Real estate lead generation goes way beyond cold calls and knocking on doors. Rather, it's about targeted marketing directed toward prospects, or prospective clients, who are actively searching for a real estate agent. So, instead of wasting your money on mass mailings or telemarketing campaigns, focus your lead generation with the following helpful techniques.
Build Your Referral Network
Grow your contacts network by getting in touch with local mortgage brokers, housing contractors, developers and real estate attorneys. By putting your name in their hands, you increase your chances of them passing it on to their clients.
You can build your referral network by calling industry professionals directly and setting up meetings, attending networking events or even with a simple mail-out introducing yourself and your services.
Attend Home Shows
Hosting a booth at a local home show can be a great way to meet and greet prospective clients face-to-face. Make your booth stand out by drawing visitors with an attractive multimedia display and free giveaways.
Focus on Your Website
The majority of prospects start their real estate searches on the Internet. Make sure they hit your site by focusing on building a quality site that's updated frequently and easy to find.
Once your site is built, consider investing in search engine advertising to increase your site's visibility.
Focus on Online Marketing and Lead Generation
Become an active participant in local message boards, online communities and social networks. Answer questions and participate in discussions, and always make sure to include your contact information, location and website URL.
Offer a Referrals Incentive Program
Set up an official referrals rewards programs that provides incentives to people who bring you leads that turn into clients. For example, a cash incentive or gift could be a great way to encourage past clients, friends or contacts to spread the word about your business.
Get in the News
Do you have a local real estate news story? Have housing prices in your area increased or dropped recently? Try writing up a press release, including your contact information, and send it out to local news editors. Your release may turn into a story with you as the primary source.
By getting your name in print or your face on television, you'll not only wind up in front of potential prospects, but also doing so as a real estate expert.
There are hundreds of lead generation methods, but these - press releases, referral incentives, online marketing, websites, home shows and referral networks - are some of the most efficient and effective in the business.
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