In part 1 of this series, we showed you how you can increase your digital presence with fun, creative, and exciting Facebook posts, plus how to create an IDX-enabled website that keeps your leads hooked from start to finish. Here are two more of our favorite and effective lead-generating tactics you can start using today:
Lead Generator #3: Consider old-fashioned direct mail marketing
Top real estate producers agree: postcards are still an extremely effective (though long-term) lead-generation strategy. In a OutboundEngine article on top real estate influencers and their favorite marketing ideas, real estate influencer Bill Gassett of RE/MAX Executive Realty said that if he had extra marketing dollars to spend, he would spend them on postcard marketing. “This is still one of the best forms of marketing to get someone to pick up the phone and call you. Just-listed and sold cards can be extremely effective. The key is consistency. Far too many agents do something, and if it doesn’t provide immediate results, they give up on it.”
Top producers know that you need to spend money to make money, so have some patience and look to resources like Corefact or our free Advanced Producer mobile app for ready-made postcards you can swipe-and-deploy.
Though not exactly “direct mail,” door hangers are another old-fashioned marketing strategy that still yields positive results. One well-known top REALTOR® to use door hangers successfully is Joshua Smith. He started from scratch and grew to 10+ closings per month after spending about $10,000 on door hangers. The tactic worked so well, he ended up closing 463 listings worth $49 million in one year, making him The Wall Street Journal’s 30th most successful Realtor® in 2013.
Think making your own door hangers sounds too complicated? We’re here to make things easy for you! We picked our favorite customizable door hanger template from Corefact. Simply add your own personal touch, such as your logo, photo, and contact information, and then get these printed and out to your community. It couldn’t be easier! Find the template (and other goodies!) in our free Advanced Producer mobile app—click here to download.
Lead Generator #4: Establish your presence on LinkedIn
Let’s not forget about the lead generation possibilities you’ll discover through the professional networking media platform, LinkedIn. Data compiled from more than 5,000 companies found that LinkedIn produced 277 percent more leads than Facebook and Twitter. If you do not have an active presence on LinkedIn, get on it today!
Be sure your LinkedIn company page is wrapped up tight. Fill out every nook and cranny—all your company contact info, a complete bio and photo—and make sure your banner image stands out.
Here are some innovative, clean, and fun banners we found to spark some inspiration:
Interesting, Sleek and Unique: Reality ONE Group
Colorful, Creative, and Energetic: Keller Williams Realty, Inc.
Professional, Clear, and Beautiful: Redfin
Easy, Simple, and Bright: Movoto
And if you haven’t already, consider customizing your LinkedIn URL with your name or business, instead of the default string of numbers.
Think about having a LinkedIn Showcase page, too. A showcase page is an extension of your LinkedIn account that is meant to share relevant and interesting information to connect with potential clients. It is separate from your company page and includes content such as blog posts, promotional offers, and more.
Once you’ve set up your account, this is where it gets fun! You can use the Search function to find people of interest in your community. Do some research on current leads and segment out new prospects. Select the ones you think could help your business the most (or who may be ready to pull the trigger on a new home) and plug them into the LinkedIn search. Once you find them, send them a personalized message.
Remember, you’re “meeting” them for the first time, so treat it as if you were knocking on their door. Be honest and to the point, asking them a few questions about themselves, their background, or their goals. If you find a common connection, be sure to mention it. If you’re able to tie it in with a contribution, all the better! For example, “Small world! I see you work with John Smith at XYZ Company. I just sold his house last month!”
Consider joining a few LinkedIn groups. Real estate groups are okay for referrals and professional affiliations, but make sure to look for groups that include local community members. That’s where your leads will be. If you end up joining (or even starting!) a group, consider inviting others you found using the search tool or existing leads in your CRM (customer relationship management program), which you’ll learn about next.
Pro tip: Track and nurture leads with a CRM (Customer Relationship Management) program
Once you attract 15 leads or more per week, email and calendar reminders just won’t cut it anymore. That’s when you’ll want to use a customer relationship management database system, or CRM, that can help you keep track of leads and automate follow-up processes. A CRM makes the process much easier and can even make staying in touch with your leads fun!
Here’s a brief description of four popular real estate CRMs:
• Contactually: A fun, easy-to-use relationship manager
• Top Producer: A great value CRM that offers MLS integration
• Rethink CRM: For small brokerages who want sophisticated MLS integration
• Insightly: A simple, affordable CRM
See a comprehensive list of CRM options and comparisons here.
These are only a few of the many ways you can increase engagement and generate more leads. Remember to keep it simple, ask questions, be personable, and track your leads!