Ever wondered how to use LinkedIn to sell more real estate? See this presentation for realestate.com.au on how you can use LinkedIn to build your personal brand, identify clients, connect with them, share content and create a lead. Learn more at www.ragingdigital.com

1. DOMINATING
FOR
FOR
REAL ESTATE AGENTS
Presented by Colin Anstie
CEO of Raging Digital
2016

2. Why LinkedIn?
 LinkedIn has over 433m members, +5m members in
Australia.
 LinkedIn counts executives from all 2016 Fortune 500
companies as members
 LinkedIn remains the top social media site for business
executives (directors and above)
How active are LinkedIn members?
» 35% of LinkedIn members log-in every day.
» 67% log-in at least a few times per week.
» 12th Most Visited website on the planet
» Average Income of $109, 000
» Data compiled from more than 5,000 companies found
LinkedIn produced 277 percent more leads than
Facebook and Twitter. That’s not to say you shouldn’t
use those platforms to generate real estate leads, but
it does mean you need an active presence on
LinkedIn.
» LinkedIn is a powerful tool for making business
connections, generating real estate listings, sourcing
investors, connecting with property developers,
qualified leads, job searching, hiring and company
research.
Why use LinkedIn?

3. Step 1: PimpYour LinkedIn Profile
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https://www.linkedin.com/in/petertaliangis
http://www.linkedin.com/in/stanrelihan

4. The photo is the first
impression that someone
is going to have of you
and the only image that
represents who you are.
DO
Use a recent profile picture
(a photo taken within the
last two years).
DON’T
Use grainy, pixelated or
out of focus photos.
-
Use party photos or
inappropriate settings.
Personal
Richard Achee
Bryan Frew
Companies
Hewlett-Packard
Lenovo
sample profiles
4
Step 1: LinkedIn Profile - Photo

5. 5
Step 1: LinkedIn Profile - Headline
Option 1: Title and Company | Keyword 1 | Keyword 2 | Keyword 3
Option 2: Keyword 1 | Keyword 2 | Keyword 3 | Keyword 4 | Keyword 5
Option 3: Narrative on your skills, expertise, vision or role

6. 6
Step 1: LinkedIn Profile – Contact Details

7. 7
Step 1: LinkedIn Profile - Summary
Write a paragraph that starts by calling
out your targets by their job titles,
and address your prospects’ key pain
points, in descriptive language.
Demonstrate your understanding of
their line of work, their industry, and
their challenges.
Write 3-4 sentences that establish
your expertise and experience that
can help within the context of your
target’s pain points. If feasible, be
specific on their job titles, industries,
and locations. Elaborate on how you’ve
helped clients in the past.
Write 3-4 sentences that identify the
company you work for, the
positioning statement of the company,
and the how the company can help
within the context of the prospects’
business issues. Reinforce how your
organisation’s expertise has assisted
clients achieve their business goals.
Write 1-2 sentences to conclude your
summary with a call to action. Ask
targets to contact you via phone or
email.

8. 8
Step 1: LinkedIn Profile - Experience

9. 9
You can feature rich
recommendations in your
LinkedIn profile from clients
and business partners.
Step 1: LinkedIn Profile - Recommendations

10. Step 2: Sniper your Prospects
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11. 11
Step 2: Sniper your Prospects – High NetWorth

12. 12
Step 2: Sniper your Prospects - Commercial

13. 13
Step 2: Sniper your Prospects - GEOCON

14. Step 3: Connect with your Prospects
“
Hi Peter,
Hope you’re well.
I came across your profile and noticed you’re
the General Manager at GEOCON Group. I
also noticed we are mutually connected to
Antony Arena and Glenn Keys.
I'm a leading real estate agent in Gungahlin
with McGrath , be great to connect.
Regards,
Adam
“
Hi [FIRST NAME],
Hope you’re well.
I came across your profile and noticed your [[JOB
FUNCTION] [LEADERSHIP]] role at [COMPANY].
I also noticed we are mutually connected to
[CONNECTED NAME] [and [CONNECTED
NAME]].
I'm a specialist in [SOCIAL SELLER’S VALUE
PROPOSITIONS]. I’d like to connect on LinkedIn.
Regards,
[SOCIAL SELLER FIRST NAME]
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15. Step 4: Share Content – Be the Expert
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16. My favorite concept in real estate is owning the story around a home and the city or town
around it. Where social media comes into play is that you can easily craft daily content
about a home and the 10-20 mile radius around the area where you plan to sell property.
If you want to win on social, you should also be putting out content to make potential
buyers romantic about the local amenities since people often pick where to live based on
utility (ie. convenience, commute time, school districts).
Content Planning Inspiration
What are the most frequently asked
questions your customers ask?
What is the story behind your new
product or service?
What is a statistic about your customer
base?
What is the biggest misconception
people make about your company?
What is a hard truth your customers
need to hear?
What is your opinion about where your
industry is headed?
What are the biggest myths in your
industry?
Who are the people that work with your
company and how did they come to be
with you?
Write about legislation changes that
might impact your industry
What do your customers need to know
to make good purchasing decisions?
What are the first 3 things someone
needs to become an expert in your field?
What is a lesson you learned in the last
year?
What is the story behind the founding of
your company?
What is a customer success story that
you can share?
Write an open letter to....
How did your company get its name? What is a day in the life of your company
like?
Provide a checklist relevant to
something your customers might do.
What is a complete how to that will guide
customers through an important lesson?
Who is an industry leader that you could
profile/interview?
What would you add to someone else's
article? What did they miss?
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My favourite concept in real estate is owning the story around a home and the city or town around it.
Where social media comes into play is that you can easily craft daily content about a home and the
10km radius around the area where you plan to sell property. If you want to win on social, you
should also be putting out content to make potential buyers romantic about the local amenities since
people often pick where to live based on utility (ie. convenience, commute time, schools).

17. More Content Planning Inspiration
What is the best suggestion you've had
from a customer?
What was the biggest challenge your
company had in the last year?
Project forward - where will your industry
be in 5 years? Make a prediction?
What is a quote that applies to your
business/industry?
What 10 customers, peers, staff could
you ask a single question of and create
a wrap up article on?
Sum up the year that was.
What is the most innovative use you've
seen for one of your products?
What two products could you compare
and contrast?
Review a book your customers should
read
Who is a customer you could
profile/interview?
What is a hot discussion/debate that
happened in your company recently that
you could recap or involve your readers
in?
Review a tool, product or service
relevant to your customers
Write up a talk or presentation you gave What is the history of your industry -
from inception to today.
Record a conversation your team is
having (podcast or video)
What is your biggest passion?
Create an award for your industry What are the biggest secrets about your
industry?
What is your biggest passion?
What mistakes have you made and what
did you learn?
Provide a wrap up of must read/follow
blogs and/or social media accounts in
your industry
Review a tool, product or service
relevant to your customers
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18. Do not use articles written by a
competitor, or articles that support or
promote competitors. Mentions of other
brands are fine, but they need to
position the Corporate Brand of that
Social Seller within the brands
mentioned.
The content must build demand for the
Social Sellers products or services. It
must provide expertise, insight, or add
value to the industry/category that the
Social Seller works within.
DEMAND
Content Marketing / Best practice content
Ensure there is 1 or more insights
within the content. Ask yourself what
value, opinion, perspective,
interpretation or angle can you bring to
the piece? How can you prove you are
an expert to your prospects? How can
you prove you are a thought-leader?
INSIGHT
COMPETITORS
Articles should be fact-led, humble, not
salesy, promotional, arrogant,
domineering or offensive. All articles
need to be ‘Disney-like’ in their impact
on customers, they need to leave a
smile on the face of the customer.
TONE
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19. Step 4: Share Content – Be the Expert
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20. Step 4: Share Content – Be the Expert
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21. Step 4: Share Content – Be the Expert
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22. Step 5: Convert Leads
“Hi Peter,
Hope you're well. We've been connected on LinkedIn for some time now, so I thought I'd get in contact.
By the way, I read your market update in the June Canberra Weekly of your developments– loved your
insight on the apartment market.
Not sure if you're aware, but I work for McGrath Gungahlin, and I am looking to help developers sell their
properties faster.
I’m aware that you are the GM at GEOCON, so I was wondering whether you'd be interested in meeting
over a coffee on Tuesday or Wednesday morning next week at The Coffee Club Gungahlin?
It would be great to hear more about your insight into the apartment market, the changes around
Gungahlin and where we might be able to work together.
Look forward to hearing from you
Best wishes,
Adam
0457766812
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23. Thank you and Questions
Let’s stay connected
• LinkedIn: Colin Anstie
• Twitter: @colinanstie
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