A Winning Online Strategy for Realtors

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The summer home buying and selling season is almost upon us, so now is the time to start laying the ground work with your online social media strategy in order to reap the rewards over the course of the season.

While it's true in many industries, it's especially true in real estate that your activities will directly impact your results.  This includes everything from the value you deliver to your clients to the opportunities you create for yourself.  The name of the success game in real estate is to master the art of online lead generation, lead conversion, and lead advocates.

Here are three simple tips to help you become a online social media Realtor master and absolutely knock it out of the part this home buying and selling season:

I. Maximizing Lead Generation


Obtaining leads is a must in real estate --- without a continual influx of leads, you are dead in the water.  Social media is a champ when it comes to lead generation.  When done right, it can garner a continual stream of leads for you and set you up for success this season.

First things first though.  Before you start posting randomly and wildly on various social channels, establish what your goal is --- how many leads do you need/want and who is your target audience (are you aiming for first-time home buyers, luxury sales, vacation properties buyers, etc.).  Then sit down and create an online strategy that will focus your attention towards the platforms and social channels where your target audience hangs out and create a target messages that will grab their attention and begin driving you the leads you want.

II. Optimizing Lead Conversion


Once you get the leads, now you must convert them.  The key here is honesty and relationship building -- you want to make a connection with your clients and build a solid relationship on the foundation of communication and trust.  The more they trust you, the more they'll share with you...and the more they'll share, the better you'll understand how to successfully meet their needs.

Although a conversion goal is great to fire-up your competitive edge with, you'll find that it's much easier to reach your target when you focus on your clients more than a conversion number.  Optimizing your strategy by staying in a constant two-way conversation with your clients, tailoring your delivery based on their needs whether it's texting, emailing, calling or responding to their questions on Facebook, and always provide timely responses.

When you develop a strong relationship with your clients, it will show in your performance and their overall satisfaction.

III. Creating Lead Advocates


If you handle steps one and two well, you'll find that step three will be incredibly easy!  Give your clients an avenue for providing feedback (email, website, survey) and make sure you promote their feedback on all of your online social platforms, such as your website, Facebook page, Twitter, Pinterest or LinkedIn.  It's important to put this feedback on channels where it will last and have staying power, versus channels like Snapchat where it will be gone and disappear after a short period of time.

It's these personal, online testimonials from your clients that will become your advocate messages --- helping to guide future potential clients your way and serving as the deciding factor when potential consumers are trying to differentiate between you and another Realtor they've found online.

Also, when you post your clients' kudos on an amazing job well done, make sure you tag them in the post. This way, their followers and friends will see it too.  Word of mouth is a huge game changer when it comes to refilling your lead pipeline and when one friend hears or sees that another friend has had such a great experience with you, they will keep that in mind when the time comes for them to buy or sell a home.

Building a strong social media strategy and online presence now, which you will continue to fuel throughout the summer with educational and informative content and listings, relationship building/two-way conversations, and outstanding customer support, will help you to continue to generate leads and achieve your ultimate end goal during this summer's buying and selling season.



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