10 Best Real Estate Lead Generation Strategies in 2021
You’ve probably heard of the “80/20” rule. It states that 80% of your business comes from 20% of your clients and customers. So if you’re not paying attention to identifying and cultivating leads, you could be missing out on a lot of business. If you’re new to the real estate industry or are just looking for a refresher course on lead generation, this article is for you.
1. Understand who your ideal customer is
To get customers to notice you, you need to know who your ideal customer is, and you need to be able to tell them what your business does in a way that’s easily digestible. This is where a great elevator pitch comes in.First, define your buyer persona and then tell them why you4re the best choice to serve them. By focusing on your top priorities, it’ll be easier for you to craft a compelling copy that will grab their attention.
The best copy isn’t annoying; it’s easy to consume, and it conveys your unique value in a way that other marketing materials may not. Most people think of the importance of a great elevator pitch — especially for marketing professionals — in terms of getting an introduction that’s convincing enough that the target audience will want to learn more about your company. This is exactly what an elevator pitch enables you to do.
The truth is nobody cares how badass you are when it comes to real estate.
More importantly, nobody cares how badass your company is unless they know what you do.
2. When you know who your ideal client is, it’s easier to find them
It’s common to see the “20% rule” referred to in marketing books and on many online forums. However, it seems like more people are paying attention to it.
If you really want to stand out and stand out from the competition, it’s about having a personal brand. There’s nothing wrong with wearing a suit and smiling for the camera.
3. There are many ways to generate real estate leads; here are ten of the best
There are many ways to generate real estate leads, and the best way to figure out what works is to give them a try. Here are the ten best ways to generate leads in real estate:
1. Join local real estate associations.
2. Attend real estate seminars.The best way to get a sense for the industry is to take a real estate seminar. These events can have a wide variety of topics, from how to gather leads to price sensitivity and strategies. Just be sure to take a few notes before you leave so you can come back to them when you attend another seminar.
3. Try being a lead generation specialist at a real estate investing club. There are a number of real estate investing club meetings in major cities. A great option to this is to be a lead generation specialist at the meeting. You just need to introduce yourself, give your number, and more. After you get your cards and ID in hand, the meeting will likely be lively. You’ll be able to gather leads and connect with other more experienced investors in your area.
4. Write for your local newspaper. Real estate classifieds in local newspapers are a fantastic source of leads. A high percentage of people who post real estate classified ads are looking for a property. If they’re advertising in a newspaper, the chances are high that there are other real estate investors around who know of the property and want to purchase it.
5. This group usually meets twice a year at an agreed upon location. You’ll also have the chance to travel as a speaker to other cities.
4. Learn how to follow up and nurture your leads until they are ready to buy
Sales is a process, not an event. It’s a series of interactions that lead to a closing. The first interaction is the lead. The third and final interaction is the cold lead.That’s because the third and final interaction is a cold call.
To make sales easier, you want to plan out three to five warm leads a month. The idea with that warm lead is to land them with a qualified offer so that they take the next step, invest in the solution, and book an appointment. While you want to plan three to five warm leads a month, you want to be flexible. You don’t want to waste anyone’s time by suggesting that you’ll have something for them in three days. That’s a hard, ice-breaking offer. So instead, you should offer one-week, two-week, or even three-day rentals.
You want to make the prices obvious and non-overlapping. You definitely don’t want to mess this up by promising something and then having a misunderstanding about the detail. My last point on pricing is to demonstrate that you’re not taking a short-term job. The rental program you offer must provide hourly rates. That limits you to the services your business offers. Finding qualified leads quickly is the most important element of sales. I like to treat warm leads as program participants.
5. Be sure that you have a trusted partner in the business of lead generation
One of the most important things to do is to be sure that you have a trusted partner in the business of lead generation. You can’t do it all on your own, so you need to be able to trust the people you partner with.It comes down to making a list of things that they bring to the table and making a list of things that they don’t.
Be so sure that you’re collaborating with the right person for your real estate business that you know the following things: Before you can even begin to pay attention to the listed topics below, it’s time to take a good, hard look at your current marketing strategy and goals. It’s time to evaluate how you are marketing and distribution to identify what actually works. That way, you’re not scrambling to reinvent the wheel for every single lead that comes your way.
This is the time for a reset. The key is to get in the habit of analyzing what works in your current marketing landscape and tap into it so that you can consistently generate new leads and bring in more clients and customers. This is going to be a long list, but it is the whole package that gets you over the top and generates action.
When I say action, I don’t just mean coming up with creative ways to get people to click, download your app, sign up for your mailing list, etc. I’m talking about across the board action, because these are often the factors responsible for bringing prospects to your door — not something you do once when you’re starting out. What are these steps that you agree on? Are all of these things that you agree with? Are there points within these lists where there are some things that you disagree with? On both sides? Usually, when you’re starting out, you will disagree.