Selling real estate can require a very personal touch, so even professionals with years of training and guaranteed sales techniques can find themselves in a tough spot. But one of the toughest things to do in real estate is not convincing someone to buy but to find leads. No amount of sales tips in the world can help you if you haven’t got good real estate leads.
If you want to succeed in the real estate market, you have to have a solid lead generation strategy and use it to create a pipeline of fresh prospects. Here are a few ideas that can help you get started with real estate lead generation.
Most people looking to buy a home will scour the internet before taking the step to view prospective properties. This allows them to get an idea about prices, neighbourhoods, school districts, facilities, and other essential factors that play into their decision-making.
If prospective buyers are going online, you need to be online as well. Creating a website is very important but being active on social media is mandatory. You can join groups that are dedicated to real estate, answer real estate questions on various forums, research hashtags, meet new people in similar businesses, and learn about various networking events.
Networking is all about establishing a personal connection with potential clients, so activities such as volunteering, talking with your neighbours, and keeping in touch with old college friends is all part of the mission.
Building partnerships can be very important for real estate marketing for several different reasons, not least of which is referrals.
Getting referrals from your partners can be highly beneficial and lucrative for everyone involved. Your partners can be event planners, attorneys, bankers, financial experts, and so on. The idea behind partnering with people in the community is that they would refer a client who may be looking for real estate to you. As a result, they would either get paid (or expect you to refer clients to them).
Good examples of partners are divorce lawyers because no one is on the market for a property like couples who are in the process of divorcing. On the other hand, newlyweds are also usually on the market for a property as well, so you can talk to event planners or jewellers.
This is a terribly broad topic, and one post is nowhere near enough to cover its reach; however, we will cover the most important aspects of real estate marketing.
Outbound Marketing – we all know that people tend to trust experts, and real estate is no different. If you share your expertise with people, you are likely to get a following of those interested to learn the information that you offer. This is why outbound marketing in the form of podcasts, seminars, newsletters, and so on is so effective. Make sure to cover topics that prospective buyers are in; these include property taxes, school district, neighbourhood initiatives, upcoming projects, restaurants, etc.
Affiliate Marketing – for those who are not real estate agents but want to make money from real estate, affiliate marketing is the right step for you. Simply put, real estate affiliate marketing is what happens when a merchant (property owner) sells the property through a link that an affiliate (person/company) posted on their site. If the prospective client ends up buying the property as a result of clicking the link, the affiliate marketer gets a commission. Essentially, it’s just like referrals, but in this case, the parties need not know each other personally.