Presents

10X
REAL ESTATE

LEADS
HOW tO
ATTRACT QUALITY LEADS
GROW YOUR DATABASE
AND CLOSE DEALS FOR
LIFE
THABO BAXA
TABLE OF I Acknowledgments

CONTENTS II Preface

III The 10X Mindset

IV Introduction

PART 1: ATTRACT HIGH QUALITY, ENGAGE & MORE LEADS

01 Become A Local Celebrity :

Standout From The Rest
02 Website : Online Address

03 Content Marketing : Create

04 Traffic : Get More Eyeballs

PART 2: FOLLOW UP & GROW RICH

5 The Art Of Following Up

PART 3: CLOSE AND CLOSE FOR LIFE

06 Closing Techniques

07 10X Referrals

08 Putting It Together

09 10X Resources

10 About Author

11 10X FREE GIFT

12 One More Thing

 ACKNOWLEDMENTS
“iIf you want to go fast, go alone, if you want to go far, go together.” - African Proverb

This book, '10X Real Estate Leads,' is a testament to the incredible journey we've
undertaken together. I'd like to extend my heartfelt appreciation to these incredible
individuals who've significantly contributed to making this book a reality:

Michiel De Vogeleer at eXp Realty, thank you for showing me concepts of multimedia
campaigns and introducing me to the transformative potential of VR in real estate.

Thomas Labbert at Keller Williams, your insights on databases and command on lead
conversion lifecycles.

Marno Muller and Amy Wessells at NS Property Solutions, I'm grateful for your
willingness to share the effectiveness of door-knocking and finding a niche.

Talri Freese, thank you for broadening my perspective with your expertise in leverage
collaborations and integrated marketing.

A special shoutout to ThereCapeTown for publishing and editing, which turned my

dream into a reality.

Lastly, a big thank you to David Greene and Rob Abasolo for inspiring me to dive
headfirst into real estate and embark on this writing journey.

Your contributions have been genuinely invaluable, and I can't thank you enough for
your support, your insightful sharing, and for showing me how you've harnessed
certain aspects to achieve your success.

With sincere appreciation,

Thabo Baxa
 THE MOST
INCREDIBLE FREE GIFT

Special Opportunity for Readers

of "10X Real Estate Leads"

The Most Incredible FREE Gift Ever

(R10,000 Worth of Pure Money-Making Information)

You'll Receive:
1. Free Social Media Profiles or Website or Ads Audit
Unlock the secrets to enhancing your online presence.
Get personalized insights into your social media, website, or advertising
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2. Free Funnel Buildout
Let us create a high-converting funnel tailored to your real estate business.
Optimize your lead generation and conversion process effortlessly.
3. Free Lead Generation FB Ads Campaign Setup for You
Benefit from a professionally set up Facebook Ads campaign designed to
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Maximize your reach and generate quality leads in no time.
4. Scripts to Convert Online-Generated Leads
Say goodbye to the guesswork with our proven conversion scripts.
Learn how to turn online leads into loyal clients efficiently.
5. Free Consultation to Go Through the Strategies to Implement
Get expert guidance through a one-on-one consultation.
Learn how to implement these strategies effectively in your real estate
business.

Don't miss out on this incredible opportunity to boost your real estate business. Grab
your free gift and take your lead generation to the next level.

Simply Whatsapp +27 71 839 2080 or Email : leadsbythabo@gmail.com To Get Offer

 PREFACE
“iIf you want to go fast, go alone, if you want to go far, go together.” - African Proverb

Can a single podcast episode change your life?

Have you ever received an email that sent chills down your spine, one that made your
world tremble as if the ground had shifted beneath your feet? I experienced just that.

I had been working in marketing tirelessly optimizing SEO content and crafting paid
campaigns that generated over 4,500 leads. My performance had spoken volumes, or
so I thought. I believed my results alone would ensure my job security. Then, an email
notification shattered my sense of stability.

I was shocked when the email arrived, informing me of my sudden retrenchment. In

an instant, I went from feeling confident about my financial prospects to facing an
uncertain future.

My role as an SEO and PPC Specialist wasn't just about acquiring marketing skills and
strategies; it had also allowed me to boost my credit score and savings. I was saving
toward raising the capital needed for my real estate investing dreams. Saving at that
rate, within three years, I expected to have saved enough to purchase my first
property.

But when that email hit my inbox, my financial plan was upended. It was then I
remembered a podcast episode from BiggerPockets I had heard earlier.

In that specific episode, David and Rob discussed how they would navigate the
challenge of rebuilding their real estate portfolios if they lost everything and had only
their skills and $1,000 (R20,000) to their name.

The first time I listened to the podcast, I found it intriguing but didn't fully grasp its
significance. I continued listening to more real estate podcasts and studying the
property, occasionally indulging in daydreams of becoming a real estate investor.

This time, however, everything fell into place as I listened again. I had just lost my job,
and the podcast's content suddenly became profoundly relevant to me and my
situation.
David went on to discuss how he would go about rebuilding his real estate portfolio
with various amounts of capital. One of the ideas he mentioned is creating meetups.
You can implement meetups in your marketing to start learning more about how you
can help them.

I liked David’s methods, but I liked Rob’s more. He said something that I didn't catch
the first time. He mentioned that he could leverage his marketing, content creation,
and sales funnel expertise to help real estate funds with their marketing. That's when
it clicked for me.
Given the experience I've accumulated over the years, I can also help real estate
practitioners, investors and funds with their marketing to learn more about the
industry and start connecting with the right people who can assist me in my investing.

That idea alone helped me refocus. While former colleagues who lost their jobs jumped
right back into the job market, I had to take a bigger picture look and consider where
I want to be in the next 2, 5, and 10 years as an investor.

I thought, let me go into real estate marketing. I first researched who was offering
this service to real estate pros and couldn’t find many agencies that focus on real
estate marketing. Then I looked at how real estate agents got business, and it looked
like not many real estate agents do their marketing, only brokerages do.

I carefully studied what top-producing agents did and tried to reverse engineer their
funnels, a concept called funnel hacking. I will talk more about funnels later in the
book.

I then got my hands on every real estate book I could find, including "Millionaire Real
Estate Agent," "Shift," "Real Estate Investing," and more to learn.

The last thing I did was carefully select a number of successful estate professionals,
including real estate agents, brokers, home loan consultants, and real estate
financiers, and asked them how they were getting their business and all the
challenges they have.

So, what you'll find in this book is years of lead generation experience, countless
hours of research, conversations with experts in the industry, reading the top books,
and reverse engineering and observing what the top 20% are doing to get 80% of the
results.

I wanted to make this book long, but I'd rather keep it short and actionable so that
you can read it in a day and then implement what's in the book and watch your results
come in.
 THE 10X MINDSET
“10X Is Easier Than 2X.” - Dan Sullivan

I could have easily titled this book "Real Estate Leads," but I opted for "10X Real
Estate Leads." Why, you ask?

I first learned about the concept of 10X through Grant Cardone's bestselling book,
"The 10X Rule." It's what distinguishes those who succeed from those who don't.

To thrive in the real estate game, I want you to think 10X instead of settling for just
2X. Whatever you do, do it 10X, and you'll not only survive but also thrive in the
competitive real estate world.

10X Goal Setting

Do you set goals for yourself? If you do, you're already part of the successful 1% who
know where they're headed. But to go beyond, you need to think 10X more.

Consider your primary goal. Whether it's selling 12 houses this year, netting R1 million
in commissions, or growing your database by adding 1,000 more people to your list, I
want you to multiply your current goal by 10. Can you imagine achieving it? Let me
know if you believe you can.

For now, don't worry about the 'how.' Just write it down and keep it in mind.

Now that you have your 10X Goal in mind, let's talk about you.

As millionaire real estate agent Gary Keller says, it's not just about the money; it's
about you. This is the most crucial aspect of achieving 10X growth in your real estate
business—yourself.

Before you continue reading the book, consider the following questions:

What's your "why"? Why did you choose to be a real estate professional or investor?
Why do you get up in the morning?
What is your life like right now?
Where do you see yourself in the future?
Who do you need to become to reach your destination?
Success in real estate follows the 80/20 rule. In real estate, 20% of brokerages
generate 80% of the income, 20% of agents secure 80% of the listings, and 20% of
investors control 80% of the assets.

As a real estate professional, 20% of your efforts yield 80% of your results. It's crucial
to identify the top 20% and find ways to delegate the remaining 80%.
 INTRODUCTION
“No leads means no sales.” – Gary Keller

Imagine being able to have meaningful conversations with 10 people every day,
individuals who know you, like you, and want your assistance in buying or selling a
house. That's the power of 10X lead generation.

But what exactly is 10X lead generation? It's the process of attracting ten times the
number of high-quality leads, diligently following up with and nurturing them, and
ultimately converting these leads into successful sales and referrals.

10X leads are not just about getting ten times more leads than anyone else, especially
if they have a bigger budget. These leads are actively engaged, of higher quality,
cost-effective, and can be acquired with dependable consistency.

The landscape of lead generation has evolved since I first ventured into marketing. It
used to be as simple as using a credit card and Facebook to engage potential leads.
However, in today's world, you need to be meticulous not only in how you attract
leads but also in the timing, frequency, and length of your communication with them.

This is where the concept of a funnel becomes essential. A funnel defines a step-by-
step process of guiding someone from being a stranger to becoming a loyal client and
advocate for your business.

However, what many marketers tend to overlook is the second half of the funnel. The
traditional funnel resembles an inverted triangle that leads to a sale, but what people
often forget is the post-sale journey.

10X Funnels encourage you to view funnels more like an hourglass than a triangle. The
first half focuses on converting strangers into buyers, while the second half is about
turning buyers into brand advocates. These advocates not only do business with you
repeatedly but also refer your services to their friends and family.

I'll be guiding you through every step of building this hourglass funnel.

Effective lead generation isn't just about running ads; it's also about creating valuable
content for your ideal clients. By using attraction marketing and various traffic
sources, you'll drive traffic to your funnel. From there, you'll utilize your content and
follow-up methods to nurture your leads, build trust, and add value. Eventually, you'll
guide them towards taking action, which might not only mean a sale but also includes
actions like downloading, opting in, liking, following, and sharing.
 PART 1:

THE ATTRACTION CODE

Attract More, Better And Highly Engaged
Leads
 CELEBRITY STATUS
“The world accommodates you for fitting in, but only rewards you for standing out.”
― Matshona Dhliwayo
Imagine this: You're not just another real estate professional in the crowd. You're the
local celebrity, the go-to expert in your area. Sounds good, right? That's what
personal branding can do for you.

In this chapter, we're diving into the art of personal branding, and why you should
make it your mission. But first, let's talk about why you should bother becoming a
personal brand in the first place.

Why Become a Local Real Estate Celebrity?

Well, it's simple. People love to work with someone they know and trust. When you're
a recognizable face in your community, you automatically gain that trust. You're not
just a name on a billboard; you're the friendly face they see around town and online.

But it's not just about being known. It's about being known for something. That's
where niching down comes into play.

Niche Domination

We all know that the real estate market is crowded. You need to stand out. That's
where niching down is your secret weapon. It's not about being the jack-of-all-trades;
it's about becoming the master of one.

Find your niche, something you're passionate about, something you excel in. Maybe
it's luxury properties, sustainable homes, or charming historic houses. Once you've got
your niche, you've got your groove.

In the world of real estate marketing, standing out is key, and that's where niching
down becomes your golden ticket. To succeed with 10X real estate lead generation,
you need to not just find your niche but dominate it.

Niching down means becoming the go-to expert in a specific area, and it's a game-
changer. But how do you find your niche, and why is it so crucial?
Broad Niche vs. Narrow Niche: The Rule of Two

Let's start with the big question: Should you go broad or narrow? A broad niche is like
setting your sights on dominating an entire farm area. You aim to be the real estate
authority for the entire zone. However, there's a catch – you need to find an area
that isn't already crowded with other agents. This is where the "Rule of Two" comes
into play.

In any market, there can only be two top brands that dominate.Think of BMW and
Mercedes, Apple and Microsoft, or ShopRite and Pick n Pay. Your niche works the
same way. To be the go-to, you need to be among the top two. If your farm area is
already dominated by other top producing agents, you might need to narrow down
your focus.

Narrowing Down: Becoming the Expert

Here's where the magic happens. If your farm area is buzzing with real estate pros,
it's time to drill down further. Ask yourself, "What do I know better than anyone else?"
or “What am I more passionate about?” That's where you find your sweet spot.
Whether it's luxury properties, commercial office spaces, or foreclosures and auctions
– that can be your niche.

Narrowing down by expertise is a personal favorite for many reasons, which you'll
soon discover in the SEO chapter. It allows you to target those long-tail keywords that
often get overlooked. Your expertise becomes your unique selling proposition (USP)
and sets you apart from the competition.

Discovering Your Niche

Finding your niche might not require an exhaustive search. Sometimes, it naturally
finds you. It could be that topic you're passionate about, that one thing you're always
reading and talking about. For me, it's real estate investing, marketing, media
production, and list building(email database marketing), and I'll dive deeper into these
topics later in the book.

So, here's your game plan:

First, identify if there's already a real estate pro in your farm area. If not,
congratulations, you have the opportunity to become the authority.

Second, if your farm area is buzzing with agents, narrow down and focus on your
expertise. Ask yourself, "What do I know better than anyone else?" That's where you
can dominate.

Remember, niching down isn't about limiting your potential; it's about unlocking your
full potential in a specific area. When you dominate your niche, you become the go-to
person, the local celebrity, and the real estate expert everyone knows, likes and
trusts.
Creating Your Ideal Client Avatar: Communicate with Precision

Your ideal client isn't "everyone looking to buy a house." It's that 30-something couple
dreaming of their first home in the suburbs. Or it's the empty-nesters searching for the
perfect downsizing option.

Creating an avatar helps you understand your ideal client inside and out. You'll know
their pain points, desires, and quirks. You'll talk directly to them through your
branding, making that personal connection that seals the deal.

Your success isn't just about closing deals; it's about building relationships and helping
people make life-changing decisions.It is important to attract the right clients, those
people you genuinely want to help. Your Dream 100.

The Dream 100 Concept

The Dream 100 is about focusing your efforts on the people you genuinely want to
work with. As a real estate practitioner, you're in a unique position where you can
choose your clients. This is one of the perks of the job – the freedom to pick who you
want to work with. So, how do you do this?

Ideal Client Persona: Your North Star

To succeed in 10X lead generation, you need to narrow your focus to just one person,
and this is often referred to as your "ideal 100" or your perfect client persona. This
approach works particularly well for commercial realtors. Imagine this: You can create
a list of 100 businesses or investors you'd love to work with. These are your dream
clients, and they're at the center of your marketing efforts.

Creating Your Perfect Client Persona (Avatar)

Now, if you don't work in the commercial real estate sector, don't worry – you can still
create an ideal persona, Also known as a customer avatar. This persona represents
the individual you most want to do business with. Picture this person in your mind, get
to know them inside and out, and make them your friend in every marketing move you
make. Your goal is to solve their problems and add value to their lives.
The 7 Elements of Your Perfect Client Persona

1.Name: Give your persona a name. It makes them feel real and relatable.
Introduction: Provide a brief introduction to your persona, giving them a backstory.
2.Age: How old is your persona? Age can affect their preferences and needs.
3.Education Status: What's their educational background? It can influence their
decision-making.
4.Challenges and Motivations: Understand the challenges they face and what
motivates them.
5.Objectives in Life: What are their life goals, especially related to real estate?
6.Consequences of Not Meeting Objectives: What happens to them if they don't
reach these objectives?
7.Solutions: How can you help them achieve their goals?

Now, let's put this into practice with an example:

Seller Persona 1: Homeowner Looking to Downsize and Free Up Money

Name: Meet Sarah, the homeowner.

Introduction: Sarah has lived in her spacious family home for years, and she's ready
to make a change.
Age: Sarah is in her late 50s.
Education Status: She has a college degree in accounting.
Challenges and Motivations: Sarah is challenged by maintaining a large property and
wants to free up money for her retirement.
Objectives in Life: She wants to find a smaller, more manageable home and secure her
financial future.
Consequences of Not Meeting Objectives: If she doesn't downsize and secure her
finances, Sarah might struggle in her retirement.
Solutions: Sarah needs guidance in selling her current home and finding the perfect
downsized property that fits her new lifestyle.
This persona is your compass, guiding your marketing efforts, communication, and
client interactions. Create personas for both your real estate buyer and seller leads to
ensure you're connecting with your dream clients effectively. Remember, it's not just
about selling houses; it's about helping people fulfill their dreams and aspirations. be
just another face in the crowd, right? To be the local celebrity, you need to position
yourself in a way that makes you unforgettable.

Tell your story, share your journey, and let people into your world. That's what will
make you the relatable, likable, and memorable agent they want to work with.
Unique Selling Proposition (USP): What Sets You Apart

What's your unique selling proposition? Why should someone choose you over every
other real estate pro in town? Your USP is your secret sauce, your differentiator. It's
what makes you, well, you!

Maybe it's your unrivaled knowledge of a particular neighborhood, your knack for
first-time buyers, or your commitment to eco-friendly housing. Your USP is what you're
known for, and it's what makes you the obvious choice.

So, there you have it. Personal branding is not just about slapping your face on a
billboard; it's about becoming the local real estate celebrity by niching down, creating
an ideal client avatar, positioning yourself as unforgettable, and having a USP that
sets you apart. Get ready to make your mark!

So, you've already embarked on your journey to becoming a local celebrity in the real
estate world. You've crafted a powerful personal brand, carved out your niche, and
created a detailed buyer persona. Congratulations, you're ahead of the game, ahead
of around 80% of real estate agents out there. But what's next? How do you join the
coveted 20% who make up 80% of the industry's success?

The Missing Piece: Positioning and Your USP

The real estate landscape is competitive, to say the least. In South Africa alone, there
are 40,000 registered real estate agents. On LinkedIn, there are over 19,000 active
South African real estate agents. In a sea of professionals, what sets you apart? Yes,
you've got your niche, and you're dominating it if you've followed the initial
instructions. But now, let's take it a step further and create a Unique Selling
Proposition (USP) and a one-liner that'll make clients say, "You are the obvious
choice."

Positioning: The Mind Share Game

Positioning is all about owning a piece of your client's mind. We've already talked
about the "Rule of Two," where you strive to be among the top two in your chosen
niche. Now, it's time to create that USP or Unique Value Proposition (UVP) that
screams out why you're the best choice.

Let's break down the three key elements:

Unique: You've already got your niche in mind, right? That's your unique factor. It's
what sets you apart from the rest.

Value: Being unique is great, but it's not enough. You need to communicate the value
you bring to the table. Sure, everyone can find a niche and claim to be the best in it,
but what really makes you valuable? This is where you need to dig deep and find what
sets you apart.

Proposition (Your One-Liner): This is the cherry on top, your tagline or slogan. It's your
mouthpiece, the message that sticks in the minds of your potential clients.
Crafting Your USP/One-Liner

Let's use an example to illustrate this. Say you're the "Top Foreclosure Real Estate
Agent." That's unique, no doubt. But what makes it valuable is your proposition or
one-liner:

"Helping homeowners get full fees even in foreclosure."

This succinct, powerful line communicates your value in a nutshell. It tells potential
clients that you're not just about selling foreclosed properties; you're about getting
them the best deal possible. Crafting your USP/one-liner is an art, so choose your
words wisely.

What to Do with Your USP/One-Liner

Your USP/one-liner should be everywhere:

On Your Website: Front and center.

On Your Social Media Bios: Let people know who you are and what you stand for.
On Your Business Cards: A memorable first impression.
On Your Flyers: So it's in the hands of potential clients.
As Your Email Signature: Leave your mark with every email you send.
On the About Page Section of Your Website: So visitors get it right from the start.
In Your Website Footer: As a constant reminder.
On the Wall of Your Office: For all visitors to see.
In Your Campaigns: Let it be the driving force of your marketing efforts.
Positioning is about being the first choice in the minds of your clients. Your USP/one-
liner is your ticket to achieving that goal. It's not just a slogan; it's a promise, a
commitment, and your unique value distilled into a few powerful words.
 YOUR WEBSITE
“Websites promote you 24/7: No employee will do that.”
– Paul Cookson
Your website

In the digital age, a real estate practitioner’s online presence can be the difference
between blending into the background and becoming a lead-generation powerhouse.
In this chapter, I'll explore the essential role of websites in the real estate industry
and guide you on how to create a high-impact online platform to attract high-quality
leads.

Do You Need a Website?

In an era where digital presence is paramount, many people often ponder whether
they truly need a personal website when the brokerages they work for typically have
an online presence. Let's delve into the pros and cons of this approach and uncover
the pivotal reasons why having your own website is nothing short of a game-changer
in today's competitive real estate market.

The Pros of Having Your Own Website

Personal Branding: Your website is your online home – a place where you can carve
out your distinct identity. It's your canvas to showcase your personality, expertise,
and unique selling points, separate from the brokerage's brand.

Control: Having your website gives you control over the content, design, and user
experience. You can tailor it to meet your specific needs, ensuring that it reflects your
values and goals.

Lead Generation: A personal website provides you with direct access to potential
clients. It becomes a powerful lead-generation tool, allowing you to capture high-
quality leads for your real estate business.

Credibility: In today's digital world, having a professional website is a mark of

credibility. Clients often trust agents with a strong online presence, viewing them as
more established and reliable.

Customization: You can tailor your website to cater to your niche or specialization. This
degree of customization allows you to target a specific audience with laser precision.
The Cons of Relying Solely on Brokerage Websites

Limited Control: Brokerage websites come with predetermined templates and layouts.
You may not have the flexibility to adjust them to your liking, which can hinder
personal branding efforts.

Competition: On a brokerage website, you're competing with all the other agents
under the same banner. It's easy to get lost in the crowd, making it harder to stand
out.

Lead Sharing: Some brokerage websites may distribute leads across all their agents.
This shared approach can lead to increased competition among colleagues, potentially
reducing the number of exclusive leads.

Lack of Personalization: Your ability to create a unique and personalized experience

for your clients is often limited within a brokerage's website framework.

Why Your Personal Website Is a Game-Changer

Having a personal website will complement your brokerage's online presence. You can
simply link them together and have SEO juice flowing. It allows you to differentiate
yourself, control your digital narrative, and capture leads directly. Your website is the
canvas on which you can paint your unique value proposition, your specialties, and
your personal brand.

Your personal website will serve as your beacon, guiding potential clients to you. It's a
space where you can tell your story, showcase your expertise, and build trust. So,
while brokerage websites are essential, your personal website is the secret weapon
that can set you apart and make a lasting impression in the world of real estate. It's
not a question of whether you need a website – it's a matter of recognizing the
transformative impact it can have on your real estate career.
Using Your Website to Attract High-Quality Leads

So, you've recognized the significance of having your personal website in the world of
real estate. But here's the crucial part – your website is not just a static digital
business card; it's a powerful lead-generation machine. Let’s look into elements that
will help you harness the full potential of your website and drive high-quality leads
directly to your digital doorstep.

1. Content is King: Your website is your canvas for storytelling. Create compelling
content that caters to your target audience. From blog posts on local real estate
trends to in-depth guides for first-time homebuyers, informative content not only
positions you as an expert but also attracts visitors who are seeking valuable
information.

2. Landing Pages That Convert: Landing pages are where the magic happens. Tailor
them to specific services or offerings – whether it's a free home valuation, a
comprehensive buyer's guide, or a weekly newsletter. These pages act as lead
magnets, capturing valuable contact information from your visitors.

3. Testimonials and Social Proof: People trust recommendations from others. Display
client testimonials and success stories prominently on your website. This social proof
adds credibility and reassures potential clients that they are making the right choice in
choosing you as their agent.

4. Contrast and Visual Appeal: Your website should be visually engaging. Use
contrasting colors, compelling images, and a user-friendly layout to keep visitors
engaged. The longer they stay on your site, the higher the chances of them
converting into leads.

5. The Art of Form Fields: When it comes to lead capture, it's a balance between
gathering information and not overwhelming visitors. Carefully design your lead
capture forms, asking for essential details without being intrusive. Sometimes, less is
more.

6. User Experience (UX) Matters: A smooth and enjoyable user experience is key. Your
website should be easy to navigate, mobile-friendly, and load quickly. A poor user
experience can drive potential leads away.
Building a Website that Builds Trust and Captures Leads

Your real estate website is your digital storefront, your chance to make a compelling
first impression, and the platform where you earn the trust of potential clients and
capture valuable leads. In this section, I'll dissect the crucial elements that transform
a good website into a trust-building tool and a lead-capturing asset.

Compelling Copywriting: Your website's content should resonate with your audience.
Craft compelling, client-centric copy that speaks to their needs, desires, and pain
points. Use persuasive language and storytelling techniques to connect with your
visitors on a personal level.

High-Conversion Landing Pages: Landing pages are the workhorses of lead

generation. Tailor these pages to specific services or offers, whether it's a free
property valuation, a homebuyer's guide, or a weekly newsletter. Clear, concise, and
visually appealing landing pages encourage visitors to take action and provide their
contact information.

The Power of Testimonials and Social Proof: People trust other people. Display client
testimonials, success stories, and real-life experiences prominently on your website.
These authentic voices add credibility and serve as powerful endorsements of your
services.

The Magic of Contrast: Use contrast to guide your visitors' attention. Employ
contrasting colors, typography, or images to emphasize the most critical elements of
your website. This draws visitors' eyes to where you want them to focus.

The Right Number of Form Fields for Lead Capture: Strike a balance between
gathering essential information and respecting your visitors' time. Complex forms can
deter potential leads, so keep it simple and ask only for what's necessary.

Exceptional User Experience (UX): A smooth and enjoyable user experience is non-
negotiable. Ensure your website is user-friendly, mobile-responsive, and loads quickly.
User-friendly navigation, clear calls to action, and a logical layout guide visitors
toward lead-capturing opportunities.

Trust-Building Elements: Incorporate trust signals throughout your website, such as

security badges, affiliations with industry organizations, and recognizable logos.
These elements reassure visitors that your website is safe and trustworthy.

Cohesive Branding: Maintain consistent branding across your website. The colors,
fonts, and imagery should align with your personal brand. Cohesion creates a
professional, polished image.
Value Proposition: Clearly communicate your value proposition on your homepage.
Visitors should understand what sets you apart and why they should choose you as
their real estate agent within seconds of landing on your site.

Clear Calls to Action (CTAs): Use compelling and action-oriented CTAs throughout
your website. Tell visitors what you want them to do, whether it's to subscribe to a
newsletter, schedule a consultation, or request a property valuation.

By integrating these elements into your website, you'll transform it into a lead-
capturing powerhouse while establishing trust and credibility among your target
audience. Your website becomes a tool that not only draws visitors but converts them
into high-quality leads who are eager to work with you in the world of real estate.
Real Estate Funnel

Real Estate Funnel: A Streamlined Path to Success

In the dynamic world of real estate, where time is precious and opportunities are
fleeting, having a well-structured funnel can be your secret weapon for success. Let's
dive into the core components of a real estate funnel, why you need one, and the
essential tools to make it work for you.

What Is a Funnel?

A funnel, in the realm of real estate, is a systematic approach that guides potential
leads through a series of steps, ultimately transforming them into satisfied clients. It's
akin to a carefully designed pathway that not only saves you time and effort but also
ensures a consistent and reliable system for generating leads and conversions.

Why Do You Need a Funnel as a Real Estate Professional?

1. Time Efficiency: Real estate professionals often have hectic schedules, juggling
multiple leads and tasks. A well-constructed funnel helps you allocate your time
efficiently by automating certain processes, allowing you to focus on high-value
activities.

2. Streamlined Lead Generation: Funnels serve as a streamlined way to generate and

nurture leads. By offering valuable content, such as lead magnets, you can attract
potential clients and initiate relationships from the get-go.

3. Automation: Automation is the backbone of any successful real estate funnel. You
can set up automated email drip campaigns, schedule follow-up appointments, and
even track lead interactions without manual intervention.

4. Reliability: A well-structured funnel provides consistency in your lead generation

and conversion efforts. You can depend on it to consistently deliver results.
Elements of a Real Estate Funnel

A. Opt-In Page (Your Lead Magnets): The funnel's entry point, the opt-in page, is
where you offer valuable lead magnets. These can be informative e-books, property
market reports, or any content that entices visitors to share their contact information
in exchange for the valuable resource.

B. Thank You Page: After a visitor opts in, they land on the thank you page. It's a vital
component that not only expresses gratitude but can also be used to redirect leads to
other relevant content or offers.

C. Landing Pages (Seller, Buyer, Listing Landing Pages): Landing pages are where
you direct leads after the opt-in. For real estate, you'll need various landing pages
tailored to different segments. Seller landing pages, buyer landing pages, and listing
landing pages cater to specific interests and needs.

D. Follow-Up Emails (Drip Campaigns): Automated follow-up emails keep your leads
engaged and informed. You can design drip campaigns that send a series of well-
timed messages, gradually nurturing your leads until they are ready to convert.

E. Appointment Setting: For real estate professionals, setting appointments is a crucial

part of the process. An effective funnel should include mechanisms to schedule
appointments with potential clients and keep track of these meetings.

F. Add More: Depending on your specific needs and strategies, you can add more
elements to your funnel. This might include SMS campaigns, retargeting ads, social
media strategies, and more.

Tools to Use for Your Real Estate Funnel

- CRM (Customer Relationship Management) Software: CRM systems are invaluable

for organizing and managing leads, automating communications, and tracking
interactions.

- Email Marketing Software: Tools like MailChimp, Constant Contact, or HubSpot are
essential for running effective email drip campaigns.

- Landing Page Builders: Platforms like Leadpages, Unbounce, or ClickFunnels allow

you to easily create visually appealing and conversion-focused landing pages.

- Lead Magnets: Software for creating lead magnets, such as design and publishing
tools for e-books, market reports, or home valuation tools.

- Scheduling Software: For efficient appointment setting, scheduling tools like

Calendly or Acuity Scheduling can be integrated into your funnel.

- Analytics and Tracking Tools: Implement tools like Google Analytics or funnel-
specific analytics platforms to monitor the performance of your funnel.
Capturing Leads on Your Website/Funnel Without Being (Too) Annoying

We all know the frustration of being bombarded with pop-ups and annoying lead
capture forms. I'll share strategies for capturing leads effectively while maintaining a
user-friendly and non-intrusive experience, sIn the realm of lead generation, striking
the right balance between capturing valuable leads and preserving a user-friendly
experience is essential. Nobody appreciates being bombarded with intrusive pop-ups
and relentless lead capture forms. In this section, I'll share effective strategies for
capturing leads on your website or funnel while ensuring a non-intrusive, user-friendly
experience.

1. Alert Boxes: Subtle Yet Effective

Alert boxes are an unobtrusive way to grab your visitors' attention without
overwhelming them. These discreet notifications can slide in from the corner of the
screen, gently reminding users of valuable resources or offers. By offering something
of immediate value, such as a free guide or a time-sensitive discount, you can
encourage visitors to engage without disrupting their browsing experience.

2. Live Chat or Chatbots: Instant Engagement

Live chat or chat bots offer an instant way to engage with visitors. When potential
clients have questions or need assistance, these tools provide immediate support. The
key is to strike a balance between proactive engagement and allowing users to initiate
the conversation. Users should feel that they have control over their engagement
level.

3. Pop-Ups with Purpose: Timing Matters

Pop-ups can be effective when used judiciously. Rather than bombarding visitors the
moment they land on your website, consider triggering pop-ups strategically. For
example, a well-timed exit-intent pop-up can appear when a user is about to leave
your site, offering them a last-minute incentive to stay or engage further.

4. Creating a User-Friendly Contact Page: Transparency Is Key

Ensure that your contact page is easy to find and use. Transparency is key here –
visitors should know what to expect when they submit their information. Clearly
communicate your privacy policy and how their data will be used. Use a simple, user-
friendly form and provide alternatives like phone numbers and email addresses for
those who prefer other contact methods.

5. A/B Testing: Optimize Lead Capture

A/B testing is a powerful tool to find the right balance in your lead capture strategies.
Experiment with different forms, pop-up triggers, and content offers to see what
resonates best with your audience. Data-driven optimization ensures that your lead
capture efforts align with your visitors' preferences.
6. Respect User Intent: Segment Your Audience

Segmenting your audience is a powerful way to respect user intent. By categorizing

visitors based on their behavior or preferences, you can tailor lead capture strategies
to specific segments. For example, visitors interested in buying homes might receive
different offers than those looking to sell.

7. Mobile Optimization: Don't Forget Mobile Users

With an increasing number of users accessing websites on mobile devices, it's

essential to ensure your lead capture elements are mobile-optimized. Pop-ups and
forms should be responsive and unobtrusive on smaller screens.

The key to effective lead capture is to respect your visitors' online experience. By
providing valuable offers, employing unobtrusive methods, and allowing users to
initiate engagement, you can strike the perfect balance between capturing leads and
preserving a user-friendly environment on your website or funnel. This approach
builds trust, encouraging such as the use of alert boxes, live chat or chatbots, pop-
ups, and creating a user-friendly contact page.

By the end of this chapter, you'll have the knowledge and tools to transform your
website into a lead magnet, attracting high-quality leads while building trust and
credibility in the competitive world of real estate.
Landing Pages

No matter if you're using funnels or not, creating dedicated landing pages is crucial
for your real estate lead generation strategy.

Once, I managed a digital campaign for a Cape Town home renovation company. I
was excited to see traffic coming in, but there was a big problem. The client wasn't
getting any leads. After investigating, I found the issue – I was sending people to the
homepage of the company's website instead of a dedicated landing page. This is a
mistake I see most business owners and beginner marketers make.

In real estate, you might advertise a beautiful 4-bedroom house in Cape Town, but
when people click your ad, they end up on your homepage, where they have to
search for the property. This isn't effective and wastes your money.

To fix this, you need dedicated landing pages. These pages are simple, focused, and
have one goal – capturing leads. Here are nine essential elements for successful
landing pages that will prevent you from wasting your advertising budget.

1. Headline: The headline should grab attention and tell visitors what your offer is
about.

2. Subheadline: This gives more details about your offer.

3. Description: Explain your offer, its benefits, and why visitors should take action.

4. Testimonial: If you're promoting a property, use a testimonial from a happy buyer

or a quote from the previous owner. For other offers, a relevant testimonial can build
trust.

5. Call to Action (CTA) or Form: Clearly tell visitors what you want them to do, such as
signing up for a newsletter or requesting property details. The form is how you
capture leads.

6. Clickable Button: The CTA button should be clear and enticing. Use action-oriented
text, like "Request Information" or "Get Started."

7. Remove Any Links: On your landing page, remove any other links that could
distract visitors.

8. Images and Videos: Visual content can make your offer more appealing. Use high-
quality images of the property or videos that show its features.

9. Contact Information: Provide a way for visitors to reach out if they have questions.
This adds credibility and accessibility.

By following these principles and creating dedicated landing pages, you can make
sure your advertising budget is well-spent, capturing high-quality leads and guiding
potential clients to the action you want. Landing pages simplify the user experience
and keep visitors focused on your offer, making your lead generation efforts in real
estate more effective.
Creating Captivating Lead Magnets for Real Estate

Now that your landing page is optimized to generate high-quality leads, it's time to
discuss the crucial element that entices visitors to share their contact information: the
lead magnet.

What Is a Lead Magnet?

A lead magnet functions like a digital carrot – it's a valuable incentive offered to
potential clients in exchange for their contact information, typically including their
name and email address. These magnets are crafted to attract and engage prospects,
nurturing them into potential clients. In real estate, a well-structured lead magnet can
be a game-changer, offering an opportunity to attract and hook in your potential
buyers or sellers.

Why Do You Need a Lead Magnet in Real Estate?

Lead magnets are indispensable in real estate for several compelling reasons:

Engagement: They encourage visitors to interact with your website, making them
more inclined to provide their contact details.

Building Trust: Offering valuable information or resources through a lead magnet

helps establish trust with potential clients.

Data Collection: Lead magnets enable you to collect crucial contact information for
follow-up and nurturing.

Lead Segmentation: By providing various lead magnets tailored to specific interests,

you can segment your leads and deliver more personalized content.

Now, let's delve into how to craft effective lead magnets for your real estate business
Transforming Long-Form Content into Lead Magnets:

One effective strategy involves converting existing long-form content into lead
magnets. For instance, take a blog post that has performed well and expand it into a
comprehensive PDF ebook. Ensure that it offers value beyond the original content,
providing in-depth insights, graphics, and practical examples. While it's tempting to
repurpose content effortlessly, creating a high-quality lead magnet demands a
commitment to delivering value.

Utilizing PLR Content:

Private Label Rights (PLR) content presents another avenue for creating lead
magnets. PLR materials consist of pre-written content on various topics that you can
edit and brand as your own. Seek out PLR content specifically related to real estate to
use as the foundation for your lead magnet.

Leveraging Amazon KDP:

Search for best-selling books within your niche on Amazon Kindle Direct Publishing
(KDP). Analyze the themes and topics that resonate with your target audience. Then,
craft an ebook addressing a subtopic or specific concern relevant to your audience,
ensuring it's tailored to your location or market.

Addressing Your Avatar's Challenges:

Identify the challenges your target audience faces. Consider the common issues
encountered by sellers and buyers, such as understanding home values, navigating
moving logistics, or garnering home selling tips. Offer solutions as lead magnets, such
as free appraisals for sellers or a free moving truck for buyers.

Other Real Estate Lead Magnet Examples:

While traditional lead magnets like free reports and home value assessments still have
their place in real estate, consider contemporary lead magnets that can be more
compelling:

Instant Cash Offer: Providing an instant cash offer to potential sellers is a highly
effective lead magnet, as it addresses one of their primary concerns.

Virtual Tours: Offer immersive virtual tours of properties that potential buyers can
access after providing their contact information.

Buyer's Guides: Create comprehensive guides for buyers, highlighting the key steps
involved in purchasing a home.

Seller's Guides: Develop informative guides for sellers, guiding them through the
process of listing their home effectively.
Property Checklists: Offer checklists to help buyers and sellers stay organized
throughout their real estate journey.

Webinars: Host webinars on relevant topics, such as real estate market trends or
investment strategies.

Once you have your lead magnets in place, ensure they are prominently featured on
your website and employ online ads and social media platforms to promote them. The
more lead magnets and landing pages you have, the more opportunities you create
for lead conversions, significantly contributing to your real estate success.
Evaluate Your Website's Performance

A website is only as effective as the results it produces. Before you can optimize your
website for lead generation you need to know how to measure and evaluate the
performance of your real estate website. Knowing if your website is working is crucial
to understanding its impact on your lead generation efforts. Here's how to gauge its
effectiveness:

Website Analytics: Start by diving into the world of website analytics. Tools like
Google Analytics can provide a treasure trove of information. You'll be able to track
metrics such as:

Traffic: Understand how many visitors your website receives. Look for trends, spikes,
or declines to identify potential issues or successes.

Page Views: Analyze which pages are getting the most views. This can reveal what
content or services are of the most interest to your audience.

Bounce Rate: A high bounce rate means visitors are leaving your site after viewing
only one page. A lower bounce rate indicates that visitors are exploring your site
further.

Time on Page: The more time visitors spend on your pages, the more engaged they
are with your content.

Conversion Rate: This is a crucial metric. It tells you the percentage of visitors who
take a desired action, such as signing up for a newsletter, filling out a contact form, or
requesting a property valuation.

Traffic Sources: Knowing where your website traffic is coming from is vital. Is it from
search engines, social media, direct visits, or referrals from other websites?
Understanding your traffic sources can help you refine your marketing efforts.

Keyword Performance: If you're implementing an SEO strategy, monitor how well

your targeted keywords are performing. Are you ranking well for key search terms in
your niche?

Lead Generation: Track the number of leads your website is generating. This includes
form submissions, phone calls, and other contact methods. Are your lead generation
efforts yielding the results you desire?

Conversion Funnel Analysis: Analyze the path visitors take on your website from the
first interaction to the final conversion. Identify where potential leads are dropping
off and make adjustments to improve the flow.

A/B Testing: Consider running A/B tests to compare different versions of web pages
to see which one performs better. This can help optimize your website for lead
generation.
User Feedback: Collect user feedback through surveys, comments, or direct inquiries.
Feedback from visitors can provide insights into their experiences and any issues they
may have encountered.

Competitor Benchmarking: Compare your website's performance with those of

competitors. Identify areas where you may be falling behind and strive to outperform
them.

Regular Audits: Perform regular audits of your website to ensure that all features,
forms, and links are functioning correctly. Broken links or outdated content can drive
potential leads away.

By regularly assessing these metrics and making data-driven adjustments, you can
continually enhance the performance of your website. Your website should evolve to
meet the changing needs of your target audience, ensuring that it remains a potent
lead-generation tool in your real estate business.
 CONTENT
“Content is King.”

Your personal brand and website lays the foundation for success. But to get to see,
know and grow you need content. Now. Let’s dive headfirst into the world of content
– a cornerstone of attracting the right people to your real estate business. You've
heard it before: "Content is king." And I'll show you why.

Content marketing is not about spamming your audience with AI-written filler

What are the types of content you need to create as a real estate professional to
become a 10X practitioner.

1. Written Content: Inform, Educate, Engage

Blog Articles: I'll explore the art of crafting informative and engaging blog articles.
Learn how to write about local real estate trends, share tips for first-time buyers, and
create valuable content that positions you as an expert in your niche.

Social Media Post Captions: Social media is a powerful platform for real estate
professionals. Discover the art of crafting captivating captions that pique interest,
generate engagement, and drive traffic back to your website or funnel.

2. Image Content: A Picture's Worth a Thousand Words

Your Images for Personal Branding: Your personal brand relies on compelling visuals.
I'll guide you on how to create and select images that resonate with your audience,
reflect your brand's identity, and tell your story effectively.

Listing Images of Your Properties: Property listings are at the core of your business.
Learn how to capture listings in their best light, showcasing their unique features and
creating irresistible visual marketing.

3. Video Content: Engage, Connect, Convert

Professional Branding Videos: Video is a powerful medium to establish trust and

credibility. I'll delve into the world of professional branding videos that introduce you
to your audience, share your story, and showcase your expertise.

Personal Videos: The personal touch matters. Discover how personal videos can
create a deeper connection with your audience. Share insights, behind-the-scenes
moments, and authentic interactions that build relationships.

The Video Strategy: Crafting a video strategy is essential. I'll guide you on how to
plan, shoot, edit, and distribute your videos effectively. Video content offers a range
of opportunities, and I'll help you seize them.
4. Other New Age Media: Setting You Apart

Virtual Tours: Virtual tours offer an immersive way for potential buyers to explore
properties. I'll dive into the world of virtual tours and explain how to create
captivating digital experiences.

Drones: Drones add a unique perspective to your marketing efforts. Learn how to
incorporate drone footage into your property listings to provide breathtaking aerial
views and stand out from the competition.

In this chapter, I'll uncover the power of content and guide you through the creation
of various content types that will elevate your real estate marketing. Content isn't just
about words and images; it's about building relationships, showcasing your expertise,
and attracting the right audience in the 10X world of real estate lead generation.
Writing On the internet

Let's talk about writing for the internet. To attract high-quality leads, you need to
start writing, but not the kind of writing that involves spamming people with AI-
generated content. You should focus on creating content that adds value to people's
lives and positions you as an authority in your chosen niche.

Now that you have your niche defined and a clear understanding of your target
audience's problems, your content should be directed at that one person who could
be a prospective buyer or seller. Quality content helps you attract the right leads
because it demonstrates the law of reciprocity – when you give, you're more likely to
receive in return.

Why Write?

Writing on the internet serves several important purposes:

Education: Your content can educate your audience about various aspects of the real
estate market, the buying or selling process, or even offer tips and advice.
Inspiration: By sharing success stories, insights, and motivation, you can inspire your
audience to take action.
Entertainment: Engaging and well-crafted content can entertain your readers, making
them more likely to return for more.
Now, let's discuss where you should write on the internet to maximize your reach and
influence:

1. Your Website – Create a Blog: One of the most effective platforms for written
content is your own website. Here, you can develop a blog and write valuable articles
that educate, inspire, and entertain your visitors. Your blog becomes a treasure trove
of insights for your audience.

2. Forums – Quora, Reddit, BiggerPockets: Online forums like Quora, Reddit, and
BiggerPockets are where people ask questions and seek advice about real estate.
Sign up and actively participate, responding to questions and adding as much value
as you can. Be genuine, helpful, and respectful.

3. Medium – A Platform for Your Voice: Consider writing on platforms like Medium,
where you can share your expertise and insights with a broader audience. Medium
allows you to reach readers beyond your immediate network.

4. Big Websites – Expert Contributor: Some prominent websites, such as GQ or

Briefly, offer opportunities for expert contributors. These platforms can significantly
boost your credibility and reach, allowing you to share your real estate knowledge
with a larger audience.
5. Social Media – LinkedIn and Facebook: Social media platforms are where many
people spend a significant amount of their time. Use platforms like LinkedIn and
Facebook to share your written content. Join groups related to your niche and engage
by answering questions and providing valuable insights. Avoid spamming with
property listings; instead, focus on adding genuine value to the discussions.

By creating written content on these various platforms, you'll not only attract more
high-quality leads but also establish yourself as an authority in the real estate
industry. Your content will educate, inspire, and entertain your audience while
building trust and recognition for your expertise. Remember, when you give valuable
information, you're more likely to receive interest from potential clients in return.

Blogging for 10X Lead Generation

Here's a fun fact: businesses with a blog get 55% more traffic than those without one,
and marketers who prioritize blogging are 10X more likely to enjoy a positive return on
investment (ROI). In simple terms, the more content you create, the more value you
can provide, and the more potential leads you can attract.

Why should you take your blog seriously? Well, bloggers who invest over six hours in
crafting a single post get 2.4X better results than those who spend just 1-3 hours.
Moreover, bloggers who consistently perform keyword research enjoy a 3.4X better
ROI compared to those who skip this crucial step.

But before you dismiss the idea of blogging and go back to your previous routine,
hear me out. I don't want you to become just a blogger; I want you to become a 10X
agent who dedicates their time to the 20% of activities that yield 80% of the results.

Sure, AI can write blogs too. However, I'm not talking about content spamming with
AI-generated text that hasn't been double-checked. That's a surefire way to get
penalized by algorithms and lose trust with prospects who already know, like, and
trust you. Instead, I want you to be smart about it.

This means:

Know Your Audience: Understand who your audience is, what they want, their
problems, and desires.
Provide Solutions: Offer valuable solutions to their problems and desires.
Use Keyword Research: Use keyword research to determine what your audience is
searching for.
Whether you choose to write the content yourself, outsource it to professionals, or
utilize AI tools like ChatGPT or others, the goal remains the same – to create high-
quality, well-written content that generates 10X leads.
Now, let's dive into what top-performing blog posts include:

1. Titles: Think of blog post titles as direct response marketing. Here are five headline
formulas to consider.

2. Hook: Engage your readers from the start with a compelling story or anecdote.
Storytelling hooks the reader.

3. Spacing: Avoid overwhelming your readers with a massive block of text. Break it
down into smaller, digestible sections to make it more approachable.

4. Images: Include at least one image in your post to make it visually appealing.

5. Length: While any content length can work well, in the world of SEO, there's a
sweet spot around 2500 words. Ideally, look at the top-performing blog posts in your
niche, check their word count, and aim for longer content for better rankings.

Now, here's what you can do: find a topic within your niche, discover what your
audience is searching for, and write an in-depth blog post about it. You can write it
yourself, hire a professional, or utilize AI tools to assist you.

Once you've crafted your first blog post, congratulations! But we're not done. Let's
explore how to maximize the value of your content by turning each blog post into a
myriad of additional pieces of content.

Here's a workflow you can follow:

Write a detailed blog post.

Turn your blog post into a long-form video.
Record audio and publish it as a podcast episode.
Transform your blog post into visually appealing graphics, such as infographics.
Share these assets on social media, summarize your posts for LinkedIn and Facebook.
Cut the long video into smaller segments for TikTok, YouTube shorts, Instagram Reels,
and Facebook.
Isolate valuable insights and share them on Twitter.
Transform your post into email content, crafting a short story intro and including a link
back to your blog post.
Lastly, turn this content into paid ads, which can serve as a powerful top-of-funnel
strategy.
Finding Topics for Your Real Estate Blog

If you're struggling to come up with ideas for your real estate blog, don't worry; there
are several methods you can employ to spark your creativity:

AI Assistance: You can leverage AI, such as ChatGPT, to generate content ideas for
you. Simply prompt the AI with questions or topics, and it can provide you with a
variety of ideas based on your preferences and niche.

Keyword Research: Tools like Ubersuggest and Semrush are invaluable for
discovering top-performing keywords in your niche. By identifying these keywords,
you can craft blog posts optimized for search engines, ensuring your content reaches
a broader audience.

Answer the Public: This tool can be a goldmine for content ideas. It not only suggests
popular questions people are asking about various topics but also provides insight into
how they phrase these questions. You can create content that directly addresses
these queries, offering valuable answers.

Frequently Asked Questions: Often, your potential clients have common questions or
concerns related to real estate. By addressing these FAQs in your blog posts, you
provide valuable information and build trust with your audience.

Industry Insights: Share your expertise and insights about the real estate industry.
You can write about current market trends, changes in regulations, or innovative real
estate strategies. Demonstrating your industry knowledge positions you as a trusted
authority.

Personal Stories: Personal anecdotes can be highly engaging. Share your experiences
and challenges as a real estate professional. Personal stories humanize you and make
your blog more relatable.

Local Content: Focus on your specific area of expertise, such as a particular town or
city. Write about the characteristics, attractions, schools, local businesses, and other
unique features of the area. This not only showcases your local knowledge but also
appeals to potential clients interested in that location.

By using these methods to generate content ideas, you can maintain a consistent flow
of engaging and informative blog posts that resonate with your target audience.
Remember, the goal is to provide value and position yourself as the go-to expert in
your real estate niche.

By following this approach, you can take one piece of content and transform it into a
multifaceted lead-generation machine, multiplying its impact and reach across various
platforms. This ensures that your valuable content is seen, heard, and appreciated by
a broader audience, all while building your authority as a 10X agent in the real estate
industry.
Dominating with Images in Real Estate Marketing

In the world of social media, a picture can say a thousand words, making image
content a powerful tool for real estate professionals. Here's how you can dominate
with images:

Professional Shots of Yourself: Real estate is a relationship-based business, and

building a personal brand is essential. You don't need a vast collection of professional
photos of yourself; just a few high-quality images can make a significant impact. You
can also incorporate candid photos to showcase your everyday life. There's no need
to overthink it – your smartphone can capture many of these moments, whether
you're at the office or at home.

Listing Photos: High-quality listing photos are crucial to attract potential buyers. While
having a dedicated photographer is ideal, if you're handling photography yourself,
here's what you'll need:

Equipment:

Tripod with Ball Head: A sturdy tripod with a ball head provides stability for your
camera or smartphone.
Tripod with Geared Head: This type of tripod allows for precise adjustments when
composing your shots.
Cell Phone Mount: If you're using your smartphone for photos, a cell phone mount for
your tripod ensures stability.
Cell Phone or Point-and-Shoot Camera: Modern smartphones have excellent cameras,
but you can also use a point-and-shoot camera for quality shots.
Tilt/Shift Lens: While not necessary, a tilt/shift lens can help correct perspective
distortion in architectural photography.
Cameras: If you're using a dedicated camera, ensure you have the appropriate lenses
for different types of shots.
Drones: Drones can capture stunning aerial shots of properties, giving potential
buyers a unique perspective.
Computer: To edit and process your images, a computer with image editing software
is essential.

By having the right equipment and understanding how to capture and edit high-
quality images, you can create compelling visual content that showcases both your
personal brand and your listings effectively. These images can be shared on your
website, social media, and in marketing materials, making a lasting impression on your
audience.
More Reach With Real Estate Video
Video has become an essential component of real estate marketing due to its ability to
engage, inform, and connect with potential buyers and sellers. Let's explore why
video is so important and how you can make the most of it in your real estate
marketing strategy:

Why Video:

Visual Impact: Video is a highly visual medium, allowing you to showcase properties in
their best light, capturing their unique features and ambiance.
Personal Connection: Video creates a more personal connection with your audience.
Potential clients can see and hear you, which helps build trust and familiarity.
Comprehensive Property Tours: With video, you can provide virtual property tours,
allowing potential buyers to explore a property as if they were there in person.
Demonstrate Expertise: You can use video to share your expertise in the real estate
market, offering insights, advice, and market updates.
Share Stories: Videos enable you to tell compelling stories, such as success stories of
clients finding their dream homes.
Better SEO: Video content can boost your website's search engine optimization (SEO)
and attract more visitors.
Types of Real Estate Videos:

Produced Videos: These are professionally edited videos that showcase properties,
provide market insights, or tell stories about the real estate process.
Personalized Videos: Personal videos are an effective way to connect with clients.
You can send personalized video messages, share updates, or answer client questions.
Live Videos: Live videos offer real-time interaction with your audience. You can
conduct live property tours, Q&A sessions, or live market updates.
Shooting Quality Videos:

Talking on Camera: Tips for appearing on camera confidently and authentically.

Equipment and Lighting: Understanding the right equipment and lighting to capture
high-quality video.
Shooting Tips: Techniques for composing and capturing compelling video footage.
Editing and Distribution:

Editing Your Video: Post-production tips for editing and enhancing your video
content.
Distribution: Once you've created your video, you'll want to share it on various
platforms, including your website and social media.
What do with all the video content

Your Website: Embed videos on your website's property listings and blog posts.
YouTube: YouTube is a powerful platform for real estate videos, allowing you to reach
a broad audience and optimize for search.
Facebook: Share videos on your Facebook page to engage your followers and reach
potential clients.
Instagram: Utilize Instagram's video features for short property tours and behind-the-
scenes content.
LinkedIn: Share professional insights, market updates, and personal videos on your
LinkedIn profile.
TikTok: Embrace the fast-paced, creative nature of TikTok to showcase properties in a
unique way.
Video and Email Marketing: Incorporate video into your email marketing campaigns to
engage your subscribers.
Leveraging Other Media in Real Estate Marketing

In addition to photos and videos, there are other forms of media that can enhance
your real estate marketing efforts, providing unique and compelling ways to showcase
properties. Let's explore two valuable options: virtual tours and drone footage.

Virtual Tours:

A virtual tour is a powerful tool that allows potential buyers to explore a property as if
they were physically present. Here's how you can use virtual tours effectively:

Immersive Experience: Virtual tours provide an immersive experience, giving viewers

a sense of the property's layout, size, and flow.
Detailed Property Showcase: Use virtual tours to showcase property details, from the
layout of rooms to architectural features.
Interactivity: Some virtual tour platforms offer interactive features, allowing viewers
to navigate through the property at their own pace.
Broad Reach: Virtual tours can reach a wide audience, including remote or
international buyers who may not have the opportunity for an in-person visit.
To create a virtual tour, you'll need specialized equipment, such as a 360-degree
camera, and dedicated software to stitch together images and create an interactive
experience. Virtual tours are particularly effective for larger or unique properties
where in-person visits may be limited.

Drone Footage:

Drone footage provides a stunning aerial perspective of properties and their

surroundings. Here's how you can make the most of drone footage in your real estate
marketing:

Aerial Views: Drones can capture breathtaking aerial shots of properties, showcasing
their size, location, and features.
Showcasing Surroundings: Drone footage is ideal for highlighting a property's
proximity to parks, beaches, and other natural amenities.
Unique Perspective: Aerial shots offer a unique perspective, making properties stand
out in a crowded market.
Engaging Content: Drones create visually engaging content that can capture the
attention of potential buyers.
When using drones, it's important to follow local regulations and obtain any necessary
permits for commercial drone use. Working with a licensed drone pilot or a real estate
photography service experienced in drone footage can ensure you get high-quality,
legal results.

Both virtual tours and drone footage add an extra dimension to your property listings,
providing potential buyers with a more immersive and captivating experience. These
media options can set your listings apart in a competitive market and help potential
buyers better envision themselves in the properties you represent.
 TRAFFIC
“Website without visitors is like a ship lost in the horizon.”
― Dr. Christopher Dayagdag
It’s 2020, the year of the COVID-19 pandemic. Much like everyone else, I found myself short
on cash and with plenty of time on my hands.

One day, while casually scrolling through Facebook, I stumbled upon an ad promising the
prospect of making money online from the comfort of home. The ad boldly declared a
revolutionary new method to increase your online income, even if you were financially
strapped. The pitch was simple: all you needed was a computer and an internet connection,
and you could supposedly make R10,000 in 14 days or less. The catch? I had to sign up for a
free webinar, watch the training, and then watch the money pour in within the promised
timeframe. Intrigued, I bought into this enticing opportunity, and that's when a whole new
world opened up before me.

The ad was all about making money online through dropshipping and affiliate marketing. They
outlined a series of steps to follow. First, they said to identify a niche, and among the many
options, they recommended the pet industry. I decided to focus on the pet niche and, more
specifically, dog harnesses. The next step was to create a Shopify website and select a 14-
day free trial, with the option to pay after the first day. I eagerly dived into the process,
putting in a full 10 days to build my first website. I was proud of the outcome and excited
about my progress, with just four days left to make money. The next step involved creating an
Instagram account. I followed everyone interested in pets, followed prominent pet niche
accounts, and reposted their viral content. I dedicated myself to this task for the next four
days. But when I checked my website, there was no traffic, no sales, and my trial period was
coming to an end.

This is where reality hits home. The gurus had emphasized the importance of building an
outstanding website or creating a highly converting sales funnel, promising that cash would
start flowing in. However, this wasn't the case in practice. It was clear that if you built it, they
wouldn't necessarily come. I learned the hard way that without traffic, regardless of how
great your funnel or website is, nobody will find it, and no one will buy from you if they don't
even know you exist.

The key to success in the online business world is driving traffic to your website. In this
chapter, I'll delve into various methods to achieve that, focusing on the most popular and
proven strategies.

I'll discuss social media marketing, including the best platforms, optimal posting times, and
content types that attract more leads, help grow your customer database, and increase sales.

Next, I'll cover the realm of SEO, shedding light on how to harness the power of Google to
bring traffic to your website. This section will touch on keyword research, on-page and off-
page optimization, link building, and digital PR.

Finally, my personal favorite and a highly reliable channel for traffic – paid advertising. I'll
delve into different paid advertising platforms, how to leverage them effectively, and the one
campaign that can generate leads almost overnight
Real Estate Social Media Marketing

A vital component of 10X Lead Generation is social media. If your goal is to get as
many leads as possible, then you cannot ignore social media. Social media is a great
channel to build brand awareness, attract ideal leads, nurture, and connect with your
audience.

Social media for real estate refers to Facebook and everything else. There are many
social media platforms, each with a distinct algorithm, but the fundamentals are all the
same. I will not cover each and every platform and its intricacies here but will focus
on the fundamentals and what you can do.

What is the best social media platform?

There are many social media platforms today, each serving a different purpose. The
question is not, "What is the best social media platform for real estate?" Instead, you
should ask:

Where does my ideal client spend their time online?

Which platform do I like and use the most? It will be easier to create content for a
platform you are already familiar with.
To be a 10X agent, I advise always being present everywhere. That does not mean
creating unique content for each platform. You can create content for one main
platform and then repost or format it for other platforms.

If you revisit our content chapter earlier, I mentioned creating a YouTube video and
then chopping it up and reposting it on your social media platforms. Additionally,
transcribing it and posting it as a long post on LinkedIn and Facebook.

For real estate, here are some social media channels and why you might consider
them:

Facebook: With 2.2 billion users (among other relevant facts), it's a prime platform for
building a presence.
Instagram: Ideal for visually showcasing properties and engaging with a younger
demographic.
LinkedIn: If you specialize in commercial real estate or your audience is mainly
investors, do not ignore LinkedIn.
TikTok: The new kid on the block, particularly effective for reaching millennials. Since
it's still new, it offers increased organic reach.
YouTube: A fantastic platform for creating video content and establishing your
expertise.
Google My Business: Vital for local search visibility and attracting clients in your
specific area.
These are the top platforms. Even if you choose not to use all platforms actively, I'd
advise claiming usernames on each platform for later use or to avoid scammers using
your name to deceive people. If possible, use the same account name on every
platform.
Let's get started with social media, shall we?

Create unique bios for each platform: Write a distinct bio for every platform you plan to use.
Make sure it fits the platform's style, and always include your one-liner to communicate your
Unique Selling Proposition (USP).

If you're new to a platform, invite your family, friends, and people in your contacts to like and
follow your page. Start building and growing your online presence.

When should you post? In the world of social media, consistency is key. The more you post,
the wider your reach becomes. Think of it as knocking on doors, but on a bigger scale. Posting
daily is like showing up every day. The more you show up, the more likely you are to succeed.

I can imagine what you're thinking now: "Post every day? Where will I find the time to write,
record, edit, and post something every day, with all the other work I have to do?" Well, it's
not as difficult as it may seem.

What you can do is allocate one day for brainstorming ideas and another day for shooting. In
just one day, you can generate content for an entire month, which you can post or schedule
for daily release.

Furthermore, if you have the budget, consider outsourcing the editing process. A professional
editor can enhance and segment your content for different platforms.

Let's talk about what to post on social media.

Ever heard of the 40/40/20 Rule?

The reality is, people tend to buy from individuals they know, like, and trust. As real estate
agents, you have a unique advantage over brokerages - you can build genuine relationships,
allowing people to get to know you, like you, and trust you over time. The key is not to use
social media as impersonally as big corporations or brokerages do. Instead, harness the social
aspect of it.

When it comes to posting on social media for social selling, it's not just about sharing your
listings. You need a balanced mix of content about yourself, educational posts, and sales-
related posts. That's where the 40/40/20 rule comes into play.

Here's how it breaks down:

40% About You: Share aspects of your life, your interests, thoughts, opinions, or even fun
glimpses into your world. Let people in and give them a chance to get to know you.

40% About Value: Provide valuable content. Educate your audience, offer advice, share tips,
and even share your lead magnets. This content is all about giving. As Gary Vaynerchuk
popularized it, think of it as the "jab, jab, jab, right hook" approach.

20% About Sales: This is where you can talk about sales-related content. Share your new
listings and use storytelling to make them compelling. Describe what the listing is like and why
it's special. You can also ask people to list with you. Share success stories, such as a photo of
a sold property, and provide details on your process and how you can help others sell their
homes.

In essence, the 40/40/20 rule is all about balance: It's 40% about you, 40% about providing
value, and 20% about asking for the sale
Real Estate SEO

In the real estate industry, having a strong online presence is essential. Why? Because
most people extensively research their options before making one of the most
significant decisions of their lives – buying a home. To capture these searches
effectively, you need to optimize your website for search engines, which is where
Real Estate SEO comes into play.

Getting Started with SEO

1. Conduct Keyword Research:

Keyword research is the foundation of your real estate SEO strategy. You want to tap
into the keywords used by people actively searching for properties. There are three
types of keywords you should consider:

Seed Keywords: These are the most general keywords, often highly competitive and
difficult to rank for. For example, "Cape Town real estate."

Secondary Keywords: These are more specific and have medium competition.
Examples include "Cape Town 2-bedroom house."

Long-Tail Keywords: Long-tail keywords are highly specific, with lower search volume
and competition. They can be further categorized based on search intent, such as
buyer intent ("realtor near me," "Woodstock houses for sale"), type of real estate
("foreclosure vs. luxury"), property type ("house vs. townhouse"), location
("beachfront vs. suburb"), and information intent ("do I need a realtor," "house buying
tips").

2. Attract All Stages of Buyers:

While it's essential to attract people actively in the market to buy, don't overlook
those who are in the research phase and might make a purchase in the future. These
individuals are part of your potential audience, and they should be on your radar. By
providing valuable information and insights, you can warm them up and keep your
brand top of mind. This way, when they're ready to transact, you're the first real
estate professional they think of, thanks to the value you offered from the beginning.

In summary, real estate SEO is all about optimizing your online presence to get found
by prospective buyers, whether they're actively looking for a property or in the early
stages of research. It's about providing valuable content and building trust so that
you're the go-to expert when they're ready to make one of life's most significant
decisions – buying a home.
Real Estate Paid Ads
Every campaign I ran and managed before this one turned out to be a flop. They
either broke even or, worse, flat out lost money. I had many theories as to why these
campaigns were failing, but I didn't have the time or resources to thoroughly test
them.

I was on the brink of losing hope in my advertising efforts and contemplating a return
to SEO, but then came the campaign that changed it all.

Unlike the other failed campaigns, I had some expert consultation for this one. I
suggested a different approach:

1. Copywriting: I decided to create two different copies for the ad, each with
different lengths and angles.
2. Creatives: I went all out with multiple graphics, including a single-image poster, a
carousel, and two videos.
3. Targeting: I decided to test the ad with multiple audiences.

When the campaign finally launched, I was nervous. I had my fingers crossed, hoping
this time would be different.

The campaign was approved to run on a Friday. I decided to take a weekend break
while keeping my hopes high that it would work out.

However, when I came back on Monday and checked the campaign, I nearly freaked
out. We were almost halfway through the budget, and there was not a single lead to
show for it. I refreshed the page in disbelief, but the situation remained the same - no
leads.

I chose to give it another day, thinking perhaps people were not as interested over
the weekend. I let the campaign run for another 24 hours before making any
decisions.

The next day, when I checked on the campaign, I noticed something strange - the
campaign was no longer active.

"Hey, the campaign we ran for Christian is off. Do you know what's up?" I quickly
inquired with the Media Manager.

"Let me find out," she replied.

I waited anxiously for her response, fearing that the client might have pulled the plug
due to our budget being spent with no results.

"Christian paused the campaign," the Media Manager finally replied. "He said he had
way too many leads, and the event is fully booked."
A sigh of relief washed over me, but it seemed almost too good to be true. I had
checked the campaign multiple times and had seen no leads coming in. It turned out I
had neglected to set up proper tracking on the website, which is why I couldn't see
the sign-ups. The campaign had actually generated so many sign-ups that the event
was fully booked, and people were being added to a waiting list for another event.

This was a significant turning point for me - my first successful campaign. I was
ecstatic, but I needed to figure out why this one worked better than the rest.

In the upcoming chapter, I'll delve into the world of paid ads. I'll explain why
leveraging paid ads is crucial for generating leads at a 10x rate, discuss the best
platforms to use, and reveal the one campaign you should run today if you want leads
as if it were yesterday.

Paid advertising offers the incredible power of generating leads on demand. Imagine
not having to sit around, hoping people stumble upon your content or visit your
website. Instead, with paid ads, you can actively target and attract motivated buyers
and sellers. You have the potential to get them to raise their hands, showing their
interest, and willingly provide you with their contact details for further communication.
In a nutshell, that's what paid ads can do for you.

Now, let me pose a scenario. What if I offered you a deal: spend R10 on an ad and
make R20 back? It's an offer with a guaranteed return on investment. You'd likely
jump at the chance. After all, if you can consistently double your investment, you'd
have a reliable source of income, and financial worries would become a thing of the
past.

Think of paid advertising in a way that parallels real estate investment. Many
similarities exist between the two. The key difference is that when executed correctly,
paid advertising can deliver astonishing returns, with the potential for a 3 to 10X ROI,
equivalent to a remarkable 1000% on a monthly basis. This is far higher than the
typical returns from real estate portfolios.

What's even more exciting is that the majority of real estate professionals are not
tapping into the power of paid advertising. This means that you virtually have little to
no competition.

So, let's dive right into it.

The process of converting attention into profit has three key elements. Just as you
would flip a house in real estate for a profit, with advertising, you're essentially
flipping attention into money in your pocket. It's all about acquiring inexpensive
attention rather than investing in physical land. To put it in the words of Gary Vee, this
is similar to day trading attention, with a slightly different analogy.
Here are the three elements involved:

1. Attention: The first element is the attention of your prospective audience. You must be
visible to the right people, capturing their focus and engagement.

2. Cost of Attention: Getting 10X attention comes at a cost; it's not free. You'll pay to access
this attention, and you're charged per thousand eyeballs or CPMs (Cost Per Mille).

3. Profit per Unit of Attention: The third element involves determining how much profit you can
make per unit of attention acquired.

It's important to keep in mind that at this moment, most professionals in the real estate
industry are not harnessing the full potential of paid advertising. This translates to minimal
competition. I firmly believe that attention is undervalued and underpriced, especially in the
field of real estate. While some might disagree, I base this belief on the CPMs we are
currently getting and the remarkable returns we're achieving.

Levels of Attention

Consider attention in terms of different levels, each representing a stage of engagement with
your advertising. There are five distinct levels of attention:

1. Impressions: This refers to how many times your ad has been displayed to your audience. If
you have 1,000 impressions, it means your ad has been seen 1,000 times. The cost of
impressions is often measured through CPM (Cost Per Mille or cost per thousand impressions).

2. Clicks: Clicks occur when someone interacts with your ad by clicking on it. The cost of clicks
is measured using CPC (Cost Per Click), which tracks the expense associated with each click.

3. Landing Page Views: Not all clicks result in landing page views. A landing page view
indicates that your landing page has been fully loaded by the user. To track this, it's crucial to
incorporate a tracking pixel on your landing page. This pixel not only helps monitor landing
page views but also facilitates the creation of a retargeting audience for future marketing
efforts.

4. Leads: Leads are generated when someone provides their contact information, typically
their name and email. As you embark on lead generation campaigns, this becomes a primary
objective. The cost associated with acquiring leads is often calculated as CPA (Cost Per
Acquisition). In the context of Real Estate, you can also track specific types of leads, such as
Cost Per Appointment (the cost to obtain appointments for property viewings), Cost Per
Showing/Viewing (individuals who actually attend viewings), and Cost Per Offer (tracking the
cost of generating offers).

5. Clients: Clients represent the highest level of attention and commitment. These individuals
have made a purchase or have agreed to work with you, whether it's buying a property or
entering into a real estate agreement. Measuring this level of attention typically involves
calculating the cost per sale.

Understanding and managing these different levels of attention is essential for creating and
optimizing effective advertising campaigns in real estate or any industry.
The Advertising Funnel and Levels of Awareness

In the world of advertising, it's essential to understand the levels of awareness and the role
they play in moving prospects from being complete strangers to becoming loyal clients and
advocates of your service. People tend to buy from those they know, like, and trust, and the
primary goal of advertising is to guide them through this journey.

To achieve this, we can categorize potential clients into three groups: Cold, Warm, and Hot.

Cold: These are individuals who have no prior knowledge of you or your services and are the
least likely to engage in business with you.

Warm: In this stage, prospects are aware of your existence and are interested in learning
more about you and your offerings.

Hot: At this level, people know you, like what you do, and trust you. They are more inclined to
engage in business with you.

To move people from being cold to hot, we employ the TOFU (Top of the Funnel), MOFU
(Middle of the Funnel), and BOFU (Bottom of the Funnel) framework.

TOFU (Top of the Funnel) - COLD:

At the top of the funnel, the primary objective is to attract potential prospects. This stage is all
about gaining their attention. You aim to make them aware of your presence, get them to
follow your social media pages, engage with your content, and essentially transition them
from being cold to warm. To achieve this, your marketing should incorporate:

1. Curiosity
2. Storytelling
3. Promises
4. Problem-solving

Your communication should be crafted in an attention-grabbing and newsworthy manner. Use

engaging hooks, visually appealing elements, colors, and sounds to capture attention.
Observe platforms like TikTok to learn what types of content draw attention and apply similar
strategies to your TOFU campaigns.
MOFU (Middle of the Funnel) - WARM:

In the middle of the funnel, the goal is to nurture and warm up your market. Here, you focus
on building trust, rapport, and authority with your audience. You can categorize your market
into various "buckets," similar to the levels of awareness, such as:

1. Audiences (landing page viewers, video views, page likes)

2. Facebook Group members (if applicable)
3. Messenger/WhatsApp List subscribers
4. Your database

It's advisable to primarily concentrate on two buckets: your audiences and your database. To
nurture your market and build trust, provide value through:

1. Webinars and trainings (with a focus on education rather than selling)

2. Consistent organic posts to maintain daily engagement
3. Sharing lead magnets and reports
4. Monthly newsletters

BOFU (Bottom of the Funnel) - HOT:

With trust established through consistent value delivery, it's time to bring out your offer. Run
direct listing and seller acquisition leads and make your pitch. If executed effectively, you'll
have prospects ready and willing to buy or sell through you. This is when you can reap the
rewards of your 10X marketing efforts. The BOFU stage is where the transition from warm to
hot leads occurs, and potential clients are more likely to convert into actual clients.

By understanding these levels of awareness and employing the TOFU, MOFU, and BOFU
framework, you can effectively guide prospects through the marketing funnel, ultimately
leading them to take action and engage in business with you.
The Two Fast Lead Generation Campaigns

If you're looking for results right away, there are two campaigns you can run without needing
an elaborate funnel setup.

Campaign 1: Boost Your Top-Performing Content

Consistency in content creation can lead to some posts outperforming others. These top-
performing pieces are your key to quick results. If one of these posts has a call to action
(CTA), you can create a new campaign around it. Choose an existing post and pick your best-
performing content to reach a wider audience. However, if your top-performing content
doesn't have a CTA, you can easily record a call to action, such as "follow," "send a
message," or "visit the website," and edit it into the video. Then create a new campaign
featuring this edited video.

Even if you don't have a funnel or website set up yet, you can use a WhatsApp messenger
campaign to allow people to contact you directly.

Campaign 2: The Lead Form Campaign

If your primary goal is generating more leads, the lead form campaign is your best bet. This is
a campaign that I consistently run no matter what. Many platforms offer native lead forms
that allow users to submit their information without leaving the platform. This campaign type
has proven to be cost-effective, with leads ranging from as low as R5 to R500 or more.

With the lead form campaign, you can follow up with the leads afterward. To maximize the
number of leads you get, avoid asking too many questions. Keep it to a maximum of seven
questions and ask more when you follow up. One important qualifying question you can
include is when the potential client is looking to buy or sell. You can segment your leads based
on their responses. For instance, if the multiple-choice options include "next week," "next 30
days," "next 90 days," and "6 months to a year," prioritize contacting those who are looking to
transact within the next 90 days or sooner.
Retargeting: Nudging Leads to Real Estate Success

Have you ever been lured back to a product you once considered buying by an ad that seems
to follow you wherever you go online? Maybe you've abandoned your virtual shopping cart
only to receive an enticing discount offer days later? That, my friend, is the magic of
retargeting in action.

If you've been diligently driving traffic to your website or capturing leads, but the conversion
rates seem elusive, retargeting campaigns might just be your secret weapon. In the real
estate realm, there are several compelling reasons to embrace retargeting, one of which you
might be unconsciously practicing: the classic "SOLD" sign. That's right, you can do it with
online ads too! In fact, you can turn it into a case study, an opportunity to generate seller
leads.

Here's how: Craft an ad featuring the "SOLD" sign and complement it with a captivating
narrative. Share the story of the property's challenge, your expert solution, and the
remarkable results you achieved. Maybe it's about selling the property at lightning speed,
securing a full commission, or even exceeding the asking price. Finish with a compelling call to
action, urging those in a similar situation to schedule an appointment.

Another effective retargeting campaign is aimed at leads who showed initial interest but
never sealed the deal, especially when the property has been snatched up. Simply display an
ad saying, "SOLD" and invite them to explore other properties on your list.

And don't forget your past clients! Retarget them with reminders and incentives to refer
friends and family who are looking for their dream homes.

The beauty of retargeting is that these individuals already know and trust you, so the cost for
these campaigns is significantly lower than those targeting complete strangers.

But hold on, before you dive into retargeting, here's the lowdown: it's all about the data. You
need that pixel on your website or funnel to be fired 1,000 times for retargeting to work its
magic.

We recommend aiming for at least 1,000 clicks, 1,000 leads, and 1,000 page likes. This magical
number is essential to feed Facebook's AI with enough data to understand who is more likely
to engage with your ads. If you've aced creating your avatar or persona as mentioned in the
previous chapter, you'll find that these individuals closely resemble your dream clients.

Another trick up your sleeve is creating "lookalike" audiences. Imagine reaching out to people
who are strikingly similar to your ideal dream clients. These lookalike audiences can be a
potent weapon when it comes to cold targeting, as they mirror the profiles of your dream
clients, ensuring a higher likelihood of them responding positively.

Given the nature of real estate transactions, we recommend spacing out your retargeting
campaigns: consider running them for 1 month, 3 months, 6 months, 1 year, and even up to 5
years. This strategic timeline ensures that you remain at the forefront of your clients' minds
when they decide to transact again. As a rule of thumb, set aside at least 10% to 20% of your
advertising budget for retargeting—because investing in those who already know you is a
smart move in real estate.
 PART 2:

FOLLOW UP & GROW RICH

Follow Up With Leads, Nurture List & Grow
Your Database
 FOLLOW UP 101
“Either you follow-up or you fold-up”
― Bernard Kelvin Clive
I had mastered paid ads and was running successful lead generation campaigns by
then. I was managing one of my high-budget campaigns, and I was quite proud of the
results we were achieving: 100 leads a day at just R10 per lead. What a bargain, I
thought.

"Hey Thabo, how's the lead generation campaign we set up?" my boss asked.

"It's going really well," I replied with a sense of pride. "Even better than I expected –
we've already collected 1000 leads."

"Great work, Thabo," she said. "But the client mentioned that the leads aren't
converting. They've only had 2 conversions."

Having generated thousands of leads with only two conversions was a blow to my
pride.

"Let me check the backend and see what's going on," I told her, "because the ads are
well-targeted with great CPMs and low CPC."

I logged onto the website backend, and you won't believe what I discovered. There
were over 10,000 generated leads, including the thousands we had recently
generated, but there was no follow-up happening at all. The leads were just sitting
there, with various inquiries, but no one was responding to them.

An interesting turn of events, indeed.

I suggested adding the leads to a database and setting up a 10-email autoresponder,

followed by reaching out to everyone who exhibited the highest buyer intent.
Conversions started rolling in.

In this section, I'll help you identify the best leads to follow up with quickly and
clearly. I'll show you how not to let your leads go cold by maintaining communication
with them. You'll learn how to turn both fresh, promising leads and older, seemingly
unresponsive ones into sales appointments.

Remember, leads hold no value if you don't actively engage with them and follow up
systematically, strategically, and consistently. Many marketers spend a fortune
generating leads but fail to invest time, money, and resources in converting them.
Your goal is to generate leads, turn them into appointments, and ultimately convert
those appointments into sales.
Setting the appointment

How are you currently setting appointments? Do you call up leads yourself, or should
you use an Inside Sales Agent (ISA) or an AI Chatbot to follow up with leads?

There are three paths to lead follow-up:

1. Use an AI Chatbot: AI Chatbots can manage live chat on your website, respond to
social media messages, engage in conversations with leads, and even set
appointments using text messages. This is the most cost-effective option but may not
yield the highest conversion rate.

2. Use People: You can hire an ISA (Inside Sales Agent) or outsource appointment
setting to a company specializing in it. This approach typically has the highest
conversion rate but can be the most expensive and labor-intensive option.

3. Combine Both: Implement a hybrid approach where you have human agents
alongside AI chatbots. This strikes a balance between hiring fewer people and
allowing AI to handle repetitive tasks.

How to Improve Your Conversion Rate

Speed and the content of your follow-up messages are your secret weapons. How
quickly you follow up with the leads you generate and what you say can significantly
impact your ROI. You want to ensure that leads don't slip through the cracks, allowing
your competitors to win the business.

Aim to follow up with a new lead within the first 5 minutes of capturing their details. If
this isn't feasible, follow up within an hour while the lead is still warm.

Best Days and Times for Follow-Up

The best days for follow-up are Tuesdays, and the ideal times to follow up are
between 9 am and 10 am.

How Many Times to Follow Up

For initial follow-up, try calling at least 2 times within the first two hours, which can be
within 5 minutes and within 1 hour. Over time, aim to follow up 6 times, with intervals
between each follow-up.
How to Convert Using Text Messages

Many people prefer text messages to phone calls. When you receive a new lead, you
can use auto SMS to send a message like this:

"Hi {Name}, I received your information from {Lead Source Name}. Can we talk now?"

Another way to utilize SMS is to add leads to your contact list and send a mass SMS
message saying:

"Hi {Name}, it's Thabo from ThereCapeTown. Can we chat?"

Remember, effective follow-up is all about speed, and SMS can often facilitate
quicker responses than emails.
The money in the follow up
Just because you are making calls and sending texts doesn't mean you should neglect
the power of automated email campaigns to nurture your leads. One of the first
campaigns I created, even before running other campaigns, is an email autoresponder
campaign designed to nurture, convert, upsell, and build relationships with my
customers. This email campaign has generated over 30% of our sales.

Effective drip campaigns can help you get more out of your leads. Unfortunately,
many real estate professionals get this wrong by sending generic, non-engaging
emails like, "Thanks for your inquiry. One of our realtors will get in touch."

Instead, craft initial automated drip campaigns that feel more personal and always
aim for a response. Think of drip campaigns as lead starters. For example, one of the
first emails you can send to a lead from a platform like Property24 or your
brokerage's website is, "Hi {Name}, I just received your information from Property24.
Is now a good time for you to speak?"

Plan your email sequences strategically to guide leads down the funnel towards
becoming trusted buyers, sellers, or tenants.

For instance, if someone becomes a lead through a lead magnet, the first email should
deliver the lead magnet. Here's an example: "Hi {Name}, as promised, here's the link
to the PDF you requested about {Promised PDF}. If you're too busy to implement its
teachings, remember that {Agent} can handle these things for you." Include a
download link and ideally only one other call-to-action to ensure the lead takes one
desired action, such as replying, downloading, or visiting your sales page.
I typically divide the drip campaign into 3 or 4 sequences based on the business:

1. Welcome Sequence: This is the initial sequence where you deliver a lead magnet or
aim to get a response. You can introduce yourself and your brand, welcoming them to
your community. I often create a 3-email series sent over three days.

2. Nurture Sequence: Here, you nurture your leads by providing more value. Follow
up on their progress with the lead magnet, share links to your content, and encourage
them to follow you on social media. This sequence is about value and education.

3. Conversion Sequence: In this sequence, you aim to convert your leads. Direct them
to your landing pages, listings, and set up reminders for appointments. Share case
studies and testimonials from your buyers or sold listings.

4. Re-Nurture Sequence: After someone has completed a transaction with you, the
relationship doesn't have to end. Continue nurturing them to stay top of mind. Ask for
testimonials and referrals, send birthday messages and holiday greetings, and keep
adding value to their lives. If they were a seller lead, help them find another place, or
if they were a buyer, teach them how to increase property value.

If you have leads that you haven't been in touch with for a while, here's a simple
database reactivation campaign:

Subject Line: Checking In

Body: I was just checking in to see if everything is okay or if you needed anything
from me today.

It doesn't have to be a complicated email; a simple conversation starter can suffice.

When they respond, you can add them to your autoresponder again.
10X Email Marketing Tips To Boost Your Conversions

Think Email is Dead? Well, think again. Email beats social media by 40X for customer
acquisition.

Social media and paid ads get you leads, but email nurtures those leads. Texts and
calls close the leads. Many people prioritize lead generation but neglect lead nurturing
and conversion. Often, you don't need more leads; you need to take care of the
middle of the funnel (MOFU) and bottom of the funnel (BOFU). That's where email
marketing comes in.

To up your email marketing game, let's talk numbers first:

- The average email open rate in real estate is 19.17%.

- The average click-through rate is 1.77%.

These numbers can vary from industry to industry, niche to niche, and city to city.
However, your email marketing results are more influenced by the quality of leads you
generate and the content of your emails rather than your industry, niche, or location.
Benchmarks are helpful for measuring performance and setting expectations.

Email Frequency:

When and how should you send emails?

I often say the best day to send an email is every day, except maybe on Saturdays. If
you're thinking that people will unsubscribe, yes, they will if you spam them. Your goal
is not to spam but to add value. Remember Gary Vee's "Jab Jab Jab Jab Right Hook."
If done right, people will love and look forward to your emails when you consistently
provide value, education, entertainment, motivation, and inspiration. If you aim for a
1:4 Give-Ask ratio (one sales email for every four value-driven emails), you're less
likely to irritate your subscribers and still meet your monthly goals.

But if you're worried about time constraints, consider the best times and frequencies
to send emails:

While the day of the week has little impact on open or click-through rates, the time of
day you send emails makes a significant difference. Subscribers are more likely to
open emails after 12 pm, with the best timeframe for opens being 2-5 pm. Emails sent
at 8 pm tend to perform better than those sent at 8 am.

You can achieve higher open rates by sending emails once a week, while sending
daily can result in 5x more emails opened in a week. However, test different
frequencies to see what works best for your audience and stick to it.
Getting Your Emails Opened and Read:

To get the highest open and click-through rates, consider the following:

1. Sender: Who the email is from has the highest impact on whether it will be opened
or not. People are more likely to open emails from someone they know, like, and trust.
This is why focusing on personal branding is important.

2. Email Type: The type of email you send also affects open rates. Emails that are
overtly sales-oriented may not get opened. In contrast, triggered emails, such as
those sent after a user takes an action on your website, tend to have higher open
rates. Drip campaigns delivering lead magnets often have the highest open rates.

3. Subject Lines: Subject lines significantly influence open rates. Use copywriting
principles to create subject lines that entice subscribers to open your emails. Unique
subject lines, the use of emojis, and special characters can all make your emails stand
out.

Email Templates to Use:

Here are some email templates to consider:

1. The Nine-Word Email: A simple 9-word email designed to stay in touch with your
customers, such as "Are you still looking to buy/sell [insert what you're selling or the
listing]?"

2. The Double Tap Email: Use this to follow up; send an email and then follow up with a
message like, "Hey, I just sent you an email about [topic]."

3. The Apology Email: If you made a mistake or if there was any inconvenience
caused, you can acknowledge it in an apology email.

4. The Social Media Email: If you don't have a blog or website to send people to, you
can link to your social media platforms where you post valuable content.

5. The Faux Quiz Email: Engage your subscribers with a quiz or questionnaire format.

6. The PS Hack: End your email with a P.S. to add an extra touch or reminder.

In conclusion, conversions create customers. Aim to diversify your emails, start

conversations, and use questions to encourage responses. Also, track which emails
perform best to refine your email marketing strategy.
Your Database

If you consistently follow the strategies mentioned, you should be generating leads,
nurturing them, and setting appointments. It's crucial to prioritize adding at least 10
new people to your database every day. Over a year, that's a growth of 3,650 leads
in your database.

Let's break down the math:

With 3,650 new leads a year, if you can convert just 1% of them through a referral,
purchase, or sale, that's 37 transactions a year.

Assuming you net R20,000 per transaction, that's a potential income of R740,000 a
year.

How does a six-figure income sound?

If you don't have a database, it's time to start building one. Your database includes
anyone in your CRM whom you have permission to contact.

The first people to add to your database are your Sphere of Influence (SOI). They're
likely right in your phone book, email contacts, and social media followers. Move these
people from your contact lists to your CRM.

If you have thousands of contacts in your phone, research apps or tools that can help
you export them into an Excel spreadsheet, which you can then import into your CRM.

If you don't have a CRM, it's a good idea to get one. Here's how to make the most of
your CRM:

1. Build a robust database.

2. Add at least 10 new people every day.
3. Consistently add value and follow up to nurture your database.
4. Keep contact information up to date.
5. Provide support and services to all prospects.
David Greene recommends a high-touch Sphere of Influence (SOI) campaign, which is
a variation of Gary Keller's 33 Touch system. Gary Keller's system suggests that by
contacting people in your database 33 times each year, you can expect to receive
two referrals for every 12 people. These contacts are known as "touches," hence the
name 33 Touch system.

David's personal variation on the Gary Keller system involves more than 33 touches in
a year. These touches can include:

- 12 social media likes

- 12 social media comments
- 4 emails
- 1 personal handwritten note
- 1 birthday acknowledgment
- 1 yearly text on the anniversary of buying their home (for past clients)
- 4 invitations to meetups, client appreciation events, or other gatherings
- A "pop by" where a small gift is hand-delivered
- 1 sports team magnet ("Go Springboks")
- 1-year gift
- 12 market reports
- 12 newsletters
- Several text messages throughout the year to say hello

Don't forget to set up drip campaigns in your CRM. Automation can help you manage
most of these touches, freeing up your time.

The goal of these touches is to stay top of mind as the go-to realtor in your area and
to generate referrals from your database.
 PART 3:

CLOSE FOR LIFE

Close Deals And Open Lifelong Relationships

 CLOSING
“If you are not moving closer to what you want in sales (or in life), you probably aren't
doing enough asking.”—Jack Canfield
The two-step "stalk" before a sales call:

Before reaching out to a prospect or going for a house viewing, it's important to
gather some information and prepare for the call. While some professionals might
simply make the call or visit the property, the more effective approach is to engage in
a "pre-call stalk" to personalize the sales appointment.

What you need before a pre-call stalk:

When collecting real estate leads, you should aim to gather the following information
from your leads:

1. Full Name
2. Phone Number
3. Email Address
4. Primary ZIP Code

With this information in hand, and after booking an appointment with a prospect, you
can conduct a pre-stalking process to ensure a highly personalized sales conversation.

Here's an example of a pre-call approach:

"Hello, John, I'm Thabo, and I work at eXp Realty. I'm calling regarding the property
you showed interest in on Adderley St. Did you discover it using Property24's app?"

With more time for research, you can employ more advanced methods:

- Start with a Google search using the lead's email address, especially when there are
multiple individuals with the same name.
- Conduct a social media search, where you can also use the email address since many
people use their emails to create social media accounts.

There are also professional tools available for enhancing your pre-call research, such
as Zabasearch and PeekYou. These tools can provide additional insights into your
leads before the sales call.
Closing For Life: Meaningful Sales Conversations

Quick Questions...

1. Do you successfully close all the sales appointments your ISA sets?
2. Are you satisfied with your close rate?

If your answer is "No" to either of these questions, it indicates that you might not be
having meaningful sales conversations that uncover your prospect's motivations. If
you don't uncover their motivations and build rapport, it's unlikely that a transaction
will take place.

During a sales conversation, you should have at least four or more scripted qualifying
questions. Additionally, you need follow-up questions designed to delve deeper into
your prospect's motivations. For realtors, your scripted questions could include:

1. What is your primary reason for selling your home right now?
2. How many homes have you sold before?
3. Have you previously worked with a real estate agent?
4. What is your ideal timeframe for selling your home?

As your prospects respond to each question, ask follow-up questions to uncover more
about their motivations. You want to focus on their emotional and logical reasons for
buying or selling a property. Whenever possible, take notes on their responses to both
scripted and unscripted questions. This information will be valuable in later stages of
the sales conversation.
The 5 "Yes" Technique:

Let me show you how you can use the responses you wrote down to create your sales pitch.
Hopefully, you have noted their responses or remember them because you'll want to
accurately verify their answers.

Use this simple template to turn what they said into a sales script:

1. "Earlier, you said [their response] when I asked you [the question], is that true?"
2. "Earlier, you said [their response] when I asked you [the question], is that true?"
3. "Earlier, you said [their response] when I asked you [the question], is that true?"
4. "Earlier, you said [their response] when I asked you [the question], is that true?"
5. "Finally, earlier you said [their response] when I asked you [the question], is that true?"

These questions help you confirm their statements and lead them toward a favorable decision.

The 5 "Yes" Technique Example:

Here's an example of how to use the "Yes" technique with the questions you mentioned:

1. "Earlier, you said you need to sell because you want to move closer to your children, right?"
2. "This will be the second home you sell, correct?"
3. "You did not like how long it took to sell with the previous agent, did you?"
4. "You said you need to sell fast because you made an offer on a house next to your kids,
true?"
5. "Finally, you said you are willing to negotiate on the selling price if it will sell the property
fast, is that right?"

This technique helps confirm their statements and guide them toward a favorable decision,
ultimately leading to a "Yes, I'm sold. I'm in."

The 2 Step Close:

After the 5 "Yeses" and outlining the features and benefits of your offer, you should proceed
to close the deal. Here are the two steps to do it:

Step 1: The Trial Close: The trial close is about helping your prospect visualize that they are
moving forward without directly asking for the sale. For example, you can say, "Are you going
to want to look at homes during the day or after work?" or for a seller lead, "I need to come to
verify the condition of your property; is tomorrow at 2 pm or 4 pm better?"

Step 2: The Slot Close: After they respond to your trial close, you can now make the actual
close. If there are any objections, address them and then the trial closes again. If there are no
objections, you can say, "Okay, great. Should I send the contract for you to sign to your work
or personal email address?"
What to Say After They Say Yes:

It's important to follow up with a plan and foreshadow the next steps. Don't just say thanks
and end the conversation. Here's an example of what you could say:

"Here's what happens next. I'm going to send over everything we discussed, along with some
additional information you'll find useful, which we will send to our new clients. Then, [explain
the next steps in the process]. Finally, [mention the final steps]. Does it make sense? Great."

As a real estate agent, most of your sales occur in person, so foreshadowing the process can
help decrease appointment cancellations and expedite contract signings.
 REFFERALS
“Do what you do so well, that people can’t resist telling others about you”. - Walt
Disney
Generate High-Quality Referral Leads:

Attracting and converting leads is a substantial effort, and it's essential to ensure that
your hard work results in more leads through referrals. Referrals are the cream of the
crop when it comes to leads. They are the easiest to convert, cost less, close quickly,
spend more, and often provide more referrals themselves.

One common mistake I've observed is salespeople not treating referral leads the same
as regular leads. The only difference is using the referrer's information in your
personalized opening statement. For example, "Hey, John, I was speaking with
[Referrer's Name], and she mentioned that you would be a perfect fit for what we do
at eXp. We've enjoyed working with [Referrer's Name], who has had great success
with us. I'd love to set up a call to see if we can do the same for you."

Remember to handle referral leads with the same care and thoroughness you apply to
any lead. No shortcuts. Every lead, regardless of how they found you, will check you
out online, so be consistent in your approach.

One clever way to leverage your NPS score is by using it to provide context for your
website and marketing. You can position your NPS score alongside popular brands
people love and trust. This helps people understand that an NPS score over 50 is
excellent, and anything over 80 is world-class. For example, you could list several
brands along with their NPS scores, positioning your score above some well-known
brands and below others. This contextualization can be quite powerful.

You can also generate numerous referrals from your closed leads by maintaining
contact with them through email, social media, and occasional calls after the sale.
When implementing the strategies from this book, such as email marketing, videos,
social media ads, and retargeting, you'll have plenty of opportunities to stay top of
mind in a unique and meaningful way.

Attracting leads, booking appointments, and closing sales require both art and
science, speed and tenacity, mindset and skill. However, it does not rely on luck. You'll
find success when you put what you've learned into practice.
If this book has helped you improve your marketing, sales, and lead conversion,
please get in touch. You can reach me via email (leadsbythabo@gmail.com) or on
social media platforms like Facebook, Tiktok, Instagram, Twitter, and LinkedIn
(@leadsbythabo). You can also text me at 0782813377. As a thank-you for reading, I'll
send you some special bonuses.

I hope that by providing specific strategies for getting leads, I've inspired you to take
your business to new heights. I was inspired and taught by many people on my
journey, and it felt right to pay it forward and inspire others.

P.S. Please recommend "10X Real Estate Leads" to any real estate practitioner,
business owner, executive, founder, marketer, or salesperson you think can help,
especially those at forward-thinking companies who may benefit from my assistance.
In addition to the book, I offer courses, consultations, done-for-you services, training,
and advertising.

You probably expected a call to action to conclude a book like this, didn't you?
 PUTTING IT TOGETHER

Your journey to real estate success begins with your mindset. The 10X mindset is all
about thinking bigger, setting audacious goals, and embracing a growth mindset.
Remember, what you believe is what you become. It's time to eliminate self-doubt and
fear, replacing them with unwavering self-confidence.

Your personal brand is your unique identity in the real estate market. It's not about
blending in; it's about standing out. To 10X your brand, you need to be memorable.
Craft a brand that reflects your values, vision, and unique selling proposition. Your
brand should resonate with your audience, making you the go-to expert in your niche.

When it comes to lead generation, the 10X approach means going all out. Don't settle
for a trickle of leads; aim for a flood. Explore various lead generation methods such as
social media marketing, paid advertising, content marketing, and networking. Don't
just focus on one lead source; diversify and expand your reach.

Your online presence should match your 10X aspirations. It's not just about having a
website; it's about dominating the web. Ensure that your website is user-friendly and
optimized for search engines (SEO). Provide valuable content that positions you as an
authority in your niche. Remember, the internet is your 10X stage.

Social media is a goldmine for real estate professionals. The 10X rule here is simple:
rule the platforms. Leverage social media for organic content, paid advertising, and
meaningful engagement. Whether it's Facebook, Instagram, LinkedIn, or Twitter, use
them strategically to reach a wider audience.

Paid advertising is an excellent lead generation tool when used correctly. The 10X
principle is about maximizing your return on investment (ROI). Explore channels like
Google Ads and Facebook Ads. Create compelling ad campaigns that convert. Track,
analyze, and optimize to get the most out of your budget.

Lead magnets are the bait you use to hook prospects. The 10X approach is all about
creating lead magnets that compel your audience to take action. Whether it's ebooks,
webinars, or market reports, your lead magnets should be irresistible. Capturing leads
should be an ongoing process.

To 10X your success, nurturing and converting leads should be highly personalized.
It's not just about generic follow-up emails; it's about engaging with each lead
individually. Use automated email drip campaigns to provide valuable information and
build relationships. Set appointments and close deals with an empathetic approach.
 PUTTING IT TOGETHER

To 10X your success, maintain client relationships for life. Leverage referrals and
repeat business. Keep clients engaged, ask for feedback, and offer ongoing support.
Remember, a happy client is a loyal client.

To 10X your lead management, use a reliable real estate funnel. Incorporate lead
magnets, opt-in pages, landing pages, and automated email drip campaigns.
Streamline your system to save time and increase efficiency.

Select the right tools for your real estate business. Invest in customer relationship
management (CRM) software, email marketing tools, landing page builders, and
analytics platforms. Ensure that you have the necessary tools to implement the 10X
approach effectively.

The 10X principle doesn't mean you reach a destination and stop. It's about continuous
improvement. Stay updated with the latest industry trends and technologies. Attend
courses, conferences, and engage in lifelong learning.

To create your 10X blueprint, combine these principles, strategies, and tools into a
cohesive plan. Whether you're a seasoned professional or just starting, this blueprint
will guide you toward becoming a 10X real estate success. The 10X principle is your
compass—use it to navigate the world of real estate with confidence and ambition.

In the real estate world, applying the 10X principle to your mindset, strategies, and
actions is the path to outstanding success. Remember, you have the power to 10X
your real estate journey, achieving results that go beyond ordinary. It's time to dream
big, act boldly, and make it happen. Your real estate adventure has just begun.
 PUTTING IT TOGETHER

10 Simple 10X Lead Generation Steps

Here’s a quick summary of what you learnt so far. You can use this as a reference to
see where you are and what more you need to get done.

Step 1: Carve out a niche for yourself

Step 2: Define your ideal client and create an avatar
Step 3: Having a compelling offer/USP/Oneliner
Step 4:Create and grow your database
Step 5:Advertise to get leads and grow database
Step 6: Build Trust and Nurture By Adding Value, Give Give Give Give Ask
Step 7:Have a killer sales presentation
Step 8:Close the deal
Step 9:Ask for an honest review and referrals
Step 10:Continue Nurturing The Relationship
 10X BONUSES

More Ways To Prospect & Generate Leads

In your quest to 10X your lead generation in the real estate industry, it's crucial to
explore various avenues that can bring in leads and prospects. Here are more ways to
prospect and generate leads effectively:

1. Collaboration: Partner with other real estate agents who serve different niches or
farm areas. Sharing leads and referrals can be mutually beneficial.

2. Partnerships: Establish partnerships with businesses your prospects may use, such
as attorneys, accountants, contractors, or mortgage brokers. Create an agreement to
refer business to each other, expanding your network.

3. Third-Party Lead Generation Businesses: Explore lead-buying options from

businesses like Bark, Procompare, or soon-to-launch lead-selling services. These
services can provide leads at an average cost of around R100 per lead.

4. FSBOs (For Sale By Owners): Seek out potential leads among homeowners who are
selling their properties directly. Offer your expertise to facilitate a smoother sale.

5. Property Developers: Connect with property developers who may require

assistance with listing and selling their new projects.

6. Meetups and Events: Host or attend real estate meetups, seminars, or events to
network with potential leads and understand their needs better.

7. Open Houses: Hold open houses, giving you an opportunity to engage with
potential buyers and sellers.

8. Sponsoring Community Programs: Support local community initiatives, events, or

sports teams. It's an excellent way to gain exposure and build connections.

9. Offline Advertising: Consider traditional advertising methods like radio ads,

newspaper ads, branded vehicles, and direct mail campaigns to reach a broader
audience.

10. Helping with Moving: Assist your clients with their moving process. Going the extra
mile can earn you referrals and repeat business.

11. Promotional Items: Distribute branded items like calendars, fridge magnets, or
notepads to stay top of mind with your prospects.
12. Cold Outreach: For those working with investors or commercial real estate, scrape
emails of potential prospects and send well-crafted cold emails or messages.

13. PR and News Releases: Share your successes, achievements, and relevant real
estate news through press releases to enhance your online presence and credibility.

14. Farming: Implement farming strategies by focusing on specific geographic areas

(geographic farming), specific demographics (demographic farming), or
psychographic profiles (psychographic farming) to cultivate leads.

15. Host a Charity Drive: Organize or participate in charity events to not only give
back to the community but also establish connections and goodwill.

16. Provide a No-Cost Moving Truck with Branding: Offering free moving truck
services with your branding can attract leads and make a lasting impression.

17. Attend Auctions: Attend property auctions, where potential buyers and sellers
gather. It's a great opportunity to connect and network.

18. Door-to-Door Knocking: A traditional method to engage with prospects, especially

in local neighborhoods.

19. Cold Calling: Make targeted cold calls to potential leads, presenting your services
and expertise.

20. Teaching and Seminar Speaking Opportunities: Share your knowledge and
expertise by teaching real estate-related classes or speaking at seminars. It positions
you as an industry authority and attracts leads.

Each of these methods adds a unique dimension to your lead generation efforts. To
achieve 10X results, explore and test these approaches, focusing on those that
resonate with your niche and expertise. Remember, the key is to remain proactive,
adapt to the ever-changing real estate landscape, and continuously refine your
strategies for lead generation and conversion.
Software & Tools To Use

In today's fast-paced real estate industry, efficiency and automation are vital for a
successful lead generation strategy. You don't want lead generation to consume all
your time, as it should complement your core business of selling or investing in real
estate. Here are some essential software and tools to help you work smarter, not
harder, without losing progress. Efficiency is the key, and these tools will significantly
aid your lead generation process:

Learning:

1. Audible: Audiobooks are a great way to absorb knowledge while on the move.
2. Spotify Podcasts: Listen to industry experts and stay updated on real estate trends.
3. eXp YouTube Channel: Access valuable resources and insights from eXp Realty's
official channel.

Organization:

1. Calendly: Simplify scheduling appointments and streamline your time management.

2. Google Calendar: Keep track of important dates, meetings, and tasks.
3. Phone: A simple yet essential tool for communication.
4. Fiverr: Outsource tasks and find skilled freelancers for specific projects.
5. Upwork: Another platform to hire freelancers for various tasks.

Communication:

1. Slack: Enhance team communication and collaboration.

2. Discord: Create communities and interact with your audience.
3. PowerISA: A powerful tool for ISA (Inside Sales Agent) communication.
4. Follow Up Boss: Manage leads and streamline your sales process.
5. Asana: Organize tasks and projects with your team.
6. WhatsApp: Connect with clients and colleagues instantly.
7. Facebook: Engage with your audience and build your online presence.
8. Messenger: A direct channel for communication with prospects and clients.
9. Loom: Create and share video messages and tutorials.
10. YouTube: Utilize video content for marketing and lead generation.
11. LinkedIn Sales Navigator: A premium tool for connecting with prospects on
LinkedIn.

Hiring Team:

1. Indeed: Find potential team members and associates.

2. LinkedIn: Connect with industry professionals and seek out talent.
3. Glassdoor: Research and review potential candidates and companies.
Funnel:

1. Follow Up Boss: A comprehensive CRM for managing leads and nurturing relationships.
2. Mailchimp: Use email marketing to stay connected with your audience.
3. GoHighLevel: A multifunctional platform for automating marketing processes.
4. Conversion Monster: Optimize your lead conversion rate with advanced tools.

Social Media:

1. Canva: Create visually appealing graphics for social media marketing.

2. Final Cut Pro: Video editing software for producing high-quality content.
3. Adobe: A suite of creative tools for graphic and video design.
4. Viva Video: Video editing app for mobile content creation.
5. Hootsuite: Schedule and manage social media posts across platforms.
6. BuzzSumo: Research and discover trending content for sharing and engagement.

Database:

1. Follow Up Boss: A CRM that simplifies lead management and follow-up.

2. PropertyFunnels: Create and manage real estate funnels to generate leads.
3. GoHighLevel: An all-in-one platform for automation and lead management.
4. Chime: A powerful CRM and lead generation solution.

Farming:

1. Salesforce: A CRM that supports various industries, including real estate.

2. GoHighLevel: Utilize the platform for comprehensive lead nurturing.
3. Follow Up Boss: Enhance your farming strategy with robust CRM tools.

Open Houses:

1. GoHighLevel: Leverage automation and CRM tools for open house events.
2. Follow Up Boss: Manage leads and prospects effectively during open houses.

Cold Calling:

1. Trello: Organize tasks and projects visually for efficient lead generation.
2. Asana: Streamline lead generation processes with task management.
3. Notion: Collaborative workspace for managing information and tasks.
4. GoHighLevel: Automate cold calling and follow-up processes.
5. Google Docs: Create and share documents for lead-related information.
6. Google Sheets: Manage and analyze data for lead generation.
7. Loom: Create video messages for personalized cold outreach.

Networking:

1. Facebook: Connect with a vast audience through groups and pages.

2. YouTube: Share informative video content for lead generation.
3. Instagram: Engage with a visually driven community.
4. TikTok: Utilize short videos for fun and engaging lead generation.
5. Twitter: Share real-time updates and engage with industry trends.
6. Mailchimp: Send email marketing campaigns to your network.
7. GoHighLevel: Automate and streamline networking and communication.
8. Fiverr: Find freelancers for specific networking and promotional tasks.
9. LinkedIn: Build a professional network and engage with potential leads
 10 MUST READ REAL
ESTATE BOOKS.
If you're looking to expand your knowledge and excel in the world of real estate, here
are ten must-read books that will provide you with valuable insights, strategies, and
wisdom:

1. "Millionaire Real Estate Agent" by Gary Keller: Discover that real success in real
estate isn't just about money, but about becoming the best agent you can be.

2. "Shift" by Gary Keller: Learn how top real estate agents tackle challenging times
and come out stronger.

3. "Sold" by David Greene: This book serves as every real estate agent's guide to
building a profitable business.

4. "The Full Fee Agent" by Chris Voss: Gain insights into stacking the odds in your
favor as a real estate professional.

5. "The Miracle Morning for Real Estate Agents" by Hal Elrod: Explore a morning
routine designed to boost productivity and success in your real estate career.

6. "The Millionaire Real Estate Investor" by Gary Keller: Unlock the secrets to
becoming a successful real estate investor.

7. "Rich Dad Poor Dad" by Robert Kiyosaki: Understand the principles of financial
success, including real estate investment.

8. "The ABCs of Real Estate Investing" by Ken McElroy: Learn how to find hidden
profits that most investors overlook.

9. "The Book on Investing in Real Estate with No (and Low) Money Down" by Brandon
Turner: Discover creative strategies for real estate investing using other people's
money.

10. "Retire Rich Through Property in South Africa" by Jason Lee: Explore strategies
for accelerating your retirement through property investments in South Africa.

These books cover a wide range of topics within the real estate industry, from
becoming a successful agent to mastering real estate investment. Each one offers
valuable lessons and actionable advice to help you thrive in your real estate career.
Happy reading!
 ABOUT AUTHOR

Thabo Baxa is a dedicated Lead Generation Specialist and Investor, specializing in

real estate and e-commerce. His professional journey is marked by a deep passion for
creating and refining marketing strategies, expanding databases, and optimizing
marketing campaigns.

Beyond his professional pursuits, Thabo is equally enthusiastic about seeking and
securing lucrative real estate deals, perpetually driven by the thrill of investment
opportunities. His interests gravitate toward various real estate niches, including
short-term rental properties, commercial real estate ventures, and multi-unit
apartment acquisitions.

Thabo's commitment to his craft is unwavering, and he is always eager to engage in

discussions about business, real estate marketing, and investment opportunities. Feel
free to reach out to him to explore how you can grow together in the realms of
marketing and real estate.
 THE MOST
INCREDIBLE FREE GIFT

Special Opportunity for Readers

of "10X Real Estate Leads"

The Most Incredible FREE Gift Ever

(R10,000 Worth of Pure Money-Making Information)

You'll Receive:
1. Free Social Media Profiles or Website or Ads Audit
Unlock the secrets to enhancing your online presence.
Get personalized insights into your social media, website, or advertising
strategy.
2. Free Funnel Buildout
Let us create a high-converting funnel tailored to your real estate business.
Optimize your lead generation and conversion process effortlessly.
3. Free Lead Generation FB Ads Campaign Setup for You
Benefit from a professionally set up Facebook Ads campaign designed to
attract leads.
Maximize your reach and generate quality leads in no time.
4. Scripts to Convert Online-Generated Leads
Say goodbye to the guesswork with our proven conversion scripts.
Learn how to turn online leads into loyal clients efficiently.
5. Free Consultation to Go Through the Strategies to Implement
Get expert guidance through a one-on-one consultation.
Learn how to implement these strategies effectively in your real estate
business.

Don't miss out on this incredible opportunity to boost your real estate business. Grab
your free gift and take your lead generation to the next level.

Simply Whatsapp +27 71 839 2080 or Email : leadsbythabo@gmail.com To Get Offer

 ONE MORE THING

One More Thing: Referral, Review, Share

Thank you for taking the time to dive into this treasure trove of real estate insights.
Your commitment to expanding your knowledge and honing your skills is
commendable. Now that you're armed with a wealth of strategies, tactics, and
methods, there's one more thing I'd like to ask of you.

Could you spare a moment to share your thoughts by leaving a review and
testimonial? Your feedback will help me continuously refine and enhance this book,
ensuring it remains a valuable resource for real estate professionals like yourself.

But that's not all. If you happen to know another real estate pro who could benefit
from the knowledge within these pages, please consider sharing a copy of this book
with them. Alternatively, you can send me their contact information, and I'll make sure
they receive their own copy.

I want to express my heartfelt gratitude for dedicating your time to read this book.
It's important to note that this isn't the final version. I'll be diligently editing and
updating it with fresh, valuable information on a weekly basis, so stay tuned for even
more insights and strategies.

To reach out to me for reviews, referrals, or simply to connect, you can use the
following contact details:

- WhatsApp: +27 71 839 2080

- Call: +27 78 281 3377
- Email: leadsbythabo@gmail.com
- Email: therecapetown@gmail.com

To Your Success,
Thabo