Effective real estate lead generation requires a combination of targeted marketing strategies, strong online and offline presence, and consistent follow-up. By identifying and engaging with potential clients, real estate professionals can expand their client base, increase sales opportunities, and ultimately grow their business. If you're searching for cost-effective lead-generation tactics that are simple to execute, check out these seven ideas that can yield great results without draining your resources.
Whether you call, text, mail, or email to tell people you know you’re a newly licensed agent, it’s a “must-do” activity. Even if you have been an agent for a long time and have yet to do this, it is still worth doing. It can lead to immediate results for getting leads, listings, sales, and referrals, and it also creates a solid foundation from which future business opportunities are generated.
You’ll likely be surprised by how many people you know; family members, friends, acquaintances, business owners, doctors, dentists, physicians, attorneys, etc. And as you know or will come to learn, real estate sales is a numbers game, and the more people who know and are reminded that you’re a licensed agent, the more likely your business will take root, grow and prosper.
No matter your personality type, introvert or extrovert, you need to get comfortable with the idea of meeting people. Since you need people to be successful in real estate sales, you need to get good at meeting people. Fortunately, there are many ways to do it that might be a good fit for you, including:
*** Take a moment and add five ways to meet and engage people to add to your lead contact lists.
Ask questions of potential clients to determine whether you’re the best agent for them and that they are good clients to work with. Some of what you need to know is what they think and expect. Here are some questions to consider asking:
These questions can help you understand the client's goals, expectations, and any unique aspects of the property. Gathering this information will enable you to effectively tailor your listing presentation and services to meet their specific needs.
Tell me, what do you think is the best source of leads? Is it buyers or sellers? I believe that they’re equally profitable and that with buyers in particular, there’s an important question that gets overlooked for perhaps too long… here’s the question: “Do you currently own a home that you need to sell before buying a new one?”
If the answer is yes, you’ll have hit the trifecta of real estate sales; the potential of 1) getting a new listing, 2) selling that listing, and 3) selling the buyer homeowner a new home! Failure to ask the question could easily result in the homeowner buyer listing with another agent while looking for a new home with you. So don’t leave it to chance that you might eventually get a listing out of the deal; ask the question upfront and early on when you meet or speak with them.
Understandably, some sellers may still be concerned about potential buyers previewing their homes Post Covid 19. Welcoming strangers into one's home can be unsettling for numerous individuals. This is where a virtual showing can be highly beneficial.
With a virtual showing, travel is unnecessary, allowing you to conveniently explore virtual tours at any time, even at 2:00 a.m., while comfortably in your pajamas. Instead of spending days visiting multiple houses, you can efficiently view a group of homes within a matter of hours. This advantageous approach benefits sellers and adds another element for buyers to consider in an already complex market.
Arguably, even veteran agents don't utilize this lead generation strategy enough. If you don’t have a CRM, you need to get one because
sooner than later, you’re going to need a way to stay organized and keep up with
all of the people you know, want to do business with, are doing business with
and want to do repeat business with… and a CRM is a great way to do it.
With a CRM, you can provide follow-up on customer interests and nurture
relationships by providing practical and desired information, whether it’s via
regular phone calls, text messages, email messages, newsletters, flyers,
postcards, and a combination of these communication methods.
Here's a challenge for you! Add three new contacts a day, five days a week, and watch your prospect list grow by 15 people per week, 60 per month, and swell to 720 per year. Sound too aggressive to you? Change the formula to just above your comfort level, and you’ll still have an impressive number of new client contacts over a year.
The message is simple, but the results can be fantastic! This approach yields incredible results that can significantly contribute to the growth of your commissions. By following the process and consistently executing this method, you'll witness the transformative impact on your business.
A well-designed flyer is a visually appealing tool to attract prospects and generate leads. With its ability to showcase the unique features and highlights of your listing, it captures the attention of potential buyers and entices them to explore further.
Moreover, mailing flyers creates networking opportunities with other agents, expanding your reach to a broader audience. As a result, you experience increased visibility, heightened interest, and a higher potential for closing deals, ultimately leading to the growth of your commissions.
Admittedly, there are a near-infinite number of ways to generate leads, but these seven can help you move things along in a steady and increasing manner. That's it for now, and here's to your continued real estate marketing success!