When it comes to real estate, generating leads is the lifeblood of any successful (and lucrative) business. Sure, customer service, continuing education and paperwork hold some importance, but lead generation should be among the highest of priorities. Leads, after all, form the beginning of any effective sales funnel.
To start getting proactive with your business, here are 9 effective ways to generate more real estate leads.
1. Nurture Your Existing Database
Before you work too hard at drumming up new leads, don’t forget to nurture your past clients and your existing sphere of influence. Consider tracking your nurturing activities by logging them on a calendar or by using a CRM. Keeping in relatively close contact with your database is the best way to keep yourself top-of-mind.
2. Use Successful Historical Lead Sources
The best way to create new leads is by using strategies you’ve found effective in the past. Review your past two years of business noting how you acquire each client. Hone in, improve and refine your best lead-gen activities based on your past business.
Meeting new people inadvertently leads to new clients. For ideas, review 7 Places to Network and consider networking through:
- * Meetup.com
- * Volunteer Opportunities
- * Rotary Clubs
- * BNI Groups
- * Create Your Own Networking Group
- * Local Coffee Shops
- * Trade Shows
4. Ask for a Referral
Since asking for referrals is just too simple, it seems many agents fail to do so. Asking for referrals though is an incredible way to generate leads. According to Inman, 91% of customers say they’d give referrals but only 11% of salespeople ask for them.
5. Host Open Houses
While open houses aren’t always beneficial for selling listings, they are an incredible way to source new clients. If you’re short on your own listings ask your colleagues if you can host an open house on their behalf.
6. Host a Webinar
Choose a helpful real estate topic within a niche and host a webinar. Through tools like Zoom, Facebook Live or Instagram Live, it’s incredibly easy to host a webinar. In addition to generating leads, webinars offer incredible value to your audience while offering the chance to market your services.
7. Host an Event
As a thank you to past clients, or in celebration of something, an event is a great way to introduce new clients while nurturing past clients. Event ideas include a movie night, a paper shred event, a food truck event. Find ideas for some additional client appreciation events here.
8. Promote Existing Properties
By boosting your property advertising (through social media channels, print advertising, etc), you’re likely to increase your phone and online inquiries. It’s these inquiries that’ll generate conversations with new prospective clients.
9. Participate in Local Online Forums
Participating in online forums (especially those centred around real estate) might leave you an expert or a sought-after expert. Consistently contributing to community forums or development forums (like Skyscraper) will (in time) keep your name top of mind for the online audience.