May 12 2019
There's nothing wrong with real estate buyers, or even working exclusively with buyers. However, if you want to create savings instead of just checking, real estate listings are the way to build wealth.
Sure, you probably have one or more navigation destinations for "Sellers" or "Real Estate Listings Information," but are you creating content at those destinations that will assure potential sellers that you're a local listing expert?
Review Your Content
Do a review of your content for current market relevance and value to sellers seeking information before choosing a listing agent. How long ago was each page/article/post published? Did you write "evergreen" content? That's content that lasts for long periods of time or is of value forever. If you're writing a lot of time-sensitive stuff, keep it on a blog and write evergreen content for lead generation.
For every page or article, you want to have content that's highly relevant to a specific lead generation tool and call to action. Or, you could think of it the other way around—create lead generation and calls-to-action highly relevant to the content of the page/article. Either way, tie your lead generation tightly to your content.
Get Into a Seller's Shoes
First, make a list of the top questions listing leads ask you over and over. If they're asking you in person, you can bet that they've tried to get specific answers online already. Sure, you're going to have a lot of the regular seller-oriented content like listing advice, market information, preparing the home, etc. However, specific content matched with relevant lead generation that adds to the answer the content presents is best.
You're getting the idea—it's all about questions with answers and examples offered via email to get the lead.
Along with information, listing prospects want to deal with someone they can trust as an expert at what they do. It's their biggest asset, and they don't want to make mistakes. Often they may not realize how many mini-negotiations and decisions a seller and their agent deal with in a transaction.
Real World Examples
Drag out your closed seller transaction files and look for negotiation points, inspection issues, title problems, anywhere you've helped a seller to keep their deal together or better their selling price or negotiating position.
Again, you want to be careful to block out any names or other personal information in documents you use. Find that string of real estate listing counter offers that you're proud of in working with a picky buyer, and make notes on them as to your actions and reasons.
Find an inspection and unreasonable repair demands that you helped a seller to deny for the most part and still get the deal closed. Make notes as to your reasoning and advice.
Do this for any other interesting situations you've handled during a transaction as the seller's agent. You can even use parts of a real estate listing CMA, or Comparative Market Analysis, to show how you got the seller their full asking price or a better price than other homes on the market at the time were getting.
You can do these illustrations of real world situations as explanations with words, but offer the documents with attached notes as a lead generation tool. Tell a story of a transaction situation and how you handled it, and back it up with documents via email for leads. Real estate listings are money in the bank, but only after you get that listing agreement signed.
To view the original article, visit the WebsiteBox blog.