Throughout our masterminds, exchanges with real estate industry professionals on The Keeping it Real podcast, and our every day, — a metric that everyone agrees is key to formulating your route to success as a real estate professional is the cost per lead metric.

Understanding your cost per lead metric will help you assess the amount of inventory in your market, understand your clients’ and prospective clients’ needs, assess where clients fall in their buying or selling cycle, and better understand your market. With your cost per lead metric, you can create a budget and a plan for any market or season you find yourself in.

Fill out the form below to receive an instant download of The Real Geek’s 2022 CPL Report that breaks down the cost per lead in the top 10 most prominent markets of the last year, the top 10 lowest cost-per-lead markets of the previous year, and the cost per lead breakdown of the 50 largest markets of the previous year.

Through our work managing Google and Facebook ad accounts for hundreds of real estate teams across the USA and Canada, Real Geeks can get a unique perspective of the market as a whole. Based on what we’ve seen, now is the best time in history to start investing in PPC leads.

Once you have assessed the cost per lead in your market, there are many ways to apply this metric to your strategy. Last week's Keeping it Real: How to Generate Seller Leads in Low Inventory Market w/ Lisa Chinatti & Jason Posnick, Lisa and Jason address the current issue of low inventory markets. As well as, break down the most effective approaches to 5 different lead sources and how to create a plan that meets your needs regardless of which market you are in.

 

 

In addition to constructing a strategy in response to low inventory markets and examining different lead sources, lead flow is also a factor to consider. If you have a small real estate team or have become overwhelmed with the number of incoming leads, you can deploy a texting assistant like Real Geek's Robin Geek AI to your workflow. Also, check out Keeping it Real's: How to Hire a Virtual Assistant to Cold Call Homeowners for Seller Leads w/JP Wells.

 

 

If you are getting started with building a workflow, check out: 4 Drip Campaigns You Can Activate Today and Get Huge Response, where Greg Harrelson & Abe Safa break down their favorite drip campaigns you can activate today using your Real Geeks workflow library, as well as a drip campaign of their own. 

There are plenty of ways to take your cost-per-lead metric and create a bulletproof lead workflow that works for you or your team. Check out our Keeping it Real: Bulletproof Real Estate Lead Follow-Up Plan w/ Brendan Bartic. We sat down with Brendan to discuss how his Denver real estate team sold 230 homes last year. He broke down his "bulletproof" real estate internet lead follow-up system.

 

 

If you’re spending money to generate online buyer and seller leads and are not happy with how many people respond to you or book an appointment, you’ll learn how to improve your results with our Keeping it Real: How to Convert More Online Buyer and Seller Leads to Appointments w/ Anna Krueger.

 

 

Published on Apr 25, 2022

About

Real Leads by Real Geeks is a highly efficient and effective marketing solution for generating, capturing and managing home buyer/seller leads.

One of the best lead generation and management systems available. A fully integrated custom IDX and marketing solution to drive traffic, capture leads, manage-cultivate them and close more transactions.

Featured Articles

You don't have to take our word for it! We encourage you to do your research and talk to our customers to see why they chose to go with our solution.

Coaching Greg Harrelson SEO Marketing Real Estate Lead Generation Abe Safa

Driving Traffic To Your Real Geeks Site with Abe & Greg

Driving Traffic To Your Real Geeks Site

Many people overlook one of the most critical aspects of their real estate business: driving traffic to their website. The more people who visit your website, the more potential clients you'll be able to engage and connect with, resulting in a higher number of leads, conversion rates, sales, and exposure for your real estate business.

This article will show you how to increase engagement, increase the number of leads in your database, and drive traffic to your site for free.

Listings Should Drive People Back to Your Site.

 

Real Leads

 

Use Social Media To Promote Your Real Geek Listing

Many real estate agents make the mistake of sharing listings from a competitor's website, such as Zillow, on their Facebook pages. This is wrong because if people will click on the link to the listing instead of talking to you, they'll be directed to a competitor's website, where they may speak with a different real estate agent.

If you're utilizing social media to promote your real estate business, you should share the listings from your Real Geeks Site. This way, all the traffic goes to your real geek website. If people click on the link, that lead will be yours, and you will be their first point of contact if they have questions about the listings.

Fill Out Free Profiles

 

Make Sharing of Listings a Recurring Event

Set a date in your calendar for sharing three listings from your real geek website on a specified day of the week at the same time. It should be shared on your all pages, such as:

  •       Personal Facebook profile
  •       Business page
  •       Landing page
  •       Community Page
  •       And more

Everyone who knows you on a personal and professional level will be aware of your activities, which will drive traffic to your real geek site.

Incorporate Videos in Your Real Geek Site

86% of homebuyers use video search to research a particular community. 70% of them use video to check on the inside of the property and amenities. As a result, videos become one of the most important materials to promote your property listing.

Making a video about the property you're selling and posting it on YouTube is an easy and free solution. Embed the video on your real geek website and promote it across all of your social media platforms and community pages.

Because more people prefer watching videos to reading long lists of property descriptions, you should improve your visual content:

  •       Make a video of the neighborhood and community
  •       Take a video of the outside of the property
  •       Post a video inside of the property to highlight the design
  •       Take a video of the amenities
  •       And more

 

Conversion is Improved by Improved Infrastructure

 

Bottom Line

The most crucial thing you can do to drive traffic to your real geek site is to be consistent in sharing your listing on all of your social media platforms. Always remember not to use any competitor’s listing but only your real geek listings.

In your Real Geeks listing, improve your content by adding a comprehensive description, high-quality photos, and most importantly, start incorporating informative videos.

If you're consistent, many people will be aware of your operations and will check out your real geek site. With high-quality and informative content, many people will remain and explore your real geek site further, which can turn into a strong lead for you to eventually convert.

Coaching Technology Real Estate Lead Generation CRM

You've Got a CRM! Now What? With Chuck Richards

You've Got a CRM! Now What? With Chuck Richards

A customer relationship management (CRM) software is one of the best tools for real estate agents, and you've just gotten your own. So, now what? Frank from Keeping it Real and Chuck from Reel Geeks are here to tell you how you can make your real estate CRM the biggest asset for your business.

The Basic Building Blocks

Think of your CRM as a bin that needs to be filled. Before putting in the small details, you'll want to start with the big blocks. These are the things that make the whole software work.

Who are you building relationships with?

 

The First Block: The Customers Need to Be There

CRM software is made for your clients, so the first thing you need to do is add them. Include everyone you know or have interacted with from these four categories:

● Past Clients

● Sphere of Influence

● Buyer Leads

● Seller Leads

Your minimum number should be 150 people — Dunbar's number. This is the ideal number of people you can theoretically form and maintain good relationships with.

Organizing Your Database

 

The Second Block: Set up Communications in the Platform

CRM works as a communication tool where you can touch points with clients and your team. Make sure that your number, email, lead sources, calendar, and other tools for communication are integrated into the system.

This will allow you to start prospecting active leads and monitor activities simultaneously.

Forming Relationships with Your Clients

 

The Third Block: Know Which People to Prioritize

The next step is setting up tools for identification and prioritization. Depending on their needs, you'll want to put people in groups or marketing plans. Keep in mind that you're acting as the solutions provider in this scenario, so knowing each customer's pain points is essential if you want to build relationships with them.

 

The Fourth Block: Know Your Leads by Listening to the CRM

Engage only with the relevant leads. To determine which ones these are, you need to check who's consuming what you send out through the CRM. If you choose only the most active leads, you have a higher chance of converting those leads and securing a transaction.

Engage With Your Leads

Once you've set up the basic building blocks of your CRM, it's time to engage with your leads. CRM software has many tools and integrations that allow you to reach out and provide solutions. These can be through

● Calls

● Texts

● Postcards

● A property search for home buyers

● A monthly market report for sellers

● and more!

Know How the CRM Works

Understanding how your CRM works is essential if you want your investment to be worth it, so take the time to learn how it works and make sure to pass the information to your team. You'll also benefit from a strong CRM methodology to streamline your processes.

Experiment

 

Take Advantage of Videos

Videos are one of the best ways to generate leads, and CRMs can usually allow you to send one. Whether it's a short, personal video, a long-form Q&A, or 15-second reels, it's up to you to choose the best format.

Final Thoughts

Follow the tips above when starting or transitioning to a new real estate CRM. You can also check out our video for a deeper dive into the topic.

Coaching SEO Keeping It Real Real Estate Lead Generation IDX

The Power of SEO and Area Pages w/ Bob McCranie

 

 

The Power of SEO and Area Pages With Bob McCranie

 

Do you want more lead traffic to your website? In this latest episode of Keeping It Real, we explore the latest SEO best practices with Bob McCranie. Bob is the Broker Associate & Team Owner at Texas Pride Realty Group - HomeSmart Stars and an expert on utilizing SEO best practices and Area pages in his strategies.

Join host Frank Klesitz, CEO of Vyral Marketing, in breaking down the strategies and best practices behind a robust, high-conversion online presence in today's evolving digital landscape.

Bob on Why Real Geeks:

Bob on Organic VS Paid Advertising:

If you need some help optimizing your site, tips on how to turn up the volume on your current lead flow, insight into different strategies that have provided wins for agents across various markets, -- Check out Bob's Area Page lead generation strategy!

Bob on Optimizing Your Real Geek's IDX Website:

Bob on Attitude & SEO:

Bob on virtual companies & online work:

Top 3 Ways to Generate Lead Traffic & Boost Your Sale Funnels' Visibility in Your Market

Bob, a Brokerage Associate & Team Owner at Texas Pride Realty Group - HomeSmart Stars, shares the techniques and strategies he deploys to increase overall visibility to prospective clients in his market. 

According to Bob, he deploys three unique strategies to get leads. These strategies roughly refer to attraction marketing, SEO & optimizing his website based on popular search engine optimization guidelines, and demographic farming/cultivating his existing audience. 

Let's dive more into these strategies and find out how Bob executes them to get as many leads as possible.

Bob on Attraction Marketing:

Attraction Marketing

Attraction marketing, also called event marketing, is Bob's number one strategy. This strategy is based on the idea is that you don't have to run Ads all the time or cold calls but have people gravitate towards you because of who you are in the community. In the case of Bob, he's a well-known Broker Associate with long years in the industry. Newer agents can begin working on their community visibility by hosting events. 

Bob on the fun of event marketing:

You can draw people to you by hosting events, posting about them on social media, and generally being a social connector. It doesn't have to be a real estate event, but any event that serves as a lure to connect with people.

Bob on marketing his events:

Some of the events you can host include:

  • Kite Flying, BBQs, & Outdoor Events
  • Theater Events, Movie Nights, DriveIns, Concert in the Parks, etc. 
  • Recycling Events, Food Drives, Community Service Events, etc.

Bob on building collaborative events:

Starting successful community events takes consistency and patience. Make a schedule and stick to it when promoting your events. You can put up physical signs around your area. Put up flyers at your local coffee shops and gyms, and utilize social media ads. These have proven very effective no matter which markets you are located in. 

Bob on using creative postcards for marketing:

Putting in a constant effort will build attendance over time, and before you know it, you will have collected a community of regulars at your events that can also serve as a potential client base. Networking greatly helps get leads, even if not by a massive count at first.

Your Website

Bob on the importance of having your own IDX website: 

Bob on making IDX websites work for you:

The second and perhaps most important is internet marketing, specifically SEO. Your primary medium is your Reel Geeks website, which helps you draw in more organic leads. You still run Google ads, which brings you steady business.

However, you must have a website to lead your potential leads and provide them with the information they need.

Of course, just having a website is not enough – you need area pages. Bob stresses the importance of area pages and being specific about where you want your leads to go. He combines social media and SEO, focusing locally on his pages.

No one looks for real estate in the main city. People always look for the suburb or neighborhood they are looking into.

You create business pages for each suburb of the city you're covering. Each page must have a call to action that takes the reader to the actual area page on your website. It has to lead to the direct page for the city or suburb, not the homepage. It helps to pre-fine all searches as much as possible, directing leads where they want and giving them satisfaction.

 

Bob's Take on Ads & Real Leads

 

How Bob Determines His Area Pages

 

Building a Backlink Strategy

 

Backlinks & Area Pages

 

 

Demographic Farming

Bob's last strategy has to do with demographic farming, which is about cultivating or nurturing your lists.

Using Funny Postcards in Demographic Farming:

In this example, he developed his holiday list using postcards sent creatively and in good fun. For instance, he would send a holiday postcard in June or Valentine's Card with a humorous caption. Of the many postcards he sent, the most creative and successful is the tagline, "No, I don't want to buy your house." Bob doesn't want to buy your house, but he can sell it at a 30 to 40% better price than others in the market. The idea is to keep it fun, so people will look at the cards or mail and know what Bob has to offer.

Per Bob's experience, the strategies that can help you bring in leads are – attraction marketing/events marketing, SEO and area pages, and demographic farming. Add them to your process, and you can turn up your current lead flow to the highest volume.

 

Keeping It Real Real Estate Lead Generation

How To Generate Seller Leads in Low Inventory Market w/ Lisa Chinatti & Jason Posnick.

We are excited to welcome back one of our favorite guests, Lisa Chinatti, for this episode of Keeping It Real. Lisa is a top producer based in Westford, MA, with over ten years of Real Estate experience. 

Jason Posnick, the Sales Manager for the Chinatti Realty Group, also joined and has an enormous passion for developing others, solving problems, and conveying positivity into people’s lives.

The market is hot right now. A shortage in housing inventory has been a problem faced by real estate agents for years. As times change, you also need to adapt and learn how to generate seller leads even in low inventory areas. Lisa gives you her tips and shares what she and her team are doing to maintain their seller lead flow.

Lisa and Jason break down the most effective approaches to 5 different lead sources and how to create a plan that meets your needs regardless of which market you are in.

 

 

 Online Home Value Leads

People want to know what their home is worth. For this, they usually go to a landing page or web form where they have to input information that will help them discover just how much their home is worth in the market. How do you lead traffic to this page?

Lisa shares that the best way to get online home value leads is to be diligent with retargeting and email work. Some strategies you can do to approach this lead source is to also take advantage of Google Pay-per-Click (PPC) and Google My Business.

Having a lot of photos and geotagging them will increase your visibility as Google tends to favor local experts. Google reviews will also help drive traction, as well as links to your other content or social media pages.  

Circle Prospecting/Door Knocking

While circle prospecting or door knocking are considered older, traditional techniques, they will never die. How to generate seller leads through this lead source requires some timing and knowing the five touchpoints for circle prospecting. These five touchpoints include:

  • On the day of signing the listing

  • Before the listing goes to the market

  • Once the offer is accepted

  • On the day of the inspection

  • When the deal closes

Each of these five touch points necessitates a different message from which you could build your business. Instead of feeling like they’re talking to a company, which may be off-putting, consumers can view you with trust, which will convince them to do business with you.

Buyer Leads From Buyers Who Have a Home To Sell

Using ads strategically in your follow-ups can lead you to discover that a lot of buyers have a home to sell before they can make any purchase. There’s a big chance you can get buyer leads who have homes to sell by marketing Facebook posts towards listings and open houses.

In a low inventory market, it can be effective to market every new listing as a “coming soon.”

However, there are some workarounds that won’t get you in trouble with laws concerning coming-soon marketing. Along with Google PPC, this can prove to be an effective way to generate seller leads.

Google Local Services

When using Google services to generate seller leads, reviews are crucial. Reviews don’t just get you credibility, but they also tell Google that you’re a local business or service, which is more favored by their algorithm. Many potential seller leads also rely on Google reviews to see if an agent is right for them.

That said, building reviews increase your chances of being more visible while also convincing seller leads to contact you directly — especially when they want to know the value of their home.

Agent-to-agent Referrals

Agent-to-agent referrals are all about nurturing relationships with other agents regardless of your industry. Usually, people who want to sell their house will be moving to a different state, so they contact an agent in the state they’re moving to.

This agent can then send you a referral, so you can help them give the client a smooth transition and experience. This is only possible if you build relationships with other agents by giving value and sharing knowledge.

Put Yourself Out There

Learning how to generate seller leads in a low inventory market can take some time, but the effort is well worth it when you start generating an incredible amount of leads.

Begin by putting yourself out there and taking advantage of online tools like Google PPC, Google My Business, social media marketing, and email marketing.