buy or sell a property.

Focus on the lifestyle people have in certain areas, not about the listing

Most agents choose to use live videos for listings, but only a very small percentage of your audience is interested in buying a house right now. Instead of focusing on a a very niche audience, you can expand it by talking about the lifestyle in the neighborhoods where you’re active. For example, you speak about fun things to do during the weekend or the best restaurants in the area.

Key Quotes

When you build an audience, when they think about buying or selling a house, who’s the person that comes to mind if not the person they had a connection with? -Ross Brand

The audience wants to know what you sell. They just don’t want you to sell it all the time. -Matt Johnson

Don’t just recycle content on social media. When you re-post your live stream on social media, the content has a relatively short shelf life. Create a website or a social media page where people can browse through your videos and interact with your content. This way, your content is easier to find and will serve your branding efforts months and maybe even years after it was published the first time.

Guest Bio

Ross Brand is a livestream strategist, podcast host, speaker, and On-AIR personality. He was named the number #1 Live Streaming Expert by Klout and was selected as one of the “5 Live Video Experts to Follow” by Switcher Studio. In the present, Ross creates content for podcasts and Alexa Flash Briefings and is the founder of Livestream Universe. You can find out more about him here.

Resources + Links

RockstarLiveVideo.com– Featuring our favorite scripts, tutorials and quickstart guides to marketing strategies like Facebook Live, door-knocking, remarketing advertising, open houses and referrals. Get actionable ideas and tactics you can use in your