Time and again I hear real estate pros tell me that online prospecting doesn’t work, but truth be told, their difficulties may be caused by their own strategies - we hear about online prospecting success stories all the time. Their frustration is understandable, though; it’s easy to get frustrated when you aren’t seeing any return on your efforts.
Follow these prospecting tips to alleviate this frustration and fill your lead pipeline:
1. Google Doesn’t Know Who You Are
Getting found by Google isn’t always easy. Search engine optimization can be costly and it can be tricky to find a reliable SEO specialist. Blogging can be an effective way to be found by Google, but it’s not a get rich quick strategy.
TIP: Don’t wait for them to come to you, go where the buyers and sellers already are! Buyers and sellers are talking online in forums like our own Trulia Voices, on Twitter, Facebook, and more. Seek out the places they are participating and engage!
2. Your Online Marketing Is All About You
You are awesome, I am sure you are, but no matter how great you are, prospective home buyers and sellers don’t really care. They care about numero uno- themselves and what they need.
TIP: Focus your marketing efforts on what is in it for the consumers. How can your services help solve their wants, needs and problems? Tailor your online efforts to address your consumers needs and your success rate is likely to rise.
3. You Don’t Have a Complete Profile With a Photo
I am shocked at how often we see online profiles that don’t even have a picture and basic contact information. People want to talk to people and your profile photos gives them a sense of what you are like.
TIP: If you start an account, complete your online profile. Add a professional photo of yourself, complete your online resume and make sure to have up to date contact information. This simple step can be the determining factor if a prospective client is going to pick up the phone or move along.
4. You Have an Active Twitter Presence but You Spend All Your Time Talking to Other Agents
But they might send you a referral you say? It is possible, but your best chance to generate quality prospects on Twitter is to connect with local buyers and sellers in your target market.
TIP: Get out of your comfort zone and interact on Twitter with the people in your community. Not sure how? Check out my Twitter Tips for Real Estate Agents.
5. You Are Lurking on Facebook
You say you aren’t generating business on Facebook, but do you engage with the people most likely to do business with you?
I have to admit that I was active on Facebook for quite some time before I realized that the people I tended to engage with were the people the least likely to do business with me. Two of my best past clients were Facebook friends and we hadn’t communicated on the network in over 6 months. Then lists came along and I created my “A” list.
TIP: Facebook Lists are a powerful way to stay engaged with your most important clients first. Go to https://www.facebook.com/bookmarks/lists and click the "+Create List" button.
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Learn Ginger's five remaining tips for improving your online prospecting by clicking on the below image!
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