Social Selling Made Simple

The real estate industry has matured to a point where agents are becoming commodities. While this is good for the consumer, it's difficult for real estate agents who have to set themselves apart. Why is it so important to leverage video in order to build deeper relationships? What is the toughest objection agents have to overcome and how can you handle it? How can you use technology along with face-to-face interaction to convert at a higher level? On this episode, I’m joined by iconic sales trainer and speaker, David Knox, who shares on winning strategies to stay ahead in the real estate game. Step out of familiarity-building into direct prospecting phone-to-phone, face-to-face, Zoom-to-Zoom. -David Knox     3 Takeaways Leverage video content. Five minutes of “show me” is worth five hours of “tell me”. When it comes to dialogue, think PAID. Pause, Acknowledge, Isolate, and Discover. Search hashtags in your local area to learn what your ideal client is interested in. Use the most relevant hashtags to connect with them.   At the start of the show, we talked about the importance of being the same person both online and offline. Next, we talked about the steps you need to take to handle the commission objection, and the 4 key points of dialogue. We also discussed why you still need to talk to people on the phone, or in person if you want to have a higher conversion rate. We also discussed; How to use hashtags to learn more about ideal clients in your area Building familiarity vs. direct prospecting Why social media should be used as an introduction   With real estate becoming more of a commodity, what truly separates agents is the level of service we give our clients. In order to fetch the commission we want, we have to deliver value that sets us apart and makes us different from everyone else. Our communication is very important in differentiating us. Whatever social media tools we use, we're still going to have the highest conversion rate if we pick up the phone and meet people. Social media is a great introduction, but we still need that in-person connection to really solidify the relationship.  

For real estate agents, Facebook can be a great place for generating and converting leads. What are the 3 “boxes” your content and activity should check in order to succeed? Why is the engagement and conversion rate on Facebook so much higher than other channels? How can we make sure our messaging and platform work well together when we use Facebook? On this episode, I’m joined by James “The Zillow Killer” Rembert, who shares a plethora of information on what agents should be doing to win at the Facebook marketing game. With any paid-traffic medium, it's always about relevance, omni-presence, and being hyper-local. Those three core concepts will win on any medium. -James Rembert   4 Takeaways If you want to increase your conversion rate, you have to make sure people actually interact with your brand. In order to successfully use Facebook messenger, there has to be congruence between our distribution and response. Keeping all our communication native to Facebook achieves this. Facebook Messenger gives us the ability to go from lead to conversation immediately because the messages open automatically. What truly marks the success of your video content isn’t how many people viewed. It’s about who actually engaged with it. At the start of the show, James shared the number 1 thing agents should be doing with their marketing, and the 3 elements of successful Facebook marketing. Next, we talked about why you should always think of the end customer in all the content you create. We also talked about how to create congruence between your distribution and your response.   We also discussed: The importance of adding calls-to-action to your video content Why you have to keep your Facebook activities native to the platform How Facebook messenger increases conversion significantly   Many people think of Facebook as a magical tool that just gives us leads, but that’s not the case. Facebook is an accelerator, and when we put the right systems in place, it will help grow our business. To increase our chances of success, we have to understand the market, give relevant content, push for omnipresence, and always strive to be hyper local. If we do this right, we will start attracting clients.

Social media can be really intimidating when you’re just starting out, but it doesn’t have to be. What is the very first platform you should start with? How can you use Instagram’s IGTV to reach more people and increase post engagement? How do you make social media connection a habit? On this episode, I’m joined by social media strategist and consultant, Katie Lance. She shares on the top social media tips just about anyone can implement. Instagram is such an aspirational platform, which is perfect for real estate. -Katie Lance   You don’t need the perfect strategy or the perfect content to get started with social media. If you want to make it less intimidating, you have to just start now. Begin with what you have and make a habit out of consistent use of social media. Commit to 15 minutes a day to connect with people and build relationships, and make use of the Live features of Facebook and Instagram. This will get the momentum going and you can build up from there.

Most people think social selling doesn’t work because there’s no face-to-face connection, but if we leverage our devices the right way, it can be highly effective. How can we get better at connecting with people when we create video content? Besides Instagram and Facebook stories, what are other platforms we can leverage to get our brands in front of more people? On this episode, I’m joined by social selling coach, author, and speaker, Chelsea Peitz, who shares on winning social media strategies. Remember, your brand is not a house. It’s your face. -Chelsea Peitz   Video content doesn’t have to be the lesser version of a face-to-face conversation. Having mobile phones means people have the chance to connect literally right in the palm of their hands. We have to get comfortable with video content to achieve this, we have to force ourselves to do it until it becomes a habit. If we take the camera-first formula, we can ultimately convert people and turn social activities into business outcomes.      

In the age of social media, we’re bombarded with changes in trends and technological advancements. What will remain the same in spite of all of those? Are there any constants we can capitalize on? This episode is the talk I gave at Inman Connect in New York, where I share why people will continue to use the internet to find solutions to their problems, and what that means for us and our use of social media. I explain how you can become people’s advisor of choice in a sea of social media accounts. They used to say a picture is worth a thousand words. Well, today one minute of video content is worth 1.8 million words. You should be creating those one-minute videos. -Marki Lemons-Ryhal   To get ahead using social media, video content is non-negotiable. While professional video is popular (and advisable, when possible) remember that at the core, your videos need to be serving the needs of your audience. Create content for the people you want to attract to bring you new business. When you don’t have all the answers, interview experts. You can even speak to people in your area of influence- just always be sure to keep the camera rolling. 

REALTORS® who leverage technology and social media have a massive advantage over those who don't. How do we stay current with social media trends and implement a good strategy? How can we tell stories and make people want to follow us? Why are our families and friends our best brand ambassadors? On this episode, I talk with Tracey Hicks, founder of All Things Real Estate, and she shares the social media strategies that are working for her business.  If you know what your intention is for, your social media marketing, your business, and everything else falls into place a lot easier. -Tracey Hicks   At the start of the show, Tracey shares on the unique selling proposition that allows her brand to stand out. Next we talked about the importance of telling a story, and why you need to document the process of buying and selling a house with a human element. Tracey also shares how he uses Instagram stories, and why you need to let your family and friends support you.   We also discussed: How to hire out for what you don’t want to do Hacks and tools you can use to run social media more efficiently   The most important thing you need to have in all your marketing and business development is intention. Ultimately if your intentions are good, and you want to really help people it will show through all of your content and social media posts. Make sure everything you do has a strategy behind it, and be consistent. The strategy that works is the one that you follow through on.  

Chatbots are a new way for us to engage with potential clients and automate our scripts. What are some of the mistakes many of us are making with chatbots? How can we leverage bots to learn more valuable information about prospects? Can one chatbot do it all? On this episode, Real Estate Growth Hackers founder, Zach Hammer, shares how we can use chatbots to grow our business.   The goal of a chatbot isn’t to replicate or replace the conversation—it’s to start the conversation. -Zach Hammer   At the start of the show, Zach shared on what chatbots are, and we talked about how we can use them to enhance our scripts. Next we talked about the biggest mistakes people are making, and the power of using messenger bots as landing pages. We also talked about how chatbots make moving down the funnel a lot easier.   Zach also shared on: Why we should never lose sight of the conversation How to silo your conversations and bots Conversion rates of messenger bot landing pages   If we don’t use chatbots correctly, they’ll end up going the way of the phone tree: no one will engage with them and they won’t achieve anything. If we want to succeed, we have to always the remember the goal. It’s not to completely replace the conversation, but to start it off so that we’re more likely to get them on the phone. We have to be intentional and targeted with what we’re trying to do so that the chats flow naturally and feel good for the end user.    

We all have goals we’d like to achieve, but the implementation of those goals is not always simple. How can we set effective goals and stick to them? Are there ways we can hold ourselves accountable? On this episode, I share how to stop dreaming, and start doing.   Takeaways When setting your goals, it’s important to pay attention to what you want to achieve in all areas of your life. Write down your goals and set reminders to hold yourself accountable. Consider shifting your sphere of influence. Get involved in the communities you want to incorporate into your market.   Once you decide what you want to achieve, you need to put your heart and soul into the implementation of your goals. Make sure you always have your goals written somewhere you can see them, and set daily reminders. After you’ve held yourself accountable, it’s time to start making it happen. Always keep your customers in mind and make sure they know who you are. Your goals are within reach- you just need the resolve to grab them.

Our industry is so far behind when it comes leveraging social media and technology for marketing, and it’s affecting our businesses in a major way. What are some of the social media basics we really have to master? How do we increase our reach, engagement and lead generation using Instagram posts and Instagram stories? What tools and apps can we use along with Instagram to make our content more impactful? On this episode, I’m joined by agent, real estate marketing expert and host of The Massive Agent Podcast, Dustin Brohm to talk about raising the standard of social media in our industry, and using it the right way. People resonate the most with you, your authentic self, and your real life. -Dustin Brohm     At the start of the show, Dustin spoke about the huge challenge most agents have when it comes to social media, marketing and tech. Next, we talked about why constantly posting your listings won’t increase engagement or followers. Dustin also shared on some of his most successful content, and what we can learn from that. We also talked about why you shouldn’t overthink the content you’re putting out, and the best tools we can use along with Instagram.   Dustin also shared on: Why scripted content doesn’t work Thoughts on IGTV How to leverage Facebook, Instagram and Whatsapp together   Every element of real estate has a tech component, and nowadays, every part of our marketing and branding has to have a social media aspect. The way we utilize social media is very important. If we’re constantly posting content that just sells to people, doesn’t pique their interest and doesn’t authentically show who you are, you won’t make an impact. The relevance and authenticity of your content is how people make the connection with you, and then makes them want to buy from you.  

Referrals are the backbone of our businesses, but generating them can seem like a real uphill battle. How do we identify someone with a referral personality? What can we do to become champions of other people, and have conversations that lead to ambassadors and raving referrals? How can we grade our database to figure out our most powerful relationships? On this episode, I’m joined by author of The Seven Levels of Communication, Michael Maher to talk about finding the multipliers in our database, zero-cost options for generating referrals, and differentiating ourselves on generosity, appreciation, and love.   An ambassador is someone who speaks highly of you and refers you willingly. -Michael Maher      At the start of the show, Michael described how he defines an ambassador, and why some people will never be comfortable with giving a referral. Next, we talked about what it takes to become a champion of others, and the value of helping people reach their goals. We also talked about how to identify ambassadors and potential champions in our database.   Michael also shared on: 8-10 questions you can cover in a one-on-one How to go from transactional to relational communication. The power of question reciprocity and why it’s important to know it Personal ambassadors are rare but they are certainly worth the search. They are the people that will multiply our relationships, reach and impact. But they don’t just show up on their own, we have to nurture them by giving value, and caring about them because that bleeds into the questions we ask, the things we say and the way we treat them. Ultimately, it’s about being strategic and tactical with direct methods that lead to a conversation that leads to referrals.