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Prospecting and Inbound Internet Marketing!

Posted by Kasey N. Ahearn on January 30, 2013 at 2:55 PM

This week we started our training with the topic of Prospecting!! Prospecting is an integral aspect to an agents SUCCESS in Real Estate. We started out this topic by discussing the Daily Prospecting and Lead Generation Funnel that Kevin provided. Essentially, this funnel shows us the different levels of daily prospecting activities starting with Integrated Farming efforts like warm canvasing and chance contacts and then progressing to prospecting those individuals with a ‘known need’ (Ex. FSBO’s) and finally prospecting efforts geared toward Networking/Referral Contacts. In using this funnel, Kevin was able to demonstrate the various levels of prospecting categories and show agents WHY they need to be prospecting! What many agents do not realize is that they actually fail to prospect for various reasons including fear of failure and even fear of SUCCESS. To help establish the confidence some of us need in order to prospect on a consistent and successful basis, Kevin was kind enough to share several scripts regarding warm canvasing of a farm area. It was a great step by step approach! Thank you Kevin! We also learned in this initial prospecting session ‘How to Promote and Host an Open House’ and the correct follow-up procedure after conducting the Open House!

 

Key focused his session on the Psychology of Search Engines and further provided us with information on Inbound Internet Marketing vs. Outbound Marketing. He emphasized that both forms of Marketing are necessary, however, Outbound Marketing which includes, TV commercials, radio, newspaper, is merely a numbers game while Inbound Marketing is customer driven given that the customer is doing the researching. With regard to Inbound Internet Marketing, we have to offer content via the Internet in order to make a connection with these researching customers. This content includes Blogs about a property, Videos, Podcasts and Proper SEO. By providing this information via the Internet, we then become 'Viewable' to the customers search. Now if you are like me, you are probably asking….HOW do you ensure that when a customer searches, you are there ready to be viewed and then chosen? Thankfully, Key provided us with an outline for the correct Structure of Inbound Internet Marketing! Essentially, by understanding search engines and learning how to structure your web presence any agent will soon be able to convert a customer search into a Sale!

 

Until next time…have a wonderful and productive week!

 

Sincerely,

Kasey Ahearn

Program Director

Live Interactive Training System

Real Estate Training Institute, Inc.

[email protected]

www.liveinteractivetraining.com

Categories: i-FastTrac Sessions

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