Lead Generation is not just a crucial component of your business model; it is the driving force behind your success. To thrive in an ever-changing market, it is imperative that you craft a rock-solid lead generation strategy that adapts and thrives with the shifting tides.

If you’re eager to take your lead generation to the next level, then this episode is tailor-made for you. Get ready to unlock invaluable insights and strategies that will propel your business to a new height by identifying who your ideal client is and how to speak to them.

At the core of your lead generation lies the essence of marketing. Your marketing messaging is the key to capturing attention, building connections, and achieving unparalleled success. Without a solid understanding, knowledge, or expertise about the type of client you aim to attract, crafting the right messaging to appeal to your desired clientele becomes a challenging task. It is essential to gain deep insights into your target audience in order to create compelling and effective messaging that resonates with the clients you truly aspire to work with.

If you are busy chasing leads, then you need to stop and take an assessment of:

  1. Where your leads are coming from.
  2. The investment you are making in generating those leads.
  3. What is your conversion rate.
  4. How much time are you putting into attempting to convert these leads.

What I would like you to do is review your current messaging to see how you can correct it to attract the right type of buyers and sellers you want and enjoy working with.

While it may seem tempting to work with anyone who expresses interest in buying or selling, it’s crucial to consider the amount of time and effort required to nurture those leads that may not ultimately progress into a listing or home purchase. Instead of experiencing FOMO on potential opportunities, it’s important to evaluate the return on investment in terms of time and resources spent on leads that may not convert into successful transactions.

We all aspire to collaborate with genuinely committed buyers and sellers, and it’s natural to assume that those who reach out to you must be serious. However, as we all know, there are individuals who appear interested but are merely “looky-loos,” curious about what they can gain without the intent to take concrete action. Distinguishing between serious prospects and those who are not yet ready to move forward is crucial in optimizing your efforts and focusing on the most promising leads.

They may be ready in the future to buy or sell with you, so this is where you must have a strong marketing strategy that provides them with information, they need so they can view you as the authority in your market.

What we want to make sure of is that you have a strong presence in your market, but also with your past clients.  Did you know that most agents never follow-up with their past clients because they are so busy chasing the next lead?  If you can relate, let me advise you to get into your database and sort those past clients out right now and create a marketing strategy that will keep you top of mind.

When an agent comes to me to discuss their marketing strategy and how I can help them the first question I usually ask is:  Do you have a strong marketing strategy with your past clients?  If they say no, then this is usually where we start in creating a lead generation strategy for them.

Some agents will tell me it’s been years since they have reached out to past clients. So even more so the reason to reach out to them now.  Pick up the phone and say “Hi, how you doing? I know it has been a minute since we spoke….” Then take the conversation from their reaction.

This may be a text, DM or phone call.

The hardest part is just getting started so just jump in and do it. If you don’t get a response after at least 3 tries then you know they are not interested, so don’t beat yourself up. Just move on and note that going forward you will implement a marketing strategy that nurtures your past clients so they will come back to you and refer you.

When you are looking at your lead generation marketing strategy you want to first think about who is that ideal client?

  1. Where do they live?
  2. What is the income level?
  3. What is their mentality of buying or selling?
  4. What separates this perfect client from the rest?
  5. What marketing message do you have in place to attract this client?

Good marketing and good messaging are going to be different than any other because you are focusing on a specific client, and you have to understand the way they think in order for them to notice you.

So, think about this…. how much time are you taking to interact in the world your perfect client lives in.

You know who you want to attract, you might think you know what to say to them, but there exists a profound misinterpretation regarding the nature of operational reality.  So, I want to encourage anyone listening to this podcast today to really be mindful of your message:  Social media content, your email sequences, your newsletters, etc.

If you are sitting there thinking… YES, I want to get deeper into understanding who my ideal client is so I can create my content to attract them, then you need to first understand what your ideal client needs to learn from you in order for them to reach out to you or refer you.

If you have already worked with your ideal client, and you don’t have a testimonial from them – ask them and use it.

Here are some tips to think about when you are creating that message to your target audience:

  1. Review your visibility in your direct market and in your online market to see if you need to tweak it. Where are you putting your advertising dollars and is that working for you?  Maybe you’re paying for space with Google Ads and you’re not getting the results you had hoped for.  Then look at the content you are using or have someone else look at it to see if you need to change it up.
  2. Analyze your Google Ads competition, focusing on other agents in your market rather than platforms like Zillow, Realtor.com, or franchises. Assess whether they are investing in that advertising space or not. The goal is to secure a position on the first page or two of search results, ensuring that your investment in these ads delivers a favorable return on investment (ROI).
  3. Look at the best keywords that will help you get noticed with your local market.
  4. Organic growth is huge, so make sure your website is generating leads. Your content on your website is a reflection of you are and who you work with, so make sure you speak to the audience you want to work with.
  5. You must establish a prominent presence that positions your brand directly in front of your target audience. This is where the significance of your messaging comes into play. The message you craft should cater specifically to your ideal client, so carefully consider the content, and always keep in mind the intended recipient of your communication.
  6. Look at podcasts that are local to your community and ask to become a guest speaker in order to share insights about your market.

Just remember, great messaging and great branding is what you have to offer and what is going to capture your ideal client.

As you embark on this journey, it’s important to maintain a realistic outlook on the outcome of your marketing. This isn’t a shortcut to instant wealth, but by directing your efforts towards conveying your message to the appropriate audience, you’ll gradually witness remarkable results and forge amazing connections.

If you find yourself thinking, “Yes, this is exactly what I want to pursue,” but you lack clarity on the steps to bring it all to fruition, I encourage you to arrange a call with my team. During this conversation, we can explore immediate strategies you can implement and determine if we are well-suited to assist you in orchestrating this entire process.

It’s essential to know your strengths and limitations. Selecting where to invest your time wisely involves identifying your areas of expertise and enlisting the assistance of professionals in other domains. By doing so, you can effectively steer yourself towards the direction you desire.

Your mindset is the key. By recognizing that you cannot fulfill every role within your business, you can avoid the temptation to take on everything yourself.

We collaborate with our clients constantly regarding how they can adapt to their market changes. By attuning ourselves to the market’s energy, we review where to allocate our time and how to assist them during market shifts. This approach ensures that you stay attuned to your ideal client’s needs and prevent losing sight of them.

I feel confident that this will assist you in examining your lead generation marketing strategy. By dedicating thoughtful consideration to identifying your ideal client, you can tune into your marketing approach to specifically attract them.

We invite you to chat with our team on a free, no obligation strategy call to see if you’re a good fit for our Done for You Real Estate Virtual Assistant services. We are not your average real estate virtual assistant.  We’ve done this for over 30 years and worked with hundreds of real estate agents.  We also have services that fit every area of your business. So go to TalkwithKimHughes.com to book your free call. Don’t wait, we want you to get in on the action now!

Episode 3:   7 Tips To Organizing Your Database
Episode 17:  Goal Setting Roadmap – How You Can Double Your Income with Your Database
Episode 21:  Winning in a Shifting Market with guest Wally Malesh
Episode 24:  Creating a Target Audience
Episode 26:  How to Automate an Amazing Marketing System

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Are you struggling to set up systems and processes for your business? Let’s talk about how I can help you build a solid foundation with the right systems in place.

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