How To get Inside Your Potential Real Estate Client’s Mind On The Internet

In this article

Today I want to talk to you real estate investors about Google and how you can use it to find that house seller that will come to your site and actually want you to sign a contract with them.  I’m talking about prospects that actually want you to do a deal with them, and buy their house.

What I am going to share with you today is easy.  It requires some imagination and creativity on your part, but it can be done; I use this technique all the time..

I first learned this little tip from a guy named Frank Kern.  He is one of the brightest people on the internet and he knows exactly what is going on when it comes to internet marketing.  When people go to Google, they do so with the intention of accomplishing a particular task.

The Search Mentality

They type in google.com  and receive this little search window that asks them what they want to search for. Some people go there just to waste time; some people go there to just browse around; some people go to do research; some go there to find some kind of a free topic on blogs or forums or whatever the case may be; some people actually go there to find specific solutions for their problems—it’s all about the mindset that they have.

Now, do you want someone to come to your website who is just browsing around, or do you want someone to come to your website that is actually looking for the solution to their problem — you can be the one to help them get that solution and that problem solved. 

Lets look at an example:
When somebody types in Google the term: “house selling,” what is their mindset?

They can be looking for information about house selling, or some articles on house selling for different locations anywhere in the United States, or they can be looking for anything related to houses and selling. 

The bottom line is that it’s a very broad topic. 

People Searching for Specific Answers Search Targeted Terms

However, if somebody goes to Google and types in “how to sell a house fast in Dallas,”  that’s a different story.

Think about that particular phrase for a second.  The people using that search phrase are actually looking for a solution on how to sell their house fast in Dallas, Texas.  While those search terms aren’t going to give you thousands of searches a month, they are very targeted.  These terms, with 3 words or more are called long tail keyword phrases.

Utilizing Long Tail Phrases in Your Real Estate Websites

This particular phrase is a very specific and the person who is searching for it is probably looking for answers to their very particular solution.  If you can write an article on your website, “how to sell a house fast in Dallas, Texas” and put that keyword phrase in your title, you might end up on the first page of Google for that particular keyword phrase.  Obviously, there is more to SEO than this but starting there should at least get you off on the right foot.

Capture and Connect with Your Leads

If somebody ends up on your site from that keyword phrase, you can then provide them with a squeeze page to sign up to your list.  You can then start talking  to that particular person over the email and sooner or later get them on the phone.  Before you know it, you may even sign a contract with them because they were looking for a way to sell their house fast.

So, as you can see, the particular mindset of someone searching on Google is very important when you are marketing on the internet.  In fact, if you are doing offline marketing or any kind of direct marketing, that same mindset still applies.  With anything that you do in marketing, you have to look at the mindset of a person that is going to be reading your AD on the internet, in the newspapers or wherever else you are marketing.

Let me know in the comments below what you think.

To Your Success,

Peter Kolat

Note By BiggerPockets: These are opinions written by the author and do not necessarily represent the opinions of BiggerPockets.