When it comes to generating real estate leads, as a general rule, the more people you can reach, the more successful your business will be. For this reason, the lead pipeline is a favorite sales approach for many real estate professionals. It gives you the ability to cast a wide net and filter through to find prospective clients.
One of the best ways to generate new leads for your pipeline is by creating a system that works and sticking with it. In the beginning your pipeline will just include a lot of names, email addresses and phone numbers, but if you actively work your pipeline, it will produce transaction-ready consumers. Here are a few new tactics you can employ to make sure you have a wide reach, collect as many potential clients as possible, and ensure you have a steady stream of leads entering your pipeline.
1. Create time blocks to reach your goals
When you have so many things going on, it can be difficult to plan your schedule. Because you could be called for a showing or listing emergency at any time, it’s important to set aside a specific time each day to review your goals and schedule. Once you’ve identified your most crucial tasks, block off time to accomplish them. Time blocking, or time management in general, is vital to your prospecting efforts and is an effective way to keep your lead generation goals on track. By scheduling blocks of time during the day, you’re specifically dedicating time to one particular task. To effectively time block, you’ll need to identify your top priority. If your main focus is to generate new opportunities, schedule time each morning dedicated to prospecting.
At the beginning of each day, set aside time to do the things you know will fill your pipeline with new leads. Your prospecting strategy doesn’t need to be the same every day. On one day, call ten of your most recent past clients and ask if they know of anyone who is looking to buy or sell in the area. Another day, post pictures of your most recent listing on your blog or social pages, or prepare a drip email campaign to engage with former contacts. Pick a time that you can accomplish this every day and keep it clear. Once your time block becomes part of your regular routine, you won’t be able to skip it without feeling like something is missing from your day.
2. Gain exposure through other listings
It can be hard to keep a steady stream of active homes for sale, especially if you’re just starting in real estate. However, keep in mind that listings are what draw prospects to your website. One way to increase your inventory is to find agents who are willing to let you promote their listings for them by featuring the property on your social sites and website, beside any active listings you currently have.
While this may be an unconventional method, it can benefit both you and the other agent, since it will help move their listing faster while also promoting your own real estate services. Although some agents may decline, others may welcome the idea of gaining more exposure through your own client base. The end result could be a win-win for both you and the other agent.
3. Drive website traffic from your social pages
Listing exposure is great, but instead of putting all your listing’s details on Facebook or Twitter, just share enough information to interest viewers. Give potential buyers the chance to see what this listing has to offer, but leave them wanting more. Put a few of your listing’s best photos (or a teaser video) up along with a listing description and a tag to catch their interest, such as “recently reduced,” “new listing” or “great location.” However, don’t tell them where the listing is or how much it costs. Usually, when followers see this information, they’ll automatically disqualify themselves, thinking the price is either too high or low, or the property isn’t in the right area for them. Let them click over to your website for that.
Once you have a client on your designated listing landing page, your chances of capturing their information are better than they were on your social media page. With the home field advantage, you can use your site registration settings to capture the lead. After you have their information, let them see the whole listing. That way, if it turns out the listing isn’t going to work for them, they’re already in the ideal location to search other properties and make inquiries. In doing so, you’ve now created a new possible client you can guide through your pipeline.