Tag Archives: real estate leads

real estate ppc lead generation

DOMINATE Real Estate Lead Generation With An Advanced PPC Strategy

Have you wanted to DOMINATE pay per click real estate lead generation?  Well I’m going to pull back the curtain and share one of the techniques we use to generate real estate leads from Google PPC ads.  Let me digress for a second.  Why would you even want to run PPC ads, or furthermore dominate them?  First, according to a research study conducted by WordStream back in 2012; “Clicks on paid search listings beat out organic clicks by nearly a 2:1 margin for keywords with high commercial intent in the US. In other words, 64.6% of people click on Google Ads when they are looking to buy an item online!”  Based on our testing and experience we have found that the most common searched keywords buyers and sellers use are of “high commercial intent” too (e.g., chicago homes for sale).  Second, the organic results for high commercial intent real estate keywords are EXTREMELY competitive.  You can spend tens of thousands of dollars on search engine optimization (SEO) and wait months upon months, if not years, waiting to rank for just a single keyword.  You’ll also be competing with the likes of the ZTR powerhouses, which have far more SEO resources at their disposal than any single real estate agent, team, or independent brokerage.

After reading all of that are you still interested in generating a ton of real estate leads with PPC ads?  GREAT!  So let me layout in broad terms this advanced PPC strategy.  For any given Google search engine results page (SERP) there are up to 10 or more PPC ads.  Three at the top of the SERP, and 7+ down along the right side of the page.

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When you run an Adwords campaign Google limits you to running a single ad for a given keyword, but…but what if you could run more than one ad for a keyword?  Well, you would have a much higher likelihood of capturing a click, right?.  Especially if you were running two ads within those located at the top of a SERP.  Now for those of you who are seasoned PPC marketers you’re probably saying to yourself…yeah that would work, but you’d be competing against yourself, and potentially raising the cost per click (CPC) artificially, and you would be right.  No doubt, you have to be acutely aware of how each campaign is performing, but the management trade offs are well worth it in terms of the volume of real estate leads this strategy can produce.

To execute this strategy you are going to need to complete a number of steps.  You will also need to have a real estate website like BoomTown, TigerLead, RealGeeks, or MarketLeader already up and running to collect your leads.  A spin-off of this strategy is to use two or three of these portals as lead collection points and aggregate your leads using Follow Up Boss, which is an AWESOME service, by the way.  In any event, lets assume you only have one website and at least one domain pointing to said site.  That being the case, you have to purchase a number of additional domains so that you will have a 1:1 ratio of domains to Google Adwords PPC accounts.  In the example that I am sharing, it will require a total of three domains.

The next step is to navigate over to Unbounce and open a “New Business & Entrepreneurs” account.  Unbounce is a landing page builder/hosting service that doesn’t require you to code anything.  It’s all point and click, easy peasy.  Once you get your Unbounce account setup you will need to setup two unique landing pages.  Each of these landing pages needs to have a unique domain pointing to it.  These two landing pages will have a call to action button like “Start Searching” which when clicked should take the visitor to a search specific page within your real estate website.
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The last step is to set up three Google Adwords accounts.  Each will require a unique Gmail address (DO NOT USE EXISTING GMAIL ACCOUNTS, SETUP NEW ONES), you can however use the same payment method for all three accounts.  Within each Adwords account you will need to set up a campaign and within those campaigns a new text ad.  Your three separate ads need to use the same keyword(s) (e.g., chicago homes for sale).  Note, the ad copy you use for each campaign should be unique too.

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It’s safe to say that many nuances associated with this PPC strategy have not been covered here, and would require a book’s worth of information to do so.  However, if you are interested in setting up an internet lead generation system like this one, and want to avoid all of the headaches, we’d be more than happy to help you.  Setup a call with us now!

Cultivating online real estate leads

It is estimated that there are 50 million online real estate leads generated annually in the US. Recent consumer surveys show that 40% of home buyers search online everyday, and that 50% of real estate lead web inquires go unanswered. What this means to real estate agents is that there are abundant opportunities to cultivate more clients if they are consistent, persistent, and use the right tools. The majority of agents lack one or more of these key factors to successfully cultivating real estate leads into clients, which gives those willing to subscribe to a basic plan even more opportunities. Working with real estate agents and teams has shown us over and over again three fundamentals for real estate lead cultivation success that we want to share with you.

Be Consistent

Real estate lead cultivation is much like growing vegetables. They each require nurturing on a regular basis in order for them to grow. And just like a vegetable, stop nurturing your leads and all the time and energy spent will go to waste, and the whole experience will be discouraging at best. We recommend that real estate agents start with basic goals, and employ KISS (keep it simple stupid) methods whenever possible. This type of approach makes it easier for real estate agents and teams to manage their systems and tools consistently.

Start A Conversation

Probably the single largest determinate of successful lead conversion is how fast you can contact incoming leads by phone. Responses never cease to amaze us when we ask real estate agents what their ideal lead callback time should be. Answers range from an hour or two all the way up to one or two days. The reality is that you should be shooting for 60 seconds or less once you received notification of registration. In large part, because consumers work with the first agent they talk to 67% of the time, and conversion rates go up dramatically the quicker you reach them. Realizing that real estate agents have busy schedules, whenever a lead cannot be contacted immediately make it a priority to follow up with them as soon as possible.

When speaking with real estate leads focus on assessing their needs, providing value, and solving problems. Most calls are filled with many details which you don’t want to forget or overlook. We recommend logging into your real estate lead management system before making follow up or initial response calls. This will allow you to see your lead’s search behavior, capture pertinent details, and set important follow up reminders. If you are not in a position to log into your lead management system when making calls, make sure you always have a pen and paper ready to take notes . Having a buyer information sheet can also help you with asking the right questions, and capturing valuable information too.

Be Persistent

Persistence is what really separates the rookies from the pros in terms of converting real estate leads. A Leads360.com study conducted using 20 million leads shows that 6 or more contact attempts are usually required to reach a conversion. Many agents, if they even call at all, will give up after the first time if they don’t reach someone. Utilizing scripts and practicing through role playing can help you immensely in this area, and make the quality of your calls much more productive for the your real estate leads and yourself.

In summary, you will be well on your way to dominating your competition by following a KISS plan, master fundamentals, and utilizing highly effective real estate lead generation and management tools.