Webinars, A Potent Prospecting Instrument For Realtors

A principal internet marketing research firm recently published their small firm handbook to lead and buyer demand generation. As all of the content in this report is not essentially pertinent to the real estate industry, there are countless lessons that can be implemented by real estate agents and brokers to briskly speed up their revenues.

One of the top conclusions of the report was that apart from social networking, utilizing live webinars are one of the the largest part helpful ways to appeal to leads on the web. This information is excellent for hungry brokers because while not challenging, the technology for webinar is very underutilized in the real estate space. As a result, there is a gigantic chance for demarcation for the REALTOR that features webinar in their bag of accessories.

As a place of differentiation, video and webinar are good, but how would you use them as a real estate specialist? Well, for those of you that host community meetings to teach you community and in turn gather leads, going online may present an easy way to reach a much broader section of your community. For those agents that don’t use this approach of lead generation, producing a brief webinar to showcase a specific segment of buyers or sellers in your neighborhood may allow you to connect with many prospective clients that you would otherwise not be able to touch. In addition, by using the webinar as a lead capture tool, you can significantly reduce your overall cost per lead as online marketing costs a fraction of direct letters or region farming.

So how would you go about establishing and selling a webinar, and how would it fit into your other lead generation actions?

To provide an explicit example, suppose that you presently serve an region where values are depressed, but property is being sold by short sales. What you could do is construct a thirty minute PowerPoint presentation that goes over the short sale procedure, what the steps are to create a short sale package, and the relative risks to credit and capital sellers may face.

Next, you would choose a webinar service on which to present the webinar. I recommend GoToMeeting. Then again, if you are looking for low cost, DimDim is free. Schedule your webinar and begin marketing the event. Be sure that you add the link to the invitation to your website, and have your web page manager add the invitation to your home page. If you have a list of contacts you are already sustaining, invite them to the event.

When you have created the webinar, or at least finalized the topic, contact a few neighboring businesses and see if they will place flyers marketing the webinar in exchange for you offering coupons or other discounts for their service on either the thank you page of your webinar registration. The ideal situation is if your district businesses can provide something of usefulness that you can give away to webinar attendees as it adds value to your presentation and cross promotes other businesses in the community.

In addition, either create door hangers or a direct post piece that goes out to the area that you are currently farming inviting homeowners to the event. This piece of the promotion may sound expensive, but keep in mind that if you can catch their digital information, your cost for drip marketing goes down exponentially. A good number of your prospects are in the market to sell at this very moment, but almost all of them will be trying to sell sooner or later. If you capture their information now, you can make use of online marketing instruments to remain top of mind until they are ready to sell.

Send numerous emails inviting prospects to attend your presentation, and remind those who registered to show up.

On the day of the presentation, be sure to login early and address any bugs in the system. Go through your presentation and address any questions that may arise through online chat or email. At the conclusion of the presentation, have a clear and concise offer and call to action so that your prospects know what the next steps are to apply your services.

Ultimately, be sure that you produce a follow up email for those who attended as well as those who did not. Include your call to action and an offer that will help your prospects take the next steps to contact you in both of these and remind everyone where online they may view the archived video.

A few days later, send out your e-newsletter letting every person in your email list know that your recent webinar was a success. Include a review of the topic discussed, a link to the archive, and an overview of what you offered in the presentation. By going through this process, you will the largest part likely attract a number of new clients as well as hundreds of new prospects that you can court until they are ready to buy or sell.

Get listing leads for real estate at Redx fsbo to discover the latest real estate listing lead tools