This has to STOP… Obviously, you want more traffic and leads, right? We’ve all struggled to increase website traffic, and every lead guru has a big bag of tricks they’re eager for you to try. But… it’s a heck of a lot simpler than that.
All you need to do is fix these 4 common reasons that are often neglected by real estate website owners either because they don’t understand their importance or because they are not sure how to approach them.
Hey guys and girls, Trevor here coming at you with another whiteboard strategy sketch and these are getting really, really fun.
I don’t know how many we have done so far but we have a lot more in store for you guys and keep the questions coming because the way that we come up with these things right here is from questions directly from you guys. Send them to us at firstname.lastname@example.org, through the comments section below or go to oncarrot.com and check us out.
On this particular video, we’re going to address one of the most common “problem” questions that we get…
“Why am I not getting the real estate leads online that I want or I’m NOT getting any leads?”
Because in order for you guys to get value out of leveraging the web with your marketing, you got to be getting leads in some way whether it’s phone calls, whether it is people submitting forms, whatever it is. Leads have to be had, otherwise, you are not getting the value out of it.
We boiled it down to just four reasons that you are not getting the amount of leads you want. As you are going through this particular strategy sketch, make sure that you are identifying which one or ones of these you need to tap on next.
If you are not getting leads you want, you need to be doing one of these things better or more.
Reason 1: Traffic
The first thing you want to look at is your traffic. That’s the most obvious thing, right? Because you can’t get a lead if you are not getting people to land on your website.
How do we get more people to land on your website?
The first thing we’d like to see is that you are getting at least 25 visitors to your website per month and we are saying at a minimum because on average let’s say it’s a motivated house seller website… you might be converting three, five, six, seven, eight percent,10% if you are doing really well, into a lead.
If you are converting at 10%, which is a really high conversion rate in this type of market, you are only going to be getting about two to two and a half leads per month. Now that is not a lot of leads so that is your issue.
If you are getting less than 25 people to your website a month, then that’s probably the first thing you need to focus on.
If you are getting 50, 60, 70, people to your website a month and you are still not getting very many leads, let’s say it’s converting at less than 1%, we are going to move on to the next thing.
Reason 2: Quality of Traffic
The next thing is the quality of your traffic. First off, if you have traffic coming in and you are getting 20, 30, 40, 50, 60, 100 people to your website a month but you are still not getting very many leads, you are getting less than 5% or less than 3% of them becoming a lead, it could be a quality issue.
You need to ask yourself some questions. It could be, where are these people coming from? Are they coming from good marketing channels? What is the message that you are delivering to them to get them to your website?
Often times we’ll see people using Google pay-per-click or Facebook ads or something and they are getting a lot of traffic from Facebook for motivated house sellers but the problem is, those people are not very targeted. So you don’t want to be driving motivated house sellers from a random Facebook campaign to websites and expect to really have a conversion rate.
The quality of those visitors is going to be lower. The quality of the Craigslist visitors will be probably a little bit lower, the quality of an SEO lead is going to be way higher. If you are not getting very many leads but you have a lot of traffic, see where your traffic is coming from. Is it coming from a high-quality source where they are very targeted and you can help them specifically? What message do they see before they land on your website?
Did your ads say, “Sell your house.”? Then your website now says, “Sell your houses quickly, we buy houses.”. They are just looking for a real estate agent and you are offering a completely different service. Look and see what your ads and your message says.
If you got the traffic nailed, the quality is perfect and that’s nailed, and you got a lot of traffic coming in and you are still not getting the leads you are looking for, what do we look at next? We look at performance next.
Reason 3: Website Performance
We talk a lot about performance here at InvestorCarrot where performance is one of the things we specialize in.
It’s helping your websites perform at a higher level which means convert more of your visitors, more of your quality traffic into a lead. The performance side is your website. Have you gone through some tutorials on this website? Have you gone through our other whiteboard strategy sketches to see how you need to structure your forms? Have you gone through some of our mastermind calls, things like that? Make sure your website is built to be high performing.
If you are a Carrot member already, you got this one nailed. You don’t have to do anything there unless you jerked up the design that we have given you. Make sure you are sticking with the design, then just personalize it with your own content, tweaks, you personalize it with your branding and credibility.
If you are not a Carrot member, make sure you are really focusing on the design of your website so it’s performing at a high level and like I said we have a lot of resources you can check out. Go to oncarrot.com/resources and we have an entire video and an entire checklist on how to create a high performing website.
If you’ve got your high performing website set up, you got quality traffic coming into it, and you’re still not getting enough leads, what we want to do is look into credibility.
Reason 4: Credibility
You can have the best website in the world that is set up with all the cool things to get someone to convert into a lead, but maybe you haven’t built credibility on the website. Maybe people aren’t believing that you can truly help them.
Maybe you’re not really building that connection with them enough to where they are like, “Man, these people seem like real people and I want to work with them.” You need to nail the credibility.
What do you do to really build great credibility for any business?
It could be business selling microphones or a business selling whatever it is. You need to be building credibility and you do it the same way. You have a really good about page.
We found in our data, the number three most visited page, sometimes the number two most popular page across all of our thousands of InvestorCarrot members websites including our own sales websites is always the about page because people are looking to prove or disprove the preconceptions in their mind on why they should or should not work with you.
If they go to your about page and it’s basic, it’s generic, it doesn’t have anything about you, they aren’t building that connection with you. They are probably going to bounce out of there and possibly go and look at your competitors. The ones that they connect with more, are going to be the ones they choose to work with.
Make sure your about page has a little bit about you. Kind of tells about why you want to help people, your mission, and list maybe some of your team members in there. Don’t be afraid to put your face on the website because your face is going to have to go in front of your client eventually.
Number two is social proof.
Do you have things on your website that show that other people have worked with you before them that you helped that have been in similar situations?
It could be a testimonial, it could be videos, it could be case studies on deals you have worked with, it could be people who you’ve sold properties to who have gotten great returns now and they had a better experience working with you. It could also be the Better Business Bureau badge.
Things like that help to build social proof, reviews on your Facebook channel, things like that. You just want to show other people have worked with you in the past or attest to your character, that you are the type of person that they would want to work with.
The last thing is clear and honest branding.
We found so many websites that nail the about page, nail the social proof, they got the traffic coming in but their logo up top looks like it’s been made in Microsoft Paint in 1998. It’s pixelated. The words are hard to see, and the very first things we often times look at on a website is the upper left of that website which happens to be where logos often times are or at least the top of the website.
So make sure you have very clear honest branding.
I didn’t say you have to have a fancy logo, that’s a completely different thing. Some of the best websites that we have found that generate the most leads, had the simplest logos out there. They didn’t spend a bunch of money on them.
Reasons You’re Not Getting Real Estate Leads Online
If you nail these four things; nail your traffic, the traffic is high quality coming from great sources with a very clear and defined message that matches your website, the website is set up for performance and not just a couple of things but set up everywhere on every single page to perform at a high level, follow what we do and model it.
Don’t copy what we do, but follow and model what we do or if you are a Carrot member that’s already been done for you.
On the credibility side, have a great about page. Look at our about page and see how much you connect with us. We have our core values that we tell about our start-up story, we tell about our team, and you get a chance to connect with us at a better level. It becomes real people then, and it’s easier to work with people than work with a kind of an ominous company.
Get your social proof nailed, get clear on honest branding and if you still don’t have a stream of leads coming in from there, I would highly suggest then you go back up to number one and ramp up your traffic using other methods.
Go out there and get your leads flowing upwards, get your leads flowing in and make them consistent and predictable so your business can grow.
That is why we are all doing this so we can have a consistent, predictable business that really fuels our lifestyle and helps a lot of people.
Check out the whiteboard videos on our YouTube channel. If you aren’t on our YouTube channel, subscribe where the subscribe button is.
If you are not on our YouTube channel, but you are on our website, subscribe to our blog or check out the webinar that we have going and you can probably find someone inside or on the website somewhere and see how we can help you grow your leads and leverage the web better.