Real Estate Coaching - Greg Luther

The lead generation techniques you might have been using over a year ago probably need to be rethought, thanks to the turbulent changes real estate has faced over the past year. The pandemic has had new agents, as well as established agencies finding new lead generation strategies to operate effectively and safely.

It’s now a digital game of giving and take amid the relocation and record-low interest rates. The way agents nowinteract with sellers, buyers and renters have shifted dramatically.

Because now more than ever, real estate marketing and transactions are galloping toward enhanced digital solutions, and those who adopt the best will be set up for success in the future. Because with the proper real estate lead generation, it’s possible to gain several years’ worth of territory and market share squashed into one year or less. The key to success is, therefore, to rapidly move your platform to systems that generate leads.

So, for growth-minded real estate marketing, that means the on-trend estate agent must leverage technology in unique ways. Because winning requires standing out in the digital marketplace as well as with the more traditional systems – the successful real estate agent is streamlining buyer and seller leads and reducing the amount of face-to-face interactions. 

Homebuyers who traditionally used the internet to search for a home actually increased to an all-time high in 2020, according to the National Association of Realtors, so if you want a ready-made tool for generating real estate leads, you’d be mad to ignore digital marketing and the new and different marketing avenues.

But for all the real estate lead generation ideas, they all come back to one pro tip strategy – relationship marketing…

Get on the Phone

Good old-fashioned phone calls are making a serious comeback as real estate agents are finding people who want to chat after a year of isolation – more than ever… So, pick up the phone to generate home buyer leads.

So, if cold-calling, door knocking, open house and chasing expired listings seem a thing of the past to you, there are other ways to generate buying or selling, but that can still have a personal connection.

Use the internet to advertise

Use your website more. Even as a new real estate agent, it’s helpful to use your website for all your services, even if you mainly find leads through in-person connections.

Invest in paid online advertising because innovative ways to market your real estate business and increase your sphere of influence by converting seller leads include:

  • Run Google/Messenger/Facebook ads
  • Generate leads on LinkedIn
  • Answer questions on Quora, for example
  • Writing guest blogs with SEO (search engine optimization) for local or national real estate websites to generate leads.

But the real estate industry doesn’t always rely on web leads – sometimes the best leads from word of mouth from people you may know – friends and family.

Video Marketing

Videos have also become a game-changer for lead generation as listings with attractive videos usually outperform those with static images every time. 

You’ll need to take up video sharing applications, such as YouTube, TikTok, Twitter, Reddit, Facebook and local channels. Those of you who effectively find ways to reach your audience with video marketing will be rewarded with a more significant number of transactions.

Social Media Marketing

Social media has created new opportunities to generate real estate leads. Platforms such as Facebook Marketplace can also provide a better visual experience and more potential to gain the trust of buyers and sellers through social proof.

Individuals who learn how to market on social media effectively will tap into a more comprehensive lead source in 2021. Social media marketing is an excellent way for generating leads where buying and selling is concerned.

Try and generate leads on LinkedIn so by joining LinkedIn groups, you’ll know what your target audience are spending time in, and you can contribute to the conversation before making your professional pitch. Build up a rapport, then follow up with interested prospects and offer to discuss their questions further on a call.

Niche Marketing

Perhaps you could develop a niche when it comes to the real estate market… You could find your niche and become an expert in your area, as this allows you to focus your marketing efforts on a specific group and develop a reputation as the go-to person for these buyers and sellers.

You don’t have to be an expert immediately – find which niche interests you most and develop it – if you want to establish a niche in helping senior people find their perfect local real estate retirement home, learn what their specific needs are, and partner with local businesses with financial planners who understand this unique home buying requirements for seniors in your area.

Real Estate Lead Generation

Property Technology

For serious marketers, new technology tools are emerging rapidly – including apps that can help with the creation of 3D tours or help minimize contact via electronic signature and document storage – all these are fabulous for your business and can save you a great deal of time and effort. 

Leveraging Data

Agencies that are able to provide consolidated, easy-to-understand data will be able to stand out in their local market. Being able to guide buyers and sellers based on real-time market conditions will make you an invaluable resource to your clients. Ensure you are a lead gen company that uses predictive analytics to estimate when homeowners are going to sell.

Get Leads

Another great way to generate leads is to contact potential clients by buying lists regularly.

At the end of the day, people in this business are rewarded with success through engagement, influence and impact. Before anyone can generate a transaction in the internet world, you have to develop that digital footprint that enables your potential customers to know, like and trust you. 

So, whether it’s good old-fashioned sales and marketing which leads to quality leads or on-trend digital marketing, or a combination of both, there are plenty of free and exciting, as well as easy ways to get real estate leads, if you know where to look…