Empowering Marketing Success in CRE: The Dynamic Duo of Written Content and Public Relations

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Written-Word-and-PR

Successful marketing strategies for commercial real estate firms increasingly rely on the dual powerhouses of the written word and public relations. In a digital landscape where presence and perception govern success, these elements stand out as vital for differentiating CRE firms, building trust, and establishing a strong brand presence. Let’s dig into why these tools are beneficial and essential for CRE success.

The power of the written word

The written word is the backbone of effective communication in the CRE industry. Through well-crafted content, firms articulate their value proposition and engage their audience.

 

  1. Establishing authority and expertise

Expertise is a significant currency in the CRE market. Clients gravitate towards firms that not only demonstrate a comprehensive understanding of the market but can also forecast trends and provide actionable insights.

Regularly publishing content highlighting a firm’s knowledge and insights on industry dynamics, regulatory changes, and investment opportunities establishes its authority. When backed by data and analysis, this content reinforces the firm’s expertise and fosters trust among potential clients and partners.

 

  1. Enhancing visibility and SEO

In today’s digital age, a firm’s online presence is crucial. The strategic use of SEO techniques in content creation can catapult a CRE firm to the top of search engine results, significantly increasing its visibility to potential clients.

Ventures attract a larger audience by incorporating industry-specific keywords, engaging titles, and valuable insights into their content. This improves website traffic and enhances engagement with potential clients, setting the stage for lead conversion and business growth.

 

  1. Telling a compelling brand story

A compelling brand story is at the heart of effective marketing. Through blogs, case studies, and social media content, CRE firms can share their journey, values, and vision. This narrative approach humanizes the brand, making it more relatable and memorable to clients.

By weaving their ethos and achievements into their content, firms can differentiate themselves in a crowded market, creating a distinct brand identity that resonates with their target audience.

The role of public relations

Public relations is more than media management — it involves shaping perceptions and building a positive brand image through strategic communication.

 

  1. Building and managing reputation

A sterling reputation is invaluable in the CRE industry. Firms craft a public image that reflects their integrity, professionalism, and success through strategic PR efforts. This involves showcasing achievements and milestones and engaging in community and industry initiatives that reflect the company’s values.

By managing how they are perceived publicly, CRE enterprises build a foundation of trust and credibility, which is essential for attracting clients and partners.

 

  1. Networking and relationship-building

The value of networking in the CRE industry is immense. PR opens doors to building relationships with key media contacts, industry influencers, and potential clients. Through events, press releases, and social engagement, firms can amplify their achievements, share their insights, and position themselves as leaders in the field.

These connections are not just avenues for publicity but are also critical for fostering partnerships, exploring new opportunities, and driving business development.

 

  1. Crisis management

No industry is immune to challenges, and how a firm responds to crises can significantly impact its reputation. Effective PR strategies equip CRE companies with the tools to manage adverse situations gracefully and transparently.

Whether addressing client concerns, navigating market downturns, or responding to unforeseen events, a well-crafted PR response can mitigate reputational damage and reassure stakeholders of the firm’s resilience and commitment to excellence.

Synergy for success

Integrating written content with public relations creates a powerful synergy, amplifying a firm’s ability to communicate effectively, engage with its target audience, and build a robust online presence. This holistic approach ensures that every piece of content and every PR activity is aligned with the organization’s strategic objectives, maximizing impact.

A vision for the future

Looking ahead, integrating compelling written content and strategic public relations is the cornerstone of success in commercial real estate. As we navigate an increasingly digital world, these tools offer more than just a competitive edge — they provide a pathway to building enduring relationships, establishing unquestionable authority, and crafting a legacy that transcends the conventional boundaries of the market.

Embracing these strategies, CRE firms position themselves for immediate success, sustainable growth, and influence in an ever-evolving industry. The future belongs to those who communicate effectively, connect authentically, and engage strategically. In commercial real estate, where every transaction begins with trust, the written word and public relations are the keys to unlocking unparalleled success.

 

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Building Lasting Influence: The Long-Term Journey of Thought Leadership and Public Relations

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Building Lasting Influence: The Long-Term Journey of Thought Leadership and Public Relations

Thought leadership and public relations are integral components of a successful marketing strategy, especially in industries like commercial real estate, where trust and expertise are paramount. Unlike traditional advertising or short-term marketing campaigns, thought leadership and PR represent a commitment to long-term growth and brand building. Let’s explore why these strategies are not overnight ventures but enduring pursuits requiring patience, consistency, and strategic planning.

The nature of thought leadership

Thought leadership is an approach where a company or individual is recognized as an authority in their field, influencing others with innovative ideas, insightful commentary, and leading-edge knowledge. It’s about being at the forefront of your industry, shaping discussions, and being the go-to source for insights and solutions. This status cannot be achieved overnight. It demands a deep understanding of the industry, continuous learning, and the ability to foresee and comment on trends and changes.

Building Credibility Takes Time

Establishing yourself and your company as thought leaders is a gradual process. It involves consistently producing high-quality, insightful content that addresses current issues and future trends, and provides unique perspectives. Thought leadership content can include media features, contributor articles, blog posts, white papers, speaking engagements, social media content, email, and more. The key is to offer value that goes beyond the promotion of products or services.

Developing a Robust Network

Thought leadership also involves networking and relationship building. Engaging with other industry leaders, participating in panel discussions, and attending industry events are crucial. These activities foster relationships that amplify your message and establish your authority in the field.

The evolution of public relations

Public relations in the digital age has evolved far beyond traditional press releases and media relations. Today, PR encompasses a broader scope of activities to build and maintain a positive public image and foster relationships with various stakeholders, including customers, partners, employees, and the media.

Long-Term Reputation Management

PR is about managing your brand’s reputation over the long term. It involves strategic communication that aligns with your brand’s values, vision, and mission. Crisis management, an integral part of PR, exemplifies this well. Handling a crisis effectively can enhance a brand’s reputation but requires pre-established trust and credibility.

Building and Nurturing Relationships

Effective PR is rooted in building lasting relationships with media representatives, influencers, and the public. This ongoing process involves regular engagement, providing relevant information, and being responsive to feedback. This also includes managing online presence and engaging with audiences on social media platforms in today’s digital world.

Integrating thought leadership with PR

Integrating thought leadership with PR is a strategic move. When a company’s executives or representatives share expert opinions, offer insights on industry trends, or provide solutions to pressing issues, they enhance their reputation as thought leaders and contribute positively to the company’s PR efforts.

Enhanced Media Opportunities

Media outlets are more likely to feature a company known for its thought leadership. This can lead to increased visibility and opportunities for further brand building.

Greater Trust and Loyalty

Audiences tend to trust brands that offer genuine, valuable insights without overt self-promotion. This trust translates into loyalty and can significantly impact consumer decisions, especially in sectors like commercial real estate, where investments are substantial.

Tangible rewards and growth

Thought leadership and public relations are inherently long-term strategies. They require a commitment to continuous learning, consistent engagement with audiences, and a strategic approach to content and communication. In industries where credibility and trust are crucial, such as commercial real estate, integrating thought leadership and PR can distinguish a company as a trusted authority, fostering long-term success and sustainability. The journey isn’t brief or easy, but the rewards in terms of brand reputation, customer loyalty, and industry respect are well worth the effort.

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Sustaining Growth During Economic Uncertainty in Commercial Real Estate with Public Relations

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Sustaining Growth During Economic Uncertainty in Commercial Real Estate with Public Relations

In the challenging landscape of economic uncertainty, every sector feels the impact, and commercial real estate is no exception. Yet, with a robust public relations (PR) strategy, commercial real estate firms can navigate these turbulent times. PR is an essential part of preserving trust, demonstrating the continued value of your offerings, and enhancing your reputation in the industry.

This comprehensive guide will delve into the indispensable role of commercial real estate public relations during challenging economic conditions and explore essential strategies for success.

Emphasizing Value Amid Economic Uncertainty

During an economic downturn, investors often become more cautious and selective, scrutinizing their investments carefully. It’s in these critical moments that your commercial real estate public relations strategy needs to take center stage, offering clear and consistent communication that amplifies the inherent and enduring value of your enterprise and assets.

In the complex world of commercial real estate, the concept of value extends beyond the simple metrics of ROI and NOI. Value encompasses the experiential component of the stakeholder’s involvement, how well you align in terms of corporate culture, how you support the industry and community, and the knowledge and insights you provide. Each press release, social media post, or investor communication should reinforce these dimensions of value, offering powerful reassurances about the resilience and potential of your venture.

The channels of communication you employ should resound with the story of your enterprise’s enduring value. Whether it’s newsletters, press releases, investor briefings, or social media posts — every touchpoint should echo this core message. And in an age where storytelling reigns supreme, the narratives you weave can make your value proposition not only digestible but also highly engaging and convincing. It’s about painting a vivid picture of each offering’s potential, its place in the community, anticipated growth trajectory, and unique selling points that set it apart in the market.

Leveraging Media Relations and Thought Leadership

Economic uncertainty triggers a thirst for insights and understanding. Stakeholders, potential investors, and media outlets are constantly seeking expert analysis and interpretations about the commercial real estate market’s state and its future. This scenario presents an opportunity for commercial real estate firms to step up and meet this demand.

By harnessing media relations and establishing your firm as a thought leader in the industry, you can feed this demand for information while simultaneously boosting your brand visibility. Initiate proactive engagements with journalists and offer expert commentary on market trends, property valuations, and the wider economic impact on commercial real estate.

Regularly publishing contributor articles and blog posts that provide insights, predictions, and advice about the market can also reinforce your firm’s status as an industry authority. It’s about creating a dialogue around the challenges and opportunities the current market presents and offering guidance based on your firm’s experience and expertise.

Moreover, don’t hesitate to showcase examples from past economic downturns where your firm successfully navigated the challenges. These real-life narratives can serve as powerful testimonials of your firm’s resilience, strategic prowess, and industry expertise, helping to bolster confidence among your stakeholders.

Building and Nurturing Relationships

Economic uncertainty can often spark apprehension among stakeholders. Their concerns about the market’s stability and their investments’ performance are entirely valid, and addressing these concerns should be a key component of your commercial real estate public relations strategy.

Proactive and transparent communication becomes crucial during these uncertain times. Regular updates on market conditions, changes in enterprise and property value, and strategic adjustments your firm is making can go a long way in keeping stakeholders informed and engaged. These updates can be shared through various channels – newsletters, social media updates, webinars, or even one-on-one calls. The objective is to maintain an open dialogue with your stakeholders and address their concerns in real time.

The importance of nurturing relationships within local communities should not be understated either. Demonstrating that your firm is genuinely invested in the well-being of the community can foster a positive image and public support. This could involve participating in local initiatives, sharing updates on how your projects are contributing to the local economy, or even volunteering in community improvement projects. A firm that is seen as a community partner, rather than just a commercial entity, is likely to earn a better reputation and stronger public support.

Demonstrating Commitment

While economic uncertainty does present significant challenges, it is far from an insurmountable obstacle for commercial real estate firms. A solid, well-executed public relations strategy can help your firm navigate these challenging times, preserving its reputation and ensuring continued relevance in the market. By emphasizing the enduring value of your company, brand, and/or properties, leveraging media relations to establish thought leadership, and nurturing strong relationships with stakeholders and the local community, your firm can demonstrate resilience, adaptability, and a commitment to its stakeholders.

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How PR Drives Investor Relations

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PR for Investor Relations

Learn how PR supports investor relations. Find the insights of our CEO and Creative Director in this expert panel on the subject.

Click here to read the article

 

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Value-Add Inbound Content for Brand Positioning in Real Estate

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Value-Add Inbound Content for Brand Positioning in the Real Estate Industry

What does your brand represent?

A brand embodies your values and attitudes toward your product and customers – and your prospects’ perceptions.

Your approach to marketing positions your brand as a provider of knowledge, value, and solutions – and has a direct bearing on your ability to attract and convert prospects to clients.

Let’s get into the ‘whys’ and ‘hows’ of improving your brand position through compelling inbound content for your marketing channels in the real estate industry.

Why Inbound Content for the Real Estate Industry?

While there are many ways to connect with your target market, inbound marketing is the most effective and does the most to support your credibility – and generate value.

If your brand were real property, inbound marketing and thought leadership would be your value-add strategies to enhance amenities, optimize expenses, and drive NOI.

Traditional outbound methods such as broadcast, print, cold email, and pay-per-click (conventional by current inbound best practices) may get your message to the public; however, they don’t provide your ideal prospects with substance. Outbound marketing provides linear (and often diminishing returns), while inbound strategies are logarithmic in generating increasing returns.

Inbound strategies bring the leads to you and uniquely position you as a credible provider. Outbound strategies convey neediness that doesn’t command the respect of prospects and doesn’t prompt them to contact you in appreciation of your insights.

For lean marketers (I’m not talking about your figure) – which is everyone in the current market – inbound content marketing is far less expensive. Though a sophisticated, credible piece of content, such as a whitepaper or contributor article, may require time and expense, it provides a one-time expenditure with continuous and increasing returns (with consistent promotion to your web and social channels supported by video).

Effective Real Estate Brand Positioning via TL

The essence of effective brand positioning is thought leadership (TL) via the inbound channels your prospects frequent.

‘Thought Leadership’ is an oft bandied about catchword; however, it’s an aptly named strategy that builds brand value and status through the most valuable asset – knowledge. TL also projects authenticity and transparency – 94% of consumers are loyal to companies with transparent practices, and 91% prefer authentic brands.

While many perceive competition as intense in the real estate and related industries, it’s relatively straightforward to differentiate yourself through TL and inbound content marketing. Surprisingly, the majority of firms are not utilizing these tools or implementing them consistently.

Your competitors may have similar products, services, and solutions that are viable substitutes for your offering; however, they don’t have your unique personal and collective knowledge. Besides, competing firms are likely not leveraging their insights as effectively as you are or will.

Knowledge, above innovative features and benefits, is your intrinsic differentiator and driver of value in a competitive marketplace. Incidentally, 75% of decision-makers attribute their final choice to sign with a company based on the substance of the vendor’s TL, while 70% determine your ability to deliver primarily based on your insights.

Inbound Content Opportunities

What are the most effective inbound content strategies for real estate executives and their enterprises?

The key to effective content that appeals to prospects and investors is offering answers and solutions to the questions and dilemmas they are facing.

For instance, if you’re offering a SaaS solution to help commercial property owners and asset managers track and interpret large volumes of contract data across a portfolio, you can provide content that answers questions such as:

  • How does it simplify operations?
  • How will it help me provide enhanced value to my clients?
  • How does it reduce expenses?
  • How is the software implemented?
  • What type of equipment do I need?
  • Does the service run entirely in the cloud?
  • Are there self-hosting options for greater security and control?
  • Is the solution sustainable in economic, operational, and environmental terms?

Knowing that prospects are seeking answers, what are the best opportunities to connect with high-level prospects – decision-makers – in the real estate industry?

The most popular and highest-value content forms include:

  • Podcast
  • Blog posts
  • Contributor articles
  • Whitepapers
  • Informative and inspiring social videos
  • Live streaming video on LinkedIn, FB, and Instagram

 

These inbound content forms yield not only leads directly, but also additional media opportunities, including invites for guest/contributor spots on podcasts, blogs, and high domain authority (DA) industry publications.

What are the best channels to distribute your inbound content?

  • Your corporate website
  • LinkedIn (B2B)
  • Facebook and Instagram (B2C)
  • Podcast platforms
  • YouTube, Vimeo
  • High DA publications (Forbes, VentureBeat, Inc, Entrepreneur, etc.)

 

How do you leverage these channels to generate leads?

  • Supporting your content with video
  • Tagging of people, companies, and groups
  • Sharing to groups and pages
  • Partnering with competitors and affiliated firms
  • Paid or ‘boosted’ posts

 

Putting it into Action

How do you get started?

These strategies can be overwhelming to consider, but taking the first step is simple:

  1. Create an outline of your ideal prospects’ demographic and psychographic profile, needs, desires, and the questions they’re asking.
  2. Research what channels and platforms they’re most active on and engage with them to understand their questions and language.
  3. Create a content map of all the insights you can share and leverage this to create topic ideas – incorporate SEO research for relevance.
  4. Start writing consistent content or enlist the help of content professionals.
  5. Publish your content, support with video and imagery, and engage with your audience to build your following.

Have more questions? Please leave a comment or contact us directly.

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Sustaining Growth in the Real Estate Industry Despite Recession

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Sustaining Growth in the Real Estate Industry Despite Recession

If we weren’t certain before about an impending recession, we’re all pretty sure that it’s here now. The COVID-19 crisis and Congress’s response with the prompt passage of the CARES Act have quasi-officially welcomed the recession.

What does the recession mean for continued growth in the real estate industry?

It’s time for a renewed commitment to our marketing.

My intention with this statement is not self-serving. As a marketing firm, we too, make sure that consistent and thoughtful marketing is even more a priority than usual.

Rather than drawing back the budget to ‘conserve,’ we need to generate consistent, quality thought leadership and public relations content to keep our message prominent in the minds of ideal prospects and our stakeholders.

Let’s talk about some of the critical considerations for growth in a down market.

 

Volatile Demand

We can assume that a recession will mean fewer prospects and reduced conversions, though this may not be the case for every niche.

As we proceed, we’ll find a greater share of motivated commercial and residential sellers due to falling and stagnant values, deferred rents, loss of jobs, and declining incomes.

Indeed, many parts of the industry will experience restriction as demand for commercial and retail space is held back by lockdowns and the consequent shift toward remote work and online retail.

Multi-family will continue to do well, but increasing demand will mean an expanding market that must be addressed with your message.

The Fed’s move toward zero range rates is excellent for short-term refinance and purchase volume, as well as reducing the cost of financing for development; however, construction financing is typically figured on the 10-year Treasury, which moves independently of the Fed Funds Rate and recently increased 25 basis points – the impact on commercial development may be negligible.

What’s the answer to achieve sustained growth?

 

What Drives Your Growth?

Diligent and thoughtful marketing.

All other factors aside, thought leadership positions your firm for sustained long-term growth most efficiently.

The most refined and advanced processes and technology may drive your value chain and core competencies; however, they will generate little bottom-line returns unless the public is aware of your ongoing strength and presence. The need for public awareness is essential regardless of the pandemic and resultant market volatility.

When businesses and consumers receive their aid as part of the economic relief package, and the crisis passes, you need to be properly positioned as the best choice for their expenditures – those which will be made judiciously.

 

Investing in Increasing Returns

I’m not suggesting that you blindly throw funds into marketing during the recession. Veritably, this is the time to be most judicious – though not conservative – with your marketing budget.

For the best results and efficiency in utilizing your budget, focus on marketing strategies and channels that yield escalating rates of results and returns as you consistently apply them. Some methods don’t behave in this fashion. Examples of predominantly linear result generating strategies include pay-per-click, direct mail, and paid social media.

Stated in other words: once you stop paying, the results subside; you only get out what you put in. Conventionally, that may make sense; however, digital thought leadership marketing, in particular, creates results that compound over time with consistency.

Consistent marketing via thought leadership to your website, social channels, and the media, effectively position your brand and build trust – vital during times of volatility when B2B and B2C consumers raise the question of solvency and longevity concerning the firms they patronize loyally.

 

Flourish in a Down Market

The message of this article is straightforward: flourish in a down market by placing emphasis on building marketing systems and messages that deliver increasing returns at lower cumulative expense than traditional methods.

While quality content is expensive, it’s worth it compared to the hundreds of thousands that can be easily spent away on messages that don’t stick or provide real value to your market.

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Why Sustainability is Crucial in Your Thought Leadership Content

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Why Sustainability is Crucial in Your Thought Leadership Content in the Commercial Real Estate IndustryCreative Real Estate Copy

You can attribute it to many things: tightening environmental regulations, social change, and consumer tastes, but one thing is certain – business and consumer prospects want to see environmentally and socially-conscious messages.

But it goes beyond environmental concerns. Sustainability is about human health, social progress, and the physical and financial prosperity of all stakeholders to the industry and community.

Getting to the Heart of Sustainability in Commercial Real Estate

How can we succinctly describe ‘Sustainability?’ Is it about being ‘green?’

Yes. However, it’s a complex topic that merits a lifetime of devotion and study.

The heart of sustainability is the 3Ps or ‘triple bottom line:’

People, Planet, and Prosperity.

Human progress and innovation in these three respects improve our odds of maintaining a green planet and eliminating conflict due to economic and social strife.

Wasteful and negligent business, investment, and construction practices pollute the environment, contribute to disease, repress social progress, and restrict communities economically.

To illustrate further, let’s look at an example of considerations in sustainability specific to commercial real estate, asset management, property management, and workplace development:

 

Aspect of Sustainability
Components
Human Health
  • Quality healthcare
  • Excellent education
  • Indoor air quality (IAQ)
  • Water quality
  • Indoor environmental quality (IEQ)
  • Thermal comfort
  • Natural views
  • Ergonomics
  • Functionality (productivity)
  • Daylighting
  • Walkability
  • Transportation
  • Open space
Environmental Health
  • Reduced material consumption (3Rs)
  • Regionally-sourced materials (limits transportation waste and pollution)
  • Efficient water use
  • Reducing the carbon footprint
  • Native and adaptive vegetation
  • Protection of waterways, lakes, oceans, and aquifers
  • Stormwater runoff mitigation
  • Leveraging emerging green technologies
  • Reducing solar heat gain and island effect
  • Brown and greyfield remediation
Economic Health
  • Durable construction materials and methods
  • Use of local labor
  • Energy efficiency and reduced operating expenses
  • Minimized liability for sick building syndrome (SBS)
  • Quality education for a skilled and adaptable workforce
  • Efficient and ergonomic design for productivity
  • Quality public transportation and infrastructure
  • Designs and operations that appeal to incoming industry and capital – regional growth and prosperity

 

These are all interrelated, and synergies exist in benefits across the components of the 3Ps.

Incidentally, these are pertinent topics and elements to incorporate in your thought leadership messaging strategy. This table is a significantly abridged list – you’ll never run short of content ideas when weaving your sustainable brand position.

Got it. So, how do content marketing and thought leadership mesh with these high-level objectives?

Demonstrating Expertise and Commitment to Innovation

Our primary goal in thought leadership is to advance our brands and build trust. The most practical and effective way to accomplish this is through written content.

Every bit of content you distribute – email to editorial – is an opportunity to show that you know your industry, your prospects’ problems, and how to solve them.

Coincidentally, many of your prospects’ and users’ problems are centered around issues of sustainability, regardless of whether identified as such.

Cash flow issues? Tenant Satisfaction?

Both have causes and remedies involving efficiency, comfort, and long-term functional utility.

Incorporating these topics in your press releases and ghostwritten contributor articles shows that your commitment to values and principles is more profound than to economic profit and social status.

As opposed to formal mission and ethics statements that attempt to convey sustainability consciousness, editorial and informative content provide concrete evidence to the audience of your knowledge and dedication to doing the right thing for people, planet, and prosperity.

Furthermore, talking about sustainability in your thought leadership campaigns positions you and your firm as a conscientious innovator in your field.

Carving Out Your Brand Position and Building Social Goodwill

For pragmatists, this is really about brand positioning. Considering that young and older generations alike are becoming more sustainability-conscious, we need to make it a priority for inclusion in our marketing.

Millennials – now the largest segment of our population – gravitate to sustainable brands and are willing to pay a premium for associated products and services.

But it’s not limited to millennials; 57% of Baby Boomers self-report that they’re more concerned about protecting the environment now than when they were in their 20s, while 68% indicate they’ve changed their practices concerning environmental preservation.

Community support and social goodwill for your venture are paramount. Whether it’s financing, permitting, or leasing, you’ll need the community on your side:

42% of US and UK consumers consider sustainable materials to be the deciding factor in their purchasing decisions, and a third hold brands responsible for environmental health and change. Additionally, two-thirds put more trust in brands that make a public pledge to sustainability.

Become a Sustainable Brand

Commit to pursuing sustainable practices in your commercial real estate projects – and talk about it publicly on a broad spectrum of media.

If you’re not sure exactly where sustainability fits into your business and how to leverage sustainable strategies to grow your practice through efficiency and goodwill, consult with design and content specialists that have an intimate understanding of the topic and how to relate it effectively to your audience in ways they find accessible and appealing.

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Leveraging Ghost Writing for Real Estate Contributor and Thought Leadership Articles

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Leveraging Ghost Writing for Real Estate Contributor and Thought Leadership Articles

Recent research by LinkedIn and a team of third-party analysts revealed that 58% of decision-makers attribute their closing decision to the clarity and articulation of a firm’s thought leadership strategy.

Brand positioning requires diligence and consistency, and it’s sometimes hard to know what to write about, how to present it, and where to publish, but for those executives that make the commitment to a thought leadership strategy, the results are tremendous.

SEO-optimized articles written on topics that prospects are actively searching for drive quality organic traffic from search engine results pages (SERPs).

This approach projects your personality and positions you as an expert, commanding the attention of accredited investors, potential partners, clients, and community stakeholders.

Let’s discuss how a thought leadership strategy driven by informative and actionable articles precipitates increasing returns.

 

Sharing Your Knowledge

What is the most valuable commodity in the digital age?

Knowledge.

Knowledge is the intellect’s interpretation of available information and data.

Specialized education and experience as an executive in your industry equip you with the insight to provide valuable information to audiences needing extremely specific types of knowledge.

The most in-demand pieces are articles and blog posts that provide insights from credible experts in focused niches.

How do you most effectively convey this knowledge?

Sensible advice shared where it’s sought.

Dedicated channels exist in every industry:

  • Professional forums.
  • Community and professional/corporate blogs.
  • Print and digital news publications and journals.

Your prospects are searching for answers related to the problems or needs your offerings address. How do you learn what solutions are needed?

The concerns that you identify provide the ideal focus for your answer-based thought leadership strategy.

 

Understanding Your Target Market in the Real Estate Industry

 

identifying real estate industry target market

 

It’s your task as a thought leader to learn what challenges your potential clients and stakeholders are facing. The most efficient way to achieve this is by engaging with them on the social channels they frequent.

Take note of your prospect’s communication styles and the favored means of consuming information – video, infographics, webinars, ebooks, etc. Listen to the kinds of questions they’re asking and what feedback they’re offering on the industry.

Through your writing, you can establish a sense of rapport with your readers. By the time potential clients take the initiative to call you, they’ll feel as though they know you personally. You’ll have fought and won the hardest battle at the outset: earning trust.

As you proceed with your research, keep these in mind:

  • Study observable prospect problems and needs.
  • Pay attention to communication styles and preferences.
  • Consistent content development and posting build readers’ trust and sense of rapport.
  • Focus on providing pertinent answers to specific (long-tail keyword) questions your audience is asking.

 

How to Choose Topics: Keyword Research

 

 

Selecting a topic that appeals to readers and gets the attention of search engines is the most challenging aspect of a thought leadership article strategy.

We want our content to provide valuable information, but that won’t be possible unless our ideal prospects are looking for and can find what we’re offering.

How do we make sure that what we write is something our readers want to hear?

Diligence and cutting-edge keyword research.

Taking a scientific approach to generating content helps you feel more confident about the message you’re sending, and that it will have the intended effect.

Keyword research reveals insights to more fully solve our readers’ problems.

What to consider in your keyword strategy:

  • Focus on providing value according to existing demand for knowledge.
  • Be receptive to insights regarding user search behavior and needs.
  • Develop content that comprehensively addresses prospect needs.
  • Analyze keyword volume trends to predict PPC (pay-per-click) marketing results/costs and minimize CPC (cost per click).
  • Utilize Latent Semantic Index (LSI) keyword suggestions to generate well-rounded body content for your article.

 

SEO Benefits of Thought Leadership in Real Estate

 

 

Though our high-level intention is to shape our prospects’ image of our brand, the pragmatic objective of thought leadership is to generate traffic and conversions.

Ghostwritten contributor and thought leadership articles are the most effective approach to improving your site or profile’s ranking in search results.

Why are thought leadership articles so effective?

A properly optimized article based on thorough keyword research answers specific questions for which your audience is searching.

This article is an example of a topic based on keyword research. The title, headings, and body incorporate keywords based on the highest-ranking phrases for search volume.

For real estate contributor articles published to channels such as Forbes, Business Journal, and Huffington Post, you’ll receive a ‘follow’ backlink – an embedded link that search engines and readers can follow to your sites.

Aside from providing direct referral traffic, search engines will notice the link and crawl it to your website.

All things being equal – having a spectacular website with compelling and professional real estate copywriting – search engines favor keyword-optimized content and sites in results.

Why go with thought leadership for SEO advancement?

  • Contributor articles provide high-quality backlinks generating direct traffic and kudos from search engines for relevance.
  • Search engines and readers appreciate easy-to-read content with limited passive voice, balanced sentence length, clear structure, and varied vocabulary.

 

Posting Frequency and Choosing Publications

 

 

How often should I post contributor articles and thought leadership content?

Depending on your budget and the demand for new content in your field, weekly or monthly (at the least) posting will build momentum and generate results in the near term.

Whereas a blog post on your website might capture a few hundred views initially, contributor articles on high domain authority (DA) websites yield thousands of reads and website clicks in the same timeframe.

Should I post content to my blog, LinkedIn, or third-party publications?

In choosing whether to post content to your website or a third-party media outlet, weigh the potential PR and SEO benefits of each channel against the cost of professionally prepared and well-reasoned content. You’ll want to opt for the best writer you can find if pursuing trending media publications, high-quality traffic, and organic rankings.

Quality content always costs what it’s worth.

A note about budgeting as it relates to marketing, written content, and business strategy: every dollar spent on advertising will generate a measurable return on investment – worthwhile when well executed.

Consider the potential closings, pledges, and dividends when deciding how much to allocate to marketing in relation to R&D, technological infrastructure upgrades, training, and other business activities with a less direct impact on revenue.

To reduce content costs but maintain a daily posting schedule, content curation via tools such as Curata, Scoop.it, and others allow you to provide valuable content to your audience without the pressure of generating it on a daily basis.

Posting and publication guidelines and notes:

  • Posting 1-4 times per month is optimal.
  • Weekly blog postings generate readership and boost rankings.
  • Daily social posts can consist of curated and reshared content.
  • Publish contributor articles at least monthly.
  • Target publications that serve your audience specifically.
  • Targeted campaigns earn the most results per ad dollar.
  • Credible content is worth the cost considering potential ROI.

 

Getting Started with a Ghost Writer for Real Estate

 

Now you’re convinced that thought leadership is a great thing and you’re ready to go for it.

 

How do I get started?

  1. Contact a writer and/or marketing consultant with industry-specific knowledge.
  2. Identify whom you want to target with your message, and the results you envision.
  3. Select publications that serve and are trusted by ideal prospects.
  4. Write articles that meet actual consumer needs, and publication guidelines and standards.
  5. Contact editors in the real estate or business departments.
  6. Reach out to industry associates to negotiate mutual guest blog posting opportunities.
  7. Submit your piece and collaborate with editors on final product.
  8. Generate traffic, improve ranking, and enjoy benefits to reputation.
  9. Stay the course to generate increasing returns with consistency.

 

What do I look for in a real estate copywriter?

  • Industry experience and insight.
  • Industry education, credentials, and designations.
  • Sustainability awareness and knowledge.
  • Flexibility and appropriateness in tone and complexity for B2B or B2C prospect groups.
  • Communication skills and timeliness.
  • Logical and coherent writing.

 

Reach out to and have conversations with specialist writers in your industry niche. Unless you’re marketing a product or service that falls within the realm of general knowledge, hire a real estate copywriter that understands industry best practices, professional communication, and that seamlessly integrates credible content and agile digital marketing strategy.

How has thought leadership benefited your branding strategy?

I welcome your shares, questions, and comments!

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