by justsellhomes | May 29, 2020 | General, Uncategorized
Do you struggle with how to convert more leads or just want to get better results?
The most significant impact you can have on your real estate business is to increase your conversion skills. Leads are easy, but lead conversion takes skill, and it’s what separates the good from the great.
Honestly, lack of conversion on leads is our number one source of client turnover. It’s something we’ve been working on helping our clients with over the last couple of years, and we’re making it a focus for our clients to improve these skills.
Looking for valuable resources, thanks to my friend Nicholas Kusmich, I came across Phil Jones. Phil is one of the foremost authorities on sales, and I’ve personally implemented his teachings and have seen immediate increases in results.
Originally writing a book called ‘Exactly What to Say,’ Phil recently made an adaption for the real estate industry called ‘Exactly What to Say for Real Estate Agents‘. So I asked him if he’d do a workshop for 20 people. That specific workshop was a one time only event and only available to those who attended; however, I still wanted to create some takeaways so that even those who didn’t participate can benefit from it.
There’s gold here. You can take things from this and directly apply them, and you will see an increase in converting your real estate leads.
3 Keys to Show up to Every Single Conversation
- Curiosity
- Empathy
- Courage
Curiosity: If your goal is to create certainty, you have to show up with interest. Ask carefully crafted questions to learn more about your prospect.
Empathy: Genuinely seeing it through the other person’s eyes. Empathy is taking an interest in what’s important to people you care about.
Courage: Have the courage to ask bold questions.
How to Open Every Call To Convert More Leads
Every call you take, you should open it with a:
- Polite Opening: Hi, this is Andrew from Just Sell Homes.
- Mutually Agreeable Fact: You were on our website looking for homes under $800,000 in Newmarket.
- Easy to Answer Question: Did the list of homes come through to your inbox ok?
It’s all one line. “Hi this is Andrew from Just Sell Homes, you were on our website looking for homes under $800,000 in Newmarket, did the list of homes come through to your inbox ok?”
DO NOT ask, “Is now a good time to talk?” – If now wasn’t a good time to talk, they wouldn’t have picked up. Go right into the call with a polite opening, mutually agreeable fact, and an easy to answer question.
Shifts in Your Language
Don’t say, “Tell me more about what type of home you’re looking for?”. That has an implication of infinite length in an answer.
Instead, say, “Help me understand what you’re looking for in a home.” There’s a specific end to the conversation in your understanding of their needs.
You’re giving the person a goal to work towards instead of the more open-ended no set goal, “tell me about…”
Long Term Follow Up to Convert More Leads
Haven’t been in touch with someone looking at homes in a while? To convert more leads, you’re going to have to go back to your older ones.
“You got in touch about X, have you found a home yet?”
You don’t need to overcomplicate these calls with a ton of follow up questions. Simple and to the point often works the best.
Start the Close
“How open-minded would you be to look at some other properties with me as your agent?”
Nobody wants to seem close-minded. By asking them if they’d be open-minded about it, they’re more likely to entertain the idea.
Are you closing someone but are intending them to work with someone on your team, other than yourself? Try this:
“How open-minded would you be to working with one of our experienced buyer agents to help you find your dream home?”
I’m working with an agent already.
Don’t bring up the topic of another agent they may be working with at the beginning of the call.
Learn about them and let them see the value you bring to the table. Some will use the “I have an agent” as a brush off, but they haven’t committed to anyone yet.
Show the value, then after you’ve learned about their situation, ask how open-minded they are about working with you, THEN ask if they’ve signed anything with another agent.
If they haven’t signed yet, you can continue talking to them more in-depth about the process.
How to Respond to Listing Inquiries
“Hi, it’s Andrew from Just Sell Homes, you looked at [ADDRESS], is that the only home you’re interested in?”
“What was it that interested you in that property?”
Let them create context, then narrow it down. The goal is to start with a broad question and then really drill down after they engage so you can learn about their unique situation.
Empathy is the key.
No Phone Number or Wrong Phone Number
Don’t think of it as them trying to lie to you. It’s not a personal affront to give you the wrong information. What they’re doing is telling you how they want to communicate with you.
Open your email with your intro as we’ve detailed above and then say, “I’ve tried calling the number you left, but I’m guessing your preferred method of communication is email anyways.”
Turning Up The Heat
When someone opts-in initially, you follow up a lot. After a few weeks, you slow it down, but then after they’ve been receiving your slow-drip campaign, ramp it up again with 3-5 quick in succession emails.
This will push them to either unsubscribe from your emails or move forward with you.
Unsubscribes aren’t bad as they give you an answer. It’s better to force someone towards an answer than to be left in the dark.
Focus on Getting Responses
If there’s a period at the end of your communication instead of a question mark, you probably won’t get an answer.
Your goal with lead conversion and sales is not to go straight for the close. Once you get them engaging, the goal is to get them to keep engaging.
Learn about their wants and needs, uncover their motivation, and become their trusted advisor.
Questions build relationships, and relationships are the key to help you convert more leads.
How to Handle Voicemails
Wherever possible, don’t leave voicemails. The second you leave one voicemail, you give control to the other person. Don’t consider leaving a voicemail with the person until after 4 or 5 call attempts.
When you do, here’s what Phil recommends:
“Hi, it’s Phil calling from [TEAM/BROKERAGE], I’ve tried to reach you several times, I’m guessing you are either away right now, or I haven’t found a good time yet. I’m going to try and call you again on Monday at 4 pm. If that doesn’t work for you, give me a callback or a text with a better time.”
6 Stages of Writing Good Emails
Emails remain a gold mine, especially when trying to convert more leads. Phil shared his 6 P’s of writing useful emails. If you’re ever stuck, remember:
- Perspective
- Problem
- Pain
- Possibilities
- Plan
- Pleasure
Perspective: Use some form of scene-setting. Example: Like many of you, I’m spending more time at home and making plans for the future.
Problem: Identify the problem that you’re reaching out about. Example: When searching through our records, we haven’t been in touch in a while.
Pain: Address the pain point: Example: and I realize I had no idea what’s happening with your existing circumstances. Whether you’ve found a property, still looking, or decided to stay put.
Possibilities: List some opportunities. Examples: Perhaps you’ve been working with another agent or maintaining the search yourself online and reading the emails we’ve shared. I’m still here to help you with your real estate needs.
Plan: Layout the method of how you’ll be able to help them from here… Example. I’d love to connect over the next seven days and learn more about your circumstances.
Pleasure: Reverse of the pain. Example: At least, that will happen with this is I will have a better understanding and be able to help you more effectively in your search.
Now let’s put that all together so you can see what an email that helps you convert more leads looks like.
Hi <name>,
Like many of you, I’m spending more time at home and making plans for the future. When searching through our records, I noticed we haven’t been in touch in a while.
I realize I had no idea what’s happening with your existing circumstances, whether you’ve found a property, are still looking or decided to stay put.
Perhaps you’ve been working with another agent or maintaining the search yourself online and reading the emails we’ve shared. I’m still here to help you with your real estate needs.
I’d love for us to connect over the next seven days, where I can learn more about your circumstances. At the least, what will happen is I will have a better understanding and be able to help you more effectively in your search.
Looking forward to connecting,
SIGNATURE
With anything, what works precisely for one real estate agent, may not work for another. Take the ideas here, adapt them, test them, and find the combination that works to convert more leads.
If you want more leads in your business, we can help you get them. We help real estate agents grow their business online. Our specialty is Facebook ads, but we help with all online marketing.
Our goal is to help you grow your business, which is why we engage with the best in class people like Phil Jones, to learn and convert more leads.
Want to book a call to chat about how we can help grow your business? Click here.
by justsellhomes | May 7, 2020 | Uncategorized
Twitter for real estate, it’s one of my favourite platforms, but the one I see being used wrong the most. People are doing the very things you should never do on Twitter. It can be an incredibly valuable tool in your arsenal but only worth doing if you do it the right way.
Here is what I see people doing wrong most often:
Cross-Platform
Do you know what sucks to see on Twitter? Anytime someone has a Facebook post that automatically goes to Twitter. The post starts off, it may even be interesting, then it has a link to continue that takes you to another social platform. It’s an easy way to fill up your tweeting quota but you know what it also does? It annoys people.
Not only do people find it annoying, the content probably isn’t even good Twitter content. How you use Facebook and how you use Twitter for real estate should be different. They are very different platforms. Each requires its own strategy and execution!
One-Way Communication
I’ll use an example for this one. Let’s take the example from Mr. Real Estate Agent. Mr. Real Estate Agent is going to go into his account and type “OPEN HOUSE ALERT: Come check out 123 Main Street in Nobody Cares, Ontario today from 2-4 pm!” Some might even include a picture of the house!
Do you know how many people will see that and come to your open house? Probably the same amount of people who actively use and enjoy Google+ in your town. You are just blasting content out there with no particular reader in mind.
How do you use Twitter for Real Estate the right way?
Talk to people. Seriously. It’s that easy. Let’s take that open house above for example. I’ll even use an example from a listing I was doing an open house on. The house had a hockey rink and a sweet basement with a movie theatre, bar, and a few more “man cave” type accessories. Instead of blasting it, I went and found a few local sportswriters. I tweeted to them and said “@sportswriterperson Check out this sweet house, sports fan dream home! linktothehouse.com #mancave”.
Do you know what happened then? He retweeted it. Then a couple other of his followers retweeted, and a few more responded and favourited. The house saw some action. In fact, that tweet was seen over 20,000 times and it was free!
By finding someone the content would be relevant to and tweeting to them about it, I got engagement. Using the overly cliche saying “I put the social in social media”.
Not everyone is going to be talking about real estate though. You don’t have to stick to real estate specifically. What are your hobbies? Talk to local people involved in things you like. Engage with them. Talk to them.
When you talk to them about something they enjoy they are going to look to see who you are. They’ll see you’re a real estate agent. If you keep developing that relationship they are more likely to come calling when it’s their turn. At the very least they may connect you with someone else.
How do you target local people on Twitter?
You can use tools like GroundSignal to target locations. With that, you can very effectively find people tweeting in very specific areas. There’s another great tool you can use. The Twitter search bar.
Click into the Twitter search bar and type in near:nameofyourlocation. In my town that would mean near: aurora. By typing that in, I’ll get every tweet sent out from the Aurora area. That means now you can only target people who live in your area.
You can take that one step further. What’s one of your hobbies? Personally, I like to mountain bike. Why not engage with other people into mountain biking? Now I may go into the search bar and type in “near:aurora #mountainbiking” That will pull up anyone near Aurora tweeting about mountain biking. Then I can just cut through the noise and start talking to local people interested in what I’m interested in and start building relationships. Work is a lot more fun when you’re working with people you enjoy.
You can build meaningful relationships on Twitter but it takes time. I recommend local politicians, business owners, and journalists. Engage with them. Don’t pitch yourself but engage and have conversations. Then when it comes time to for them to need someone in real estate, you’ll once again be top of mind.
If you want to use Twitter for real estate the right way, start engaging with people. Find people talking about local real estate, your hobbies, your interests, etc… Engage with them and build a relationship just like you would if you met them in person. Except now you can do it from the comfort of your own home without pants on. Maybe don’t tell them you didn’t have pants on, they might find that weird…or like you more…depends on the audience.
by justsellhomes | Apr 24, 2020 | Uncategorized
When you think about video in real estate, you probably think about scripted, produced, edited, and polished videos that require significant time, money, and/or expertise but not about how to convert more leads through. This is “marketing through video.”
Here, I want to introduce the concept of “relationships through video” – sending simple webcam, smartphone, or tablet videos.
Continue through this post if you want to learn how effective simple video can be for lead conversion and 3 specific opportunities you have to use simple video to convert more of your leads.
How Effective Simple Video Can Be for Lead Conversion
We recently ran a survey for BombBomb customers with at least 10 videos in their accounts. We received 576 completed responses, with about 60% of those respondents in the real estate business.
One question: “Compared to traditional, typed-out text emails, how much of a lift has simple video in email given you for generating replies and responses?”
81% of people reported a lift in replies and responses from video. Isn’t that initial lead response one of the biggest hurdles in conversion?
Especially with online leads, who are colder and more distant than personal referrals, that response opens up the conversation. It’s the necessary first step to building relationship and ultimately converting to closed transaction.
Another question: “Compared to traditional, typed-out text emails, how much of a lift has simple video in email given you for converting leads?”
68% of people increased lead conversion using simple videos. More than 30% reported a lift of 50% or greater. What would it be worth if you could bump your online lead conversion from 5% to 7.5%?
Let’s say you’re generating 100 leads per month and converting at 5%. That’s 5 deals/month and 60 deals/year. If you bumped to 7.5, that’s an additional 30 homes sold per year. Hypothetical in this instance, but a real result for many people adding simple videos to their communication strategy.
3 Ways to Convert More Leads with Simple Video
So, when should you inject video into your day to day lead follow up and conversion process?
You’ve got scores of opportunities to connect with and convert your leads with simple video. I’m going to share 3 of them here – because I’ve seen them work so well.
1. Initial Lead Response
What it is: As your leads come in, add video to your follow up emails.
You can do this one-to-one, recording and sending a simple video to each person. Mention their name, the lead source, and anything else you know about them based on a form fill or similar.
You can also do this in a more automated way. Record the video once and set up the video email as an autoresponder. It’s far more efficient, but it does sacrifice effectiveness a little. That moment in which someone hears his or her name and knows that you’re talking specifically to him or her is a winning moment for you. Still, this more human form of automation can work.
Why it works: This is your first impression and your best shot. Why entrust this situation to a plain, old email that looks just like everyone else’s?
Face, voice, personality, expertise, and all those subtle, human elements that text, images, and even voice can’t deliver come through 100% in simple video.
Especially online, “your” lead is very likely a lead for one or more other agents at the same time. Video differentiates you. It builds “know, like, and trust” more effectively than other forms of communication.
Also for online leads, there’s a cloak of anonymity that they don’t want to shed immediately. How often do you get missing or incorrect phone numbers? It’s not an accident. You’re left to rely on the email channel – and video’s a great way to warm it up and humanize it.
Even for referrals, this is a very, very nice touch. The level of service a simple, personal video demonstrates is reassuring to someone relying on someone else’s recommendation.
2. Before and After the Appointment
What it is: As soon as you set an appointment, send a simple, personal video thanking the person, reiterating the time and place of the appointment, and setting expectations. As soon as the appointment is done, send another video. Thank them for their time. Restate their needs, wants, interests, and/or concerns. Let them know you heard them, that you understand, and that you’re uniquely prepared to serve them.
Why it works: Whether a buyer consult, listing presentation, or another type of meeting with a lead, you’re often competing for the job. These touches separate you from the rest. They make you more approachable, as well.
When the “meet” you in video before the appointment, they feel as if they know you a bit. The meeting and the conversation start in a different place and, therefore, end in a different place than if you’d walked in cold.
And the personal follow up is the icing. The thought, effort, and care this shows – even though it’s very easy to do – makes a strong impression.
3. Non-responsive Lead Engagement
What it is: Go through your leads. Notice all the non-responsive leads. Have you given up on them? Are you continuing to invest precious time in dead leads?
For those people from whom you’ve not received a return call or an email reply, send a simple, personal video. Speak to them by name and mention everything you know about their situation. Have they been getting automated listings from you? In what price range? In which neighborhoods? Speak to that. Let them know you want to help and give them a clear call to action. Also give them an out – it’s OK to hear “no.”
Use your analytics to know which non-responsive leads are opening up the email, watching the video, and clicking any links you provide. Give them another call when you see them engaging with this video – when you’re absolutely top of mind.
In just 30 minutes per week, you could send 10 or 15 personal, one-to-one reengagement videos to those leads who’ve not yet responded to you.
Why it works: A simple, personal appeal elicits replies and responses. The analytics let you know where the potential is.
You need a yes or a no. You need to bring people in or you need to cut them loose. You need to invest your time where it’s going to be most valuable.
By getting an interested reply or response, you’re in a position to move the relationship forward. By getting a firm no, you’re saving time. If they remain non-responsive, continue a drip campaign and drop in personally now and again. As you well know, different people are on different timelines.
Quick Wrap
Recording and sending video is often faster than writing and typing. It’s also far more engaging and differentiating than canned, pre-written emails.
If you’re not converting leads as effectively as you’d like, I encourage you to try simple video. It’s very much like leaving a voicemail, but more complete and more human and can help you convert more leads.
Questions? Reach out: [email protected]
Not Sure about Appearing on Camera?
That’s OK. Many people are uncertain or uncomfortable about seeing themselves on camera and communicating with video.
That’s why we produced “Overcome Your Fear and Start Winning with Video,” a free, 26-page guide to answer your questions, share tips and examples, and help you win more business with your webcam, smartphone, or tablet camera.
Click Here to Download the Guide
Want to Send Simple Videos Quickly and Reliably?
There are many ways to send video in email, but most of them require several steps and some technical knowledge.
For a fast and easy way to record, send, and track video emails, try BombBomb free. No credit card info’s required and you have unlimited sending to up to 50 different people for 2 weeks.
You’ll love the replies, responses, and … the bonus when you convert more leads.
Click here to try BombBomb free.
BombBomb’s VP of Content and Communication, Ethan Beute writes and teaches on using simple video to build relationships and grow businesses. He’s got an interest in marketing, branding, and messaging and a background in local broadcast television in Grand Rapids (MI), Chicago (IL), and Colorado Springs (CO). Find him on Twitter or Linked In
BombBomb makes it easy to build relationships with simple videos in email, text messages, and social media. Founded in 2006 and based in Colorado Springs, the company serves professionals of all kinds across the United States, Canada, and dozens of other countries. The industry with which they work closest is real estate.
by justsellhomes | Apr 24, 2020 | Uncategorized
Gmail is my favourite email provider. It’s easy to use, I’ve never had it go down and its really easy to set up. However, as a business professional, I also didn’t want my email address to end in @gmail.com. Not only does it not appear as professional but it misses a promotional opportunity. Instead of promoting your business with your domain, you are promoting Gmail.
Then Gmail for Business came around and now you can have all the great Gmail features with a branded email address. So now if you wanted to get a hold of me you just email [email protected] and its actually through Gmail. What’s great about using Gmail instead of some of the other tools is the great plugins that are available with it.
So let’s take a look at some of my favourites:
Boomerang
Boomerang for Gmail is a tool that helps you tame your email. It has two main features. When an email comes in you can Boomerang it so that it comes back to you either at a certain time you want or if nobody responds to it. This way you never forget about important emails even if you can’t deal with it right now. This sets a forced reminder in later when you have time to deal with it.
The other great feature of Boomerang is delayed sending. You can write emails and then choose when they actually get sent. For example, you are working at 11 pm at night and have to send emails to clients. You don’t want them to think it’s ok to pick up the phone and call you and expect you to work that late so instead, you schedule the email to actually go out the next morning. So write all your emails up and have them sent at the time that you want. It’s a great method for setting those boundaries that you need in your business.
Rapportive
This was one of my first Gmail add-ons and probably my favourite. In any position where you are getting emails from people, it’s great to learn a bit about who they are. Rapportive takes the email address and pulls up their LinkedIn profile so you can see their picture and job title. Now you know the best way to respond to them.
For instance, if I get an email from an engineer about a house for sale I’d respond to them with numbers and why it’s a great investment since they are more likely to be more numbers focused. If I get one from a nurse I may talk more about the family friend features in the neighbourhood. Knowing about someone before you begin communication can help you build rapport quicker and convert more leads.
Canned Responses
After a while, you generally start noticing a trend when you get emails. That with some small exceptions, many inquiries can be answered the same way. This is where the Google Labs Canned Responses feature comes in handy. You can save a few standard responses and if an email comes in that you get regularly you can simply select the canned response you want and send it off which saves you a lot of time. This works especially well if you get a lot of emails every day and you need to respond quickly.
BombBomb
Do you use BombBomb? It’s a great tool for those in any form of sales. It embeds video into the email so that people can watch the video of you instead of reading boring old text. This is a great way to help build a connection with someone. What’s great about Gmail is that you can install a plugin that allows you to embed the video right into your inbox. Instead of logging into BombBomb you can click on the logo in your Gmail and embed video quickly and easily.
Another great add-on by BombBomb is email tracking. You can track every email that goes out to see if it’s been opened or not. I love stats and knowing your open rate is a great metric to study.
Streak
Do you have CRM? If you don’t have one yet in your business or you don’t have the budget for one right now (it’s always worth it to have a CRM) then you should install Streak with your Gmail. It’s built right into your inbox and now you have a free CRM. Streak does have some premium plans available but the free option is good, especially if you don’t have anything right now.
There are a lot more extensions out there and I haven’t tried them all. So which ones do you use and like?
Comment below and let me know!
by | Mar 20, 2020 | Uncategorized
Just as the real estate market was starting to pick up across the country we’re hit with a pandemic like none of us have ever seen before. While this business already has its fair share of uncertainty, this is something none of us have ever experienced before.
Schools closing, businesses closing, the stock market tanking, people deciding to not list their homes…all of these are things you cannot control. So instead of focusing on these short term negatives we’ve put together some ideas for things you can control during these uncertain times. The following are ways you can be a leader to your clients and community – and also a few suggestions of how to stay in a good place mentally as we navigate these times together.
1. Reach out to your active and upcoming clients
This is number one. Everyone you’re currently working with and any buyer or seller coming up in the next few months is freaking out right now. They’ve got questions…are agents still doing showings? What if I miss a mortgage payment? Are people still buying right now? Is the market going to tank? Is it still a good time to list my home?
There’s virtually no news out there on how the real estate market is being and will be affected, so first things first – reach out to all of your clients.
– Let them know what you’re seeing out there
– Tell them you’ll keep them updated as things progress
– Let them know they always have a choice – this is BIG. Give your clients options and empower them to make the decision that’s right for them
– Just listen and ask what you can do to help
You might choose to do this through individual videos or phone calls or maybe you can send out a mass video to all your active clients and follow up with individual calls.
Need some examples? Check out our ever growing Google Doc with examples of how agents are respectfully responding to this crisis.
2. Reach out to your database & online community
Next it would be helpful to release some sort of response to your database and to your social media network. As mentioned above people are looking for answers and there is very little news on how this is affecting and/or will affect real estate. The plus side is that people are home and constantly checking Facebook. You have a captive audience!
– Let them know what you’re seeing out there and what your predictions are moving forward
– Provide tips and advice on navigating these uncertain times
– Be vulnerable and let them know how you’re handling this personally
This would be best done by video – emailed to your database and posted to your social media channels. You can follow up the video with regular social media updates – share helpful and positive information, have fun and be respectful. Here are some great examples of posts we’re seeing online right now.
3. Help
What can you do right now to make an impact? Are there any families, vulnerable people or elderly members of your database who could use some extra help?
How about:
– Delivering supplies or help them setup an Amazon order
– Calling people and catch up (people are lonely and bored right now!)
– Setting up a video conference to have a drink and catch up with people virtually
– Sending an Amazon or Skip the Dishes gift card to a few people
4. Use this as a chance to get stuff done
All of you have business and personal projects that you’ve been hoping to tackle for a while but haven’t had time for. This is the perfect time! Not only will you tick something off the list but it’ll make you feel like you’re moving forward and taking back control – which can be huge for our mental wellbeing right now. Here are some ideas…
– Update your business plan for Q2
– Create a video policy manual for your team members or assistant
– Update your buyer and seller presentations
– Update your buyer and seller checklists
– Bank some content for the future (create videos & write those blog posts)
– Do a database purge and update
– Take a professional development course or learn a new skill
– Read
– Do your taxes!
– Do some spring cleaning or tackle a project around your home
5. Take a staycation
While you might not get to go to the beach right now, you can still get a mini vacation and spend time with your family in a different way.
If you’re going to take time off the best advice we can give is to plan your days off like you plan your days on. It may seem counterintuitive but without a plan we’ll end up doing what’s easiest in the moment – ie. watch Netflix and eat chips all day. And maybe that’s the plan and if so, that’s cool! But humans are terrible at deciding in the moment what will actually make us happy. So decide what a perfect day at home looks like to you and act accordingly. You’ll end up feeling more refreshed and satisfied overall.
We always have a choice of what to focus on – and while there is a lot of crap out there, over all the positivity online is overwhelming.
We are all in this together.
by justsellhomes | Mar 14, 2020 | Uncategorized
If you want to market to your database one of the best ways to do that is to learn how to target email addresses with Facebook ads.
When you target email addresses with Facebook ads then Facebook will take those emails, match them to Facebook accounts with that email address and then
First, we’re going to show you how to target email addresses with Facebook ads then we’ll go into a few ways that you can use them.
Step 1: Go to your Ads Manager
Step 2: Where it says Ads Manager in the top left, click on the three horizontal lines to bring down a drop down menu. Select Audiences.
Step 3: Click on Create Audience > Custom Audience
Step 4: Select Customer List
Step 5: If you have Mailchimp, you can import direct from Mailchimp, upload a CSV file (with columns for Name, Email, Mobile Number), or do a simple copy and paste.
Once you’ve uploaded the list, make sure to give it an easily identified name. When you go to build your ad you’ll be selecting it by the name you pick here.
Step 6: Go back to your ads a manager to build the ad. When you’re selecting your audience click on custom audiences as you have below and pick the custom audience you just created. Now you can go set up an ad like you normally.
If you want you, you can further target the list by the regular targeting options but unless you have a massive list you’re uploading its usually easier to just target the entire list.
Strategies for Use
Back when I sold real estate I worked with a woman who advertised in the newspaper fairly regularly. She hated writing that cheque. Why did she do it? She just wanted her clients to know she was still alive (she was 97% repeat and referral).
Instead, what would be way more cost effective, upload the database to Facebook and just run the ads to them. Much more efficient use of your advertising budget.
You can add the email addresses to multiple custom audiences as well. So for instance if someone comes into an Open House and is a neighbour who is interested in moving up to a larger home nearby I can add them into a buyers campaign for homes in that neighbourhood but also ad them into an ad campaign targeting sellers.
Have you ever had difficult clients who constantly want to know what you’re doing to sell their home?
Add their email address to a campaign about their home so every time they log into Facebook they are hit with an ad about their property.
Any lead you receive you should take their email address and add it to a custom audience. You can continually add to a custom audience you’ve built so never stop cultivating the audience. Add and remove people as it pertains to specific lists. If someone buys a home I’d remove them from your buyer campaigns but transfer them to a separate list that helps you stay in contact.
Some tools such as Leadsbridge or Zapier can actually do this part automatically.
Digital prospecting is not much different than other forms. If you are door knocking and cold calling you have to actively spend time doing it. Digital prospecting is the same level of commitment and consistency to get results.
Have questions? Let us know in the comments!
