Step-by-Step Guide for Real Estate leads
There’s a universal rule about sales that are worth noting:
You could have the best product in the world but without viable leads, you’re still going to end up flat broke.
The same applies to real estate. You could have the property of the century under your belt but without people to sell to, you’re not going to be climbing up the food chain any time soon. Lead generation is a bit of a sore spot for many realtors; especially when they’re hustling under an old and ineffective approach.
The good news is there’s a way to tackle real estate lead generation effectively. Learn to operate under the principle of “work smarter, not harder” and you’ll soon see results. Bring your approach into the 21st century. Start harnessing the plethora of tools out there (rest assured, many of them are free) and you’ll be reaping the rewards of your new approach in no time.
1. Start with a Website
In this day and age, you can’t afford to have a website. The first step in generating leads should be to make sure that you have your very own piece of digital real estate. Preferably, this should be a CMS website that allows you to make changes as and when you need them. The reason for this is simple; you’re going to have new properties coming in regularly and as a result, you need to be able to quickly add these to your listings without waiting for someone else. Real estate is a volatile market, so you need to be on your toes and in control at all times.
There are tons of fantastic CMS options out there. Wix, WordPress, Weebly, Squarespace…all of these are affordable and require minimal experience. Remember that your website should be an invaluable source of information. People do the bulk of their research online, so be sure to include absolutely everything you think they might want to know. You’ll also need quality pictures. With so many scams happening out there, your potential buyers will want to know that they’re in safe hands.
2. Automate Your Email Marketing
If there’s one thing you need to be sure of, it’s that you can’t afford to waste time. In the real estate industry, more than any other, time is money. You need a quick and effective way to stay in touch with potential leads.
Rest assured, when people are looking for a new home or business premises, they are more than happy to receive regular communication. This is even truer when they’re buying rather than renting. Add a signup link to your website and use it to collect email addresses.
By using email marketing software, you’ll be able to automatically add new addresses to your database and be instantly ready to send out content on a weekly basis. The smartest way to go about developing your newsletter content is to use your website. Exercise some discipline in adding a new blog post every week, and have that sent out as your newsletter. The good news here is that most CMS websites have a simple button that allows you to send out new blog posts as soon as they’re published.
Don’t overcomplicate things. Keep it simple and you’ll see the results you’re looking for. Get yourself organized with some decent CRM software, and you’ll be able to keep track of your potential leads and their behaviors.
3. Get Social, Be Involved, and Stay Visible
As a realtor, your business relies almost solely on building relationships. Social media allows you to take that concept one step further. You can start building client relationships long before you reach out to them via email or phone. Essentially, Social media allows you to connect with the right people, in the right place, and at the right time. It’s all about transparency and building trust.
Start a Facebook page and get it linked to Twitter or any other social media platform that you may think is viable. Post snappy content daily and make sure to mix things up. People aren’t looking for a newsfeed filled with one hard sell after another. In between these posts, you can run a really cheap ad campaign and directly target people who live in a specific zip code, are of a particular age, are employed in a specific sector, or have a certain family status.
Your Facebook ads should feature simple content. Consider using text like, “Moving to New York soon?” or “Need to sell your apartment?” Anyone who responds is bound to be someone with that specific need, so you know they’re not just empty clicks. You can then invite these people to join your page and your mailing list in exchange for regular updates.
Three simple steps are all it takes to get started with a solid real estate lead generation technique. Once you’ve laid the foundations, you can start branching out into more complex approaches, though you may find you won’t need to do too much more to find the sales prospects you’re looking for.