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How Do I Get Real Estate Leads – Realtors need to maintain a healthy pipeline of leads. When interest rates are low and the temperatures are nice, you could be inundated with customers. But there’s always a winter lull or market fluctuation at the turn to stop your momentum and, in turn, your commission checks. Prepare for the unpredictable nature of real estate with an arsenal of new lead-gathering tactics. Here are some real estate lead generation ideas to think outside of mass mailing and ahead of the curve. How to Get Real Estate Leads Build partnerships. Host a housewarming party Become a restaurant regular. Send a handwritten note. Leverage the internet to advertise. Advertise through more traditional media. Build your own website. Develop a niche. Use the “Coming Soon” signs. Head to an open house. Generate leads on LinkedIn. Organize educational events. Don’t neglect the tracks. Target “For Sale by Owner” ads. Contact expired ads. Generate referrals from satisfied customers. Divorce from work leads. Leverage predictive analytics. Strengthen your presence on social networks. Dig for particularly old expired listings. Network at non-real estate events. Try to go door to door. Join your local chamber of commerce. Use Instagram stories. Cold call. Contribute to industry publications. Contact estate executors. 1. Establish partnerships. Network with other local businesses to form mutually beneficial partnerships. Try strategies such as co-hosting happy hours, sending gifts to customers or prospects, and forming local alliances. Here are some areas where real estate agents can form productive partnerships: Insurance Companies – Homeowners insurance is a must, but some buyers are also looking to turn their new property into a rental, second home, or business. Having the right insurance is key. Personal Bankers – A home is the biggest financial investment many of us will ever make. Having a personal banker to manage the numbers can be a big help for buyers. Commercial lenders – Loan officers are an integral part of the home buying process, but most buyers don’t have one in their back pocket. Bakeries – Whether you’re sending pies to past clients to keep your realtor in mind or ordering treats to make your open house even more enjoyable, connecting with a bakery is never a bad idea for a real estate agent – or anyone, for that matter. Landscapers – There’s an old saying in the kitchen that goes, “The eye eats first.” A similar principle applies to real estate. Landscaping is often the first impression potential buyers have of a home. Encourage your sellers to have their homes professionally fitted out to set them apart from the crowd. Cleaning Services – No buyer wants to walk into a home that looks a little dirty around the edges. Partner with cleaning services to offer discount house cleanings to your customers. Staging Experts – Very few of us have HGTV-worthy show homes, but an ambitious home is a home that sells. Partner with local intermediaries to get your contract customers’ homes faster. Title Companies – A less glamorous but no less important partnership is the one you will have with local title companies. Have a few go-to companies to recommend to your customers. Either way, find and connect with businesses whose customer base matches your goals and preferences — and once you’ve established those partnerships, be sure to contribute your fair share. All parties involved have much to gain from this type of relationship. 2. Host a housewarming party Has a well-connected customer just moved into their new home? Offer to prepare for their housewarming party, have an open bar, pay for appetizers, or decorate the place with gorgeous flowers — and be sure to stop by to mingle. A little facetime can go a long way when you take advantage of this method. It’s the perfect place to meet prospects at similar life stages who might be impressed with the home you helped their friends buy. Did they invite the new neighbors? Now is the time to ask them if they have considered selling. Neighborhood sales usually pique the interest of homeowners, and a housewarming party can turn cold leads into hot leads. 3. Become a restaurant regular. Meeting customers at a local restaurant or cafe to discuss terms? Always plan these kinds of meetings in the same restaurant. You will strengthen your influence with the servers, have access to the best tables and appear popular and connected to your community. You might even get to know other regulars, making you the perfect person to contact when they’re ready to buy. 4. Send a handwritten note. Grab a pen, some paper, and a real stamp, then send a note to a past or present client. Thank them for choosing you as their real estate agent and remind them that you’re available to answer their questions, suggest a reliable moving company, or send important paperwork for tax season. A handwritten note goes a long way in expressing your appreciation. And it saves you from becoming another unread subject line in your customers’ inboxes. Feel confident? Pick up the phone a few days later and ask for a referral. 5. Leverage the internet to advertise. Invest in paid online advertising. Websites like Zillow offer real estate agents advertising options — a smart move since the share of homebuyers who used the internet to search for a home hit an all-time high of 97% in 2020, according to the National Association of Realtors. Here are some of the best ways to market yourself as a real estate agent: Run Facebook ads Run LinkedIn ads Answer real estate questions on Quora Run Google ads for local or national real estate sites This is what a Facebook ad might look like effective. Image source: Zillow 6. Advertise through more traditional media. Sometimes the best ways to build brand awareness and attract new customers are a little more traditional. Media like billboards and print ads can be great resources for grabbing the attention of potential clients and keeping your services in mind when they search for their next real estate agent. And don’t be afraid to get creative with your advertising – a little humor or eye-catching visuals can help you stand out. Image Source: Fit Small Business 7. Build your own website. Your brokerage will probably give you a page on their website, but it’s important to create your own web presence. This allows you to create a personal brand, showcase your specialties, and share reviews from happy customers. It also ensures that you have a consistent presence in the local market, even if you switch brokerages. Pro Tip: Don’t forget to optimize your site. Write articles addressing common questions or challenges that customers face during the buying process. Create and share helpful explainer videos. And capture email addresses by signing up for the newsletter. 8. Develop a niche. Do you specialize in a certain neighborhood, historic homes, or help clients find their perfect apartment? Think about it! Find your niche and become an expert. This allows you to focus your marketing efforts on a specific group and build a reputation as a go-to real estate agent for those buyers and sellers. Here are some common real estate niches: Historic homes Mid-Century Modern homes Luxury homes Neighborhoods Student rentals School district City or town First-time buyers Condominiums or apartments Distressed properties Senior homes Vacation homes Land Commercial real estate Industrial real estate Property rights For sale Properties by Owner (FSBO) You don’t need to be an expert right away. Decide which niche interests you and dive into it. For example, if you want to develop a niche in helping seniors find their ideal retirement home, learn about their needs, research local senior centers and age-friendly neighborhoods, and work with financial planners who understand the unique home buying needs of seniors. in your region. 9. Use “Coming Soon” signs. “Coming Soon” and “Sold” signs are a proven way to generate interest in your properties and expertise. “Coming Soon” signs build anticipation even before a home hits the market. And “Sold” signs are great for gathering leads from buyers who missed out on a property — and want you to make sure it doesn’t happen again. 10. Head to an open house. Not doing open houses to get new leads? You are missing something. Many buyers (or future buyers) present themselves without having an agent. This is the perfect time to introduce yourself and offer to help them navigate the market. Pro Tip: If you decide to go this route, don’t be pushy or pushy. Shameless self-promotion at someone else’s open house is never a good look. 11. Generate leads on LinkedIn. Join LinkedIn groups that you know your target audience frequents. It could be something like a group for local real estate investors or one for first time home buyers. Find the groups your buyers hang out in and contribute to the conversation before making a business pitch. Once you’ve established a relationship, follow up with interested prospects and offer to discuss their questions further on a call. Pro Tip: If you’re posting in a real estate investment group, consider sharing a
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