We all know lead generation is essential to remaining successful in real estate, whether for novices or veterans. Starting out, it’s easy: who hasn’t called through their list of friends, family, and business associates?
But it’s vital to continue to “feed the beast” and generate new leads, and one source isn’t enough. Many of you use top-of-the-line lead generation data sources like Vulcan 7. But there are also the basics when it comes to lead generation.
Let’s tackle best practices for lead generation and development of multiple lead generation mechanisms.
- First, develop a system. Without method and organization, it’s tough to weather the cyclical nature of the real estate business, both financially and emotionally. Put a system in place for lead generation, be it simple or complex. Maybe you commit an hour or two every day to lead generation: write personal notes or call clients to check in on their new homes. And don’t forget to ask for a referral every time you speak with a client.
- Work your referrals. It should be obvious your best source of leads come from those clients with whom you’ve already worked. You can develop better relationships by continuing to stay in touch with clients after a closing. Email neighborly newsletters to your database and customize your ‘touches’ to recognize special life events like birthdays and anniversaries: your kindness will pay off. While it may seem elementary, join community organizations and be active in your neighborhood to organically grow leads.
- Tweak your website and keep it simple. Potential clients want information quickly, so your website needs your contact information posted prominently on the home page. Make sure your homepage also includes your value proposition: what service do you offer that no other broker does? What skill have you mastered better than other brokers? Give clients a reason to call you.
- Social media. Whatever platforms you choose to market yourself, consistently post links to listings or promotions that help sell you and your business. Since you also want to be on the social media platforms your clients are, check out products like Facebook Pixel or Google Tag Manager, which allow you to mark visitors to your website and create custom audiences based on what elements to your sites visitors view. Social media gives you almost endless opportunities for creative marketing that can generate new leads: through Facebook Live, you can give tours of listings, or offer client testimonials.
- And don’t forget texting which can be very effective. While most people are accustomed to receiving texts from a salon or restaurant reminding them of upcoming appointments, too many ad texts can make potential clients feel spammed. One of the best uses of texting is notifying existing clients of special news or reminders or relevant information.
Real estate lead generation is the lifeblood of successful agents. Find the combination of lead generation strategies that feels most comfortable to you and works best for your business. Then get out there and start making it happen.