LinkedIn for Real Estate Sales Pro’sRajagopalan, Pragmatic Learning

+91 – 971 724 0021

Let the Games Begin !

What is LinkedIn ?

Thank You www.commoncraft.com

The LinkedIn Business

What is Inside ?

LinkedIn Community

15, 10%

135, 90%

Members ( in Million )

India Rest of World

77% members above age of 25

Average household income > $ 100K USD

LinkedIn – 15 Mn India Community2.3%

5.5%

5.2%4.8%

4.4%

Demographics

Sector-Wise

How LinkedIn helps Sales Teams ?

B2B SalesB2C High Value

Transactions

High Lead Cost

Let’s Get G o i n g …

The Bad News

Hard Work

TimePatience

Persi

st

Phd in LinkedIn or …

We need a Framework …^

Simple

To achieve Objectives and Goals

• Grow Sales• Generate

“Quality Relevant” Leads

• Brand Building

External

• Increase usage of Social Media

• A Platform for the Company

Internal

How are we doing it Today ?

Grow SalesGenerate “Quality

Relevant” LeadsBrand Building

Let US Discuss

How are we doing it? – Find & Engage

Presence – Get Found

We need a Framework …^

Simple

The FrameworkGet Found Find & Engage

Subject Knowledge

LinkedIn Knowledge

LinkedIn Products

Profile Yes

Search Yes

Timeline Yes

Groups Yes Yes

Answers Yes Yes

Company Pages Yes

Connections Yes

More…

Making Connections

Source : Wikipedia

Let’s Connect

Please Make Connections, NOW

The Power of your Network is REAL…

The Degrees of ConnectionsGuru

A

B

C

X

Y

1st Degree

2nd Degree

3rd Degree

Making Connections

Request Thank You

Request – Personalize it. It is YOU

This is Super

Create an Outstanding LinkedIn Profile

Get Found, Big Time

Source : Ranbir Kapoor

Source : Wikipedia

Profile

Please Create Profile, NOW

1

LinkedIn Profile Heat Map – by Ladders

• 19% time on Photo

1 2

3

4

5

• Experience• Education• Recommendations• Personal Information• Add Sections

• Projects• Publications• Awards

Keyword it, for Google’s Sake

Last month, as you went about doing your work , people were looking for YOU

Sobha International City – 880

Vatika NEXT – 2900

Bharti Realty – 1600 Worldmark – 550

Pioneer Araya – 720

They

KEYWORDED YOU

IndiaHomes – 2400

6

7

8

9

Showcase your Real Estate Projects with SlideShare

LinkedIn Status Updates

Who’s on your Expressway ?

Have you ever attended a Training like this before ? Liars !

© 2012 Pragmatic Learning Pvt. Ltd.

© 2012 Pragmatic Learning Pvt. Ltd.

© 2012 Pragmatic Learning Pvt. Ltd.

Source : Wikipedia

Status Update

Please, NOW

Are you with RSS ?• http://economictimes.indiatimes.com/rss.cms

LinkedIn Today

Handpicked News + Thought Leadership

LinkedIn Answers

Not exactly Relevant from a Sales Perspective

Not Recommended• Unless, you are a Property Advisors• Only one category called Personal Real Estate

LinkedIn Search

Let’s Bring it On

How are we doing it Today ?

Let US Discuss

Are you Using this?• Advanced Search• Alumni• Profile Views• LinkedIn Polls and Events• LinkedIn Groups• Signal• Organize Profiles of Prospects and Leads

Open Group Members-Only GroupActivity

Joining Group Moderator Approval, Not Always Necessary

Only on Moderator Approval

Participating in Group Discussions

Any LinkedIn Member (Joining Group Not Necessary)

Members-Only

Posting Discussions

Group Member (Joining Group Necessary)

Members-Only

Share on Facebook, Twitter + Search Engines

YES NO

LinkedIn Groups

Source : Wikipedia

Search

Please search for your Prospects, NOW

LinkedIn Company Page

Are You taking Advantage ?

Integrated Approach MustLinkedIn Company Page

Existing LinkedIn Assets

Existing Web Presence

Key Company Leaders

Approach

Persona Power – Use It | Recommendations

Target Your Prospects

Get Productive

Do More in Less Time

Productivity Tools• Outlook Social Connector + Lotus• Sharing Bookmarklet• Mobile – iPhone (Card Munch), iPad Android

inmaps.linkedinlabs.com

Privacy

It is in Your Hands

Real Estate – Case Studies & Analysis

US and India

“Real Estate” Keyword Analysis {US}

Inbound Marketing is helping in Education, Lead Generation, Customer Engagement and Service

Source: HubSpot, 2011

Indian Real Estate DevelopersDeveloper Website Blog Facebook Twitter LinkedIn

Useful Information for Buyers

Sales Related Information

DLF No Yes No X X X

Unitech No Yes No X Promotions

Promotions

Tata Housing Yes Yes No OK Promotions

X

Sobha Developers

No Yes No OK Promotions

X

Prestige Constructions

Yes Yes No OK X X

TVH No Yes No X No X

Social Media

X – presence but poorly maintained I Promotions – Used only for Promotions

Inference from Indian RE Developers• Real Estate Developers yet to warm up – Why?– Internal Corporate Distractions (DLF, Unitech)– Legacy Sales Teams and Active Broker Network– Customer : Not many Trustworthy Options ( An

internal customer survey in 2011 by a Gurgaon Real Estate Developer found highest Customer confidence in DLF)

LinkedIn – A Daily Habit

Recommended Work Plan

Sorry ! May look like a Prescription

LinkedIn Profile & Status Updates = 10 Minutes ( 1 Status Update & Rest Profile Enhancement)

Making Connections = 10 Minutes

Research = 10 Minutes ( Groups, Skills)

Learning Centerlearn.linkedin.com

Min. Twice a Week – 30 Minutes Session

Another good idea would be to take up each LinkedIn feature in separate sessions. So, one session for profile, other for connections and so on. LinkedIn Status Update is a regular MUST

Other Suggestions• Subscribe to our Newsletter at

www.pragmaticlearning.in• Follow our LinkedIn Company Page at

http://www.linkedin.com/company/pragmatic-learning

• If on Twitter, follow us on @pragmaticlearn

Talk to Us

raj@pragmaticlearning.in(+91) – 971 724 0021

www.pragmaticlearning.in

TM

© 2012 Pragmatic Learning Pvt. Ltd.