Best Practices for Lead Generation

Let’s face it, leads are important.  The more leads you have, the better your odds are to close a deal.  You should always maintain a steady flow of leads coming in, so that hopefully they can become clients!  You also need to generate steady leads for a listing when trying to sell. Here we will go through ways to generate leads for yourself, as well as ways to generate leads for your listings.

First, let’s focus on leads for you.  There are lots of ways to do this, and we’ll cover a few here.  One thing you can do is hold virtual open houses. Don’t have any listings?  Hold virtual open houses for other agents! There are several ways to do this:

  • A live, scheduled event using something like FaceBook Live
  • A virtual tour (slideshow) that is not live, but prerecorded for people to view
  • A walk-through video of the home (just like an open house walk-through, just pre-recorded! 

Just remember your job is to sell the house when you are hosting the open house, but this can also be a great way to get your name out there.  

Another thing you can do is farm a neighborhood (even yours!).  You can do this several ways: 1) Mail out newsletters, calendars or some other creative mailer; 2) Mail out postcards about homes that recently sold in the neighborhood, or postcards about who you are, etc.; 3) Create a community Facebook page so that people can see you, meet you, talk to you.

A third way to generate leads is by having a strong social media presence.  Buffer says that not all content needs to be shared everywhere and not all content is suitable for every social media platform.  According to a study done by the National Association of Realtors, 47% of real estate businesses note that social media results in the highest quality leads versus other sources.  Make sure you have a solid social media plan and don’t worry – there are a lot of resources out there to help with that.

Email campaigns are yet another way to drum up warmer leads.  You may have a bunch of people in your database that are just cold leads, but could you imagine if those people were dripped on by emails with informative statistics or even just something interesting or funny.  You would stay top-of-mind to them, meaning when they decide they are ready to buy or sell, you will be the first person that comes to their mind. Just remember not to make these too frequent because then their eyes just glaze over and they just delete before reading or completely unsubscribe altogether – not what you want.

Lastly, another way to get leads for you is through landing pages.  These are easy to use one-page “websites” where it’s only objective is to squeeze information out of people.  They are usually enticed by a “free report” or an article or home value report or anything! These are great because you can just take them and use them to post on your Facebook business page, create Facebook Ads with them, Google Ads with them or get creative and use them in other ways.  

Single property websites with lead generating pop-ups, landing pages, text codes with call capture, and a multitude of places to put your listing to advertise.  Obviously the more places you advertise your listing the better!

First, having a single property website for the house is a plus.  It gives the sellers’ a wow factor, plus it gives you a whole other platform to advertise the listing.  Once you have created the single property website for the listing, post it everywhere! Social media is a must, the MLS, any classified ad sites that you use, and anywhere else you can think!  If you can, make sure the single property website has a registration pop-up so you can generate more leads with it.  

Next, have a text code with call capture so that people can text for more information on a particular listing.  Let’s face it – sometimes people don’t want to talk to a realtor right away. They may just want to explore on their own first, and the text code is a great way for them to do that.  Make sure you have this text code in many places – on a sign rider at the house, on the property flyers, postcards – anything you can think!

When you schedule an open house, put that on the single property website too!  Then blast that to social media. You could even do a landing page specifically for the open house and allow people to RSVP, or register for it, or even “enter to win” something!  You could also walk neighborhoods hanging door hangers as a notice of the upcoming open house too.

We have gone over several ways to generate leads for you and for your listings.  Remember these are just a few, and feel free to get even more creative! The more ways you can come up with to generate leads the better.  If something isn’t working for you, ditch it and come up with something else.