Leads are the lifeblood of the real estate industry. An agent’s ability to convert prospects to clients and continually generate new leads could be the difference between excelling or falling behind. Lead generation is not just a single event, but a cycle that goes beyond capturing and converting prospects. The best way to start generating new leads and filling your pipeline is by creating a system that works and sticking with it. However, developing a system and finding new ways to fill your lead pipeline with opportunities can be difficult. Here are three techniques to help you farm your local area for new prospects.
Increase Productivity with Time Blocking
Time blocking is an effective way to keep your lead generation goals on track. By scheduling blocks of time during your 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. Your prospecting strategy doesn’t need to be the same every day—call 10 of your most recent past clients and ask if they know of anyone who is looking to buy or sell in the area, post pictures of your most recent listing on your blog, or prepare a drip email campaign to engage with former contacts. Once your time block becomes part of your regular day-to-day routine, you won’t be able to skip it without feeling like something is missing from your day.
Direct Social Back to Your Website
While promoting listings on your Facebook page isn’t new, here’s a new approach to help direct viewers back to your company website. After taking professional photos of your listing, post the pictures on Facebook. Be sure to pick the ones that show off the best features of the home. Now, here’s the catch, don’t disclose the location or the price of the property on your social channels. Usually, when followers see this information, they will automatically disqualify themselves, thinking the price is either too high or low, or the property isn’t in the right area for them. Instead, use phrases like “Just listed!” or “Price reduction!” and let them click through to your website and fill out a lead form to learn more about the property. If you see it’s not a good fit for them, use that as an opportunity to suggest another listing that may be better. In doing so, you’ve now created a new possible client.
Team Up with Other Agents
If you’re low on listings, consider contacting another agent in your area to see if you can promote their listings on your Facebook page. 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. Talk to the other agent to see if you can acquire their professional photos of the listing, and market it on your social pages in the same way you would promote your own listing. Although some agents may turn you away, others may welcome the idea of gaining more exposure through your own client base. The end result could be a win-win for both the listing agent and yourself!
Another way to fill your pipeline is by connecting with local consumers who are actively searching for properties in your zip code. Homes.com’s Local Connect instantly delivers active buyer and seller property inquiries when they are ready to engage with you. Reach more buyers and sellers in your market, and keep your lead pipeline filled with hot leads from your targeted zip code. Local Connect is designed to foster quality leads by connecting you with the right consumer at the right time.
For more information, visit homes.com.
