A primary marketing research company recently published their small company guidebook to lead and customer demand generation. Although all of the content in this description is not necessarily related to the real estate industry, there are many lessons that can be applied by real estate brokers and brokers to hurriedly speed up their sales.

One of the basic conclusions of the report was that aside from community networking, utilizing live webinars are one of the the largest part effective ways to charm leads on the net. This information is excellent for hungry brokers for the reason that while not complex, the equipment for webinar is very underutilized in the real estate space. As a consequence, there is a huge prospect for delineation for the REALTOR that involves webinar in their bag of tools.

As a place of delineation, video and webinar are great, but how would you utilize them as a real estate professional? Well, for those of you that host community meetings to teach you community and in turn gather leads, going online may present an easy way to reach a much broader section of your community. For those real estate agents that don’t make use of this process of lead generation, producing a brief webinar to showcase a specific segment of buyers or sellers in your vicinity may allow you to connect with many prospective clients that you would otherwise not be able to touch. In addition, by using the webinar as a lead capture tool, you can radically reduce your overall cost per lead as online marketing costs a fraction of direct letters or neighborhood farming.

So how would you go about establishing and selling a webinar, and how would it fit into your other lead generation activities?

To provide an explicit example, suppose that you currently serve an district where values are depressed, but property is being sold by short sales. What you could do is create a thirty minute PowerPoint presentation that goes over the short sale procedure, what the steps are to build a short sale package, and the relative risks to credit and capital sellers may face.

Next, you would choose a webinar service on which to present the webinar. I recommend GoToMeeting. On the other hand, if you are looking for low cost, DimDim is free. Schedule your webinar and begin advertising the event. Be sure that you add the link to the invitation to your website, and have your web page manager add the invitation to your home page. If you have a list of contacts you are already sustaining, invite them to the event.

Once you have created the webinar, or at least finalized the topic, contact a few district businesses and see if they will place flyers promoting the webinar in exchange for you offering coupons or other discounts for their service on either the thank you page of your webinar registration. The ideal situation is if your community businesses can provide something of value that you can give away to webinar attendees as it adds significance to your presentation and cross promotes other businesses in the community.

In addition, either create door hangers or a direct post piece that goes out to the district that you are currently farming inviting homeowners to the event. This feature of the promotion may sound expensive, but keep in mind that if you can capture their digital information, your cost for drip marketing goes down exponentially. The largest part of your prospects are in the market to sell at this very moment, but almost all of them will be trying to sell sooner or later. If you capture their information now, you can handle online marketing tools to remain top of mind until they are ready to sell.

Send several emails inviting prospects to attend your presentation, and remind those who registered to show up.

On the day of the presentation, be sure to login early and address any bugs in the system. Go through your presentation and address any questions that may arise through online chat or email. At the conclusion of the presentation, have a clear and concise offer and call to action so that your prospects know what the next steps are to manipulate your services.

To finish, be sure that you produce a follow up email for those who attended as well as those who did not. Include your call to action and an offer that will help your prospects take the next steps to contact you in both of these and remind every person where online they may view the archived video.

A few days later, send out your e-newsletter letting every person in your email list know that your recent webinar was a success. Include a review of the topic discussed, a link to the archive, and an overview of what you offered in the presentation. By going through this process, you will nearly all likely attract a number of new clients as well as hundreds of new prospects that you can court until they are ready to buy or sell.

Visit the Rainmaker Masters Circle real estate agent marketing website to learn the best practices and how to attract more listings and close more sales.