Category Archives: Lead Generation

How To Get The Most Bang for Your $2500 Marketing Budget

This is a bonus sixth step in the continuing series on how new agents can successfully break into the real estate market. (FYI disclosure: I use a few affiliate links throughout this article.)
I’ll close this series by going back to Mike’s original question. As a new agent, if I had $2500, how would I spend […]

Internet Marketing, Lead Generation, Marketing, Marketing Plan, Networking, Prospecting, Reader Q&A

How To Build a Referral-Based Business

This is step 5 of a five-part series on how new agents can successfully break into the real estate market.
Yesterday, I talked about the importance of nurturing your prospect list. Today, I’m going to shift gears and discuss what you need to do to build a referral-based business.
Last week, Mike asked me, “Where do you […]

Business Basics, Client Service, Lead Generation, Marketing, Prospecting, Reader Q&A

Following Up: The Secret To More Sales

This is step 4 of a five-part series on how new agents can successfully break into the real estate market.
Most small-business owners (myself included) are guilty of not following up with all leads they generate. When leads pour in, it’s tempting to cherry pick the low hanging fruit while ignoring all the others who aren’t […]

Advertising, Direct Response, Lead Generation, Marketing, Prospecting, Reader Q&A

How to Cost Effectively Generate Leads

This is step 3 of a five-part series on how new agents can successfully break into the real estate market.
Yesterday, I discussed why agents should focus on creating education-based marketing materials that address prospects’ key problems and concerns rather than focusing on “getting their name out there.” In today’s article, I’ll talk about the best […]

Advertising, Direct Response, Lead Generation, Marketing, Prospecting, Reader Q&A

How to Create Education-Based Marketing Materials That Demonstrate Your Credibility

This is step 2 of a five-part series on how new agents can successfully break into the real estate market.
General common sense dictates that your marketing materials should tell prospects who you are, what you do and what you’ve accomplished. If you pick up any ad, mailer, or other promotional material, chances are you’ll read […]

Advertising, Lead Generation, Marketing, Prospecting, Reader Q&A

How To Build Trust and Credibility as a New Agent

This is step 1 of a five-part series on how new agents can successfully break into the real estate market.
Building credibility and expertise as a new agent is somewhat of a chicken or egg dilemma. You need clients to gain credibility and expertise, yet clients won’t hire you unless you already have that credibility and […]

Advertising, Business Basics, Lead Generation, Marketing, Reader Q&A

Reader Q&A: How New Agents Can Break Into Real Estate on a Shoestring Budget

Mike asks:
I am new to the business, and I have about $2500 to spend on getting my name out there. Where do you get the most bang for your buck in marketing?
Thanks for your question, Mike. It’s a question I get pretty regularly from new agents who are trying to break into real estate, so […]

Advertising, Business Basics, Lead Generation, Marketing Plan, Reader Q&A

Which Is Better: Image or Direct Response Advertising?

It’s no secret that real estate agents rely on advertising and mailings for much of their promotions. Yet few agents have a strategy for their advertising and mailings. They simply want to get their name out there and hope and pray that someone, somewhere will respond to their promotion.
There are two basic types of […]

Advertising, Direct Response, Lead Generation

How Clients Buy - Evaluating Solutions, Buying, And Re-Evaluating

In my last post, I discussed the importance of the information gathering stage during the client buying process and why you should focus your marketing materials on educating prospects at this stage.
In this post, I’ll discuss how prospects evaluate solutions, buy, and then re-evaluate their decision.

Lead Generation, Marketing, Prospecting

Prospecting - How Clients Gather Information

In my last post, I discussed the major events that motivate prospects to start thinking realistically about buying or selling - the “awareness” stage.
In this post, I’ll address the “information gathering” stage because it is at this stage when prospects start considering whether to buy or sell their home. Something has happened that […]

Lead Generation, Marketing, Prospecting