Plan for the Future: Internet Lead Gen for a Seller's Market

Sep 18, 2012 2:20:17 PM


Are we headed toward a seller’s market? That’s the thought among many real estate industry pundits, real estate agents and our Mega Technology Camp Keynote Speaker, Ben Kinney. “The indicators are clear. There are markets today where inventory is going down, prices are inching up and multiple offers are abound. We need a new plan for capturing them online.”

So how do you capture motivated sellers online? To Kinney, it’s about going the extra mile, coming up with compelling offers, aggressive ads, remarkable marketing and “making sure that your community knows you are the top listing agent in your area.”

Who Are Todays Sellers?

“If we want to attract sellers who want to list with us, we need to leverage our sphere,” noted Kinney. That includes cancelled expired listings that happened today, cancelled and expired listings from the previous two, three and five years who never relisted, for-sale-by-owners, builders, banks, notice of defaults and internet generated leads.

What Do Sellers Want Online?

“Buyers don’t want to see our glamour shot, they don’t want our ‘About Us’ page,” said Kinney. “They want pictures of listings, to save home searches and play with the IDX.” Sellers on the other hand want a Website that describes “who you are, your marketing plan and how much their home is worth using images, videos and text to motivate them to contact me,” he added.


How do you market to them to get a response?

“Sellers want a direct and transparent message.” In the video below Kinney described his method for sending a message that gets results.

Here's the full video from Kinney's YouTube Page

How do you effectively leverage online lead generation?

“Whether you’re using search engines, social media, direct and mass mail, mass media or onsite advertising you’re always using compelling, aggressive and unique messaging that sets you apart from your competitors but still gets the message that you are going to sell their home fast and for the most money.” You do that through:

  • Search Engines
  • Social Media
  • Direct and Mass Mail
  • Mass Media
  • Onsite Advertising

There were more strategies, scripts and examples than one blog post could tackle - stay tuned for more posts from these jam-packed Mega Technology Sessions!

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