Most 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
When 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
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!
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