Generating consistent, qualified leads can be challenging and sometimes costly. Whether you are looking to attract buyers or seller clients, the fact is there are a number of great ways to do so:
Create a flow of Referrals from your SOI (Sphere of Influence)
Generating leads from your SOI is probably the oldest and best tool in the local real estate agent’s toolbox but that’s because it works. Start by developing a list of your “sphere” which should include friends, family, neighbors, coworkers, and contacts from clubs and activities. Let everyone know you are in the business of listing and selling real estate! Networking with local businesses is also an excellent way to generate leads for your real estate business. It begins with finding logical partners such as insurance companies, bankers and lenders, title companies, and stagers, but then expands to increase your reach to companies who assist in the selling process such as landscapers, cleaning services, and even bakeries. You can create a wide and serviceable circle of referrals while building a community team of experts who work together to make the home buying or selling process easier.
Advertise in the Community
Let people know you are a real estate agent! Advertising can be as simple as sponsoring an ad in the local weekly paper or as bold as a buying space on a billboard in a high traffic location. Advertising comes in many forms and can be inexpensive, or costly depending on the space.
Consider cost-effective digital ads that reach large numbers of consumers. Other economical spots to consider could include buying ad space on Placemats at the neighborhood breakfast spot or sponsoring ads in the local little league calendar. If you want to up the ante, consider options like regular weekly ads in the local paper or magazine, or you can even buy space on shopping carts! One thing is clear, you need to advertise yourself!
Nurture your Website
Since people begin their home searches online, it is a must to have an online presence. It starts with a website that is managed well and contains a lot of relevant and helpful information. This is also the place people can see reviews from your clients and check out your listings. Your site can be optimized using content marketing that answers common questions and provides useful advice, in hand with some how-to videos covering things like staging, mortgages, and what to expect when you buy your first home. The point is to drive people to your site and ask them to sign up for more helpful content to collect contact information.
Go for a Niche Market
There is a lot to learn in the real estate industry and it can be overwhelming. Consider focusing your business on a niche market, rather than trying to know everything about every market. You can expand your areas of expertise over time. Some niches to consider include:
- Vintage or Antique homes
- Luxury homes
- Waterfront homes
- Affordable homes for the first time home buyer
- Second Homes
- Rental properties
- Equestrian properties
You can eventually build your reputation in your area of expertise and become the go-to real estate agent for your niche.
“Coming Soon” Signs
This has become a popular tactic to draw attention to a home before it is listed. It gets people interested and helps generate leads for people worried they will miss out on an opportunity. Likewise, don’t forget to keep those sold signs prominent as the quicker you sell a listing, the more effective you appear to potential clients ready to sell their home.
Because the industry relies heavily on referrals, you want to ensure you are responsive when you do generate leads. Be ready to reply to inquiries immediately whenever possible so no lead gets away. This is especially important if you generate leads on social media as all eyes are on you. You will then generate more leads through referrals because people will know you care about your clients.
Leverage “For Sale by Owner” and Expired Listings
Don’t forget about those FSBO’s and Expireds! For Sale By Owner listings are often obvious by a sign on the lawn or can be found in an ad in the local paper. Often the seller does not do as well as they hoped without the help of a professional real estate agent. Keep an eye on the FSBO listings that seem to linger and then approach the owner with a solid marketing plan and accurate data to price the home! Do the same for expired listings but remain sensitive to the fact these sellers might have just had a bad experience, after all, their home did not sell. Instead, be prepared with reasons you can help and proof of your past success. Provide solid pricing, staging, and marketing plan to sell the home. A lot can be said for a little tea and sympathy with these often wary prospects.
These tips can help you generate more real estate leads with both buyers and sellers for your real estate business.
RE/MAX INTEGRA helps you with lead generation by offering world-class education on how to build your pipeline, a global referral network, and a suite of tools and technology designed to grow your real estate business.