Finding individuals who are ready to sell or buy their home is crucial for any realtor. There are many ways to generate these leads, but the most effective method for doing so is Google. Over 93% of internet activity starts with Google, and over 80% of consumers do business based off of Google search. It’s imperative that your business and website is in front of these highly targeted leads when they are searching for your services so that you can capture them. Here’s how to do just that!
How to Generate Real Estate Leads from Google
When someone is looking to sell their home they go to a handful of places. They’ll go to a company they already know, a site that connects them with a realtor in their area, or Google to search themselves. A majority are going to go to Google and this is where you’ll find the most targeted leads. In order to generate these leads your website HAS to rank in the top 3 results of Google for keywords that these sellers are searching. I’ll explain ho to do so below.
How to Find Real Estate Keywords to Target
In order to get in front of these sellers you need to know what they are searching for. If you are looking for a tow truck in miami, then your search will look like “tow truck miami”. So for those looking to sell their homes or buy, they are going to search for “realtor + area”. Below is a photo of how many people are searching for realtors in my local area.
As you can see there is a big amount of people searching for realtors in my area, and these numbers are recurring monthly. If you could capture just a handful of these leads and convert them into clients what would that mean for your business? Now that you see the power of using Google for lead generation let’s get into the technical stuff!
Generating Leads in Google 101
There are multiple ways to generate leads in Google. For the sake of this post I’ll just cover the most effective ones and write a blurb on how to do it. Head’s up, I’m not going to include Google Adwords since it isn’t the most effective method for generating leads, but it can be used in conjunction with the methods below.
Generating Leads Via Google My Business (Google 3 Pack)
Google has a small pack of listings that ranks above organic listings known as the Google pack. It is Google my Business listings that have a website link, phone number, and directions for a business. This is a powerful asset to any business because a majority of consumers are going to look here and call directly. In order to get in this top spot you need to do 2 things.
- Optimize your website
- Build local citations
You need to optimize your website for your local area and keywords you want to rank for. The best way to do this is to make sure your pages have plenty of content, 300 words minimum, and that you have your business name, address, and phone number (NAP) listed. Sprinkle the keywords you want to target throughout your content and make sure to have your NAP in there and you’ll be good to go.
The next step is to build local citations. This allows Google to see your relevance and will increase your rankings in their results. You can build these citations yourself, or outsource them (to me preferably!), on sites like Yelp, Yellow Pages, Angie’s List, etc. Any site that allows you to showcase your business address, name, and phone will work for a citation. Just make sure that you have a consistent NAP on all of these sites, as well as your own. Here’s an example:
Generating Leads With Organic Listings
Another way to generate leads with Google is to rank organically for your target terms. This works the same way as the Google my Business method, you need citations and optimized content, so you can refer to the previous paragraph.
Organic listings may take a little extra push to get ranked, so if citations and optimization don’t work you’ll need to build backlinks. Backlinks are simply links back to your website from other websites. You want to get the best backlinks possible, so make sure to get them from relevant and authority sites (not spammy sites about general topics). You can get links through guest blogging, resource pages, publications, articles, sponsored links, and directories. The key with backlinks is quality, not quality, so make sure you get them from quality sites. The most effective backlinks are going to be ones that are relevant to your area or niche (real estate), so shoot for these as well.
Generating Leads With YouTube Videos
Not only are videos great for engaging customers, they also rank super easy in Google. Just like anything else, you will need to optimize your video and have links to it. I’ll show you how below:
Golden Nugget: You can add your video to various citations, which shows Google that your video is local relevant and gives you a backlink!
As you can see in the photo above, I was able to rank on page 1 for “tow truck marfa” with a fresh YouTube video. If optimized correctly a YouTube video can rank for noncompetitive keywords instantly, and with a few links can rank for competitive terms as well. So how do we optimize?
The optimization on this video is not too complicated. Simply put the target keyword in the title, the tags, and within the first 2 sentences of the description. Also shoot for 100 words in your description, the more the better.
You also want to add a video location in the advanced settings, as well as a category. People and Blogs will work just fine for a category. That about sums up the optimization of the YouTube video. Just be sure to link to it whenever possible, especially in citations, to get a higher rank for more keywords.
Real Estate Leads, Here We Come!
By following the steps outlined above you’ll be able to generate and capture highly targeted seller leads month after month. Now lead generation is no easy task, and takes time, but if done correctly can yield great results. All of the methods below are included in my Local Lead Gen packages, so if you’d like to get more leads on a monthly basis without struggling to get going, be sure to get in contact with me.
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