5 Ways to Greater Profitability

5 Ways to Greater Profitability

Presented by:Nick BaileyVice President, Business StrategyMarket Leader, Inc.

#1Understand Today’s

Consumer

In 2004, Sellers Primarily Used Realtors

Today, Sellers Consult Realtors & Internet Equally

91 in 2004 21 sites in 2012

But Using 77% Fewer Sites Than in 2004

Consumers Visiting Many, Diverse Real Estate Web Sites

67m Visitors in March 2013

61m visited……….

Mobile is HUGE

Go Mobile or go ‘Google’ Good-bye– Changes of Rankings of Smartphones

183% increase in mobile52% of buyers

YET, Consumers Are Spending LESS TIME Researching & Selecting An Agent

15+ Months of Research …

1 DayResearching

Agents

458 DaysResearching

Homes

63% of Consumers Interview & Select an Agent in Less Than One Day

66% of Consumers Select First Agent Interviewed

AND Repeat Home Buyers & Sellers Select An Agent 4X Faster Than Average

#2Respond FIRST…or at least

just respond

Responses

• Expected response time– 15 minutes

• NO response – 43%

• Respond within 30 mins– 11%

• Responses in 6 mos– 1.2 x

Source: Real Trends 2012 Online Performance Study

#3Generate leads for your

agents…and profit from it!

Profit from Leads

• Determine lead quantity– Recruiting & retention needs– Use lead calculator

• How to pay & profit– Monthly flat fee– Referral fee upon closing = $$$$$

• You control distribution• User Agreement

Agent Agreement

#4Teach your agents how to

make the most of every lead

Online leads are different

Use a powerful CRM & email marketing solution

with mobile access so you can respond FIRST.

Stay In Touch Over 12-18 months

Nurture & Engage

Tip: Have agents position website data as an excuse to reach out, “I was thinking about you today and this neighborhood popped into my head…” That way you are not coming across as “spying” on them but providing value.

–Mandy Becker, Broker/Owner, RE/MAX Southern Shores

#5Office marketing tactics

Be where the Eyes are…

• Be where buyers & sellers are

• Multiple locations– Evaluate online

presence

• ‘Lifestyle’ videos vs property videos

www.marketleader.com/remax

Nick BaileyVice President, Business StrategyMarket Leader, Inc.