Finding real estate leads is a part of sustaining and growing a real estate business. How to generate real estate leads can be done in many ways, from spending thousands of dollars on a marketing campaign to networking and using innovative low-cost ways to meet buyers and sellers.
A strong aspect of lead generation is being available to accept a lead. Get out your phone number and email, and be at the ready 24 hours a day. You never know when a call may come through. If you don’t answer when you get the call, a lead will call the next agent on their list. Be available for your real estate leads.
In addition, there are many other ways to generate real estate leads. How to find real estate leads is always evolving. Here are nine lead generation strategies you can use.
Word-of-mouth is as powerful today as it’s ever been, both online and off. With this in mind, it’s important to hold yourself to a high standard. Every client may be an opportunity to find the next lead if you work hard and deliver on your promises. In the real estate game, your reputation is everything.
2. Real Estate Website
More home buyers and sellers are finding their real estate agents online. Create a website for yourself. Ensure it has all your contact in, professionally-shot and edited images, and your background. Anything you do online, from SEO and paid ad campaigns to social media, should redirect to your website.
3. Real Estate Leads on Social Media
Launch social media marketing campaigns on relevant platforms, i.e. Facebook, Instagram, TikTok, YouTube, and LinkedIn. Focus on region-based keywords. Post regularly and use paid campaigns to reach people you wouldn’t otherwise find either in-person. These are paid marketing campaigns that can be hyper-targeted, providing significant exposure.
Another great way to use social media that costs you nothing but time and effort is doing term searches and connecting with potential leads. Approximately a third of homeowners do something related to real estate every year, i.e. renovate, update, make repairs, refinance, buy, or sell. By looking online for local mentions of these activities, you can introduce them. It’s a way to do some low-pressure cold-calling.
4. Real Estate Contacts
Be known to others in your community and be friendly. Become a regular at local coffee shops, restaurants, fitness centers, sporting games, and the like. You never know who is most likely to become a lead or provide you leads. You may want to consider searching out local landlords, volunteering, signing up for local neighbourhood groups on Facebook, attending related and unrelated networking events, etc.
As you establish a network of contacts, consider keeping the information organized with a real estate CRM system. The CRM will help you manage new leads, existing contacts, and build a network efficiently.
5. Real estate flyers
This is a very popular real estate lead generation strategy. If you are operating in a specific neighbourhood, go around and drop off either a postcard or flyer into each mailbox. It’s most likely going to get tossed for the majority of households, but all it takes is one ‘yes’ for a win. Also, by doing this, let’s say once every six months, it’s creating brand awareness.
6. Connect with divorce lawyers
Try to cultivate relationships with different divorce lawyer offices in-town. Ask if you can drop off some business cards at their office to keep on hand. A divorce can necessitate selling the couple’s home, for some. This connects you to a lead who’s motivated to sell for a real estate agent.
7. Pitch to expired listings
A lot of real estates is moving quickly, but surprisingly, some properties don’t. You can prospect these by looking at expired listings, new and old alike. If you see some have expired but were never relisted, this could be a sign that a person wanted to sell but may have changed their mind for whatever reason. Reach out. See what their plans are if the property’s still in their possession. If they plan to try selling again shortly, offer them a strategy. If they ever need your services, pass along your contact info. This is a great way to search out relevant leads.
8. Subject matter expert
We said it earlier, reputation is everything. A way to differentiate yourself, especially in a high-competition area, is to become a subject matter expert. Start writing blogs. Write articles about tips, tricks, and popular real estate topics while targeting local buyers and sellers. You can share this content on social media and hopefully start picking up clicks this way as well.
9. Local Media
After you’ve spent six months writing blogs for your website, take it to the next level by suggesting your name to local radio, newspapers, and online sites. Just send them an email advertising your website and letting them know that you are available if they ever need a comment from an industry expert on real estate topics. By integrating yourself with well-known brands, you can gain whole new exposure in a big way.