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Insider Reveals 4 Steps To Get Clients From The Web

In issue #1152, we were brainstorming initial keywords your prospects search to find you on the web.

Today, we'll talk about PLANTING and GROWING your keyword seeds and finalizing your preparation to get found online in 4 simple steps.  Most web designers don't even know these insider strategies...

STEP 1:  Plant Your Seeds

The first step is to create a short list of 5 to 15 “seed” keywords. Your list might look like this one to the right:

STEP 2:  Grow Your Seeds

Next, visit the Keyword Tool below and expand your list to a solid 10 to 50 keywords and phrases that have a healthy number of searches actually occurring on a monthly basis.

Don't assume the highest search volume keywords are the best, rather, pick the ones that truly might originate from the TYPE of customer you desire.

Explore the other tools and links all found on this page as you enter your “SEEDS” one at a time:

Click here to go to the Free Keyword Tool...

As you brainstorm keywords, keep in mind that because you will be focusing on a LOCAL market, you will most likely want to add your city, state, county, and/or zip code to the keyword phrases you compile (more on this in step 4).

What's a “healthy” number of searches you might ask?  For now, shoot for adding keywords that have several search terms above zero.  You want to make web pages around keywords (and topics) people have an interest in and actually search to find.

STEP 3:  Add 'TAGS' To Your Keyword List

We do need to talk for a moment about 'TAGS'.  Not like the ones on your clothes.  The internet variety that have become so BIG in so many ways these days.  To make it quick and easy to understand, you might think of a TAG as a one or two word keyword used to CATEGORIZE what you do or what your site or web page is about.

It's another way that people might find your business, page, blog or site.  And here's why it's important...

Just as you need to know (or think about in advance) the keywords that a searcher might type into a search box, you also need to know what CATEGORY or set of TAGS best classify what you do.  These TAGS will be used more to categorize blog posts, photo's, and other social media things you do - whereas, your keywords will be associated more with your web pages or sites.

Don't get too hung-up thinking about why this works this way, rather let's just move forward and while we have keywords on our mind, let's pick a small highly focuses set of categorical TAGS so we have them ready for some blog posts and social media strategies I'll discuss in future articles.

If you've just completed your keyword research, you can likely do this part off the top of your head.  Just think of 3 to 10 categories (one word to three words are best) that your service or site fits.

Your TAG LIST might resemble the one to the right (but please, create your own so you can be even more exacting... and localize as much as possible).

STEP 4:  Include Local Terms In Your Keywords

What are you in the middle of?

In other words, where the heck are you located?

What is your “service area”?  If you expect people to find you in a search engine or online, you have to PLANT the various “location” names, zips and spots directly into your listings and pages.

Only by doing this can the search engines know when and where to “deliver your page up” within the proper local SERPs (Search Engine Results Pages).

This step is critical and I have a couple of tools that will help make it very, very quick and easy.  What I want you to do now is create a list of every city, county, community, and ZIP code that is within a reasonable distance from your location.

Naturally, if it's an area that you are NOT interested in getting calls or business from, you'll exclude it.  Use the two tools below to create lists of areas you are most interested in (don't stretch yourself too wide - focus in on your prime target areas):

  1. The city and zip code part can be done with this tool:
    (You need only enter your ZIP and a radius in this tool - results will show at bottom)

  2. To help you with local county names, try this tool:

With our focused list of keywords, phrases, tags and locations in hand, we're now ready to create web pages and blog pages that truly get found by our prime prospects.  Be on the lookout for my next article where I'll show you how to create web pages with these local keywords, even WITHOUT a web site.

See you soon!

Flip video camera

Could you use this cool Video Camcorder in Your Business?
Share Your Best STUFF!

Real estate can be a tough, lonely business. Even top agents need a continuous flow of guidance, support and new ideas to keep going strong. When you share your best stuff with our community, everyone wins!

AND…remember, each month we hold a drawing to award one amazing FLIP video camcorder to an agent who submits an idea we use. So submit your best prospecting, marketing, horror story, or other real estate idea that makes you more successful, and you'll automatically become eligible to WIN a BRAND NEW FLIP video camcorder. Be sure to include an example if you have one! Click Here

7 Prospecting Tips For Flat-Broke Agents

If you are short on cash and need to knock on doors to get business, here are 7 ways to maximize your results...

Tip number five highlights a very important marketing principle.  It's called “The Law of Reciprocity” and it says that people feel obligated to reciprocate, or give you something, when you give them a gift.  This tip alone can dramatically enhance your prospecting efforts.

Here's Bob's description in his own words:

“I have knocked on between 25,000-30,000 doors in my real estate career. These are my seven best tips.

Tip #1:  Never stand facing the door.  Always stand at right angles to the door (looking off to the side). You don't want someone looking out of the peephole seeing your face.

Tip #2:  Stand 5 to 6 feet away from the door when you have rung the doorbell or knocked.  We all have an inner circle that is private and reserved for friends.  By standing 5 to 6 feet away, we are in the public zone and not perceived as a threat.

Tip #3:  When the door is opened, for the first 5 to 10 seconds do not speak.  Continue looking away so the prospect sees you first.  Then turn and face the door and start the conversation.  If the prospect behind the door starts the conversation, they are friendlier as they have initiated the contact.  If they have not started the conversation, don't wait too long after facing them to begin speaking.

Tip #4:  I like to whistle.  And this is optional.  It sounds corny, but if they hear someone whistling, you are less likely to be perceived as a threat.

Tip #5:  Always leave them with something.  If you are new, let it be a business card.  Try and get some small personalized scratch pads though, they can be purchased for $0.10 to $0.15 if you buy 1000 at a time.  If they are not home, leave a business card or pad.

Tip #6:  If they don't answer the door, just move on.  You will have some people that you know are home not answer.

Tip #7:  Smile and have fun.  The hardest part is getting to the first door.”
QuickTip: Speed Up A Short Sale From The Start

“When listing a short sale, go ahead and complete as much of the seller qualification paperwork as possible... especially the authorization to share information with you.  Fax the authorization immediately to the lender.  Don't wait to send it along with the full short sale package.  Sending it first will expedite the lengthy process.  The lender must have the authorization prior to even letting you know they received the package.”

Look Who's Now the Proud Owner of a
Brand New FLIP Video Camera!!

Flip video camera winners

Why is agent Susan Moguel smiling these days? Because she just won a brand new FLIP video camcorder! You can see her idea, “How Top Agents Double Their GCI” in issue 1150. Congratulations Susan!

Want to get your very own FLIP camera? It's easy. Just submit your very best marketing or success strategy (or QuickTip or Horror Story) by Clicking Here. Then, about every month we select the ideas we used in the last few issues and throw'em into a hat where the winner is selected randomly. The better your idea (examples help!), the more likely we'll use it, and the greater your chances of winning – just like Susan here.

How To Get More Offers With a Group Open House

“Buyers follow the herd.  Lately, there have been very few buyers coming to open houses.  The buyers that have been coming are 'tire kickers'... just out looking because they hear everyone else saying the prices are going to keep going down and they want to be ready.

A few weeks ago, I called the other agents in the area to see if they would all do an open house on the same day on the weekend to generate activity and a buzz.  We had about twice as many people come through that day.  Next weekend the same.  Unfortunately, my listing still is a little too high and sat on the market for 70+ days.

I lowered the price $10,000 on Thursday and got a couple offers on Friday.  It actually sold for slightly OVER the asking price.  And then on Saturday I had a third agent call to put in an offer.  I am convinced having the group open house and getting the agents to collaborate instead of competing helped in this difficult market.”

Horror Story: “My $12,897 Mistake...”

“On a recent listing presentation, I did a market evaluation for an older, dated home.  I concluded that the house was valued between $420,000 and $425,000.  My suggested listing price was $429,900.  The Sellers, however, wanted to list at $489,900—$60,000 more than I recommended.

I decided to take the listing and was surprised that there was good traffic, but it was still overpriced.  I finally convinced the sellers to reduce the price to $439,900.  That's $50,000 less than they wanted, but now only $10,000 above the price I think it could sell at.

Within weeks after the price reduction I did get the sellers two offers on their home.  But the problems didn't end there, as two of the three sellers refused to include an existing old fridge and stove in the deal.  Several back and forth offers later, the deal died.

After the listing expired they decided to list with someone else at $449,900—$40,000 dollar less than the original list price when I was working with them, but still overpriced.  I still don't think the home has sold.

If I could've convinced these unreasonable sellers to list at my suggested price of $429,900 from the start, the home might have sold in a few weeks because we did get traffic through the home.  With a 3% commission, I calculate I lost $12,897—not to mention the time and expenses I put in.  The listing presentation is the time to get sellers to agree to a price reduction, or walk away from the listing!”

Issue #1153