This session by Thomas Fanelli was presented during the 2011 Executive Roadshow in San Diego, CA. It deals with Social Media Lead Nurturing for Property Managers and explorers creative ways property managers can use social sites like YouTube, Facebook, and LinkedIn to generate more leads and close more business.

1. Nurturing Tenant and Owner Prospects through Social Media Part Black Magic & Part Rocket Science

2. Goals For Today's Session Social Media and Sales Process Social Lead Nurturing – Real-world Techniques Understanding Lead Nurturing Tools to Make Life Easy

3. Thomas Fanelli Thomas M FanelliVP Product MarketingSMB Division/RealPage Over 15 Years of Internet Marketing 5 Years Running Interactive Agency Specialized Focus on Local Search Focused on Property Management Last 6 Years ©2011 RealPage, Inc. — All rights reserved. Slide 3

4. Group Feedback Do you consider yourself: Active in Social Media? A Social Media Bystander? What’s Social Media?

5. Social Mediaand the Sales Cycle

6. Demand Gen vs. Influence ©2011 RealPage, Inc. — All rights reserved. Slide 6

7. The “Follow Me” Culture Easier people can follow you, the easier they become leads. ©2011 RealPage, Inc. — All rights reserved. Slide 7

8. Social Engagement Micro Blogging Fan, Follow, Friend Personal Connections ©2011 RealPage, Inc. — All rights reserved. Slide 8

10. Branding/PR

11. Retention

12. Lead Generation

13. It’s Role

14. Thought Leadership

15. Customer Service

18. Quantity

19. Reporting

20. Goals

21. Branding/Awareness

22. Experimentation/Testing

23. Target Metrics

24. Website Traffic

25. Facebook Fans

26. Twitter Friends

27. Referrals

29. Getting the Most Out of YouTube Why Should You Use YouTube? Easy Way to Promote Rentals Differentiate Your Business Establish Thought Leadership Promote Testimonials It’s SEO Relevant Large Voume of Traffic Easily Integrates to Other Social Sites 38% Watched YouTube (Last Week)

30. Real World YouTube Examples

31. Company Highlight Video Generally Low Cost On-Demand Differentiate From Competition Clearly State Your Benefits SEO Relevance

32. Rental Walk-Through Videos Rental Walk-Through Videos Typically No/Low Cost On-Demand Differentiate From Competition Easily Integrate to Propertyware Easily Integrate to Social Media Higher Quality Rental Marketing Benefit in Eyes of Owners

33. Example Walk Through Video

34. Video Ideas Testimonial Videos Real Estate Investing Videos Local Real Estate Marketing Analysis Property Walk Throughs Property Slideshow Videos Property Maintenance Videos “How to” Videos How to Prep for Move Out Understing the Move Out Process How to Clean a Spill How to Run a Pool Timer

35. Getting the Most Out of Facebook Why Should You Use Facebook? Large, Diverse Audience(renters, owners, orgs, etc.) Highly Visible, Highly Sticky Because of this… You can increase tenant retention Prospective tenants will see your reputation Prospective owners will see your reputation You will recruit new owner You will get unsolicted testimonials It’s SEO Relevant 52% of Americans have Facebook Profiles

36. Branding – Custom Design Fan Page Differentiate Your Company Custom Logo Custom Welcome Page

37. Tenant Retention – Gift Cards Announce Winners on FB Giving Away Gift Cards & Prizes

38. Lead Generation - Videos YouTube Video Posted on Facebook Users able to comment Users can “Like” Video Posted in Propertyware

39. Referrals & Thought Leadership Event Promotion Referrals/Thought Leadership

40. Posting Rentals to Facebook Links to Your Site Facebook Marketplace

41. Gather at the Social WatercoolersGroups, and Q&A Sites

42. Joining the Conversation LinkedIn.com Groups and Q&A Distressed Real Estate Many Various Topics Quora.com Various Real Estate Discussions Other Various Topics Blogging Develop Your Voice SEO Relevant Content

43. Finding Leads with LinkedIN

44. Finding Leads with LinkedIN InMail InMails are trusted messages that you can use to contact anyone on LinkedIn .

45. Finding Other Relevant Connections

46. Putting Your Content to WorkHow Lead Nurturing Can Help Your Business

47. Key Concepts – Lead Nurturing Lead Nurturing is the process of building relationships with qualified prospects regardless of their timing to buy. WEBSITE PHONE CASE STUDY VIDEO PRICING REVIEW SITES SOCIAL MEDIA ENGAGEMENT LINE INITIAL CONTACT ENGAGEMENT SECRET SAUCE

48. Why Is Lead Nurturing Important? Nurtured Leads Produce a 20% Higher Sales Opportunities 33% Lower Cost Per Lead Close 7% More Sales Reduce “No Decisions” by 6% Higher Professionalism and Expertise

49. Key Concepts – Social Lead Nurturing Social Lead Nurturing leverages a social connection with your prospects and customers, allowing you a deeper, consistent, and ongoing relationship beyond the initial sale.

50. Group Feedback Do you currently use: Facebook? Twitter? LinkedIn? YouTube? Other?

51. Optimizing Your Social EffortAutomate and Streamline

52. 3 Tricks the Pro’s Use New Friends Schedule Go Mobile

53. Xobni for Outlook

54. Rapportive – Gmail/Google Apps

55. Card Munch Address Book Integration Social Integration Scan Business Cards OCR

56. NutShell Mail by Constant Contact Social Updates via Email Works on Multiple Sites Scheduled & Consolidated Best of All it’s FREE!

57. HooteSuite Social Management Analytics & Metrics Team Collaboration Automation Features

58. Q&A