Leads are the lifeblood of our businesses. Without them, we would just be blindly calling random people, hoping they’re ready to sell their homes. That being said, getting quality leads consistently is easier said than done. Whether you’ve been an agent for five years or five weeks, it never hurts to have more leads. That’s why I’m sharing the top three lead sources every successful Realtor is using:
1. Your database. If you aren’t already keeping an organized database of all your contacts, you should be. Database marketing is a real estate agent’s most powerful tool, and there are a couple of reasons why. First, this lead source becomes more useful over time. Each client you work with and every person you meet is another opportunity to get a lead in the future. Next, people who already know, like, and trust you are far more likely to follow through and work with you. These leads are high-quality, unlike some from other sources.
“Whether you’ve been an agent for five years or five weeks, it never hurts to have more leads.”
2. Open houses. These are great lead sources. If you’re preparing for an open house on Saturday or Sunday, try to focus on new-to-market homes, low-inventory homes, and mid-range price homes on Monday and Tuesday. These homes tend to move quickly and have a large pool of buyers.
On Wednesday through Friday, you should work on maximizing exposure for the open house. Start by inviting everyone you know, including those in your database. Create one or two social media posts and ads to run on those days leading up to the open house. Then, knock on 15 homes to the left and right of the open house and 30 homes across the street. Invite the neighbors to come 30 minutes or an hour early for a sneak peek of the open house.
On Saturday and Sunday, set out 20 to 40 signs to let the neighborhood know about the open house. Arrive an hour early to set up and be ready for the preview. Have your registration sheet or online form ready to collect information from attendees. Finally, follow up with everyone who attended the open house. Sending a text the next day to ask them to rate the home on a one-to-10 basis is a good way to start.
3. Online leads or social media advertising. It’s no secret that Facebook, Google, and other digital companies are great places to find leads. However, you might not be advertising to your full potential on these platforms. One of the most important things most agents ignore is video. If people see your face and hear your voice, they’ll feel as though they know, like, and trust you. Also, be sure to tailor your content to non-experts. Don’t assume your audience knows obvious real estate advice—there’s a good chance they don’t.
If you would like more tips on how to utilize these three lead sources, or if you have any other questions, please give me a call or shoot me an email. Make it a great day!
