Home Builders: Creating Content that Reaches your Ideal Buyer

Home Builders: Creating Content that Reaches your Ideal Buyer

Home Builders: Creating Content that Reaches your Ideal Buyer

When you’re working to market your home building company, you’re looking for the right kinds of clients. In general, most home builders are looking to break into a market at a higher price point, and that’s not always easy to do. There’s so much competition in the housing market these days, and it’s tough to compete with builders who’ve been serving that particular market for years. It comes down to establishing yourself as a quality builder in the market you’re looking to target, and getting the word out about your home building company to exactly the types of home buyers you’re looking for. So whether you’re looking to build in the $1 million price point or the $500,00, here’s how to make sure you’re creating content that targets the right people, and pulls in the right jobs to set your company apart in your desired market:

Set a Buyer Persona

To create content that reaches your ideal buyer, you first have to know who your ideal buyer is. This is perhaps the most important step when it comes to content creation for home builders. If you create content for the wrong buyer, you won’t get the jobs you want, and you may be forced to fill your schedule with projects that don’t really fit your company’s niche. So before you do anything, do some research.

What does your ideal buyer look like? Are they a young couple looking to start a family? Or maybe the buyer with the money to build one of your homes is an empty-nester who hasn’t yet retired. You may end up with more than one buyer persona, but we recommend you limit yourself to three, for now. This is because your buyer personas need to be thorough. You have to know what that buyer makes, what they do for a living, what they do in their free time, how many kids they have, and have a general sense of what they’re looking for when it comes to their new home.

It’s also important to figure out who the decision maker is. Even if you typically work with couples, it’s likely that one of them has a bigger say when it comes to who they want to hire to build their home. Once you’ve figured out who’s most likely to be searching for your business online, you can start to create content that directed towards them.

Creating Content that Works

After determining your target buyer persona, it’s time to actually create the content. Whether your website hosts a blog (which we highly recommend) or you’re just creating content for your social media or Houzz accounts, it’s important that you’re putting out content that has legitimate value for your target buyer. What sorts of questions are they likely to ask, and what information might help them get closer to choosing a home builder? You’re looking to create content that’s thorough and shareable. Thorough content answers people’s questions in a way that’s satisfying, and shareable content ensures that your name gets more and more visibility on the internet.

Remember that you can’t just create quality content whenever you feel like it. We know you’re busy, and content creation is something that’s likely to get pushed to the wayside. But when you’re only posting once every two or three months, it doesn’t give clients a lot of confidence in your communication abilities, and it will hurt you when it comes to search engines. Google likes websites that post regularly, and social media platforms prefer users who keep up their presence at least on a weekly basis. So if you’re going to create content that truly gets the attention of your target buyer, then make sure you’re putting it out on a regular basis.

Post that Content at the Right Time

In addition to ensuring that you create the right content, regularly, it’s a good idea to put some thought into when you post that content. There are definitely times when more people are on social media sites, like at lunch time and in the late afternoon when work hits a lull. But it’s important to determine when your target buyer is online. For this, you might have to do a bit of research, but just knowing your ideal buyer’s daily routine might help as well.

For example, if your target buyer is a high-powered businessman, you might be best served putting out content early in the morning, when he’s reading the news or going over emails, or late in the evening, when he’s finally getting home from work. Oppositely, if your ideal buyer is a stay-at-home mom, you’re probably going to get more engagement in the afternoon after she’s finished a lot of her daily errands, and the kids are still at school.

Put a bit of time into researching when your ideal buyers are online, and make sure you’re posting content when they’re sure to see it. With so many people online and on social media these days, it’s easy to get lost in the sea of everyone posting and sharing content. When you optimize the times that you post through research, you have a better chance of making your content visible, and pulling in some of those ideal buyers with your quality content.

Engage on Houzz and HomeAdvisor

Home service directories like Houzz, HomeAdvisor, and Angie’s List are the ideal place to interact with people who already want to learn from what you have to say. These directories are full of people gathering ideas for their new home or renovation, and it would be a shame to miss out on such an ideal audience. If you don’t already have an account, make one! Then you have an easy secondary platform to share your quality content with people who will genuinely want to read it.

What’s more, it’s easier to get your home building content shared on sites like these, where the users are all looking for information on home building tips and tricks. By increasing your engagement on home service directories, you’re likely to start building relationships with more and more users who fit your target buyer persona.  

Keep up on Social Media

We mentioned that posting regularly was a good way to make sure your content gets read, but keeping up on your social media is just a best practice for any home builder. If you regularly engage on your social media platforms, even if it’s simple things like sharing other relevant content, or posting a few before and after pictures, you’re more likely to get more followers, and keep them. The more followers you have, the wider reach your content will get. That means more people sharing your content, which means more eyes on your content from legitimate potential clients. It’s in  your best interest to keep up your social media engagement, even if you’re just sharing one thing a day, and posting new content once every other week.

By following these content creation best practices, you’ll be able to reach your ideal buyer and begin to draw in more qualified leads. Targeted content is a great way to help you break out of your current market, and start scheduling the jobs you really want. If you have more questions about targeting your ideal buyer or creating quality content, don’t hesitate to get in touch. Evenbound works with a number of home builders and home developers, and we’d be happy to help answer any questions you have about the powers of inbound marketing.

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Make your Real Estate Development Stand Out Online

Make your Real Estate Development Stand Out Online

Make your Real Estate Development Stand Out Online

Real estate developments are a bit unique when it comes to digital marketing. The interesting thing about a development’s website is that it doesn’t stay up forever. You get your real estate development set up, you fill lots and sell homes, and once you’re done, so is your website. Compared to most websites out there, a housing development website has a relatively short lifespan, maybe a few years at the most.

As you likely know, you need a website and a solid web presence to sell lots in your development, but because of the short lifespan, you also need to get a website up, get it out there as quickly as possible, and then take it down as soon as you’re done with that particular development. This presents some unique SEO challenges. Since your real estate development website will only exist for so long, here’s how to make the most of your digital marketing efforts by putting out a quality website that attracts the right clients, quickly:

Laying the framework

Before you can get into any serious SEO or technical improvements to your website, you have to actually come up with a website that features quality content. To do that, it’s paramount that you answer the following questions:

 

What makes your development different?

These days, there are developments popping up on just about every corner. How does yours stand out? Are you offering special, no step floor plans for older residents? Is your development set in a location like no other? We’ve worked with a number of real estate developers, and we’ve always found that the ones with a special niche––sustainable mountain living communities, for example––tend to do better than those that are generic or seem cookie cutter. It’s important to have at least one major selling point that helps you stand out from your competition, whether that’s your quality of building, or the amenities that your housing development offers to residents.

 

What benefits does your development offer to potential buyers that your competition does not?

It’s easy to get caught up in the awesomeness of your own development. Many real estate development websites fall into the trap of shouting their greatness to the rooftops. While we know you’re great, and we’re certain you’re offering your clients top-of-the-line service and quality, it’s important to focus more on what benefits you’re offering potential buyers, rather than all of the positives of your company. You need to determine what it is exactly that you’re offering to your residents that others are not, and you have to explain how that benefits them.

Maybe that’s a peaceful lifestyle in the mountains, or maybe it’s a sustainable living community where residents work together to curate a community garden or implement backyard farming techniques, but whatever it is, make sure that the benefits to the buyer have more emphasis than your general greatness. Consumers are already wary of the “hard sell”—businesses telling them that they’re the best in the world or the country—so you need to show them exactly why your development is right for them.

 

Who are the right buyers?

To be able to highlight your benefits effectively, you need to know who your ideal buyers are. That doesn’t just mean knowing what price point they’re willing to pay, or whether they’re male or female. While those are important considerations, it’s more prudent to have a comprehensive idea of exactly who your real estate development is targeted to. Are you looking for younger families who want to move into a long term home? Or is your development more geared towards older, empty nesters who want a housing community that’s a bit quieter, but near a city where they can take in arts and culture at their own leisure?

Once you determine exactly who your ideal, target buyers are, and what they’re looking for in a home or community, you can create content that addresses their specific questions and concerns, and you can begin to put together ad campaigns that are directed towards that unique demographic. This ensures that your marketing techniques are created and implemented with purpose, and towards someone specific. In the long run, this will help earn more qualified leads, and fill up your real estate development faster.

Boosting your online presence

After asking those three positioning questions and determining your answers, you’re ready to put that information into your real estate development’s website. You’ll want to ensure that your website addresses those questions mentioned above: talk about how your development sets itself apart from your competition, and make sure you highlight the benefits that your specific, target buyer is likely to appreciate. And once you’ve got those three questions written into your site content, begin to optimize the site as a whole, and boost your web presence with these four major SEO methods:

 

High quality imagery

real estate development imagery

You have a beautiful housing development, show it off! You want to give potential buyers the ability to truly picture themselves living within your unique community. High resolution photos that clearly show the development, as well as some of your already completed homes, offer that possibility. What’s more, studies have shown that site viewers are more likely to stay on a webpage longer if it has multiple relevant, high quality images. The longer site viewers remain on a page, the better your search engine rankings, and the more likely those viewers are to contact you regarding that development.

So, invest in a reputable development photographer who can capture the essence of your real estate development, both outdoors and indoors. The more images you have, the better. If you’re not sure where to put some images, create a gallery. Then, site viewers can scroll through to get a better idea of what their life would look like if they chose a home in your development. You’ll keep them on the site longer, and you’ll entice them to come looking for more information.

 

Keyword rich pages

keywords real estate development

If you know anything about digital marketing, you know that keywords are a big deal. Keywords are the number one way that search engines like Google and Yahoo categorize and rank web pages when a user searches for something. A good way to ensure that your site is ranking for keywords that will boost your site’s visibility is to determine what your clients are searching for. Is it “real estate development in North Carolina”, or is it “new home, Grand Haven MI”? Do a bit of keyword research to see what you need to be ranking for, and where your website is currently falling on search engine results pages for the keywords you find are most relevant to your industry.

Then, implement that extensive keyword research into your website’s pages. While you don’t want to keyword stuff, by putting one word in a web page 20 or more times, you do want to make sure you’re using relevant keywords and their synonyms organically and in a way that sounds normal to your potential buyers. Sprinkle those important keywords into your content naturally. Soon, you’ll begin to see your site pop up higher in search engine results pages in no time.

 

Regular blog posts

Another way to boost your online presence is to regularly create blog posts that address the questions and concerns of your potential buyer. For example, if you were selling lots on a development that emphasized a “sustainable community” you might offer some blogs on the benefits of sustainable living, or how to successfully grow a community garden. These are topics that your target buyer is certain to be interested in, and that are also highly shareable. Though their topics may not be directly related to the process of selling homes and lots, these blogs are sure to draw in viewers who are interested in living in the type of development that you’re providing. Once they read one of your blogs, they’re likely to read more. By addressing these target buyer’s interests, questions, and concerns on a regular basis, you’re more likely to draw them in, and get them interested in your real estate development.

What’s more, when you’re blogging regularly about topics relevant to your target buyer, using some of those researched keywords you implemented into the rest of your site’s page content, you’ll begin to see more improvements on search engines. Websites like Google prefer sites who regularly update, refresh, and put out new content, especially content that is keyword rich and useful to their searchers. The more regularly you blog, the more of an online boost you’ll begin to see.

 

Targeted Facebook and Adwords campaigns

The final, perhaps most effective SEO tool for any real estate development is paid ad campaigns. Like we mentioned before, your site goes up quickly, and it comes down just as soon as you fill your lots. That means it’s important to get the word out about your development as quickly as possible. There’s no more effective way to target your ideal buyer than through Facebook and Adwords campaigns. These advertisers have the most advanced demographic targeting software, and can get you a very high number of qualified leads in a very short amount of time.

Facebook Ads

Facebook Ads

One of the best ways to get your new site out in front of target buyers is through Facebook ads. Facebook has the power to group users according to age, gender, geographic location, personal likes, and even professional position. That makes it a powerful tool on which to market your real estate development. You can create ads that link to your new website or blog full of helpful content, and put them out to only the people who genuinely care about the information. This increases the number of qualified leads you’re getting, ensuring you’re only spending ad money on legitimate potential clients.

Adwords Campaigns

Google Adwords

Adwords works much the same, though it targets based on keywords rather than user demographic. You can create adwords campaigns around the extensive keyword research that you’ve already done. These campaigns ensure that your site shows up at the top of the list when someone searches, “new homes for sale in Spring Lake, MI”. By creating highly targeted ad campaigns, you’re only spending money on web users who are likely to convert to leads. This seriously increases your ROI, and boosts your web visibility in a way that’s cost effective.

Real estate development websites can be tricky to market. They need to be aesthetically pleasing and relevant to target customers, but they need to generate a ton of visibility right off the bat. If you’re having trouble getting eyes on your real estate development’s website, get in touch with the crew at Evenbound. We’ve successfully worked with a number of real estate developers across the country, and we’d be happy to help. For a look at how we generated 41 unit sales for developer Sovereign Oaks in just 12 months, check out the case study below:

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Marketing with Drones for Real Estate Developers

Marketing with Drones for Real Estate Developers

Marketing with Drones for Real Estate Developers

When it comes to real estate development, it’s all about being on the cutting edge. You’ve put a lot of effort into the design and planning of your community, so when it comes time to pitch it to investors, or present it to potential home buyers, you really need to make a mark. In the past, one of the only ways to get aerial coverage of an entire development was to hire an airplane or helicopter, and then a photographer to take the pictures. With the development of new, high-tech drones, there might just be a more affordable way to get an attractive video showcase of your beautiful new development. So just how do you go about getting a drone, and why would you do it?

Cost effective

First and foremost, drones are considerably more cost effective than hiring a plane or helicopter. If you’re buying your own drone, most models start at just a few hundred dollars, and that’s a few hundred dollars you get to keep. When you rent a plane or helicopter, you pay for the service, but then the machine is gone after just a few hours. When you purchase a drone, you can have it for years, and you can use it for more than just one property or development.

What’s more, drones are fairly easy to operate. They just take a basic understanding of technology and a steady hand. Today’s drones are designed with imagery in mind, which means they already come with high quality cameras attached, so you can get professional grade video on your own time, without having to hire a professional.

Even if you’re wary of buying a drone outright and flying it yourself, it’s still much cheaper to hire a licensed drone pilot than it is to hire a helicopter, and oftentimes the images will come out much better, as drones can fit into places helicopters and planes cannot.

Competitive Edge

Drones are still a fairly new technology, which means that not all real estate developers are using them yet. They’re a really novel, beautiful way to capture your properties in a way that’s sure to wow potential buyers. When it comes to real estate development, it’s all about edging in front of the competition, and quality drone footage of your properties is a sure-fire way to do that.

Gives home buyers a feel for their potential home

Drones are special in their ability to tuck into small spaces, and to take videos and still images simultaneously. When you opt for drone footage of your development, you’ll not only be able to give potential buyers a comprehensive aerial view of the entire development, but you can easily show stills of each particular lot, zoom into tight spaces, and accurately show off areas that might have been distorted by a standard front-view camera. For example, say you have a spacious lot, but it’s covered from the top by large tree canopies, making it look cramped. With a drone, you can easily fly to just below those tree canopies to get an aerial view of the backyard that shows off what the space actually looks like.

It’s good to remember that home buying is an emotional experience. People want to be able to see themselves in a space, and to envision their lives in that place. Drone footage gives you the opportunity to tell a story. You can easily create a video that starts at the beginning of a development, extends all the way through the neighborhood, and then zooms into the lots you really want to show off. This gives potential buyers a real feel for the area that you have total control over. Drone footage is a great way to capture both the area and the feel of the community that you’re building.

Highly shareable

Finally, drone footage is highly shareable. The internet is full of beautiful videos that showcase gorgeous parts of the country. Your home development could be one of them. People love videos, and they especially love videos that offer something different. Drone footage is still a new concept that offers a certain wow factor. By posting drone footage of your development to social media accounts like Facebook, it’s likely that your followers will catch on and share it. This increases your online presence and reach, and gets more eyes onto your development, without you having to pay a single extra penny.

A few considerations:

 

Licensing

Because drones are so new, there are a few stipulations that come with them. Obviously, the government can’t let just anyone fly a drone anywhere, so it’s important to be aware of any no-fly zones in your area, say airports or government buildings, and it’s important to adhere to federal regulations.

First, you’ll have to make sure to register your drone, and anyone who flies it will have to have a proper license. This isn’t difficult to come by, operators simply have to take one lesson, and must be older than 13. Additionally, you need to keep the drone under 400 feet––more than enough space to capture your development perfectly.

 

Etiquette

Once your drone is licensed and you know who is going to fly it, it’s a good idea to make sure you’re following proper drone etiquette. Typically this means to avoid flying over large groups of people, staying away from private property, and legally, only flying during the day. Since you’re likely sticking to your own housing development, you shouldn’t have too many privacy concerns, but if you’ve got any homeowners already in your development, it’s common courtesy to ask them if it’s okay before you launch the drone. So long as you’re thoughtful of others, you should be able to get the quality footage you’re looking for with no hassle.

Once you’ve got your drone up and running, you’ll have gorgeous footage of your real estate development that you can share and market as you please. Drone footage is one of the most high-tech, aesthetically pleasing ways to show off your development, and it’s relatively cost effective.

If you’ve gotten your drone footage, but aren’t quite sure what to do with it, or how to market it, get in touch. We’re a digital marketing company with much real estate development experience, and we’d love to help you find the best way to promote your quality content.

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Case Study: Real Estate Development Lead Generation

Case Study: Real Estate Development Lead Generation

Case Study: Real Estate Development Lead Generation

Sovereign Oaks is a residential real estate development in Asheville, North Carolina with a focus on sustainable living, backyard farming, and family living. Properties for sale in Sovereign Oaks offer long-range mountain views, quiet meadows, and wooded stream-front settings. Aside from Sovereign Oaks’ dedication to sustainable living, the community is also unique in its location with the development being just minutes from bustling downtown Asheville. This offers Sovereign Oaks residents the best of rural life, with all the benefits of Asheville’s urban life in close proximity. Sovereign Oaks provides residents the opportunity to build a family home in an up and coming area where they’ll maintain a wide plot of land and live with other like-minded, environmentally-conscious neighbors.

Challenged to deliver sales leads

The challenge that Sovereign Oaks was presented with is the same challenge that most developers come across when they are trying to generate sales. They needed leads. In fact, they needed enough leads to sell at least $6MM in real estate in 2016. With our years of experience and proven track record, HA Digital Marketing was tapped to build upon what we established in 2015 with a new website and online presence.

The inbound marketing solution

We rolled out a comprehensive inbound marking plan for 2016 and hit the ground running. We started by defining our audience and generating traffic. It couldn’t be just any traffic though. It had to be qualified by factors like geography, income, net worth, etc. We relied upon multiple channels including paid, social, organic, and email. When these channels started delivering, we incorporated our sure-fire conversion tactics and the leads started rolling in. When we coordinated our efforts with local sales event efforts the results were unsurpassed. In fact, no other community in the Asheville, NC market sold like Sovereign Oaks in 2016.

The results that we generated speak for themselves:

  • 1,304 Qualified Sales Leads in 2016
  • 41 Individual Unit Sales
  • 8.5MM in 2016 Sales Revenue
  • $36 cost-per-lead
  • $1,111 cost-per-sale

Learn more about our tactics, formulas, and how we helped Sovereign Oaks exceed their sales goal by downloading the full case study.

Got Big Growth Goals for Your Company? We’re Here for That!

If you’re ready to chat, we’re ready to listen. Leave us a message to get started.

Case Study: Custom Home Builder Website and Lead Generation

Case Study: Custom Home Builder Website and Lead Generation

David C. Bos Homes designs and builds luxury custom homes for primary residences and second homes along the West Michigan lakeshore and throughout West Michigan. In addition to developing residential communities, Bos Homes also builds on Lake Michigan and other stand-alone sites.

When David C. Bos Homes came to us, they were working with a large, expensive and unproductive agency in Grand Rapids. They had a website that was not mobile-responsive and did not provide any search engine exposure. To make matters worse, the existing website did not display their projects and developments well.

In order to ensure that the Bos Homes website was receiving the online visibility that they wanted, they first needed a website that adequately conveyed the beauty and luxury of the custom homes they were building. With our complete website overhaul and the addition of quality professional photos, the new website now accurately reflects the quality of work they do when designing and building a custom home.  

After the website overhaul, our digital marketing team was able to implement a comprehensive search engine strategy to improve Bos Homes’ standing in both paid and organic search results. Our website redesign, combined with our intuitive digital marketing best practices, converted website viewers to potential leads, and those leads converted into sales.

These new marketing strategies have transformed marketing and sales for this client. This is best represented by the significant amount of sales leads that we have generated and by the 175% growth rate the company saw as a result of our strategies.

The great thing about our digital marketing strategy? It’s proven. The results show that our practices, our SEO tactics, and our comprehensive optimization strategy really work. For custom home builders and residential developers looking to increase website traffic, sales leads and overall revenue, Evenbound Digital Marketing has the marketing solution guaranteed to produce results.

 

Got Big Growth Goals for Your Company? We’re Here for That!

If you’re ready to chat, we’re ready to listen. Leave us a message to get started.

Digital Marketing Strategy That Delivered 3761 Leads

Digital Marketing Strategy That Delivered 3761 Leads

Digital Marketing Strategy That Delivered 3761 Leads

Here we are at the end of November. With the end of the calendar year quickly approaching, marketing decision makers are assessing how well they did in 2015 and starting the plan for 2016. At Evenbound, we’re analyzing how we provided value to our clients in 2015. We focus heavily on ROI for our digital and inbound marketing clients. That means delivering qualified traffic, engagement, conversions, leads and sales. So how did we do in 2015? Here is our tally of measured and converted leads so far:

Real Estate Development Leads: 2783

Professional Service Leads: 879

B2B Manufacturing Leads: 213

Total Leads Generated in 2015: 3761

*We still have a little over a month to go. Internet leads come in every day.

What is a lead?

In the B2B world, a lead can be defined as web form submissions. When a visitor asks a question or downloads a content offer, they are entering your sales process or “funnel.” If a visitor opts-in to your email news or likes your company page on Facebook or LinkedIn, they are opting-in to your marketing process. Each stage is extremely valuable. A sales lead may opt-in to your marketing and remain a prospect even if they don’t convert on the original cycle. And a prospect may graduate into a sales lead once they have found a trigger through email and social media.

How to plan and budget

How do you plan and budget to do more of this in 2016? The first place you should start is with goals and objectives. What is your sales goal? What is your revenue goal? When we look at where we’re going first, we can then draw a map and mission plan of how we will get there. Typically, businesses can plan on spending about 7% to 10% of their revenue on marketing. So, if you want to reach a sales goal of $1MM, you should be budgeting around $70,000 to $100,000 to get to that goal. While this isn’t always a hard, fast rule, it can be useful when planning.

Here is the essential point that most marketers don’t understand: What else are you going to spend your marketing dollars on that will place your product or service directly in front of an audience who is actively searching for it?  Tradeshows? Print? Direct Mail? None of these even come close. Digital and Inbound Marketing is the most efficient way to generate qualified traffic, prospects and leads.

So you want to implement Inbound Marketing to generate more prospects and leads in upcoming years? Awesome. Get in touch to have us help you with that.

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