Generating leads is difficult for the average real estate agent. Especially if you’re new in the business, you don’t have the connections to find new customers. So, how do you go about generating leads?
With these tips, you can take your existing business and watch it grow month-over-month. It takes work, certainly, but if you want to grow your real estate business, generating leads is your number one tool. You won’t have to rely on your broker for business and you’ll know you have new customers to generate revenue.
1. Use Click-Through Funnels
Most agents have a contact form or some other type of form to get in touch. This form asks for details like name, address, phone, and email.
While these are all necessary details for an agent to do their job, a lot of people are hesitant to commit to giving up all that information right away.
A click-through funnel allows an opportunity for you to capture the same information from users, while also increasing their chances of filling out your form. A click-through funnel generates the emails for email marketing but is not your actual email marketing.
These funnels often time add a few additional steps in the way of qualification. Instead of asking for the information upfront, you can have questions (one at a time) asking about buying or selling intent, type of property, and price range. Each of these questions has a couple of options that simply require a button click as input, with the final form coming at the end.
The funnel reduces the cognitive load that comes with submitting information up-front, and also makes the user feel as though they’ve already given up a portion of their information, why not submit the rest.
In addition, you also gain valuable information that you can use when you call back. This allows you the ability to qualify yourself and your experience based on their specified property type, neighborhood, and price range.
2. Create Gated Content & Guides
Gated content means that a user must submit a piece of their information before given access to your resource.
The most common piece of information required is email.
By creating in-depth guides for home buyers and sellers, you can create additional opportunities on your website to capture leads.
The best part about gated resources is that they can live on multiple parts of your website. You can include the gated resources in a resources section in your top navigation, the sidebar of your blog, or even between sections of copy on a blog article.
If you have a particular piece of content that generates traffic for your website, but fails to generate qualified leads, a piece of gated content is a perfect opportunity for that page to start generating revenue.
3. Customer Referrals
Perhaps the easiest and most obvious way to generate leads is through customer referrals. When a real estate client has a good experience with you, they want to share it with their friends and family. However, it’s not always that simple. People are much more likely to share a bad experience than a good one.
So how do you get your customers to provide referrals? Follow-ups and reviews. Beyond providing excellent service, show appreciation through thank you notes and even small gifts if possible within your budget.
Make sure you maintain your relationships with past clients and prospects. It can be as simple as sending a holiday card or calling them every six months.
You’ll also want to be able to provide branded materials, like business cards, magnets, and other collateral so people remember you. Staying active on social media and posting regularly on your website or blog can keep people engaged so they’ll remember to refer you to their friends and family.
With these three tips, a quality real estate agent can be well on their way to generating more leads for their own business. After a little hard work and follow-through, you’ll see the results start to pay off.
Andrew Schmeerbauch is the Marketing Director of Clever Real Estate, the online referral network that connects home buyers and sellers with top-rated agents at a discount rate.
If you are an educated, experienced REALTOR® that uses social media in your business, you should apply to join the PrimoAgents REALTOR® Referral Network. You will be given an exclusive area to represent and the opportunity to increase leads and referrals. Click here to apply now.