Without a doubt, one of the classic tasks of a real estate agent is to work on the real estate lead generation, that is, those potential clients who are interested in acquiring products or services in the real estate market, such as buying or selling a property.
Real estate lead generation is a marketing term used to describe the process of attracting customers to your real estate business.
In the past, agents used to go out into a neighborhood to knock on doors and introduce themselves to neighbors to attract them. It was also common to buy contact lists and make phone calls. Although today there are still agents who prefer this more traditional approach, the vast majority have modernized.
In the digital era, technology has been key to advancing business, especially in the area of marketing. Nowadays, real estate agents use social networks, blogs, websites, videos, online search engines, Apps, among other channels, to attract potential customers. In this publication we will share 15 key tips that will show you how to get real estate leads to grow your business:
It is undoubtedly one of the most traditional ways of getting customers in any branch of work. And best of all, they’re free. All you need is have a good relationship with family, friends, neighbours and colleagues, and they will recommend you.
It is more likely that you will be recommended by someone you have already worked with or with whom you have already used their services for the purchase or sale of a property.
If you are just starting your real estate business, build your contacts from your sphere of influence. If you don’t know how to do this yet, you can read the following article: sphere of influence in Real Estate.
On the other hand, when you attend real estate conferences you will have an excellent opportunity to establish contacts with other real estate agents outside your area. Take the time to build professional relationships with national and provincial realtors who may serve you in the future. For example, when people need to move to your area, your colleagues can recommend you to their clients. This is one of the best way to get real estate leads.
2. Search Engine Optimization (SEO)
95% of real estate buyers use the Internet at some point in the buying process. That’s why it’s critical that your website is placed on Google when people search for agents to help them buy or sell a property. You can do this through local search engine optimization (SEO).
On the other hand, the high ranking on the mapping package will help generate more foot traffic, phone calls and website visits for your real estate business. This is a key tip in the Real Estate lead generation process.
3. The landing pages
Real estate agents and brokers can use many different types of landing pages to capture potential customers such as: booking a listing on landing pages, house evaluation pages, community landing pages, buyer’s guide landing pages, and luxury listing landing pages, among others.
The issue is that most realtors send traffic to pages on their site that are not streamlined to catch messages and produce calls. In other words, they don’t use customized landing pages to convert readers into potential customers. That’s why it’s important that your investment in time and money to get qualified traffic to your website is properly targeted.
4. Open Houses
Holding an open house is an excellent way to generate potential customers for free. Even if the open house property does not sell, you can still get a list of real estate agent leads.
The key is to get as much contact information as possible. This is done by placing a sign-up sheet on the house so people can complete it by leaving their personal details and real estate preferences. This is a great way of getting free real estate leads.
It’s even a good idea to strike up a conversation and ask for their details informally. Either way, the contact details will be very helpful in following up with potential clients with a call or email after the event.
5. Strategies used by competitors
One of the quickest ways to get the best real estate lead generation for realtors and for their business is to find out where your high-performing competitors get their online leads and replicate the strategy.
When it comes to marketing and lead generation for real estate agents, it is best not to try new things that others have not yet used. Find out what the best ones are doing and model your strategy around it. It’s the fastest way to get started with a proven roadmap.
You can use a tool like SimilarWeb to see which channels are generating the most online traffic for your competitors, or like BuiltWith to go into any website and find out what technology they are using to run and advertise their website. This can give you valuable information about the specific channels they are spending money on to generate traffic and potential clients, especially real estate leads sources for new agents.
6. Create your Blog
Use your blog to provide valuable information to visitors to position you as a reliable and credible resource. Buyers and sellers are not only looking for properties, they are also looking for additional information.
This can include information and tips on real estate market news, economic and housing forecasts, risks and rewards of applying for a mortgage, home decorating tips, etc. This will make the client more confident in your company and will help you in the Real Estate lead generation process.
7. Google Ads
Google Ads is one of the best PPC platforms to help you find qualified leads in your area.
Using relevant keywords in your ads increases your chances of getting a top listing on the search results page. Choose words that are relevant to your content or listings to reach users looking for those same terms. Also some people will search for your brand directly, so you can target your company with the name and the location as well.
8. Facebook Page and Ads
Facebook is ideal for real estate marketing, as it is one of the world’s largest user platforms and is purely visual.
Advertising on Facebook can be paid or free. Paid advertising is effective as long as you take advantage of selecting the right options to ensure that your ad reaches your target audience.
On the other hand, you can use Facebook without spending a penny through: customer reviews, 5-star average rating, a stellar cover photo that works as a social test, status updates, new and sold listings. In this case, you won’t have to buy real estate leads.
Displaying properties you’ve already sold is a great way to promote your brand and attract potential customers looking to rent, buy or sell in your area.
9. Virtual Tours
Instead of inviting potential clients to inspect a property, you can offer them a virtual tour from the comfort of their home.
A 360-degree virtual tour is a modern and engaging way to showcase properties on websites, social networks and Google Maps to make your listings stand out from the crowd.
Furthermore, for potential purchasers outside your area, this is a phenomenal efficient device as they can limit their pursuit before making a trip to investigate the property.
10. Information about the area
When a home buyer moves to a new area, he or she is likely to do extensive research on the entire community and real estate market.
By creating pages on your website, you can become the reference resource for your area. Community pages can include topics such as: weather, demographics, economy, local business, schools, leisure services, hospitals, transportation, shopping centers, restaurants, etc. Include links to your real estate site along with community information so visitors will know you. And remember that to appear in Google search results, you must optimize your web pages with keywords.
11. Local Associations
Join your local chamber of commerce, where you can network and make connections with other business men and women, not necessarily just from the real estate sector. For example, many divorce settlements require the sale of matrimonial homes. Consider partnering with a local divorce attorney who will recommend their services in those circumstances.
12. Targeted Email Campaigns
It’s not just about sending automated emails, but taking the trouble to create email campaigns segmented according to the target audience and the service you want to offer. These can be newsletters, promotions, monthly or quarterly summaries, corporate messages, greetings, for special dates etc.
Most of these emails are sent to potential clients automatically using real estate software such as Aidy.
To make the campaign even more effective, you need to classify the contacts in different lists so that you can send them different types of emails.
It is through this segmentation that you will maximize the ROI of your email campaigns. In marketing, these strong leads are classified as qualified sales leads (SQL), which means they are more likely to become customers and they are commonly used by real estate lead generation companies.
13. Sales by Owner (FSBO)
For Sale By Owner (FSBO) listings are properties that are listed for sale by their owners rather than by a real estate agent. As a result, they are classified as warm prospects for the target because they already know the owners want to sell.
You can find potential FSBO leads at Craigslist, Zillow or FSBO. You can also find them in area newspapers or on real estate websites.
Once you have found a potential customer, you will need to convince them that they have a better chance of selling at a higher price by using your services rather than selling on their own.
14. Live Chat
Another tip on how to generate real estate leads is the live chat. Nowadays it is very fashionable to do live chats and that is why many companies use it as a digital marketing strategy. More and more customers appreciate instant messaging, and participating in a live chat allows their questions to be answered instantly.
There are many live chat applications available, including FreshChat, Intercom and Drift, plus you can also use Facebook Messenger.
Most applications include the option to automatically respond to website visitors and then determine if a human response is required, so you don’t need a virtual assistant connected 24 hours a day.
15. Invest in a Realtor APP
It should be clarified that you cannot use all these real estate lead generation ideas all the time. Try to be consistent but without exaggerating. The method for getting the best lead generation for realtors will be the one that suits you and your business. It is always advisable to invest in a real estate software like Aidy that will help you spend less time trying to establish quality communication with potential clients and doing real estate marketing in a quick and easy way.