Let’s face it, in real estate seller leads rarely – if ever – crop up by chance. The most successful individuals and businesses in the industry use elite-level lead generation tactics – the product of years of toil and innovation.
However, faced with the need to ace their social media marketing, from lasting relationships with prospective sellers and master the art of cold-calling, many real estate agents struggle to form a coherent game-plan.
So, we’ve devised a list of 8 crafty tips to strengthen any listing lead strategy in 2021.
1. Content is Key
A well-calculated content marketing strategy will not only boost your online presence – both on SERPs and social media – but establish your company as a source of authority. Starting a blog is a great way to inform and engage potential leads. Tackle questions relevant to all sellers, such as: “When is the best time to place my home on the market?”
White papers are another form of content that promotes credibility. By providing industry-specific information, trends and data you are offering genuine value to prospective sellers: an act that will not go unnoticed in your sphere.
2. Target EXPIREDs
Expired listings are a potential goldmine if you know how to exploit them. Remember: expireds have already shown a desire to both sell and co-operate with an estate agency. Your task is to present them with a vision that shows you have the marketing nous to show-off their property in an attractive new light.
Using the latest SaaS software, including the Offrs.com Expired Listing Lead Feed app, it’s easier than ever before to pinpoint expired listings. So, start cold-calling or knocking at the door – never be afraid to reach out.
3. Automate your Outreach with a CRM
By incorporating automated outreach, estate agencies stand to benefit from efficiency gains. Sophisticated CRMs, including Market Leader, consistently target seller leads by sending out personalized text messages and emails on specific dates.
They also ensure that no listing lead slips through the crack and save agents valuable time – which they can then spend pursuing other lead generation avenues.
4. Publicize Successful Sales and Happy Clients
Try to regularly post stories of thankful clients on your social media and/or website. Visiting traffic is sure to take note of what a great service you offer.
You might even ask sellers for a quote about their experience working with your estate agency: potential leads will appreciate a positive, honest opinion from a member of the public. In this way, you turn clients into local champions of your brand.
5. Implement a Customer Loyalty Program
Make your existing clients feel special and you’re more likely to be rewarded with repeat and referral business.
Run bi-yearly past client events; they represent a great environment in which to drum up conversation and discover new listing leads. At the very least, send referrers personalized messages and a small gift every time they notify you of a potential selling opportunity.
6. Improve your Listing Presentation Skills
How do estate agents ultimately convince a potential seller to work with their company? A killer pitch. Unfortunately, not enough industry professionals choose to regularly invest in their biggest asset.
Listing presentation gurus, like Ricky Carruth and Tom Ferry, share hordes of insightful – and free – information on YouTube. Learn the psychology behind an effective proposal and give yourself the best chance of cultivating warm leads.
7. Form Mutually Beneficial Partnerships with Local Businesses
By co-operating with established companies in your community and agreeing to recommend each other’s services, you will establish a new and cost-effective source of seller leads. Word-of-mouth advertising still reigns supreme, especially in small communities.
Be smart about the kind of businesses you approach. Law firms specializing in divorce cases and removal companies often work closely with home sellers.
8. Target Inherited Homes
It is quite natural for people who inherit property to sell it within a short period of time; the home might be in a poor location or require expensive maintenance costs, for example. This means that recent heirs often represent warm listing leads.
So, how to find them? Inheritance court cases can always be found on the internet – start by looking for recent cases in your immediate area. Aside from that, you could pay for a social media ad aimed at users discussing inheritance. Lastly, there are companies who compile inheritance lead databases and charge users of the product a fee.
There you have it, a selection of 8 disruptive and fresh ideas to help you discover listing leads in the New Year. By taking advantage of software developments, earmarking the right types of clients and building a comprehensive marketing strategy, you’re sure to hit the ground running.
