2 minute read
Meagan O’Leary – What Kind
What Kind of Marketer Are You?
Commentary by Meagan O’Leary
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When marketing your real estate business, are you a prospector or a networker? Every real estate agent has their own marketing goals, ideally capitalizing on their strengths and weaknesses. A focused lead generation strategy is a key component to driving success.
If you know what type of marketer you are, follow these tried and true strategies to help keep your pipeline full with leads that complement your business strategy.
Path No. 1: The Prospector Prospectors cast a wide net by creating as many connections as possible. They spend a majority of their time on top-of-funnel marketing strategies, typically investing in third-party lead generation solutions to feed their pipeline. Prospectors excel at creating brand awareness and demonstrating their area of expertise, taking a high volume/low conversion approach to lead generation. On average, approximately two to three percent of leads generated are people who are ready to buy or sell in the next one to two months, but this is where prospectors thrive because GCI on two percent of leads is still an incredible return. Additionally, they have longterm lead nurture strategies in place to increase lead conversion over time.
Prospectors rely on a robust, endto-end CRM solution that offers everything from lead acquisition to shortterm and long-term automated lead nurturing and appointment-setting services. This is important because the volume of leads will be much higher, requiring much more than a manual, hands-on approach.
Are you a prospector? Then Elm Street’s Elevate CRM® may be the perfect end-to-end solution for you. And now, you can try the platform free for 60 days. Learn more and create your free account at www.elmstreet.com/crm/.
Path No. 2: The Networker Networkers heavily generate repeat and referral business by focusing their time on their sphere. They nurture the relationships they already have to create close connections, filling their pipeline with people who know, like and trust them. Networkers take a low volume/high conversion approach, excelling at closing deals based on the relationships they create.
Networkers don’t need all the bells and whistles of their prospector counterparts but a more simplified solution that focuses on unique ways to nurture and support long-term relationships with their sphere.
Are you a networker? Whether you are new to the business, a part-time agent or someone who’s built their business on sphere of influence marketing, Elm Street’s IXACT Contact® CRM offers you more than you could imagine. Try the platform free for 60 days to see if it’s the right option for you. Visit www.elmstreet.com/crm/.
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Meagan O’Leary, the education director for Elm Street Academy, helps oversee the strategy and execution of education across the Elm Street ecosystem. She and the Elm Street educational field team bring effective and energetic training to the real estate industry and beyond. For more information, please visit www.elmstreet.com/.
