Do you want to learn how to generate over 200 real estate leads a month? Our client, Kevin Johnson is doing just that. He earned over $100,000 in commissions in his first 90 days as a realtor, and half a million in just two years. How did he do it?
Do you want to learn how to generate over 200 real estate leads a month?
Our client, Kevin Johnson is doing just that. He earned over $100,000 in commissions in his first 90 days as a realtor, and half a million in just two years. How did he do it?
In a word, digital marketing.
Kevin believes that the best marketing in 2016 is digital. He utilizes effective advertising, social media and a leads optimized website (with AgentFire) to generate these crazy numbers of real estate leads. It’s how he…
- Sends hundreds of visitors to his website per day
- Quit his office’s lead generation program
- And made a healthy six figures his first year in the business
All without ever knocking on a single door or running an open house.
Would you like to learn more about how he did it? Kevin elaborates in his ActiveRain article. I also wanted to take you a little deeper with my biggest takeaways from Kevin’s case study.
What I Learned From a Top Producing Realtor
In his article, Kevin goes into a few of the things that made him successful at generating real estate leads. His career in hospitality gave him a great background in customer service. He also understood the digital marketing world.
Before ever getting into real estate, Kevin made sure to understand the problems his market were facing. Then he solved them by creating and marketing educational content.
First seek to understand, then to be understood.” – Stephen Covey
Understand Your Market
Kevin targeted who he thought were his most viable prospects: Millenial homebuyers. And where do millenials hang out? Online.
This narrowed focus told Kevin that he should skip over offline marketing completely. He went against all traditional advice and didn’t doorknock, hold open houses or send postcards… And still, his average sale is nearly $60,000 over the median home price in his area.
Instead of offline marketing, Kevin uses targeted demographic Facebook ads and display marketing in his farm areas through Adwerx.
These two platforms help generate real estate leads and combined account for over half of his business (!).
His ability to understand where his market hangs out, and what kind of marketing message will appeal to them has enabled him to be successful.
Provide Value To Your Audience
Content marketing has played a vital role in Kevin’s marketing plan. He says it’s a big part of what has made him successful.
Did you know over 70% of businesses are using content marketing as one of their primary marketing activities?
Creating valuable, hyper-local content is a great way to generate more leads for a few reasons. It’s great for SEO, building brand awareness and driving potential buyers and sellers into your sales funnel.
You can advertise content like lead magnets to draw people to your site without having to sell them. Then, you can get their information in exchange for yours. If you don’t know what a lead magnet is, I wrote about it in my article on repurposing content.
I strongly believe in creating a content marketing and promotion plan. It can open up many doors if you put in the time.
Track Your Results & Calibrate
When I spoke with Kevin about his success, he told me a couple things…
- Agents need to adapt to the changing digital landscape.
- Leveraging technology like websites and display ads will help you convert lookers to leads.
- Tracking is an essential part of ensuring your campaigns are successful.
Kevin actually creates new ads every two weeks. You may think this is crazy, but he’s re-targeting. This means he’s hitting the same people with ads constantly.
He says people get “banner blindless” really quickly. And that if you show the same ad more than a couple times, people will stop consciously noticing your ads or worse, think you’re a spammer.
This also isn’t just theory or his ideas. Kevin knows that his ads stop performing after two weeks because he has tracked his results. Remember…
“What gets measured, gets managed” – Peter Drucker
Looking to take your real estate career to the next level? Try taking the advice of this top producing realtor.
As Kevin says, you can write your own marketing playbook. You just have to understand your audience and how to reach them – and then track your efforts. By understanding how your campaigns perform, you can calibrate and double down on the winners.
If you’re interested in reading more about Kevin, you can check out this article where he goes deeper into his background and thoughts on marketing. We’re also going to be working more with Kevin to see how we can help further grow his business – so join our email list if you want to receive updates.
Have you used any of the lessons here to generate real estate leads? Are you going to use them? Let us know in the comments what you thought was most interesting about this article and Kevin’s story!