Generating leads is the lifeblood of any successful business, and without them, a company is guaranteed to fail. In the real estate industry though, qualified leads are all that and so much more. They’re also the foundation of building a qualifying portfolio and having a tenured real estate career. Many realtors can generate leads, but how do you generate more qualified leads, consistently and over time? How do you find those ready-to-buy gems? Call Motivated Sellers can help!
There are countless tips to help you generate more qualified leads, but below, we share 9 of our favorites to give you a running start. If you have any other questions about the real estate industry and how to streamline your process, don’t hesitate to contact our team.
Keep Track of Where Your Qualified Leads are Generated
Trying to figure out what your leads like is a challenging task. After all, there is no one-size-fits-all lead generation tool. Each lead that comes across your site may be looking for different things, and it’s your job to find out what. The best way to gain insight into what your qualified leads want is to learn which pages they frequent most.
Tracking tools like Google Analytics and heat maps are exceptional ways to generate more qualified leads. Heat maps highlight which pages on your website get the most clicks — be it blogs, podcasts, or videos— and how much content they devour. This can help you understand what content topics most interest them and how you can better appeal to them. Leads that enjoy your content are more likely to convert in the end. You can even use heat mapping to optimize your landing pages and home pages to target specific leads.
Use SEO to Drive Web Traffic
You can’t generate more qualified leads if your leads don’t know you exist. This is where search engine optimization can come in handy. Using SEO can help boost your site to the top of Google’s search results pages. The trick is to target keywords that leads use in their web searches in your content. You want your webpage and smiling face to be one of the first things they see, so make sure those search words appear on your site. The best practice for achieving this is to research keywords to determine what terms are commonly searched for. From there, create lead gathering landing pages and bonafide content that increases your rankings.
Experiment with Content
When many think about content, their thoughts immediately go to blogging. But you’ll be pleased to know that there is a wide variety of different content you can use to reach new people and generate more qualified leads. Remember that not every topic requires a blog; sometimes, a topic can be best expressed through a podcast, a video, or an infographic.
You can also feature guest blogs, host webinars, or ask me anything sessions so that you can answer questions and speak on topics that matter most to leads. After this, you can share your recordings in your email newsletter, encouraging others to join next time. Experimenting with different content forms allows you to reach diverse audiences while establishing you as an authority in your niche.
Set Up a Live Chat
You may be hesitant to use a chatbot on your website, but we promise it can be essential in generating more qualified leads. As leads browse your website, the chatbot can be there to answer any simple, one-off questions that they might have. It can even collect a lead’s information and vet their qualified lead status or enroll them in your email newsletter so they can have first dibs on your quality content.
However, for more complicated questions, you can also have the chatbot connect directly to you so that you can go in-depth and even schedule a call. What makes having a live chat so popular is its ability to capture the lead while they’re in the heat of their interest, increasing the likelihood that they’ll work with you when they’re ready to buy or sell.
Build Partnerships
Networking and building partnerships are crucial in the real estate industry. Not only can your partners recommend contractors to use and give you industry tips, but they’re also beneficial when trying to generate more qualified leads. A great place to network is a local real estate meetings and any social media groups you come across. They might be the source of your next successful close. Examples of industry professionals to connect with include:
–Divorce lawyers and personal banks: They may know about properties that are about to go into foreclosure or up for sale before they become public. Banks can also help you crunch the numbers.
–Insurance companies: Can be an excellent resource for burned or damaged properties that benefit flippers or those looking to convert buildings into apartments for rent.
–Bakeries and cleaning services: Striking up partnerships with these two can result in discounted services like cleaning homes for sale or supplying treats to give out to leads and at open houses.
Develop a Niche
As a realtor, you may be tempted to cast a wide net to maximize the qualified leads your reel in. But we’ll let you in on a secret: you can generate more qualified leads by finding a niche and focusing on it, versus trying to target every type of property buyer or seller. For those unsure of what a niche is, it’s a specialized section of the property market that’s being underserved in your area. Here are a few examples of niches you can specialize in:
-Student rentals -Distressed properties
-First-time buyers -Neighborhoods
-School districts -Vacation homes
-Senior homes -Apartments and condos
By choosing a specific niche to focus on, you can become an expert in that area. It also allows you to focus your marketing efforts and develop a reputation as the go-to real estate agent for these properties. To help you decide, opt for a niche that matches your interests or even one you notice a lot of in your surrounding area.
Reach Out to Expired Listings
One of the most overlooked ways to generate more qualified leads is to reach out to expired listings. Browse the multiple listing service (MLS) for properties that didn’t sell while being highlighted on the site. These listings may often still be good, and the seller might be willing to come down on the price.
Before contacting these property owners, it’s important to remember to approach them with care. Many of them may be under a lot of stress, frustrated with their current realtor, or discouraged that their property did not sell. Try opening the conversation by recognizing their pain points and sharing the details of how you will approach selling their property differently.
Check the Metrics
This one is always a favorite method of ours. Mostly because there’s so much data to uncover and so much insight to gain! Tracking data metrics is one of the best ways to evaluate your performance and how your leads perceive you. These metrics also help you make data-driven decisions.
This is because they can tell you what you’re doing wrong as well as what you’re doing right. Because there’s a lot of data you can track, you want to ensure that the metrics you’re measuring are ones that matter to you and generating more qualified leads. It can be conversion rates, behavior scoring, and even funnel leakage.
Write Hand-written Thank You Notes
One should never underestimate the power of a handwritten note. Thanks to the digital age, there aren’t many real estate agents who still put pen to paper and handwrite a message despite being an excellent practice to uphold. We recommend using this to set yourself apart from others and put forth the effort to thank clients each time you receive a referral.
Of course, you can still call the people who referred you, but it’s always a much more impactful — and unexpected — touch to take the time out to personalize a thank you. What makes it a way to generate more qualified leads is that past clients, touched by your attention to detail and dedication to a great customer experience, will be more likely to continue recommending their friends and family to you.
Call Motivated Sellers
Generating qualified leads can be challenging, but we hope that our tips can help you generate more qualified leads for your real estate business. The next step is further vetting those leads and getting them to convert. The first step is contacting them, and that’s where our team at Call Motivated Sellers comes in. Our cold calling experts can take on the task of reaching out to your leads and producing the best ready-to-buy candidates. And if you need guidance or advice, we can help with that, too!
Are you interested in working with us or learning more about our services? Contact our team today, and let’s get started.