Mega Camp 2013 presentation from the Market Leader and Trulia TruLeader theater. Covers how Keller Williams associates can spend 30 minutes per day using Craigslist and increasing buyer and seller leads for their business.

2. 30 minutes of Craigslist:
Steps for posting buyer and seller ads

3. Building, growing and managing a successful real estate business
Challenges of Today’s Agents
Generate
leads
Engage
leads
Convert
leads
Continue
relationship

4. What information are consumers gathering online?
• Pictures and details about homes on the market
• Specific school information
• Neighborhood info and demographics
• Specific market conditions
• Short sale/foreclosure benefits and traps
• How to successfully purchase a home
• What is my current home worth?
Today’s choices …..what are the real differences?
• Google, Bing, Yahoo
• HouseValues.com and Justlisted.com
• RealEstate.com
• Trulia, Zillow, Realtor.com
• Company branded websites
• Craigslist
Understand today’s online consumer

5. What does success look like?
Suspects or website visitors
Leads
Prospects or contacts
Active Consumers
Motivated Consumers
Transactions/Income

6. • 5 – 6 Transactions
– Must have 50 - 80 new leads each
month
• Multiple lead sources
– Must execute the correct approach
• 7 – 8 Transactions
– Must have greater than 80 new leads
each month
• Multiple lead sources
– Must execute the correct approach
How many transactions do YOU want to average per month on a consistent basis?
• 0 – 1 Transactions
– Must have 10 new leads each month
– Must execute the correct approach
• 1 – 2 Transactions
– Must have 20 new leads each month
– Must execute the correct approach
• 2 – 3 Transactions
– Must have 30 new leads each month
– Must execute the correct approach
• 3 – 4 Transactions
– Must have 40 new leads each month
– Must execute the correct approach

7. 7
Online consumer timeline
Relevant
Content Value
Proposition

8. • Consumers will call me off my Ad
• Craigslist leads are bad leads
• Craigslist leads are only looking for bargains and cheap homes
• I can’t stand out on Craigslist –too much competition
• Craigslist takes too much time every day
• I can just create one ad and duplicated it over and over
• I can hire someone outside of my area to write ads for me
• Craigslist is only for buyers
• I have to have listings to post on Craigslist
Craigslist Misconceptions

9. • Consumer focused website
• True IDX Feed from your MLS
• An attention grabbing headline
• Short and concise message
• Always link back to your website in front of relevant content!
• Instant gratification
• Value proposition lead capture
• Post your listings during peak hours
• Wait 48 hours before reposting or removing
• Service oriented, not the sales approach
• Showcase your “store”
Keys to capturing leads on Craigslist

10. Craigslist.org

11. AD HEADLINE
AD HEADLINE
AD BODY
Craigslist: What is an Ad Headline and Body?

12. ‘Call to Action’ Ad on Craigslist

13. • Day 5
– Renew all Day 1 ads
– Renew all Day 3 ads
– Post 5 new ads onto Craigslist
• 5 buyer focused ads
• Day 6
– Renew all Day 2 ads
– Renew all Day 4 ads
– Post 5 new ads onto Craigslist
• 3 seller focused ads
• 2 neighborhood data focused ads
• Day 7
– Renew all Day 1 ads
– Renew all Day 3 ads
– Renew all Day 5 ads
Your weekly Craigslist plan
13
• Day 1
– Post 20 ads onto Craigslist
• 12 buyer focused ads
• 5 seller focused ads
• 3 neighborhood data focused ads
• Day 2
– Post 20 ads onto Craigslist
• 15 buyer focused ads
• 5 seller focused ads
• Day 3
– Renew all Day 1 ads
– Post 10 new ads onto Craigslist
• 7 buyer focused ads
• 3 seller focused ads
• Day 4
– Renew all Day 2 ads
– Post 10 new ads onto Craigslist
• 7 buyer focused ads
• 3 seller focused ads

14. Exclusive program developed by Market Leader that teaches agents to generate
and engage enough leads to consistently meet or exceed their transaction goal
 Small business management training from industry experts including top agents and CEO’s
 Tips to generate MORE LEADS from referrals, SEO, social media, Craigslist and targeted print
marketing
 A step by step plan of attack in your first 7 days for every new lead
 Access to Million Dollar Monday workshops, 17-course workbook and exclusive online portal for
class materials
http://www.marketleader.com/mdpp/welcome/
Million Dollar Pipeline Program!

15. MDPP three pillars of success

16. • Creating Craigslist Ads that work – Craigslist Part 1
• Step by Step for Posting Buyer and Seller Ads – Craigslist Part 2
• Finding Sellers & Winning Listings
• Extend Your Reach with Targeted Mailing Lists – Find the right prospects
• Leveraging Social Media – Referral Part 1
• Traditional Referral Techniques That Fit with Today’s Consumer - Referral Part 2
Lead Generation Strategies

17. • 4 Essential Steps for Winning Clients
• What Makes a Successful Email – Winning with Email Templates
– Topics and subjects for emails
– Strategy based on the consumer timeline
• Influencing Consumers Timeline – Getting Your Clients Off the Fence
• Ask The Coach
Lead Engagement Strategies

18. • Business Planning
• Goal Setting and Productivity
• Today’s Real Estate Economy – Guest Speaker
• What Are Your Numbers – Understanding Website Analytics
• What to Expect From Real Estate in 2014 – Guest Speaker
• MDPP Agent Roundtable – Featuring agents and their success
New CEO Series Strategies

19. Million Dollar Pipeline Program!
17 NEW classes and an actual MDPP workbook to follow along with!
 September 9th through December 16th
• Building the Foundation for your Million Dollar Pipeline
• Business Plan - CEO
• Goal setting & Productivity - CEO
• Jedd Kolko – economist for Trulia - CEO
• Finding Sellers & Winning Listings
• 4 Essential Steps for Winning Clients
• Craigslist Part 1: Creating Craigslist Ads that work
• Craigslist Part 2: Step by Step for Posting Buyer and Seller Ads
• What makes a successful email? Success Metrics for Email Marketing, Winning with Email Templates
– Topics and subjects for emails
– Strategy based on consumer timeline
• Ask the Coach
• Extend your reach with (find the right prospects) Targeted Mailing Lists **include chart
• Referral Part 1: Leveraging Social Media (Guest speaker)
• Referral Part 2: Traditional referral techniques that fit with today’s consumer
• Influencing Consumers Timeline – getting your clients off the fence
• What are your numbers? (understanding the analytics for your business)
• Industry speaker – What to expect in 2014
• Roundtable panel: The Don’t Miss Finale

20. • Email: JackM@MarketLeader.com
• Twitter: @Markham18
• Facebook: http://www.facebook.com/markham18
• LinkedIn: http://www.linkedin.com/in/jackmarkham
• Download this presentation: www.marketleader.com/kw/kwmc
Jack Markham
Director of Online Strategy, Market Leader