When starting a real estate business is, it can be HARD to find and convert online leads if you don’t have a solid marketing strategy.
And if you don’t have leads to talk to and win their trust to become your paying clients...well, you have a hobby and not a business.
So if you’ve seen lots of agents find success using social media to generate leads but you’re still scratching your head trying to figure out how to make it work that for you, this is the blog post for you.
Today, I’m sharing important keys to getting more leads using social media. They’re the ones I see real estate agents miss the most and if you can start using them in your social marketing I know you’ll start seeing results (and clients) ASAP.
No.1: GIVE VALUE, VALUE AND MORE VALUE.
The #1 thing I want you to start asking yourself when you’re writing content for social media is this: is what I’m posting going to actually help someone?
If the answer is no, and the only goal of most of your posts is to sell something...we know why you’re not converting on social media.
As a real estate agent, your job is to help people buy, sell or invest in real estate. So instead of TELLING them that, how about SHOWING them that.
Here’s an example:
If one of your core services is helping home-buyers, instead of saying “hire me to handle your home-buying needs”, show people how you’d do the job.
Start creating content around your best tips and tricks for home-buyers, obtaining financing, list of open houses and steps to buy your first home.
When you start showing people why you’re the best instead of telling them, they actually listen because you’re giving them proof.
Always follow the Pareto Principle, promote your services directly but no more than 20% of the time. The other 80% of your content should be providing value to your potential clients so they can see for themselves why you’re the right agent to hire.
No.2: YOUR CONTENT SHOULD BE CLIENT FOCUSED.
So many real estate agents talk about themselves (and only themselves) in their content. That’s okay if you’re sharing a story or pitching your services, but in your value-based content the focus should be on your (potential) client, not on you.
Change the narrative from “I’m the best ever” to “here’s something that you can implement in your business”. You’re still the one delivering the information, you just aren’t demanding to be front and center.
Ask yourself what is in there for my client?
What is the BENEFIT for them to work with me?
No. 3: TIE YOUR CONTENT TO THE RESULTS.
It’s not only about the physical work that you do for your clients. It’s also about the results your work gets them and the EXPERIENCE/ FEELINGS tied to that result.
Here’s what I mean:
In your social content you could talk about how you know all the ins and outs, tricks and hacks and how hiring you will help them get find their next home/sell their home/etc.
But if you forget to also tell your potential client that they’ll end up with painting a story for your potential client:
...well...you’d be missing out on a ton of sales.
Why? Because you only talked about 1 result (the obvious one that your competitors/peers talk about too) and didn’t paint the full picture/tell a story of what you can help create for your clients ( THE BENEFITS).
Because working with you will yield more than one result. Make sure your clients know that too!
No. 4: OWN IT (YOUR VALUE + EXPERTISE).
If you’re not confident in your skills, no one else could be.
All too often, I see real estate agents tip toeing around their skills and not confidently owning what they do.
“Hire me I’ll help you sell” is way less enticing than “Hire me because I’m # 1 agent in my office”.
If you don’t have the confidence of a PRO who can take the results like the example above, what DO you have confidence around?
Own what you’ve got with confidence and your potential clients will turn into paying clients.
How to do that?
By showing up every day, meeting people online, be willing to be rejected and move one until it works. By practicing believing in yourself, you'll create a self-confidence.
No. 5: MAKE IT CLEAR + EASY FOR PEOPLE TO GET IN TOUCH WITH YOU ( + HIRE YOU).
When someone is ready to work with you, you want to make sure it’s so easy for them to figure out where they need to go/click to contact you.
Make sure there’s a link to book a call in your Instagram bio, on your Facebook business page, on your Facebook personal page, and on your website or BLOG (if you have one).
Anywhere that someone might be consuming your content you want to make sure they know how to GET IN TOUCH WITH YOU.
You want to make it EASY and CLEAR to them, so this way you also are showing them that you respect their time by helping them to quickly find where it is you’ve been hoping they would go for months.
Batching your content will save you a tremendous amount of time.
I’ve created a social media process that I am using over and over again now and allows me to create my 30 days of content ahead of time, and then I just show up for 30 minutes to reply to comments, DM’s etc or do FB Lives once weekly.
I am working on Workshop that I’m presenting on Tuesday, January 28th at 1:00 PM EST, where I’ll be sharing this exact process. You can learn more about what's included HERE.
You aren’t sure how and where to start this exciting business that you’ve been dreaming of and are actually feeling confused in indecision mode because there-are-so-many-option-to-choose-from-and-you-do-no-know-which-is-the-right-decision and you feel overwhelmed with a never-ending list of to-do’s.
You’re not sure what to work on every day. Somehow this flexible schedule that was supposed to give you freedom has taken over your life and you don’t see a way out.