As discussed in a previous post, real estate seller leads are very valuable to agents because they offer a number of benefits:
- You can take on more clients
- You have more control over your time
- You have the opportunity to represent both sides of the deal
- Bidding wars in a low inventory market can mean higher commissions
But how do you go about attracting, converting and closing seller leads?
You need to match your marketing to your potential seller leads' experience - from the moment they begin to consider selling until they're ready to call an agent.
When it comes to making a purchasing decision, consumers go through a process – coined by inbound marketing company, Hubspot, as “The Buyer’s Journey.” That term may be a bit confusing when you're talking about a seller, but it represents the seller's process of deciding whether it is necessary to buy real estate services from an agent or broker.
This journey is made up of three stages:
Stage #1: Awareness
In the awareness stage, the buyer has realized the symptoms of a problem or opportunity.
Stage #2: ConsiderationIn the consideration stage, the buyer has clearly defined and given a name to their problem or opportunity.
Use our free, customizable Home Upgrades download to help sellers through the consideration stage.
Stage #3: DecisionIn the decision stage, the buyer has defined their solution strategy, method or approach.
Relevance is directly correlated with effectiveness, so keep these stages in mind when developing your real estate marketing strategy and content for better results and bigger payoffs.