The Listing Lead Show

The Medical Student Niche for Listing Leads

October 21, 2021

Mikki Ramey is the number one agent on Zillow in Charleston, South Carolina, and her business benefits greatly from organic search, which makes up 30% of her total transactions. She has built a ton of visibility and trust in her market because of those reviews, along with working a unique niche—nurturing relationships with medical personnel and her database. Today on the show, you’ll learn how she does it. 

 

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1. Reviews - Mikki has generated 550 reviews on Zillow, and she also focuses on Google and Realtor.com reviews. She took advantage of client reviews as soon as Zillow allowed them, which is part of the reason why she has so many positive reviews. She shares how she uses verbal communication to prime her clients throughout the customer journey, from the listing presentation to the end of the transaction. To incentivize her clients to post their reviews on all three platforms, she gives them a $50 Amazon voucher. She asks for the reviews right after the money is wired into their account, using that emotional high point to piggyback on the ask for a review, which has been very effective. 

2. Medical professionals/residency coordinators - As a medical spouse, Mikki taps into a niche that she has a lot of insight into, residents who have just moved to Charleston. She has built relationships with resident program coordinators, and they essentially function as her affiliates. She gets the coordinators to promote her to residents, informing them that she’s available as a Realtor, and then she maintains this relationship for the doctor’s entire employment journey. To build her list of medical professionals in Charleston, Mikki does a ton of research to get a list of all the residents in the area, and then she looks up tax records to see who is a homeowner. She operates this part of her lead generation as a separate referral network, and even created a site, drmoves.com to help medical personnel across the country find homes. The riches are in the niches, and by attacking on a narrow front, Mikki has created a stable lead source that keeps on giving. 

3. Sphere of Influence - Mikki’s third lead source is her sphere. Her policy is to “feed the database like it’s a hungry teenager," and the most effective nurture strategy is using Homebot through YLOPO to send a monthly home valuation. She’s also making content to mitigate objections before they even come up. The number one concern sellers have is where to move after the house is sold. Mikki’s strategy: buy a cheaper house as an investment property, live in it until they buy their dream house, and then rent it out. 

 

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