5 Quick & Easy Real Estate SEO Hacks

Real Estate Search Engine Optimization (SEO) is a popular topic on online forums, Facebook groups, and training events all over the country. Unfortunately most speakers, trainers, and coaches teach strategy and theory. I’m here to show you actionable tactics that you can implement today to easily boost your search engine rankings. However, I want to be completely transparent with you… SEO takes a while. It’s a long term investment. But it pays off in the end!

1. Facebook Reviews Aren’t Just For Facebook

Google is smart. They’ve realized two things. First, it’s really hard to get people to use a social media platform that is basically a “me too” product. Second, reviews are everywhere. So, instead of penalizing businesses who don’t have Google Reviews, Google is aggregating reviews from major websites all over the web.

This includes Facebook.

So, what does that mean for you?

If you’re looking to quickly inject your SEO efforts with a little bit of rocket fuel — make sure you’re leveraging your Facebook Page in order to get some killer reviews in your search rankings.

2. Fish Where The Fish Live: Pinterest

If you’ve been paying attention to social media trends, you’ve surely heard of Pinterest. The predecessor of Instagram, Pinterest was the original photo-sharing based social media network that still has over 175 million monthly users.

So, if you haven’t already, head on over and create a business account. Here you can curate Pinterest Boards around unique home features, neighborhoods, and areas in your marketplace. Plus, you can post some of your more unique listings to Pinterest as well!

So what does that mean for you?

The majority of users on Pinterest are women, making up over 93% of all Pins. We already know that the vast majority of the time, wives are the decision makers on the home. So, fish where the fish are. Carefully curate a Pinterest board that is attractive to women in your market, and see your authority and notoriety increase!

3. Tell People How To Find You

The biggest key to dominating in any industry through any medium is telling people how to contact you. Whether that’s through email, using a form, or giving them a phone number, being able and willing to connect and engage is priceless.

Real Estate SEO Experts across the country agree that one of the most important things you can do is be consistent with your Name, Address, and Phone Number. This tells search engines that, no matter where your profile is located (social media, yellow pages, Press Release websites, news/media sources, etc.) that this is the same company.

Your Name, Address, Phone Number Checklist

  1. Make sure your phone number starts with a local area code.
  2. Use a branded email address (email@yourbusiness.com)
  3. Make sure you’re using the same phone number across all of your profiles.
  4. Include your name, address, and phone number on your website.
  5. Advanced tip: use your image alt attributes to increase your “NAP Citations” <— Google it

4. Leverage & Network With Influencers

Local Influencers are one of the most under-utilized forms of marketing that you could leverage to help build your presence. Some of the keys to influencer marketing are…

  • Follow FTC Guidelines (they have changed!)
  • Don’t Limit Yourself to Instagram
  • Use Influencer Tools to get the biggest reach
  • Measure Your ROI
  • Create USEFUL Content (Not Ads)
  • Say Goodbye to Transactional Relationships

5. Use Your Keywords In Social Media

If you’ve researched keywords for your on-page SEO efforts, you’re already a step ahead. If you haven’t, fear not!

Keyword Research may seem intimidating, but it isn’t. It just takes a little time and dedication. You can choose to do one of two things. Hire keyword research out to SEO specialists on Upwork or Fiverr to create a laundry list of keywords and key phrases. Or, option two, you can use research tools like SEMRush to start building your own list.

Either way, once you have your list of keywords, you can start using them in social media posts and in your profile.  For a step-by-step guide on how you can start using keywords in your social media posts and profiles, checkout this walkthrough to help customers find you by Neil Patel.

 

Your Buyers Are Curious If They Can Buy Their First Home

Let’s face it, real estate can be confusing. Real estate can be frustrating. Real estate can be overwhelming. And, real estate can even be a little bit of a headache.

That’s why many people in America, those who could afford to purchase a home but don’t, wind up renting for years longer than they want to… all because they don’t know what they don’t know.

Some of them might struggle with wanting to get married or start a family, maybe they think they are too young, or perhaps they think that with their current level of income, they would never qualify for a mortgage.

That’s where you, the real estate expert, comes into play…

Your primary job when working with this type of buyer, the one who is “just looking”, is to reassure them that you are the expert in your area and are working for them, as a part of their team.

Especially since NAR’s most recent Profile of Home Buyers & Sellers breaks down the first-time homebuyers in these categories…

% of all FT Buyers Household Income Median Age
All FT Buyers 100% $75,000 32
Married Couple 57% $87,100 32
Single Female 18% $54,000 35
Unmarried Couple 16% $77,300 30
Single Male 7% $59,600 31
Other 2% $76,800 37

The Bottom Line

Most first time buyers go into purchasing real estate fearfully. They’re overwhelmed by all of the requirements, paperwork, and not knowing what they don’t know.

It’s up to you, as the real estate professional, to not only educate them, but also help them find confidence in themselves and in you.

More and more buyers are sitting on the fence. Should I rent? Should I buy? And, unfortunately, most of them are going back to what’s familiar to them (and easier) — renting. Mainly because they think it’s hard to purchase a house, when it doesn’t need to be!

So, when you’re talking to your prospective buyer leads, especially the ones that say they’re just looking, dig a little deeper.

Find out why they’re looking to buy. Find out if they’re currently renting, why they’re not immediately resigning their lease. And, find out what they know about the real estate process.

And then educate them. You’ll have a client for life.

The #1 Secret to Converting Phone Appointments

We’ve all been there. On the other end of the phone, “dialing for dollars”. Either manually, dialing by hand for hours at a time. Or, stuck to the other end of a one, two, or three-line dialer — just hoping someone will pickup the phone. Begging lady luck to smile upon us and let someone — anyone — answer the phone. But, what if I told you that there was a few secrets to converting phone appointments?

Getting into the Mindset of Your Lead: The Prescreen

What do you normally do when someone calls you from a phone number that you don’t recognize? Do you pick it up, eagerly anticipating the phone call? Or, do you do what most people do, including the leads that you’re trying to get in touch with, and screen your calls? Do you let your voicemail do all the dirty work of figuring out who the caller is?

That’s exactly what you’re leads are doing.

When you call someone, especially when cold calling, and they’re not expecting your call — you’re going to be hard pressed to get them to pick up their phone on the first call. That’s why most professional Inside Sales Agents will use a series of local phone numbers to contact the leads, instead of using out-of-town, or out-of-state numbers that scream “telemarketer”!

Increasing Your Contact Rate With The Double-Dial

You’d be amazed at how well this strategy actually works. In our studies with our ISA’s, calling for agents all over the country, on average, we’ve been able to see a lift of 26% just by using this one strategy: the double-dial.

The Double-Dial works like this…

  1. Call your lead like normal. Let the phone ring as many times as it takes to get to the voicemail.
  2. Once the voicemail greeting picks up — HANG UP THE PHONE. Do NOT leave a voicemail.
  3. Dial the number again, and let the phone ring until voicemail, or until the lead answers the phone.
  4. If you get voicemail the second time, leave a 10-15 second message.
  5. Follow-up on the message with a text (maybe even a video text message) right after you hang up.

So… what’s going on here? Let’s unpack this tactic. The first step is to call and let the phone ring until the voicemail picks up — but not to leave a message. For some folks that’s a little counter intuitive, and believe me, I understand where you’re coming from!

But the psychology behind this tactic is simple.

If you are going about your normal, every day life, and you get a phone call from a number that you don’t recognize… nine times out of ten you’re just going to ignore the call and wait for them to leave a message. To make it even more simple, I’ll put it this way… your leads are pre-screening your call! And, if you leave a voicemail, you’re playing right into the typical “salesperson trap”.

So we don’t leave a message.

Instead, we hang up, and call them right back… creating a sense of urgency.

Now… what’s your lead possibly thinking?

  • Is this the same number that just called me?
  • Do I know anyone with this number?
  • Do I know anyone in this city?
  • Could it be someone that I know?
  • Is there an emergency?
  • I need to pick up the phone…

… and so they do! By combining the Double-Dial with the Easiest Way To Set 10 Appointments a month, you’ll soon be a force to be reckoned with in your market!

Bottom Line

The easiest way to convert more appointments is by getting folks to pick-up their phone.

But… Getting leads to answer the phone is 1 part science, to 2 parts art. You can have the formula, but if you’re not passionate about the art, setting appointments, getting leads to answer, and making progress selling on the phone is going to be stressful and, in the end, overwhelming.

That’s why, if you’re looking to grow and scale your business, or you just want to increase the results you’re currently getting, we recommend you hire an Inside Sales Agent.

If You’re Ready To Take Your Business To The Next Level with an new or existing ISA, we can help. At Appointments Today, we offer ISA coaching to help you and your ISA add more value to your prospects and ultimately increase your conversion rates.

If you’d like to learn more about our ISA hiring/coaching and if it’s a fit for your business, you can schedule a free consultation by clicking the link below.

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Why You Need To Hire An ISA Coach

“A coach is someone who can give correction without resentment.” – Coach John Wooden

Do you have an Inside Sales Agent?

Who’s coaching them?

Do you have an ISA Coach?

If not, you could be limiting the effectiveness and success of your Inside Sales Agent (ISA). That’s because coaches help you identify and focus on what’s important, which accelerates your success. According to coaches.com, good coaches:

  • Create a safe environment in which people see themselves more clearly;
  • Identify gaps between where the client is and where the client needs or wants to be
  • Ask for more intentional thought, action and behavior changes than the client would have asked of him or herself
  • Guide the building of the structure, accountability, and support necessary to ensure sustained commitment

Successful athletes obviously understand the power of coaching.

The United Kingdom Coaching Strategy describes the role of the sports coach as one that “enables the athlete to achieve levels of performance to a degree that may not have been possible if left to his/her own endeavours.

The top real estate teams and brokerages understand that ISA coaching can help increase the performance and output at of their ISA.

ISA coaching can have a massive impact on an organization’s financial performance; according to an ICF and HCI study, 60% of respondents from organizations with strong coaching cultures report their revenue to be above average, compared to their peer group.

The Power of ISA Coaching?

When it comes to building your real estate business, an ISA coach can be a powerful resource who can help you free up time for you to focus ON your business and not IN your business. An ISA coach can help your ISA’s get out of their own way, stand out, and take action to help you achieve the things that are truly important to your business. An ISA coach helps you:

  • Get clear about the goals. You company may have one set of goals and an idea of how the ISA fits into that picture, but often times the two don’t fully align and it negatively impacts the culture and performance of your business. An ISA coach helps your ISA determine what’s really important and helps them stay focused on that.
  • Identify blind spots. An ISA coach will help you figure out what you don’t know, and they clue you in to things you may not be able to see. As the saying goes, “sometimes you’re too close to the forest to see the trees.”
  • Be accountable. An ISA coach will keep your ISA on track and moving forward toward new levels of achievement and performance. For many of us, having someone to answer to motivates us to act.
  • Focus your ISA growth plan. ISA coaches help you know the difference between weaknesses you need to fix and those that are best left as they are. This can help you invest time and energy only into activities/training that actually affect the end result.
  • Gain a competitive advantage. An ISA coach can help you get from point a to b faster than you could on your own, helping you differentiate yourself from the pack and grow your real estate business at a much faster pace.
  • Increase engagement. A recent Gallup study revealed that just 13% of employees worldwide are engaged at work. Yet according to a study done by HCI and the ICF, coaching correlates with increased employee engagement; 65% of employees from companies with strong coaching cultures rated themselves as highly engaged.
  • Be better. Because ISA coaches help you identify and align your values, cut through clutter, and clear distractions, they help you increase your team’s output exponentially.

 

Simply put, an ISA coach will help you grow your business. How much is that worth to you?

Bottom Line

Think of coaching as an investment, not an expense. An expense is simply money that is spent on something. An investment is a process of investing money for profit.

Coaching is an investment.

If you want to grow your business with an ISA, whether you currently have one or not, let an ISA coach lead the way in helping you hire, onboard, train and optimize your inside sales efforts.

If you’d like to learn more about Appointments Today and ISA Coaching and find out if it’s a fit for your business. You can schedule a free consultation by clicking the link below.

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The ISA Is No Longer Optional For Growth

The reality is that ISAs are becoming a bigger part of profitable real estate teams.

And it’s 100% true.

Back in 2004, Gary Keller’s book, The Millionaire Real Estate Agent, described the role of inside sales agents as mere “telemarketers.” Today, the ISA’s role has progressed to the point where organizations have entire departments dedicated to inside sales or they outsource their ISA efforts to companies who engage and qualify leads for their teams.

The Millionaire Real Estate Agent 2 is to be released soon and shifts its outlook on the ISA by introducing it as a “Key Role” that should be introduced as early as possible in the team building process.

ISA’s are all in all fairly new to the real estate space. It was a natural evolution from glorified “receptionist” to “lead qualifier” to full blown commissioned sales positions. The ISA role has become much more than simple “lead scrubbing”.

What is an ISA?

The basic job function of an ISA (Inside Sales Agent), whether they are virtual or in-house, is to usually be the first “human” contact made with a new lead. They progress a lead up to the “qualified appointment set” step but stop short of going on listing or buyer appointments, and they don’t walk the client through the sales process. ISAs are, however, highly trained and accountable salespeople; they are licensed and can do front-end functions including prospecting, following up with and nurturing leads, and setting appointments.

The primary purpose of having inside sales agents is for leverage and scalability. Due to the overwhelmingly busy nature of a real estate agent, having a designated ISA leveraging lead generation, follow-up, and appointment scheduling is a smart move.

A great ISA can generate upwards of 70 additional transactions for your business annually. They can also take care of your past client database as well, ensuring that your business remains front of mind with regular follow ups (which is something 80%+ of agents don’t do).

ISAs are adept in internalizing scripts used in lead generation. A very effective ISA can set an appointment with one call to a cold lead, which, if you’ve ever made cold calls to leads, you know it isn’t easy.

How Do ISAs Increase Sales?

ISAs are the first point of contact for inbound sales inquiries such as website registrations, listing inquiries, sign calls, Facebook registrations, direct-mail responses, and radio and TV ad responses.

The best ISAs have prior phone sales experience, but you can’t always find people with experience in inside sales. At a minimum, you need candidates that have direct selling experience, which means they were not an order taker, cashier, or support person. Preferably, the candidate is versed in situations where they needed to ask the consumer to take an action and buy something in order for the salesperson to get paid: car rentals, car sales, gym memberships, property and casualty insurance, financial planners, mortgage reps, door-to-door sales, and so forth. You do not want customer service reps who simply received inbound calls looking for product support, nor do you want retail sales experience. Although those employees are considered salespeople, they generally don’t have the experience or training to do the type of lead nurturing and appointment setting that is needed in the inside sales role.

Do ISAs Require Extra Training?

In short, the answer is a resounding yes. If you want to have armed appointment setting assassins, you have to constantly role play and coach them to constantly get better. It’s an investment that will pay massive dividends.

Bottom Line

If you’re looking to grow and scale your business or you just want to increase the results you’re currently getting you need to make the investment in a virtual ISA or in providing your in-house ISA the best training from experienced trainers/coaches.

If You’re Ready To Take Your Business To The Next Level with an new or existing ISA, we can help.
At Appointments Today, we offer ISA coaching to help you and your ISA add more value to your prospects and ultimately increase your conversion rates.

Don’t have an ISA? No problem. We can hire one for you. We’ll craft the ad, filter your applicants, conduct phone interviews and train your newly hired ISA to ensure you have a rockstar setting those appointments for you.

We understand exactly what it takes to drive consumer motivation so you’re able to convert more appointments, more consistently in your business. Your community will benefit greatly from your training as we craft the messaging for your Inside Sales Agents to deliver to your prospects to ensure you have the opportunity to add the most value to them and achieve the greatest results for them.

If you’d like to learn more about our ISA hiring/coaching and if it’s a fit for your business, you can schedule a free consultation by clicking the link below.

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