The Best Way to Increase Your Sales in Real Estate, Using Online Strategies

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In this episode, Carlos Concepcion, Chief of Sales at TREM Group, joins Stephen Matsumoto, Marketing Manager at TREM Group, to explore how real estate agents can combine cutting-edge technology, smart marketing strategies, and expert guidance to grow their brands, dominate their local markets, and drive consistent financial results.

You’ll learn how to:

✔️ Identify high-potential opportunities and define your niche

✔️ Use top-performing keywords to attract your ideal clients

✔️ Turn your website into a high-converting marketing machine

✔️ Build a scalable digital infrastructure for long-term success

✔️ Connect your CRM, social media, and tools for better ROI

✔️ Leverage Google to drive quality traffic to your site

✔️ Use video and IDX tools to improve user experience

✔️ Boost conversions with forced registration

✔️ Bring users back with smart email drips & property alerts

✔️ Re-engage visitors through retargeting and remarketing ads

Tune in and discover what it takes to build a future-proof real estate brand online.

Video full transcription

Carlos: So, welcome to IDXBoost, if you made it here today you wanted to know more information about us what we do, how we do it and the results that we provide for our partners so welcome to a deeper dive into IDXBoost.com

Today I’m introducing Stephen Matsumoto director of marketing I’m myself Carlos Concepcion director of sales and we’re going to be talking about everything that we do here today without further i do, welcome how are you man?

Stephen: I’m good I’m good thank you I appreciate that introduction

Carlos: Of course how’s uh let’s get it started right on today’s topics it’s very important for our audience to know who we are what we do and how we do it and of course the wise so let’s not waste any more time on going into it

Um the first thing that we say when you come to IDXBoost where company designed to help you generate transactions, dominate your Market, increase your sales and in order to get these results achieved properly achieved there is a strategy behind it

Stephen: Absolutely, yes. It’s not magic

Carlos: So, today that is the time where we reveal what we do and how we do it so let’s start by our first topic which is our keyword research

Stephen: Absolutely

Carlos: Uh so real estate agent in this industry in today’s fast-paced, internal world how does a keyword research helps you understand your Market?

Stephen: So, thank you Carlos and um to answer that first question the reason you need a keyword research is because a lot of Agents um want every type of client right?

I want sales all over Miami, Los Angeles, New York, Chicago and the truth of the fact is you need to Niche down and focus on what areas you want to Market yourself in. So the reason for the keyword research is you can have some areas uh in your neighborhood so they could be mainly homes, mainly condos but you want to see what the average search volumen per month is. What key, what are the best keywords what are people typing exactly in Google and uh not only that every time somebody’s actually going to click on your ad you want to know what the average cost per click is. So the keyword research would entail all the best keywords plus that information for each area

Carlos: So it would be safe to say that if you’re investing in yourself and you’re investing in your brand and your real estate business. You shouldn’t be investing everywhere right?

Stephen: Yes

Carlos: So in order for you to identify the best opportunities in the market you should have access to all this data from the best sources including Google just so we can pinpoint exactly where we want to put your your branding funnel

Stephen: Exactly

Carlos: Okay, so once we have that we we have identifier Market the next step is building out an infrastructure for your business correct what is an infrastructure for real estate business in today’s world?

Stephen: For a real estate professional it all starts with your website without your website there’s no nucleus to your entire infrastructure and not only just a website you don’t want to use it like a templated website you want to make sure that the website represents yourself, your brand and accentuates exactly who you are and what your Brand is especially especially if you’re in the luxury Market

Carlos: In today’s Sage a real estate website for a lot of us uh for a lot of Agents may seem like just a pretty picture online and we know that if it doesn’t provide value it’s probably not going to help you, your career to get actual results so within that infrastructure and keeping the website at the Forefront there is other things that are also part of that infrastructure, your CRM, your social media channels

Stephen: Exactly so there’s many things that you need in place uh and not just for real estate for any business so your website is the nucleus but let’s say you start driving traffic it doesn’t matter exactly at this point how you’re driving the traffic but let’s say somebody fills out a form on your website where is that going to go how are you going to be able to track how many how many people actually filled out a form so that’s what the purpose of the CRM so yes you need a CRM you also need what’s called AI Integrations you need um your email drips need to have your um your logo your information things like that all The Branding needs to be in place so there’s many many variables that need to be put into place so you need to be connected to Google’s AI, Facebook’s AI so that basically when somebody comes and fills out your a form on your website site all that information is getting fed back to Google’s Ai and, Facebook’s AI when somebody comes and fills out a form or something on your website you want them to automatically get an email so you want all these things in place before you even get your first user on your website

Carlos: That’s great thank you so much for that answer um there’s so much to talk about website and infrastructure and there’s a lot to say on each if different different topic but once you have a solid um keyword research and you have a solid infrastructure you know that your website represents yourself and it’s ready to track and to show you everything that your clients are doing on it then we move it we move ahead into finding out the best traffic right the best source uh the best traffic for you to present your website in front 

Stephen: Correct correct and a lot of Agents come and ask what should I be doing should I be doing blog posts should I be doing Tick Tock dances should I be doing um basically uh stories it’s it’s there’s so many things out there there’s so many digital marketing tactics but what we found over the years uh when it comes to cold traffic and what we refer to cold traffic is somebody that’s never landed on your website before, we find that the best or highest quality type of traffic comes from Google Search organic of course but organic is very difficult time consuming and now with Google changing their algorithm with buyer intent keywords I.E San Francisco condos for sale or Atlanta homes for sale something like that of course a sub Niche within those areas just for the purpose of the audience I’m using larger Geographic areas uh but when somebody’s searching these terms basically you want to make sure that you’re providing the exact information that that they’re searching so the landing page correlates with the keyword that they’re searching but we found out that Google’s pull marketing from search is the best source of traffic as opposed to like social media the person’s not even interested in the areas you don’t even know if they’re looking to buy things like that it’s more that’s push marketing

Carlos: So it would be safe to say that the best traffic is the people that are currently looking for where you’re selling or there is a way to get to that using Google as the best source because people are actually going to that platform and typing in your Market homes for sale or condos for sale in your Market

Stephen: Exactly

Carlos: So you want to be at the Forefront of that race because if not somebody else Will

Stephen: Exactly

Carlos: Right? and when we combine data that comp that competition in the market taking a step back to the website I think that that’s one of the biggest points that websites and the industry are not thinking how to properly leverage that engine to get the best results

Stephen: Absolutely, I’ve 100 percent. If you think about what how did Zillow realtor.com or truly even get their success because of Google so what you’re basically doing is you’re skipping Zillow so that they see you instead of Zillow first

Carlos: So you’re creating your whole infrastructure for your partners where they can compete with these multi-million dollar companies anybody else on their Market giving them a fair advantage or at least a chance to compete and actually generate a business day

Stephen: A fighting chance and I want to add one more thing and the reason why Google ads is so much better than Google organic at this moment for this specific purpose because Google ads you can turn on right away assuming you’re going for those keywords that you did the research the best ones what we call Golden nuggets then of course it’s something that you can get traffic today

Carlos: Now, we’re still talking about traffic on let’s talk about the user experience

Stephen: Yes

Carlos: Because any agent any company can go and do a keyword research put Google ads on get a website and I started bringing in traffic let’s say

Stephen: Okay

Carlos: So how important is that your website was designed for the best user experience of your clients buyers and sellers and how does that impact your lead Flow

Stephen: So that’s a great question it goes back to how we just mentioned when you type in a specific keyword you want the exact result that you search for so I want to mention something especially to the agents that aren’t as familiar with how websites work your homepage which I’m pretty sure everybody knows what a homepages is your brand it’s more for you to Showcase yourself who you are what you do and how you can help and it’s great for your own internal Network to drive your own personal Network to, to your website but what we want to focus when it comes to user experience and utilizing these pages is the internal pages and the fact that you can have many internal Pages because people are searching many different things so if I’m searching a sub neighborhood that only has condos condos for sale I want to make sure that I’m only seeing condos for sale in that neighborhood there’s no reason actually to be seeing properties All Over Las Vegas when I’m only looking for the Las Vegas Strip condos for sale, So you want to be as as correlated on your user experience and landing page as you are with the keywords secondly you want your user experience to be as friendly as posible. You want to be able to provide exactly what they’re doing so um our technology IDXboost.com is the only technology where on our internal landing pages when you’re providing this experience an IDX landing page you’re also able to integrate a video so let’s say like we mentioned Las Vegas strip you could create a video just talking about the Las Vegas Strip and saying um thank you for coming to my website uh this is some information you’re probably coming from these places and this is how I can help you so not only are you not using a templated website you’re making a connection we call it the first uh the first impression so I landed on the website I can search for properties on Zillow I can search on Trulia realtor.com but why am I searching on your website because you are providing me some type of information that no one else is

Carlos: That makes a lot of sense, thank you so much. um when when we’re talking about conversion right? We are talking about getting this traffic turning to actual name, phone numbers, emails and people for you to talk

Stephen: Correct

Carlos: How do you measure those conversions and how do you get so to be effective there?

Stephen: That’s a fantastic question and I want to take it one step back before you even uh we even get to that point is there’s conversion has many steps along the way so an agent the ultimate conversion is a transaction but we understand that there’s many steps along the way you can’t go from somebody landing on your website to selling a home. So the very first conversion that we consider is capturing a name email phone number, we consider that a correlate the user has not said hey call me with more information so we have couple methodologies but two of our most powerful methodologies in capturing that name email phone number to be able to keep marketing that person to end up being a transaction is our first one is called the force registration you we even have a technology where we can make it called a soft registration where the person can still view the property but close the, the registration box but really you want to ask you there’s a saying that you don’t get what you don’t ask for, so you could drive all these traffic to the website but if you don’t initiate the the lead capture of some sort there’s no reason that anybody will fill out a name, email and phone number they’ll just keep looking and looking looking

Carlos: I think that it’s also safe to say that in in some of these cases these traffic and these leads are being real estate centric

Stephen: Correct

Carlos: They’re looking for the market they’re looking for the neighborhoods where they want to leave and that means that they’re not necessarily looking for you

Stephen: Yes

Carlos: So, the first challenge in this case is to be able to make that connection but you know make sure that they know you are the authority to help them in that market so that will be the first challenge to work towards the the highest conversion and then get into the transaction but we need to get to that stage first

Stephen: Correct

Carlos: When they get to know you

Stephen: You got to get to step B before you can get to steps

Carlos: Correct correct, now once we have a conversion we have a lead we have somebody visiting our website for the first time the again the challenge is to to engage with them

Stephen: Absolutely

Carlos: Right? Is to engage with them is for them to know that they can trust in you that they can use your website versus using the competitor so how do you bring them back?

Stephen: That’s a fantastic question. So once you’re able to capture that name email and phone number we understand most of the time it is there are times where people call hey I want to buy right away but 99 of the time that’s not the normal so the key is especially in real estate as opposed to e-commerce where you can just add a credit card and make a purchase we understand real estate is a huge purchase if not the largest purchase of a person’s life the key is getting them to come back to the website and keep searching for properties on your website and how are we able to do that? We’re able to do that through property alerts and email drips so basically you keep having these automation follow-ups bringing the user back to your website with the sole purpose of just making a conversation and what a lot of clients all have the misconception is in that stage until you make that conversation the client isn’t necessarily worried about the agent they’re more worried about finding a home in the areas they’re looking for. So make it more focused on them. How can I help you? What is it exactly that you’re looking for I might have the available inventory off market and there’s there’s so many different tactics but the goal at the end of the day is to make a conversation so that the person can say hey yes I’m buying um and I’m buying either now sooner or later or no I’m not buying and then we can go optimizing everything from that data

Carlos: I think that that returning strategy comes from you know a branding aspect of making sure that your brand is in front of these uh buyers for the lifetime of their search while they’re searching regardless their stage right? Some people are looking to buy in three months, six months, a year you have to have a solid presence throughout that period of time

Stephen: Absolutely

Carlos: While your brand is not only in front of them but making them come back to to offer them what they were looking for

Stephen: 100 percent, especially again for the real estate market

Carlos: Correct

Stephen: So, I this is a technical answer um you’ve probably heard of retargeting and remarketing so if you’ve ever Heard of this terminology especially as a realtor um the difference between retargeting and remarketing is retargeting somebody has landed on your website but they haven’t fulfilled an action so basically they’ve never provided an email phone number they can come back to website one, two, ten times but they’ve never actually done an action

Carlos: But I think that that’s important because again the the real estate industry is still a human to human business

Stephen: Absolutely

Carlos: So what we’re trying to do and what we do for our partners is create Authority and create trust

Stephen: So yes that goes to the remarketing right that so remarketing is once you have that name email phone number you still haven’t had a conversation with the person but you basically keep bringing them back educating them about yourself who you are why you’re the authority in the market and why the buyer should work with you as opposed to your competitors

Carlos: And that translates to an agent you know as a real estate professional you wear your clients to know that yes you are the person that can help them in this market even if they haven’t met you before so being the um having that in place how do you see working for your current clients like how important is that?

Stephen: So, we going back to the retargeting or marketing the retargeting we make the ads focused on the areas that they were searching for, with the sole purpose of bringing the user back to register on the website once the users have registered on the website the remarketing is geared towards educating the buyer on that specific agent and why is this so important when a user sees you on Wall Street Journal, CNN, Fox whatever your news source it could be an ESPN, Disney whatever websites that user has visited because the only way you can see this ad is if you had been searching for properties already in your targeted area related on the website and now you’ve left now you’re on Facebook, Instagram, YouTube it doesn’t matter it’s whatever you view but we know you were searching already for properties in our targeted area but now it adds that level of authority imagine you’re reading the Wall Street Journal now I see your face it’s like wow there’s some level of trust because now you’re writing on multi-billion dollar Brands

Carlos: Now everything that we mentioned we do for our partners

Stephen: Absolutely

Carlos: This is something that we do for every partner that comes and walk through the stores we help them at IDXBoost creating their keyword research we’re helping them creating the right infrastructures with their CRM their social media, their website making sure that it’s not just a pretty picture but a powerful Real Estate website behind that brand we make sure that that website gets seen by the right people, active people looking to buy and sell your real estate market today and that those are educated on who you are why you do why your brand is always at the Forefront of their of their social media and their presence

Stephen: Absolutely

Carlos: What this generates for you is high quality of transactions and massive returns to your real estate business

Stephen: Absolutely, absolutely, we do it from, from the beginning to the transactions to scaling

Carlos: So, for those of you who want to know more again we have a full team help ready and and you know willing to help you and discover and dive in deeper into your current market situation and see how we can help you dominate your real estate market but I think it’s safe to say that we coach them all from every process that we talked about to implementing all of these for their team members as well

Stephen: Yes 100 percent, so we understand that people searching on the internet are not necessarily calling to buy. So through our coaching and best practices process we’re able to educate our clients on how to handle online leads to get them from returning visitors utilizing your website searching on yours instead of the competitors or Zillow to actual conversations to actually showing properties under contract and close deals and then we’re able to analyze all the data see exactly what campaign, what keyword, what properties every single thing from from the first time on the website to the closed deal

Carlos: And why I think this is the most important thing is because in today’s real estate industry the way I see it there is two type of vendors for a real estate professional there is website companies who focus on creating a pretty picture for you, for you to send to your clients, for you to be there and then there is large companies that offers you a lot of services, a lot of automations, a lot of Technology but you are your own you have to do it yourself so here at IDXBoost we do all of it, we do all of it for for our partners and we coach you and we train you and we make sure that you have proven marketing strategies a whole team of experts helping you along the way so you know you have the support that you need to focus on selling and buying transactions

Stephen: Absolutely, 100 percent

Carlos: So thank you so much Stephen for your time I think we’ve able to to provide uh

Stephen: A good experience

Carlos: Good experience uh list a good message and display what we do and again we’ll we’ll have way many more of these

Stephen: And before we let everyone go I just want to add the fact that why did you become a realtor why did you open a business it’s not for more likes more shares pretty pictures it’s because you wanted to make more transactions, more sales and grow your income so that’s why we created IDXBoost.com because we understand the why of why people do things

Carlos: So if you like what you saw in this video and you want to talk in more detail please go ahead and give us your information and listen I think that works