My favorite 3 lead generation techniques for REALTORS® to keep those leads coming in!

by martygreen

happy businessmanMost successful Real Estate Agents are the ones that do daily lead generation.  Whether they are on the phone or out there in the field, lead generation is paramount for a REALTORS® success.

By devoting just 1 hour per day to lead generation, can put you at the top of your company’s sales stats, and keep you there consistently.  Over a month’s time, that constant focus on lead generation will  quickly add up.

The key is that it has to be done every day.   You cannot expect to get Top Producer results by working at lead generation part time.  It has to be done daily.  If you want to have a rewarding real estate career, then this is a must.

Here are 3 of the best lead generation techniques you can use to keep the push on and keep those leads coming in.

1.       Call through your database! Your database is full of past clients and people you have recently met.  They have either done business with you in the past or are a prospect for doing business in the future.  STAY IN TOUCH WITH THEM.  It is so much easier to contact someone you already know.  They already know who you are and they will be more willing to listen to what you have to say.

If you are new to the business then you should be calling your sphere of influence.  That is everyone you know including friends and family and previous co-workers etc.

Be diligent and call through your database every day.  You should be calling through your database at least once a quarter.  So if you have a database of 60 people, divide that by 60 (number of work days in 3 months) and that’s how many people you need to phone per day.  60 divided by 60 = 1 call per day.

Remember to follow up each phone call with a personal note thanking them for talking to you and letting them know how much you appreciate them.  Let them know that you are there for them with any questions they may have about real estate.

2.       Work your farm area

residentialWhen I started in Real Estate, my farm area was 300 town homes.  I regularly walked the area dropping off flyers, door knocking and phoning them.  Once I got a listing I would drop off “Just Listed” flyers.

I would then schedule an open house for the following weekend and I would send out invitations to the street.  This would ensure that my open house was successful in attracting many people to come and see it.  This put me face to face with more potential clients.

Finally I would drop off “Just Sold” flyers letting everyone in my farm area know that I could get their house sold.  So the next time I was door knocking or doing an open house, people in the neighborhood knew my ability to sell their most valuable asset and get the job done.

Become the area expert for your farm area.  Work it as much as you can.  There are many people that have been thinking about moving within your area.   You want to be top of mind for when they are ready to move.  The best way to do this is keep communicating with them.

It takes awhile, but within a short amount of time you can be the recognized expert for that area.  I would start off small as I did with about 300 homes and then expand from there.  Having a farm area of 1000 homes or more should be a REALTORS® goal.

3.       Use Facebook

facebookFacebook is a phenomenon that just won’t quit.  It continues to grow and grow quickly.  With over 500 million people on it now, it has more people than most countries!  What a great place to market to.

By building up a close knit list of friends and clients, you can easily keep communications open on your activities.  Engage with them by commenting on their activities as well as your own.  Offer advice and ask a lot of questions to stimulate conversations.

Using this type of attraction marketing, you should be able to pick up many people to add to your client database.

Just remember to keep at it!  It doesn’t happen overnight but the agents that I’m working with have been getting lead after lead which is turning into nice commissions for them.

The key is being consistent.  Many agents give up when they don’t get a call in the first week.  Trust takes time to build.  Just keep at it and you will start to see the results as well.

Remember to mix it up a little.  DO NOT TALK ABOUT REAL ESTATE ALL THE TIME!!! People get tired of this.  They will think the only reason you friended them is to spam how great you are with Real Estate.  This will not work.

People are attracted to you when they find out that you have things in common.  Remember, when selling a home, it is not about you it is about them.  So try to post things on Facebook that your clients will be interested in.

So talk about your day and your kids or your car or any activities that you are involved in.  Add in the occasional Real Estate topic.  If you keep it to 80% personal and 20% business you will be fine.

Use Facebook to connect with your farm area.  You can bring interesting information to them about their area.  Take pictures of new business’s opening up around them.  Add information about the community they live in.  Quarterly stats are always great to post to keep people updated about their home price.

So there you have it, 3 great tips to keep the leads coming in, but it all comes down to you and your effort.  Are you willing to step up and commit to 1 hour a day of these activities?  Just 1 hour a day can be the difference between you having a great real estate career or giving up and quitting the business.

So get busy, create a plan and get at it.  You will start to see the rewards very quickly.

I believe you can do it or you wouldn’t be reading this post.  So get started today, create a plan of attack for tomorrow and get to it.  First thing in the morning always worked best for me and my agents.

If you combine these 3 techniques and stick with it, you will find that you will be generating many leads and helping families get moved.  This will ensure you will have a great career in real estate.

All the best and good luck!

Marty Green

P.S. This post is brought to you by www.realestatecareermentor.com Please sign up for our FREE newsletter with more great updates and Real Estate training info on how to make sure you achieve all your Real Estate Goals.

{ 9 comments… read them below or add one }

Jason Froude January 30, 2013 at 12:47 pm

Great tips as always! :)

Intizar May 14, 2013 at 1:35 am

Great job you have done and I really enjoyed and get useful information from here. However I totally agree with your 3rd point that is ” Use Facebook” because facebook is a great source of marketing and advertising now a days. People not only use the facebook as a social network they are also generating a great revenue from facebook. Although you have explained all the points in great detail. If you have more tips please share with us..

Evan July 9, 2013 at 2:21 pm

First of all, great post Marty!

I wanted to join in on the discussion about Facebook. I think realtors should separate their personal lives and business lives by having a business page. Having said that, the business page should have a lot of personality, but nothing personal.

Where realtors can really take advantage of a Facebook [business] page is growing their audience through Facebook advertising. They are able to target their geographic area along with additional demographic characteristics of their target market.

As the realtor is building the following I think it is a good idea to promote the posts on their Facebook page. This is a great opportunity reach a huge audience with a cool blog post, beautiful listing, or an interesting fact or feature about a listing. It could gain you brand awareness/recognition, likes, website traffic or even a lead down the road.

Mari September 24, 2013 at 2:15 pm

Marty,

I really enjoy your podcasts, they are full of good information! I am new in the business and have learned so much from your teachings. I hadn’t checked out your website until today, but I just wanted to let you know that it is so helpful. I like that you give examples (I am going to modify your new agent mailing and send that out), and that you teach in steps, making it easy to remember.
One question- are you no longer recording podcasts? I can’t find anything after June and was just wondering if you are under a new name in the App store or if you aren’t recording anymore.
Thanks for all the information you provide and keep it coming!
Sincerely,
Mari

martygreen September 24, 2013 at 2:39 pm

Hello Maria, thank you for the nice comment.

I am still recording podcasts although I have been extremely busy taking over a new office for Remax. I have a new one scheduled to be recorded shortly. I have others planned as well and I will get them out. I need to schedule my time better, I’m a little “all over the place” right now. I need to find the balance.

best and congratulations on your new business.

Marty

Maria November 28, 2013 at 9:15 am

I’m about to venture this career and I’m new at this. Was looking for tips when I came across this page. Thank you so much. This will help me with my new career. Before reading this, I’ve already seeked help from my friends list if they or any of their friends/colleagues are looking for condominium/apartment to invest in. So far, no leads yet but they will let me know if anyone asks. Cheers from the Philippines!

martygreen November 28, 2013 at 9:28 am

Congratulations on your new career Maria! I’m sure you’ll do great!

Just remember to keep in touch with your database often. A phone call every 90 days is important to show them how much you care and how professional you are.

Best of luck!
Marty

subbareddy December 14, 2013 at 1:02 pm

Great
iam working in customer care department as lead generator ,

This post will surely help me when i am in great trouble .

Thanks

asad malik April 1, 2014 at 1:44 pm

Nice and honest suggestions buddy, I am signing for newsletter to heard more from you.

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