EP 229: Tired of Tire Kickers? Get This Agent’s Step-by-Step Strategy for Consistent, High Quality Leads w/ Tom Townsend

Tired of Tire Kickers? Get This Agent’s Step-by-Step Strategy for Consistent, High Quality Leads.

The pandemic is pushing the need to get online and understand technology like never before.

– Tom Townsend

Tired of Tire Kickers? Get This Agent’s Step-by-Step Strategy for Consistent, High Quality Leads w/ Tom Townsend

Tom is a seasoned real estate agent w/ Keller Williams, who was burnt out on cold calling and struggling to compete with the big guys when it came to SEO. By shifting his strategy, and maxing out his AgentCarrot site, he is completely confident about the next 12 months.

Today, we’re looking at what messaging is working best, how Tom is using his Carrot site to convert more leads, and we will even make some tweaks to his site right here on the podcast to make his site perform even better.

Read the Full Show Notes Below…


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A month or two ago, my team hit me up and said “You need to check out Tom Townsend.” I was blown away when I saw the data for his site and how he was implementing our training into his business.

Tom hasn’t been with us for a long time. In fact, he has only been a Carrot member for a few months. But in that short amount of time, he is already holding the top 1 and 2 spots for many keywords he is creating content around. 

Where He Started

Tom has been in the real estate business since 2002. He began as an investor, flipping properties and holding a few here and there. He then took his real estate skills a step further by becoming a certified appraiser.

He was always heavy on the phones, chasing down leads, and setting up meetings. A few years ago, Tom and his team began utilizing Facebook Ads, but they weren’t directing them to any particular landing page or call to action. 

They built a website via Wix, but it lacked flexibility and the ability to grow as the business did. The team moved the website to another platform, but it was cumbersome and time-consuming and wasn’t manageable while they were busy running on the hamster wheel. 

The Lightbulb Moment

The pandemic has forced people to improve their online presence or get online if they weren’t already. For Tom and his team, it has allowed them to spend time creating evergreen content that will get them off of the hamster wheel. They are building their brand as the local authority and having the leads search them out instead of the other way around. 

COVID has made a lot of people analyze what they are doing and what is important. For Tom, it was time. He wanted more time to do the things he loves, while still building momentum and credibility within the community.

The evergreen content Tom is creating is providing consistency and predictability, giving him the freedom he is after. 

His Strategy Today and Why It Works

Many of the 100+ leads Tom has received in the past few months have been through paid PPC campaigns. This is exactly how we recommend agents and investors get the ball rolling.

In fact, Tom and his team have followed our advice and recommendations to a tee, thus bringing in more and more leads, creating more conversions, and closing more deals. 

  • First, they utilized our 30-Day Authority Building Challenge.
  • Next, they began creating content, with an emphasis on VideoPosts and our VideoPosts transcription service.
  • They have utilized our Advanced Marketer Articles, which only require a minute or two of personalization before posting.
  • They have modified their Facebook and Google advertising, directing people back to their website… err authority portal.
  • Tom and his team have spent time niching down their content to become the local experts. 
  • They use our Campaign Tracking Links tool to track all of their advertising – even links printed on mailers they are sending out. 

The Campaign Tracking Links have become one of Tom’s most important tools. It gives him a clear and centralized place to see what’s working, what’s not working, and where he can improve. 

The Power of Testimonials

Many people will seek out testimonials just because they think they have to. They don’t spend time optimizing them or using them to fight objections. My advice is to seek out 5 very specific testimonials that will fight objections and be relatable to the ideal client you are seeking out. 

For example, if you are an agent, use a testimonial from someone who was friends with another agent, but chose you instead because of your experience. Or, you can find an FSBO client you were able to help by getting them more than they would have on their own.

Many people will try to avoid working with an agent in order to save money. A testimonial letting them know they will likely get more money when all is said and done is a testimonial that will actually help you to convert. 

Because of COVID, so many agents and investors are working from a home office. They’re not out and about attending open houses and networking events.

Here at Carrot, we have seen many people using this time to amp up their websites. To change them from glorified business cards, and instead, turning them to authority hubs.

Go to Carrot.com to see what we are doing to help agents ramp up even more as we close out the year strong. 

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