REAL ESTATE
September 14

Real Estate Lead Generation Companies Adapt To 2018

Editor

How Real Estate Lead Generation Companies Work

While there are a number of methodologies for generating listing leads, it really helps to start at the root and ask "What is a lead?" This is because not all companies see leads the same way, and therefor, they'll gather and deliver those leads to you based on their understanding of your needs. So, it's a great question to ask when looking around for a lead generation solution provider! Not all chocolate's the same and not all cars are the same. So when someone presents a lead generation lineup, it'll be good to go in with some insight on what would make the ultimate real estate lead generator.

This is a good practice for you in general as it may help you and your business to shift your thinking from "I'm looking for homeowners that want to list" to "I'm looking for homeowners in my farm that are most likely going to list and..." It's about getting specific with more identifiers while changing the game to where you're not waiting on homeowners to tell you where on the listing readiness timeline they are, but instead, tracking how ready they likely are based on actions they've taken. This is the value of quality lead generation (we'll get into that later). First, let's explore granularity of leads...


A Few Of The Many Homeowner Lead Types

Before we go into this list of types of real estate agent leads, it's important to know that this is by no means a comprehensive list. It's just intended to show the diversity of lead types. You may find yourself saying "Well, these three lead types are the only ones that matter" but the three will jumble depending on who you ask. You'll also notice that many of them seem to be directly-related to or fit within the category of another, but the description should help separate the value of the various lead types. More on that later. Let's explore the various homeowner lead types.

 

  • Cold - These fall in the category of homeowners *capable* of being a listing client, but who may or may not be open to your brand
  • Warm - These are homeowners that have demonstrated a willingness to view or hear your brand pitch
  • Hot - These are homeowners that have demonstrated significant emotional interest in your brand's pitch
  • Neighbor - A specific subset of homeowner lead type that allows your messaging to hone in on local service and values
  • Friend - A homeowner that will listen to your brand pitch
  • Family - A homeowner that will most likely list with you (assuming a familial connection)
  • Past Client - Someone that will possibly list with you again (assuming positive results and continued communication)
  • Referral - Someone that will possibly listen to your brand pitch
  • Single Action - A homeowner that has taken a single action that leans them in the offrs algorithm towards the likelihood of listing
  • Stacked Actions - A homeowner that has taken several steps, leaning them in the offrs algorithm towards the likelihood of listing
  • Passive Inquiry - A homeowner that has made public inquiry or statements demonstrating a lean towards listing
  • Active Inquiry - A homeowner that has directly and publicly inquired about listing services

 

Okay, so as we mentioned, the lead types above are by no means complete and many of them could be considered descriptors of other lead types (you could have a neighbor that's taken certain tracked actions but is also someone you've spoken with and discussed signing, so therefore a hot lead, etc.). But barring these legitimate overlaps, your farm's homeowner residents should fall within one or more of these categories. And that's the key takeaway here... all homeowners are real estate leads, it's only a matter of when they're ready to get down to listing. And more specifically... you knowing when that is.


Lead Conversion Methodologies Matter

This last point is important to consider when looking at real estate lead generation companies. We've listed out above the many, many lead types and there's plenty more that offrs tracks, but if a lead generation service provider only views seller leads in a black & white fashion (Lead = YES or NO), then you'll never know how best to approach your new lead. Worse yet, the lead generation provider wouldn't really know when or how to present your new lead to you! =\ How could they? If they're only tracking whether or not someone is a "Lead" and can't focus in on convertibility, then how would they know which ones YOU should focus in on?

That's why lead conversion methodologies matter, because if a lead generation service doesn't know that seller leads have to be converted, then not only are they just giving you a list of names without a score or label, they're likely giving it to you too late. Think of it this way... if all leads are the same, then which are the hot ones? And if you can't point out 10 hot leads on a list of 2,500 names, then you've got a 1 in 250 chance that you're NOT wasting your time with other lead types while your hot leads cool down or go elsewhere.


All The Things That Go Into Lead Generation

There are a lot of factors that go into real estate lead generation services and building a prediction model that can tell you which homeowners are likely looking at listing their home in the next 6-12 months (let alone doing so with a 70% national average accuracy)! Info is like saying "That is a rocket" where data is like saying "The rocket launched at 3:15 pm EST" and predictive analytics is like saying "The rocket launched at 3:15 pm EST and, based on the multiple check-in stages, it has a 70% chance of being at this very point in space/time" (quite a difference)!

If you're spending your days plotting through spreadsheets that are full of names and numbers, it might be time to get up to speed and see what Artificial Intelligence can do for your real estate business. It's not the future, it's right now and it's happening all over the nation thanks to SMB solutions like offrs. Real estate predictive analytics and homeowner listing predictions for use as key lead generation solutions is all happening right now (and not just for enterprise brokerages). Set up a demo with offrs now and learn what predictive analytics can do for you. Learn more about offrs in the industry.

 

 

offrs collects and provides topical insights, statistics, reviews, humor and best practices gathered from real estate professionals and consumer homeowner industry peers. If you're a broker or agent interested in learning more about seller lead generation or home seller marketing services and solutions, visit www.offrs.com or continue to browse our growing collection of industry articles at www.offrs.net.
 

Seller Leads in Real Estate

A Case For Documentation: Tracking Your Marketing Wins (And Losses)

While nearly everyone has an opinion on the shiny left or right turns in marketing technology, sometimes the most cost-effective... or simply effective maneuvers are digging through your backlog of marketing campaign reviews. Don't have a year-end review to sift through? Then this article's for you...

Read Story
Seller Leads in Real Estate

How to Choose your Geographical Real Estate Farm

Learn the key things you need to look for in your geographical farm to grow your business.

Read Story
Seller Leads in Real Estate

How To: Generate Listings with Smart Zip

Generating leads that are customized to your company can often be challenging. Fortunately for you, SmartZip offers a robust and specific list of seller leads generated through predictive analytics.

Read Story
Seller Leads in Real Estate

The Future of Bitcoin and Real Estate

Whether you own real estate or own Bitcoin, the future does seem like these two will eventually find it's way into your life. The future of real estate and bitcoin are about to intersect in a big way, and here are a few things to look out for in the coming years.

Read Story
Seller Leads in Real Estate

How to Find and Convert FSBO Leads

Learn how to expand your real estate business by leveraging FSBO leads.

Read Story
Seller Leads in Real Estate

Keys to Building a Successful Marketing Plan for Real Estate Agents

It's hard enough doing the day to day work of a real estate agent and having to invest time in building a marketing plan. This is why so few agents are successful in launching scalable marketing campaigns that bring in quality leads and listings. In order to be successful you must have a plan that outlines the cost, expectations and return on investment.

Read Story
Seller Leads in Real Estate

New Tool for Recruiting Real Estate Agents to your Brokerage

Every Brokerage knows the importance of recruiting new agents. Over 90% of agents change their brokerage in their career, and it's important for any brokerage looking to grow their business to stay in constant contact with top agents in their area.

Read Story
Seller Leads in Real Estate

How to be First in the Door to Win Listings

Over 70% of home owners choose the first real estate agent they meet to list their home. Being first in the door is critical to building a real estate business. Here are a few ways you can move closer to being #1.

Read Story
Seller Leads in Real Estate

The Fastest Ways to Get Real Estate Seller Leads and Listings

Generating Leads takes a strong combination of having good data and good marketing. There are many ways to reach a home owner looking to sell their home, but it takes a diverse and consistent approach to build your brand and be first in the door to new listings.

Read Story
Seller Leads in Real Estate

Predictive analytics isn’t the future-It’s changing our industry TODAY

It’s a story that’s taken on legendary status in the field of predictive analytics and predictive marketing: Target, after analyzing the buying habits of a teenage girl in Minnesota, sent her mother-to-be product offers in the mail. Her dad called to complain about the coupons targeting a young woman who he said was too young to have a child. Then a week later, he called back… to apologize and admit that his daughter was, in fact, expecting a baby.

Read Story
Seller Leads in Real Estate

Offrs.com Launches AI-Powered App Marketplace to Drive Marketing Automation

The Game-Changer Every Agent Has Wanted for Years, but No One Has Delivered until Now

Read Story
Seller Leads in Real Estate

Real Estate Farming - Top 5 Tips To Dominate Your Farm In 2021

If you are looking to build and maintain a successful real estate business, you will need to master the skill of geographical farming.

Read Story
Seller Leads in Real Estate

Getting Your Business 'Down To Speed'

That's right... so much has been written on the topic of ramping up your business. But what if your ideal business momentum was achieved about a mile back? How do you get back to something that worked exceptionally well? Let's review...

Read Story
Seller Leads in Real Estate

Pivot (Making The Right Move At The Wrong Time)

In business, you don't often get the perfect opportunity to make the right move, but that doesn't mean you can't make that move eventually. Let's explore the options you've got for a smooth pivot to the right track.

Read Story
Seller Leads in Real Estate

10 Best Lead Generation Strategies for Real Estate

(Tammy Duggan-Herd) With the breakneck pace at which technology is progressing in the field of real estate (as in many others), it’s no surprise that agents and brokers may feel overwhelmed with deciding what to incorporate into their marketing strategy. Lead generation in particular can pose a challenge in the competitive real estate environment. For this reason, it’s important to take a step back from time to time to remember the bigger picture—the core tactics which hold your game plan together.

Read Story
Seller Leads in Real Estate

Lock It Down: Owning Territory In the SMB Data Revolution

It's a war out there and the first shots have already been fired... but because data is quiet, you haven't seen your competition landing hits on your brand well in advance of 2019...

Read Story
Seller Leads in Real Estate

offrs: It's Time To Meet Your Market

Quick, say aloud everything you know about your market... hard to do. Don't worry, it's a bit of a setup, but the short answer (if you were searching for one) was offrs. Because offrs has the intel on your market. Let's explore...

Read Story
Seller Leads in Real Estate

The Real Estate Lead Generation Giants (offrs & You)

The most amazing happened while you were asleep last night... your real estate lead generation service (offrs) identified multiple homeowners that are likely to sell in the next 6-12 months. Yeah... it's Tuesday and offrs is just doing its thing.

Read Story
Seller Leads in Real Estate

offrs Real Estate Predictive Analytics - Big Data It's In Your Hands

offrs Real estate predictive analytics doesn't just provide you with small business intelligence, it places you ahead of client issues. With offrs, you can provide your services when and where you're needed.

Read Story
Seller Leads in Real Estate

offrs Lead Generation: Real Estate Becomes Personal Once Again

With offrs lead generation, real estate agents can once again focus on relationship-building within their community. How has offrs helped our agents across the board? Let's explore...

Read Story
Seller Leads in Real Estate

offrs Real Estate Agent Leads Save You Money & Time

offrs real estate agent leads grow your business and help you balance your work/life ratio. How can offrs leads help your real estate business and household? Find out here...

Read Story
Icon