5 Steps to Greater Profitability

• Welcome, introductions

• The 5 Steps:– Be found– Be connected– Be involved– Recruit a great team– Give your teams great tools

• Q&A

Today’s Agenda

• Where are today’s consumers?– 90% of buyers and sellers are online

• What are they looking for?– Pictures and details about homes on the market – Specific school information– Neighborhood info and demographics– Specific market conditions– Short sale/foreclosure benefits and traps– How to successfully purchase a home– What is my current home worth?

• Where are they looking?– Google, Bing, Yahoo– HouseValues.com and Justlisted.com– RealEstate.com– Trulia, Zillow, Realtor.com– Company-branded websites– Craigslist

Step 1: Be Found

• Go where the buyers and sellers are!– Google, Bing, Yahoo– HouseValues.com and Justlisted.com– RealEstate.com– Trulia, Zillow, Realtor.com– Company-branded websites– Craigslist

• By being found in different places, you’ll diversify your lead gen– Online advertising– Portals – Craigslist– Your website

Step 1: Be Found

• We talked about what customers are looking for:– Pictures and details about homes on the

market – Specific school information– Neighborhood info and demographics– Specific market conditions– Short sale/foreclosure benefits and traps– How to successfully purchase a home– What is my current home worth?

• Provide that info – be the neighborhood expert!– Being the neighborhood expert means

providing service, not sales

• Avenues to provide that information?– Your website – Your blog– Your social media accounts

Step 2: Be Connected

• Today’s consumer is online, and searching for homes 12-18 months before they will buy– What does this mean for your involvement?

• Provide service, not sales! – This may sound like a repeat, but it is that

important

• Going right into selling will scare prospects off

• Provide:– Listing that fit their search criteria– Neighborhood info– Any relevant info on the home-buying

experience– Not sales!

Step 3: Be Involved

• No matter what the size of your real estate business, people matter!

• Brokerage owner or leader of an agent team?– You need great agents that

understand today’s consumer

• Individual agent?– Consider an in-office or virtual

assistant to help take on more business

• How do you recruit a great team?– Check out Step 5…

Step 4: Recruit a Great Team

• To reach today’s consumer your team needs to be online– Agent websites– Blogs– Social Media

• Your team needs tools– Lead gen software tools– Websites– Customer relationship management

software– Marketing tools– Education

Step 5: Give them Great Tools

• The 5 Steps:– Be found– Be connected– Be involved– Recruit a great team– Give your teams great tools

• Q&A!

Putting together the profitability puzzle

• Email: JackM@MarketLeader.com• Twitter: @Markham18

• Facebook: http://www.facebook.com/markham18• LinkedIn: http://www.linkedin.com/in/jackmarkham

• Download this presentation: www.marketleader.com/kw/kwmc

Jack MarkhamDirector of Online Strategy, Market Leader