Leads are extremely important in real estate. After all, without leads, your brokerage will have no clients and therefore have limited to no income. This is why real estate agents are always on the hunt not just for new leads but also for new lead generation ideas.
The good thing is that while lead generation can be challenging, there are a variety of creative ways you can approach it. Listed below some ideas to help get you started. You can even include these in your real estate recruiting scripts, to show how much support you can give your real estate agents.
Live Property Tours via Social Media
Over the years, social media platforms have evolved from “getting in touch” sites to viable avenues for marketing and advertising. If your brokerage doesn’t have a social media strategy yet, it’s about time to develop one. Make sure to incorporate the latest content creation options (when applicable), since these social media platforms often reward those who use them.
For example, Facebook suggests live videos that users may be interested in. With strategic audience targeting, you can “serve” this kind of content directly to interested individuals. One of the best ways to use live videos is to provide virtual property tours before the listing for it goes up. Not only does it create excitement, but it can also put the property in front of more potential buyers. Virtual property tours can also promote the safety of real estate agents, both in terms of health and physical security.
To build a bigger viewership, post at least one or two reminders on your social media page before the date itself. You can also encourage interactions through the comment section as you go through the property, or host a Q&A once the tour is over.
Social Media Quizzes
Still on the topic of social media, you’ve probably seen one, two, three, or even more quizzes going around. You’ve probably even taken a couple of them just for fun. That’s why you do it—they’re fun. More than entertaining, however, these quizzes are also a great way to bring in new buyers and sellers.
Create quizzes that pique one’s curiosity but at the same time subtly profiles participants. Think of quirky titles to make people click. “Design a Mansion and We’ll Tell You What Kind of Homeowner You Are!” “How Much Is Your Dream Home Worth? Take This Quiz to Find Out!” At the end of the quiz, ask for their email address where you can send the results together with real estate newsletters and updates.
Check Out Expired Listings
Behind an expired listing is a homeowner who got frustrated with their previous broker—and a great lead just waiting to be snapped up. Admittedly, this is a delicate situation that needs to be handled carefully and tactfully. If you masterfully navigate it, however, then you might be surprised just how effective expired listings are in lead generation and conversion.
When talking with these homeowners, the important thing is to be the helping hand. Talk them through their previous experiences, so that you can determine what went wrong the first time. Perhaps the real estate agent wasn’t as attentive to their needs. Maybe there wasn’t enough marketing support. Once you identify these issues, you’ll be able to help them more effectively.
What’s even better is that if you can successfully complete the job, you’ll gain a happy client who will be more than happy to spread the word about your services.
Get That FSBO List
Properties that are for sale by owners (FSBO) probably don’t like dealing with real estate agents or brokers. They’re another instance where you have to tread carefully, but can give excellent results if you manage to convert them. The pivotal moment here is the initial approach. If they say that they’re not interested, don’t push. Instead, ask them if they would be okay with you checking in with them regarding their home-selling progress.
Even if you aren’t able to convert FSBOs, building a connection with them can lead you to other lead-generating opportunities.
Real estate agents have a lot of technological tools at their disposal, including email and social media platforms. Somewhat overshadowed by these is SMS or text messaging, but don’t discount its viability when it comes to direct marketing.
When you get the opportunity, ask for a customer’s telephone number. This is particularly true for potential clients in the millennial age bracket, who have an expressed dislike for phone calls. When you get in touch with them in a method they prefer, they’ll be more receptive to you. Remember to use an automation tool to keep track of your messages!
Educate Home Buyers
Finally, one of the biggest assets of real estate agents and brokers is industry expertise. If you can effectively communicate this, then it’s easier for potential customers to trust you.
You can start simple with social media posts or blogs discussing subjects that are important to home buyers and sellers. These could be financing tips, moving-out checklists, or advice for first-time buyers and sellers. As you establish your credibility, you can move on to bigger endeavors such as real estate seminars and virtual conferences.
Good luck and cheers to more leads!