Josh here from Agent Leads. Wanted to talk to you about the open house strategy that agents are flipping out over, and depending on where you are and how long you've been in the industry, you may or may not have a sour taste in your mouth about open houses. If open houses are in your strategy, and they're a part of your business growth plan, then listen up because here's the deal. At the end of the day, open houses are fantastic incubators for multi-sided transactions. That is getting someone's listening and helping them find another home to buy. That's when you get to double up, double dip, and really increase your average customer value which is one of the main ways you can grow your income and business by killing two birds with one stone.

Why Open Houses can be Hard
Open houses, however, are sometimes frowned upon because of low foot traffic, you're sitting there just waiting on people to show up. It's very much a victim of the Field of Dreams syndrome I talk about a lot. If you build it, they will come. If you host an open house, they're not showing up unless you get their attention and invite them and tell them exactly where to be, when to be, and why to be there, right?

The Importance of Facebook Events
The problem is most open houses are not advertised on the right medium. The strategy that has agents flipping out over open houses is by using Facebook events. If you haven't set up a Facebook event yet, set it up. It's inside the Facebook ecosystem. You can set it up through your business page, and it allows you to get it in front of people. They get to engage in the event posting. You get to communicate with them directly. You get to show them the media, the pictures, what they want to see, why they need to see it, and you get to offer enticing incentives for them to show up at the open house.
If you're not using Facebook events inside your business page to promote your open house, do it. Super simple. I'm not even going to go into showing you how to do it because if you can create your own Facebook personal profile, you can create an event profile.

Market your Event
And then, it's all about distribution and getting it out there.  You can even advertise the event inside the Facebook ecosystem. That's where everybody is. That's where you can get their attention. That's where you can get their engagement. That's how you can get them invited, and that's how you can get them RSVPing and making a buzz with very little effort. Okay?

​Get a lot more foot traffic at your open house by using Facebook events. Talk soon.

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“Hey! Tyler Shenk with Utah Key Real Estate here. Just want to give a shout out to Agent Leads University for helping me step up my business to the next level. Since working with Agent Leads, I have received over 200 new leads, and it's been a massive blessing for me and my business.

Before working with Agent Leads, I was really seeking a leads source that I could depend on and count on. You know, I've been, honestly up to this point, just been kind of lucky on past client referrals, but I've only been in the business for three years, so it's been very sporadic. I'm really just looking to step up my game and be more consistent, and Agent Leads University has provided that for me.

Since working with Agent Leads, like I said, I've had 200 new leads. Of those 200 leads, I've quoted one seller, and I've also started working with a new buyer. This woman, she's currently a homeowner, and she's lived in her home for 40 years, and the city is forcing her out because they're going to expand a major highway where her home currently sits. She's absolutely devastated, you know, she doesn't want to move, and she's a little pissed off to be quite honest, but she's scared as well, or going to meet with her beforehand, at least, she was very scared of the process and didn't know what it looks like, and doesn't know how to go about it. It's been a massive blessing to connect with her because I helped ease her mind, and basically let her know I'm going to hold her hand through this process and show her how to do it right. She's been incredibly grateful.

It's been a massive blessing because that's what we're in the business for as real estate agents, if you're like me, you love getting the hugs at the closing table, you love changing and impacting people's lives, and helping them with a smooth transition with such a massive decision. That's what drives me, at least. So, thank you, Agent Leads. Thank you for helping me find this woman and help change her life for the better, and help her with this process.

My preferred way of following up with my new leads is a text, and that text will say, "Hey, it's Tyler Shenk with Utah Key Real Estate. I know that you requested a list of homes off of Facebook. I just wanted to touch base with you and see when do you hope to be in your new home?" I typically receive, or have received, a good response to that text. That's been the best one for me, at least. I find that asking when they hope to be in their new home kind of triggers, or targets, the emotional aspect of buying a new home. It's when do you want to obtain your new goal? When? How soon are you hoping to have that in hand or in your life? To me, people see that as a very soft way. It's not saying, "Hey, let me help be your real estate agent right this second," you know, it's not about the commission check obviously. It's about,  how can I help you? What are you looking to do and when?

If I don't receive a text back from a client, or a potential client, I will call them the next day. If I don't receive a call back, or a text back, from that, I will then email them the next day, and then set them up on an email drip campaign. I might text them one more time, but quite frankly, after that I kind of move on, and I wait for them to either reach out to me from my emails, or if they don't then I just write them off because I want to work with people who want to work with me is the bottom line, and people who want to work with you, and who will appreciate your service are going to reach out and respond back to you. That's been my truth. That's been what's most helpful for me in prospecting new business, you know, because new business can be scary to some people. It can be a little threatening, but when you have the mindset of looking for people who want to work with you, and who will appreciate you, it's a game changer.

​Agent Leads, you guys are awesome. I appreciate your help more than I can put into words. Thank you so much for all you do for me, and thank you guys for being so responsive on the hub and to all of our members that are seeking help. Thanks so much.”

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​

Hey guys, Josh here with Agent Leads, and I want to talk to you about the ABCs of real estate marketing. You see, real estate agents spend all day, every day, doing all kinds of tasks. But, about 80% of those activities don't get more customers. They don't create more business. It's a fallacy. It's a lie. It's a hidden problem in the industry.

It's really as basic as going back to the basics, and utilizing what I call The Real Estate Marketing ABCs. The ABCs are simple. A stands for "Attract Traffic." B stands for "Build the List." C stands for "Convert and Follow Up Sales." So, here's how I explain each:

Attract Traffic
Traffic, I'm not talking about on a highway clogged up with a bunch of cars. I'm talking about eyeballs and attention that need to be looking toward your brand, your service, and the way you serve clients in your market, in your [farm 00:01:24]. You've got to be able to do jumping jacks, and get the attention of other people who are looking to sell their homes, to buy new homes, and who need a real estate agent. Your job is to get their attention in your marketplace.

Build the List
You've got to be building the list. If you're not creating and maintaining and adding to every single day a prospect list, a list of leads that you can follow up with, nurture and turn into clients down the road, then you're simply leaving 90% of your income potential on the table.

​Convert Sales
You've got to follow up, follow up, follow up. You've got to convert leads who come in the door, and help them with their home buying, or home selling process. But, they're not going to chase you down. They're not going to call you. Every agent out there would love to have referral lay down leads just walk into their door every single day, to call their phone, to email them. But that's just not reality. Maybe about 5% of all agents have that luxury, the rest of the agents in the world, you have to follow up five to 12 times with a lead before you can actually close those deals.

So, the Law of Large Numbers, ABCs allows you to take control of the Law of Large Numbers, and at the end of the day, dominate your real estate sales business and earn the income and the potential, and the freedom, that you got into real estate for to begin with.

At Agent Leads University, our team equips you with the tools necessary to get you the quality leads in your market place. We have trained thousands of agents and would love to talk to you! Set up your free consultation to discuss the best marketing plan for you!

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“Hello, this is Tiffany with eXp Realty, and I wanna give a huge, huge, huge shout out to Agent Leads University. Since joining, I think I'm over 130 contacts right now, which is insane because before Agent Leads University, I was pretty much twiddling my thumbs trying to figure out how to generate better leads. I knew that I wanted to have a system where those leads were exclusive to me, I was not trying to be about competing with other agents for a lead or loan officers or car salesmen or Jimmy down the street with oranges. I wanted something that was exclusive to me, that the clients were interested in the product, and they put a little bit of work in it to get to me.

So Agent Leads University has provided that for me in a way that just completely blew my mind. I mean, I had no expectations coming into it, and it completely just, like I said, blew my mind at how well and how fast everything moved.

I joined at the end of January, let me tell you, the videos that they have. Oh my gosh. I followed every video step by step and was able to create my own ad, which was crazy because I'm not super techy. I wouldn't say I am at all. I only have one social media account and that is Facebook. So it was just insane, all the things that you do behind the scenes in this Facebook ad, and it's just like they walked me through it and I had no issues.

I think that lead produced about $3 and some change a lead, which I felt so super accomplished and proud of myself because the videos talk about how you wanna be under $5 a lead, and here I am, first time creating anything remotely close to this, you know? Like I never did anything this serious, like I did my own little boosts or whatever on my Facebook page, my business page, but nothing as in depth as this. So to be able to create that and get under five, at $3 and some change, I was super excited and proud of myself. I don't think I would've been able to do that if you guys didn't rock on your training videos, so I mean, big, big, big shout out to you guys.

I basically, since then, have focused on a different area and did some rearranging and created a new ad. I'm not at $1.56 a lead, I'm like oh my gosh! So excited. I mean, the leads have been coming in and I haven't contracted just yet, I'm probably about a month in, but I'm very, very close. It's been so incredible.

When a lead comes in, I immediately send them an email with listings, then I follow up with a text to make sure they got it. Texting, it works you guys. It really does. It helps to break that barrier, it helps to make you, the realtor, seem very personable and very readily available. I think I was up last night until about 11:30 texting a client back and forth, and we were just having a ball, you know? Never even talked on the phone yet, just having a ball because I was available to them at their fingertips. So it was pretty cool to have that initial building of relationship via text.

I'm just incredibly appreciative of the support that we get. I mean I had a couple of questions that I posted online. I have never seen a company be that responsive. I was not expecting something so soon, a response.

I'm very appreciative for all that is given to us, all of the support, the training materials, the systems that are given to us and the training videos to help us to be even better and to cultivate and sharpen our craft. I mean, they've taken care of some things that we don't have to worry about, and can just truly be realtors, and I love that.

You know, what I'm doing right now with the leads from a month ago? I'm not going back over and giving them calls, and where they may have not answered before, they're now warmed up because I had sent them a text and I had been sending them listings so now they feel more warmed up to me. Then I'm getting appointments, and I'm just having a blast and I'm just having huge success. I have a new-found hope for this business that I'm in now, and I have even more excitement and it's all thanks to Agent Leads University. I mean, I would not be where I am right now, I don't believe I would be this fast, if it wasn't for you guys.

​Thank you, I thank you for your support, I thank you for the systems that you have in place, I thank you for the training, I thank you for just allowing me to be a part of it. I'm just super excited to be a part of this family, and I do really feel like it's family. So I'm just having a blast, I know there are great things that are gonna come, and I'm just ready for it. Thank you!" 

Wow thank you so much Tiffany! If you want success like Tiffany set up a call with us!

Hey guys. Josh Rhodes here with Agent Leads and I've got three harsh truths about the real estate industry that ultimately is going to make you a better, more popular and productive real estate agent.


One:
The industry will fail you. If you will go ahead and embrace that truth now, it will allows
you to be independent, self sustaining and empowering when it comes to your productivity, your income, your influence and all the reasons you got into real estate to begin with. The industry is not your friend. It's actually just a big, giant platform with a bunch of competitors in it. There's a lot of invisible and visible forces that are trying to hold you back. You have to and must rely upon yourself to get the job done. Yes, you're going to have a team, if you're part of a team, fantastic. You can work inside of team, but your team and you cannot rely on the industry for success.

Two:
You have to 10x your lead generation at all times. You have to 10x your lead generation if you want to 2X or 3X your income. It's literally math. If you're going to close five to eight percent of leads that you get, then do the math and that's about industry average right there. You have to be able to generate leads if you think you're going to get more meaningful conversations, appointments, phone calls, listing appointments, buyer agency appointments. All of the things that lead to a commission check, start with 10x’ing your lead generation.

Three:
Lastly follow up matters. I'm sorry it just does. The National Sales Executive Association put out stats and they're staggering. 80% of all sales happens between the 5th and the 12th touch. Like, if you want a listing. If you want to become someone's buyer's agent, it's going to require you five to 12 touches just to get the business and 48% of all leads never get a phone call. Think about that. So, while there are a ton of competition out there, there's a lot of sharks in the water. A lot of them aren't following up and that's your opportunity to squeeze in and find the blue ocean strategy that allows you to stand out amongst your competitors in the market place and in your foreign area.

Go get them and don't depend on anyone else except you or your team for empowerment, enrichment and productivity in this competitive market place. Thanks!

Set up a free consultation call with our team at Agent Leads University! 

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This post revolves around three different kinds of marketing, specifically in real estate. It's important for you to embrace these because it's kind of like embracing different kinds of weather. It's like that kind of weather is happening, there's nothing I can do about it, so I really need to just understand how to prepare for it, how to weather the storm, or how to endure it, or go with the flow and use the momentum of that particular kind of marketing so that you can win.

Agent Leads University: Referral Marketing

Depending on the kind of marketing you're doing, if you're utilizing Facebook advertising, that's one of those marketing styles I'm about to talk to you about. There are three kinds. Number one, you have what I call network based marketing or referral marketing. Sometimes that can happen on a larger level, but you might know this as referral marketing or warm market marketing or getting people who already know you or second degree relationships, third degree relationships, kind of that local word of mouth marketing.

There's a lot of ROI there but it's very small scale. You can't scale your income and your revenue that way. You'll pretty much always be stuck at $75,000, $85,000 a year if you get to that spot using just referral marketing. I mean there's obviously the top 5% of agents who use referral marketing who earn more than that, but I'm just saying on average the US realtor is going to cap out, there's a glass ceiling on referral based marketing.

Agent Leads University: Search Marketing

Then you have search marketing. Now the thing about referral and search is that they both have intent. Intent is a massive psychological power that you can bend and use to your will and in your favor. You just don't get to create intent. That's probably the biggest lesson of this coaching call, you don't get to originate the intent. You simply try to bend it and defer it and utilize it and control it to your will. It's kind of like Star Wars and the Force, just using the Force, using the intent of others so that you can be there when they're ready to buy or sell a home.

What is Search Intent?

Search intent is when I go to Google and type in homes for sale in Dallas, Texas, homes for sale in Kauai, homes for sale in Portland, Oregon, and I have that search intent. I've already prospected myself. I've already warmed myself up. I've already gone to the keyboard several times and now I'm searching for the keywords that represent the words in my brain. That's called search intent. You being a real estate agent can market in the search intent realm.

The problem with that is that for example using Google ... Or the limitation, is not necessarily a problem, the limitation is that it's more scalable than referral marketing but it still has a limit because only a certain number of people are going to search that keyword phrase each month, whatever key phrase you're targeting or you're wanting to be first in line for. But if some one's, if 800 people a month are searching homes for sale in Denver, Colorado, or whatever that might be for you, then if you're standing in line, if you're the ad that pops up, hey, that's great, you actually ... Those ads have really good ROI.

The difference is Google is an auction, just like everything else, and there's only a few places at the top and a few places at the bottom that those ads can show up. And you're competing with the deep pockets of Zillow and realtor.com and all the other big platforms who are leveraging and basically siphoning that search intent traffic into their world so that they can monetize that through Zillow contracts.

If you ever wanted to know how Zillow makes their money it's because they're just basically holding hostage the traffic and the eyeballs, the impressions that they are garnering through Google, bottom line. If you ever just want to be really smart and beat Zillow at their own game, outbid them on a keyword auction using Google AdWords. At the same time though it still has a limit to scalability and you're going to have to leverage a lot of spend in order to compete with them in search intent.

Even when I go to Zillow, even if you have a Zillow contract, and give them credit, they took over the hearts and minds of the people of this country and now most people will start their online search with their Zillow app on their phone, they're driving around on a weekend afternoon. Zillow then obviously has the contracts and premier agents and stuff like that, and they're, again, siphoning that traffic or that lead generation and volume over to their contracted members.
​
Agent Leads University: Disruption Marketing

Then you have Facebook advertising that is found in the disruptive market. You've got referral based marketing, you got search intent marketing, and you've got disruption marketing. Now disruption marketing is you running out into the middle of the street when someone's passing by and waving your hands at them. They didn't go to Facebook looking for a home necessarily. But their demographic, their geographic, their targeted attributes that you can access only through Facebook's power editor of Facebook ads manager makes them very close to the pin and possibly in the ball park of needing a home, likely to sell, things like that. That's the power of Facebook.

So you're doing two things at once with disruption marketing. This is why I love it so much and why so many people have so much success doing this, is that it's far less expensive than Zillow leads and Google AdWords, it's far more scalable than referral marketing because only people who are your mom and daddy and your cousins and friends at work and friends of friends are the people that know about you, and again, that at some point runs out. Referral with disruption marketing layered on top of it, that is the secret sauce because with disruption marketing like Facebook and Instagram even, you're building your brand as well.

Moving to a Warm Lead

You may have been running your ads for 10 days, 7 days, 5 days, 30 days, 365 days. You can also be retargeting the people who've been clicking, sharing, liking, watching your ad, and they're actually now warmer than they were cold. If you missed a previous coaching call that I did, I talked about cold traffic and warm traffic and hot traffic. Well Facebook traffic, when you first introduce your ads and your campaigns, it's cold traffic, they don't know who you are, and that's great because you can only scale and build larger businesses off of cold traffic. Then once you show your ad and you interact with them and maybe even generate a lead, you move them into warmer waters. It doesn't mean they're ready to sign a contract with you. It doesn't mean that they have a listing agreement in their hands. It means that they represent a far warmer prospect than you had before you launched your Facebook ad and far less expensive.

Guess what? Now you have the law of large numbers that you're leveraging rather than waiting on a referral lead or a search intent lead that is a lay down lead is what you're probably hoping and wishing for, but at the end of the day it's lay down leads are few and far between. If you've been in the industry a long time, there was an era in which you received lay down leads, and that era unfortunately is over. If you are in the modern age of real estate agency, you understand that disruption marketing has to happen because the world and our country and our culture is on social media. They're on Facebook and Instagram more than they are searching for certain keywords per month. They are on social media more so than they know people who know you that's going to make them want to call you as a referral.

Ultimately you have to master the art of disruptive marketing and stay in it for the long game and have awesome patience because it's not a silver bullet, it's not a rainbow chasing gimmick, it's something that's going to build your brand and make you more recognizable so that when your ad shows up for the fifth time, the sixth time, the seventh time, the eighth time, the 12th time, you've got people's eyeballs. In any kind of marketing, follow up marketing or even traditional broadcast media, people don't even start paying attention to you that matter until like the eighth time. The eighth time they see your ad.

So you've got to understand that you got to play the law of large numbers and you've got to fish in the deeper sea in the ocean where the fish have no idea who you are. If you're the fisherman, you don't need to be fishing in the gold fish bowl, which is the referral marketing, and then the search intent bowl is more like the pond or the lake. The ocean where the fish are or the whales are with the big fish with the most fish and the most growth capacity is in disruption marketing. That's a huge thing.

It doesn't mean that any of them necessarily need to be axed or removed from your strategy. As a matter of fact, I would be super impressed with any agent that's leveraging both or two of the three marketing strategies or types of marketing that I just laid out. I'd be super impressed if you are doing two of those at capacity. If you're doing all three of those at capacity, you probably are way ahead of me and already understand the point of my video, which is this: You have to understand and set your expectations correctly around the kind of marketing that you're doing, and you have to understand why you're doing the kind of marketing that you're doing.

Disruption marketing has a long term brand and lead generation value where you can grow your business larger than ever. Search intent is a great place if you have deep pockets to compete with Zillow and the other big spenders per click on a Google ad. And referral marketing is great low hanging fruit, take them when you can get them, but don't sit around and wait on them or you'll find yourself in a painful position and your GCI is not going to be wherever it needs to be.

​Hope this was helpful. Hope it is informative. Comment below if you have any questions and good luck! If you want more answers AND leads schedule your free consultation call with us!

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