In order to find success as a real estate agent, you need to be diverse.
It requires you to extend your efforts across multiple channels in order to find those hidden leads.
What works best for you, might not work for others.
But regardless of your individual strengths, here are 15 proven ways to generate leads in real estate.
Whether you’re a new agent just getting started or a seasoned vet with years of experience under your belt, these tips will help:
1. Meet the neighbors
When I first started, I remember very well getting on my bicycle and riding the neighborhood to drop off my first real estate newsletter.
What better way to let your neighborhood community know that you’re a real estate agent who sells homes for a living?
Spread the news!
All in fun - just hope that you don’t run across the Focker crew from “Meet the Fockers”!
2. Pursue expired/canceled/withdrawn listings
For many home sellers, their initial listings either expire, cancel or are withdrawn for not being able to sell.
This is unfortunate for home sellers.
But not for you.
This is a super opportunity for you to come in and save the day to sell their homes once you determine what went wrong.
The majority of the time their homes didn’t sell because their homes were not priced right.
So become an expert at pricing homes for sale.
Then share your expertise with these homeowners.
3. Reach out to FSBO
While FSBOs (For Sale By Owners) accounted for only about 8% of home sales in 2014 (according to the National Association of Realtors), it still provides an opportunity for you to sell a home.
When you’re brand spanking new, opportunities to fine tune your craft are really important.
Visit a FSBO without being in-your-face pushy. But rather, let them know that you can help.
Discover what difficulty they may be having or will likely encounter (such as setting the right price). Help them understand paperwork and documentation, along with selling within their set time period.
4. Be a customer service advocate
I probably should have placed this first, because the quality of service you provide is how those who are ready to buy or sell find out about you.
Many referrals come from happy customers and down the road.
This means you won’t have to ride that bicycle any longer to seek out new real estate business!
5. Write real estate articles
This isn’t a quick and easy way to generate leads.
However, over time and with a commitment to cranking out articles week after week, over time your content will make you be seen as an expert in your industry.
Customers will seek you out and fellow real estate agents will be comfortable in sending you referrals.
Search engines (such as Google) love good, quality, long content.
I’m not talking about a paragraph or two, but rather those that average 1000 - 2000 words.
WOW, you’re thinking.
But it’s really not as difficult as it seems, because once you get good and comfortable at writing, sometimes it gets hard to stop the words, if you can imagine!
6. Network on Social Media networks
There are so many social media networks for you to sink your teeth into and it’s impossible to have an effective presence on them all.
To begin, choose the one you like best:
- Twitter (Click here for more tips)
- Facebook (Click here for more tips)
- Instagram (Click here for more tips)
- Pinterest (Click here for more tips)
And so many more - not to mention RESAAS!
Remember that networking on social media isn’t all about just you. Networking is about engaging with others. It’s about showing an interest in others and not simply promoting yourself.
And most importantly, it’s not about a constant barrage of home listings that you want to promote.
That’s a sure-fire way to have others block you or simply tune you out.
7. Find the real estate influencers
Find the real estate influencers, engage with them and share their content; you’ll increase your knowledge.
Comment on what they share online, share the content they provide, and link to their articles within what you write.
They’ll appreciate your attention and if you’ve been good at writing those real estate articles, then they may just start to link to one of them.
This is the beginning of getting yourself known as someone who sells homes for a living.
Generate those leads!
8. Direct mail for Just Sold, Just Listed and Market Reports
Direct mail isn’t dead.
People still receive mail and have interest in what you sold, list, or have to report about their local real estate market.
Real estate is local, and showing that you’re a local real estate expert gets attention.
It can be, that you get an interest with your first mailing, yet not always likely.
This method requires a system, doing it repeatedly and make sure your cards *POP* visually.
(Know the importance of white space.)
9. Your children's' sport teams
When your children participate on a sports team, you spend a lot of time between their practice schedules and games.
What better time as you get to know the other parents than to talk shop with them?
Talk their local real estate market. Talk mortgage interest rates. All super ways to segue to what it is you do: sell homes.
10. A quality website
Everyone goes online to seek out information on what it is they’re buying.
Let it be your website that brings them to you when it’s real estate services they need, generating quality leads.
It’s a must to have your own website and choose your domain name carefully.
Plus, don’t let it become stale. You need to keep it fresh with new content. The better SEO optimized and user friendly it is, the more chances you’ll have to develop customer and referral interest in you.
11. Let the world know what you do and pass out your business cards
You must have business cards.
There are so many opportunities for you to pass them out.
One of the more obvious ones, of course, is when you meet a new customer.
But what about when you’re doing business with a local merchant and they ask for your phone number?
Don’t just tell them your phone number, hand them your business card.
12. Write community pages for your website
Community pages can be a big draw from those who are looking to find out more about your neighborhood.
Create pages on your website that tell the reader all about the neighborhood and/or city they’re seeking information on.
This will help them to make a decision of where they may be considering moving to.
If they find pages on your website that tell them all about an area and they think, “Hey, this is where I want to live,” who do you think they might call?
(For a great example, check out Bill Gassett’s community page for Framingham, MA.)
13. Have a Google+ and Facebook business page
Establish yourself as a business professional on the ever popular Google+ and Facebook platforms.
This allows prospective customers and fellow associates know that you’ve got a business you’re running and that it’s not simply a hobby or a part-time job.
For example, a strong Google+ business page is just what Google search engines are looking for in order to provide results to those searching for a local real estate agent.
Take a closer at one of my business pages at Google+ business page.
Having your business page pull up in the top three for local realtor searches should be your goal.
14. Answer your phone
How can this help you with leads, you wonder?
There are many customers who won’t leave a message nor call you back if you don’t answer your phone when they call you the first time.
Wouldn’t you hate to lose a lead because you simply didn’t answer your phone?
15. Did I say blogging?!
I did above, but it deserves repeat attention!
It’s probably one of the most powerful lead generators available for Realtors.
Have a strategy and stay committed to writing real estate content on your own website.
Importantly, ensure that it’s seen by sharing across the web like a pro.
It’s not an overnight success strategy, but rather a drip that eventually overflows with leads calling, emailing and texting you.