Real estate lead generation is the most important aspect of any career in the real estate industry. There are no sales unless there are leads, and the average homebuyer will only own about three homes throughout their lifetime.
This makes finding prospects challenging, especially in neighborhoods where many real estate agents are competing for the same small group of potential clients.
If you’d like to boost your productivity and maximize your potential earnings, use these real estate lead generation tips to draw the attention of more potential buyers and position yourself as an industry leader in your community.
1. Offer First Time Buyers Something Special
First-time buyers often don’t know where to start. Many of them will continue to rent their properties simply because the idea of purchasing a property feels overwhelming.
If you can help them feel comfortable with the process and motivate them to purchase their first home, they’ll be more likely to work with you throughout the process. You’ll have built trust and established credibility as a market leader through teaching them the basics of home buying.
A great marketing strategy is to hold an event for first-time buyers. Most of the people interested in the event will be millennials looking to settle down or start their families. Keep that in mind as you design the event. Millennials are less about formality.
They prefer a direct, realistic, and honest approach. This means telling them the pros—as well as the cons—of purchasing a property for the first time. You can invite them to an upcoming open house or direct them to your real estate blog if they want to get to know you better.
Exchange contact information with your attendees. Let them know that you understand their needs and that you’ll be there to help them when they’re ready to purchase your first property.
It’s important that they know you have their back and you want to see them thriving in their starter home. Be a friend.
2. Don’t Overlook Retirees
Retirees, seniors, and empty nesters often want to downsize. They want to move to a property that’s smaller and easier to maintain. These property owners no longer need space for their children, and they don’t want to keep up with large pets.
A condo or a simple single-story dwelling in a nice area will perfectly suit their needs. They’re often open to the idea of selling their current property, using the profits to purchase a cozier abode, and setting a little bit aside for a cruise.
Although the purchase price of a new condo or smaller home may not be substantial, sticking with these clients throughout the process has the potential to be lucrative. You act as their selling agent and again as their buying agent, helping them twice and generating two transactions throughout the process.
Network through organizations for retired people, events for college families, country clubs, and even your local chamber of commerce. That’s where you’re most likely to find people looking to transition into a property that’s modest and easier to maintain.
3. Pick Up the Expired Leftovers
If a listing has expired and hasn’t been relisted in nearly a year, there’s a reason why. The seller may feel frustrated or hopeless about their situation. They need a realtor with solutions who is willing to help them when they need that help the most.
View pictures and come up with a list of ideas, potential improvements, and renovations. Approach these seller leads with a plan to make their properties more desirable. If they’re still looking to sell (and they probably are), your fresh approach will infuse them with the optimism they need to give the process another shot.
4. Approach Real Estate Socially
Some people are inherently put-off by aggressive introductions, cold calling, and direct pitches. Coming to potential clients first as a friend and a member of their community can help to build trust and establish rapport. People of all walks of life who enjoy all hobbies will eventually need a real estate agent at some point. Bond with them first.
Attend golfing events, wine tastings, community classes, yoga or dance, or even a martial arts class. Get to know the people and business owners around you. Eventually, the conversation will lead to careers, and you can freely mention what you do.
You’ll also have the opportunity to organically find opportunities to work yourself into their bigger picture. Are they planning on moving out of state? Great! You’re a real estate agent, and you can help them sell their property when the time comes.
If you develop great bonds with these people, they may spread the word to their friends and family members who need a real estate agent. When someone in their inner circle is contemplating selling a home, they can mention the wonderful real estate agent from their Soul Cycle or pottery class. Referrals are a simple real estate marketing technique that doesn’t cost a cent to generate seller or buyer leads.
5. Be Helpful on the Internet
You wanted to know about real estate lead generation, so you clicked this link and came to this article. An expert is teaching you the basics, and you find the information helpful. Now, reverse the roles. What if you were the expert helping other people find the answers to their questions?
Join real estate groups on social media platforms. Start a blog. Contribute articles to your local news. Use Twitter or a YouTube channel to send out helpful tips about buying or selling a home. If people seeking answers stumble upon your expertise, the obvious solution to their problem is to reach out to the person they already perceive as the authority.
It never hurts to contact local news outlets with ideas for stories. Make yourself available as an expert in the real estate business. Whenever a real estate-related topic pops up, they’ll know who to seek for professional comment.
Getting your face in the paper or on the news can help to create a greater level of recognition throughout the community: Basically free online advertising.
When people recognize you from a news clip, they may approach you.
“Hey, aren’t you the real estate agent that was on the news last night?”
“Yes, I am, and it’s great to meet you!”
The leads may come running to you. Just make sure you’re sharply dressed and stocked with business cards every time you’re out and about. All you need to do is let them know how to reach you in the event they need a real estate agent.
6. Never Let the Phone Go To Voicemail
Many people don’t know how to choose a real estate agent or even how to start looking. They’ll often contact as many local agents as they can find, hoping that someone will have a solution to their need to buy or sell.
If you miss their first call, they’ve already called another agent. If that agent picked up the phone, you aren’t getting that potential client back.
Even if you’re in the middle of something and can’t have a lengthy conversation, answer the phone and let your potential client know that. Better still, ask them if they’ll be available to grab coffee later on or the following day.
Your willingness to meet with them in person will keep the situation from translating as unavailability. Instead, they’ll get the impression that you want to be even more available to them by meeting with them face to face.
7. Befriend a Few Divorce Lawyers
During a divorce, at least one person is looking for a new place to live. There may be court orders regarding the sale of a property. Yes, divorce has a tendency to be messy, complicated, and a little sad, but that doesn’t mean you should stay away. These people need the help of a real estate agent who can make this stressful time in their lives a little bit easier.
Networking with divorce lawyers can help you find leads. These lawyers want to see their clients successfully wrap up the requirements the divorce entails and having a real estate agent on standby is a must.
If you choose to go this route, prepare yourself. People dealing with the process of divorce are often tender, emotional, and sometimes angry. The professionals they work with need to be patient and empathetic to their situations.
If you can keep yourself in the mindset that your work as a real estate agent is helping someone navigate a tough spot and maintain a thick skin, you’re a great candidate for the job.
8. Build a Network of Non-Competitive Professionals
Maintaining and improving a home are necessary parts of owning or selling a property. There are plenty of professionals who help people do just that. Anyone who services a home, from electricians to plumbers to professional pool cleaners, comes into contact with multiple homeowners on a daily basis.
Find professionals whose quality of work you trust. You might need them later, and they may be able to help you out. Exchange a small stack of business cards. If they come into contact with a homeowner who is contemplating selling their property or expressing an interest in moving, they can pass your contact information along.
When you’re working with a homeowner who needs a fresh coat of paint and a little landscaping, recommend the professionals you’ve networked with. You can easily send each other clients without any conflicts of interest.
9. Learn on the Move
Real estate agents spend a lot of time commuting. You’re going to and from the office, bouncing between meetings, and running off to properties with your clients. Your car probably feels like a second home.
Why not make that commute a little more productive by listening to lead generation podcasts while you’re on the move? It’s a simple way to multitask, and you never know when a great idea for lead generation strategies will cross your path.
Listening to top-ranking industry podcasts will help you learn groundbreaking ideas that will put you ahead of your competition. If you hear it first and begin to act on it, you can beat the competition to the punch.
10. Capitalize on Vacation Properties and Seasonal Homes
If you live in a warmer state, chances are high that people from out of state will be looking for seasonal properties in your state. Snowbirds, as they’re often called, look for properties that will help them escape the cold and avoid icy roads. Arizona, Texas, Florida, and New Mexico are popular destinations for a second home for real estate investors especially.
Advertise in colder states during the fall. People who are contemplating purchasing a getaway place will begin their home search as the weather grows chilly. If you’re showing off properties near a beach where it’s never too cold to go outside, you’re going to catch their attention without much effort.
Use beautiful images or a high-resolution virtual tour to show how enticing a snow-free property will be during the winter months. Google ads and Facebook ads might be helpful, but don’t forget about less-costly ventures like Instagram or blog posts.
There Are Dozens of Ways To Generate Leads
Successful real estate agents prioritize generating leads from all directions. Streamlining the process takes a little finesse and a lot of knowledge. Harris Real Estate University is designed to help agents maximize their productivity across all areas of their careers, including real estate lead generation. The more you know, the better you’ll be.
Our coaching programs are all-encompassing and designed to help agents succeed in any market. Our one-on-one coaching consultations provide real estate agents with a sense of accountability and a clear path to achieving their professional goals.
If you need a little boost, schedule a free coaching consultation call with one of our Harris certified coaches to learn more about how coaching can help you achieve your career dreams.