Lead Generation

Sales Meeting

November 17, 2010

Video

Buyer Centric Marketing

Feat. Corey Steiner

Publish, Not Sell

Information Educate Provide Valuable information to prospective

buyers Think like an editor Thought Leader: Person who is recognized

for innovative ideas and demonstrates the confidence to promote or share those ideas as actionable distilled insights

Why will they come to you?

1. Create Compelling Content• Answer the questions the buyer wants

answered• Help them solve the problems they want

solved• Show them how to do the things they

want to get done

Why will they come to you?

2. Use Multiple Formats• Choose a format that will work for your

target market– different approaches for different people• Hear, See, Read

3. Publish Where Buyers Get Their Info• Online, but offline too!• Don’t be interruptive, be engaging • Answer Questions vs. Pitching

Nurture Your Leads

HIGHLY personalized content Move them towards a purchase Are your leads ready to buy?

“Qualified Lead”

Direct Mail

Farm Neighborhoods

Reconnect with past clients

More than once! Send to other

agents with your Featured Listing?

Promotional Marketing

Pens Donate to

Restaurants Key chains

Ask a locksmith to put on all his work

Stickers On mailings, free

information, etc

Visible, Valuable, Trustworthy Visible: Let them know you exisit!

Networking, Online, Get your name in their head!

Valuable: “Perceived Value” Unique Knowledge, Niche’ Market, Access to

the best listings, Record of Success, FREE/Personalized reports and information

Trustworthy: Testimonials, Certifications/Awards, Share

Expertise (blog)

Engage

We have not, because we ask not Ask at point of sale for email, phone Offer Valuable information– for free Ask clients to refer their friends

Keep it alive, do something Don’t forget about previous, current

customers, and friends and family

Innovative Ideas

Social Responsibility! T-Shirts with Logo

Partner with a cause, such as Habitat for Humanity

Farm a neighborhood for your buyer! Send letter to residents

letting them know you have a buyer if they are in the market to sell

Knock on doors with CMA’s Follow up with Nice to

Meet You Card

Traditional Methods

Networking Events Engage Title/Escrow Companies Send free information!

Provided by Chamber, attach sticker with Compliments of “____”

Open Houses Use a buyer to prospect

Internet

Consumers have more information, in control of the process

Lead Generation on WebsiteNot always goodMisalignment of Incentives

• Agent: Wants the lead• Buyer: Wants to remain anonymous, Gain

information

Ideas

Video- YouTube Article Marketing Blogging Joint Ventures Ad Swaps Forum Marketing Social Media Guest Blogging

Banner Ads PPC Search, PPC

Content Rent-a-List Webinars Podcasting Software Reciprocal Link

Building

Questions/Comments