GeoPoint DATA

Partner with Geopoint Data and unlock the full potential of your real estate career. Leverage our state of the art off market seller leads, skip tracing, database updating and printing/mailing capabilities. Geopoint Data will help you find and convert more deals - guaranteed!

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Real Estate Leads using Predictive Data

We build targeted leads using stacked data that delivers higher conversion rates.


GEOPOINT LEADS

GEOPOINT LEADS

GEOPOINT LEADS

Having an edge can mean the difference between closing a deal and missing out. That’s where GeoPoint Data comes in. Used by astute Real Estate Investors, forward-thinking Agents, and savvy Wholesalers, GeoPoint Data is not just a tool—it's your secret weapon in navigating the competitive market.. We build algorithmic data models that predict when someone is likely to sell their home. Our proprietary scoring system studies over 150 data points which can increase the likelihood of someone selling by 537%!

100%

Match Rate

99%

Homes Indexed

24/7

Updates

100%

Customizable

Transform Your Real Estate Strategies with GeoPoint Solutions

Discover the power of precision data to elevate your marketing, streamline your operations, and secure a competitive edge.

OFF MARKET MOTIVATED SELLER LEADS: REACH THE RIGHT HOMEOWNER AT THE RIGHT TIME

  • Unparalleled Conversion Rates: Market smarter, not harder. Our finely-tuned leads significantly boost your conversion rates, ensuring you reach homeowners ready to engage.
  • We have built and perfected four frequently updated nationwide lead databases for real estate professionals: Most Likely to List, Empty Nesters, Motivated Absentee Property Owners and Financially Distressed Homeowners w/ Equity. Every lead we provide includes a multi-source verified phone number (no need to skip trace) and 120-days of lead exclusivity.
  • Customizable Filters for Precision Targeting: Tailor your approach with specific filters like vacant properties, high equity, age, income, and credit score to refine your outreach and maximize results.

Skip Tracing: Complete Your Leads with Confidence

  • Rapid Data Completion: Our skip tracing service swiftly fills in the missing pieces of your lead lists, turning incomplete information into valuable contacts.
  • Extensive Database Reach: Access our vast reservoir of over 175MM landlines, 250MM cell phones, and 150MM email addresses to enhance your lead lists with high-quality homeowner information.
  • Drive Business Forward: Transform incomplete data into actionable leads. Our comprehensive append service equips you with the contacts you need to move your business ahead.

GEOPOINT MAIL: PROVEN END-TO-END PRINTING AND MAILING SOLUTION

  • Our Geopoint Mail in-house printing and mailing solution makes reaching the right homeowner with your brand and your message as easy as 1-2-3!
  • We Own Your Success: Unlike others, Geopoint Mail is backed by our very own state-of-the-art printing/mailing facility. This gives us two key advantages: Unbeatable Savings: By cutting out the middleman, we pass significant cost savings directly to you. We won't be beat on price, guaranteed. Unwavering Quality Control: Every step of the printing process is under our watchful eye, ensuring exceptional quality and on-time delivery for every campaign.
  • High-Quality Homeowner Information: Our commitment to accuracy and breadth of data provides you with reliable information, enabling you to make informed decisions and strategic moves in the market.
OFF MARKET MOTIVATED SELLER LEADS: REACH THE RIGHT HOMEOWNER AT THE RIGHT TIME
  • Unparalleled Conversion Rates: Market smarter, not harder. Our finely-tuned leads significantly boost your conversion rates, ensuring you reach homeowners ready to engage.
  • We have built and perfected four frequently updated nationwide lead databases for real estate professionals: Most Likely to List, Empty Nesters, Motivated Absentee Property Owners and Financially Distressed Homeowners w/ Equity. Every lead we provide includes a multi-source verified phone number (no need to skip trace) and 120-days of lead exclusivity.
  • Customizable Filters for Precision Targeting: Tailor your approach with specific filters like vacant properties, high equity, age, income, and credit score to refine your outreach and maximize results.
Skip Tracing: Complete Your Leads with Confidence
  • Rapid Data Completion: Our skip tracing service swiftly fills in the missing pieces of your lead lists, turning incomplete information into valuable contacts.
  • Extensive Database Reach: Access our vast reservoir of over 175MM landlines, 250MM cell phones, and 150MM email addresses to enhance your lead lists with high-quality homeowner information.
  • Drive Business Forward: Transform incomplete data into actionable leads. Our comprehensive append service equips you with the contacts you need to move your business ahead.
GEOPOINT MAIL: PROVEN END-TO-END PRINTING AND MAILING SOLUTION
  • Our Geopoint Mail in-house printing and mailing solution makes reaching the right homeowner with your brand and your message as easy as 1-2-3!
  • We Own Your Success: Unlike others, Geopoint Mail is backed by our very own state-of-the-art printing/mailing facility. This gives us two key advantages: Unbeatable Savings: By cutting out the middleman, we pass significant cost savings directly to you. We won't be beat on price, guaranteed. Unwavering Quality Control: Every step of the printing process is under our watchful eye, ensuring exceptional quality and on-time delivery for every campaign.
  • High-Quality Homeowner Information: Our commitment to accuracy and breadth of data provides you with reliable information, enabling you to make informed decisions and strategic moves in the market.

Success Stories

Real testimonials from professionals who’ve transformed their real estate journey with GeoPoint Data.

01

"Another investor recommended Geopoint Data and I have never been so happy! The quality of the data is fantastic and the customer service was excellent! The patience that they had answering newbie questions was great! Thank you so much guys!"

Vivenlin Go

02

"Eddie took care of me on correcting a stack list that wasn't correct. He provided excellent customer service. I ended up purchasing another 300 leads and now I understand how to build the stacks myself. Thank you again."

Burt Thornton

03

"This is the best skip tracing company I ever worked with we have been frequently getting our leads skip traced by Geopoint Data and we are getting the most accurate results. Very professional team and they provide the leads on time as what they promised. You can never go wrong with Geopoint Data thats for sure."

Antone Grae

01

"Another investor recommended Geopoint Data and I have never been so happy! The quality of the data is fantastic and the customer service was excellent! The patience that they had answering newbie questions was great! Thank you so much guys!"

Vivenlin Go |

02

"Eddie took care of me on correcting a stack list that wasn't correct. He provided excellent customer service. I ended up purchasing another 300 leads and now I understand how to build the stacks myself. Thank you again."

Burt Thornton |

03

"This is the best skip tracing company I ever worked with we have been frequently getting our leads skip traced by Geopoint Data and we are getting the most accurate results. Very professional team and they provide the leads on time as what they promised. You can never go wrong with Geopoint Data thats for sure."

Antone Grae |

Benefits

Features

Benefits

Why Choose GeoPoint

GeoPoint Data is a game-changer for anyone in real estate looking to operate more efficiently and effectively. With their targeted data solutions, you gain access to precision leads and insights that streamline your workflow and amplify your success. It’s about leveraging the right tools to not only meet but exceed your business goals.

150+

Data Points

99%

Coverage

98%

Accuracy

24/7

Support

FAQ

Find answers to your most pressing questions about GeoPoint Data and how it can revolutionize your real estate efforts.

01

What does Geopoint Data do?

At GeoPoint, we're not just crunching numbers; we're unlocking stories. Our advanced algorithms sift through over 150 data points to pinpoint those ready to sell their homes. We hand real estate pros the key to a goldmine of contacts – cell numbers, landlines, and emails – so they can make their mark in the market with precision and confidence.

02

How much does Geopoint Data cost?

GeoPoint Data's pricing is as tailored as our data, starting at $0.10 per record. Costs vary based on your needs, whether it's a per-record charge or a monthly subscription up to $10,000. Let's chat to work out a custom plan that fits your unique scenario like a glove.

03

What kind of data does Geopoint Data have?

GeoPoint Data is your go-to for laser-focused real estate insights. Our database is a goldmine of demographic details, revealing the pulse of neighborhoods. We provide comprehensive phone data to connect you directly with homeowners, alongside robust home ownership and property data that opens doors to potential sales. Our data paints a vivid picture, helping you strategize with precision in your real estate ventures.

04

What data does Geopoint Data offer?

Think of us as your nationwide real estate intel hub. Covering over 99% of U.S. homes, we offer comprehensive data on property specifics and homeowner contacts. Whether it's a downtown loft or a suburban retreat, if it's in the U.S., it's in our database.

05

How does Geopoint Data collect data?

Our data journey taps into diverse sources like CoreLogic's USPS Vacancy List for vacant properties, Distress List for insight into challenging situations, and Telecommunication Files for the latest in communication infrastructure. We blend these to give you a clear picture of the property and communication landscape.

06

What are the best use cases for Geopoint Data’s data?

GeoPoint Data is the secret weapon for Real Estate Agents, Wholesalers, and Investors. It's designed to give these professionals the upper hand, whether in finding the next big sale, securing a lucrative deal, or identifying the most promising investment opportunities.

LEARN MORE

LEARN MORE

Relevant Articles

Dive deeper into expert advice, industry trends, and actionable strategies with our comprehensive collection of articles.

01

Managing Your Database: Unveiling Strategies for Effective Real Estate Lead Follow-Up

Welcome back to Brilliant Talks, our free coaching program for real estate agents. In this session, we will discuss your database, specifically how to use the information you see on the backend of your CRMs to improve your lead follow-up.

There are a lot of opportunities there that we sometimes miss because they are “invisible” to us. Or we just don’t dive deep enough to fully understand it.

I’ve gotten a lot of questions about this topic, so Mark and I go through the process of what we do with our CRMs, namely Follow Up Boss and Chime, when we follow up with the leads that come into our database.

Information is crucial in business, and sometimes we already have that information in our hands. It is just a matter of how we dissect that information to get a better understanding of our consumers so that we can better optimize and personalize the service we give them.

Watch the full video here if you want to follow along with how we break it down from our system’s backend.

Your CRM

Whatever CRM you use for your database, you probably have it linked with all of your websites and landing pages, as well as your automated processes and action plans.

The main systems we use are Follow Up Boss and Chime, and we are partnered with Ylopo for Google PPC lead generation and retargeting, so that is integrated into our CRMs as well.

When a lead comes in through Google AdWords, they are directed to one of our websites and made to answer a questionnaire. This allows us to get a better understanding of our lead: what type of property are they looking for? When are they planning to buy? Are they planning to sell their homes before buying a new property? 

It is set up in a way that they have to answer a specific percentage of the whole questionnaire (around more than half) in order for that lead to enter our database. If they opt out of the questionnaire before they answer the targeted number of questions, that means they aren’t as serious about buying yet, and that lead’s information is filtered out of our system. That is how Ylopo ensures we can get better-quality leads through that dynamic registration process.

When a lead comes in, we look at the information they provided.

Understanding your lead

You can get a better understanding of who your lead is, what they might be thinking, and what they need based on a handful of details you were able to get from them. It all boils down to the kinds of questions you ask and diving deep into what the answers to those questions will reveal about the psyche of your consumers.

The more information you have and, depending on the quality of your questions, the more you can understand the person you’ll be reaching out to. And understanding your customer is crucial to building a great business relationship and providing an excellent customer experience.

The first thing we look at is their name, and then their email. Sometimes, their email alone contains specific details about the lead. For example, many people put their birthdays and full names on their emails. Or if they are using AOL as an email platform, for example, it is highly likely that the lead is within an older demographic.

It is critical to understand these details because they will help you determine how to approach your lead once you contact them via phone, text, or email.

We also take a look at their phone numbers, area codes, and addresses, if they are provided.

The tags, which give us an overview of the lead, such as what specific area they are looking to buy a house in, as well as other information that we designated as important: did they provide a valid address, and if they came in through the dynamic registration, are the next thing we look at. We also look at whether they are planning to sell before they buy.

Once we’ve looked at the tags, we take a look at the leads’ answers to the questionnaire. This part is often rich in information. 

  • What type of property are they looking for? 
  • How many bedrooms? How many bathrooms? 
  • How big of a house do they want? 
  • Are they looking for a home with a specific view? 
  • If they plan to sell before they buy, what area is that property located in? 
  • How do they plan to pay for the home?

This helps us know how to better serve the customer, have a better understanding of their financial status and how serious they are in making the purchase, as well as spot other business opportunities, such as if they are planning to sell.

We also take a look at their activity on our website. What properties did they look at? Did they save any properties? How long were they on our site? What are the price points of the homes they checked out on our page? At what point did they check out?

If they looked at two properties and got off our site after seeing $7 million homes, then that might mean that the price had turned them off. Or if they saved a property and stayed on our site for a considerable amount of time, that is a good indication that they are pretty serious about purchasing in the near future.

Once I have taken a look at the relevant information and understood my lead a lot better, I am now more prepared when I reach out to them.

There are a hundred different ways our conversations can play out, but the more information I have, the faster I can think on my feet and see opportunities I might have otherwise missed. Are they set on that specific area, or would they be interested in a good adjacent city with lower price points but similar views? Do they want a condo or a family home? What other ways can I serve this person? What action plans do we have in place that would work best for this lead?

We can better identify their needs and offer a solution for them if we have a deeper understanding of the consumer.

Some final thoughts…

A lot of us think that online leads suck, but they don’t. In fact, the leads that we buy from companies like Zillow and Redfin are also generated through Google PPC. We just need to step up our game in terms of getting relevant information that will help us understand the leads better and come up with a system to filter out the good-quality leads from the meh ones.

If we can do that, then we can skip the expensive middleman and invest in generating our own online leads for a cheaper price.

This is one way we can push our prospecting online to a higher level. Of course, getting the sale depends a lot on how you communicate, follow up, and nurture your leads. But when we can get better-quality leads and understand them better, we can see more opportunities and be more effective with the approach we use.

I hope that helps, and if you are interested in going deeper into our processes of generating leads and following up with them, we do have individual and group coaching services. You can message me if you are interested or if you have any questions. I always love hearing from you.

We also do this weekly for free, so sign up below if you want to join us next week! 

Have an awesome day.

Managing Your Database: Unveiling Strategies for Effective Real Estate Lead Follow-Up

Welcome back to Brilliant Talks, our free coaching program for real estate agents. In this session, we will discuss your database, specifically how to use the information you see on the backend of your CRMs to improve your lead follow-up.

There are a lot of opportunities there that we sometimes miss because they are “invisible” to us. Or we just don’t dive deep enough to fully understand it.

I’ve gotten a lot of questions about this topic, so Mark and I go through the process of what we do with our CRMs, namely Follow Up Boss and Chime, when we follow up with the leads that come into our database.

Information is crucial in business, and sometimes we already have that information in our hands. It is just a matter of how we dissect that information to get a better understanding of our consumers so that we can better optimize and personalize the service we give them.

Watch the full video here if you want to follow along with how we break it down from our system’s backend.

Your CRM

Whatever CRM you use for your database, you probably have it linked with all of your websites and landing pages, as well as your automated processes and action plans.

The main systems we use are Follow Up Boss and Chime, and we are partnered with Ylopo for Google PPC lead generation and retargeting, so that is integrated into our CRMs as well.

When a lead comes in through Google AdWords, they are directed to one of our websites and made to answer a questionnaire. This allows us to get a better understanding of our lead: what type of property are they looking for? When are they planning to buy? Are they planning to sell their homes before buying a new property? 

It is set up in a way that they have to answer a specific percentage of the whole questionnaire (around more than half) in order for that lead to enter our database. If they opt out of the questionnaire before they answer the targeted number of questions, that means they aren’t as serious about buying yet, and that lead’s information is filtered out of our system. That is how Ylopo ensures we can get better-quality leads through that dynamic registration process.

When a lead comes in, we look at the information they provided.

Understanding your lead

You can get a better understanding of who your lead is, what they might be thinking, and what they need based on a handful of details you were able to get from them. It all boils down to the kinds of questions you ask and diving deep into what the answers to those questions will reveal about the psyche of your consumers.

The more information you have and, depending on the quality of your questions, the more you can understand the person you’ll be reaching out to. And understanding your customer is crucial to building a great business relationship and providing an excellent customer experience.

The first thing we look at is their name, and then their email. Sometimes, their email alone contains specific details about the lead. For example, many people put their birthdays and full names on their emails. Or if they are using AOL as an email platform, for example, it is highly likely that the lead is within an older demographic.

It is critical to understand these details because they will help you determine how to approach your lead once you contact them via phone, text, or email.

We also take a look at their phone numbers, area codes, and addresses, if they are provided.

The tags, which give us an overview of the lead, such as what specific area they are looking to buy a house in, as well as other information that we designated as important: did they provide a valid address, and if they came in through the dynamic registration, are the next thing we look at. We also look at whether they are planning to sell before they buy.

Once we’ve looked at the tags, we take a look at the leads’ answers to the questionnaire. This part is often rich in information. 

  • What type of property are they looking for? 
  • How many bedrooms? How many bathrooms? 
  • How big of a house do they want? 
  • Are they looking for a home with a specific view? 
  • If they plan to sell before they buy, what area is that property located in? 
  • How do they plan to pay for the home?

This helps us know how to better serve the customer, have a better understanding of their financial status and how serious they are in making the purchase, as well as spot other business opportunities, such as if they are planning to sell.

We also take a look at their activity on our website. What properties did they look at? Did they save any properties? How long were they on our site? What are the price points of the homes they checked out on our page? At what point did they check out?

If they looked at two properties and got off our site after seeing $7 million homes, then that might mean that the price had turned them off. Or if they saved a property and stayed on our site for a considerable amount of time, that is a good indication that they are pretty serious about purchasing in the near future.

Once I have taken a look at the relevant information and understood my lead a lot better, I am now more prepared when I reach out to them.

There are a hundred different ways our conversations can play out, but the more information I have, the faster I can think on my feet and see opportunities I might have otherwise missed. Are they set on that specific area, or would they be interested in a good adjacent city with lower price points but similar views? Do they want a condo or a family home? What other ways can I serve this person? What action plans do we have in place that would work best for this lead?

We can better identify their needs and offer a solution for them if we have a deeper understanding of the consumer.

Some final thoughts…

A lot of us think that online leads suck, but they don’t. In fact, the leads that we buy from companies like Zillow and Redfin are also generated through Google PPC. We just need to step up our game in terms of getting relevant information that will help us understand the leads better and come up with a system to filter out the good-quality leads from the meh ones.

If we can do that, then we can skip the expensive middleman and invest in generating our own online leads for a cheaper price.

This is one way we can push our prospecting online to a higher level. Of course, getting the sale depends a lot on how you communicate, follow up, and nurture your leads. But when we can get better-quality leads and understand them better, we can see more opportunities and be more effective with the approach we use.

I hope that helps, and if you are interested in going deeper into our processes of generating leads and following up with them, we do have individual and group coaching services. You can message me if you are interested or if you have any questions. I always love hearing from you.

We also do this weekly for free, so sign up below if you want to join us next week! 

Have an awesome day.

02

Unlocking Success: A Step-by-Step Guide to Converting Online Real Estate Leads

Let’s talk about online lead conversion, specifically leads from Google PPC, Adwords, SEO, or Facebook leads. We’ve touched on online leads in several previous sessions of Brilliant Talks, but today, I want to focus on the process that we go through, from the inception of the online lead, up to nurturing or closing, or somewhere along those lines.

This is the flowchart of our process for online leads coming in from Google or Facebook. 

I will go through the process step-by-step and answer some of the frequently asked questions I get.

Questionnaire

When a lead clicks on a Google or Facebook ad that redirects them to any of our landing pages, we have them answer a questionnaire. This helps us get a better picture of what the lead wants, and where they are more or less in the real estate buying or selling journey.

Here is some of the information we ask for in that questionnaire:

  • When do they plan to buy?
  • How often do they want to receive property listings from us?
  • Are they going to pay in cash or loan?
  • Do they have a specific view they want for their home?
  • Are they ready to view listings?
  • Do they want to talk to a home search consultant?
  • Do they plan to sell [their current home] before buying?
  • How many bedrooms and bathrooms are they looking for in a home?
  • What size home are they searching for?

This is just some of the information, and I usually pay attention to the first two questions: The first one helps me see how ready this lead is to buy/sell, and the second tells me how often I should follow up so that they won’t find it annoying or spam-y.

The more questions they answer, the better the quality of the leads.

CRM

The leads’ answers to the questionnaires are linked to my CRM, and they are automatically retargeted for real estate ads.

We use Chime and Follow Up Boss, but there are a lot of CRMs available out there. I also got asked which one between the two that we use and recommend is better. The answer is: it depends. But, if you don’t have a website, Chime does offer both a website and a CRM. If you already have your own website, you might find that redundant. You can use Follow Up Boss instead, and link your website to their CRM.

Calling online leads

Ideally, you should call the lead within three minutes of them going through your CRM because their interest levels are highest while they are still on your website. 

Imagine going to a store in the mall. If someone comes to you and assists you while your hand is up and you are actually looking, chances are you’re going to buy. But once you step out of the store and you get a text or call later on, you are no longer as interested as when you were in there.

What most of us miss is that similar principles apply to online leads.

Another thing that most agents miss is, when the lead doesn’t answer on the first or second call, sending them a text and an email saying “Hey, I called you earlier. Sorry I missed you…” They skip this part thinking it doesn’t work, but let me tell you, texts and emails do. Particularly emails. Based on experience, some of our million-dollar closings are from entrepreneurs, and they are leads that check their emails frequently.

So, don’t skip the text and emails, especially the nudge text 20-40 minutes. Sometimes, people are in the middle of something when they see your ad. The nudge text increases your chances of catching them when they are available.

When you text your online leads, avoid asking yes or no questions. Instead, ask questions like “You came in looking for a condo in Malibu. Are you looking for a beach view or one further up the mountain?” Give them choices that will prompt them to tell you what it is they are looking for in a home.

Because the main goal of your first call with a lead is to get as much information as possible about what type of home they want. This way, you can set up and streamline your home search, and you ensure that you are not spamming them with properties they wouldn’t like.

The goal is to not be mistaken as a robot if you do send them a text or email. If they respond to you with “Stop,” it means your messaging needs improvement. However, you can still save the conversation by lightheartedly letting them know that you are a human, not a robot, and that you understand the confusion because you’ve received tons of spam texts and emails too.

Lastly, once you do get them on a call, remember that your tone matters. Plus, the most important part is to pay attention to what they are saying. Don’t approach the conversation to get to a close, use it as an opportunity to build relationships. Watch the replay of this Brilliant Talks coaching session to see a role-play of a sample call with an online lead.

Automation

When it comes to automating follow-up and nurturing, some people think “Isn’t that overkill?” It isn’t. Sometimes we get busy. By automating part of the process, we save ourselves time and effort. It allows us to show some clients’ homes in person while making sure that we are touching our database. Let’s utilize the tech available to us to simplify our lives and help us focus on higher-leverage tasks.

Final thoughts…

We won’t get a close on our first call. Not even on the second, third, or fourth interaction. However, we are building relationships by giving value to each conversation. It sends the message that we pay attention to what they are saying, and we are catering to their needs at their own pace. They are the ones in control, we are just there to assist in their real estate journey.

You can’t force a person to buy something if they don’t want to. Your online leads might be a ways away from being ready. They could be waiting for better interest rates. They might not even be sure yet where or what they are looking for in a home.

If your lead isn’t ready to buy yet, that’s okay. Focus on building meaningful relationships with them through the nurturing and follow-up process.

Your job is to give them what they want by using the expertise you have: Finding properties that suit their needs and requirements.

Unlocking Success: A Step-by-Step Guide to Converting Online Real Estate Leads

Let’s talk about online lead conversion, specifically leads from Google PPC, Adwords, SEO, or Facebook leads. We’ve touched on online leads in several previous sessions of Brilliant Talks, but today, I want to focus on the process that we go through, from the inception of the online lead, up to nurturing or closing, or somewhere along those lines.

This is the flowchart of our process for online leads coming in from Google or Facebook. 

I will go through the process step-by-step and answer some of the frequently asked questions I get.

Questionnaire

When a lead clicks on a Google or Facebook ad that redirects them to any of our landing pages, we have them answer a questionnaire. This helps us get a better picture of what the lead wants, and where they are more or less in the real estate buying or selling journey.

Here is some of the information we ask for in that questionnaire:

  • When do they plan to buy?
  • How often do they want to receive property listings from us?
  • Are they going to pay in cash or loan?
  • Do they have a specific view they want for their home?
  • Are they ready to view listings?
  • Do they want to talk to a home search consultant?
  • Do they plan to sell [their current home] before buying?
  • How many bedrooms and bathrooms are they looking for in a home?
  • What size home are they searching for?

This is just some of the information, and I usually pay attention to the first two questions: The first one helps me see how ready this lead is to buy/sell, and the second tells me how often I should follow up so that they won’t find it annoying or spam-y.

The more questions they answer, the better the quality of the leads.

CRM

The leads’ answers to the questionnaires are linked to my CRM, and they are automatically retargeted for real estate ads.

We use Chime and Follow Up Boss, but there are a lot of CRMs available out there. I also got asked which one between the two that we use and recommend is better. The answer is: it depends. But, if you don’t have a website, Chime does offer both a website and a CRM. If you already have your own website, you might find that redundant. You can use Follow Up Boss instead, and link your website to their CRM.

Calling online leads

Ideally, you should call the lead within three minutes of them going through your CRM because their interest levels are highest while they are still on your website. 

Imagine going to a store in the mall. If someone comes to you and assists you while your hand is up and you are actually looking, chances are you’re going to buy. But once you step out of the store and you get a text or call later on, you are no longer as interested as when you were in there.

What most of us miss is that similar principles apply to online leads.

Another thing that most agents miss is, when the lead doesn’t answer on the first or second call, sending them a text and an email saying “Hey, I called you earlier. Sorry I missed you…” They skip this part thinking it doesn’t work, but let me tell you, texts and emails do. Particularly emails. Based on experience, some of our million-dollar closings are from entrepreneurs, and they are leads that check their emails frequently.

So, don’t skip the text and emails, especially the nudge text 20-40 minutes. Sometimes, people are in the middle of something when they see your ad. The nudge text increases your chances of catching them when they are available.

When you text your online leads, avoid asking yes or no questions. Instead, ask questions like “You came in looking for a condo in Malibu. Are you looking for a beach view or one further up the mountain?” Give them choices that will prompt them to tell you what it is they are looking for in a home.

Because the main goal of your first call with a lead is to get as much information as possible about what type of home they want. This way, you can set up and streamline your home search, and you ensure that you are not spamming them with properties they wouldn’t like.

The goal is to not be mistaken as a robot if you do send them a text or email. If they respond to you with “Stop,” it means your messaging needs improvement. However, you can still save the conversation by lightheartedly letting them know that you are a human, not a robot, and that you understand the confusion because you’ve received tons of spam texts and emails too.

Lastly, once you do get them on a call, remember that your tone matters. Plus, the most important part is to pay attention to what they are saying. Don’t approach the conversation to get to a close, use it as an opportunity to build relationships. Watch the replay of this Brilliant Talks coaching session to see a role-play of a sample call with an online lead.

Automation

When it comes to automating follow-up and nurturing, some people think “Isn’t that overkill?” It isn’t. Sometimes we get busy. By automating part of the process, we save ourselves time and effort. It allows us to show some clients’ homes in person while making sure that we are touching our database. Let’s utilize the tech available to us to simplify our lives and help us focus on higher-leverage tasks.

Final thoughts…

We won’t get a close on our first call. Not even on the second, third, or fourth interaction. However, we are building relationships by giving value to each conversation. It sends the message that we pay attention to what they are saying, and we are catering to their needs at their own pace. They are the ones in control, we are just there to assist in their real estate journey.

You can’t force a person to buy something if they don’t want to. Your online leads might be a ways away from being ready. They could be waiting for better interest rates. They might not even be sure yet where or what they are looking for in a home.

If your lead isn’t ready to buy yet, that’s okay. Focus on building meaningful relationships with them through the nurturing and follow-up process.

Your job is to give them what they want by using the expertise you have: Finding properties that suit their needs and requirements.

03

Real Estate PPC Guide: Strategies for Maximizing Your ROI

Pay-Per-Click (PPC) is a prevalent form of online advertising used across various industries, including real estate. The fundamental premise of PPC is that advertisers compensate the publisher only when their ad is clicked by a potential client. This model is particularly advantageous for real estate professionals as it allows them to target individuals actively looking for properties.

Within the digital world, PPC placements can be spotted in prime locations on search engine results pages, such as at the top or sides.

These advertisements can be found through multiple platforms like Google, Bing, and even specialized websites like Yelp, providing extensive reach.

Notably, one of the chief benefits of real estate PPC campaigns lies in their ability to garner the attention of a well-defined audience, leading to effective lead generation in the competitive property market.

  • Cost-effective for generating leads
  • Targets active property searchers
  • Visible in prime digital locations
  • Functions on a multitude of search platforms

Benefits of PPC Advertising for Realtors

Realtors face intense competition in the digital space, which necessitates innovative marketing strategies. PPC advertising offers a targeted approach that caters specifically to users actively seeking properties. For example, a search query like “San Francisco Homes for Sale” signals immediate buyer interest. Here’s why this matters:

  1. Highly Targeted Traffic: Real estate PPC ads intercept potential buyers exactly when they are searching for properties, ensuring that agents spend their advertising budget on leads with a higher likelihood of conversion.
  2. Strategic Budget Use: Unlike indiscriminate methods, PPC campaigns focus on users with a genuine interest in buying or selling in specific locales.
  3. Competitive Edge: The real estate market is dominated by large platforms that often overshadow smaller realtor websites. PPC allows for a more balanced competition by relying on factors other than budget size.

Realtors investing in PPC can expect to engage with leads that have a clear intent to buy or sell, therefore maximizing the return on their investment in digital advertising. Furthermore, leveraging PPC can increase visibility on social media and boost overall real estate marketing efforts for any real estate business.

Understanding the Mechanics Behind Google Ads

Google Ads operates as a sophisticated platform where real estate agents can engage in pay-per-click (PPC) advertising to enhance their online presence. This digital marketplace utilizes a critical auction system each time a relevant search query is made on Google.

Only ads meeting Google’s strict requirements progress past the initial selection stage, ensuring a high level of relevance and quality.

Once an ad passes the initial filter, it faces the Ad Rank evaluation, which weighs two fundamental components:

  • Maximum Bid: This is the highest amount an advertiser is willing to pay per click, reflecting their investment in gaining a lead.
  • Quality Score: This multifaceted metric assesses expected click-through rates, relevance of the search to the ad, and the quality of the landing page experience. Adjusting dynamically with each auction, the Quality Score is ad-specific and crucial for campaign efficacy.
Ad bidding

The relevance of the Quality Score lies in its ability to balance the playing field, allowing smaller budgets to compete with larger ones successfully. A high score can potentially surpass even substantial bids, demonstrating that financial clout isn’t the sole deciding factor.

Ads with favorable scores — indicating relevance and a positive user experience — can achieve favorable positions on the search engine results page (SERP).

Effectively, this algorithmic approach means that a well-optimized ad campaign on Google has the potential to direct a significant volume of targeted traffic to your landing pages.

These visitors are quantifiable through the click-through rate, which tallies the frequency of ad clicks against impressions. For real estate professionals, mastering Google PPC can be transformative, significantly increasing earnings from online leads when done correctly.

Exploring PPC Platforms: Bing and Google

Bing’s Untapped Potential in PPC Advertising:

  • Monthly Searches: Bing processes approximately 5 billion searches each month.
  • Market Share: Around 35% of the US desktop search market is captured by Bing.
  • Demographics: Bing’s user base predominantly consists of individuals aged 35 and up.
  • Network Reach: Bing’s advertisements also appear on other platforms like AOL and Yahoo.
  • Geographic Concentration: Approximately 85% of Bing’s users are located in the United States.
  • Income Bracket: Around 38% of Bing’s user base has a household income exceeding $100,000.

Given these insights, diversifying PPC campaigns to include Bing, in addition to Google, could be a strategically sound move.

While Google stays the dominant search engine, integrating Bing Ads could allow access to a segment of the market that’s often overlooked, yet possesses a considerable purchasing power and age demographic likely to engage in real estate transactions.

This integration can potentially lead to a more comprehensive reach and an improved return on investment for your real estate advertising efforts.

Real Estate PPC Lead Acquisition Costs

Typical RangeFactors Influencing CostKey Consideration
$5 – $15 per leadGeographic location, market competition, seasonal trendsEffective and continual testing of your ads and is essential for a successful campaign. It may take 2 to 3 months before your ads start to really dial-in.

Evaluating Lead Acquisition Costs

In assessing the value of lead generation, one should weigh multiple factors beyond just the cost per lead. Critical elements include:

  1. Conversion Rate: The percentage of leads that convert into clients.
  2. Click-Through Rate (CTR): An indicator of the effectiveness of an advertisement to engage potential leads.
  3. Return on Investment (ROI): The ultimate measure of campaign success, revealing the profitability of leads relative to the costs.

A strategic approach focuses on maximizing ROI, rather than minimizing lead costs alone, taking into account the potential value of properties prospects are interested in. Successful campaigns don’t just minimize spending; they optimize for the greatest return.

Understanding Lead Identification

A “lead” typically refers to an individual who has shown interest in property listings by engaging with an advertisement and subsequently registering on the relevant website. A standard process involves:

  • Interaction with the Ad: A potential buyer clicks on an ad for a property they find appealing.
  • Lead Capture Mechanism Activation: Upon clicking, a pop-up appears prompting the visitor to provide their contact details.
  • Information Submission: The visitor fills out the form, which might request their name, email, and phone number.
  • CRM Integration: The submitted details are automatically entered into a Customer Relationship Management (CRM) system, enabling the real estate professional to follow up through calls, texts, or emails.

It’s noteworthy that not every lead will enter genuine contact information; some might omit their phone number, for example. This occurrence is typical in scenarios employing a mandatory lead capture feature. The overarching aim is to direct potential clients to well-designed landing pages — a crucial precursor to initiating PPC campaigns.

Evaluating Lead Quality

It’s crucial to recognize the variability in what constitutes a “quality” lead.

The spectrum of PPC leads encompasses immediate buyers or sellers, future prospects, inquiries for others, individuals already working with agents, and even false contacts.

Real estate professionals, after maintaining PPC campaigns over one to two years, experience conversion rates ranging from 1-5%.

Strategic follow-up techniques can significantly alter lead quality. Adequate skills in addressing concerns and demonstrating value can transform a casual looker into an active purchaser.

Remarketing strategies on social media platforms like Facebook, Instagram, and TikTok contribute to a robust online advertising initiative. By targeting these users who have already shown interest, realtors can enhance the quality of PPC leads.

Continuous investment and refinement of advertising strategies on social media, coupled with measurable conversion tracking, often lead to improved outcomes in lead generation and quality.

Close The Deal via PPC Campaigns

Here are some crucial points to consider:

  • Typically, a sale might close within 3 to 6 months after initiating a Google Ads PPC campaign.
  • This period can effectively offset the PPC campaign’s costs for the year.
  • A more extensive timeline, narrating that a lead could take 12 to 18 months to culminate in a sale, is not uncommon.
  • Initial close rates for new PPC campaigns can be as low as 1%, which underscores PPC advertising as a long-term strategy.
  • With diligent follow-up and a refined workflow, closing rates in subsequent years could improve to 2-3%.

No-Contract PPC Marketing with Askterisk

Askterisk Marketing stands out as the premier choice for real estate professionals seeking impactful, results-driven PPC marketing without the commitment of long-term contracts.

Their expertise in the intricacies of pay-per-click advertising ensures that real estate agents can maximize their return on investment by targeting potential buyers precisely when they are most interested.

Let Askterisk Marketing be your ally in navigating the complex world of PPC, driving leads, and closing deals with unmatched efficiency and effectiveness.

Book A Demo with Asterisk!

Real Estate PPC Guide: Strategies for Maximizing Your ROI

Pay-Per-Click (PPC) is a prevalent form of online advertising used across various industries, including real estate. The fundamental premise of PPC is that advertisers compensate the publisher only when their ad is clicked by a potential client. This model is particularly advantageous for real estate professionals as it allows them to target individuals actively looking for properties.

Within the digital world, PPC placements can be spotted in prime locations on search engine results pages, such as at the top or sides.

These advertisements can be found through multiple platforms like Google, Bing, and even specialized websites like Yelp, providing extensive reach.

Notably, one of the chief benefits of real estate PPC campaigns lies in their ability to garner the attention of a well-defined audience, leading to effective lead generation in the competitive property market.

  • Cost-effective for generating leads
  • Targets active property searchers
  • Visible in prime digital locations
  • Functions on a multitude of search platforms

Benefits of PPC Advertising for Realtors

Realtors face intense competition in the digital space, which necessitates innovative marketing strategies. PPC advertising offers a targeted approach that caters specifically to users actively seeking properties. For example, a search query like “San Francisco Homes for Sale” signals immediate buyer interest. Here’s why this matters:

  1. Highly Targeted Traffic: Real estate PPC ads intercept potential buyers exactly when they are searching for properties, ensuring that agents spend their advertising budget on leads with a higher likelihood of conversion.
  2. Strategic Budget Use: Unlike indiscriminate methods, PPC campaigns focus on users with a genuine interest in buying or selling in specific locales.
  3. Competitive Edge: The real estate market is dominated by large platforms that often overshadow smaller realtor websites. PPC allows for a more balanced competition by relying on factors other than budget size.

Realtors investing in PPC can expect to engage with leads that have a clear intent to buy or sell, therefore maximizing the return on their investment in digital advertising. Furthermore, leveraging PPC can increase visibility on social media and boost overall real estate marketing efforts for any real estate business.

Understanding the Mechanics Behind Google Ads

Google Ads operates as a sophisticated platform where real estate agents can engage in pay-per-click (PPC) advertising to enhance their online presence. This digital marketplace utilizes a critical auction system each time a relevant search query is made on Google.

Only ads meeting Google’s strict requirements progress past the initial selection stage, ensuring a high level of relevance and quality.

Once an ad passes the initial filter, it faces the Ad Rank evaluation, which weighs two fundamental components:

  • Maximum Bid: This is the highest amount an advertiser is willing to pay per click, reflecting their investment in gaining a lead.
  • Quality Score: This multifaceted metric assesses expected click-through rates, relevance of the search to the ad, and the quality of the landing page experience. Adjusting dynamically with each auction, the Quality Score is ad-specific and crucial for campaign efficacy.
Ad bidding

The relevance of the Quality Score lies in its ability to balance the playing field, allowing smaller budgets to compete with larger ones successfully. A high score can potentially surpass even substantial bids, demonstrating that financial clout isn’t the sole deciding factor.

Ads with favorable scores — indicating relevance and a positive user experience — can achieve favorable positions on the search engine results page (SERP).

Effectively, this algorithmic approach means that a well-optimized ad campaign on Google has the potential to direct a significant volume of targeted traffic to your landing pages.

These visitors are quantifiable through the click-through rate, which tallies the frequency of ad clicks against impressions. For real estate professionals, mastering Google PPC can be transformative, significantly increasing earnings from online leads when done correctly.

Exploring PPC Platforms: Bing and Google

Bing’s Untapped Potential in PPC Advertising:

  • Monthly Searches: Bing processes approximately 5 billion searches each month.
  • Market Share: Around 35% of the US desktop search market is captured by Bing.
  • Demographics: Bing’s user base predominantly consists of individuals aged 35 and up.
  • Network Reach: Bing’s advertisements also appear on other platforms like AOL and Yahoo.
  • Geographic Concentration: Approximately 85% of Bing’s users are located in the United States.
  • Income Bracket: Around 38% of Bing’s user base has a household income exceeding $100,000.

Given these insights, diversifying PPC campaigns to include Bing, in addition to Google, could be a strategically sound move.

While Google stays the dominant search engine, integrating Bing Ads could allow access to a segment of the market that’s often overlooked, yet possesses a considerable purchasing power and age demographic likely to engage in real estate transactions.

This integration can potentially lead to a more comprehensive reach and an improved return on investment for your real estate advertising efforts.

Real Estate PPC Lead Acquisition Costs

Typical RangeFactors Influencing CostKey Consideration
$5 – $15 per leadGeographic location, market competition, seasonal trendsEffective and continual testing of your ads and is essential for a successful campaign. It may take 2 to 3 months before your ads start to really dial-in.

Evaluating Lead Acquisition Costs

In assessing the value of lead generation, one should weigh multiple factors beyond just the cost per lead. Critical elements include:

  1. Conversion Rate: The percentage of leads that convert into clients.
  2. Click-Through Rate (CTR): An indicator of the effectiveness of an advertisement to engage potential leads.
  3. Return on Investment (ROI): The ultimate measure of campaign success, revealing the profitability of leads relative to the costs.

A strategic approach focuses on maximizing ROI, rather than minimizing lead costs alone, taking into account the potential value of properties prospects are interested in. Successful campaigns don’t just minimize spending; they optimize for the greatest return.

Understanding Lead Identification

A “lead” typically refers to an individual who has shown interest in property listings by engaging with an advertisement and subsequently registering on the relevant website. A standard process involves:

  • Interaction with the Ad: A potential buyer clicks on an ad for a property they find appealing.
  • Lead Capture Mechanism Activation: Upon clicking, a pop-up appears prompting the visitor to provide their contact details.
  • Information Submission: The visitor fills out the form, which might request their name, email, and phone number.
  • CRM Integration: The submitted details are automatically entered into a Customer Relationship Management (CRM) system, enabling the real estate professional to follow up through calls, texts, or emails.

It’s noteworthy that not every lead will enter genuine contact information; some might omit their phone number, for example. This occurrence is typical in scenarios employing a mandatory lead capture feature. The overarching aim is to direct potential clients to well-designed landing pages — a crucial precursor to initiating PPC campaigns.

Evaluating Lead Quality

It’s crucial to recognize the variability in what constitutes a “quality” lead.

The spectrum of PPC leads encompasses immediate buyers or sellers, future prospects, inquiries for others, individuals already working with agents, and even false contacts.

Real estate professionals, after maintaining PPC campaigns over one to two years, experience conversion rates ranging from 1-5%.

Strategic follow-up techniques can significantly alter lead quality. Adequate skills in addressing concerns and demonstrating value can transform a casual looker into an active purchaser.

Remarketing strategies on social media platforms like Facebook, Instagram, and TikTok contribute to a robust online advertising initiative. By targeting these users who have already shown interest, realtors can enhance the quality of PPC leads.

Continuous investment and refinement of advertising strategies on social media, coupled with measurable conversion tracking, often lead to improved outcomes in lead generation and quality.

Close The Deal via PPC Campaigns

Here are some crucial points to consider:

  • Typically, a sale might close within 3 to 6 months after initiating a Google Ads PPC campaign.
  • This period can effectively offset the PPC campaign’s costs for the year.
  • A more extensive timeline, narrating that a lead could take 12 to 18 months to culminate in a sale, is not uncommon.
  • Initial close rates for new PPC campaigns can be as low as 1%, which underscores PPC advertising as a long-term strategy.
  • With diligent follow-up and a refined workflow, closing rates in subsequent years could improve to 2-3%.

No-Contract PPC Marketing with Askterisk

Askterisk Marketing stands out as the premier choice for real estate professionals seeking impactful, results-driven PPC marketing without the commitment of long-term contracts.

Their expertise in the intricacies of pay-per-click advertising ensures that real estate agents can maximize their return on investment by targeting potential buyers precisely when they are most interested.

Let Askterisk Marketing be your ally in navigating the complex world of PPC, driving leads, and closing deals with unmatched efficiency and effectiveness.

Book A Demo with Asterisk!

01

Managing Your Database: Unveiling Strategies for Effective Real Estate Lead Follow-Up

Welcome back to Brilliant Talks, our free coaching program for real estate agents. In this session, we will discuss your database, specifically how to use the information you see on the backend of your CRMs to improve your lead follow-up.

There are a lot of opportunities there that we sometimes miss because they are “invisible” to us. Or we just don’t dive deep enough to fully understand it.

I’ve gotten a lot of questions about this topic, so Mark and I go through the process of what we do with our CRMs, namely Follow Up Boss and Chime, when we follow up with the leads that come into our database.

Information is crucial in business, and sometimes we already have that information in our hands. It is just a matter of how we dissect that information to get a better understanding of our consumers so that we can better optimize and personalize the service we give them.

Watch the full video here if you want to follow along with how we break it down from our system’s backend.

Your CRM

Whatever CRM you use for your database, you probably have it linked with all of your websites and landing pages, as well as your automated processes and action plans.

The main systems we use are Follow Up Boss and Chime, and we are partnered with Ylopo for Google PPC lead generation and retargeting, so that is integrated into our CRMs as well.

When a lead comes in through Google AdWords, they are directed to one of our websites and made to answer a questionnaire. This allows us to get a better understanding of our lead: what type of property are they looking for? When are they planning to buy? Are they planning to sell their homes before buying a new property? 

It is set up in a way that they have to answer a specific percentage of the whole questionnaire (around more than half) in order for that lead to enter our database. If they opt out of the questionnaire before they answer the targeted number of questions, that means they aren’t as serious about buying yet, and that lead’s information is filtered out of our system. That is how Ylopo ensures we can get better-quality leads through that dynamic registration process.

When a lead comes in, we look at the information they provided.

Understanding your lead

You can get a better understanding of who your lead is, what they might be thinking, and what they need based on a handful of details you were able to get from them. It all boils down to the kinds of questions you ask and diving deep into what the answers to those questions will reveal about the psyche of your consumers.

The more information you have and, depending on the quality of your questions, the more you can understand the person you’ll be reaching out to. And understanding your customer is crucial to building a great business relationship and providing an excellent customer experience.

The first thing we look at is their name, and then their email. Sometimes, their email alone contains specific details about the lead. For example, many people put their birthdays and full names on their emails. Or if they are using AOL as an email platform, for example, it is highly likely that the lead is within an older demographic.

It is critical to understand these details because they will help you determine how to approach your lead once you contact them via phone, text, or email.

We also take a look at their phone numbers, area codes, and addresses, if they are provided.

The tags, which give us an overview of the lead, such as what specific area they are looking to buy a house in, as well as other information that we designated as important: did they provide a valid address, and if they came in through the dynamic registration, are the next thing we look at. We also look at whether they are planning to sell before they buy.

Once we’ve looked at the tags, we take a look at the leads’ answers to the questionnaire. This part is often rich in information. 

  • What type of property are they looking for? 
  • How many bedrooms? How many bathrooms? 
  • How big of a house do they want? 
  • Are they looking for a home with a specific view? 
  • If they plan to sell before they buy, what area is that property located in? 
  • How do they plan to pay for the home?

This helps us know how to better serve the customer, have a better understanding of their financial status and how serious they are in making the purchase, as well as spot other business opportunities, such as if they are planning to sell.

We also take a look at their activity on our website. What properties did they look at? Did they save any properties? How long were they on our site? What are the price points of the homes they checked out on our page? At what point did they check out?

If they looked at two properties and got off our site after seeing $7 million homes, then that might mean that the price had turned them off. Or if they saved a property and stayed on our site for a considerable amount of time, that is a good indication that they are pretty serious about purchasing in the near future.

Once I have taken a look at the relevant information and understood my lead a lot better, I am now more prepared when I reach out to them.

There are a hundred different ways our conversations can play out, but the more information I have, the faster I can think on my feet and see opportunities I might have otherwise missed. Are they set on that specific area, or would they be interested in a good adjacent city with lower price points but similar views? Do they want a condo or a family home? What other ways can I serve this person? What action plans do we have in place that would work best for this lead?

We can better identify their needs and offer a solution for them if we have a deeper understanding of the consumer.

Some final thoughts…

A lot of us think that online leads suck, but they don’t. In fact, the leads that we buy from companies like Zillow and Redfin are also generated through Google PPC. We just need to step up our game in terms of getting relevant information that will help us understand the leads better and come up with a system to filter out the good-quality leads from the meh ones.

If we can do that, then we can skip the expensive middleman and invest in generating our own online leads for a cheaper price.

This is one way we can push our prospecting online to a higher level. Of course, getting the sale depends a lot on how you communicate, follow up, and nurture your leads. But when we can get better-quality leads and understand them better, we can see more opportunities and be more effective with the approach we use.

I hope that helps, and if you are interested in going deeper into our processes of generating leads and following up with them, we do have individual and group coaching services. You can message me if you are interested or if you have any questions. I always love hearing from you.

We also do this weekly for free, so sign up below if you want to join us next week! 

Have an awesome day.

Managing Your Database: Unveiling Strategies for Effective Real Estate Lead Follow-Up

Welcome back to Brilliant Talks, our free coaching program for real estate agents. In this session, we will discuss your database, specifically how to use the information you see on the backend of your CRMs to improve your lead follow-up.

There are a lot of opportunities there that we sometimes miss because they are “invisible” to us. Or we just don’t dive deep enough to fully understand it.

I’ve gotten a lot of questions about this topic, so Mark and I go through the process of what we do with our CRMs, namely Follow Up Boss and Chime, when we follow up with the leads that come into our database.

Information is crucial in business, and sometimes we already have that information in our hands. It is just a matter of how we dissect that information to get a better understanding of our consumers so that we can better optimize and personalize the service we give them.

Watch the full video here if you want to follow along with how we break it down from our system’s backend.

Your CRM

Whatever CRM you use for your database, you probably have it linked with all of your websites and landing pages, as well as your automated processes and action plans.

The main systems we use are Follow Up Boss and Chime, and we are partnered with Ylopo for Google PPC lead generation and retargeting, so that is integrated into our CRMs as well.

When a lead comes in through Google AdWords, they are directed to one of our websites and made to answer a questionnaire. This allows us to get a better understanding of our lead: what type of property are they looking for? When are they planning to buy? Are they planning to sell their homes before buying a new property? 

It is set up in a way that they have to answer a specific percentage of the whole questionnaire (around more than half) in order for that lead to enter our database. If they opt out of the questionnaire before they answer the targeted number of questions, that means they aren’t as serious about buying yet, and that lead’s information is filtered out of our system. That is how Ylopo ensures we can get better-quality leads through that dynamic registration process.

When a lead comes in, we look at the information they provided.

Understanding your lead

You can get a better understanding of who your lead is, what they might be thinking, and what they need based on a handful of details you were able to get from them. It all boils down to the kinds of questions you ask and diving deep into what the answers to those questions will reveal about the psyche of your consumers.

The more information you have and, depending on the quality of your questions, the more you can understand the person you’ll be reaching out to. And understanding your customer is crucial to building a great business relationship and providing an excellent customer experience.

The first thing we look at is their name, and then their email. Sometimes, their email alone contains specific details about the lead. For example, many people put their birthdays and full names on their emails. Or if they are using AOL as an email platform, for example, it is highly likely that the lead is within an older demographic.

It is critical to understand these details because they will help you determine how to approach your lead once you contact them via phone, text, or email.

We also take a look at their phone numbers, area codes, and addresses, if they are provided.

The tags, which give us an overview of the lead, such as what specific area they are looking to buy a house in, as well as other information that we designated as important: did they provide a valid address, and if they came in through the dynamic registration, are the next thing we look at. We also look at whether they are planning to sell before they buy.

Once we’ve looked at the tags, we take a look at the leads’ answers to the questionnaire. This part is often rich in information. 

  • What type of property are they looking for? 
  • How many bedrooms? How many bathrooms? 
  • How big of a house do they want? 
  • Are they looking for a home with a specific view? 
  • If they plan to sell before they buy, what area is that property located in? 
  • How do they plan to pay for the home?

This helps us know how to better serve the customer, have a better understanding of their financial status and how serious they are in making the purchase, as well as spot other business opportunities, such as if they are planning to sell.

We also take a look at their activity on our website. What properties did they look at? Did they save any properties? How long were they on our site? What are the price points of the homes they checked out on our page? At what point did they check out?

If they looked at two properties and got off our site after seeing $7 million homes, then that might mean that the price had turned them off. Or if they saved a property and stayed on our site for a considerable amount of time, that is a good indication that they are pretty serious about purchasing in the near future.

Once I have taken a look at the relevant information and understood my lead a lot better, I am now more prepared when I reach out to them.

There are a hundred different ways our conversations can play out, but the more information I have, the faster I can think on my feet and see opportunities I might have otherwise missed. Are they set on that specific area, or would they be interested in a good adjacent city with lower price points but similar views? Do they want a condo or a family home? What other ways can I serve this person? What action plans do we have in place that would work best for this lead?

We can better identify their needs and offer a solution for them if we have a deeper understanding of the consumer.

Some final thoughts…

A lot of us think that online leads suck, but they don’t. In fact, the leads that we buy from companies like Zillow and Redfin are also generated through Google PPC. We just need to step up our game in terms of getting relevant information that will help us understand the leads better and come up with a system to filter out the good-quality leads from the meh ones.

If we can do that, then we can skip the expensive middleman and invest in generating our own online leads for a cheaper price.

This is one way we can push our prospecting online to a higher level. Of course, getting the sale depends a lot on how you communicate, follow up, and nurture your leads. But when we can get better-quality leads and understand them better, we can see more opportunities and be more effective with the approach we use.

I hope that helps, and if you are interested in going deeper into our processes of generating leads and following up with them, we do have individual and group coaching services. You can message me if you are interested or if you have any questions. I always love hearing from you.

We also do this weekly for free, so sign up below if you want to join us next week! 

Have an awesome day.

02

Unlocking Success: A Step-by-Step Guide to Converting Online Real Estate Leads

Let’s talk about online lead conversion, specifically leads from Google PPC, Adwords, SEO, or Facebook leads. We’ve touched on online leads in several previous sessions of Brilliant Talks, but today, I want to focus on the process that we go through, from the inception of the online lead, up to nurturing or closing, or somewhere along those lines.

This is the flowchart of our process for online leads coming in from Google or Facebook. 

I will go through the process step-by-step and answer some of the frequently asked questions I get.

Questionnaire

When a lead clicks on a Google or Facebook ad that redirects them to any of our landing pages, we have them answer a questionnaire. This helps us get a better picture of what the lead wants, and where they are more or less in the real estate buying or selling journey.

Here is some of the information we ask for in that questionnaire:

  • When do they plan to buy?
  • How often do they want to receive property listings from us?
  • Are they going to pay in cash or loan?
  • Do they have a specific view they want for their home?
  • Are they ready to view listings?
  • Do they want to talk to a home search consultant?
  • Do they plan to sell [their current home] before buying?
  • How many bedrooms and bathrooms are they looking for in a home?
  • What size home are they searching for?

This is just some of the information, and I usually pay attention to the first two questions: The first one helps me see how ready this lead is to buy/sell, and the second tells me how often I should follow up so that they won’t find it annoying or spam-y.

The more questions they answer, the better the quality of the leads.

CRM

The leads’ answers to the questionnaires are linked to my CRM, and they are automatically retargeted for real estate ads.

We use Chime and Follow Up Boss, but there are a lot of CRMs available out there. I also got asked which one between the two that we use and recommend is better. The answer is: it depends. But, if you don’t have a website, Chime does offer both a website and a CRM. If you already have your own website, you might find that redundant. You can use Follow Up Boss instead, and link your website to their CRM.

Calling online leads

Ideally, you should call the lead within three minutes of them going through your CRM because their interest levels are highest while they are still on your website. 

Imagine going to a store in the mall. If someone comes to you and assists you while your hand is up and you are actually looking, chances are you’re going to buy. But once you step out of the store and you get a text or call later on, you are no longer as interested as when you were in there.

What most of us miss is that similar principles apply to online leads.

Another thing that most agents miss is, when the lead doesn’t answer on the first or second call, sending them a text and an email saying “Hey, I called you earlier. Sorry I missed you…” They skip this part thinking it doesn’t work, but let me tell you, texts and emails do. Particularly emails. Based on experience, some of our million-dollar closings are from entrepreneurs, and they are leads that check their emails frequently.

So, don’t skip the text and emails, especially the nudge text 20-40 minutes. Sometimes, people are in the middle of something when they see your ad. The nudge text increases your chances of catching them when they are available.

When you text your online leads, avoid asking yes or no questions. Instead, ask questions like “You came in looking for a condo in Malibu. Are you looking for a beach view or one further up the mountain?” Give them choices that will prompt them to tell you what it is they are looking for in a home.

Because the main goal of your first call with a lead is to get as much information as possible about what type of home they want. This way, you can set up and streamline your home search, and you ensure that you are not spamming them with properties they wouldn’t like.

The goal is to not be mistaken as a robot if you do send them a text or email. If they respond to you with “Stop,” it means your messaging needs improvement. However, you can still save the conversation by lightheartedly letting them know that you are a human, not a robot, and that you understand the confusion because you’ve received tons of spam texts and emails too.

Lastly, once you do get them on a call, remember that your tone matters. Plus, the most important part is to pay attention to what they are saying. Don’t approach the conversation to get to a close, use it as an opportunity to build relationships. Watch the replay of this Brilliant Talks coaching session to see a role-play of a sample call with an online lead.

Automation

When it comes to automating follow-up and nurturing, some people think “Isn’t that overkill?” It isn’t. Sometimes we get busy. By automating part of the process, we save ourselves time and effort. It allows us to show some clients’ homes in person while making sure that we are touching our database. Let’s utilize the tech available to us to simplify our lives and help us focus on higher-leverage tasks.

Final thoughts…

We won’t get a close on our first call. Not even on the second, third, or fourth interaction. However, we are building relationships by giving value to each conversation. It sends the message that we pay attention to what they are saying, and we are catering to their needs at their own pace. They are the ones in control, we are just there to assist in their real estate journey.

You can’t force a person to buy something if they don’t want to. Your online leads might be a ways away from being ready. They could be waiting for better interest rates. They might not even be sure yet where or what they are looking for in a home.

If your lead isn’t ready to buy yet, that’s okay. Focus on building meaningful relationships with them through the nurturing and follow-up process.

Your job is to give them what they want by using the expertise you have: Finding properties that suit their needs and requirements.

Unlocking Success: A Step-by-Step Guide to Converting Online Real Estate Leads

Let’s talk about online lead conversion, specifically leads from Google PPC, Adwords, SEO, or Facebook leads. We’ve touched on online leads in several previous sessions of Brilliant Talks, but today, I want to focus on the process that we go through, from the inception of the online lead, up to nurturing or closing, or somewhere along those lines.

This is the flowchart of our process for online leads coming in from Google or Facebook. 

I will go through the process step-by-step and answer some of the frequently asked questions I get.

Questionnaire

When a lead clicks on a Google or Facebook ad that redirects them to any of our landing pages, we have them answer a questionnaire. This helps us get a better picture of what the lead wants, and where they are more or less in the real estate buying or selling journey.

Here is some of the information we ask for in that questionnaire:

  • When do they plan to buy?
  • How often do they want to receive property listings from us?
  • Are they going to pay in cash or loan?
  • Do they have a specific view they want for their home?
  • Are they ready to view listings?
  • Do they want to talk to a home search consultant?
  • Do they plan to sell [their current home] before buying?
  • How many bedrooms and bathrooms are they looking for in a home?
  • What size home are they searching for?

This is just some of the information, and I usually pay attention to the first two questions: The first one helps me see how ready this lead is to buy/sell, and the second tells me how often I should follow up so that they won’t find it annoying or spam-y.

The more questions they answer, the better the quality of the leads.

CRM

The leads’ answers to the questionnaires are linked to my CRM, and they are automatically retargeted for real estate ads.

We use Chime and Follow Up Boss, but there are a lot of CRMs available out there. I also got asked which one between the two that we use and recommend is better. The answer is: it depends. But, if you don’t have a website, Chime does offer both a website and a CRM. If you already have your own website, you might find that redundant. You can use Follow Up Boss instead, and link your website to their CRM.

Calling online leads

Ideally, you should call the lead within three minutes of them going through your CRM because their interest levels are highest while they are still on your website. 

Imagine going to a store in the mall. If someone comes to you and assists you while your hand is up and you are actually looking, chances are you’re going to buy. But once you step out of the store and you get a text or call later on, you are no longer as interested as when you were in there.

What most of us miss is that similar principles apply to online leads.

Another thing that most agents miss is, when the lead doesn’t answer on the first or second call, sending them a text and an email saying “Hey, I called you earlier. Sorry I missed you…” They skip this part thinking it doesn’t work, but let me tell you, texts and emails do. Particularly emails. Based on experience, some of our million-dollar closings are from entrepreneurs, and they are leads that check their emails frequently.

So, don’t skip the text and emails, especially the nudge text 20-40 minutes. Sometimes, people are in the middle of something when they see your ad. The nudge text increases your chances of catching them when they are available.

When you text your online leads, avoid asking yes or no questions. Instead, ask questions like “You came in looking for a condo in Malibu. Are you looking for a beach view or one further up the mountain?” Give them choices that will prompt them to tell you what it is they are looking for in a home.

Because the main goal of your first call with a lead is to get as much information as possible about what type of home they want. This way, you can set up and streamline your home search, and you ensure that you are not spamming them with properties they wouldn’t like.

The goal is to not be mistaken as a robot if you do send them a text or email. If they respond to you with “Stop,” it means your messaging needs improvement. However, you can still save the conversation by lightheartedly letting them know that you are a human, not a robot, and that you understand the confusion because you’ve received tons of spam texts and emails too.

Lastly, once you do get them on a call, remember that your tone matters. Plus, the most important part is to pay attention to what they are saying. Don’t approach the conversation to get to a close, use it as an opportunity to build relationships. Watch the replay of this Brilliant Talks coaching session to see a role-play of a sample call with an online lead.

Automation

When it comes to automating follow-up and nurturing, some people think “Isn’t that overkill?” It isn’t. Sometimes we get busy. By automating part of the process, we save ourselves time and effort. It allows us to show some clients’ homes in person while making sure that we are touching our database. Let’s utilize the tech available to us to simplify our lives and help us focus on higher-leverage tasks.

Final thoughts…

We won’t get a close on our first call. Not even on the second, third, or fourth interaction. However, we are building relationships by giving value to each conversation. It sends the message that we pay attention to what they are saying, and we are catering to their needs at their own pace. They are the ones in control, we are just there to assist in their real estate journey.

You can’t force a person to buy something if they don’t want to. Your online leads might be a ways away from being ready. They could be waiting for better interest rates. They might not even be sure yet where or what they are looking for in a home.

If your lead isn’t ready to buy yet, that’s okay. Focus on building meaningful relationships with them through the nurturing and follow-up process.

Your job is to give them what they want by using the expertise you have: Finding properties that suit their needs and requirements.

03

Real Estate PPC Guide: Strategies for Maximizing Your ROI

Pay-Per-Click (PPC) is a prevalent form of online advertising used across various industries, including real estate. The fundamental premise of PPC is that advertisers compensate the publisher only when their ad is clicked by a potential client. This model is particularly advantageous for real estate professionals as it allows them to target individuals actively looking for properties.

Within the digital world, PPC placements can be spotted in prime locations on search engine results pages, such as at the top or sides.

These advertisements can be found through multiple platforms like Google, Bing, and even specialized websites like Yelp, providing extensive reach.

Notably, one of the chief benefits of real estate PPC campaigns lies in their ability to garner the attention of a well-defined audience, leading to effective lead generation in the competitive property market.

  • Cost-effective for generating leads
  • Targets active property searchers
  • Visible in prime digital locations
  • Functions on a multitude of search platforms

Benefits of PPC Advertising for Realtors

Realtors face intense competition in the digital space, which necessitates innovative marketing strategies. PPC advertising offers a targeted approach that caters specifically to users actively seeking properties. For example, a search query like “San Francisco Homes for Sale” signals immediate buyer interest. Here’s why this matters:

  1. Highly Targeted Traffic: Real estate PPC ads intercept potential buyers exactly when they are searching for properties, ensuring that agents spend their advertising budget on leads with a higher likelihood of conversion.
  2. Strategic Budget Use: Unlike indiscriminate methods, PPC campaigns focus on users with a genuine interest in buying or selling in specific locales.
  3. Competitive Edge: The real estate market is dominated by large platforms that often overshadow smaller realtor websites. PPC allows for a more balanced competition by relying on factors other than budget size.

Realtors investing in PPC can expect to engage with leads that have a clear intent to buy or sell, therefore maximizing the return on their investment in digital advertising. Furthermore, leveraging PPC can increase visibility on social media and boost overall real estate marketing efforts for any real estate business.

Understanding the Mechanics Behind Google Ads

Google Ads operates as a sophisticated platform where real estate agents can engage in pay-per-click (PPC) advertising to enhance their online presence. This digital marketplace utilizes a critical auction system each time a relevant search query is made on Google.

Only ads meeting Google’s strict requirements progress past the initial selection stage, ensuring a high level of relevance and quality.

Once an ad passes the initial filter, it faces the Ad Rank evaluation, which weighs two fundamental components:

  • Maximum Bid: This is the highest amount an advertiser is willing to pay per click, reflecting their investment in gaining a lead.
  • Quality Score: This multifaceted metric assesses expected click-through rates, relevance of the search to the ad, and the quality of the landing page experience. Adjusting dynamically with each auction, the Quality Score is ad-specific and crucial for campaign efficacy.
Ad bidding

The relevance of the Quality Score lies in its ability to balance the playing field, allowing smaller budgets to compete with larger ones successfully. A high score can potentially surpass even substantial bids, demonstrating that financial clout isn’t the sole deciding factor.

Ads with favorable scores — indicating relevance and a positive user experience — can achieve favorable positions on the search engine results page (SERP).

Effectively, this algorithmic approach means that a well-optimized ad campaign on Google has the potential to direct a significant volume of targeted traffic to your landing pages.

These visitors are quantifiable through the click-through rate, which tallies the frequency of ad clicks against impressions. For real estate professionals, mastering Google PPC can be transformative, significantly increasing earnings from online leads when done correctly.

Exploring PPC Platforms: Bing and Google

Bing’s Untapped Potential in PPC Advertising:

  • Monthly Searches: Bing processes approximately 5 billion searches each month.
  • Market Share: Around 35% of the US desktop search market is captured by Bing.
  • Demographics: Bing’s user base predominantly consists of individuals aged 35 and up.
  • Network Reach: Bing’s advertisements also appear on other platforms like AOL and Yahoo.
  • Geographic Concentration: Approximately 85% of Bing’s users are located in the United States.
  • Income Bracket: Around 38% of Bing’s user base has a household income exceeding $100,000.

Given these insights, diversifying PPC campaigns to include Bing, in addition to Google, could be a strategically sound move.

While Google stays the dominant search engine, integrating Bing Ads could allow access to a segment of the market that’s often overlooked, yet possesses a considerable purchasing power and age demographic likely to engage in real estate transactions.

This integration can potentially lead to a more comprehensive reach and an improved return on investment for your real estate advertising efforts.

Real Estate PPC Lead Acquisition Costs

Typical RangeFactors Influencing CostKey Consideration
$5 – $15 per leadGeographic location, market competition, seasonal trendsEffective and continual testing of your ads and is essential for a successful campaign. It may take 2 to 3 months before your ads start to really dial-in.

Evaluating Lead Acquisition Costs

In assessing the value of lead generation, one should weigh multiple factors beyond just the cost per lead. Critical elements include:

  1. Conversion Rate: The percentage of leads that convert into clients.
  2. Click-Through Rate (CTR): An indicator of the effectiveness of an advertisement to engage potential leads.
  3. Return on Investment (ROI): The ultimate measure of campaign success, revealing the profitability of leads relative to the costs.

A strategic approach focuses on maximizing ROI, rather than minimizing lead costs alone, taking into account the potential value of properties prospects are interested in. Successful campaigns don’t just minimize spending; they optimize for the greatest return.

Understanding Lead Identification

A “lead” typically refers to an individual who has shown interest in property listings by engaging with an advertisement and subsequently registering on the relevant website. A standard process involves:

  • Interaction with the Ad: A potential buyer clicks on an ad for a property they find appealing.
  • Lead Capture Mechanism Activation: Upon clicking, a pop-up appears prompting the visitor to provide their contact details.
  • Information Submission: The visitor fills out the form, which might request their name, email, and phone number.
  • CRM Integration: The submitted details are automatically entered into a Customer Relationship Management (CRM) system, enabling the real estate professional to follow up through calls, texts, or emails.

It’s noteworthy that not every lead will enter genuine contact information; some might omit their phone number, for example. This occurrence is typical in scenarios employing a mandatory lead capture feature. The overarching aim is to direct potential clients to well-designed landing pages — a crucial precursor to initiating PPC campaigns.

Evaluating Lead Quality

It’s crucial to recognize the variability in what constitutes a “quality” lead.

The spectrum of PPC leads encompasses immediate buyers or sellers, future prospects, inquiries for others, individuals already working with agents, and even false contacts.

Real estate professionals, after maintaining PPC campaigns over one to two years, experience conversion rates ranging from 1-5%.

Strategic follow-up techniques can significantly alter lead quality. Adequate skills in addressing concerns and demonstrating value can transform a casual looker into an active purchaser.

Remarketing strategies on social media platforms like Facebook, Instagram, and TikTok contribute to a robust online advertising initiative. By targeting these users who have already shown interest, realtors can enhance the quality of PPC leads.

Continuous investment and refinement of advertising strategies on social media, coupled with measurable conversion tracking, often lead to improved outcomes in lead generation and quality.

Close The Deal via PPC Campaigns

Here are some crucial points to consider:

  • Typically, a sale might close within 3 to 6 months after initiating a Google Ads PPC campaign.
  • This period can effectively offset the PPC campaign’s costs for the year.
  • A more extensive timeline, narrating that a lead could take 12 to 18 months to culminate in a sale, is not uncommon.
  • Initial close rates for new PPC campaigns can be as low as 1%, which underscores PPC advertising as a long-term strategy.
  • With diligent follow-up and a refined workflow, closing rates in subsequent years could improve to 2-3%.

No-Contract PPC Marketing with Askterisk

Askterisk Marketing stands out as the premier choice for real estate professionals seeking impactful, results-driven PPC marketing without the commitment of long-term contracts.

Their expertise in the intricacies of pay-per-click advertising ensures that real estate agents can maximize their return on investment by targeting potential buyers precisely when they are most interested.

Let Askterisk Marketing be your ally in navigating the complex world of PPC, driving leads, and closing deals with unmatched efficiency and effectiveness.

Book A Demo with Asterisk!

Real Estate PPC Guide: Strategies for Maximizing Your ROI

Pay-Per-Click (PPC) is a prevalent form of online advertising used across various industries, including real estate. The fundamental premise of PPC is that advertisers compensate the publisher only when their ad is clicked by a potential client. This model is particularly advantageous for real estate professionals as it allows them to target individuals actively looking for properties.

Within the digital world, PPC placements can be spotted in prime locations on search engine results pages, such as at the top or sides.

These advertisements can be found through multiple platforms like Google, Bing, and even specialized websites like Yelp, providing extensive reach.

Notably, one of the chief benefits of real estate PPC campaigns lies in their ability to garner the attention of a well-defined audience, leading to effective lead generation in the competitive property market.

  • Cost-effective for generating leads
  • Targets active property searchers
  • Visible in prime digital locations
  • Functions on a multitude of search platforms

Benefits of PPC Advertising for Realtors

Realtors face intense competition in the digital space, which necessitates innovative marketing strategies. PPC advertising offers a targeted approach that caters specifically to users actively seeking properties. For example, a search query like “San Francisco Homes for Sale” signals immediate buyer interest. Here’s why this matters:

  1. Highly Targeted Traffic: Real estate PPC ads intercept potential buyers exactly when they are searching for properties, ensuring that agents spend their advertising budget on leads with a higher likelihood of conversion.
  2. Strategic Budget Use: Unlike indiscriminate methods, PPC campaigns focus on users with a genuine interest in buying or selling in specific locales.
  3. Competitive Edge: The real estate market is dominated by large platforms that often overshadow smaller realtor websites. PPC allows for a more balanced competition by relying on factors other than budget size.

Realtors investing in PPC can expect to engage with leads that have a clear intent to buy or sell, therefore maximizing the return on their investment in digital advertising. Furthermore, leveraging PPC can increase visibility on social media and boost overall real estate marketing efforts for any real estate business.

Understanding the Mechanics Behind Google Ads

Google Ads operates as a sophisticated platform where real estate agents can engage in pay-per-click (PPC) advertising to enhance their online presence. This digital marketplace utilizes a critical auction system each time a relevant search query is made on Google.

Only ads meeting Google’s strict requirements progress past the initial selection stage, ensuring a high level of relevance and quality.

Once an ad passes the initial filter, it faces the Ad Rank evaluation, which weighs two fundamental components:

  • Maximum Bid: This is the highest amount an advertiser is willing to pay per click, reflecting their investment in gaining a lead.
  • Quality Score: This multifaceted metric assesses expected click-through rates, relevance of the search to the ad, and the quality of the landing page experience. Adjusting dynamically with each auction, the Quality Score is ad-specific and crucial for campaign efficacy.
Ad bidding

The relevance of the Quality Score lies in its ability to balance the playing field, allowing smaller budgets to compete with larger ones successfully. A high score can potentially surpass even substantial bids, demonstrating that financial clout isn’t the sole deciding factor.

Ads with favorable scores — indicating relevance and a positive user experience — can achieve favorable positions on the search engine results page (SERP).

Effectively, this algorithmic approach means that a well-optimized ad campaign on Google has the potential to direct a significant volume of targeted traffic to your landing pages.

These visitors are quantifiable through the click-through rate, which tallies the frequency of ad clicks against impressions. For real estate professionals, mastering Google PPC can be transformative, significantly increasing earnings from online leads when done correctly.

Exploring PPC Platforms: Bing and Google

Bing’s Untapped Potential in PPC Advertising:

  • Monthly Searches: Bing processes approximately 5 billion searches each month.
  • Market Share: Around 35% of the US desktop search market is captured by Bing.
  • Demographics: Bing’s user base predominantly consists of individuals aged 35 and up.
  • Network Reach: Bing’s advertisements also appear on other platforms like AOL and Yahoo.
  • Geographic Concentration: Approximately 85% of Bing’s users are located in the United States.
  • Income Bracket: Around 38% of Bing’s user base has a household income exceeding $100,000.

Given these insights, diversifying PPC campaigns to include Bing, in addition to Google, could be a strategically sound move.

While Google stays the dominant search engine, integrating Bing Ads could allow access to a segment of the market that’s often overlooked, yet possesses a considerable purchasing power and age demographic likely to engage in real estate transactions.

This integration can potentially lead to a more comprehensive reach and an improved return on investment for your real estate advertising efforts.

Real Estate PPC Lead Acquisition Costs

Typical RangeFactors Influencing CostKey Consideration
$5 – $15 per leadGeographic location, market competition, seasonal trendsEffective and continual testing of your ads and is essential for a successful campaign. It may take 2 to 3 months before your ads start to really dial-in.

Evaluating Lead Acquisition Costs

In assessing the value of lead generation, one should weigh multiple factors beyond just the cost per lead. Critical elements include:

  1. Conversion Rate: The percentage of leads that convert into clients.
  2. Click-Through Rate (CTR): An indicator of the effectiveness of an advertisement to engage potential leads.
  3. Return on Investment (ROI): The ultimate measure of campaign success, revealing the profitability of leads relative to the costs.

A strategic approach focuses on maximizing ROI, rather than minimizing lead costs alone, taking into account the potential value of properties prospects are interested in. Successful campaigns don’t just minimize spending; they optimize for the greatest return.

Understanding Lead Identification

A “lead” typically refers to an individual who has shown interest in property listings by engaging with an advertisement and subsequently registering on the relevant website. A standard process involves:

  • Interaction with the Ad: A potential buyer clicks on an ad for a property they find appealing.
  • Lead Capture Mechanism Activation: Upon clicking, a pop-up appears prompting the visitor to provide their contact details.
  • Information Submission: The visitor fills out the form, which might request their name, email, and phone number.
  • CRM Integration: The submitted details are automatically entered into a Customer Relationship Management (CRM) system, enabling the real estate professional to follow up through calls, texts, or emails.

It’s noteworthy that not every lead will enter genuine contact information; some might omit their phone number, for example. This occurrence is typical in scenarios employing a mandatory lead capture feature. The overarching aim is to direct potential clients to well-designed landing pages — a crucial precursor to initiating PPC campaigns.

Evaluating Lead Quality

It’s crucial to recognize the variability in what constitutes a “quality” lead.

The spectrum of PPC leads encompasses immediate buyers or sellers, future prospects, inquiries for others, individuals already working with agents, and even false contacts.

Real estate professionals, after maintaining PPC campaigns over one to two years, experience conversion rates ranging from 1-5%.

Strategic follow-up techniques can significantly alter lead quality. Adequate skills in addressing concerns and demonstrating value can transform a casual looker into an active purchaser.

Remarketing strategies on social media platforms like Facebook, Instagram, and TikTok contribute to a robust online advertising initiative. By targeting these users who have already shown interest, realtors can enhance the quality of PPC leads.

Continuous investment and refinement of advertising strategies on social media, coupled with measurable conversion tracking, often lead to improved outcomes in lead generation and quality.

Close The Deal via PPC Campaigns

Here are some crucial points to consider:

  • Typically, a sale might close within 3 to 6 months after initiating a Google Ads PPC campaign.
  • This period can effectively offset the PPC campaign’s costs for the year.
  • A more extensive timeline, narrating that a lead could take 12 to 18 months to culminate in a sale, is not uncommon.
  • Initial close rates for new PPC campaigns can be as low as 1%, which underscores PPC advertising as a long-term strategy.
  • With diligent follow-up and a refined workflow, closing rates in subsequent years could improve to 2-3%.

No-Contract PPC Marketing with Askterisk

Askterisk Marketing stands out as the premier choice for real estate professionals seeking impactful, results-driven PPC marketing without the commitment of long-term contracts.

Their expertise in the intricacies of pay-per-click advertising ensures that real estate agents can maximize their return on investment by targeting potential buyers precisely when they are most interested.

Let Askterisk Marketing be your ally in navigating the complex world of PPC, driving leads, and closing deals with unmatched efficiency and effectiveness.

Book A Demo with Asterisk!

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