The #1 Strategy All Top Real Estate Coaches Use

What do all of the top real estate coaches have in common?

All of the leading real estate coaches have a basic strategy to help you:

• Find leads
• Nurture prospects
• And get more clients!

Sounds great, right? You may be thinking, that’s exactly what I need!

However…

We’ll let you in on a little secret…

There’s a certain tried-and-true marketing strategy that ALL the top real estate coaches recommend over and over.

We’re talking Tom Ferry, Brian Buffini, Craig Procter, Mike Ferry and all the other highly-regarded real estate gurus.

This strategy is so frequently utilized by coaches and top producers alike because it’s:

• Proven to work

• Inexpensive

• And (for most agents) it’s actually enjoyable!

So what is this “magic” marketing bullet? It’s really quite simple…

• Socially (i.e. family, friends, and neighbors) 
• Professionally (clients, lenders, insurance brokers, etc.)
• Anyone in your database of leads (past and present)
• Connections and followers on social media

If you’re not making every effort to gain referrals and repeat business from your sphere…you are basically passing up your #1 source of potential business.

Think about it. Who is more likely to hire you? The owner of an expired listing who’s received 10 calls from agents just like you… or your best friend’s brother?

The reality is, the people who already know, like, and trust you are much more likely to:

• Answer your calls and open your emails

• Respond to your offers of help

• Refer you to someone who needs an agent

• Hire you themselves

So it’s simple: Don’t waste your time chasing after cold leads while neglecting the opportunities hiding in plain sight.

Now that you know the #1 strategy all the top real estate coaches use, you may be wondering…

Step 1: Publish a Blog Post With Useful Real Estate Information

We created The 5 Step Real Estate Marketing System because we knew how important it was to reach out to our sphere on a consistent basis. But we struggled to find a reason to contact them each month—that didn’t come off as overly salesy, annoying, or just plain creepy.

So instead of ads, referral requests, or branded calendars, we started sending them something they actually wanted…valuable information!

Each month, we publish a blog post on a timely real estate topic of interest to homeowners, buyers, and/or sellers. 

Local market stats are great, but they don’t set you apart from all the other agents who are sharing those same numbers. That’s why we supplement them with topics that help showcase our depth of expertise–and spark interesting questions that are more likely to trigger a conversation.

Examples of our recent blog topics include:

• New Build or Existing Home: Which One Is Right for You?

• 9 Tips for Buying and Selling Your Home at the Same Time

• Shut Down Home Intruders With These 7 Safety Strategies

• How to Bridge the Appraisal Gap in Today’s Real Estate Market

• Could Rising Home Prices Impact Your Net Worth?

Step 2: Distribute the Blog Post Via Email

Once we’ve published our blog post, we use it as a reason to reach out to everyone in our sphere of influence.

We email them a friendly and engaging note that lets them know:

1. We’re thinking of them and looking out for their best interests

2. The topic of our latest blog post and why we’re sharing it with them

3. A link to the post

4. An offer of assistance

5. An invitation to reply

Here’s an example of an email we sent in October to share a blog post about home security:

Subject: Feel safer this season with these home security tips 🏠🛡️

Hi [First Name],

The fall season is upon us!

And while some of us enjoy getting lost in a corn maze or watching a scary movie this time of year, none of us wants to experience an actual threat to our safety.

That’s why we’ve outlined several steps you can take to boost your home’s security in our latest blog post → Shut Down Home Intruders With These 7 Safety Strategies. [insert link to post]

In the post, we share insights from both security experts and convicted burglars. Then give you proven safety tactics you can start using today!

So take a look, and then reach out if you have any questions or if you would like a referral to a local service provider who can help.

There’s nothing more important than the safety and security of you and your family.

Take care and stay safe!

Garry

P.S.  Do you know the most common entry point for a burglar? Find out in our latest blog post. [insert link to post] 

Step 3: Record a Short Video

Like it or not, it’s become increasingly important for real estate agents to embrace video marketing if they want to stay competitive in today’s market. 

In a recent survey of consumers, 69% said their preferred way to learn about a product or service is a short video. 

Fortunately, The 5 Step Marketing Plan takes this into account and makes it easy to share relevant video content on a consistent basis.

Each month, we record a short video to introduce ourselves, share a little bit about our blog post, and invite the viewer to contact us with questions or for help.

For example, here’s the script we created to promote that same blog post on home security:

Hi everyone! I’m coming to you today from my living room because I wanted to show you something.

I’m Garry with Creath Partners Real Estate in Austin, Texas.

And I don’t want to brag, but I happen to own one of the best home security devices on the market. 

To be honest, it’s something you probably have in your home, too. 

[Gesture to TV] That’s right, it’s your television! And believe it or not, you can actually use it to scare off an intruder.

Surveys show that burglars often avoid homes if they can see or hear a TV playing. So try connecting yours to a timer for a cheap but effective security device.

If you’d like more simple ways to keep your home safe, check out our latest blog post.

Then reach out with any questions about home security or real estate in general. I’d love to hear from you!

Step 4: Post on Social Media

After we’ve shared the blog post with our email database and recorded a short video, we’re ready to expand our reach by sharing them both on social media.

One of the great things about The 5 Step Marketing Plan is that you can repurpose one piece of content (a blog post) on a variety of platforms. 

In addition to publishing the blog article on our website, we will post links to it on:

• Facebook

• Instagram

• LinkedIn (as an article)

• Pinterest

• And again on Facebook when we post the short video we created! 

This helps us stay top-of-mind with our sphere and social media connections while deepening our reputation as a local market authority. 

Here’s an example of the messaging we used to highlight our blog post on Facebook:

Homeowners....listen up! 👋 

What message is your curb appeal sending to possible intruders? Is it deterring them from trying to enter your home? Or is it basically laying out the welcome mat for them? 

Now that we’ve got you thinking… We’ve also got some suggestions! These simple exterior upgrades make a BIG difference when it comes to preventing break-ins:

📸  Install outdoor cameras and warning signs

🌳  Place thorny bushes and noisy gravel below windows

💡  Add flood, spot, pathway, and motion-activated lights

For more info on how to upgrade your home security, head over to our blog 📝

🔗 [insert link to post]

Step 5: Personal Outreach

Congratulations! By now, you’ve reminded everyone in your sphere that they know, like, and trust you.

Don’t waste all that goodwill by skipping the final task in The 5 Step Real Estate Marketing System…personal outreach.

Here is your opportunity to reach out, connect, and start a conversation. 

If your contact is looking to buy or sell a home–or knows someone who is–THIS is the step where they are MOST likely to share that information… so don’t skip over it!

If you have the time and you don’t mind talking on the phone…

Try A Personal Phone Call Or Voicemail

Most agents hate making sales calls. But if you’ve followed the first four steps in The 5 Step Real Estate Marketing System, you have a natural reason to call–and it has nothing to do with “selling” your services!

Here’s an example of the phone script we used to follow up with our top clients and referral sources regarding the home security blog post:

Hi [NAME]. This is Garry at Creath Partners. I was just checking in to see how things are going. How are you?

[pause for response]

I also wanted to reach out because my latest blog post is on home security, and I think it’s such an important topic. I emailed you a link. Did you happen to see it? 

[pause for response] 

Well, I just want to encourage you to check it out when you have a chance. There’s really nothing more important than the safety of you and your family.

And while I have you on the phone, is there anything else I can do to help you today?

[pause for response]

It was great catching up, and I’ll talk to you soon!

Hate Talking On The Phone? Don’t Worry! There’s Another Option.

We get it! We do, too. That’s why we use a text message to follow up with the majority of our sphere (and those friends and clients who also hate talking on the phone).

Sometimes, a well-worded text message can be an equally-productive conversation starter. Here’s an example:

Hi [NAME]! How are you? Did you see the home security tips in our latest blog post? If not, please check it out. This topic is so important! [insert link to post]

This short note lets your contacts know that you’re looking out for them and that they can count on you to consistently deliver valuable information. 

Now that you know all the steps in The 5 Step Real Estate System, you may be wondering…

How Can I Use It to Generate a Steady Stream of Leads and Listings?

It’s really pretty simple. You must commit to following the “5 Steps” each month with consistency.

Within three months, you will start to see real results. And within six months, you will be patting yourself on the back–and likely be headed for your most productive year yet!

But don’t just take our word for it. Here’s what other agents are saying about The 5 Step Real Estate Marketing System: