Prospecting is continuous in the real estate industry, even for those who have found reliable sources of leads for realtors.
No matter how many sources you use to generate leads, you may occasionally run into a dry spell in your lead funnel.
How should a real estate agent proceed?
Sometimes it’s good to go back to basics. Below are some of the lead generation methods of the past that are still very effective today.
The reason we’re starting with some of the outdated concepts is that they continue to be effective marketing tactics in many ways.
Direct mail is still a great way to reach a large audience or potential customer base because you can’t send out a monthly e-newsletter to everyone because you don’t have everyone’s email addresses.
In the modern world, people are understandably apprehensive when they hear a knock at their door when no one is there to answer. However, if you generally do business in a nice, safe neighborhood, this is still an excellent choice to present your name (and face) to prospective clients.
This is another tried-and-true method for generating any type of leads. Cold calling can be a little challenging at times but staying persistent will be very rewarding.
When former clients recommend you to their friends and family and speak highly of your business, that is a fantastic way to gain new consumers.
Word of mouth is probably the best way of generating new leads for any businessperson.
However, one positive connection isn’t always sufficient. It’s crucial to stay in touch, at least once a month or once every three months through an email or newsletter.
When an agent switches brokerages, many take their customer list and past clients with them.
But what if they forget?
It’s a ready-made list of people who are probably already interested in working with an agency, and your connection to an agent who they’ve already spoken to might be able to open doors for you.
Open houses are an effective way to generate leads, despite the fact that they are probably not always successful in selling the house.
Yes, you might encounter some nosy neighbors who are just looking around. However, you’ll also have access to a list of leads that are at least in the research stage even if they aren’t quite ready to buy or sell a home.
How you conduct yourself and promote the listing in front of them, might leave a lasting impression on them and they will think of you when they decide to take action and want to sell their home.
Certain methods, like a large billboard along the highway, may not have a great return on investment, but it is still worthwhile to look for and use inexpensive, cost-effective options to promote your business.