Experience the power of airSlate SignNow's customer lifecycle funnel for Real Estate

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hey everyone I'm Chris M I'm be talking today about how you can get Sellers and you can Market to them because in order for you to exist you need to [Music] list I been in industry for over 21 years I've sold over 2,300 homes top 1% most of the entire time I was in real estate and I've been in every single Market including the crash of 2008 in fact I sold more houses then than ever before so we're going to talk to you about marketing the first thing is why is this important because if you understand the different stages that a seller goes through in they're thinking of selling you can match your marketing message to speak directly to them the more your messaging speaks directly to somebody the more it will convert okay so we need to think about this the first step is problem aware at this point they know they want to sell okay they're thinking about selling all right maybe they have a job offer or maybe they want to get into a new school district maybe they're getting married maybe they're getting divorced something is happening they think they are ready to sell their home they're thinking about it okay so at this point they're open to marketing messages and they seek out Solutions so what does this mean that means that when you create content where you are educating sellers educating your community about the selling process the interest rates what's happening inventory what's happening with the absorption rate and all those kind of things you start in giving people information educating helping them when you do that what's happening is is now you are opening up the minds to hold leads who don't know you but also people that do know you that may have forgotten about you so we want to make sure that when people that we're constantly giving information right about selling and the more that you can do that through adding value educating people you are going to elevate your Authority elevate your status elevate your expertise and Elevate being seen more in that that matter does that make sense so what do most marketers do what do most real estate agents do I love you cuz I am you um what do they do they're like buy my thing go to my open house go to my seller seminar go to my buyer seminar go to my credit repair seminar give me give me give me well first of all when that is all that you're doing you don't really know who you're marketing to you don't know what their desires are what their problems are and so you don't know how to speak to those desires or speak to those problems when you're marketing through education and you know who you're going after you then can speak directly to that person through your marketing efforts why is marketing so important why is the awareness this problem aware phase so important because they're open to it right but if we're just always taking taking taking then they're less likely to click so our job is to turn a cold customer into a conversion how do we do that through education the more that we educate the more value that we we give the more they trust us and see us as the authority which means the more likely they will convert okay so during this problem aware phase they're thinking about selling something has caused them to want to sell so we've got to educate them as much as possible so then we now bring them to the solution aware phase this is when they know the different solutions they start researching the differences how they work and ask questions okay now they understand about the selling process but now they're like okay now that I know that now at this point I want to actually see what what are the differences what makes this agent different from this one okay I'll give you an example of how this works really really well and how we convert convert so many of our listings is that we educate people and add value that's called the top of the funnel okay let me show you the funnel first let's look at a funnel okay this is the top of a funnel you think about it this first point top of funnel is brand awareness people are seeing your videos right you're gener leads here okay at this phase I want to it matches this next slide here this is the problem aware phase when I'm educating people I'm marketing to people top of phone I'm letting them know who I am I'm educating through value I'm utilizing social media paid campaigns on Facebook targeting people in my local community top of funnel generating leads and the more that I can go after the problem aware people that are actually thinking about selling the more I can bring them down my funnel your goal is to bring them down your funnel right education then giving and then giving them more information okay continue to nurture nurture nurture nurture now I'm turning the lead into a prospect then when they're ready to decide again I'm still giving them value okay I'm nurturing I'm nurturing the relationship I'm establishing myself as the authority and as I continue to bring people down they're going to be ready to take action so sell buy list with me okay and at that and now I'm going to turn them into a client I go from turning a lead in from a a prospect into an actual client that's the goal so now that I understand who I'm going after now they are looking for now I know about this information now who is my best choice okay so we will run ad campaigns that are specifically targeted to sellers seller tips about the interest rates inventory how to sell your home how to prepare your home for sale marketing strategies right how to attract more buyers how to um make you know how staging can help why you need good photos all this great stuff then once we're giving them this information and they say ah I'm interested in that now I need to make sure that I'm positioning myself as different than everybody else so what do I do somebody raises their hand and says hey I'd like a market analysis so since now they want to know the difference they're research ing the different people I'm then going to drop off my seller guide I'm going to drop off my um my seller book I'm going to drop off where's my package I'm going to drop off um my marketing plan I'm going to send them a marketing presentation video because now that's going to show how I am different and how I am unique okay so now I'm showing the difference now I need to make sure they understand even more about me so this has been now which agenter should I work with credibility testimonials more educational videos getting people to know me like me and trust me now once they've said hey I'd like a market analysis I drop off all that stuff then I'm going to continue to Market to them testimonial videos from past clients I'm going to email them testimonial videos what else am I going to do I'm going to show them past marketing campaigns other flyers that we've used I'm going to show them my marketing videos I'm also going to show them that I have have happy clients right they're going to see those testimonials those success stories they're going to see the marketing behind that and at this point now they're verifying that what I'm saying with these different solutions is actually real okay all of this helps you close more so what's the what's the what's the next step is the decision now they're saying yes I'm going to do this now they decide which option or agent is best for them with the least risk for them follow up and timing our critical here retargeting and consistency here also crucial now I've spent all this time creating educational content right then I've continued to elevate my authority Elevate trust position myself as the expert now I got to show how different I am so that now when they make the decision they know that I'm the best decision for them okay well if I do all this right then I'm going to get more testimonials because I'm going to have happy clients because I do great job which again then I can use on this phase as well remember I want to be able to oops go back go back back come back show them more Chris you got such great things I want to see them all okay so this right here is how a seller decides now let's think about how funnels work in real estate all right somebody is considering buying or selling based upon the market conditions I can now educate them about the buying and selling process that's top of f I'm reaching everyone okay I'm putting out seller content buyer content credit repair content Niche content and then based upon who is clicking up here I'm then going to bring them down my sales funnel and make sure that the next information I put in front of them is the same as the first information that they watched okay some of you are like oh this is seller content I'm going to send them buyer content I'm going to send them Niche related content I'm going to send them content on credit repair no you want to funnel them down and let them consume information that is similar what they originally were interested in okay as I'm doing this what else am I doing I'm now they're consuming information I'm getting my brand more they're becoming more aware of my brand I'm continuing to Market to them now they're considering buying or selling they consume a bunch of information my information I'm giving putting the right information in front of the right people now when they go to select an agent right I need to continue to educate them give them build more trust add more value so I can elevate my authority and my expertise by continuing to nurture people forget about this okay and if I can do all of these things then they're going to say hey I want to make you're going to be my agent you're the person I'm going to hire okay and you need to make sure you give them great service and that they're super satisfied very very Happ happy people and we need to continue to Market people we need to continue to nurture continue to put our content in front of people continue to Target people continue to retarget them so they keep seeing our stuff why because then they'll refer us more they'll relist with us they'll resell with us okay and because that's one of the biggest things we forget to do we forget to nurture our clients love us we do a great job we spend all this time marketing and then we quit doing it we quit showing up their their news speeds your job as an agent is to show up where people are looking where are people looking they're looking online they're looking on their phone so we need to make sure that we're constantly showing up where they're looking when they're looking and we're putting the right information in front of the right people I'll give you an example I'm going through ropa don't judge night sweats hot flashes if I see something on that I'm clicking right man I'm like yeah it's me if I see something for Hair Club for Men that's Mr Clean he'll be like clicking on that does that make sense all right now now that we give the this this great job again they're going to refer list resell we have to continue to lead nurture continue to build Authority so we can retain all of these clients now the cool thing is is that as you continue to Market and continue to show up in people's feeds you are going to get more referral and repeat business it's a whole entire sales cycle so your job as a rulers agent is just like a funnel is to Market to the masses uptop identify who the people are that are watching the you know watching up here interested up here then nurture with more educational videos in doing so you're going to elevate your Authority elevate your trust right then as you continue to bring down more value serve not sell educate educate when you're doing that what are you doing elevating your Authority elevating your expertise more likely to convert because now they trust you and they feel like they know you because you've added so much value continue to do so they become your clients okay that is how a sales funnel works and um marketing is so important as a real estation especially now with everything we have going on in the market research shows that the more uncertainty in a market the more TR trust is needed so now more than ever massively important to be creating content consistently so you got to commit to consistently producing content correctly correctly mean put it in front of the right people make sure they actually see it make sure you're putting the right information in front of those right people okay if you can do that you are going to convert more so you've got to commit to consistently producing content correctly so you can make a connection so you can convert more clients and customers call the eights all right I'm Christa Maser hope this was helpful marketing Is My Jam as you can see we have done over $51 million uh in sales online from sales funnels attracting uh both home sellers and buyers and real estate agents so if you found that helpful do me if you ever sign up along my 3-day virtual event where we go into this in much greater detail we talk all about the entire sales cycle how you as an Ager can attract more business not chasing no things like open houses door knocking cold calling we're going to show you how to get sellers to raise their hand and ask to work with you and then we're going to show you how our little cool process of how we make sure we get every listing that we go on just about okay see you next time sign up have a great day thanks so much for watching my video you can learn more about how to be a successful real estate professional by watching other videos that I have and be sure to subscribe to my channel and as always make it a great home selling and buying day