Pro Tip: Scroll to the bottom for the KEY take aways that every agent should see!
After two consecutive years of a white-hot housing market, signs of an economic slowdown have many people wondering: is it finally cooling off?
And if so, what does that mean for my real estate business?
The key to staying competitive in a market shift is making sure everything you’re doing is relevant, timely, and meaningful.
That means taking a long hard look at your current marketing and revising it so it resonates with current buyers and sellers.
Remember, the market is in your hands. Here’s what you should be doing right now to keep your business thriving.
Refocus Your Customer Journey |
There are three basic phases to every customer’s journey: gathering leads, nurturing them and converting them into clients.
Here’s the breakdown:
Prospecting Leads: online advertising, cold calls, landing pages, website, social media Nurturing Leads: emails, texts, phone calls, social media Converting Leads: Seller signs contract, buyer purchases home
For many of us, converting leads right now is more difficult due to general uncertainty about the future of the real estate market and economy. But there are two very important steps in this process you can still be focusing on: prospecting and nurturing.
Analyze and Revise Your Lead Generation |
As the trusted advisor, your sphere of influence is looking to you to answer some tough questions, even if they aren’t openly asking them.
A picture says a thousand words, and visuals are the single best way to communicate data and hard facts.
Instead of trying to explain why the housing market won’t collapse, show them.
Here’s how to do it:
Link your social media platforms
Set up auto-posting
Add local hashtags
Engage with your followers
Not only are you boosting your social media marketing and growing your following, you’re providing relevant market data that educates. It’s a win win.
CRM and Database
There won’t be a better time to organize your database. Don’t have one? Create one. Make sure all your leads are labeled appropriately. That way you have a solid list of promising prospects that you can hit hard and don’t waste time.
The same goes for your email campaigns. If you use an email marketing platform, now is a great time to do a deep dive and see who opens your emails. If they’re interacting, that means there’s potential. If they aren’t, you can probably write them off as a cold lead.
On that note, a tone-deaf email could make or break your brand right now. Make sure you go through all of your campaigns and pause any that may send the wrong message.
You should also be taking this time to update your website with the latest information. Create a new landing page addressing the needs of buyers and sellers in the market right now. Update images, include SEO-charged language. Comb through every piece of your site to make sure it reflects your brand and is easily navigable by prospects.
This is especially true for social media. If your strategy usually consisted of sharing your listings, this is a good time to pivot. Fill your feed with graphs, charts and quotes that keep your followers informed and promote engagement.
Just about every major media outlet has written articles speculating what’s going on in the real estate market or what’s going to happen. And odds are, your sphere has seen at least one of them.
Now is the time to get in front of speculation and battle doubt with facts, data and expert projections.
For instance, there’s been a lot of doubt about appreciating home prices and what they mean. However, Bankrate recently stated that despite shifting factors driving today’s supply and demand, experts project home price appreciation will continue. It’ll just happen at a more moderate pace as the housing market continues its shift back toward pre-pandemic levels. The key to creating balance in the market and helping inventory catch up with demand is building seller confidence. Sharing information like this will do that. →
Amp Up Your Lead Nurture |
Now more than ever, your leads, clients and sphere need to hear from you. They need a trusted advisor. It’s your job, and frankly your moral obligation, to educate them on the market and what it means for their real estate decisions.
By keeping your contacts informed with facts and insights about what’s really happening in the market, you’re helping to calm fear while building trust and credibility with your clients.
You can do this by:
Creating market update videos
Sharing on social media
Making phone calls
Consumers are out there. The digital space is booming. The agents that are able to adapt and create new business in this environment will not only survive, they’ll thrive no matter what’s going on in the market.
Key Take Aways |
DJ & Lindsey agents are welcome to do this as it reinforces their brand.
Most of these thing are done for them already. Social Media, Email Marketing, CRM & Database as well as a personalized website. DJ & Lindsey agents can focus on what they do best, SELLING HOUSES! Instead of wearing alllllll these hats or finding someone to take on all these facets of growing and building a business, we've hired the BEST in the business to ensure that these agents phones are constantly ringing with customers looking to seek the help of their service! So how does a DJ&Lindsey agents sell 4x as many homes as other realtors in their market..........