Real Estate Agents & Investors – Scaling Up Your Business With Online Marketing

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Bandit Sign Wars, Door Hangers, and Scaling With Online Marketing for Real Estate Investors w/ Edward Beck

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Within that first year I got more leads, 10x more leads, on the InvestorCarrot website, even before it was outranking the other website.Edward Beck


You might have heard this before, “Many of life’s failures are people who did not realize how close they were to success when they gave up” from Thomas Edison. Are you stopping short of success? Consistency and desire are the differences between failure and success.

Edward Beck has been through two full real estate cycles. From doing 20+ deals per month with a large team pre-2005…to trimming down his business, but focusing on fewer, but better deals… Edward has seen it all in his market of El Paso, Texas.

Edward talks about how their real estate business almost imploded, how he picked up and rebuilt the business post-crash, and what he’s doing today to stabilize and really grow his real estate investing business.

Bandit sign wars, door knocker sorrows, and how he’s using online marketing for real estate investors and Carrot to cut through the clutter… now online marketing is his #1 source of high-profit deals.

How did he do it?

Listen to his story on how he got started in real estate investing and what led to his success. Listen to our other episodes at

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If performed with passion and patience, online marketing for real estate investors can give you the highest ROI. Listen to this episode of the CarrotCast to learn…

Knowledge is power… If you use it. Click to Tweet2:30 – The power of reading and expanding your mind.
8:25 – How Edward got started in real estate investing 12 years ago and why consistency is so important.
10:50 – What types of business shifts did he make during the up and down cycles of the last 12 years.
13:45 – How his market of El Paso, Texas is performing right now and taking advantage of data that comes from the Dallas market.
16:15 – Edward’s business models and the changes he’s made in his marketing.
18:00 – Fierce competition – “Bandit Sign Wars”
22:00 – What types of messages he includes when marketing with print materials.
24:10 – When and why he started using the web for some of his marketing and what original results did he see.
27:00 – Why he chose to join InvestorCarrot even with a site that was ranking 1 or 2 for competition search terms.
30:20 – What type of results Edward has been getting from his online marketing for real estate investors and how the quality has been over something like bandit signs.
34:00 – His lead to close ratio for online vs. offline marketing.
37:40 – The psychological side of cutting through the market clutter.
41:50 – Where Edward feels his business would be if he hadn’t switched to InvestorCarrot.
44:00 – What extra impact Carrot has had on his business and where he’s been able to scale back on costs because of it.
45:30 – What advice he would give to other investors if they were looking to join Carrot vs. building their own website.




An investment in knowledge pays the best interest. – Benjamin Franklin Click to Tweet

Real Estate Agents & Investors – Scaling Up Your Business With Online Marketing

Real Estate Agents & Investors – How To Find The Right Mentor To Achieve Your Goals

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How to Attract a Mentor You Want Without Killing Your Chances of Working with Them w/ Trevor Mauch

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When trying to find a mentor or influencer, ask not about what you can get but rather be passionate about learning about what drives them and where they want to go.  Trevor Mauch



On this episode of the CarrotCast, I’m going to talk about attracting a mentor and how you can kill your chances of working with them in a matter of moments.

It doesn’t matter if you’re a new entrepreneur. It doesn’t matter if you’re an experienced entrepreneur. You should always be mentoring someone as well as be a mentee. That means you need the exchange of knowledge, the exchange of value and the exchange of real conversation on a consistent basis.

There is a right way and wrong way to go about getting a great mentor. Your mindset from the start has to be on what you can do for them, not what they can do for you.

Ask more questions if you’re trying to find a mentor. What do they care about? What are their passions? Then, how can you provide value to what they care about?

Be curious about their story. Provide value and excitement to the person that you’re trying to gain knowledge from.

Please, please, please don’t waste time. Give value to them and show true interest in them. Stop selling you and your ideas.

Listen to more episodes of the CarrotCast and if you need some help planning or guidance heading into 2018, go to Planning an Epic 2018.

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Make sure you subscribe to get CarrotCast each week!

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“I am not a teacher, but an awakener.” – Robert Frost Click to Tweet

How to Attract a Mentor You Want Without Killing Your Chances of Working with Them

1:20 – Planning an epic 2018. Want to learn how to plan for 2018 … Check this out.
3:30 – Lessons learned: There is a right way and a wrong way to go about getting a great mentor and a relationship with an amazing influencer.
4:30 – Managing and protecting your time. An example of how time can get away from a mentor or influencer.
8:30 – If you’re looking for a mentor or influencer, don’t talk too much about yourself. Ask them about their values and causes. 
11:00 – If you’re looking for an amazing mentor, you need to flip your mindset.
14:00 – What being a mentor looks like and coach them through their problems. 




Real Estate Agents & Investors – How To Find The Right Mentor To Achieve Your Goals

Real Estate Agents & Investors – Does Real Estate Content Marketing Really Work?

Real Estate Content Marketing Goals: Getting from Where You Are to Where You Want to Go

Fitzhugh Dodson famously said,

“Without goals, and plans to reach them, you are like a ship that has set sail with no destination.”

Goals are the embodiment of your future dream.

I’d venture to guess that your dreams include a thriving local and online real estate presence and the ability to make an impact.

At the end of the day, you want it to be about more than business, though. You want people to buy, sure. But you want them to like what they buy, come back for more, and recommend you to anybody and everybody.




Unfortunately, when it comes to real estate content marketing … goals get murky.

Content marketing is one of those things you know you should be doing. It improves search rankings, drives organic traffic, positions you as a leader and a trusted expert, and — of course — generates leads and sales.

Recently, we’ve been delving into all things content marketing for real estate agents. If you haven’t had a chance yet, feel free to backtrack to these two foundational posts:

The question today is: How do you set achievable, measurable, and actionable goals?

Well, before you can decide where you want to go — the goal — you have to know …

1. Where Is Your Real Estate Content Marketing Now?

Audits aren’t exactly fun. But they are necessary.

In fact, no matter what you call it — audit, SWOT analysis, or just a wide-eyed, data-driven checkup — it’s always the first step in getting to your goals.

Luckily, in our world of frighteningly fast technological advancements, self-auditing tools are in abundance.

Website Analytics

Start at home base.

Tools such as Google Analytics and Kissmetrics give you these insights on a silver platter. They are relatively easy to use, and Google Analytics has a free version, while Kissmetrics has a free demo but eventually charges.

Odds are you already have Google Analytics on your site. If not, the setup instructions are incredibly easy to follow.

Beyond that, Moz’s The Absolute Beginner’s Guide to Google Analytics by Kristi Hines is absolutely phenomenal and covers everything you’ll need to get up and running:

Here’s a quick rundown of what to ask yourself as you dig into your onsite analytics:

(1) How many unique monthly visitors do I get?

Google Analytics (GA) calls these “New Users,” and it’s the default group you’ll see when you first log in.

(2) How many repeat visitors?

GA terms repeat visitors “Return Users.” Comparing New and Returning visitors is easy to do by adding a “Segment” to your Audience Overview dashboard (this is where GA will send you when you first log in):

(3) How engaged are my visitors?

To determine how compelling and interesting your site is, three metrics stand out:

  1. Page / Session
  2. Avg. Session Duration
  3. Bounce Rate

When someone visits your site and leaves without taking an action — i.e., visiting more than one page or filling out a form — GA classifies this as a “Bounce.” Bounces aren’t bad in and of themselves. It could be someone visited one of your articles or infographics, enjoyed it (as indicated by Avg. Session Duration), and then left.

Unfortunately — even if someone leaves happy — it’s still a missed opportunity for you to capture their information and develop an ongoing relationship.

(4) What are my most popular pages?

Discovering what content on your site is already popular is perhaps one of the best clues about the kind of content you should create in the future. This is the kind of content — along with GA Goals, which we’ll talk about next — that has the biggest payoff.

To do this, click on the following menu items in GA’s left-hand navigation:

Selecting “All Pages” will give you a big-picture view of how your pages are performing:

(5) How many of my visitors become leads or prospective leads?

To measure how many of your total online visitors become leads, you’ll need to set up GA Goals.
Things get a bit more complicated here, but Kissmetric’s4 Google Analytics Goal Types That Are Critical To Your Business provides instructions and screenshots to guide you:

If you’re a Carrot Member, a far easier way to audit and analyze your site’s converting power is throughout yourCarrot dashboard:

(6) Where are my visitors coming from (search, social, referral, or paid)?

GA calls this “Acquisition.” It can be viewed in two ways. First, “Acquisition Overview”:

Second, “Channels”:

Obviously, GA is a robust tool. But starting with these six basic questions will lay a foundation for determining what’s next. After all, if you don’t know how people are behaving on your site, then you have no way of setting or measuring goals.

SEO Analytics

SEO is also critical to the success of your website. Organic Google rank is something we focus on a lot here at Carrot:

None of that happens by chance. We intentionally optimize all our pages and content to get to the top of search results.

The question is: where do you stand?

A simple test is to Google some of the words that matter most to home buying and home selling in your area. You might also do the same thing for the questions and answers you’ve already tackled with your content. This should help give you a decent idea of where you stand in regards to SEO.

[Does Carrot have an SEO audit tool for ranking? Or is there one you recommend? I use Moz, but I didn’t want to write that up before getting the okay.]

If you can’t find yourself on the first five pages, don’t get discouraged. You don’t have to stay there. In fact, that might make for a fantastic goal later on.

Social Analytics

In today’s world, knowing how your website performs isn’t enough. You also need to know how your social media platforms are performing.

Buzzsumo and SumAll are two great holistic social media analytics tools you can use. That is, they can measure a variety of different Social Media sites.

With the Buzzsumo, which you can use for free with a limited number of results and searches, simply enter your URL:

Image Via Buzzsumo

With SumAll, you can get an even more detailed picture of your social media metrics:

Image Via SumAll

These tools will provide you with information about how individual posts perform, click-through rates, share counts, social media engagement, and — using SumAll — recommendations and insights to guide you forward.

To know where you are on social media, ask and answer the following questions:

  • How many fans or followers do I have on each network?
  • What are my engagement rates on each network?
  • What content generates the most engagement?
  • What is my ratio of original content to curated content?
  • How many visitors is social driving to my site?
  • How many of those visitors become leads, clients, and sales?

Social media is turning out to be, at least, just as important as your website. One study reports,

“A significant 90% of all marketers indicated that their social media efforts had generated more exposure for their businesses. Increasing traffic was the second major benefit, with 77% reporting positive results.”

Email Analytics

Your email list is one of the most powerful tools at your disposal.

Litmus, Drip, and Mailchimp are just a few of the popular providers that not only help build your email list but offer analytics to measure how effective your emails are.

  • How many subscribers do I have?
  • How many of those subscribers are “active”?
  • What are my average open rates?
  • What are my average click-through rates?
  • What are my most successful emails about: topic, subject line, and call to action?
  • How many subscribers have become clients?
  • How many clients from my email list have turned into sales?

And here’s a snapshot of what the three providers mentioned above offer in the way of analytics.

Image Via Litmus

Image Via Drip

Image Via Mailchimp

Once you start measuring these stats, don’t get discouraged by low percentages. Again, this whole process isn’t about beating yourself up. You need both your own current stats and a standard to measure yourself against.

Thankfully, Smart Insights crunched the numbers in 2016.

Image Via Smart Insights

Compare yourself accordingly and don’t get down on yourself if you don’t match up. Remember, you’re learning so that you can improve.

Lead Analytics

Having a system to recognize, follow up, and measure lead quantity is an important tool for goal setting.

In conjunction with Google Analytics, Leadfeeder is a fantastic tool to help you generate and track leads.

Image Via Leadfeeder

But leads don’t just come through online space; they come through more direct routes. Maybe you get a phone call, have a meeting, or hand out a business card. To track offline leads and combine them with your online efforts, you have to be a bit more intentional.

Luckily, there’s an app for that. Base tracks your leads and allows you to input leads manually.

Image Via Base

Revenue Analytics

The last thing you need to track is your revenue. Money is probably going to be included in at least one of your goals. And it should be.

If you don’t already have a comprehensive tool (or if the one you’re using is cumbersome), here two suggestions.

Image Via Tableau

Image Via Domo

Now that you’re measuring your progress, you know where you stand. Conversely, hopefully, you also have a general idea of where you want to go.

To put a finer point on your goals, that’s where we’ll turn next.

2. Where Do You Want Your Content Marketing to Take You?

Once you have analytics in place to measure your progress, you’re ready to set SMART goals:

Agreed Upon

As a rule of thumb, when setting goals, start small.

Setting ambitious, business-altering goals from the jump is not worth the frustration that is often the product of such well-intentioned but un-meetable ambitions.

It’s like exercise.

Many people, when starting an exercise plan, aim directly at six-pack abs or shoot for — as the headline of this article suggests — The 50 Sexiest Arms in Hollywood and Tips on How to Get Them.

Not only is this a recipe for heartbreak and let down, you’ll end up going so hard on your first day at the gym that you won’t be able to pick up groceries (let alone go back for round two).

Instead, go slow. It’s okay. Neither life nor real-estate — and especially not content marketing — are sprints. They’re marathons where success starts with knowing where you want to go in the next week, month, year, and only then … beyond.

If a goal does not fit within the SMART acronym, it’s best to revamp it.

To start, ask yourself these questions about each analytics category and jot down your answers: What is one measurable number I could hit …

  • Six months from now?
  • One year from now?
  • Three years from now?

For inspiration, download Pressly’s “I’m focusing on content marketing to …” one-page infographic. Under each qualitative category — like “Improve SEO” — they offer at least three metrics to track it — # of monthly unique visitors, # of keywords you rank for, and page rank. Simply click the image to grab the full resolution version:

The goals that make progress are realistic and attainable. If you got 30 leads in the last month, try to increase that number to an average 40 leads per month next year. If you converted 25% of those leads, try to convert 30% next year.

Small wins lead to big results.

Always reverse engineer your content marketing goals.

If your overall traffic is low … then make it your goal to rank on page one of Google in the next six months. To do that, follow the straightforward advice in our Beginners Guide to SEO for Real Estate.

If your bounce rate is high … it might be that the quality of your content. In that case, dig into 30+ Content Marketing Ideas for Real Estate Agents: Inspiration to Bring Your Strategy to Life … Easily.

If your onsite conversion rates are low … then you can’t do much better than the Test Report: How Our “Stacked Hero” Page Brought 38.54% More Motivated Seller Leads that walks you through exactly how to build high converting real estate page.

Keep an eye on the telltale signs of low-quality content, though: high bounce-rate, lots of unsubscribes, or lack of interaction.

Behold! The Power of Real Estate Content Marketing Goals

Fitzhugh Dodson said it best…

“Without goals, and plans to reach them, you are like a ship that has set sail with no destination.”

Now that you know where you are and where you want to go, here’s one last piece of advice: Hesitation won’t get you anywhere.

Feel free to dream.

You want to make a better business and a better life for others, so dream, dream, dream.
But, write down your dreams as you do. Think long-term ambitions. And once you have them, turn those dreams into actionable goals by going back through this guide and plugging them in exactly where they’ll do the most good.

Dream big. Plan big. And make your real estate content marketing goals — above all — realistic and actionable.

Because that’s how you get from where you are … to where you want to go.




Real Estate Agents & Investors – Does Real Estate Content Marketing Really Work?

Real Estate Agents & Investors – New Strategies To Increase Your Company Profits

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How Matt Built “An Integrated” Suite Of Services To Boost His Real Estate Profits In A Cluttered Market w/ Matt Aitchison

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My money story is that the more money I can create — the more I have left over beyond my 100% lifestyle — the more I can choose to allocate it toward causes, experiences, and individuals that I believe will have a ripple effect.
Matt Aitchison



What lessons can we learn from Apple when it comes to building a business?

Tons, but one lesson, in particular, is how important it is to build an “integrated product suite;” a set of products that work together to seamlessly guide clients from one purchase to the next.

How can real estate investors and agents create an “integrated product suite?”

Our guest, Matt Aitchison, has done just that and is here to show you how. Matt has been able to cut through the clutter by turning clients into multiple revenue streams and — one by one — creating partnerships that offer exactly what his clients need… when they need it.

After listening, you may never look at the “house flipping” or “wholesaling” business the same again.

Listen to our other episodes at

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In This CarrotCast Episode, We Cover…

Failure is the mother of success. Click to Tweet1:05 – Quick “Who is Matt Aitchison?” synopsis.
6:50 – What does Matt’s real estate business currently look like and why?
10:20 – Mastering what you need to right now to achieve your goals.
11:50 – How big of a market does Matt target and why he sets such boundaries in a competitive market?
12:30 – How many deals Matt is currently closing per month and the path to his increase in real estate revenue.
13:10 – Matt has his hat in a variety of real estate industry ventures. Why is that and how he gains a passive income with such a business model?
17:30 – When the why is clear… Building financial freedom via passive income and creating a positive impact on the people around you.
24:10 – How to stay ahead of the curve in a competitive market in order to keep deal flow consistent.
26:50 – How to obtain a direct mail list and what type of marketing materials Matt uses.
29:35 – One of the largest failures investors have is their follow-up process. Learn some of the best follow-up techniques Matt uses to build his reputation and brand.
33:20 – Rising above the clutter: Why having processes for follow-up and intake are so important.
37:45 – Decluttering from your market via content marketing.
44:00 – Matt’s advantages of presenting many “cross-pollenation” options for sellers to work with him and his companies.
49:30 – The psychology behind a near perfect sales offer.
51:25 – Summing it up: What will make Matt’s year a success.




Making money is not bad as long as you’re doing something bigger than yourself. Click to TweetYou can find out more about Matt at:
Website –
Facebook –
Twitter –

Real Estate Agents & Investors – New Strategies To Increase Your Company Profits

Real Estate Agents & Investors – Big vs. Small Marketing Budget: What Marketing Strategy Should You Focus On

Big vs. Small Marketing Budget: What Marketing Should You Focus On As A Real Estate Investor?

People often ask me about marketing. Everyone should have a strategy, but the breadth of that strategy is at least partly determined by your budget. Believe it or not, whether you have less than $500 or over $1,000 per month in your marketing budget, there’s a strategy for you.

We have Super Carrot (the doll) on this Carrot Whiteboard Strategy Sketch and if you are a current customer and don’t have Super Carrot yet, connect with our support team, relay the successes you’ve had in the past 60 days, and we would love to send a Super Carrot or Farmer Carrot to you.




We want to celebrate success with you. So make sure you share your ups with us. Not just like, “Hey I like you guys.” Share a real success story. Such as…

I closed a $38k deal from Palm Beach using SEO and our Carrot site.

Can’t wait to hear from you!


I’m going to walk you through how to invest so that your marketing ROI stands a better chance at coming out positive. I’ll show you how to build a strategy with under $500 a month, and then with over $1000 a month.

First, though, you need to have a realistic perspective on how much money you can invest, and how much you expect in return. To help, we have an entire whiteboard strategy sketch on that topic: how to calculate your ROI.

Real Estate Investor Marketing Budgets: $500 Per Month

With less money comes… more responsibility. At least in the sense that you have to be more careful how you spend what you have.

If your budget is well below $500, I recommend some bold moves: knock on doors, join Facebook groups, use bandit signs.

If your budget is slightly more forgiving, direct mail is a great next step. It will take some time — it’s called snail-mail for a reason — but will be well worth it if done correctly.

But enough… onto the gold.

If your budget falls under $500 a month, below is what I suggest you start with. If this isn’t extensive enough for those of you who’re savvy marketers, go dive into our other resources to learn how to do each one of these in even more detail.

Marketing Channels

Some real estate investors take advantage of TV and radio marketing but stick true to these 4 real estate market methods and you’ll be on the fast track to success:

  1. Craigslist
  2. PPC
  3. Retargeting
  4.  SEO

Craigslist Ads For Real Estate

Real Estate Marketing Budgets - CraigslistCraigslist is a free, mind-numbingly-easy tool at your marketing fingers. If so inclined, you can start posting Craigslist ads in your market right now in about 5 minutes.

Conversely, you can use it to seek out house sellers. Add qualifiers to your Craigslist search to focus in on people who’re more likely to be interested in your services. Once you find a few potential clients, contact them with a conversation kick-starter like…

Hey are you looking at selling your house?

You can even try and convince landlords to sell instead of rent…

Hey I know you’re trying to rent your house, but I’d be interested in buying this property from you. If that’s something you’re open to discuss, let me know.

You might be surprised at their response.

But don’t just seek out sellers, let them seek you out.

Craigslist ads are a great place to start if you’re managing a low-budget marketing campaign. Structure it like this:

  • Two ads in the morning and two ads in the evening.
  • Over a period of four to six weeks, ramp it up to four ads in the morning and four ads in the evening.

Then see if you can get it higher depending on the market.  Possibly working up to five ads in the morning and five ads in the evening.

And yes, the timing of your ad matters.

Pay Per Click For Real Estate

Real Estate Marketing Budgets - PPC

If you have the money to invest in PPC, it’s worth your time to learn the basics.

Better to start meager instead of ambitious, so to begin, set a small budget and choose your keywords carefully.

To do so, don’t avoid our keyword report which removes the guesswork and makes for a comfy and confident ROI.

Search Engine Optimization For Real Estate

Real Estate Investor Marketing Budgets - SEO

SEO is your next move. Since your budget is below $500, you’ll probably do SEO yourself. Check out ourtraining to help you gain the footing you need to do so. However you learn it, don’t skip this step. SEO is critical for any successful marketing campaign.

The good news is that, since you’re doing it yourself, it won’t cost you a nickel.

But… it will take some time to learn and some time to see results. Keep at it and be patient with yourself.

Depending on your choice of keywords and how well you implement your SEO plan, it could be up to 12 months before you see results. But remember, you’re in this for the long-term, so it’s a worthwhile investment.

For short term satisfaction, nail down Craigslist, bandit signs, pay-per-click, and even retargeting ads.

SEO is an end game play. One you should invest in if real estate is more than a hobby, which I’m betting it is.

Real Estate Investor Marketing Budgets: $1000+ Per Month

With over $1,000 a month, marketing looks a bit different in terms of who’s doing the groundwork.

  1. PPC. Outsource if possible. Good PPC management for your agenda will specialize in the real estate world.
  2. Pay a team member to do Craigslist ads using the same ad distribution process mentioned above.
  3. Use a retargeting ad campaign.
  4. Pay someone to set up an SEO foundation.

Have a specific question about marketing? We encourage you to bring those to the table. Every Tuesday, we have our Carrot Coaching Calls, where you can ask all your burning questions…

I found a keyword phrase I want to dominate, but what do I do next?


I am stuck with a small marketing budget, what should I do?

We’ll answer these questions for free, simply because we want to see you succeed.

For additional big-budget marketing, consider direct mail, radio, and television ads to see if they’re viable. Some of our biggest clients claim that TV is their number one source of advertising. Maybe it’ll be the same for you.

The biggest lesson? Experiment.

Don’t be afraid to try different marketing tactics to discover what does and doesn’t work.

Have Patience

Implement these tips, but remember that everything worth doing takes time. With online marketing, patience is king. Especially if you’re focusing on SEO. Stick with it, even when you don’t see results in the first couple months.

Don’t go into saying…

Watch me build my traffic this next month!

My recommendation. Commit to a marketing strategy for six full months.

Here is my budget for six months. I’ll use my money wisely and do my best. In half a year, I’ll see how far I’ve come.

If your budget is strangling your marketing potential, try to find ways to increase your budget. If your budget is working, still try to find ways to increase your budget. In other words, always try to invest more into marketing, because it does make a difference.

In order to make determinations on whether your marketing is working or not, you need metrics. You need to know…

  • What is your average profit per deal?
  • What are my leads to conversion ratio?

Knowledge is power. And, in marketing, without knowledge, you’re powerless. To have a flexible marketing strategy that allows you to experiment, you need to know your metrics. We have an entire Carrot Strategy Sketch on that topic. Check it out.

Marketing is a huge world, as full of potential as it is of unknowns. This gives you a place to start, but for further instruction, visit our Carrot Strategy Sketches, CarrotCast podcasts, and blog posts.

If you’re a Carrot customer, don’t hesitate to hit us up on our weekly Coaching Calls where we dive into strategy, every single week. If you crush it, we crush it. Let’s do this!




Real Estate Agents & Investors – Big vs. Small Marketing Budget: What Marketing Strategy Should You Focus On

Real Estate Agents & Investors – Blogging Ideas To Help Build Your Brand And Get Leads

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20 Inspirational Real Estate Blogging Ideas That Stand Out and Land Leads

Last updated on

More traffic? Yes.

Better perception of your business? Uh-huh.

Qualified lead generation? Indeed.

The ambitious pastime of creatives is now one of the best ways to reach, connect with, and market to your real-estate audience.

Its name is blogging.

Not only does blogging increase traffic to your site by anaverage of 55%, but it also enhances 60% of visitor’s perception of your business.

Fortunately, blogging is easy. Nothing more than keystrokes. Unfortunately, producing helpful content that captures leads and drives sales … isn’t. Plus, with 2.1 million blog posts published today alone, rising above the clutter is even more of a challenge.




How can you do all that?

As Sam Levenson said,

“You must learn from the mistakes of others. You can’t possibly live long enough to make them all yourself.”

In other words, learning how to blog by examining other real estate blogger’s failures and successes is a whole lot quicker than succeeding and failing yourself.

So to inspire you, cut through the clutter, and land leads,here are 5 examples (actually 20, altogether) to fuel your own real estate blogging ideas.

1. Jim Walberg and the Sunny Roof

In Leasing Solar Panel Home Systems – a Real-Life Warning, Jim Walberg discusses his passion for a healthy environment. At the same time, he warns homeowners against installing the newest energy-saving trend: roofs made of solar panels.

real estate blogging - example 1

Image via East Bay Real Estate

What’s so stand out about Jim Walberg’s blog post?

First, any serious homeowner has heard of the trend, so he’s appealing to a hot topic. Relevance is critical to producing successful content on your blog.

Second, he approaches the topic with a reasoned tone. He doesn’t just shout his opinion and then step down from his soapbox. Neither is his authority overshadowed with “I think,” “I believe,” and other timid languages.

Instead, he gently guides the reader through his thought process while also establishing himself as the expert.

Third, and perhaps most importantly, he ends with this invitation:

“Contact us for any of your real estate questions. We are always available. Until next time… Jim Walberg.”

Ending your content with a similar call to action not only generates leads, but it also makes you far more personable and human. Congratulations … you’ve captured their mind and heart.

Even more real estate blogging ideas:

(2) Sandro, Oliver, and Sam’s Curb Appeal
(3) Patrick Smith’s Summer Tailgating
(4) Kendyl Young’s Open House Guide

5. Marguerite Giguere and Getting Local

The internet is a big place. Conveniently for real estate, you only purchase, sell, and invest in a few specific locations. And the same is true of your audience.

Create your blog with these specific locations in mind. It doesn’t do any good to write content that markets to a crowd you can’t reap from.

Marguerite Giguere does exactly that, intentionally creating content that caters directly to Tacoma’s Pierce County.

real estate blogging - example 2

Image via MoveToTacoma

In no other industry does location matter quite as much as it does in real estate. Since your competitors are likely not up to speed with the locational element in SEO, you could get way ahead of them with only a little bit of additional work.

For example, if you wanted to order pizza and go to Google, Google automatically assumes you want local buying options. Instead of serving up global results, Google will offer you local results.

People searching for “homes” want the same thing.

And that’s why including your state, city, and even neighborhood in your blogs is crucial. You don’t want to compete nationally because you can’t reap nationally. You want to compete locally. To do that, you have to master location-based SEO.

Even more real estate blogging ideas:

(6) Brian Newman’s Sacramento Hiking
(7) Erik Weinbrecht’s Dominican Listings
(8) Dean Ouellette’s “This Week in Phoenix”

9. Sarita Dua and Her List of “Turn-Offs”

Targeting the house seller, Sarita Dua wrote The 5 Top Home Buyer Turn-Offs of 2015.

real estate blogging - example of a post title

Her list contains the following:

  1. Cluttered, dirty and/or “fragrant” houses.
  2. Overpricing.
  3. Deceptive listing descriptions or pictures.
  4. New, bad, home improvements.
  5. Bad photos or no photos at all.

At first glance, you might think, “Nothing special there. Everybody knows that.”

But the thing is, they don’t. It’s a phenomenon known as the curse of knowledge. Being an expert blinds us to how little the average person really knows about what we assume is common wisdom.

Not only is her content practical, but there’s a certain beauty in the numbered list.

This tactic is not an uncommon one (in fact, we’re using it in this post). Numbered lists are easily scannable and deliver content that new leads love.

Even more real estate blogging ideas:

(10) AV Home’s 10 Reasons to Move
(11) Amanda Orcutt’s 29 Reasons to Move to Maine
(12) Katherine Holland’s 10 Big Landlord Mistakes

13. Anne Jones and Her Eye-Candy Listings

While it might seem glaringly obvious, Anne Jones uses her blog — only in part — to post house listings. Virtually every real-estate agent does this. So what makes Jones different?

Well, take a look:

real estate blogging - house listings

Image via TacomaJones

Post after post … after post of one jaw-droppingly gorgeous listing after another. Even better, Jones’ site is designed responsively to display her posts in a Pinterest-like layout (another plus on the aesthetics side).

While you don’t want to crowd your blog with heavy-handed listings, you also don’t want to neglect this type of content totally. After all, people know you’re a real estate agent, it won’t hurt to confirm that. As long as you look good doing it.

Even more real estate blogging ideas:

(14) Zip’s Las Vegas Listings
(15) Shawn Murphy’s Florida Listings
(16) San Diego’s video listings

17. Katharine Holland and “Who You Gonna Call?”

Genuinely helpful content is the best thing you can offer your readers. In fact, the golden rule of content marketing is thou shall serve them, not you.

Perhaps the best example of this is Katharine Holland’sSan Francisco Utilities and Services Phone and Contact Information.

Hardly a glamorous title, but the post opens on an eminently practical question:

“Any San Francisco homeowner or landlord will tell you: there’s always something to fix, check or worry about on your property. Sometimes you look at a problem, and all you can think to say is…”


“Well, I’ve been prepping homes for sale, and helping landlords prep their rental units since 2002, and I’ve developed quite a ‘Help List.’ So to make your life a little easier, I’m happy to share my list of San Francisco Utilities and Services Phone and Contact Information with you. Bookmark it (or print it out and post it) and rest a little easier that next time you need SF Services, you’ll have the numbers at your fingertips.”

What follows is exactly that, a comprehensive list of local area numbers for homeowners, home seller, or homebuyers:

real estate blogging - local area numbers

Image via Katharine Holland

The takeaway should be clear: make your content actionable and you’ll find yourself landing more views, leads, and conversions.

People want what benefits them. It’s your job to create it.

Even more real estate blogging ideas:

(18) Roy Berendsohn’s Lawncare Tips
(19) Judith Weiniger’s Garden Projects
(20) The Sivel Life’s Wine Week

Real Estate Blogging Ideas Don’t Have to Come from You

The wonderful thing about real estate content is that — since it’s local — you can take an idea from someone else, and make it your own.

Save this post somewhere as a resource the next time you need inspiration. Don’t let your pride get in the way of blogging like a pro. Doing so means learning from the best, and, honestly, copying the best.

Don’t plagiarize … but do steal great ideas and make them your own.

As Audre Lorde said,

“There are no new ideas. There are only new ways of making them felt.”



Real Estate Agents & Investors – How to Attract a Motivated House Sellers

How to Attract a Motivated House Seller Like a Mind Reader [Original Data]

Last updated on

What if you could read the mind of the motivated seller? Meaning, what if you could send the right message to the right person at the right time?

Unfortunately, the internet provides a threat to match its opportunity. While powerful, the internet’s power can easily be strangled by its formidable size. Quickly, it becomes a source of crowded destruction instead of open possibility.

The real estate market is increasingly competitive because it’s increasingly cluttered, making the dream of reading the house seller’s mind, at the least, difficult, and at the worst, debilitating.




But here at Carrot, we hate letting dreams die.

Every year, our clients pull in over 400,000 online leads, giving us a very special position to speak to what’s happening in the real estate market.

Even though the market is more crowded than ever before, by accepting this density and optimizing your customer experience for the motivated seller, that crowded room becomes a pleasant dinner party. And you’re the host.

So, how do you cater and attract a motivated house seller?

Well, you need to know what the motivated seller thinks, wants, and does. Lucky for you, we crunched some numbers, ran some tests, and stepped into their mind… using a significant and varying sample size, specific to all seller websites we host.

Carrot member across united states

And we want to share what we learned.

So, before we finish wiping off brain matter, here’s how the motivated seller makes the decision on who they’re going to work with when selling their house… based on our years of research and understanding the “decision lifecyle” of the average motivated house seller.

Let’s Get Inside The Mind Of A Motivated House Seller On Their Path To Choosing A Company That Can Solve Their House Problem

motivated house seller leads marketing infographic

Step 1: Problem Aware

The house seller knows they have a problem… but aren’t sure how to best solve it. This is where you come in…

Attract a motivated seller - problem aware

At this stage the motivated house seller is thinking…

“I need to get this house sold, like soon.”

This is the birth of the motivated seller.

Maybe they received a job in a new state, a family has fallen sick, foreclosure, inherited a house, going through a divorce, or just simply have a house that needs lots of repairs that they don’t want to deal with. Regardless of the reason, life circumstances spiked their curiosity in the selling process and they start exploring the possibility.

First and foremost, the seller wants to know how much they can likely sell their house for. They’ll likely visitZillow, update their house information, and then check out their Zestimate.

motivated seller path - zillow

Image via Zillow

But, while Zillow offers convenience, John Wake’s guess work, on Real Estate Decoded, estimates that Zestimate’s typical error is plus or minus 14,000 dollars.

And whether the motivated seller has run their own tests or not, their trust for this system is limited. It offers a curiosity-sating foundation, but not a real-time solution.

Which is good. Because you are the real-time solution they are looking for.

That takes us to the seller’s second dig: they contact someone who can answer their questions in greater depth.

Likely, this is someone the motivated seller’s acquainted with, whether it be a friend, a Facebook ad, or a Twitter feed. Whatever the case, they are looking to make phone calls and get answers.

It’s your job to (1) get them to call you, and (2) provide those answers.

Here’s how.

1. Get In Front Of Them Where They Search… Google

House sellers will hit Google to search things like “how to sell my house fast” or “selling a house in divorce in dallas” to find basic info about their options.

attracting motivated house seller leads

If you’re ranked high in Google with SEO or PPC and you deliver great content on your site that clearly shows them that you have a service that can solve their problem… you’ve just met them exactly where they are in the decision cycle.

2. Direct Mail

At this point, your prospect is also now receptive to marketing messages that look like they’ll solve their problem.

You dig through the mail. After tossing the credit card offers and ripping up the bills you’ll just pay online later, you come across a handwritten letter. Whoa! That’s unusual, you think. You quickly check your mental calendar to see if today is your birthday. Maybe your aunt has sent a card with $5 inside. Nope. What’s going on?

Maybe the letter is from the local movie theater, maybe it’s from a church, or maybe it’s from a local real estate investor.

Maybe it’s from you.

The point is that everyone gets a lot of mail, but if you make your letter stand out from the rest, people will feel that much more a part of your tribe.

Direct mail isn’t dead. In fact, since it is slower than nearly every other medium of communication, that snail-like pace has romanticized its effect. Like candlelight and bathtubs, the receiver feels like they’ve been transported back to better, more personal, times, and because of that, it has an intimate feel… if it’s done right.

3. Social Media Presence

Don’t break the bank for Facebook advertisements. But do maintain a social media presence — post on your account regularly — as a preemptive strike to the motivated seller’s subconscious.

When trying to decide who to contact with all of their questions, the seller thinks, “Hey, I remember seeing real estate investor, Joe the Pro’s [this is you], posts on Facebook. He seems like he knows what he’s doing. I’ll contact him!”

In fact, second, only to Direct traffic, Social Media wins when it comes to acquiring new sessions on your website.

Some ads that just let them know your service exists will be perfect for this phase. Like…

facebook ads examples for real estate investing


Facebook ad for real estate

Play with the endgame in mind. The more people who notice you on Social Media, the more people who’ll contact you when they decide to sell their house — which we all will at some point.

Marketing Tips For This Phase:

  • Do more broad marketing as targeted as possible
  • Focus on just letting them know you have a service that can solve their biggest needs (speed, convenience, no fees, no agents, etc.)
  • Bonus: Have your ads drag them to the next phase (Solution Aware and Vetting / Verifying) w/ testimonials in your ads

Step 2: Solution Aware

They know their basic options, agents vs. investors… they just need to research more to see what’s best for them.

attract motivated sellers - solution aware infographic

At this phase the house seller is likely thinking…

Ok, cool… it looks like there’s options… but how are agents different vs. investors and which is best for me?

At this point, the motivated seller Google’s phrases such as, “Sell my house fast [insert their location],” “Agent vs. Investor,” or “Professional home buyers.” They’ve decided to sell their house, now they’re deciding the best way to go about it.

It’s critical that you get noticed.


Because our data shows that motivated sellers aren’t wasting any time. They make a decision on who to work with faster than you can paint a bedroom: 0-days fast.

attract motivated sellers - time to convert

You need to be prepared for this. When the motivated seller decides who to work with, if you’re not able to answer their questions, someone else is, and they’ll choose that someone else.

Here’s how to raise your hand first.

4. Content Structure That Pulls The Prospect To The Next Phase Effortlessly

Most websites and marketing don’t think through the order that their prospect thinks when making a decision. They don’t take into account what info the house seller needs to have before the next piece of info will be useful to them.

Take a look at this Carrot site as an example… from a client who has been a part of over 3,000 transactions.

This Content Flows The Way Sellers Make Decisions: Does Yours?

how a house seller makes decisions
Notice the order of the navigation on the site. First we meet the seller at “problem aware” (hey, we can buy your house!), then educates them on the solution, then builds credibility and guides to the call to action. Bam.

Does your marketing skip phases and leave your prospect hanging with questions?

Or does your site only focus on making sure they know you can buy a house but not on pulling them through the next phases proactively?

5. Blogging

The sheer amount of blogs on the internet is debilitating. It seems like everyone and their pet blogs.

But, as you know, since everyone else is doing it, it’s hard to get noticed if you’re not.

The good news, though, is that even with the massive amount of online content, the motivated seller isn’t threatened. They still view blogs and spend an average duration of 1:05 looking.

attract motivated sellers - write a blog

Due to the increased visibility it creates, your blog is a great way to answer the motivated seller’s questions as they type them into Google, increasing traffic, forcing you to learn your stuff, and building relationships with the people who want to help you make money.

If you want to take up blogging — which you should — check out our post on how to do that, with actionable examples.

6. Local Content

No need to work in a massive school of fish. Your real estate business is local to a few spots. Optimize your website content and rankings by using locally appropriate titles and blogging subjects that will cater directly to people in the area.

When the motivated seller searches, “Sell my house quick in Roseburg, Oregon,” you’ll be at the top. Because other real estate investors aren’t including “Roseburg, Oregon” in their content.

Unless, of course, they also work in Roseburg…

But it’s a whole lot easier to compete with a few local real estate investors than it is the whole nation. Since you’re not selling or buying properties in every state, don’t create content that competes nationwide. Create content that competes locally and you’ll be more visible to the people who matter.

7. Ads That Compare + Educate On The Options + Process

In this phase, you can’t keep on sending people ads and direct mail that just tells them that you can buy their house. They already know. So here’s where you need to retarget your prospects w/ ads that educate and compare… while at the same time adding credibility to pull them to the next phase.


facebook ads for real estate investing video ad example

and one of our own (one of the highest performing ads we have, it drives to a blog post of ours)

real estate investor site vs generic websites

Marketing Tips For This Phase:

  • Start to retarget your prospects on Facebook with a mix of ads that educate and compare. Comparing your USP to theirs is critical
  • Build your website and your marketing so it flows the way your prospects decide
  • Bonus: Again, if you can have a testimonial do the heavy work for you, educating your prospect for you… it automatically pulls the prospect past the next phase… building credibility for you in the process

Step 3: Vetting and Verifying

The seller recognizes their problem, they know the basics of the options… but who should they work with?

attract motivated sellers - vetting-verifying

In this phase the seller knows they have a problem that they want solved fast, they basically know the options and how they work… but now their main question is…

Which company should I work with? Which is the most credible?

They’re asking if they want to work with you. Your job is to convince them that they do.


The homepage is where the motivated seller often lands, and not just lands, but commits… or at least turns into a lead.

If they’re not ready to become a lead… they then explore the website to find answers to their questions or verify suspicions.

What Pages Do Most Most Leads Come From? [our data]

path of a new motivated seller lead
Notice that of the 16,000 seller leads in this data setover a period of time for Carrot clients, 5,000 of those leads weren’t ready to opt in on the home page. They searched for more info instead…

Since the homepage is playing such a significant role in determining your leads and, thus, your conversions, here’s a few things to think about when trying to attract motivated sellers.

But how can you best build credibility and get an edge on your competition since your prospect already knows that you both can provide essentially the same service?

Let’s start here…

8. Easy Contact Options + Great About Page

The ease with which you create this page is not equal to the breadth of its importance.

Over all of the seller websites we host, the “contact us” page sports compelling numbers.

attract motivated sellers - contact us page

For an even faster transition from homepage to lead, provide the option to bypass the “Contact Us” page with a “Call Us: XXX-XXX-XXXX” CTA.

Notice The Interaction With The Easy Opt-In Form And Phone Number

Carrot seller website heatmap

As you can tell, a Christmas tree would have trouble competing with that red-hot dot. Consider putting your phone number on the homepage to reduce the number of clicks needed to go from viewer to lead. Fewer clicks mean more conversions.

During this beginning phase, the seller has a lot of questions. Your “Contact Us” page, or “Call Us” corner, gives them the opportunity to get in touch with you and inquire. You’ll be positioned like a pro and, more importantly, make a valuable connection.

Also, as the seller does their research… they’ll hit your about page.

Our research shows that often times the About Page is always one of the top 3 most visited pages on a real estate website no matter the type of site.

A Heat Map Of A Carrot Clients Site: Our Company Is Hot

investor website heatmap - our company page
This is very common… actually we see this on almost every test we’ve ran over the past 4 years… and that’s a lot of tests. The Our Company page is where your prospects go to see who you are.

A Heat Map Of Our Site (previous version) Shows The Same

importance of having a good about page
Yep, we use data for our own business just like we do to help you get better results in your business as a Carrot client 🙂


Get faces on your About Page like Carrot clients CR Homes of Maryland.

attract motivated sellers by adding a bio

9. Build Your Credibility

In this phase, credibility is key.

We’ve seen time and time again where a house buyer with a lower offer has won the deal simply because they did a better job building credibility with the seller. In fact, in a CarrotCast interview I did with top investor Martin B. out of Phoenix, he talks about examples of how they overcome and win even when there are multiple offers higher than theirs.

Show them ads that build your credibility… seller testimonials are great for this.

On this website, our heatmap shows that testimonials are playing a critical role.

investorcarrot heatmap of testimonials page
Notice the red spot over the “testimonials” link. Time and time again we see heavy engagement on testimonials on sites across our system.



real estate investor website testimonial
Notice how this investor filmed a video of their clientand put up a well formatted testimonial on their site. Turn this into a Facebook ad and you’re golden.


The best testimonials are short and shining.

Real estate investor testimonial

Or use direct mail to build your credibility like the example we used in this CarrotCast episode on Credibility


And make sure to use credibility badges where you can to add that 3rd party validation to your credibility profile.


And last, make sure to control your brand conversation online when people are verifying and vetting your brand through Google searches. Like…

Your Sellers Are Actively Searching For Reviews + Your Reputation… What Do They See?

google suggest real estate search term

Hopefully you’re controlling the conversation around your brand so your sellers don’t bail at the last moment in this phase. Control it like this…

Notice How Their BBB Profile, Facebook, And Carrot Site Control The Brand Convo

real estate investor search rankings

The biggest missing factor in your ads, your direct mail, and your online marketing strategy is credibility. Credibility trumps any marketing tactic out there.

If you’re offering the same service as the next guy, it’s going to come down to credibility and your offer. That’s it.

10. Clarity

Stumbling upon a cluttered website is an immediate no-go for the motivated seller. Where clarity communicates professionalism and ease of use, clutter communicates a lack thereof.

But what is clutter?

Clutter might translate into the too-much-stuff-on-one-page category, but not necessarily. Consider the apparent “clutter” of a top online store, Amazon.

What Is Clutter? It’s Not Clutter If It Get’s You What You Need…

cluttered amazon sales page
Amazon is the world’s most optimized ecommerce website. It’s also one of the most “cluttered” according to people. Clutter is only cluttered if it doesn’t help the prospect find what they want.

Image via Amazon

As you can tell, there’s a lot going on. And this goings-on could easily be classified as clutter.

And yet, they’re winning.

Don’t think of clutter as having too much on a single web page, think of clutter as having too much that distracts from your CTA. Amazon wants you to get lost in the shopping experience, and thus it shows you a plethora of items you may or may not be interested in, much like browsing at the mall.

But you’re not trying to sell products ranging from laundry detergent to Harry Potter collectibles.

Your product is an easy and fast process for the house seller.

To sell that, you don’t want a lot of action items.

As a bad example, consider this website… for whom the brand name has been blocked out.

example of a cluttered real estate website

This website is a disaster. Most importantly, It has painfully positioned CTA’s…

cluttered real estate website

With this many Call’s To Action, you can be sure that none deliver. This is clutter. Clutter means that when someone visits your website, they’re not sure what you offer, or where you want them to click.

In contrast, clean and clear as a windexed window, check out this example.

Full Of The RIGHT Information But Not Devoid Of The Info
Your Prospect Needs To Advance To The Next Phase

InvestorCarrot Hero Section

Image via SpeedyHomeBuyersMD

This homepage immediately communicates what it offers, whether or not I — the motivated seller — am in the right place, and what I should do if I am (fill out the information).

A website this clean will perform better simply because it communicates better. Get harsh on your own website and, if needed, ask for an opinion from a friend — a friend who’ll be honest.

11. Focus On Mobile

The reality is that over half of your traffic is coming from mobile devices.

We Always Display The % Of Mobile Leads On The Bottom Of Our Site

Mobile isn’t the future… it’s here today.

But that’s okay… so long as your website is flexible and optimized to look great on any device.

If it isn’t, though, it might end up looking something like this.

Not User-Friendly On Mobile, Is Yours? (non-Carrot site)

cluttered real estate website on mobile

Half the text is covered and navigating becomes a challenge rather than a pleasure. On the other hand, check out this flexible Carrot website.

Clear, Clean, And Great On Mobile (A Carrot Site)

mobile real estate investor website

All Carrot websites are mobile-friendly because we understand the importance of it.

Grab your phone and test your own website.

Because having a mobile-friendly website is as important for visitors as having toilet paper for house-guests. It’s just expected.

Marketing Tips For This Phase:

  • After someone opts into your site, retarget them on Facebook with testimonial ads
  • Build a physical credibility packet and mail that to your prospects overnight, email it to them, and take it to your in-person meetings
  • Add at least 5-10 great testimonials formatted correctly to your site
  • Build reviews on 3rd party sites like the BBB, your Facebook page, and Google local.

Step 4: Making The Decision

Here, they’re ready to decide. Are you making it easy?

attract motivated sellers - decision

At this phase the motivated house seller is likely thinking…

Ok, lets get them to give me an offer… then I’ll pick the best fit.

Are you making it easy and are you reinforcing their decision to work with you EVEN AFTER THEY CALL YOU OR OPT IN?

The motivated seller has taken the first step, but still, they could abandon.

However, it is too early for you to give up.

There are two primary tools in your arsenal to make them comfortable, and they both focus on transparency: honesty about what you offer, what the seller should expect, how a price is decided, and who you are.

The two tools are (1) the How It Works page and (2) the About Us page.

12. A “How It Works” Page

The “how it works” page is clicked wildly, so don’t hesitate to make this a priority.

See This Part Of A Recent Heat Map On A Carrot Site

investorcarrot menu heatmap
The “How It Works” page is very active… your sellers in the “Solution Aware” and “Verifying” phases are really looking for clarity on your process. How you make your offers, what the process looks like, etc.

But, be careful that you don’t over explain. The seller has questions, but they aren’t in regard to the nitty gritty of your job. Their questions are in regard to how you will benefit them and what they need to do to make it happen.

It can be hard to anticipate all of these questions, so here’s a list of the ones you must answer.

  • How long until you contact me?
  • What happens when you contact me?
  • How is a price decided?
  • After we agree on a price, when do I get my money?

In fact, this is beautifully done on FLA Home Solutions.

attract motivated sellers - steps to sell your home

They make it easy to understand, quick to read, and, most importantly, only answer the questions that the motivated seller is asking.

13. A Strong Hero Section

Like every great story, someone needs to save the day… or rather, something. And that something should be your product.

Your hero should sit at the top of the homepage and quickly tell the visitor that (1) they’re in the right place and (2) you’re here to solve their problems.

As you can tell on the below heatmap, the hero is viewed as often as the bat-signal is flicked.

investorcarrot hero section heat map

Don’t get creative at the cost of clarity. Your hero should be similar to the above. Something regarding selling fast, since you’re marketing to the motivated seller, and location, because the motivated seller is searching for someone in their area.

Once the seller is convinced that you’re the hero they’re looking for, it’s time to swoop in and actually save the day.

14. A Clear CTA (Call To Action)

Everyone loves this part of the story. This is where the motivated seller takes the first leap, which is usually providing you with contact information.

This is your first CTA, and arguably, the most important.

If the motivated seller doesn’t give you permission to contact them, they aren’t serious about working with you.

Since your business goes nowhere without this first step, it’s important to make it simple, directly after the hero, and, ultimately, the focus of your homepage.
Consider how your eyes flow first to the hero of this snapshot, and then seamlessly to the CTA.

investorcarrot lead form heatmap

Also, consider this example, differing in setup, but equally effective in conversion.

investorcarrot call to action heatmap

Whatever the hero to CTA transition on your website, make sure it’s obvious and smooth. Since the motivated seller is in a hurry, your homepage should be too.

Heck, even put clear calls to action in your Facebooks ads at this phase, like…

15. Follow Up, Follow Up, Follow Up

Often times they’re just not ready to make a decision yet.

So make sure you’re putting your leads into an email, text, and possibly direct mail followup system.

We see clients pulling deals out 6+ months later after the lead initially came in.

Schedule The “8 Word Email” To Go Out In 6 Months

Don’t over complicate your follow up with a big pitch. Just ask them if they still need to sell. Your only goal is to engage them in a conversation.

Marketing Tips For This Phase:

  • Create a simple email sequence that goes out 6+ months. At month 4-6 hit them w/ the “8-word email”
  • Have Facebook ads that ask… “Still need to sell your house?”… then drive them to a testimonial on your site
  • Make it easy for people to get in touch with you… phone, text, opt-in online

Step 5: Turn Clients Into Testimonials Then Repeat The Above

At this point, you’ve got a client and closed deal! But the work doesn’t stop…

attract motivated sellers - testimonial

Right here your client is happy with the service, and this is the best time for you to ask for a testimonial or referral.


Adjust Your Marketing + Messaging To Pull Clients Through The Decision Lifecycle


Whew! That was a lot.

But this is the difference between the A Players in real estate marketing and the B or C players.

Most investors make all of their marketing focus on just one or two of the phases… and leave it open for their competitors to better connect with the prospect when the prospect needs it most.

This is just the tip of the iceberg.

So… go out and find where you can better cater your marketing toward the phase of the decision lifecyle your motivated house sellers are in.

Here’s a recap…

motivated house seller leads marketing

And what to do about it…

  1. SEO and PPC for problem aware people looking for solutions
  2. Canvas direct mail to those likely to be problem aware
  3. Engage on social (broad ads)
  4. Structure content to pull people to the next phase
  5. Blog (show your expertise)
  6. Local content
  7. Ads that compare + educate
  8. Great about page and clear contact info
  9. Build your credibility
  10. Clearly, relay the message of how you can help them
  11. Focus on mobile
  12. Great How It Works page
  13. Strong hero section on your website
  14. Clear call to action
  15. Follow Up, Follow Up, Follow Up

Don’t hesitate. Don’t procrastinate.

Go crush it like the mind-reading real estate guru you are.





Real Estate Agents & Investors – Do You Ever Feel Like Quitting The Business?

Image result for real estate team

From Grinding To A Dream Business: How Jason Lucchesi Shifted His Real Estate Investing Business in a Massive Way w/ Market Changes and By Building Small Team

Listen to the CarrotCast Podcast and Subscribe Below!

I get more excited seeing somebody else that is $20,000 in debt and they’re just wanting to get out of the rat race and they do their first deal and you can see on their face that their shackles are coming off of their hands and ankles… They’re realizing that they can do and be so much more in the world.
Jason Lucchesi



Jason Lucchesi jumped into real estate investing right when the last downturn started and built up a solid real estate investing business. Shifting and changing as the market changed. But then he realized he’d built a business that he was a slave to.

Working long hours, making a great income but no time to enjoy it, and really not enjoying the business he’d built. Then he decided to stop grinding and start building a business he loved.

Jason talks about his journey and how he’s adapted his strategy as the market has shifted and talks about how he created systems and brought on people who could help him grow a business that flips 6-7 deals a monthwith little of his involvement so he could focus on his passion for coaching and helping others do what he’s done.

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Dive in and listen to Jason’s journey…

“The path to success is to take massive, determined action.” – Tony Robbins Click to Tweet5:50 – What Jason’s real estate investing business looks like… team, deals, and focus.
9:35 – Diving into what people really never talk about… Why do investors choose to teach other what has made them successful?
13:15 – Why putting time into finding your unique abilities, “super powers”, is so important.
16:35 – Jason’s team dynamics and how he has created the perfect flow for his business.
18:50 – What pulled Jason into starting his real estate investing business.
21:50 – Shifting business to adapt to the current real estate market. How things have changed over the last several years.
25:20 – Jason’s opinion for what an investor should do in certain phases for the market to not only protect themselves but also to capitalize.
28:35 – How the real estate investing business model might shift over the next 24 months.
31:45 – Writing and publishing a book – “Right Flipping Now” – is Jason’s way of carrying on his story.
37:30 – Processes to eliminate extra work. How to run a business without the business running you.
43:30 – What is the best advice to give an investor who is currently grinding away trying to make it happen.
46:20 – How to track and make sure your business “machine” is properly working.
48:10 – What Jason is most excited about in his real estate investing business right now and where he plans to go in the near future.

You can find out more about Jason at



Real Estate Agents & Investors – How To Turn One Client Into Ten Clients

I Just Spent 3 Days At The Top REI Mastermind In The Country: This One Key Takeaway Will Bring You More Business

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Let’s be grateful for the people who got us there. Those title agents that you’re working with. Those mortgage brokers or the real estate agents you’re working with. Let’s show that gratitude…
Trevor Mauch

Image result for more clients




Real estate is one of the least trusted industries — why is that?

Now ask yourself… “How many of your last deals would you feel like following up with and taking to dinner or grabbing a drink, those clients?” If you’re like most wholesalers and flippers, your business is about the numbers. Investors treat it as a one-and-done too often. Most don’t believe they can be tight with the client after the deal has closed.

I’m returning from one of, if not, the Nation’s top REI Mastermind events for wholesalers and flippers calledCollective Genius. These guys are big time. 500-600 flips per year and some with over 4000 multi-family units.

What’s one of the main differences between the one-and-done investor and one that flips 500 properties per year? The willingness to build and continue a relationship… after the transaction.

What can you do to change the churn and burn mindset of your clients? Find out. Or check out our Collective Genius Review as well on another episode of the CarrotCast.

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On this episode of the CarrotCast, Trevor dives into what he learned at the Collective Genius Mastermind, showing clients that you care and that they’re not just another comma.

Have gratitude for everything! Click to Tweet3:10 – What is Collective Genius and why it’s one of the Nation’s top REI Masterminds.
5:30 –  Do you know the common problem within the real estate industry? Trevor spells it out.
7:20 –  Why real estate is one of the least trusted industries.
9:50 – How can you change the mindset of what people expect from either a real estate investor or an agent and what you can do to elevate positive change.
14:15 – How to be grateful and don’t limit your beliefs.
16:35 – How your marketing can be attracting the wrong type of client and how to fix it.
20:20 – Creating a set of core values and bake them into our life. And… how to have fun!
23:50 –Take the Challenge: Get rid of the preconceived notions about the real estate industry. Shine through with humanity and show clients that they’re working with real people.




Real Estate Agents & Investors – How To Turn One Client Into Ten Clients

Real Estate Agents & Investors – Does Direct Mail For Leads Still Work?

Direct Mail Strategy For Real Estate Investors [A Case Study With Our Clients]

Direct Mail Strategy For Real Estate Investors

Almost 2 months ago, we released our most successful direct mail blog post to date: “10 Tips for Sending Real Estate Direct Mail (with Examples).”

Given our reader’s interest in sending direct mail, we thought it would be appropriate to write a piece about what direct mail strategies are working for real estate investors.

And then we thought to ourselves, “Hey, we know a lot of real estate investors” (also known as all of our AMAZING clients).

So, we asked them what strategies they use when sending direct mail. This is a compilation of their techniques, results, and advice. Here’s what they’re doing.




Direct Mail Strategy For Real Estate Investors – A Case Study With Our Carrot Members


real estate investor - Brad Chandler
Brad Chandler


Brad Chandler, real estate investor at Express HomeBuyers, sends direct mail to prospects once per month. To manage high volume, he splits their mailing list into groups and sends a batch of mail to one group each week.

This is a postcard that Brad sends to his list.


Real Estate Investor Direct Mail Strategy Example
Express Homebuyers Direct Mail Postcard: Front


real estate investor direct mail letter
Express Homebuyers Postcard: Back
Real estate investor - Daniel DiGiacomo
Daniel DiGiacomo

Daniel DiGiacomo, owner, and investor at Baltimore Wholesale Property, sends 10,000 pieces of direct mail every month. Additionally, he sends between 1,000 and 1,500 yellow letters each month. On the yellow letters, he has them designed to look as though they’re written by hand.

These are some pieces that Daniel sends regularly.

real estate direct mail strategy example
Baltimore Wholesale Property We Buy Houses Direct Mail Example #1

baltimore wholesale property we buy houses direct mail strategy
Baltimore Wholesale Property We Buy Houses Direct Mail Example #2

baltimore wholesale property direct mail letter
Baltimore Wholesale Property Direct Mail Letter Example #1

Need to sell your home direct mail letter example
Baltimore Wholesale Property Direct Mail Letter Example #2

Response Rate

Emphasizing that direct mail is a numbers game, Brad said,

“Sending out a couple hundred postcards probably won’t get you a deal. We typically see response rates of 0.5%-1.5%. Our leads convert at around 3%.”

Those percentages aren’t uncommon in the direct mail world, with the average across all industries sitting at 4.25% for postcards.

Daniel has somehow surpassed the average response rate with his direct mail campaign. He see’s a 7%-10% response rate on his postcards and a 20% response rate on his yellow letters. Appropriately, Daniel claims that his success comes from choosing his mailing list wisely.

Build a Quality List

“List quality is the most important part of direct mail,”

says Daniel,

“I like to target absentee, out of state owners that are likely older (55 and up).”

As for Brad’s list, his data suggests that the best performers are homeowners with 70% and higher equity, out-of-state homeowners, and probate.

Also worthy of note, Brad says,

“Response rates will be highest when you first mail a list. There will be a lot of people asking to be removed from mailings. As you continue to mail the list, response rates will decrease but you will get high quality leads.”

Quality Leads

real estate investor - edward beck
Edward Beck

As a tip, real estate investor Edward Beck, from Quick Sell Buyers explains why quality leads are more important than quantity of leads.

He says,

“The main difference I have from all the others is that my stuff is honest and not smoke and mirrors.”

He believes that honesty matters to prospects today, because, in the marketing world, they see so little of it.

“I’m not leading the seller to believe I’m going to pay full price or that they would get a better deal not having a middle man (agent). I believe this is the biggest shortcoming with other mail pieces.”

Indicating that dishonest marketing techniques bring in low-quality leads, he continues,

“Yes they will have a higher response rate but when they make an offer the sellers are in a different frame of mind… The market is flooded with [dishonesty] and I believe [prospects] can smell it.”

Test & Iterate

As with all marketing, testing is key. When it comes to direct mail, you can test the copy, the images, and the style of the postcard.

For A/B testing, Brad explains that sticking with a single postcard makes it a whole lot easier to test accurately.

“We think it is smarter to stick with one postcard. The reason is that sticking to one postcard makes it easier to A/B test new ideas.”

But it’s not just testing that counts. It’s the application of the test’s findings that really makes the difference. On this, Brad says,

“We continuously iterate our copy and design to improve the conversion rate of the winning postcard.”

Supplemental Marketing

Don’t forget to follow up your direct mail campaigns withFacebook Ads, phone calls, and whatever outreach is appropriate.

Having several marketing touch points is critical with direct mail. As Brad explains,

“When you target prospects through direct mail, you also want to target them on other marketing channels. To do this, make sure you get emails and phone numbers with your lists. Have VA’s call the prospects right after the mail is delivered. Also, upload your lists onto Facebook as custom audiences spend some money running Facebook ads to your mail lists.”

What Do You Do?

Hearing what other real estate marketers are doing with their direct mail campaign is helpful. So don’t let the conversation stop here. Brad, Daniel, and Edward made generous and transparent contributions to this piece.

Do you agree with them? Disagree?

What does your direct mail strategy look like and what kind of results are you getting?




Real Estate Agents & Investors – Does Direct Mail For Leads Still Work

Let us know in the comments. 🙂