Real Estate Marketing Online: How to Rule With SEO In Competitive Markets [Whiteboard]

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Real Estate Marketing Online: How to Rule Competitive Markets


Are you operating in a really competitive market like a Houston or a Dallas or just a large market where there’s a lot of competition? Well, a lot of our clients are and every single week we do coaching calls on every Tuesday at 11 o’clock Pacific time for our care customers who are in content pro membership or above.

And one of the main questions we get on a really consistent basis is, “Man, I’m in a crazy, competitive market. There’s a lot of other investors, investing there, and there’s a lot of other care clients there. Can I crack through it and how do I do it?

The first answer is, “100% yes, you can.” That sounds like a political stump that I just did there, yes you can, yes you can do it, we have clients every single day who are going out there implementing the plan we lay out on these whiteboard strategy sketches, on our coaching calls in our training’s and in, through support and they follow these methods I’m going to show you to get that result. So I want you to know that it can be done, but you gotta follow this to a T and don’t come complaining to me if it doesn’t work if you don’t do these.

Online Real Estate Marketing in Competitive Markets

OK, so here we go. So if you’re in a competitive market I’m gonna be kind of walking you through, how do you get in that search result for search engine optimization but also just in search in general, to get those consistent stream of leads coming in to fuel your business because when you’re in a large market like that you really can go deep in that market like we’ve talked about in other whiteboard strategy sketches you can go deep, and you can focus just in that market for the first year and get 30-40-50-60 leads a month if you really hit it hard, okay? And that can fuel your entire business 2-4-5-6-10 deals a month if you do it right.

OK? So we want to get you here first of all, and we want to get you there through paid and through SEO in the competitive market. It’s going to be really hard to get really consistent, and a lot of momentum with just SEO okay? PPC is great, but you can stack on SEO to really add momentum over that year and this is kind of what we want to do.

We’ve done a whiteboard Strategy Sketch on this exact topic before go check out youtube, go to and then go look up InvestorCarrot, find our channel, the first thing you need to do is subscribe to our channel the second thing you need to do is go search our channel for a video I think it’s called the 90-day marketing plan or something like that where we layout in a lot more detail what you should do in the first 90 days in any market to have leads coming in and to set yourself in a really, really solid foundation, okay? But we’re gonna give an abbreviated version of that today.

So you’ve got here, and you’ve got twelve months out there and if you’re in a large market the first thing you need to do is we need to know that it’s going to take time, and we need to have a lot of patience, okay? Because with SEO, search engine optimization large market, it’s probably going to take you between 7, 8, 9, 10, 12 plus months to really get that momentum to get that ranking that’s going to get those leads to start trickling in and then start coming in more.

I was talking to one of our clients yesterday, Martin, out of Phoenix, Arizona and he’s flipping a lot of houses, okay? Ten plus houses a month and when we were talking, you know a year ago he joined Carrot a little over a year ago he was in a very competitive market, he wanted to get some more organic traffic coming in, he was turning on PPC as well, but we’re like, you know what? I think that there’s going to be a great chance for you to crack into this market from a website that had never ranked in the top three pages of the main seller search phrases to what it is today getting really consistent leads, and he’s in top one-two-three rankings in google for the most competitive search phrases in Phoenix, how did he do that? The first thing, like I said, locked, and then it’s gonna take time, and he knew it, and he knew that he was going to have to be patient okay?

Choosing Your Top Keywords

The second thing, is we need to go out there and choose the top keywords, so what are those top keywords that are likely going to give us 70% or more of that traffic? For house sellers it’s likely your cash for homes, sell my house fast, insert city, we buy houses, insert city, there are a few others, just go to, and you can check it out, we have a full report there that goes through all of the top motivated house seller keyword phrases for SEO, and you can check it out. If you’re doing pay per click go to and, and you can find both those reports where we give you all of the keywords based on our research, so we solved that one for you.

keywords in real estate investing in competitive markets

Alright but the first thing that we always like to do in a market, in a really competitive market is we’ve got to get leads coming in right now okay? If we don’t have leads coming in right now and it’s gonna take us 6, 7, 8, 9, 10, 12 months to start to get the real traffic to get traction and get deals in that market it becomes really, really discouraging, you know none of us want to be discouraged on our journey to grow our business or start our business so get pay per click going right away, okay?

PPC Marketing

In that first month to two months and it you don’t know how to do PPC we have a lot of resources on our blog you can check it out at forward slash blog, or we have guides and resources and checklists on how to do it and we also talk about it all the time in our coaching calls if you are a carrot customer, and our three lead per day training okay also during that same time period during the first month to three months, in a competitive market the biggest thing we need to focus on is, how do you stand out from your competitors, how is it that your clients are going to chose you versus the 7, 8, 9, 10, 12 25, 30 other investors that are also vying for their business?

The people that sent them that direct-mail piece, the people that have the bandit signs up in their neighborhood the people that are in the same rankings, the same paid search results that you’re competing for. Even if you get there, even if you get right here, and you don’t take care of the credibility piece then you’re not gonna win the game, the other people are going to win the game okay? So focus on that as a core strategy, what is your credibility score?

Building Credibility

We have a CarrotCast episode, which is our weekly podcast, just go to, and you can go directly to the CarrotCast to find our episode on credibility score. You can even go to Google and Google Investor Carrot credibility score or CarrotCast credibility score, you’re going to find that episode where we walk you through everything you need to do to ramp up your credibility whether you’re an experienced investor or brand new and set yourself apart. Also, we did a CarrotCast episode on USP, unique selling proposition, which in a competitive market that is a requirement, you’ve gotta have a unique selling proposition why people should choose to work with you versus someone else. Tackle those in the first three months.

increase your website credibility score

Get your PPC up and going, get leads coming in in the first several weeks get your first deal in the first month or two, and then during that time you’re setting up your SEO foundation the first one, two, three, four, five, six, seven months in a competitive market you’re likely going to get no leads so prepare for that mentally, okay?

Consistency Wins the Game

But after you start implementing that plan consistently over those months you’re gonna see a bump, and you’re gonna see another bump, and you’re gonna see another bump and around that 10 to 12,10 to 14 month time period if you’re implementing SEO well you’re gonna start to see those results coming possibly even quicker, okay? We have some clients in our concierge traffic service, which is a high-end service that we do internally for clients that are closing a lot of deals that are in really competitive markets that we were able to crack through the top five in the first five to six months and now we’re working on getting through that top three, but they’re already getting SEO leads in the first five to six months, that doesn’t always happen, but it can happen okay?

So, make sure you’ve got that locked down in your mindset now if we’re going to go through on the SEO side of things in a competitive market here’s what we need to do, we need to go after the top keywords that are going to give you 70% of the traffic, go to those resources I mentioned before to find those keywords on PPC and SEO, okay then what we’re going to do next is expand locations immediately in that first one to three months at location-specific landing pages, We’ve done other whiteboard videos on this topic, and we teach in detail in our training if you’re a carrot customer in our blog we have a lot of free resources as well.

So launch about ten location-specific landing pages and what those are, if you’re in Dallas, but there’s Ft. Worth and there’s a lot of other cities around Dallas that are suburbs or surrounding cities that you would also buy house in, launch pages on your Carrot site or another site that are specific to that location for your primary keywords, okay? For your primary keywords. And get at least ten of those up because those are going to be easier to rank for thank that primary large market of Dallas or Portland that big market and those rankings are going to happen faster so as you’re working on your SEO those are going to climb faster, your primary markets gonna climb a little bit slower, and they’re gonna rise together.

Build Citations

Next, do your citations, okay? Go to our blog, we talk about citations. If you’re a Carrot customer we can do your citations for you in our marketplace so check out our marketplace but this sets the foundation for credibility for your website in that local market right here, optimize for your company name plus the word reviews ‘cuz if you’re doing pay per click, or you’re getting traffic, or you’re doing direct mail we need to make sure that you rank well for your company name when people are trying to research you to see if you’re legit, and you never want to lose any deals because someone googles that and then don’t find any good things about you okay?

Building real estate citations

So optimize your about page for company, company plus your reviews then go get a Better Business Bureau Profile pay that three – four-hundred bucks, whatever it is, and then drive your clients over there to do reviews and optimize it as well for this and that going to help you close more deals.

Social Signals

Next are social signals. Get five, ten, fifteen people to google plus your homepage and Facebook like it over the first two months, backlinks if you’re going to do your own SEO just grab for three to five backlinks a month it’s not a big deal, and we teach how to do this in blog posts, we teach how to do this in our coaching calls, and our three lead per day training, if you’re a member, has it very, very detailed okay?

If you’re not a client we don’t sell that to the open public yet but we will if you’re watching this video after I publish this video just go to, don’t do it right now because nothing exists but if you’re doing this for several months, go to, you can check it out.

PPC to Guide SEO

Last, use PPC, use your pay per click data to guide you on your SEO that’s one of the biggest mistakes people make in competitive markets, is they use their pay per click and their SEO in silos, what we always like to do is launch your PPC campaigns, find out the ones that are converting into leads and turning into deals the most and then go after those keywords in your SEO so use PPC to guide you.

I’m gonna wrap this up, fast follow-up is huge in that market, if you’re in a competitive market you need to be calling your leads back within minutes or answer them live. We’ve talked to many clients that as soon as they switch to answering their calls live from pay per click and SEO they started closing more deals okay? It’s a big deal.

Answer them live and if you’re a Carrot customer turn on your text message notifications where you get a text message notification within seconds of a lead coming in, you’ll have a phone number there you can tap the phone number, call them up fast follow-up’s gonna help you cut through in that market. And then last, have an abundance mindset okay? One thing we always love to do is, there’s enough for everyone. There’s enough to go around for everyone; leads, deals, success, abundance, share that with people in your market, don’t try to hold all of your secrets in, the more you share, honestly the more comes back to you. So have that abundance mindset.

Real Estate Marketing in Competitive Markets

Alright, you’re in the competitive market, use that as a blessing, it’s a great thing for you, don’t say, “oh my gosh I’m in this crazy competitive market it’s going to be hard.” It will be work, but there are amazing, amazing things for you on the other side of it. When you have the patience and time locked in your brain you have the plan and you’re working with the right team. Alright? Go after it, tackle it, check out our other episodes of Carrotcast go to and our other carrot whiteboard strategies sketches on our youtube channel just subscribe right here, here wherever the heck it is. Subscribe to our channel and you get updates as soon as they come out.

Learn more on the Carrot YouTube channel and start growing your business by leveraging the web as a real estate professional!

Trevor Mauch

Trevor is the CEO of Carrot and knows a thing or two about inbound marketing and generating leads online in the real estate industry. As an investor himself, he's generated tens of thousands of real estate leads and is a leading expert in inbound marketing for investors and agents. In addition, his true passion is helping entrepreneurs grow businesses that truly help you live a life of purpose.

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2 responses to “Real Estate Marketing Online: How to Rule With SEO In Competitive Markets [Whiteboard]

  1. I must say SEO is the biggest test of my faith and work ethic I’ve ever endured but the long term results will be so insanely worth it. There’s nothing more that’ll give you a return for your time and money than SEO. In Denver, direct mail is dead and the best leads always came from the internet. Shh! Don’t tell anyone ;)

  2. Adam! haha, you’re 100% correct man. We’ve been preaching it for years… but SEO is a long-term game and a patience game. But it’s a MOMENTUM builder and those willing to put in the resources, time, and patience… over the long-run will win.

    Go get ’em Adam!

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