Lead Generation Tips For Realtors – Learn everything about blogging, social media, cold calling, branding, and more. This is the place for free real estate lead generation tips.
Have you ever thought about why everyone tells you to cold call?
Or about why you’re supposed to call your sphere?
This recommendation goes back YEARS because it was the most personal and efficient way to reach everyone.
It kind of looked like this…
It was a really reasonable thing to cold call and call your sphere from the 1950’s through the early 2000’s.
Because it worked!
::: BUT THEN :::
The cell phone happened.
And soon there wasn’t one phone number per house but many…
And soon people simply started screening their calls.
And now, even your mom probably screens your phone calls.
Here’s the thing:
Whether you’re trying to cold prospect or touch base with your sphere…
PHONE CALLS ARE NO LONGER AS EFFECTIVE!
So, what can you do to replace those personal phone calls?
Easy.
Think back…what was and still is more effective than phone calls?
Answer: Face-to-Face meetings
Your cold prospects and sphere get to see you. They see your face…your body…hear your voice.
This type of marketing is the best. It’s even better than phone calls used to be.
But, we couldn’t meet face-to-face with everyone because it’d take too much time.
Here’s the thing:
Video gets across most of the benefits of face-to-face marketing while letting your leads or cold prospects view it on their own time!
You can now replace some of those phone call touches to people in your sphere with video marketing! And get better results!
You can now replace some of that cold calling with video marketing! And get great results.
Here are…
3 Ways To Save 300+ hours of cold calling with FB Video
Tip 1) Upload Your CRM/Contact List To Facebook And Show Them Videos
Here’s the coolest thing about Facebook Videos…
They Autoplay!
This means that when people are scrolling through their Facebook feed and they see your video ad, it will play automatically!
One of the best ways to use this technology is by hooking up your CRM to Facebook Ads.
Here’s how you do that:
Step 1) Export Your Leads As A CSV
Step 2) Upload Your Leads To Facebook’s Custom Audiences
That’s it!
Now you can sit back and run Facebook Video Ads that only your sphere will see
: Ideas For This :::
Is it close to a Holiday?
Great! Record a quick holiday greeting video… Upload it to Facebook… And run a video that only your sphere sees!
Would you usually call your sphere this month and talk about home valuations rising?
Great! Make a video discussing the same topic… Upload it to Facebook… And run a video ad that only your sphere sees.
You can use this tactic for nearly every type of touch you used to give to people in your sphere.
It’s a great way to replace hours and hours of calling. And to make sure that people are actually seeing your face and remembering you!
The best part is that these ads can link to your LeadSite. And you can start capturing them when it’s time to buy a home.
Instead of calling people for hours trying to wish them a Happy Holiday or inform them about the market, you can make one video. And then advertise specifically to your sphere on Facebook!
Here’s a pro tip:
When you run these video ads, monitor the frequency number Facebook gives you.
The frequency is the number of times everyone on your list saw your ad.
If you get a frequency number above 2.0, that’ll ensure that everyone on your CRM list has seen your video!
Make Community Videos And Target ‘Likely Movers’ Nearby
Finally, one of the coolest things about Facebook video is it lets you run your ads against people likely to move.
Want to sell more houses in a zip code?
Simply make a video describing your past success selling houses in that zip code… and run Facebook ads for likely movers in those areas.
Set it up like this:
You simply put the zip code into the area that you are talking about in your Facebook video.
And then target people who are likely to move!
It’s that simple!
Calling leads in real estate can take up so much time! And its effectiveness is seriously dropping.
Should you stop calling leads entirely? Of course not!
But this list of ideas should help you boost the touches you’re able to accomplish with your leads…while boosting the quality.
This should lower the amount of calls you have to make in a given year. And can save you well over 1 hour per day. If you’re saving 1 hour per day, you really can save well over 300 hours per year just by implementing some quick and easy Facebook video strategies!
Need more qualified leads?
This Lead Capture Website Is Making Waves:
Real estate lead generation is changing. This is no longer 1980 where cold calling will get the job done.
You need a strategy for your website that changes the game in your favor. This under-the-radar solution helps you corner your market and get more leads.
Have you ever felt like this?
If you’ve been in real estate for any amount of time, you’ve probably felt like this.
A client emails you at 8pm and expects a response within minutes…
Or a client calls you at 11pm and expects you to answer…
This can be super stressful!
You only get paid when they finish the deal. And so it’s hard to not take every notification you get as a life threatening event!
This can create a self-feeding cycle where you as an agent slowly let real estate consume you. And can also lead to burn out.
But let’s peek behind the curtain and figure out “why do your clients call at night?”
::: HERE’S THE THING :::
Most of these problems are solvable with preventative action.
The four steps below will help you build systems that create that preventative action.
But why’s this matter?
Because being in real estate is kind of like this:
You simply can’t build a stable business without every one of those steps.
And you can’t expect the number of phone calls you get late at night to decrease until you successfully implement a system that replaces you answering those late night phone calls.
Here are the four steps you need to take to prevent those late night calls:
Step 1: Generate Leads
The first step towards not answering the phone at night is generating leads.
Real estate is the business of lead generation.
It’s that simple. If you don’t have leads, you don’t have a business.
And if you don’t have a business, you are so dependent on every freaking deal that you have to answer the phone at midnight.
Why?
Because you don’t have enough cash flow coming through your real estate business to hire assistants without leads.
Here are several ways to generate enough leads to start working on systems to prevent late night calls:
- Get a LeadSite and use it daily
- Try Cold Calling Daily
- Join a real estate team
- Use Social Media with this give-away trick
- Call your sphere while using SEO to grow your sphere
Honestly, the tactics here are endless. The key is picking 2-3 that you can commit to doing everyday for the next year.
Generating leads (using any method) is similar to investing into a 401k.
You’ll see little immediate returns. But over the course of a year, the returns start to get compounding effects.
Look at this:
Image Found On Financial Planning
Over a 1 year period, you are putting in the effort of the blue line. And you get the reward of the red line.
Let’s take blogging as an example….
If you write 1 blog post per week, you’ll have 50 at the end of one year.
Given the law of compounding returns, you’ll actually reap rewards like you wrote 150 blog posts.
The cool thing is that these results (and the leads that come with it) help you generate enough business to hire people.
And then these people you hire can prevent you from having to work 24/7. Building incoming funnels of leads is the first step towards freedom of time.
Step 2: Build Great Systems
After you’ve generated enough leads and business, the next step is systematizing your business.
For example, what emails get sent to what clients? When do they get sent? What needs to happen before the closing date? And when does that need to happen?
You will personally handle all these details for the first few clients. But, as leads grow, this work slowly overwhelms you.
The key here is this:
You must document every part of your business.
Try documenting everything in SkimWiki:
SlimWiki is this awesome service you can use to flesh out your internal guides.
You can create standard procedures for nearly everything. You can easily edit pages. And add team members.
Step 3: Opposites Attract
The next step of outsourcing yourself from late night client phone calls is to find a real estate partner.
The key here is to find someone who is opposite of you.
Why?
Because you need two types of thinking in a real estate team…
You need the typical sales person and the business developer.
The sales person is always hunting for more leads and working on the sales process. This includes things like blogging, marketing, follow up process, and more.
And the business developer is always working on the internal client process. They need to build systems so that the paperwork is always completed 100% properly. And sellers are staying up to date on the progress of their listing being sold.
These two activities are very different. And require different types of thinking.
You’ll never fully be able to separate yourself from clients calling you unless you perfect both systems.
Step 4: Build The Machine That Builds The Machine
Your goal as a business owner is simply to put something in place that makes your assistants, sales representatives, other agents, and clients lives better tomorrow. Here are what 8 agents do on a daily basis to build their businesses.
The ultimate version of this is building something that makes itself better.
For example, if your assistant discovers something wrong with the way you’re filing paperwork for certain mortgages….
Do they fix the system?
Do they alert you to fix the system?
This final step is how you create a business that can fully operate without you. And prevent clients from calling you at night.
What’s the hardest thing to create as a real estate agent?
…
………
………………………
Think about it:
Every other business can invent its way out of this problem…
- Uber made an app that’s easier than taxis.
- Amazon introduces drone delivery.
But in real estate, you largely have to compete with people who can “SAY” they do the same things you do. So how do you compete?
Here’s a way that in 60 seconds you can start standing out against the competition, and converting more passerbys into clients.
It starts with this:
No one will care about you until they trust you.
So, your sole goal is to make them trust you more than the next agent.
BUT there’s a problem:
People are now figuring out who to trust by doing research online. They AREN’T asking you questions, or contacting you.
They’re stalking you and 2-3 other agents before contacting everyone. It’s kind of like a glacier:
So:
How do you build extra trust with all these people who are searching on Zillow?
Zillow…
ZILLLOW…
ZILLLOW…
Here’s how:
You’ll notice that when it’s time to make their move, they start to scope you out.
And your sole goal at this point in the transaction is to make them trust you.
But it doesn’t stop there!
Trust is built primarily through repetition.
People need to see you over and over again. And the more they see you the more likely they are to do business with you.
Most normal agents will focus on converting the most amount of people that visit their site from Zillow.
But you want to capture them, and show ads to them over & over again.