Streamline your real estate agent sales funnel for small businesses

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hi welcome back to my channel everything business by siri shawarma in today's video we are going to talk about creating of a sales funnel specifically for real estate so if you are in the real estate business you must have either heard about a sales funnel or even if you are into any kind of marketing irrespective of whether it is an offline marketing whether it is an online marketing you must have heard about this specific term which is sales funnel now how does the sales funnel look like for a real estate business what are the different stages in the sales funnel what sort of things do you need so that you can push people from one stage of the sales funnel to the next is what we are going to discuss today so in this video we are going to talk about specifically the sales funnel but when we talk about the different aspects that you need to do in each phase of the sales funnel we would probably go into a ui and show you the specific advertisements that you need to run when it comes to each phase of the sales funnel in the next video so stay tuned until the end so you can get a complete understanding regarding what a sales funnel is how it looks like and specifically how it is defined for real estate business so why the wait let's get into the content [Music] now i would like to share my screen and show you the representation of how a sales funnel looks like what are the different phases of sales funnel and what are the different things that you need to do to push prospects from one phase of the sales funnel to the next so that finally you can make money so let's get on to the screen now okay so as you can see i am in a whiteboard right now and i would like to show what are the different things that you could probably do using a say how a sales funnel looks like and what are the different phases of sales funnel so a sales funnel looks like an inverted triangle the specific reason for the sales funnel looking like an inverted triangle you would understand just in a bit so i am sorry for my drawing i'm not really great at drawing straight lines but this is how a sales funnel looks like a sales funnel is typically an inverted triangle because the number of people at the top of the sales funnel that is the prospects who might have shown interest in your specific product or the these people who have whom you might not have even pre-qualified they fall at the top of the funnel now as these people keep trickling down into the next phases of the funnel what happens is the more concentrated version of the prospect gets into the bottom level you must have all used filters um in your specific households right so what do we do with filter with filter what we try to do was um if it is a coffee filter we try to get the most concentrated version of the coffee this specifically we use in south india to create this amazing filter coffee which i really love so that is one use of filter wherein you are putting all the um coffee material in it and then using hot water and the small holes that are there in the filter you are trying to get most concentrated version now apart from that what else do you do filter is generally used to make sure that the people or the liquid that is coming at the end of the filter is of a higher concentration is something that you really want to use and that is what happens with the sales funnel as well now specifically if we look at this triangle there are three different phases of a sales funnel number one is of course you um because this is at the top of the funnel what it actually means is these are very cold prospects cold prospects in the sense they have just come across um your products or services probably they don't know too much about what you sell they don't even know who you are they just might have come to you using some advertisement that you have run or probably just out of curiosity they have come to you now the second phase of the sales funnel is where we call them as warm prospects warm prospects because these have trickled down from the top view of the triangle that means these people probably know about you they have come to you because somebody that they know or trust has referred you and that is why they are the warm leads and at the bottom of the sales funnel or um at the end of the sales funnel you have this small triangle wherein we call these leads as the hot cleats hot lids in the sense these people have already been primed in the warm um aspect of your prospecting they already have built trust and wrapper with you so now when it comes to the hot leads they are ready to buy from you so as you see as the triangle grows smaller towards the end these are a very few people so um the concentration of the definition is always to get lot of people into your sales funnel because at the end of the day these people will get filtered out they will trickle uh out probably they might not be interested in your real estate houses or flats or whatever you are showing at the end of the day and they might just phase out or probably they have changed their contact details so you cannot contact them anymore so that means you cannot prospect to them anymore and that is where at the bottom of the funnel you see a very few number of people and that is why at the top of the funnel you need to make sure that you have the maximum number of audience and of course if you specifically look at this phase of this field sales panel we call this phase as the awareness phase awareness space because people don't know anything about you you are just trying to tell people more about the product or services they're trying to create an awareness so that people know that there is a specific brand xyz there are sirisha murphy who is trying to sell her digital marketing uh products or services etc so at this point of time it is just about creating a lot of awareness making sure that people actually know that you are in this business so whenever they think about real estate they think about you and in the wrong phase of sales funnel of course what uh this phase is called as this phase is called as um you were lead prepping phase so what that means is you have people already know about you and that is why they are in the cold phase of the funnel but then some of those people who have really liked the content that you are creating really like the way that you are selling or really like the projects that you are involved in they trickle down through this funnel and get into the warm aspect of things that means you are prepping this lead for the further phase ah at the awareness phase you need to make sure like i said you need to have a lot of people walking into your website walking into your store lot of people getting to know about what kind of products or services you are offering when it comes to lead prepping at this point of time people already know that so and so xyz person is into real estate if you want to buy flats or any kind of will ask then this is the person to code now the end of the sales funnel is the most interesting because this is where you make the mula right so this is where conversion happens conversion or actual sale happens in this phase so that means you have made sure that a lot of people have come on to your website they have filled their contact details you have kept in touch with them and then they you have pushed them into the next phase which is the lead prepping and then finally they trust you enough to buy from you now these are the different phases of the sales funnel but as a real estate person or somebody who's involved in the real estate business what are the different activities that you need to do so that you can start pushing people from one stage of the sales funnel to the next stage of the sales that is what we are going to discuss next so here in the cold phase we have already talked about this specific phase or these specific uh prospects saying that these people don't know who you are at this point of time probably they have just clicked on the advertisement that you have done so how do you get a lot of people at the top of the funnel that is where you can run fb ads you can run google ads you can also run instagram ads and apart from this you can also create a lot of content a lot of content on platforms such as youtube it could be facebook it could be on your own website as well so doing seo on your website will also get you a lot of traction lot of traction in the sense people who are probably searching for your products or services on the internet they might have found you using your specific website and that is where website seo comes into picture so using these different tactics what you could do is you could also attach a small lead form a lead form is something that you um put your details and the person who is selling the product or services reaches out to you and that is what these ads are supposed to do these ads are supposed to create a lead form but the lead form should not have too many details in it because people will not um input too many details they don't know you right so why the hell will they give you their personal information so probably some of the fields that you could include the lead in the lead form at this stage which is the code phase or the awareness phases you would just ask them for a very few details like their name their email id their mobile number so sometimes people don't want to share their mobile number but you still need a way to contact them and that is where email id comes into picture now for the second phase of the sales funnel wherein we are talking about the warm prospects or the lead prepping phase what can you do here here again what you could do is you could bring them over to your own social media platforms or to your own website or to a webinar that you are conducting so that there is a face-to-face touch see at the end of the day what we are doing here is we are trying to build trust in the lead prepping or the warm prospect phase so how do you build trust you can build trust either by doing a face to face kind of meeting an online zoom kind of meeting wherein you say this is a zoom meeting which is free for everybody i just want to talk about probably some interesting topic to the buyer or the seller so some interesting topics especially in real estate could be um land estimation or price valuation of that specific uh place right so what you could do is you could say we are conducting a meeting wherein we will be talking about the different land actual land prices or actual land prices or if you want to sell your house or villa how do you do that without without um you know going into negative or without paying too much to a broker and making a lot of profit in the process so this will bring a lot of interested parties specifically because we are targeting only buyer here buyers who are looking to sell their properties but they don't have this kind of information but as a real estate agent you can provide a lot of value with them for them uh doing this kind of webinar so in the lead prepping what you try to do is you try to do a lot of face-to-face meetings or online meetings wherein you provide them with the knowledge that you have so if you share a lot of knowledge that you have you talk to them um you try to build relationship with them you can also say i'm just throwing a party if you are interested if you're a buyer if you're a seller you could come down um i have these open houses you could come down and watch those open houses all of these things can be done now again to make that leads um to increase the number of leads that you are getting in the space you could also run different kinds of ads again in the ad section you have all these platforms you have facebook platforms you have google ads you have instagram ads you also can use pinterest account now specifically these kind of ads in this phase because ads we have also talked about in the awareness space that is the top most face but the phase that we are going to talk now is lead prepping so the advertisements that you should run in the lead prepping phase are something which need to be uh too too much of a detail oriented so what that means is you need to use a lead form in which you have included other columns apart from name email id probably um their mobile number you also need to ask them questions so that you can pre-qualify them questions like are you planning to buy a house or sell a house if you are planning to buy a house what is your budget what is the location that you are looking at what is the requirement how many bedrooms how many bathrooms with specific locality etc if you are planning to sell a house what is your requirement what sort of budget ranges are you looking to make out of this particular sale and why are you selling do you need a free valuation so these kind of valuable offers you can um provide to your prospect in the warm or the lead prepping phase all of these can be advertised using your advertisements what we are trying to do with this phases we are trying to pre-qualify the prospect in the first phase we are just asking for name email id and um probably a phone number wherein most of the people who must be filling may not have an immediate requirement to buy or sell from you so in the warm or lead prepping stage what we are trying to do is we are trying to pre-qualify them so only the most interested part is fill out that lead form that you have put and before that because you have done all of these activities you have created a lot of content you have done free webinars you have provided a lot of knowledge or information to them they would be really interested to fill out this contact form now the last phase is of course your actual sales and that is what most of us are interested in wherein we talk about money right but in this specific phase what you need to do is you most of the people who come to this phase of the funnel the real estate agents or the people working in the real estate uh specifically they try to close close and close but they don't think about the next steps see closing is important which i understand but apart from that if you're specifically in the real estate business you are in a high ticket sale kind of business and this does not convert until and unless you have very good prospects you have a very good pipeline and you have people who believe in you and that is where the referral system comes into picture so in this um phase in the hot phase in the hot lead phase you need to get into their referral system so you need to not just concentrate on closing but you also need to ask them other questions like um so we are going to close the deal probably in a few days now what is the next step so what are you planning to do um with the for example let us say you are talking to a seller then you can ask them so what are you planning to do with this money are you planning to invest it somewhere are you again planning to buy a home uh if that is the case which areas are you looking at that will give you additional referrals right so if the buyer is also planning um to buy somewhere else so um sorry if the seller is selling his house then probably he might be looking at other investment opportunities so you can tell him i have this amazing project which is coming up probably you could invest in that so that way you are not just closing the lead and ending that relationship but you are continuing the relationship some of the questions that you can probably ask them at this point of time is um i am so happy to have worked with you but is there somebody else in your circle who might be looking to buy or sell properties if so can you please refer my name apart from that you could also ask for customer testimonials which many people actually forget at this point of time they're just interested in the immediate money of course immediate money is most important in a business but apart from that you need to try to build a relationship so that is where you can also ask them for customer testimonials you can ask them since if you have had a good experience uh with me can you please say a few words in front of the camera so that i could use these on my social media platforms or on my website now these are the things that will build an everlasting relationship with your prospect so that the referrals keep coming if you're just starting out just use the sales funnel to get as many people into the door with awareness space wherein you run different kind of advertisements you do content creation you also do website seo because organic is the best way to do this because that is where the credibility is higher in the warmer lead prepping of course you provide a lot of knowledge a lot of information to those people who have already failed the details in the first phase that is the awareness phase using the late form that you have given and when you provide a lot of information you can do a lot of interactions you can say um i've created this meetup group let's meet up so you do more of a face-to-face interaction that is where the trust and the wrapper builds in at the end of the funnel of course there is the closing you talk to people about the projects that you have to offer and then you give them the best rate that is available and you close once you close even before you close you start talking about this referral system you ask them if they have any further need if they're probably looking to buy anything else from the sale of this property apart from that are do they have anybody else in their connections who might be planning to buy or sell properties if so can they refer you apart from that of course your customer testimonials comes into picture so these are the different things that you need to do as part of the sales funnel i hope you found this content interesting and i hope you have found some value out of this content if so please do subscribe to this channel and smash that like button apart from that i have created a lot of amazing videos specifically on real estate marketing in this channel everything business by c vishavarma it is added in the playlist real estate video so go ahead and check that playlist out as well if you are a small business owner i have also created a full-fledged video series regarding how you can market as a small business owner using digital marketing tools you could also check that out in the small business or the digital marketing playlist that is available in this channel apart from that if you are exporting your products or looking at export markets specifically now that the rupee has devalued i am also creating a full-fledged series of how to export videos it is under the playlist of how to export you can go ahead and check that out as well if you found that the content in this channel is interesting and helpful to you don't forget to subscribe because 90 of the people who watch do not subscribe which makes me very very sad so please don't do that to me go ahead subscribe like the video and of course share it if you think this will be helpful to somebody else this is sirisha mutti founder chief strategist at branding my pixels a business strategy design and digital marketing company coming live to you from india i also provide digital marketing services so if you want to reach out to me to take your business online or digital you can directly write to me at sirisha there at training mypixels.com sirishatreadbrandingmypixels.com the email id would be scrolling right here in this video so go ahead and send me a note i would love to read about your requirement i'll see you again in my next video until then please do take care bye [Music]