Whether you are a real estate agent, investor, or lender, there is one pressing question that you are constantly facing – “how do I get more leads?”
Even if you are already super-successful, you’ve got to have a constant flow of fresh leads. It’s the life of your business, income, and financial future. Check out these smart lead generation tips for keeping the pipeline full, and your accounts flush with cash flowing in…
What Types of Leads Do You Really Want?
The first step in profitable lead generation is to get focused on the types of leads you really want. Generating leads isn’t difficult. However, there can be a big difference in lead types, the labor they require, and how profitable they are. Which are best for you? Which are most profitable to you? Will you try to attract as many leads as cheaply as possible, and then filter out the good ones? Or are you short on time, and are better off with more targeted leads that will lead to higher conversion rates, with less work?
Advertise, Advertise, Advertise
One method is to just blast out that advertising and make a lot of noise. You can join those with big billboards and bench ads, and bandit signs around town. This can be a pivotal and important part of your overall strategy. However, it can often be more of a branding play than a lead generation play. It may help support your social media and direct mail efforts, but may not lead to a lot of inbound calls all by itself. It is also vital to recognize the difference between spending to boost your own ego, and smart business investments. There are many ways to generate business, but only those getting the most from their budgets are going to survive and thrive long term.
Create Your Own Lead Funnels
An alternative to traditional advertising is creating inbound marketing funnels. Taking the DIY approach to this has become very popular. You can use blogs, Twitter, landing pages, re-targeting ads, webinars, and more to attract real estate leads to you. This can be highly profitable. Yet, some real estate professionals are turning this into a giant detour. They are trying to become masters of digital marketing (which can be a full-time job for a whole team of people), instead of focusing on being experts at real estate, or closing deals. You do have to be careful that you focus on your strengths, and the money-making activities, and are not distracted with tasks you should really be delegating.
A smart alternative here may be to hire some experts in this area, and have them set up smart funnels that will deliver the leads. Then you just stay busy engaging with, and closing those deals. Imagine how much more you could do, if all you had to do was speak with eager buyers six hours a day.
Acquire Existing Lists
While branding, real estate blogging, and local networking can all be parts of a smart and comprehensive business plan, many may simply be better off tapping into existing real estate lead lists and databases. You can cut through an enormous amount of time, expense, and guess work, by just acquiring access to big lists of cash buyers, motivated sellers, and investors. The information is there. You just need to get your hands on it, and then call, email, or mail them, and close those deals.
We can’t talk about generating real estate leads without talking about smart lead management. It doesn’t matter if you stack up thousands of inbound calls from qualified buyers, if you drop the ball on closing them. Make sure you have a system of instantly engaging those inquiries, following up, and continuing to nurture relationships and opportunities.
Test, Refine, Repeat
You may not know all the answers to the above yet. That’s okay. Get going. Test it out, tweak it and optimize your campaigns and results, then repeat and grow. Scale the things that work.