A chief promotion research business recently published their small firm handbook to lead and buyer demand production. Despite the fact that all of the content in this description is not necessarily applicable to the real estate industry, there are numerous lessons that can be implemented by real estate real estate agents and brokers to hurriedly speed up their gross sales.

One of the initial conclusions of the report was that aside from community networking, utilizing live webinars are one of the a good number useful ways to draw leads on the net. This information is excellent for hungry brokers since while not hard, the equipment for webinar is very underutilized in the real estate space. As a result, there is a mammoth opening for differentiation for the REALTOR that features webinar in their bag of equipment.

As a place of differentiation, video and webinar are terrific, but how would you apply them as a real estate expert? Well, for those of you that host local meetings to teach you community and in turn gather leads, going online may present an easy way to reach a much broader section of your community. For those real estate agents that don’t make use of this method of lead generation, developing a brief webinar to showcase a specific segment of buyers or sellers in your district may allow you to connect with many prospective clients that you would otherwise not be able to touch. In addition, by using the webinar as a lead capture tool, you can significantly reduce your overall cost per lead as online marketing costs a fraction of direct mail or vicinity farming.

So how would you go about building and promoting a webinar, and how would it fit into your other lead generation actions?

To provide an explicit example, suppose that you currently serve an vicinity where values are depressed, but property is being sold by short sales. What you could do is create a thirty minute PowerPoint display that goes over the short sale method, what the steps are to create a short sale package, and the relative risks to credit and capital sellers may face.

Next, you would choose a webinar service on which to present the webinar. I recommend GoToMeeting. Nonetheless, if you are looking for low cost, DimDim is free. Schedule your webinar and begin advertising the event. Be sure that you add the link to the invitation to your website, and have your web page manager add the invitation to your home page. If you have a list of contacts you are already supporting, invite them to the event.

When you have created the webinar, or at least finalized the topic, contact a few regional businesses and see if they will place flyers advertising the webinar in exchange for you offering coupons or other discounts for their service on either the thank you page of your webinar registration. The ideal situation is if your community businesses can provide something of significance that you can give away to webinar attendees as it adds value to your presentation and cross promotes other businesses in the community.

In addition, either produce door hangers or a direct mail piece that goes out to the region that you are currently farming inviting homeowners to the event. This piece of the promotion may sound expensive, but keep in mind that if you can catch their digital information, your cost for drip marketing goes down exponentially. A good number of your prospects are in the market to sell at this very moment, but almost all of them will be trying to sell sooner or later. If you capture their information now, you can use online marketing instruments to remain top of mind until they are ready to sell.

Send several emails inviting prospects to attend your presentation, and remind those who registered to show up.

On the day of the presentation, be sure to login early and address any bugs in the system. Go through your presentation and address any questions that may arise through online chat or email. At the conclusion of the presentation, have a clear and concise offer and call to action so that your prospects know what the next steps are to make use of your services.

In conclusion, be sure that you produce a follow up email for those who attended as well as those who did not. Include your call to action and an offer that will help your prospects take the next steps to contact you in both of these and remind everyone where online they may view the archived video.

A few days later, send out your newsletter letting everyone in your email list know that your recent webinar was a success. Include a review of the topic discussed, a link to the archive, and an overview of what you offered in the presentation. By going through this process, you will the majority likely attract a number of new clients as well as hundreds of new prospects that you can court until they are ready to buy or sell.

Stop by the Rainmaker Masters Circle real estate agent marketing website to learn the best practices and how to attract more listings and close more sales.

Tags: Attracting Listing, marketing, Marketing For Realtors, Realtor Listings, Realtor Marketing

This entry was posted on March 9, 2010 at 8:58 am. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

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