Clients are the lifeblood of any real estate business.
For your real estate business to thrive, it’s important for you to maintain a healthy pipeline of leads. Your lead generation process is crucial because it determines how much you can make with your business. No leads means no customers, no sales, and no profits.
But here is the problem; estimates from the Association of Real Estate License Law Officials (ARELLO) show there are approximately 2 million real estate agents who are active and in practice. That means depending on where you live, there could be hundreds if not thousands of real estate agents all scouring for new leads every day.
Yes! The competition in the real estate industry is insane.
So how do you stand out in an overcrowded market, to grab those leads before the competition? Dive in to learn the 5 golden tips that will up your marketing game.
1. Brand Yourself
Personal branding may be the buzzword of the 21st century. But as a real estate agent, it should be the foundation of your sales strategy.
Standing you apart from the crowd, making you memorable to clients and prospects, authentic personal branding can make the difference between success and failure.
As Jason Hartman said, “Your personal brand is your promise to your clients…a promise of quality, consistency, competence, and reliability.” Only when your brand can articulately demonstrate professionalism, competence, and reliability beyond what the market demands will you be able to stand out in the noisy real estate landscape.
In today’s digital world, the first thing a client will do before contacting you is to perform a thorough research of who you are, and what you do. If your real estate agent bio screams ‘incompetence’, the client will hit the back button without a second thought.
To win clients, your real estate agent bio (check out this guide) should be nothing less than perfect. It should tell a story that seamlessly blends the personal with the professional without making you sound irritatingly ‘salesy.’ To achieve this, your short real estate bio template should:
- Combine background, education, credentials & Realtor awards
- Demonstrate relevant real estate experience and community involvement
- Tie everything back to your core values
- Make the client want to meet you
If you can impress a prospect with the first impression, you’re already halfway there. The rest will depend on your negotiation skills.
2. Leverage Social Media, Real Estate Sites, & Paid Advertising
To achieve a competitive edge and stand out in the competition, you’ll need to implement a winning marketing channel strategy. A marketing channel strategy entails engaging your audience on the platforms they visit most.
In the modern business world, such platforms, or the so-called “ marketing channels” include social media, email, direct mail, e-commerce and more.
In the real estate industry, social media and real estate sites are the golden channels for leads. A 2015 report by content marketing hub Shareaholic, ranks social media as the number one driver of website traffic—driving over 31% of the overall website referral traffic.
With staggering statistics like these ones, it’s easy to see why social media is a tool you don’t want to miss in your arsenal. To get the most out of Facebook, it’s recommended to join local community groups, especially the ones connecting you to people who want to buy or sell houses.
Facebook Paid Advertising is another great option because it not only expands your content outreach, but also allows you to choose your preferred market by location, demographics, and more.
Also, make use of real estate marketing sites such as Zillow to market yourself. In addition to having more home listings, many of these sites offer a platform where real estate agents can market themselves at a small fee.
3. Volunteer with Local Charities
Volunteering with local charities is a powerful, yet underrated lead generation technique for real estate agents. When you get involved with a charity with the sole intention of helping, you may not get monetary compensation but you’ll manage to put your name in front of others.
More importantly, it gives people an opportunity to know you outside of real estate—your personality, mindset, moral values and more.
When a real estate opportunity finally arises, you’ll be the first to be contacted. They will treat you as one of their own as opposed to “ just another agent.”
Volunteering with local charities, or in your local community is a reliable and organic way to generate leads in real estate.
Backlinks are indispensable for increasing a site’s organic ranking. They are so valuable because they represent a “vote of confidence” from one site to another. In other words, backlinks signal to Google that others have found your content useful.
If many websites link to your webpage or website, Google may interpret that your content is relevant and valuable, hence rank it higher in search engine result pages (SERPs). So earning quality backlinks can go a long way in enhancing the visibility of your real estate website.
Keep in mind that not every backlink will help your site to rank.
Ever since Google released its Penguin algorithm, the whole landscape of backlinking has changed. Before the Penguin update, even low-quality backlinks could help a site to rank. Today, for backlinks to deliver results, they must be:
- From high authority sites
- From sites that are relevant to your business
For example, if you’re in real estate business, getting a backlink from Realtor.com is going to increase your search engine rankings. Note that shady backlink building practices such as buying 100 links on Fiverr for $10 can get your site penalized.
5. Network at More Non-Real Estate Related Events
If you’re only attending events where everyone is in the real estate business, your chances of meeting quality leads are next to nil.
Instead of going to the usual real estate networking events, why not broaden your horizons with a non-real estate related networking event. You never know, your next client could be at your community yoga workshop.
Be sure to enjoy the moment as you flow with the conversation.
When you get to the “what do you do” part, take your time to introduce your real estate business like a pro. Even if you don’t get leads directly, you’ll build new connections who could end up becoming your brand advocates.
The Bottom Line
The above techniques of real estate lead generation are easy, inexpensive and fun too. If you invest your time and effort into them, you’ll begin to see results in due time.
What other techniques of real estate lead generation do you use? Share them in the comments section below.
Interested in commercial property? Check out our article here.
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