Real Estate Marketing 101: Create a Content Calendar That Sells Homes
Creating a content calendar that fills houses and sells lots:
If you’re a housing developer, you know that any marketing strategy you use has to be time-efficient. You need to fill homes and sell lots quickly to see quality returns on your investment. If you’ve been considering content marketing as a part of your digital marketing strategy, but aren’t sure if it’s an effective use of your time, we hear you. It’s not always easy to write blog posts regularly, get them posted, and then promote them. That said, content marketing is one of the easiest, most cost effective ways to get eyes on your site. All it really takes is time.
But, if like many housing developers, you’re a little short on time, know that you can still have the best of both worlds by creating a content calendar. Content calendars help take some of the work out of creating a regular blog posting schedule by outlining the topic, description, and keyword for each upcoming post. We develop content calendars for each of our clients at the beginning of the year. We outline exactly what it is we’re going to write about and when, and then we give the calendar to the client for approval. That way, once it comes back approved, all we have to do is write the posts for the year. There’s no guesswork or question about what we’re doing, and when it needs to go out.
Content calendars outline the topic, description, and keyword for each month’s upcoming posts.
A content calendar is a great solution for busy home developers, because it allows you to stick to a schedule, and it makes it easy to hand off the blog writing to whoever has a little extra time that month. Since the topics are already created, any decent writer can write the blog. So, how to create a content calendar that draws in qualified leads?
First, think about who you’re writing to
This goes back to that target market we’re always talking about. To whom would you like to sell your homes? Are you developing a community that’s largely centered around seniors? Or are you building homes for young, growing families? It’s important to pinpoint who your target buyer is before you start developing your content, because the age range and general lifestyle of that buyer will influence the types of content that you put out.
Then, pick three categories
After you’ve identified your specific target buyer, it’s time to start creating content, or at least topics to write about that speak to your buyer. To make sure your content calendar doesn’t become stale or boring, we recommend picking three or four categories to center your content calendar around, and alternating between categories each month.
For example, one of our developer clients is working on filling a sustainable mountain living community near Asheville, NC. Our content calendar revolves around three major topics: things to do in Asheville, home ownership, and lifestyle blogs that focus on the activities that their target buyers most enjoy. For them, that’s biking, hiking, kayaking, and backpacking—outdoor activities that encourage appreciation of the natural world.
By segmenting our content calendar into these three categories, we’re able to reach the client’s target buyer in more than one way. We’re appealing to the sense of place that their development offers, we’re drawing in potential buyers who like to do activities that the other residents like to do, and we’re also targeting the thing that’s most relevant to the development, which is home ownership.
Your content calendar can focus on similar topics.
- What is interesting about the location of your development, and what’s happening in nearby cities?
- What content will homeowners in your area want to read about?
- What activities are your target buyers interested in?
By filling your content calendar with topics that aren’t always the same, you’ll have a number of different, interesting blogs that will work to draw new people to your site. By writing content about your area, you get the added bonus of identifying your location for both search engines and consumers, making it more likely that you’ll pop up in local search results.
Remember that your content strategy is never about you. Rather, it should be a resource for your target buyers. You want them to love the content you’re putting out so much that they subscribe and never miss a post. The only way to do that is to create content they care about, which isn’t going to be monthly updates on how the development of your community is going.
While creating the topics is definitely the hardest part of any content calendar, don’t just stop when you have the right number of ideas. A content calendar should also include a keyword, title for the post, and description of what you meant when you came up with the topic. To save yourself extra time, consider adding in your call-to-action.
Save yourself additional time by writing your CTA into the content calendar.
This is often a tedious part to write at the bottom of your blog post. It talks about how great your community is, and where people can find you if they’re interested in one of your homes. Add that right into your content calendar now, and you won’t have to worry about it later.
Once you’ve got the calendar fully filled out, create a publishing schedule. Put a date on each post, both to give yourself a deadline, and to make sure you don’t have any long gaps between posts. With a posting date, it’ll be clear when you need to start writing, and you’ll have something holding you accountable to get that content out into the world.
When your content calendar has a posting schedule, topics for every month, descriptions, keywords, titles, and CTAs, you’re done!
Well, done with the content calendar at least. You’ll still have to write the posts themselves if you’re looking to draw in those qualified buyers, but you won’t have to worry in the future about deciding what to write, and getting it out in a timely fashion. With a schedule and plenty of topics already set to go, writing a blog post is easy.
Content calendars are a seriously handy tool for any housing developer short on time. If you want to create one, but still aren’t sure what to write about, or how to go about getting started, get in touch. We’re sort of content calendar experts, and would love to help you optimize your content marketing strategy for success. To see how we’ve helped other housing developers boost revenue and sell homes, check out the case study below: