Lead Generation Archives | Yasser Khan's Real Estate Agent Success Coaching

How to Educate Unrealistic Buyers & Convert More Leads (Quickly)

Yasser Khan — Sun, 31 Dec 2023 22:00:00 +0000

Let me be blunt. Most home buyers can be cheap. Not frugal, not careful with money. Cheap. They don’t just want a good deal—they want a great deal. They're a salesperson’s worst nightmare. If you’re a buyer’s agent, you’re probably already dealing with difficult homebuyers 20 times a day.

As a real estate agent in Singapore, I got to see just how frustrating it is to work with difficult people. Most homebuyers who showed up to my office came armed with well-intentioned but laughably inaccurate articles that promised them “Million Dollar Listing” apartments on “2 Broke Girls” budgets. I must have spent 30% of my time debunking real estate myths and patiently explaining how the real estate market really works.

That’s why I decided to put together this guide on how to educate your “unrealistic” buyers or renters quickly and easily. If you do it right, you just might get an evangelist for life.

1. Come Up With Memorable Talking Points & Repeat Them Often

Let’s face it, dealing with difficult homebuyers can be a grind. One way to manage their unrealistic expectations quickly and easily is to come up with a few short, memorable, and ideally emotion-packed talking points and repeat them as often as you can.

Think about when you first heard a talking point like, “Those who list, last,”—how easily you remembered it and how often you’ve repeated it. The reason a phrase like this has such an immediate and memorable impact on new agents has to do with a concept that neuroscientists call neural plasticity. It’s basically a fancy way of saying there are ideal conditions for learning and retaining a new idea. If you want to educate buyers quickly, then you need to come up with a few talking points that help create ideal conditions for neural plasticity.

Here’s how: According to Stanford neuroscientist Andrew Huberman, urgency and focus are what you need to help someone learn something new. So come up with talking points that create both. That means short, memorable, and emotion-laden talking points, delivered directly and candidly.

After an afternoon with me, my homebuyers probably heard me say this at least 10 times: “Your apartment can be affordable, nice, or in a great neighborhood. Pick two.” Was it cheesy? Yes. Did it help educate my clients quickly? Also yes.

Here’s a significantly less cheesy but equally effective talking point from Alexander Boriskin, an agent in Manhattan and The Hamptons who regularly sells eight-figure listings: “It’s certainly a buyers’ market, but fire sales are very far and few between.”

Here’s another from Manhattan agent Kemdi Anosike: “Compromise is a must. You don’t always get everything on your wish list, and that is OK.”

Here’s one from Jodie: “There is no perfect house. On a scale of one to 10, shoot for an eight.”
Just remember. Urgency + focus = learning. So take an hour or two and see if you can distill your market knowledge into a few short, memorable talking points that will teach difficult homebuyers a lesson quickly.

2. Use Your Lead Magnets to Educate Buyers Before They Call You

(Source: Real Geeks)

Some homebuyers you take on just don’t want to listen. They think because their hairdresser’s friend’s nephew got a two-bedroom in SoHo for under $1 million a month, they can too.

But no matter how off the mark their expectations are, you run the risk of turning them off with your perceived pessimism. And the reality is some buyers will shop around until they find an agent who tells them what they want to hear: “Of course there are 2-bedrooms in SoHo for under $1 million! Let’s meet up on Saturday and we can see some. By the way, how’s your credit?”

Instead of risking these starry-eyed buyers ditching you for someone who promises them rainbows and unicorns, why not generate realistic prospects with lead magnets that also educate them? Putting together a well-written and researched new homebuyer’s guide as a free download on your site will take you all of a weekend. You can even tailor it to specific neighborhoods and price points. Or better yet, target your specific niche to attract your ideal clients.

Then set up a landing page on your website and drive some traffic to it with pay-per-click ads on social media. The prospects you get from lead magnets like this will already have your advice in their heads before they call you.

If you already have a website, check out our guide to landing pages here. If not, you might want to check out Real Geeks. Real Geeks’ property search tool not only gives your leads a smooth search experience but feeds their info directly into your customer relationship manager (CRM) so you can track their interests easily.

3. Show Them, Don’t Tell Them

One of the biggest mistakes new agents make is waiting around the office all day for the “perfect lead” and dumping everyone else into crummy drip campaigns. Is your phone ringing off the hook? Are you so busy that you can’t be bothered to meet someone who might net you six figures or more in commissions over the next few years? Of course not.

Whenever you get a new lead, the first words out of your mouth should be something along the lines of, “What time on Sunday can we go see the listing?” This will not only help you build relationships with top-of-the-funnel leads, but will give you the perfect opportunity to educate them as well.

Come up with three to five listings that roughly fit the homebuyer’s criteria and budget, and one that’s exactly what they want but far out of their budget. Take them on a tour of the places in their budget, which they’re going to hate, then take them to the expensive place but don’t tell them the price until they get excited.

Remember: Urgency and focus are what you need to teach someone something new. It is much, much easier to create these conditions standing in a home and looking at the kitchen than it is in a marketing email.

4. Research Your Market & the Economy, Constantly

Of course, if you’re not spending enough time studying the market and the economy and how they work together, all the snappy talking points in the world won’t help you. Even unrealistic buyers can sniff out agents who are not well-informed. The minute they talk to someone who actually knows what they’re talking about, your buyers will ghost you. And for good reason. Why would anyone want to work with a professional who doesn’t know their trade?

Instead of trying to fake it till you make it, educate yourself. Constantly. There’s simply no excuse for not knowing your market and the local economy inside out. And if you want to work in a luxury market, chances are many of your leads will work in finance and know way more about the market and economy than you do. Why should they even bother talking to you? You’re not bringing anything to the table.

To stay up to date with your market, subscribe to local news sources that cover real estate—ideally sources that only cover real estate. Inman can be a great source of information for the market in general, and if you’re in a big city like New York or Chicago, The Real Deal and Crain’s should be in your inbox every morning. RISMedia is another great real estate news source.

Also, make sure you’re getting the latest data from your real estate association. Our very own Kate Evans breaks down the National Association of Realtors’ housing data every month and offers free infographics and talking points for both homebuyers and sellers.

Learning about the economy and how it affects your market is just as important. If you didn’t study economics or finance in college, don’t sweat it. MIT Open Courseware offers Ivy League-level lectures on economics online for free.

5. Use a Wish List to Prioritize Needs vs Wants

It’s just good practice to have your buyers create a wish list. Then, sit down with them and discuss the importance of each item on the list. Make your buyers sort these items into what is a want and what is a need. Having this conversation will help when you start looking at homes that are out of their price range. And you can refer back to this list over and over, redirecting them from their idealistic, starry-eyed dreams to the reality of their budget.

Obviously, what happens is that gourmet kitchen they said was a need will eventually become a want. The list will change over time to be more reflective of their current reality. And in these moments, you can remind them that if the house they settle on doesn’t have everything they want, they can save money, build equity, and trade up in a few years. And you’ll be more than happy to help them with that when the time comes.

6. Practice Patience

Honestly, I don’t know why we expect clients to understand what we spend every single day studying and practicing. It’s not their job to know the market or to understand how real estate works. That’s our job. So, first, practice patience with difficult homebuyers. Use all your active listening skills here. And never condescend. That’s the fastest way to lose a buyer.

Jodie typically likes to use visual aids when she talks to homebuyers. She uses a lot of infographics, especially in her buyer’s presentation. For example, she uses the one above to demonstrate the relationship between location, features, and price. Use visuals to get the point across and teach your buyers about the process of buying a home from beginning to post-closing.

7. Cover Finances First

Many buyers will come to you after looking at their dream homes online. Which means they haven’t talked to a mortgage broker yet. They’re coming to you with stars in their eyes and a dream in their hearts, but the loan originator can quickly pull them back to reality with a pre-approval letter. Encourage your buyers to get their finances straight first before you start showing them houses.

You can explain to them the last thing they want is to fall in love with a house they can’t afford. So, once they get that budget set, they’ll be forced to stay within it. You can also direct their attention to not only their approval amount, but how much they will pay per month on their mortgage. Just because they’re approved for a $500,000 mortgage does not mean they want to (or can) make that payment each month. Most often, buyers don’t take into account the other items (property tax, insurance, HOA fees, etc.) that will come along with that monthly payment.

8. Choose Your Allies Carefully

I’m sure we’ve all heard the advice from our elders, “Never pay the asking price for a house!” I don’t know where (or when) this little tidbit came from, but I still hear it from clients, usually right before they try to get me to write up a lowball offer on their dream home, thinking we’ll just negotiate the price. But honestly, even if it was true once upon a time, this is terrible advice for today. Your buyers need to know that they’re working from old data.

Now I’m not suggesting that you insult them by telling them they don’t know what they’re talking about. They may have gotten that information from their dad or a trusted friend. You have to be tactful when you explain that today’s market is far different from the market in which [insert family member who bought their house in 1984] purchased their home.

Your buyers have probably been inundated with “advice” from friends, family, coworkers, and colleagues on the “best practices” for buying real estate. But the truth is, practically everything outside of “find a good agent” is outdated, untrue, or misleading.

Take their comments in stride and let them know, in a loving way, that their friends and family don’t do this for a living and their advice is not accurate in today’s market. Encourage them to lean on one family member or friend they trust to seek counsel outside of yours, but tune out the rest of the advice noise.

9. Prepare Them for the Emotional Roller Coaster

One thing your buyers probably haven’t been told is how emotional buying a house is. With all the advice coming in, you might think someone would have mentioned the emotional roller coaster of buying a home, especially for first-time homebuyers.

The best way to address this is to first give your homebuyers a heads-up. Let them know that buying a home is emotional. Explain to them that their judgment will be clouded by their feelings.

Next, after you’ve told your buyers they will be tempted to buy based solely on their emotions, lay out your strategy to combat making irrational decisions. Go back to their wish list with their wants and needs lined out.

Sure, everyone wants to buy that gorgeous house with a pool in the backyard, but was a pool even on your list? It’s definitely not a priority. So, do you really feel comfortable tacking an extra $500 per month on your mortgage payment?

As the real estate agent, part of your job is to continue to ground your buyers and make sure they’re not sinking themselves. Bring them back to reality whenever you need to. They’re counting on you to do that for them. It’s your responsibility to remind them of the end goal, to help them cross the finish line. Don’t let them get into a situation where they will end up having to sell in two years because their payments are more than they can handle.

You may feel like the wet blanket, but it’s important for homebuyers to have someone looking out for their best interests. Dreaming is fun. But getting tied to a house you can’t afford is a nightmare.

10. Build a Solid Foundation

Shattering your clients’ homebuying dreams is a tough part of our jobs as agents. One way to make this challenge easier is to start with a solid foundation. When you build a trusting, compassionate relationship with your clients, you’ll have an easier time telling them those truths they may not want to hear.

Don’t start off dashing their hopes right away. Start by being that comforting, empathetic ear. Listen to their dreams and feel their excitement. Don’t make promises you can’t keep, but let them dream first. Then, gently bring them to a reality that will let them have a piece of that dream. Show them a path that will help them get as much of what they want as possible. Be a knowledgeable, creative problem-solver, sharing their enthusiasm for finding them the right home.

11. Learn How to Get to Carnegie Hall

(Source: Carnegie Hall)

If you’re a newer agent, then before you start effectively educating anyone, you’re going to have to learn the meaning behind that old joke about how to get to Carnegie Hall. If you don’t already know, it’s actually very easy: Practice.

The first few times you try to deal with difficult homebuyers, you’re either going to sound a bit unsure, you’re not going to have the right talking points, or you’re not going to be very well educated on your market or the economy.

Don’t sweat it, though. Even the best agents in the world started out right where you are right now. The big secret is that many of these agents aren’t even very talented or smart. In real estate, hard work and practice will beat out talent any day of the week.

You can start practicing dealing with difficult homebuyers right now by running scenarios with your fellow agents and practicing what to say in different situations. Study your market every day and know your stuff so you’re prepared for any questions thrown at you.

If you want to build the kind of strong relationships that lead to years of referral business, then never stop learning, come up with some talking points that create urgency and focus, and practice, practice, practice.

Over to You

Have a great talking point you use to educate difficult homebuyers? Add it to the comments below.

Learn How To Get More Real Estate Leads, Get More Listings, Close More Sales, with Less Resistance AND still have a LIFE!

Get more exclusive real estate agent training here https://www.yasserkhan.sg/

YASSER KHAN

Author, Coach & Trainer

Yasser Khan earned less than $1,000 in his first year as a full time property agent. With no money for the $2 train fare to his Broker's office, he was forced to walk 25 kilometers on foot. Worse, he got evicted at midnight with his wife and baby son by the roadside. Desperate, he bought a $16 Sales book and took massive action. That single investment in himself gave him an OBSCENE ROI of $160,000 in just 11 months. Today, Yasser is on a mission to make the real estate great career again and helps ambitious agents quadruple their commission income within 90 days.

Yasser Khan is a real estate coach at YasserKhan.SG, trainer at PropertyAgentUniversity.com and the author of Property Agent Secrets Book who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S. plaguing the industry today.

Yasser Khan’s approach to coaching is highly personalised, holistic, no B.S., and for “PROS ONLY… amateurs not allowed.” He believes that true success means winning in every single area of your life (like Financial, Family, Social, Physical, Mental, Spiritual and Fun).

When Yasser isn’t coaching, he loves playing GOTY PC Games with top-of-the-line Razer products and being a kid again with his 3 naughty children (actually, boss babies...), traveling to and across scenic Pakistan, enjoying hot & spicy food, taking pictures of the Milky Way with his favourite Canon DSLR and reading up all about Dinosaurs (especially T. Rex)

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The post How to Educate Unrealistic Buyers & Convert More Leads (Quickly) appeared first on Yasser Khan's Real Estate Agent Success Coaching.

Get More Real Estate Buyer Leads Using These 12 Proven Strategies

Yasser Khan — Sun, 19 Nov 2023 22:00:00 +0000

Consistently generating real estate buyer leads is what sets successful agents apart. If you want to climb the real estate ladder, especially early in your career, you’ve got to deploy strategies that will create a steady stream of house-hunting clients. We’ve got 12 easy ways to help you keep your funnel full in busy and lean times.

Why I’m the Right Person to Help You Find Real Estate Buyer Leads

As a veteran agent and real estate coach, I talk to agents every day who want to boost their buyer lead generation game. Also, I’ve been in your shoes, working hard to drum up business. Take it from me: Buyers are fun to work with, and drumming up buyer leads is easier than you might think. The good news is that you already have the tools you need to be successful—and you can start today!

1. Host Open Houses

Of course, you should always consider hosting an open house when you have a listing to market—it’s a tried-and-true way of promoting and selling a property. But it’s also the perfect opportunity to capture real estate buyer leads. Who comes to an open house (other than nosy neighbors)? Buyers!

Think of these events as opportunities to not only put your listing in the best light, but also your brand. Introduce yourself to every potential buyer, collect contact information, and always! always! always! follow! up! You’d be surprised at how often “just looking” becomes “ready to buy.”

Don’t have any listings at the moment? Offer to host open houses for fellow agents at your brokerage. You’ll be their hero for freeing up their weekend and you’ll be in the perfect place to capture valuable buyer leads.

2. Be the Community Expert

Want to connect with more local homebuyers? Become the community expert. Use your website and social media to showcase all of the goings-on in your community. I have a friend who sends out a monthly newsletter to all of her contacts with a list of local events, from high school football games to oyster roasts. It’s so comprehensive and thorough that the whole community relies on it and calls it “Debbie’s list.”

But, I’ll be honest: This is a time-consuming strategy that doesn’t bring in leads immediately. So if you want results faster, consider a community website from Parkbench. With a Parkbench website, you can become the source of information for all the exciting events in your area more quickly, and almost all of it is populated for you automatically.

Parkbench works best for community-focused agents who prefer to nurture relationships rather than purchase leads. Check the Parkbench website for availability in your market (they only allow one real estate agent per area). It’s a great way to build relationships with the most influential people in your community.

Visit Parkbench

3. Convert Your Renter Clients Into Buyer Leads

Consider this: 44.1 million people rented last year and a majority of people lease or rent before they own, especially if they are new to town. Tapping into that massive base of potential buyers is an excellent strategy for sourcing real estate buyer leads.

Not only can you market to this demographic efficiently (via strategies like sending branded flyers to apartment communities), you can work with renters to establish a long-term relationship. If you’re an agent who demonstrates professionalism and trustworthiness during the renting process, you’ll be their first call when they’re ready to buy a home.

Want to learn more? Check out this video detailing our comprehensive strategy for targeting renters as future buyers.

4. Partner With a Company That Offers Exclusive Real Estate Buyer Leads

I’m often asked if buying leads is worth it. One of my favorite things to say to my real estate coaching clients is, “There’s no such thing as a free lead.” You might pay with your time, your effort, your checkbook, or you can pay with a combination of all three. One way or another, you’re going to pay for the leads you get.

If you are considering purchasing leads, take a look at Top Producer Social Connect. It’s like hiring your own team of experts to craft your social media ads to generate leads, which are automatically sent to your customer relationship manager (CRM).

Learn More About Top Producer Social Connect

5. Look for Any Excuse to Throw a Party

According to the National Association of Realtors, more than a third of all buyers used either an agent they knew or an agent who was referred by someone in their personal sphere last year.

While there are plenty of ways to stay top of mind with your sphere of influence (SOI), one of the single best ways to connect with your contacts—and meet friends of your contacts—is a party.

There are plenty of excuses to have parties for your sphere of influence—anything from a Kentucky Derby viewing party to a celebration at a brewery after some community service work. Think of all of the creative ways you can get your collection of contacts together. One of my favorites: Throw a housewarming party for your recent buyer clients!

So often, real estate agents look at social media like any other marketing outlet. Write your copy, post your pictures, buy ads, then sit back and wait for the buyer leads. So what does social media engagement actually mean?

Real estate buyers on Instagram, Facebook, Twitter, and even TikTok are looking for more than just static posts—they’re looking for interaction. That means you need to engage with the content that they post. Comment, like, share in your own story, reply to comments, and be part of the larger conversation.

This also means demonstrating your knowledge. If you’re the local real estate expert, share interesting facts, give a brief lesson on a timely topic, or answer questions online. I have a top-producing Realtor friend who is incredibly active on a Facebook group focused on local history. He’s a go-to source for local legends, and new buyer clients are constantly finding him right there on social media.

Find what you enjoy, and then join and participate in discussions. Is there a cooking group that posts interesting recipes? Share some of your own! Love dogs? Find the local pup hashtags and hangouts! It might be time consuming, but it’s a surefire way to boost your return on social media investment.

Too busy to spend your time on social media engagement? Consider Agent Crate, one of our favorite social media template providers for the real estate world. Our own industry marketing expert, Emile L’Eplattenier, called it out as the platform that offers the best value for money in terms of the competition.

Visit Agent Crate

7. Become a Zillow Premier Agent

Do you… Zillow? Well, your buyers do.

Just to put it in numbers, Zillow gets more than 93 million unique visitors per month, and the majority of them are buyers who are browsing real estate listings. So maybe it’s time to let Zillow work for you. The Zillow Premier Agent program not only puts you in the spotlight, it also offers other great perks, like featured placement in the Zillow Agent Finder and access to Zillow’s Live Connections program.

Visit Zillow

P.S.: Zillow has a program, Zillow Flex, in select markets. Rather than paying for their services upfront, you pay a percentage of your commission.

8. Try Demographic Farming

Instead of focusing on a certain neighborhood, as geographic farming does, focus on a specific demographic, such as seniors, first-time homebuyers, or members of the military. Of course, if you want to attract a certain type of real estate buyer, you’ve got to do more than just know their demographics. You need to know who these clients are as people.

Chevy Chase was onto something in “Caddyshack” when he said, “Be the ball.” Think like your target demographic. What questions or hesitations will these buyers have? What are their interests? What keeps them up at night? What problems do they have that you can solve?

The better you know your potential buyers, the better agent you will be for them.

Ready for some razor-sharp targeting in your farming efforts? SmartZip is an all-in-one listing and lead farming tool with a proprietary algorithm that aggregates data from more than 30 top data providers nationwide. This data includes property data, behavioral data, consumer data, and demographic data. Combined and fed into the SmartZip algorithm, it paints a picture of the candidates most likely to move in the coming months.

Try SmartZip

9. Serve Your Community & Become the Local Go-to Real Estate Agent

You became a real estate agent for many reasons, but I bet one of them is that you like helping people and your community. Giving back to an organization you care about helps you contribute and network.

Working with local schools, for example, is a great way to get yourself in front of prime-time homebuyers: families with children. Schools need sponsors and fundraising, and students need volunteers and mentors. This is a great way to both serve your community and get in front of people who are in that peak housebuying demographic. But don’t limit yourself. Consider communities of faith, sports leagues, nonprofits, and of course, animal rescue organizations.

There’s a hugely successful brokerage in my town that sponsors rec sports, which means every season there’s a bunch of adorable five-year-olds running around, playing soccer in jerseys with their brokerage’s branding. Some agents even volunteer to coach. Parents take note, and that’s their first call when they’re ready to buy a house with a backyard big enough for a soccer goal.

10. Use Old-fashioned Mail to Reach Entire Communities

Direct mail marketing is still an incredibly effective and efficient strategy for generating real estate buyer leads. But you need to be thoughtful about your design in order to stand out. Send out a calendar for the year, populated with holidays and local events, and I bet that postcard ends up on the refrigerator, keeping you top of mind for months to come.

If you’re looking for a direct mail option that is easy to use, has tons of design options, and won’t break the bank, check out ProspectsPLUS!. Choose from one of their 250 real estate-specific templates, input your personal information, and make sure the copy reflects your community. Now you’ve got yourself a real estate lead generating machine.

11. Make a Short Video

It’s no secret that video dominates internet content. Considering that the average attention span on the internet is measured in seconds, not that many people will read your 1,000-word blog post about why you’re the best buyer’s agent in your city. But many, many more of those people will watch you say the same thing on Instagram or TikTok.

And while it may feel overwhelming to break into video content marketing, know this: Google prominently features YouTube in search results, which gives real estate agents with good video content a chance to outrank behemoths like Zillow.

I have a good friend (and Realtor) who hosts helpful question-and-answer sessions every week. He shoots his videos when he’s in the car or on a walk so they’re casual and not high-tech. He is authoritative, provides thoughtful answers and insights, and has built a social media following in the tens of thousands. When buyers are ready to start looking for a home, this guy, who has been advising them through Instagram for months, is their first call.

Just remember that no matter what form your videos take, make sure they are authentically you and that they capture (and keep) your audience’s attention.

12. Get Real Estate Buyer Leads From Your Listings

Whether you’re looking to double-dip a transaction or want to shore up some goodwill with your sellers, finding potential buyers for properties you’ve put on the market makes your job as a listing agent much easier. And as the market shifts in 2023, this is only going to become more important.

Your first strategy should be to ensure the home’s visual marketing assets are top-notch. Get professional photos taken, make sure you’ve got great video content, and consider investing in virtual tour technology too.

Next, verify that your listing appears just how you want it to on popular third-party sites like Zillow and realtor.com. Though these sites pull their data straight from your MLS, you always want to double-check how they look. Finally, get proactive by placing ads on social media targeted to likely buyers in your community.

When your listing sells, you might even be perfectly positioned to help any buyers out there who didn’t get their offer accepted on your listing.

Over to You

Anyone can generate a few buyer leads, but if you want to be successful, you’re going to need a steady stream of leads every week. Keep in mind that your buyer clients will eventually turn into sellers too, so investing in your buyer lead funnel now creates opportunities for multiple transactions down the road.

Have any tried-and-true tips for generating buyer leads? Questions on how to best utilize these ideas? Leave us a comment below!

Learn How To Get More Real Estate Leads, Get More Listings, Close More Sales, with Less Resistance AND still have a LIFE!

Get more exclusive real estate agent training here https://www.yasserkhan.sg/

YASSER KHAN

Author, Coach & Trainer

LEARN MORE

The post Get More Real Estate Buyer Leads Using These 12 Proven Strategies appeared first on Yasser Khan's Real Estate Agent Success Coaching.

How to Get Listings in Any Market (Without Spending a Fortune)

Yasser Khan — Sun, 29 Oct 2023 22:00:00 +0000

If you’re a buyer’s agent still struggling to make the leap to listing agent, blaming the market is perfectly reasonable. We get it. It’s rough out there. But excuses won’t fill your CRM with leads. If you want to build a sustainable real estate career, you need to learn how to get listings no matter what the market is doing. The process is simple, but not easy: Target homeowners with a compelling offer, then convince them you can get them the best price in the shortest amount of time with the least amount of stress.

Luckily, I am here to help. I used my real estate sales and marketing experience to put together our best strategies to get listings in any market. Even better, many of our tips are 100% free so you won’t have to spend a fortune on ads to get leads. I also talked to friends at other brokerages to learn how they got their first listings, and included links to my deep-dive strategy guides, checklists, and scripts so you can get started today. However, bear in mind this list only helps you get started; it is impossible to scale to 7-figure commissions (more on that later).

Here are our best strategies to get listings this year and beyond:

1. Schedule Weekly Calls With Your Sphere

Cost: Free
Time to Generate a Listing: Weeks-months
Agent Skill Level: New agents

Whether the ink is still wet on your license or you’ve been a Realtor for decades, there is one proven way to get listings that is easy, predictable, duplicatable, and efficient: weekly calls to your sphere of influence. This works especially well if you’re a newer agent, because the people in your sphere are the most likely to know, like, and trust you enough with the biggest and most important financial transaction of their lives. It really is that simple.

Don’t worry, I’m not suggesting you give your Aunt Tina the hard sell over the phone at dinnertime. All you need to do is call people in your sphere and talk about your shared interests and connections. Then add one simple script at the end of your call:

“If you know anyone who might be interested in selling their home, I would love to walk them through how I can sell it faster and for a better price.”

How to Get Started Today

If you haven’t already, add everyone in your personal contact list to your CRM database and tag them as your sphere. Then segment them by how well you know them, and create tasks to call at least one person you know well every week.

After your calls, add notes to your CRM and consider segmenting them further if they mention anything about themselves or a friend making a life change that might lead to a transaction. Are they retiring? Getting divorced? Looking for a new job? Take notes and schedule a follow-up.

2. Run Facebook & Display Network Ads Targeting Homeowners

Cost: $20-$100 per lead
Time to Generate a Listing: Days-weeks
Agent Skill Level: New agents-experienced brokers

If you want to speed up the process and quickly find leads that might turn into listings, then spending the time, effort, and money to learn how to run effective Facebook and Google Display Network ads is your best bet. Yes, running and optimizing ads can be expensive and dominate a lot of your time, but the potential reward here is massive. Why? Well, the more ads you run, the more chances you have to optimize them and learn what works and what doesn’t.

You might be surprised to learn that pretty much every single lead generation service that agents pay for uses the exact same strategies to generate seller leads online.

How to Get Started Today

Here’s a quick rundown of how it works.

Create something of value to offer homeowners in your ads. This can be as simple as an e-book on selling in today’s market for top dollar, top renovations that add value to homes, or an offer for an automated or personalized home valuation.
Design an ad to attract homeowners, choose an audience to display it to, and decide on a budget.
Follow up with your new lead and try to book a listing appointment.
Continue to optimize your ads and lead magnets until you’re getting high-quality leads at the lowest price.

Want to get affordable buyer leads to work while you wait for listings? Try Top Producer’s new Social Connect program. They do all the work for you and even give you automated nurturing tools so you never have to spend time nurturing cold leads. The best part? Social Connect leads only cost around $14 each.

Visit Top Producer

3. Learn How to Find Hidden Listing Inventory Other Agents Ignore

Cost: Free
Time to Generate a Listing: Weeks-months
Agent Skill Level: Mid-level agents-experienced brokers

When inventory is low, smart listing agents get creative. Instead of just downloading REDX and calling the same 20 FSBOs that every other agent is calling, they dig a little deeper and look for new, creative ways to get listings. Believe me, there is hidden listing inventory out there. You just need to find it and learn how you can help the owners sell it.

How to Get Started Today

Ready to start your search for hidden listing inventory? Check out my article below. If you’re pressed for time, here are three of the most overlooked property types to get you started today:

1. Preforeclosures: While this strategy works best during economic downturns, there will always be homeowners who fall behind on their payments and might need your help to sell their home.

2. Probate listings: Working probate listings can be stressful, but this actually works in your favor. If you learn the process in your state, you will only be competing with a handful of other agents.

3. Rentals: Even though the rental market is booming, the viral popularity of real estate investing we saw over the past few years means there are a ton of over-leveraged newbies out there who might need to sell.

4. ‘Skip the Line’ for Exclusive Seller Leads

Cost: $189 per month plus $25+ per lead
Time to Generate a Listing: Instantly
Agent Skill Level: Mid-level agents-experienced brokers

If you don’t have time to implement your own strategy for getting yourself in front of homeowners, you might consider outsourcing your lead generation strategy. One easy way to do this is to buy exclusive seller leads and conversion training from Market Leader. One flat monthly rate gets you a guaranteed number of leads to work every month.

Visit Market Leader

5. Learn How to Prospect FSBOs (the Right Way)

Cost: Free
Time to Generate a Listing: Weeks-months
Agent Skill Level: Mid-level agents-experienced brokers

No matter what’s happening in the market, there will always be people who think they can get a better deal by listing their home without an agent. Even though a 30-second Google search or a chat with literally anyone even remotely familiar with real estate will tell them this isn’t true, people are stubborn. That makes FSBOs a great source for listings in any market—even in a recession.

How to Get Started Today

While of course more agents will try cold calling FSBOs in slow markets, the truth is that you only need to be a little better than them to get the listing. Here are two easy ways to beat the competition that rely on simple psychological principles to convince FSBOs to meet with you:

1. Practice the right FSBO scripts, then practice some more: If you don’t want to get hung up on, then having the right scripts is not enough. You need to be able to deliver them with confidence and conviction. There is no way to do this without practice and lots of it. Period.

2. Leverage FOMO when writing copy for flyers, postcards, and letters: The fear of missing out is one of the most convincing motivations for stubborn FSBOs. Show them that they are leaving money on the table. While you need to be subtle and avoid trying to scare FSBOs into listing with you over the phone, FOMO should be the primary strategy you use when writing flyers, postcards, and letters.

Here is an example of a FSBO flyer that leverages FOMO from our own Jodie Cordell that you can use for inspiration:

6. Join a Team as a Junior Agent or Find a Mentor

Cost: Free-25% of your commission
Time to Generate a Listing: Weeks-months
Agent Skill Level: New agents

Look, I get it. Becoming a “junior” agent working for someone else isn’t why you became a Realtor. Other new agents are out there building their personal brands and crushing it alone, so why should you work for someone else? Because you’ll learn more about getting seller clients in a month working under a successful listing agent than in six months of $5,000 coaching courses. You’ll also learn more than you can from this or any other article.

The difference? Hyperlocal market knowledge. The best listing agents know your area better than anyone. Perhaps more importantly, they are almost always extremely confident about what they know. Confidence closes deals.

If you’re not sold on joining a team, consider finding a mentor. That’s how Leilani Serrao-Baker, a California listing agent and team leader in the top 11% of Douglas Elliman agents nationwide, got her first listing. Here’s Leilana:

“I interviewed extremely seasoned agents and brokers and found an incredible mentor who taught me how to be a listing agent who puts clients’ needs first and who implements strong, productive techniques to achieve the best possible results for clients. That gave me the confidence to go after listings.”

Her advice for newer agents struggling to get their first listing:

“Don’t settle. Find a mentor who is passionate about teaching and guiding you. Don’t give up. Most people give up right before they hit gold.”

How to Get Started Today

Finding a team and finding a mentor require slightly different strategies. Here is how to approach both:

How to find a team to join: In most brokerages, top-producing teams actively recruit new agents so you might not have to look very far to find one. Your managing broker should know which teams are hiring. You will have to give up a portion of your commissions to the team leader, but part of a deal is better than none at all.

If there are no strong teams at your brokerage, consider expanding your search. You can look on job boards like Indeed for junior agent positions, or look for top-producing teams in your MLS and send them a cold email. Better yet, give them a call!

How to find a mentor: Most team leaders will be happy to mentor you if, and only if, you join their team as a junior agent. Since most top-producing listings agents eventually start their own teams, finding a solo agent to mentor you is harder, but not impossible. Ask your managing broker or find a few solo listing agents on your own and offer to buy them a cup of coffee.

7. Knock Doors in Neighborhoods You Want Listings In

Cost: Free
Time to Generate a Listing: Instantly
Agent Skill Level: New agents-experienced brokers

Whenever I even mention the phrase “door knocking” to new agents, their eyes light up with fear and they quickly change the subject. Others tell me they’ll do it, but when Sunday afternoon rolls around, they find excuses to stay hunched over their laptops, trying to figure out how to go viral on Instagram.

This is a huge mistake. Door knocking is one of the best ways to show homeowners you are confident and market-savvy enough to get them the best price for their home. So if you want to get listings, then you need to get over your fear of door knocking.

How to Get Started Today

Get inspired by door knocking success stories: Sometimes just hearing about another agent’s success can inspire you to get started. Here are my two favorite examples:

Beverly Hills ultra-luxury agent Ben Bacal got his start knocking on doors of celebrities like Leonardo DiCaprio, Keanu Reeves, and even Grant Cardone.
Alan Taylor, estates director for Alan Taylor Real Estate Group at Compass, knocked on the door of the same house more than 10 times before eventually winning the listing.

Learn tips and scripts to knock doors the right way: Learning the right language will 10x the odds of getting a listing appointment. You can’t go wrong with Sean’s simple door knocking script below.

“Hello, sorry to bother you. My name is [your name] and I am the listing agent for the property down the street [point in the direction of the property]. We received multiple offers and, of course, we could only accept one. The home sold well above asking price and these other buyers are still looking for a home in [neighborhood]. Who do you know who would like to sell their home in this hot market?”

For more examples, check out my article below.

8. Focus on Your Mission, Vision & Values First

Cost: Free
Time to Generate a Listing: Weeks-months
Agent Skill Level: New agents-experienced brokers

If you’re a regular Close reader, you’re probably sick of me saying this. But focusing on your mission, vision, and values (MVV) should be your first priority before even thinking about trying to get listings.

Even if you’ve done this work already, it might be time to revisit your MVV if you want more listings. Take a step back and really think through how you are uniquely positioned to help sellers before trying to become a listing agent. Matching with buyers is relatively easy—they just want someone they like to open doors and walk them through the transaction. Working with homeowners is much more complicated.

A homeowner’s choice of agent is driven more by what you offer and how it benefits them. But you can’t be everything to everyone. That’s why focusing on your own mission, vision, and values is a crucial first step to getting the right sellers to resonate with you and hire you.

How to Get Started Today

Like most goals in real estate, creating your mission, vision, and values is simple, but not easy. To get started, read Sean’s strategy guide below and carve out at least a few hours this weekend to really think through what unique value you can offer sellers.

9. Send Out Just Sold Postcards

Cost: 50 cents-77 cents per postcard
Time to Generate a Listing: Weeks-months
Agent Skill Level: New agents-experienced brokers

They may not get you many likes on Instagram, but sending out good old-fashioned just sold postcards is a fantastic way to get or stay top of mind in your farm area. After all, they prove to homeowners that, unlike some agents, you actually get deals done.

While not every demographic responds well to postcards, there is one key demographic who does: senior citizens who have tons of equity in their homes. It gets better. National Association of Realtors statistics show that the average age of homesellers rose again in 2022 to an incredible 60 years old. That means the average person who is ready to sell their home is much more likely to respond to your postcards.

Tina Van Den Hurk, senior director of luxury sales at Douglas Elliman, got her first listing from a just sold postcard from a deal she worked as a buyer’s agent. If you want to try this strategy, just make sure to ask the listing agent for permission first, especially if you want to use pictures of the home.

“I got my first listing from a just sold postcard, as a result of my first-ever sale in real estate in 2014 in a condo building on the Galt Mile. The owners kept my just sold postcard for three months, as they were here seasonally, and then proceeded to call me three months later.”

How to Get Started Today

First, create a geographic farm area to target around your just sold listing. Next, check out my strategy guide below to find a just sold postcard that will work in your market. Once you have your geographic farm and postcards designed, use a direct mail company like Wise Pelican or ProspectsPlus! to mail out your cards.

Pro Tip

Share your knowledge with your farm area with handwritten cards from Addressable. Real estate is about forming relationships. There’s no better way to stand out and get listings than by sending a handwritten card to your farm area. Addressable uses artificial intelligence technology to handwrite each card you send, saving you tons of time while also making you look like the rock star agent in your community.

Send Personal Handwritten Cards With Addressable

10. Convert Open House Visitors (Yes, Really)

Cost: Free
Time to Generate a Listing: Weeks-months
Agent Skill Level: New agents-mid-level agents

If there is one lead generation strategy agents love to hate, it’s open houses. Many listing agents don’t even bother with them, and even some brand-new agents think they’re a waste of time. But there is one group of people who adores open houses: nosy neighbors who own nearby homes.

OK, I know what you’re thinking. The odds of a neighbor who needs to sell her house tomorrow showing up to your open house are slim to none. But this strategy means you get to meet homeowners in the neighborhood with the perfect excuse to talk about real estate. And remember that many buyers need to sell their homes before they purchase a new one, so house hunters are a potential source of listings too.

Still not convinced open houses can be a fantastic way to get listings? Well, what if I told you that Los Angeles Realtor and star of CNBC’s “Listing Impossible” Yawar Charlie wishes he spent more time trying to find sellers at open houses?

“I always looked at open houses as an opportunity to pick up a buyer but never to pick up a listing. I wish that I had thought about it in a different way and considered that this was an opportunity for me to meet neighbors, tell them about what I could do for them, and potentially pick up additional listings in the area.”

How to Get Started Today

Luckily, running open houses that attract eager buyers and nosy neighbors is relatively easy. Create a welcoming environment, serve trendy food and drinks, and promote it on social media and with postcards, flyers, or better yet, door knocking.

Before the big day, learn a few basic open house scripts so you can smoothly steer conversations with homeowners away from local gossip and onto real estate. Check out my strategy guides below for more open house ideas and scripts.

11. Use Our Listing Appointment Checklist & Scripts to Seal the Deal

Cost: Free
Time to Generate a Listing: Days
Agent Skill Level: New agents-experienced brokers

Even if you’re the LeBron James of generating seller leads, they’re not much use to you if you can’t close them and list the house. That’s why learning the art and science of running a listing presentation that can actually persuade them to hire you is essential.

How to Get Started Today

Here are five tips for delivering a persuasive listing presentation:

Make sure you know as much as you can about the listing and the comps in the neighborhood.
Create a listing marketing plan that sets you apart from the competition.
Rehearse your presentation until you can deliver it smoothly and confidently.
Learn the most common objections sellers have to new agents and use my objection handlers to address them confidently.
Ask your team leader or mentor to let you shadow them on as many listing appointments as possible.

Why These Methods Do Not Scale?

Here's a secret other gurus won't tell you.

Hard work is risky. Hustling only works to a point.

Cold prospecting works, but only to a point.

After that point, such methods end up hurting your ability to grow and places your ability to remain profitable in danger. Chasing clients for business does in fact get you clients, but they’re rarely the really really good ones; the ones who will pay a premium because they chased you, rather than you chasing them. Posting to social media daily works, but not if you ever want to live a life outside of hustling for clients. Organic is risky, more riskier than you think. Much more than most are willing to admit.

Sure, you can use these to get started, but don't make the mistake of sticking with them. Run paid ads to scale to 7 figures and hire a team.

Over to You

How are you changing your prospecting and marketing strategies to get listings in 2023? Let us know in the comments.

Learn How To Get More Real Estate Leads, Get More Listings, Close More Sales, with Less Resistance AND still have a LIFE!

Get more exclusive real estate agent training here https://www.yasserkhan.sg/

YASSER KHAN

Author, Coach & Trainer

LEARN MORE

The post How to Get Listings in Any Market (Without Spending a Fortune) appeared first on Yasser Khan's Real Estate Agent Success Coaching.

28 Clever Real Estate Ads: Real Examples (+ Why They Work)

Yasser Khan — Sun, 22 Oct 2023 22:00:00 +0000

Real estate ads should do more than just make your phone ring. If you put in the time and effort to really connect with your local community, your ads can actually help build your personal brand to market you as the go-to real estate expert in your farm area. They are that powerful!

To help inspire you to create ads that make your phone ring and help build your brand, we put together this freshly updated list of 28 examples of clever real estate ads for 2024. You’ll also get our analysis of the ad’s lead magnet, copy, and design to prove making great ads isn’t as hard as you think.

Advertising on Facebook and Instagram is still popular with agents for a very good reason. These platforms let them laser-target leads on the exact demographic they’re trying to reach. All you need is a great idea, a lead magnet, catchy copy, and clever creative, and you can start generating leads on Meta’s flagship platforms.

To get you started, here are some examples of highly effective Facebook real estate ads and our take on why they work so well.

1. Buyer Quiz Ad

Source: Open House Austin on Facebook

Lead Magnet: Buyer’s quiz

Why This Copy Works: This copy starts by building on first-time buyers’ FOMO (fear of missing out) and then cleverly offers a solution. Notice also how it speaks directly to the person reading instead of a general audience.

Why This Creative Works: Instead of a picture of houses, they went with a picture of the agents teaching the course. They look friendly and approachable enough to not intimidate the first-time homebuyers they’re targeting.

Pro Tip

Don’t have the time or patience to learn Facebook ads? Top Producer Social Connect makes it easy. Just enter your city and budget and Top Producer’s team of advertising experts do the rest. Even better, you’ll get a suite of automated lead nurturing tools to keep them warm while you work with clients.

Visit TopProducer Social Connect

2. Reasons to Buy a Home Video Ad

Source: Michael Wynn on Facebook

Lead Magnet: Video

Why This Copy Works: Targeting fence-sitters (and who can blame them in this market!), this copy lays out three of the reasons this agent thinks now is a good time to buy.

Why This Creative Works: Bold text, a brightly colored background, and a friendly and professional picture of the agent draws potential buyers in.

3. Home Valuation Ad

Source: The Munselle Group on Facebook

Lead Magnet: Free home valuation

Why This Copy Works: It’s simple and straight to the point. Emphasizing the word “free” helps draw in people who have not sold a home before and don’t know that all home valuations are free.

Why This Creative Works: While the layout is a little crowded, we love how the agent added a casual yet professionally shot picture of herself. Too many home valuation ads use bland generic graphics, and we would bet this one converts much better.

4. First-time Homebuyer Tips Video Ad

Source: The Heather Bomar Team on Facebook

Lead Magnet: Video

Why This Copy Works: This language is light and fun, but gets straight to the point and uses emojis to guide the reader through the ad.

Why This Creative Works: The title of the video is bold and draws your attention thanks to the italic font. The agent looks friendly and approachable, but still professional.

5. Simple Exclusive Listing Ad

Source: Corcoran Group on Facebook

Lead Magnet: Private tour

Why This Copy Works: With only one sentence, this copy cuts through the noise on social media and gets straight to the point. Using the terms “accepting appointments” and “private tour” makes the listing sound exclusive and her time sound valuable.

Why This Creative Works: Also dead simple, but very effective: gorgeous photography, brokerage branding, and a headshot in the lower right corner. Perfect.

6. Simple Exclusive Listing Ad: Example 2

Lead Magnet: Private tour

Why This Copy Works: This ad is successful because of its simplicity. With the professional image, address, and price in an elegant font, you hardly need any other copy.

Why This Creative Works: This template could work for just about anyone. Bonus points for being adaptable; I could also see this same treatment for open house, under contract, or just sold real estate ads. Apply your brand colors and logo, and you’re all set.

7. Open House Ad

Source: Eileen O’Hara on Facebook

Lead Magnet: None

Why This Copy Works: Again, when it comes to writing great copy, simple > complicated. This copy gets right to the point. The two cute emojis also help it stand out without being overwhelming.

Why This Creative Works: Again, simple! Gorgeous photography, simple graphic design, and the company branding in the lower right corner.

8. Open House Ad: Example 2

Source: Ansley Real Estate on Facebook

Lead Magnet: None

Why This Copy Works: There is virtually no copy in this ad. It relies almost entirely on the strength of its creative.

Why This Creative Works: Bold, clean design draws the audience’s eye into this ad. The headshot and contact information are on the lower left instead of the more traditional lower right, but it still works.

9. Buyer Lead Ad

Source: Adam Hergenrother on Facebook

Lead Magnet: None

Why This Copy Works: With one just two short sentences, this copy plays on the audience’s FOMO and desire. Who doesn’t think they deserve a house they love? Then they offer their own website as the solution to the audience’s FOMO.

Why This Creative Works: Simple, simple, simple! Note how this is not a mega mansion, but a pretty basic home. It’s nice, but approachable.

10. Six Costly Mistakes Homesellers Make Ad

Source: Lamacchia Realty on Facebook

Lead Magnet: E-book

Why This Copy Works: This copy plays on the fears that every homeseller has before, during, and even after putting their home on the market. Even better, it offers a solution to help them get over those fears. Perfect!

Why This Creative Works: It’s not going to win any graphic design awards, but it certainly grabs your attention. Photography or graphics would just get in the way of this simple, powerful copy.

Outdoor Real Estate Ad examples

Believe it or not, the outdoors is more than just what you walk through from your car to your listing. In fact, many people have the free time to go on long walks with their dogs, jog, ride bikes, and all manner of activities unknown to busy real estate agents!

That makes the great outdoors a prime place to reach those pesky leads who aren’t down with the Instachat or Snapgram or whatever latest app is at the top of the App Store charts. Here are some of our favorite examples of outdoor real estate ads that pack a punch.

11. Sense of Home Scratch & Sniff Ads

Why This Copy Works: These eye-catching and freshly scented scratch-and-sniff ads— designed by Agency Fifty3 for a new development in Denver, Colorado—are enough to make your average curious resident stop in their tracks. Once they’ve got your attention, the message behind these ads—that even new developments will become “home” rather than just a place to live—it really hits the mark.

12. Compass: Powering Your Home Search

Why This Copy Works: A great pun works wonders and this copy brings everyone in on the joke. These slickly designed and clever ads on electric car charging ports send the perfect message to the very kind of hip, upwardly mobile, and eco-conscious clientele every brokerage covets. That said, the (dead dinosaur-powered) Rolls Royce Phantom does seem suspiciously parked.

13. Stribling Building Listing Signs

Why This Copy Works: This well-made listing ad signs leave a lot up to one’s imagination. We know there’s a townhouse for sale on a gorgeous, tree-lined street. Maybe that’s all we need. I like the mystery. The simplicity here lets the environment do the heavy lifting and the bright pink logo elevates the overall look, keeping the ad from feeling stale or boring.

14. Halstead Outdoor Ads

Why This Copy Works: In the first example, Halstead uses a clever play on words in hopes their audience will pause just one second longer. “Move to what moves you, huh? That’s clever. What’s this? Halstead? I’ll look into them.” This second example lets the bright poppy colors do the heavy lifting. It’s hard to ignore the vibrancy, and an open house with this chic of a sign is probably a property worth seeing.

15. Realtor.com Subway Ad

Why This Copy Works: Making a pun about the subway seems like something of a rite of passage (ha!) for advertising execs cutting their teeth on transit signage. Realtor.com’s ad here, on the other hand, is well thought out. The cheeky play on the ad’s placement—an LCD display that alternates between ads like this and upcoming subway departures—make this ad really stand out.

16. Realtor.com House Wrap Ad

Why This Copy Works: This message uses FOMO to entice its audience to switch from Zillow to Realtor.com. A tried-and-true ad strategy, no one wants to miss out on something great. This is exactly the type of ad that can go viral and take on a life of its own. It’ll get people talking and sharing, and above all, checking out Realtor.com.

17. StreetEasy Subway Ad: ‘You’re Dead to Me!’

Why This Copy Works: This speaks to New York City or any other metro with a massive chip on its shoulder. It gives the audience confidence that the agency is in the know, speaks the language, and has true local bona fides. StreetEasy’s subway ads have always been clever, but these ads take an old-school monster fight from classic movies and insert humorous things that New Yorkers tend to argue about. In this case, moving to LA.

Print Real Estate Ad Examples

The rumors of print advertising’s death have been wildly exaggerated. In fact, some real estate agents still swear by the persuasive qualities of ink and paper. Are they right? Well, judge for yourself.

Here are a few examples of killer print ads that we bet have a great return on investment—or at least help grow brands.

18. Douglas Elliman: Ask Elliman

Why This Copy Works: Still one of our favorite real estate ad campaigns of the past few years, Douglas Elliman’s “Ask Elliman” campaign hits all the right notes. It manages to evoke expertise and care at the same time. The Elliman branded blue really pops against the shades of black, white, and gray. It has a slight nostalgic feel but in a modern setting, appealing to just about any audience.

19. National Association of Realtors (NAR): Most Valuable Square Inch

Why This Copy Works: This magazine ad makes the National Association of Realtors aspirational, if not damn near heroic. The copy creates a club that we want to be a part of (or that we want representing our interests). We don’t need to see the Realtor’s face to know she’s trustworthy, has integrity, and will sell this house. Or help you buy it. This is an ad that shows us as much as it tells us.

20. Lefferts Place Mews

Why This Copy Works: Everyone wants their place in history. This copy makes us contemplate our legacy, our hopes, dreams, and maybe even hints that “life is short—buy the pretty house” argument. Of course, it works on a literal level as well—it’s a historic property.

21. Nourmand & Associates: New Hire Announcement

Why This Copy Works: OK, you’re probably wondering why I put a new hire announcement, of all things, on this list and I’ll admit it—it’s not really for the copy, it’s for the design. This example showcases why it’s crucial to sweat the small stuff to get ahead. The typography, layout, and imagery are all pinpoint perfect.

22. Compass: Door Hangers

Why This Copy Works: Well-designed door hangers? Now I’ve seen it all! These just listed and open house door hangers for Compass were designed by I Design Creative. They keep the message simple and let the properties and headshots do the talking. Door hangers are often a check-the-box marketing tool, but if you take the time to think about layout, images, and overall design, they can make a huge impact. Instead of going right into the trash can, someone will pause, take in the beautiful property photos, and maybe even read that testimonial.

23. First Mallorca: Taylor Made Houses

Why This Copy Works: How clever are these ads for Mallorca-based luxury real estate firm First Mallorca? The “Taylor-made houses” line makes it. It’s a fresh approach to the idea that this brokerage is focused on the client as an individual. The image is really what works here, though, reinforcing the idea that each buyer or seller is as unique as the properties.

24. Sotheby’s International Realty

Why This Copy Works: Clean, classic, eye-catching images and pithy copy—everything you need to get the most out of a two-page layout. This Sotheby’s campaign is all about creating a vision of a lifestyle that feels both aspirational and familiar.

25. Corcoran’s ‘Live Who You Are’ Campaign

Why This Copy Works: I’m enchanted by this whimsical take on Corcoran’s core statement, which celebrates the life you’ll live in your new home. These illustrations by Simone Massoni manage to be fun and clever, while still evoking emotion. Other Corcoran print campaigns showcase photography by Rob Howard, Annie Liebovitz, Paul Costello, and Stefan Anderson. The Corcoran brand believes that storytelling fosters loyalty, and I agree.

If we had to pick a single real estate brochure company to recommend, it would be ProspectsPLUS!. ProspectsPLUS! has marketing print collateral in just about every format and size, plus there is no membership fee. Some providers require a monthly subscription to access designs, but ProspectsPLUS! works well for one-off projects and ongoing campaigns.

Real Estate Brand Promotional Items

Your headshot, logo, and other branding can be used on promotional items as well as other forms of advertising. These give-aways remind leads and clients of your professionalism, skill, and dedication.

26. The Helpful Branded Fridge Magnet

Why This Creative Works: I’m a big fan of any promotional item that has longevity. This helpful, well-designed magnet will live on the fridge, reminding leads that one cup equals 8 ounces and that you are there any time, day or night, to help with all things real estate.

27. Custom Mug of Your Mug

Why This Creative Works: Branded mugs are nothing new, but this illustrated mug shows off a little personality, and has the chance of sticking around during all of the kitchen clean-outs.

28. Brokerage Ready-to-Wear Line

Why This Creative Works: Sometimes your brand is all you need to make a statement. It helps when there’s an emphatic period at the end. This SERHANT. hoodie sweatshirt is classic, warm, and brilliant advertising. Imagine people walking around wearing your brokerage name on their clothing, hats, fanny packs, or even swim trunks—doesn’t get much better than that.

Bringing It All Together

Have some impactful, effective real estate ads that you want to share? Have insights about trends leading into next year? Let us know in the comment section.

Learn How To Get More Real Estate Leads, Get More Listings, Close More Sales, with Less Resistance AND still have a LIFE!

Get more exclusive real estate agent training here https://www.yasserkhan.sg/

YASSER KHAN

Author, Coach & Trainer

LEARN MORE

The post 28 Clever Real Estate Ads: Real Examples (+ Why They Work) appeared first on Yasser Khan's Real Estate Agent Success Coaching.

The 8 Best Places to Buy Real Estate Leads in 2024

Yasser Khan — Sun, 15 Oct 2023 22:00:00 +0000

Looking to buy real estate leads? Well, you’re in luck because there are plenty of companies that want to sell them to you. However, it can be challenging to find the lead generation company with the right strategy for your business. Real estate isn’t a one-size-fits-all industry, and your paid lead generation plan shouldn’t be either. That’s why I’m not just recommending one top pick, but rather eight of our favorite places to buy real estate leads.

For this buyer’s guide, I used my experience as an agent, coach, and tech expert to review dozens of paid real estate lead generation companies. I analyzed them based on lead gen strategy, price, usability, scalability, and customer support. If you want to learn more about how I chose the lead providers on this list, check out our methodology section.

But if you’re ready to fill your customer funnel by buying real estate leads and using paid lead generation strategies, then we’ve got the right provider for you. Let’s dive in.

The 8 Best Sources for Buying Real Estate Leads in 2024

Provider	Best For
Market Leader	Agents with a fixed budget looking for a guaranteed number of leads every month
Offrs	Agents who want to try predictive analytics to get more listings
REDX	Agents who want a budget-friendly option and are prepared to prospect
Zurple	Digital marketing mavens who are looking for analytics and automated follow-up tools
Parkbench	Natural storytellers and social butterflies
Zillow Premier Agent	Agents primarily seeking top-of-funnel buyer leads
zBuyer	Best for vetted & verified leads, with solid customer service
Catalyze AI	Agents with a smaller marketing budget who want to try inheritance listings

Of course, buying leads shouldn’t be your only strategy for business development. According to the National Association of Realtors 2023 Member Profile, 65% of agents reported that none of their business came from online leads. The reason why most Realtors don’t use online leads varies, but one to certainly keep in mind is the amount of follow up required to convert. In the same report, 68% of agents noted they do not use a customer relationship manager (CRM). A CRM is going to be key to following up with your leads and keeping your activity consistent to generate business. Real estate has a long sales cycle, and keeping in touch with clients and leads will definitely increase your conversion rate.

Looking for inspiration? Grab a copy of our lead generation plan template to help organize and prioritize your efforts so that you’re taking a strategic, focused, and profitable approach. Also visit our article, “39 Underrated Lead Generation Strategies for 2023,” for more ideas on how to fill your funnel with leads.

Best for Monthly Guaranteed Leads: Market Leader

Market Leader uses strategically placed ads on Google and social media to drive traffic to one of two places: either a home valuation page for listing leads or a personally branded, IDX search-enabled landing page for buyer leads. In order to use the tools on these pages, visitors are required to register for an account and input their contact information, which then gets passed directly to you.

If this strategy probably sounds familiar, it’s because a lot of competitors (such as Top Producer and Real Geeks) use the same approach. However, Market Leader has a crucial differentiator: guaranteed lead volume. If you make the payment, you’ll have at least the number of leads they projected for you—it’s just that simple. For agents with a fixed marketing budget looking for a straightforward way to buy guaranteed leads, this may be a great option.

For agents looking for even more leads, Market Leader also offers their “Network Boost,” a way for agents to receive around 40 leads each month for as little as $350 per month. They create and post custom ads on social media for you and deploy automated follow-up tools to start the nurture conversation.

Market Leader cost: $189 per month + $25 per lead (depending on market)
Contract required? Six- or 12-month term

Market Leader Pros & Cons

Market Leader Pros	Market Leader Cons
Guaranteed lead volume every month	Lead quality isn’t always premium
Guaranteed contact information (and a refund for fake leads with bogus emails and phone numbers)	Can get pricey at scale
Excellent for long-term business forecasting	Only available in North America

My Take on Buying Real Estate Leads From Market Leader

Market Leader has been around a long time and has a proven track record. It’s ideal for those who have done the math on their conversion rates and have a healthy budget. These agents know exactly how many leads they need on a monthly basis to ensure paid lead generation is profitable for them. Market Leader makes that possible with its guarantee. Also, the Social Boost add-on may get you even more leads without the need for personalized follow-up.

Visit Market Leader

Best for Building Your Listing Client Base: Offrs

Using vast amounts of consumer, demographic, and market data, Offrs identifies the top 30% of your target market that is most likely to buy or sell a home in the next 18 months. They are so successful, in fact, that Offrs says they successfully predicted 72% of sellers in US last year.

Armed with this information, you can market to these likely clients, driving your conversion rates and the quality of your interactions through the roof. On top of the quality of their leads, they are the only predictive analytics company that guarantees a certain number of leads: 30 leads per month in your targeted ZIP code and 90 leads within five ZIP codes if you upgrade to the premium package.

These are all recent changes to the Offrs platform; they spent months listening to customer feedback, simplifying some offerings, and enhancing others. We’re excited about this new chapter for Offrs and are hopeful that it’s not too good to be true. Trust that we’ll be following along and updating this guide in the near future!

Offrs cost: Basic plan is $299 per month for 30 guaranteed leads; premium is $599 per month for 90 guaranteed leads
Contract required? No

Offrs Pros & Cons

Offrs Pros	Offrs Cons
Uses predictive analytics, one of the most exciting real lead gen strategies of 2023	This is a new format and suite of offerings for the company; only time will tell if it can live up to the hype
Spend more time on relationship building with those likely to buy and sell	These are going to be high-touch, long-term leads that may take time to pay off
You can “lock down” a ZIP code and join their US referral network	Only available in the US

My Take on Buying Real Estate Leads From Offrs

Offrs’ guarantees a specific number of highly qualified leads each month based on several data points that predict when a homeowner is ready to sell. Offrs has also partnered with ROOF, a referral network that contacts, qualifies, and converts your leads in the US. Plus you can get all of this without an annual contract.

Visit Offrs

Best for Prospecting Real Estate Agents: REDX

REDX is an outbound real estate lead marketing system that collects and disseminates data, such as property details, FSBO and expired listings data, and contact information for buyers and sellers in your community. They categorize and prioritize this data in VORTEX, their proprietary customer relationship manager (CRM), for agents to use in their outbound prospecting efforts. I also like their Power Dialer, which keeps your phone calling so that you can be up to four times as efficient with your cold calls.

The great thing about REDX is that it works well for budget-conscious agents ready to push up their sleeves and prospect via phone. In fact, this is the most cost-effective tool on this list. However, you need to be prepared to take control of your own lead volume.

REDX cost: Starts at $49.99 per month; expired, FSBO and location-based leads are priced at $59.99 per month; PLUS plans are about $60 more and include email addresses in addition to phone numbers. Power Dialer starts at an additional $59.99 per month.
Contract required? No

REDX Pros & Cons

REDX Pros	REDX Cons
Unlimited lead generation potential for a single monthly fee	Outbound lead gen means more work for you on the front-end
A fantastic approach for agents who are comfortable with cold calling	Not great for agents who get discouraged by frequent “no’s”
No contract necessary	CRM doesn’t offer any communication or automation options

My Take on Buying Real Estate Leads From REDX

REDX is great for agents who are budget-conscious and not afraid to pick up the phone or knock on a door. Your performance and return on this platform are entirely determined by you and how hard you work. But if you’re willing to put the time in—especially with colder prospects—REDX might just be perfect for you.

Visit REDX

Best for Digital Marketing & Automation: Zurple

Somewhat similar to Market Leader, Zurple generates real estate leads with community-specific buyer and seller landing pages designed to capture lead information. These landing pages offer something of value (a home valuation or an IDX search) in exchange for contact information. Zurple takes it a step further by advertising on platforms like Facebook, Instagram, and Google to drive traffic to these pages.

Zurple differs from others using this strategy because its analytics and automations are so strong. Zurple provides advanced behavior reports about visitors’ activity on your lead magnet pages. This might include lists of the properties they’re looking at and alerts for behavior that might indicate they are ready to make a purchase. Zurple also offers automated communication tools, such as email drip campaigns, to make sure your clients are hearing from you at the most effective moments.

If you’re a tech-savvy agent looking for analytics, Zurple could be perfect for you. Their integration with Facebook and Google Ads can be a boon if you have a strong online brand. Plus, the automatic follow-up tools in Zurple also make this an easy choice for agents who aren’t using their CRM to its highest potential.

Zurple cost: $299 per month + $799 setup fee
Contract required? Yes, six to 12 months

Zurple Pros & Cons

Zurple Pros	Zurple Cons
Lots of options for generating leads	Some of the automation requires a fair amount of customization to set up
On-board analytics help you understand lead behavior on your sites	The Zurple CRM will leave some power-users wanting more
Exclusive leads	We’ve seen complaints about customer service not being very responsive

My Take on Buying Real Estate Leads From Zurple

Zurple is an excellent tool for anyone who wants more than just a name and contact information when they buy real estate leads. If you want to dig deep into what your leads’ behavior indicates about what they need, you should check out Zurple.

Visit Zurple

Best for Generating Word-of-Mouth Referrals: Parkbench

Parkbench is a real estate lead generation company that provides agents with a highly personalized community website. Using this custom website, Parkbench’s team of marketing experts coach agents to create valuable content with an emphasis on video.

Your site will feature the best and brightest of your local community. The neighbors and local business owners you profile on your Parkbench site will likely share your content, and your clients will visit to stay up to date on what’s happening in your market. These relationships in the community turn into excellent referral sources. So you’re not actually “buying” leads, but using Parkbench to build a referral network that can be a lead-generating machine.

With the emphasis on video and building your brand, Parkbench can work really well for agents who are already social butterflies. Take your natural storytelling ability and pair it with Parkbench to level up your community engagement and generate local referrals, which tend to be easier to convert!

Parkbench cost: Between $3,500 and $6,500 per year, depending on the market you serve
Contract required? 12 months

Parkbench Pros & Cons

Parkbench Pros	Parkbench Cons
A fantastic lead gen and branding crossover strategy	Requires hands-on work and content creation
Generates high-conversion referral leads	No on-platform tracking in place to determine the effectiveness
Exclusive: one Realtor site per community	Leads may be higher funnel than those offered by other sites

My Take on Buying Real Estate Leads From Parkbench

Parkbench is a great choice for agents who are natural storytellers and have a well-developed (or quickly developing) brand reputation in their local community. If you’re closing less than 30% of your transactions as a result of referral and repeat business, Parkbench may be the perfect tool to increase your referral generation. Keep in mind that you’ll need a solid follow-up strategy in place to make this work.

Visit Parkbench

Best for Buyer Leads: Zillow Premier Agent

Zillow places advertisements for participating “premier agents” next to listings on its platform. When a consumer selects you, they fill out a quick form with their contact information and Zillow sends you that information. Most of these leads are going to be buyers who are near the top of the funnel.

While Zillow likely gets the most homebuyer traffic on the internet, these placements aren’t always exclusive. Most of the time, premier agents appear along with other premier agents who are paying for the same ZIP codes. Potential leads generally select the agent with the best reviews, so making sure yours are glowing and numerous is crucial.

Zillow Premier can work well for agents who are available to follow up with leads quickly and continue to nurture their funnel. Because Zillow leads tend to be near the top of the marketing funnel, they will require some work to convert.

Note that Zillow Premier is a different program than the pay-at-closing Zillow Flex option.

Zillow Premier Agent cost: Market dependent; most agents spend between $300 and $1,000 per month
Contract required? Yes, also varies by market, but usually six or 12 months

Zillow Premier Agent Pros & Cons

Zillow Premier Agent Pros	Zillow Premier Agent Cons
A large infrastructure for buyer leads of all types from all places	A minimum of a 6-month contract required in most regions
Arguably the most important place for real estate reviews on the internet	Leads aren’t exclusive
High-quality ancillary benefits, including a CRM and an IDX website	Mostly buyer leads with little to no vetting

My Take on Buying Real Estate Leads From Zillow Premier Agent

I firmly believe that everyone should at least have a free account on Zillow—it’s a great place to collect reviews and start getting active leads. If you want to take it a step further and buy real estate leads, Zillow Premier Agent is a good choice, but it’s competitive. You’ll need to be quick and effective in following up with new contacts. Time is particularly of the essence because these leads aren’t exclusive.

Visit Zillow

Best Customer Service: zBuyer

A family-owned company, zBuyer maintains a strong commitment to customer satisfaction that some of the larger software companies just can’t match. Plus, it has an excellent track record of supplying valuable, verified leads.

zBuyer uses cutting-edge analytics to uncover early indications of interest in selling or buying. Targeted potential sellers are offered a chance to discover their home’s worth and potentially a cash offer on zBuyer’s website, HousingNow.com. The site acts as a listing service similar to Zillow, where buyers can browse listings. However, potential leads have to input their information to actually view the listings.

These leads must also confirm their interest at several points along the way, verifying their intent, which results in higher conversion rates. zBuyer then provides the agent with the lead’s contact information in real time to the zBuyer app, email, and to your CRM of choice. While the leads aren’t exclusive, zBuyer says they will only share a lead with six agents total, so if an area has that many agents already active, it will be sold out.

For agents looking for leads that have been vetted and verified, zBuyer could very well be your answer. Their offering is similar to others on this list, but they do put their leads through a vetting process before passing them off to agents. Their customer service is also top-notch, which is something to consider when spending hundreds of dollars on leads.

zBuyer cost: zBuyer requires a set minimum spend of $400 per month. Buyer leads generally cost around $12 and seller leads can range between $13 and $17.
Contract required? No contract required, which is a major benefit if you need flexibility in your leads.

zBuyer Pros & Cons

zBuyer Pros	zBuyer Cons
Leads are verified + the company offers replacements for bogus leads	Leads can “sell out” or be limited in number in a given area
No contract	Leads aren’t exclusive
Reasonably priced, with control over your monthly spend	No proprietary CRM
Excellent customer service by phone and email	HousingNow.com website is a little glitchy compared to Zillow or realtor.com

My Take on Buying Real Estate Leads From zBuyer

Frankly, it’s hard to come up with reasons not to give zBuyer a try if you’re looking to buy leads. It’s one of the more budget-conscious options that also sources its own verified buyer and seller leads. And if it’s not working out, you can cancel at any time. I’ll bet that if you employ some solid follow-up and lead nurturing, you’ll find zBuyer to be a powerful partner in the lead generation game.

Visit zBuyer

Best for AI-driven Listing Leads: Catalyze AI

Catalyze AI is a new predictive selling software developed in 2021 to find inherited properties that are likely to sell. The company claims a 40% lead prediction rate. Put another way, they state that, “Roughly four out of 10 property leads sell within 12 months.”

The company says they use more than 400 million data points to make their predictions. Their model is a bit different from others on this list: They guarantee 30 inheritance listing leads in two package tiers. The pricing is transparent, starting at $360 per month. The higher-tiered plan is $450 per month, which provides listings valued over $1 million. There are no setup fees and their plans are flexible—your leads are delivered monthly and there is no contract.

If you have experience with probate leads and a fixed marketing budget, Catalyze AI may be the answer for you. It’s also a good choice for agents looking for a straightforward way to purchase leads with no contract or setup fees. However, keep in mind that inherited property sales can be different than a normal transaction. You may need more patience and advanced nurturing skills to convert these leads.

Catalyze AI Cost: Each tier gets you 30 exclusive leads per month. The first tier is $450 per month, which is for properties valued over $1 million. The lower tier is $360 per month, which gets you leads on properties valued under $1 million.
Contract required? No

Catalyze AI Pros & Cons

Catalyze AI Pros	Catalyze AI Cons
Straightforward and competitive no-contract pricing model with guaranteed leads	Will add up if you subscribe every month over a year
Exclusive, local leads	Success relies on excellent interpersonal and follow-up skills
Easy-to-use, intuitive dashboard	Large radius may not work well for agents in urban areas

My Take on Buying Real Estate Leads From Catalyze AI

Overall, Catalyze AI is a fairly new software offering. They don’t have much in terms of reviews or blog posts. Another item to keep in mind is that inherited property leads can be niche. It can take patience and some strong follow-up with these types of leads. However, inherited property is a strong segment of the market that is continuing to grow as properties get passed down. Since there is no contract required, this might be a great opportunity to see if this niche is right for you.

Visit Catalyze AI

Buying Real Estate Leads: FAQs

Rightfully, a lot of agents have questions they need answered before forking over their commission to buying real estate leads. Here are some of the most frequently asked questions we hear about paid lead generation services. If there’s something we haven’t covered, feel free to drop your question in the comment section below.

Is buying real estate leads worth it?

Yes! I always say, “There’s no such thing as a free lead.” You might pay with your time, your effort, your checkbook, or you can pay with a combination of all three. One way or another, you’re going to pay for the leads you get.

If this expenditure results in a net positive for your business—meaning you make more money than you spend—it is absolutely worth it. If you spend $500 a month on direct mail marketing and receive a $2,500 commission from it each month, you would absolutely say that the postcards were worth it. The same is true for paid lead generation tactics.

How should I choose a company to buy real estate leads from?

When looking at purchasing real estate leads, each agent is going to be different. Only you know your working style, your personality, and your business. Keep in mind that driving consistent results is the key. You might have to try out a couple different angles before you find a paid lead generation strategy that works best for you. One of our veteran contributors and coaches, Sean Moudry, has outlined a great lead generation selection formula you can use to tailor your approach—including a downloadable worksheet.

Does buying leads for real estate work?

Buying real estate leads can quickly get expensive. While it can be a great piece of the lead generation pie for some agents, these leads also tend to be harder to convert—remember that low conversion rate of roughly 1%? You’ll need a solid follow-up strategy. Many agents try buying leads and give up when they don’t see immediate results. These leads are going to require you to establish trust and authority with them and maintain consistent communication to see them convert.

How is buying real estate leads different from generating them?

Real estate leads that you’ve purchased are traditionally going to be higher up in the marketing funnel. You can also think of them as being in different buckets: Hot leads are those you’re sure are going to convert and are lower in the funnel. Warm leads are the ones you’ve been talking to for a few months that have expressed interest in the next year. Leads that you’ve purchased are usually cold.

More than likely, you’ll need to nurture these leads into converting. There’s a sweet spot in real estate where people are thinking about buying or selling, but haven’t yet talked to an agent. That’s where you come in! Once you’ve got your leads, check out our guide on lead nurturing and strategies.

Do most real estate agents pay for leads?

The majority of real estate businesses have some form of paid leads as a part of their marketing strategy. The most successful agents and teams actually scale up their lead buying once they identify a successful lead source. However, the very best agents see buying leads as only one part of their overall strategy.

Do brokerages ever buy real estate leads to give to agents?

Yes, there are brokerages that offer this. However, we encourage you to try putting together a plan to do it yourself before going all-in on someone else doing it for you. When you rely on your brokerage for leads, you end up sharing your opportunities with every other agent who is doing the same thing. Those leads are going to be much fewer than opportunities you can provide for yourself.

Also, make no mistake—you’re not getting those leads for free. Your brokerage is paying for them by charging you more in fees or a higher commission split.

When you pay for leads yourself, you get to do it on your own terms, and the long-term opportunity for success is much higher. Plus, if you leave your brokerage and still have clients that came from that company, it can get messy.

Our Methodology for Evaluating Companies That Sell Real Estate Leads

We pride ourselves in bringing readers the best content possible in the real estate space. Our team has decades of experience to bring you our analysis of the best products and services out there for real estate agents. The services for buying real estate leads in our list comprise a variety of strategies and budgets to accommodate our readers, as each agent’s business is different!

However, we recognize that the software and services listed above are not a comprehensive list. There are going to be great lead generation services out there that didn’t make the list, and new services are arriving on the horizon faster than ever. Our team strives to update our articles frequently.

Bringing It All Together

Not all lead providers are the same, so I hope this list helps you narrow down the best source for buying real estate leads generation lead source for your particular situation.

Buying leads isn’t the only strategy for success in real estate, but it is a crucial part of your business development strategy. Keep in mind that, at the end of the day, real estate is an outside sales career. The more people you talk to and real estate conversations you have, the more sales will come your way.

Have questions about these companies, ones we’ve missed, or advice for other agents looking to buy real estate leads? Drop a comment below, and let’s keep the conversation going!

Learn How To Get More Real Estate Leads, Get More Listings, Close More Sales, with Less Resistance AND still have a LIFE!

Get more exclusive real estate agent training here https://www.yasserkhan.sg/

YASSER KHAN

Author, Coach & Trainer

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The post The 8 Best Places to Buy Real Estate Leads in 2024 appeared first on Yasser Khan's Real Estate Agent Success Coaching.

39 Real Estate Lead Generation Ideas for 2023

Yasser Khan — Sun, 18 Dec 2022 22:00:00 +0000

If you’re searching for a new, outside the box real estate lead generation idea to grow your business in 2023, the sheer number of options can be overwhelming. We’ve compiled 39 underused yet effective real estate lead generation ideas that smart agents are using this year. We also link out to 30+ deep-dive articles to help you learn more and apply our expertise to get more leads today.

39 Real Estate Lead Generation Ideas

1. Learn How to Prospect on LinkedIn

Beverly Ruffner, Real Estate Coach, BeverlyRuffner.com

“Instead of trying to prospect for leads on Facebook or Instagram where you have to compete with cute kitten videos, why not use the platform that was specifically designed for professional networking? I am, of course, talking about LinkedIn. The one social media platform agents still seem to ignore.

“If you want to get better leads this year, then learning how to prospect on LinkedIn will help. It puts you in front of professionals when and where they actually expect to talk business instead of where they go to relax.”

2. Buy Exclusive Seller Leads From Market Leader

Susan Isaac, Agent, Houlihan Lawrence, Greenwich, Connecticut

“Market Leader owns one of the largest and best home valuation sites online: housevalues.com. Homeowners use the site to check the value of properties they’re interested in selling. Market Leader then sends those exclusive leads out to agents who claim their ZIP code. This is one of the best ways to generate seller leads at the beginning of their buyer journey before other agents have a chance to pitch them.

“If you want to check if Market Leader has exclusive seller leads for you, check availability in your ZIP code here.”
Visit Market Leader

3. Work Divorce Leads

Kelly Lise Murray, J.D., Co-founder & CEO, Divorcethishouse.com

“OK, let’s stop beating around the bush here. Competition for the low-hanging fruit leads in pretty much any farm area is usually fierce.

“If you want to get and close more leads, sometimes it can help to think outside the box. Do you want genuinely motivated leads? How about leads that have a court order to sell their home? How about leads who really, really, really want to move?

“If you’ve got reserves of patience and empathy, then working divorce leads might be the perfect lead generation strategy to close a few more deals this year. There’s even a designation—RCS-D (Real Estate Collaboration Specialist – Divorce)—that you can get to show potential divorce clients that you know your stuff and mean business.”

4. Learn to Scale Your Lead Generation With a Smart CRM

Sean Moudry, Real Estate Coach, Speaker & Author, 16Strategies

“Most people think getting started is the hardest thing to do in real estate. But most people have never tried to scale a successful real estate business. Trust me, it’s much, much harder. I should know. Ten years ago, I scaled a brokerage to 100 people, but it didn’t last. The problem was that there were only so many hours in a day, and our leads and clients needed us ASAP, 24/7. Mere mortals couldn’t keep up … then the recession hit.

“Luckily, now it’s 2022, so we have apps like Zurple that use patent-pending software to analyze a lead’s behavior to figure out when they’re ready to transact, BEFORE they’re ready to transact. Even better, they generate those leads for you so you can actually focus on closing. It’s the software I wish I had 10 years ago.”
Learn More About Zurple

5. Build a Brand That Generates Leads While You Sleep

Kyle Scott, President, SERHANT. Ventures

“You should be generating leads while you sleep—and you do that by building a compelling and memorable personal brand. A personal brand is not just what people say about you when you’re not in the room; it’s how to get people to talk about you when you’re nowhere near that room!

“Your personal brand will generate compound interest on your investments and, over time, the daily deposits you make into your brand turn into a massive lead generation machine that gets prospective leads coming to you, even when you’re sleeping.”

Want to learn how to build a brand that can generate leads while you sleep? Check out Ryan Serhant’s Ultimate Personal Brand Course for Real Estate Agents.

6. Use Slydial Broadcast to Circle Prospect Just Sold & Open Houses

Christina Griffin, Tampa Bay Realtor & Team Leader

Circle prospecting is one of the best ways to stake out your claim in your farm area. If you want to become the real estate agent in a neighborhood, you’re going to have to get in front of the neighbors as often as possible.

The only problem is that some neighborhoods are already blanketed with door hangers, flyers, and postcards from your competition. With a little creativity, you can beat the competition to the chase before they get their flyers printed.

Working with real estate coach Tom Ferry, Tampa Bay Realtor Christina Griffin came up with an ingenious strategy to reach homeowners in her farm area.

She bought lists of homeowners’ cell numbers, then, after cross-checking with the DNC, used a clever app called Slydial Broadcast to leave them all voicemails advertising her next open house automatically.

The response was immediate and massive. She got 200 leads on her first day.

7. Use BoldLeads’ New Platform to Generate Exclusive Buyer & Seller Leads

Yasser Khan

As far as underrated real estate lead generation goes, BoldLeads’ advanced new platform is hiding in plain sight. Gone are the days of merely handing out leads. Today, BoldLeads offers a cutting-edge platform that generates exclusive buyer and seller leads, advanced targeting, marketing, nurturing tools, and expert training to help you close more of the leads you get.

BoldLeads’ platform is so powerful that they now offer agents 5x the return on investment (ROI) of direct mail. Click below for a free tour of BoldLeads’ game-changing new platform.
Visit BoldLeads

8. Pick Up the Phone & Make Outbound Phone Calls Without Even Using Slydial

Leigh Brown, Realtor, CEO, Author, Coach & Speaker, Leigh Brown

“Calls to whom? The contacts in your phone. The people you actually know. Statistics show that an estimated one-third of the public does something related to real estate annually―renovations, updates, repairs, refinancing, buying, or selling―and savvy Realtors are there for all of those steps in the work of being the trusted Realtor adviser over time.

“Costs nothing. How to make it happen? Set a doable goal of one call per day. It will get done—and once you do one, you’re likely to make two.”

9. Send Sales Letters to Absentee Owners

Jason Pantana, Tom Ferry Master Coach, Speaker

“Good old-fashioned sales letters. There’s a difference between direct mail and drip mail. Most of the time in real estate, we call drip mail ‘direct mail.’ For instance, sending postcards twice a month to a geographic farm isn’t direct mail—despite calling it that—because it usually isn’t angling for a ‘direct response.’

“To the contrary, it’s more about creating top-of-mind awareness and branding. Direct mail has more to do with organizing a vetted and scrubbed list of ideal recipients and then delivering a calibrated letter—or a few letters in a row—that are designed to get the recipients to take action within a relatively short time frame. Sending sales letters to absentee owners is an excellent way to do it.

10. Use Predictive Analytics to Get Leads & Farm Your Local Area

Chris Linsell, Real Estate Coach

“Predictive analytics has been waiting in the wings of real estate marketing for a couple of years now, but it stormed the stage and grabbed the spotlight with the emergence of SmartZip. SmartZip uses artificial intelligence (AI) to parse hundreds of data points from across the internet and from your local MLS to determine which property owners in your targeted geographic area are most likely to sell this year.

“That means rather than trying to market to an entire community, you can focus only on property owners who are most likely to sell and ensure you’re the first real estate agent they talk to. Lock down your territory with SmartZip here.”
Visit SmartZip

11. Meet Your Top 50 Contacts in Person Once per Quarter

Nate Martinez, Owner, RE/MAX Professionals

“Lead generation is about personal connection. At our office, we have created our ‘Top 50′ program, where we designate the top people in our network who have the greatest potential to bring in one piece of business. From there, we look to meet with our contacts once a quarter face-to-face to learn more about their lives and develop a deeper relationship with them. We also host exclusive parties and events, which we invite our ‘Top 50’ to, including movie nights, parties, and so on. Leveraging your network is a great way to generate leads and in order to get those, you need to build strong personal relationships with them.”

12. Build Local Connections That Lead to the Best Referrals

Any experienced agent will tell you that referrals are the best source of new leads. The only problem is that referrals can be hard to come by, especially for newer agents. That’s where Parkbench comes in.

Parkbench offers agents a way to generate referrals from local business owners and influencers. They build you a hyper-local website and offer expert training to help you use it to generate the referrals that lead to deals and MORE referrals.

The best part? Parkbench only allows a limited number of agents per local area. Click below to find out if your farm area is still available.
See if Your Farm Is Available

13. Drive More Engagement With Instagram Stories

Eric Simon, The Broke Agent

Like every other social media platform, Instagram has been pushing users to create more videos. Why? They want to keep creators creating on their platform, and they want to keep their followers engaged. Video is the best way to do that.

Of course, creating engagement with Instagram Stories isn’t easy and doesn’t come naturally for many older agents. If you want to learn the ropes, check out Eric Simon’s (aka The Broke Agent) excellent article below. Eric built his Instagram account to 350,000 followers using these same lead generation strategies.

14. Sign Up to Do BPOs, Then Market to the Owners of Distressed Homes

Sebastian Frey, Broker & Owner, Realty World Virtuoso

“When a borrower starts to miss payments on a mortgage, a lender or loan servicer will often order a ‘broker price opinion’ (BPO) on a property in case they end up having to foreclose, do a loan modification, or short sale. They may do this before it is reported as a late payment to a credit agency, and well before they file a notice of default. This is an early indicator of a homeowner who may need to sell sooner rather than later.”

15. Host a First-time Buyer’s Seminar

Sean Moudry, Real Estate Coach, Speaker & Author, 16Strategies

“Even though the information is freely available online, many new buyers still have questions about buying a home … lots and lots of questions. Offering them a low-pressure space to get their questions about buying answered can be a great way to generate some leads.

“The trick is to choose five or so common questions to answer in your seminar, and then include a few more not-so-common questions you can use in your marketing to draw people in. For example, you can talk about how to find hidden listing inventory or buy foreclosure listings to get people through the door.”

16. Master Cold Calling

Beverly Ruffner, Real Estate Coach, BeverlyRuffner.com

“While your competition is sitting back waiting for leads to roll in from Instagram or Pinterest, take the bold route and pick up the phone.

“Sure, it’s a little intimidating to get hung up on, but there is no better way to build the thick skin you’ll need to become a top-producing real estate agent.”

17. Connect With Pet-loving Leads by Sponsoring a Local Adoption Event

Alisa Cunningham, Realtor, Douglas Elliman

“A great opportunity is to approach local animal shelters or rescue groups and offer to sponsor an adoption event. You give them money to pay for renting a space, tables, and canopy shelters, maybe hire food trucks to be there, do advertising for them, and then show up and work the event. People love their pets—most people consider them members of the family.

“Being of service and finding a home for those abandoned pets is critical work and usually appreciated, plus you get to talk to people. Pet lovers bond with other pet lovers. ‘Creating home for you and your pets’ or ‘Finding homes for you and your pets’ or something like that. But you have to be a pet lover yourself.”

18. Use Deep Insight From Zillow My Agent to Convert More Leads

Chris Linsell, Real Estate Coach

“Did you know that even after a buyer contacts an agent, they go back to Zillow an average of 27 times and look at 77 more listing pages in 30 days? That means that even if you answered your phone right away and wowed them, there’s still a huge chance they’ll wind up working with someone else. Even worse, you’ll never even know it. They’ll just stop returning your calls.

“So if you want to 3x your lead conversion, then Zillow Premier Agent’s new feature, My Agent, is for you. It puts only your contact information on every single listing your lead looks at after they contact you.

“Even better, My Agent provides agents with deep insight on which properties they’re viewing, saving, and searching for on Zillow.”
Visit Zillow

19. Network at More Events Unrelated to Real Estate

Eseosa ‘Sosa’ Eke, Marketing Consultant & Brand Strategist

“If you’re going to events where everyone else is just like you, your odds of meeting quality leads are slim to none.

“Instead of going to the same old real estate mixers or networking events, think outside the box and join some non-real estate-related local events. Your next client can be found at a community yoga workshop, a sip-and-paint night, a book reading, or even at a concert.

“Just be careful of trying to ‘sell’ to people you meet. Instead, go to an event you’ll truly enjoy, engage in the flow of conversation, and when you get the ‘what do you do?’ question, give them an answer that truly makes your real estate services shine. Even if you don’t get any new leads, you’ll spend time doing things you love. How can you go wrong?”

20. Save Time By Hiring a Real Estate Lead Generation Company

Chris Linsell, Real Estate Coach

One of the most frustrating things about experimenting with a new way to generate leads is that you never really know if it’s going to work until you try it. Worse, it may be weeks or even months before you discover it doesn’t work for your farm area, your unique skill set, or even your personality.

Smart agents don’t just hope and pray their new strategies will pay off. Instead, they hire real estate lead generation companies. Real estate lead generation companies combine advertising and lead nurturing technology and highly trained professionals to generate buyer and seller leads for real estate agents, teams, and brokerages. Some generate leads, prequalify them with ISAs, then send them straight to your CRM, while others require a bit more work. To find a lead generation company that’s right for you, check out my in-depth buyer’s guide here:

21. Hand Out Free Seasonal Treats With Your Business Card

Nelene Gibbs, Broker & Owner, Nelene Gibbs Real Estate

“One suggestion I offered my newer agents was to go to the mall or shopping center during the holiday shopping season and hand out business cards attached to a candy cane to everyone walking by. No need to wait in line to see Santa to get a candy cane. Spread a little Christmas cheer with the candy canes and, hopefully, pick up a new client or two for the new year. Everyone loves a candy cane at Christmas.

“One other suggestion I had was to print water bottle labels, go to the shopping areas where the crowds line up waiting for the big Black Friday sales events, and pass out water bottles with your brand—business card—on them to the crowds waiting in line.”

22. Get More Leads With Plug & Play Facebook & Instagram Ads

Yasser Khan, YKC

The problem with diving headfirst into Facebook advertising is that the mistakes you make will cost you more than just time and money. Missing out on the best online leads will slow your career growth whether you’re a brand-new agent or have years of experience.

Luckily, there’s a new startup that lets you easily target and capture the best leads online without making the mistakes that keep your career from growing. AgentLEADS is a new Facebook & Instagram advertising platform that simplifies the process of choosing an audience and creating ads. They offer proven plug-and-play ad templates from industry leaders so you can start generating leads right away. Best of all, you can get access to AgentLEADS' platform with a 14-day free trial.
Visit AgentLEADS

23. Use Seasonal Leave-behinds

Nick Slocum, Partner, Realtor, The Nick Slocum Team

“Far and away, our two best unique leave-behinds are when we had placed an American flag on each lawn just prior to the Fourth of July and when we place a pumpkin on each doorstep around Halloween. The response is incredible and the connection to the community is even better. In fact, over the years, the neighbors have come to expect it and often refer to us as ‘The Pumpkin Guys’ or ‘The Flag Guys.’”

24. Make a Plan & Work the Holidays

Courtney Poulos, Broker & Owner, Acme Realty

Since most of your fellow agents will head for the hills during the holidays, staying in the office can mean easy real estate lead generation. Here are a few tips from Los Angeles’ Acme Realty founder Courtney Poulos on generating leads during the holidays.

“My advice to newer agents who are looking to work through the holidays would be to use the fact that you are present and available during the holiday season as the dominant messaging in your marketing. If you have listings that you are going to be showing during the holidays, have holiday-themed events, such as a holiday-themed broker’s open with spiced cider, or at your Sunday open house, have a jazz musician playing holiday music. You can also take new pictures of the property with some holiday decorations to use in your social media posts.”

25. Build an IDX WordPress Website to Capture Leads

Chris Linsell, Real Estate Coach

“While the current breed of real estate lead generation websites are great, you never actually own one. Instead, you pay a monthly fee and your site goes poof and vanishes if you stop paying. That’s why building your own IDX website with WordPress is an investment that is well worth trying this year.

“Building a website with WordPress that actually generates leads isn’t easy, but as they say, the best time to plant a tree was five years ago but the second-best time is now. You can get started building your site using our ultimate guide below.”

26. Pitch Older Expired Listings

Dan Prud’homme, Owner, Carolina Realty Group

“I don’t just reach out to listings that are newly expired like everyone does, but I dig deeper and pay special attention to the ones that expired a year or more ago that never relisted. I figure that at some point these potential clients wanted to sell, so why not reach out to them to see what their plans are, how they may have changed, and how I could help them meet their objective. If their plan is to sell sometime in the future, I offer to assist them with a strategy so they’re ready to hit the ground running when the timing is perfect.”

27. Become a ‘Coffee House Consultant’

Justin Potier, Broker, Carrington Real Estate Services

Since you’re going to spend a ton of time in coffee shops anyway, why not advertise your services for free? Justin Potier of Carrington Real Estate Services had an agent who set up their laptop to work, then put up a little sign that said “Free real estate advice.”

28. Pitch Your Listing (or Expertise) to News Outlets

Christian Petterson, Vice President of Marketing & Business Development & Realtor, iSella.com

“Most people do not think about pitching their listings to news outlets, but it has surprisingly proven to be one of the best strategies for getting a lot of leads extremely quickly. One of my listings was featured in a New York Times article last week, and I have been receiving at least five calls a day since publication—I had three showings just today. It’s amazing to see the response you get when backed by a reputable publication. Not only can I sell a property extremely quickly through the publicity, but I gain a lot of new clients for other listings as well. The response from media coverage has blown me away every time.”

29. Try Ranking Articles on Google for Luxury or Historic Listings

Tristan Roberts, Lake Tahoe Realtor

“Too many people believe that the time has passed to rank organically on Google successfully—specifically targeting ranking opinion articles for individual property addresses and then providing ‘the rest of the story’ so the potential buyers can read your opinions of the property’s strengths and weaknesses. This works extremely well with very high-end or historic properties. The buyer gets to hear your tone and gets a feel for your personality as well as some honest insight about the property they’re considering buying.”

30. Get Some Fresh Air: Start Door Knocking

Beverly Ruffner

“While everyone else in your office is busy with the latest social media fad (TikTok, anyone?), why not head out into the fresh air and fill your customer relationship manager (CRM) the old-fashioned way? Go knock on some doors! It’s actually a lot easier than you might think, and is also a fantastic way to hone your elevator pitch and actually flex your sales muscles.”

31. Join Your Local Chamber of Commerce

Cynthia Emerling, Associate Broker, Finger Lakes Premier Properties

“If you join your local chamber of commerce, you can get your name and business listed in newsletters and websites and get referrals and make valuable connections who are well established in your area.

“You can become members of the town and county chambers that your office is in, as well as nearby areas or counties that you serve or have offices in. Similarly, you can look into becoming a member of a destination marketing organization (DMO) or convention and visitors’ bureau (CVB). Sometimes these are the same as the Chamber and other times they are a separate entity.”

32. Help Your Buyers Find an Investment, Not Just a Home

Rebecca Saenz, Realtor, RE/MAX Estate Properties Los Angeles

“I have found through the years that agents do not have enough knowledge of how to guide their clients through real estate investing from their primary residence. I work with business managers and accountants to share business and guide our clients together to gain wealth through real estate.

“Most people think you buy a house and live in it, sell it, and buy another one, but what if they kept that first house and bought another one, and gained passive income from the first? I have clients for life because they trust I’m guiding them on the right path of when and what to sell based on their needs and income desires in the future.”

33. Schedule Outreach With Your Sphere Every Day

Akos Straub, Top-producing Chicago Realtor

“In my opinion, the best underrated lead generating technique is accessing and utilizing your current network. After all, unlike cold internet leads, these are people who probably already know and trust you. So, carve out time every day to reach out to your sphere and just ask for business. Lead generation doesn’t get much simpler or more effective than this.”

34. Prospect FSBOs

Beverly Ruffner

With inventory still tight and prices softening slowly, FSBOs are now facing one of the trickiest markets in a generation and most don’t have the skillset to navigate it successfully. Of course, that doesn’t mean they no longer want (or maybe even need) to sell their home. It just means they are much more likely to need help doing it.

35. Become a Reliable Source of Real Estate Expertise in Facebook Groups

Bryan Bowles, Founder & CEO, Transactly

“You don’t need to create one, but get involved. For example, create a survey to find out ‘What’s stopping you from buying a home?’ and then engage people individually in a very casual manner. The key is coming up with creative content that makes people want to participate, remaining consistent, and measuring the results. I see too many agents who let these things go if they don’t see immediate results or start getting busy.”

36. Create an Avatar of Your Ideal Client & Then Target Them on Social Media

Kyle Alfriend, REMAX Hall of Fame Agent

“Create an ‘avatar’ of your ideal client—their income, interests, personality, age, family size, and hobbies. Then, post a steady stream of videos and blogs on all social media outlets—all about those things. If they are active, start running and biking, and posting updates on your activities. If they have school-age children, attend school sporting events, concerts, and plays, and post about them.

“Restaurants, wine enthusiasts, religious events, sporting events, hiking, swimming, and charitable causes—identify your ideal client, then post yourself being involved in the things they do.”

37. Reward Your Referral Sources With a Handwritten Note & Gift Card

Heidi Sutter, Sutter-Smith Group, Coldwell Banker

Even if they already love you, everyone loves getting presents, even small ones. That’s why Coldwell Banker agent Heidi Sutter’s system of rewarding referral sources helps keep a steady stream of referrals in her inbox:

“For me, one of the best lead generating tools has been to reward my referrals with a handwritten note and gift card. Doing so has been key for my business and proven to be one of the best ways to connect with clients, friends, and family who are kind enough to refer my services. Here’s my formula:

$5 gift card and thank-you note at introduction to the referral

$10 gift card for gas, along with a handwritten note thanking them for the referral again and providing a quick update on the progress once the buyer or seller signs a contract or lists

Hand-delivered $50 gift card to a local restaurant once the client closes

“This helps make and maintain a personal connection.”

38. Call People in Your Sphere to Mark Milestones & Birthdays

Gina Guajardo, Sterling Johnson & Associates, Leverage Global Partners’ Brokerage

“I do not cold call but I do call people in my sphere to congratulate them about their milestones—and that brings results, guaranteed. It’s a great way to stay connected and top of mind. Take birthdays, for example. Every day, Facebook will tell you whose birthday it is, so you just have to pick up the phone and call them.

“[Almost all] of the people you call will appreciate it, and guess who they will recommend or work with when the time is right? Same goes for milestones like a new job or pregnancy news. How awesome to get a call from your friend who happens to be a Realtor?”

39. Find a New Niche & Work It Relentlessly

Yasser Khan

“If you’re not getting enough high-quality leads, you might be in the wrong niche or worse, not working a niche at all. Many agents just kind of fall into whatever niche seems easy during their first two or three years in real estate and never take the time to find one that works for their skill set and makes them money.

“So if you want to generate more (and better) leads in 2023, try working a new niche. Below are six ideas to get you started.”

Next Steps: How to Create a Real Estate Lead Generation Plan That Works for You

Now that you hopefully have some inspiration after reading our list of real estate lead generation ideas, let’s take a look at what the experts say about choosing which ones work for you. After all, not all lead generation strategies are created equal. Some work great for certain types of agents, while others fail miserably.

Download Your Free Lead Gen Plan Template

The trick is to choose which methods to spend your hard-earned time, money, and effort on strategically. Let’s take a look at a few general strategies that will help you choose a plan that works for you.

Next Steps:

The trick is to choose the methods to spend your hard-earned time, money, and effort on strategically. Let’s take a look at a few general strategies that will help you choose a plan that works for you.

1. Understand How Pareto Distributions Work

Vilfredo Pareto was a 19th-century Italian civil engineer, economist, and sociologist who came up with a mathematical formula to explain power distributions in nature, society, and business. He discovered that in many cases, 20% of most systems produce 80% of the results. You might know this as the 80/20 rule.
You might notice this already in your business. For example, many agents find that roughly 20% of their customers might produce 80% of their gross commission income (GCI). When it comes to lead generation, you will likely find that 20% of your efforts produce 80% of your results. This is why choosing the real estate lead generation strategies that work for you is so important.

2. Make a Plan That Gets You a Mix of Top of Funnel & Bottom of Funnel Leads

While getting customers early on in their home search is important, very few agents have the time to nurture leads forever without generating any income. Quick wins that bring in revenue are crucial for any business. So make sure you have a healthy mix of strategies that get you customers who need to move yesterday and customers who might not move for a year or more.

For example, home valuation landing pages are more likely to attract sellers who are close to pulling the trigger, while cold calling landlords of distressed properties might get you leads that might sell six months from now.

So when choosing a new real estate lead generation strategy, make sure to ask yourself if it will generate more top of funnel or bottom of funnel leads. If you’re busy, then top of funnel leads are great. If you’re struggling to pay your mortgage, then you should focus on quick wins instead.

3. Create a Customised Plan That Fits Your Unique Personality

One mistake that many agents make is trying to push themselves to generate leads using techniques that don’t fit their personality. For example, if you’re an introvert, cold calling FSBOs will probably only leave you frustrated and broke.

Real estate coach Sean Moudry has developed a unique system that tests agents for their personality type using a variation of the Myers-Briggs test to help them find the perfect real estate lead generation strategy for them.

What Is Real Estate Lead Generation?

Real estate lead generation is the art and science of attracting people who want to buy and sell real estate to the Realtors who can help them sell it.

Real estate lead generation can happen online using strategies like pay-per-click (PPC) advertising, over the phone through cold calling, or even in person through networking or door knocking. Real estate lead generation is either done by Realtors and brokerages themselves, or by hiring a real estate lead generation company.

What Are Real Estate Lead Generation Companies?

Real estate lead generation companies leverage technology, advertising skills, and professional staff in order to generate leads for Realtors and brokerages. There are two categories of real estate lead generation companies: 1. Full-service lead generation companies that run all advertising, prequalifying, and lead nurturing campaigns for you, and 2. Companies that provide websites, customer relationship managers (CRMs), and other tools to help you generate leads on your own. Regardless of which kind of lead generation company you choose to hire, the goal is the same: to fill your pipeline with buyer and seller leads.

Are Paid Leads Better Than Free Leads?

Absolutely not. In fact, almost all of the top-producing agents we work with generate their best leads through referrals based on the strength of their personal brands in their sphere of influence. Other top-producing agents we work with, like Beverly Ruffner, generate leads through cold calling or other free strategies. However, most newer agents generate leads through a combination of paid and free techniques until they build up a database large enough to consistently generate referrals.

Useful Lead Generation Resources

Are you a new or experienced agent who is trying to shake things up a bit? If so, check out some of our deep-dive resources to learn more about filling your pipeline with qualified leads:

[Related article: Guide to Inbound Marketing for Real Estate]

Methodology: How We Chose the Best Real Estate Lead Generation Ideas for 2023

To choose the best real estate lead generation ideas for 2023, we reached out to our extensive network of top-producing agents and brokers from brokerages like SERHANT., Douglas Elliman, Coldwell Banker, and Compass.

To ensure you get only the most underrated ideas that have the best chance of working in today’s market, we are in continuous conversation with our network of experts and update this article quarterly based on their advice.

Over to You

What real estate lead generation ideas and strategies are you using to gin up new business in 2023? Still sticking with Zillow or have you discovered something new? Let us know in the comments.

Learn How To Get More Real Estate Leads, Get More Listings, Close More Sales, with Less Resistance AND still have a LIFE!

Get more exclusive real estate agent training here https://www.yasserkhan.sg/

YASSER KHAN

Author, Coach & Trainer

LEARN MORE

The post 39 Real Estate Lead Generation Ideas for 2023 appeared first on Yasser Khan's Real Estate Agent Success Coaching.

Guide to Inbound Marketing for Real Estate

Yasser Khan — Sun, 30 Oct 2022 22:00:00 +0000

Inbound marketing (or reverse prospecting) is a new take on lead capture that uses modern media and communication tools to make the process of attracting clients simpler and more efficient. Inbound marketing has changed the way people do business, not just in the real estate industry, but in just about every industry.

Here’s how it works. Rather than cold calling or knocking doors to potentially unqualified leads, inbound marketing focuses on getting your message out to receptive leads who are already searching for what you have to offer.

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In the old process of outbound marketing, you spent most of your time sifting through cold leads. These are people you’ve never met or spoken to, who don’t know anything about your company or product. The goal is to take those cold leads and “warm them up” by convincing them that you’re trustworthy and that you have something they want–in this case, real estate listings.

Source: DigitaConnect

There are a variety of ways to go about warming up leads; traditionally, cold calling via telephone and advertising via print publications and mailers were most common.

Naturally, the conversion rate for leads like these isn’t very high. When it comes to the real estate industry, most people aren’t inclined to be sold something they don’t already want by people they don’t already know, and even if they’re willing to listen, there’s a good chance they aren’t in a position to buy. Because of this, volume in every sense of the word was key to the sales process.

In a nutshell, the mantra of traditional outbound marketing might be, “shout it loud, shout it often.” Though salespeople accepted this as a way of life, the fact remains it was a costly, time consuming, and often painful process. Breaking down a cold lead took hard work and a thick skin. Watch films like “Boiler Room” or “Glengarry Glenn Ross,” and you’ll get a sense of just how difficult this could be.

The advent of the Internet, however, changed all this. Consumers now have access to all kinds of information that was previously limited to professionals, and they can parse that information without having to sit through conversations with overeager salespeople. Consequently, the flow of the entire process has been reversed. Suddenly, an effective marketing strategy wasn’t just about finding the right people–it was also about making it easy for the right people to find you. Instead of pushing your message out, you’re drawing your clients in–hence, inbound marketing.

Still, this process presents its own challenges. Outbound marketing can feel like pushing a boulder up a hill, but at least you control which direction you’re taking it. With inbound marketing, you can create the path, but the consumer ultimately decides which direction to go. The task, then, is to build a path that’s smooth, straight, scenic, and most importantly, well-maintained.

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Content is King but Distribution is Queen

Inbound marketing is all about being found. When you consider that there are somewhere in the neighborhood of a trillion web pages on the Internet, it’s hard to imagine ever getting noticed, even by the people who are interested in your products and services. But there’s good news here: first, many of those web pages aren’t indexed, which means you can’t find them if you don’t already know about them; second, many of the pages that are indexed are old, and contain information that’s no longer useful or relevant.

Think of the Internet as one big stack of webpages. One of the ways search engines help users find what they’re looking for is by constantly stacking newer webpages on top of older ones. By creating new content, you can ensure that your website will stay near the top of the stack.‍

But what, you might ask, does this content look like? Generally speaking, content can be broken down into two parts: foundation content, and created content. Let’s start with the former.

The Foundation of all your content comes from your products.

This is the main reason your clients are searching you out in the first place. As a real estate professional, you have an advantage over people in a lot of other industries: you’re blessed with a nonstop stream of fantastic foundation content that your customers want to look at, content that is constantly changing and readily available. That content, of course, is made up of your property listings and the geographic information inherent in a real estate transaction. Your leads or potential customers want more information about where they might want to relocate, what properties are on the market, what their asking prices are, etc.

Foundation content comes from the raw data supplied by property owners and databases, which means that aside from acquiring more desirable listings (or, say, convincing a seller to install new fixtures), there isn’t much you can do to change it without being dishonest. Nevertheless, you can control how you present foundation content to your leads by providing more detailed information, higher quality pictures, easier search, and better ways for people to capture that information in preparation for their ultimate decision.

Created content supplements, highlights, and enhances your foundation content.

Picture the video game console section at your local electronics store. Sure, the consoles will probably do a fine job of selling themselves–after all, plenty of people arrive at the store knowing they’re going to buy them. But a colorful, attention-grabbing display, with informative and exciting descriptions of the console’s features and games, will attract even more prospective customers–and even if they don’t buy just yet, there’s a good chance they’ll come back.

Created content is as much about selling yourself as it is about selling your product. Whether the information it presents is useful, entertaining, provocative, or some combination of all three, great created content will show leads you’re worth paying attention to and doing business with.

Created content generally comes in two forms:

Copy, the text you put on every page of your website. Whether it’s a heading, a description, a photo caption, a contact page, or anything else that calls for text, your copy helps explain to visitors the expertise, results, and value you and your team have to offer. More than that, it’s your individual or company “voice,” broadcasting your particular character and style, your brand. Your copy is an opportunity to tell your clients what they can expect if they decide to work with you, so you’ll have to decide what to sell about yourself. Your twenty years of experience? Your technology savvy? The best price for their home, guaranteed? Etc. Your listings and your company’s niche will help determine what sort of voice to adopt. If, for example, you handle a lot of apartment rentals in an area with a large student population, copy that communicates your understanding of what young people need and are interested in is key. If, on the other hand, you’re a commercial firm with office listings, a culture of professionalism might be more suitable.
Images and Videos. Fun science fact: about half of the human brain is devoted either directly or indirectly to perceiving, processing, and understanding what we see. The takeaway is that human beings are as visual as they are verbal, if not more so. That means your content has to stimulate your site visitors in both ways. We’re not just talking about pictures attached to your listings, either. Slideshows, video tours and interviews, floor plans, even illustrations are all part of the mix. While you don’t want to go overboard—remember, you’re trying to enhance your foundation content, not replace it—your created content should give leads as complete an image of the properties in your inventory as possible. If you’re withholding information in the hopes of getting leads to call and find out more, you’re doing more harm than good. At the same time, if you’re worried all these great visuals will render you obsolete, you’re overestimating their power. The truth is that no matter how good your images and videos are, they’ll never replace walking the halls and rooms of a home, office, or retail space. They will, however, get leads excited about your properties and make them more willing to make the trip to see them.

Blogging is your way to a stronger relationship with your leads and clients.

Years ago, the relationship between real estate agents and average consumers didn’t involve much sharing. Agents brought their industry expertise and market knowledge to the negotiating table, and clients didn’t ask many questions about their job, so long as they did it well. Today, however, consumers can get more of an inside look at the real estate industry through the web.

More importantly, the wide use and availability of this kind of information means they want as much of it as they can get. Blogging presents agents with an opportunity to give your site visitors that inside perspective, and at the same time, create the kind of trust and respect that turns leads into customers.

Blogging can also give you something incredibly important to achieving success in the real estate industry: visibility. In 2011, Forty-one percent of buyers found their agent through a referral from a friend or family member. As for the rest, they didn’t just choose any agent. People need to trust you before they’ll do business with you. That starts with simple name recognition, and ends with trust and respect.

Blogging accomplishes all of this. Whether you’re writing about the day-to-day life of a real estate professional or about trends and events in the market at large, your blog gives leads a way to separate you from the rest of the pack.

Furthermore, blogging isn’t just an “I talk, you listen” kind of arrangement. A good blogger allows for a certain amount of give and take. Cap off your posts with a call to action or a question. Encourage readers to ask questions and provide comments.

By showing that you’re open to learning and discussing other perspectives, you’ll be presenting yourself as an agent who will work with a client to get them the price or home they want, rather than one who will work for a client to get them what she thinks is realistic.

Finally, it’s important to remember how important stories are to people in general. We make sense of the world and entertain ourselves through stories. A personal story has an emotional impact that a list of facts and figures can’t make, and making the decision to buy or sell a home is just as emotional as it is logical (if not more so).

Blogging will give you the opportunity to not only display your record of buying and selling homes, but also assure prospects that you can factor their feelings into the equation.

See 100 Viral Real Estate Blog Ideas for 2022 (+ Examples & Expert Tips)

Social media gets you involved in the conversation.

The newest generation of web applications and companies is shifting the focus of the Internet from commerce to communication. People increasingly connect with one another through social networking sites like Facebook, Twitter, and Linkedin.

In fact, a recent study shows that one out of every five minutes spent online is used on a social networking site. By using these services, you can create and cultivate conversations about your properties which have the potential to reach and influence people you never thought possible. Let’s talk about some of the major avenues you’ll use to accomplish this.

Facebook: 900+ million users globally, 150+ million in the U.S. Dominating 95% of social networking time, Facebook is the undisputed king of social networks. In addition to having the most users, the site claims the most active users, with 50 percent of those with accounts accessing Facebook on any given day. Since you’re familiar enough with the web to have found this guide, let’s assume that you already have your own personal Facebook page. You should start by adding past and present clients to your network, thereby making it easier for them to contact you and refer others. Then, your next step should definitely be to create a page for your business so that you can engage them during all the time they spend using the service. Read How to Create Real Estate Facebook Ads That Actually Generate Leads

Twitter: 140 million active users. Twitter is the second largest of the big social networks and it’s growing rapidly. But whereas Facebook has tried to integrate just about every means of social networking into its service, Twitter’s format has remained the same: users interact by sending tweets, 140-character messages, often with links or direct mentions of other users. Twitter’s greatest value is in its immediacy. That is, more than any other social network, activity on Twitter is governed by what’s trending right now when it comes to news, links, photos, etc. Because of this, Twitter gives you the ability to demonstrate that you’re current and plugged into what’s note- and newsworthy. Additionally, Twitter has the potential to provide you with free marketing thanks to retweets and mentions. Produce consistently high-quality content on Twitter, and you’ll find others will start increasing your brand awareness for you.

Youtube: Over 3 billions views daily. These days, your clients are looking for as much access as they can get to the properties they’re searching before they actually get in their cars and drive there. Creating a Youtube channel for your business will give you a place to post video tours of your listings. The necessary film equipment is becoming increasingly affordable, and while the total cost of producing these videos can get into the thousands, it’s still far cheaper than putting an ad on television. Don’t forget, too, that Youtube has far less content available to browse than an ordinary search engine, making it easier to stand out. Now, instead of jostling with millions of web pages that share the keyword “boston homes,” you’ll only have to compete with a few hundred or thousand.

Linkedin: 160+ million users globally, 55+ million in the U.S. Linkedin is largely considered the professional social network, a place to post your resume, make business contacts, and connect with potential employers. As a result, the site doesn’t have the day-to-day user numbers that Facebook and Twitter can boast. That being said, LinkedIn profiles receive a fairly high PageRank in Google. That’s because LinkedIn allows you to make your profile information available for search engines to index, which makes using the service a good way to influence what people see when they search for you. Furthermore, the fact that LinkedIn is a professional network should be a good thing—after all, everybody works somewhere. More than that, there’s a good chance that the prospects you find through LinkedIn, as professionals, will be better qualified leads with higher incomes, leading to better commissions. Finally, LinkedIn can help you connect with people in your industry that can make your life easier: mortgage brokers, bankers, home inspectors, attorneys, contractors, etc.

Geosocial Networks. Geosocial networks and applications are specifically geared toward connecting and sharing based primarily on your location (and, by extension, what you’re doing there). These days, most social networks have geosocial elements and features. Facebook, for instance, now allows you to “check in” at restaurants, concert venues, and just about anywhere else. Still, those sites that are specifically dedicated to geosocial networking, rather than retrofitted for it, have a lot of potential for real estate marketing. Real estate, after all, is all about location. As an agent, your assets are geographical, so it follows that you can use geosocial networks to illustrate your connection to the areas you serve. For example, by using foursquare (10 million users) to establish your presence in a community, you create a public record of your expertise when it comes to advising clients looking to purchase their first home in your area. In addition, people looking for homes are doing a lot more of their own research when it comes to investigating schools and businesses near prospective homes. You can make contact with these leads by writing reviews of local businesses on sites like Yelp, Urbanspoon, or Tripadvisor. The added bonus? You get to try new things and learn more about your community.

SEO ensures you’re found early and often.

Though it may feel silly to imagine competing with huge, third-party real estate websites, the fact is that together, individual real estate agent and agency websites are slightly more popular than the leading third-party site (Realtor.com) as an Internet resource for people searching for a new home. Moreover, as the agent or broker in charge of your listings, you have a more direct relationship with a seller than any of these other sites, which means most clients will end up on your website at some point anyway.

Still, by making use of search engine optimization (SEO) techniques, you can increase your odds of beating the Trulias and Zillows of the world to the top of that big blue list we call a search engine. We’ve already discussed the first way to ensure leads can find you: by producing a steady stream of content. But there are other ways to maximize your visibility, provided you have a general sense of how search engines “think,” how they decide what’s relevant.

Keywords. These are the single most important components of search engine optimization. Keywords are the words and phrases people type into the search bar at Google, Bing, or any other search site to find what they’re looking for. The more specific keywords become, the smaller the number of people using them becomes, and by extension, the fewer leads you’ll find by owning them. At the same time, the most general keywords are highly sought after by just about everybody in the industry, so that putting all your time and effort into “real estate” or “properties” hardly makes sense. Furthermore, even if you do somehow rank highly for terms like these, the percentage of highly relevant and qualified leads you’ll receive from them will be much lower. Instead, you should find a happy medium with terms of as few words as possible that relate to exactly what you have to offer: “new jersey real estate.” Figure out which keywords sound best and try to imagine every variation on them: “chicago apartments,” “apartment rentals chicago,” “find apartments in chicago,” etc. Once you’ve decided your keywords, you’ll want to make sure they appear at least in part in every element of a given webpage: not just page titles and body text, but also things your users won’t see most of the time: image titles, for instance.

URLs, in plain English. We’re not just talking about securing www.companyname.com as the address of your main site. That’s certainly important, but even the most specific page on your website has the potential to come up in a search. As such, you should think before accepting whatever default URL your software generates. This is obvious when the automatic URL is something with random strings of lots of letters and numbers: www.companyname.com/396/jWr43n68gL9sx/. A URL like this is impossible to remember and ugly when shared. Your blogging software will probably generate URLs automatically based on the page title, and these aren’t always bad–a page titled “Real Estate Experts,” for instance, will be generated as www.companyname.com/real-estate-experts/. But if the keywords you want to rank for aren’t in your page title, you’ll end up with something like www.companyname.com/were-the-best/, which doesn’t say anything about the page content, let alone what you do or who you are.

Meta descriptions. On any search results page, these are the small blocks of text underneath the page title and URL of each entry which describe the content of that webpage. Often, these descriptions simply draw from the first several words of text on the page itself. But if that text doesn’t include the keywords or ideas you think people are searching for, you should consider writing something different. For instance, if your blog post about buying a foreclosed property begins with an anecdote about your cat–and far be it from us to say it shouldn’t–your automatically generated meta description probably won’t include any of the keywords (real estate, foreclosures, homes, etc) that are likely to attract the leads you’re looking for.

See Real Estate SEO: The Ultimate Guide for 2022 (10 Steps to Fast Ranking)

Other Ways to Drive Inbound Traffic

In addition to blogging, there are many other types of great content that you can create to bring interested searchers. Hosting webinars, offering e-books or guides for download, and developing microsites will all attract leads who are interested in what you have to offer and eager to engage in a conversation with you about your organization. By sticking with these inbound marketing strategies, you’ll continually bring in new leads and grow in authority.

However, it won’t happen right away. While inbound marketing will save you money, it does take some commitment and patience. You won’t become the top Google result for desired terms overnight, and your first few blog posts may only get a handful of page views. Nevertheless, if you make a long-term commitment to inbound marketing, you will see results.

Outbound Marketing for Real Estate

When we talk about outbound marketing, it’s important to mention that it becomes less and less popular amongst marketers, passing its mantle as a superior marketing strategy to inbound marketing. Why is it happening? Well… technology evolves, changing us, consumers, our behavior and habits.

If a decade or so ago, marketing was more about face-to-face interaction, now it’s dependent on social media, having your own website and be on good terms with Google. So, marketing strategies are evolving accordingly.

Why did outbound marketing fall out of favor with marketers? Because it was pushy, interruptive and overall, didn’t care about the wishes of the consumer whether he wanted or not to listen or see such ads.

What are the most popular outbound marketing examples?

Telemarketing
Billboards
Door-to-Door
Cold Calling
Pop-Ups

If some of the abovementioned strategies could work occasionally, please see Cold Calling, others are relicts of marketing strategies.

As we all know, the main goal of marketing is to promote a product or service in a way the consumer won’t necessarily realize it’s a promotion. The combination of subtlety and strategy is key in marketing. And a lot of times, outbound marketing was as subtle as an elephant in a china shop.

Inbound Marketing for Real Estate

In the case of outbound marketing, companies were reaching their consumers and not the other way around. With the rise of social media and the technological revolution, it became easier and easier to be subtle in the promotion and let consumers approach companies. That way, customers became more informed and the whole product or service purchasing process became more ethical and passive.

What are the most popular inbound marketing strategies for Real Estate?

SEO
Social Media
Email Marketing
Partner Marketing
Blogging

Let’s discuss each of them in more detail.

SEO

SEO stands for Search Engine Optimization. It’s an important part of the marketing strategy and immensely important for real estate agents that want to target an audience. How can you do it? By using the right keywords. Do your research! Find out what your customers search for, what are they interested in. That way, you can optimize your keywords, thus optimizing SEO.

Social Media

Nowadays, social media is one of the most popular inbound marketing strategies. Facebook, Twitter, and Youtube are the platforms you can target your audience with and boost brand awareness. With Facebook, you can create dynamic ads, and target a specific audience.

YouTube is another prominent platform for inbound marketing. Creating informational videos, or so-called “case studies” can really boost your performance and increase your visibility.

Email Marketing

No, email marketing is not dead as many marketers claim. Professional business is still handled through email. Many people appreciate daily updates that they receive on their email and even subscribe to the blogs to get notifications as fast as possible. If you’re interested in more about email marketing tips, check out this article 6 Ways for Property Agents to Build and Grow Their Own Email List in 90 Days

Partner Marketing

If you want to establish a strong relationship in the business with your fellow colleagues and at the same time, boost awareness about your brand, partner marketing is the right strategy for you. Partner marketing in most cases means collaborating and creating valuable content together. That way you’re cross-linking to each other and improving your SEO organically. See Real Estate SEO: The Ultimate Guide for 2022 (10 Steps to Fast Ranking)

Blogging

If you want to build a loyal customer base, aside from providing a decent service, you need to provide valuable and informational content. And what is a better way to do this than blogging? Blogging seems easy, but it has its quirks. For more information, check out 21 Must-read Real Estate Blogs That Will Make You a Better Agent in 2023.

There are other inbound marketing strategies, for example, webinars, ebooks, etc. But as marketers suggest, these methods are more helpful when your brand has already built an initial reputation and people start to trust you more.

Learn How To Get More Real Estate Leads, Get More Listings, Close More Sales, with Less Resistance AND still have a LIFE!

Get more exclusive real estate agent training here 👉 https://www.yasserkhan.sg/👈

YASSER KHAN

Author, Coach & Trainer

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The post Guide to Inbound Marketing for Real Estate appeared first on Yasser Khan's Real Estate Agent Success Coaching.

The Top 7 Real Estate Lead Generation Companies for 2023 (+ 3 to Avoid)

Yasser Khan — Sun, 02 Oct 2022 22:00:00 +0000

Real estate lead generation companies give agents, teams, and brokers a shortcut to the closing table by doing all the lead capture and organization work for you—allowing you to focus your efforts on working with qualified real estate buyers and sellers.

Since choosing a real estate lead generation company can be tough, we’ve done a deep dive into the top seven real estate lead generation companies and reviewed them inside and out so you can make the best choice for your business. We’ve also spoken to real agents and brokers who’ve actively used these products to get their insights and recommendations on whether they think you should consider them for your business.

Plus, we’ll also give you the lead gen providers we believe you should avoid at all costs, and why they’re on the prohibited list. And we'll also answer the most common questions we get asked about working with lead generation companies.

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Best Real Estate Lead Generation Companies for 2023

Company	Best For	Our Favorite Feature
Market Leader (Best Overall)	A guaranteed number of leads each month	The ability to customize how many leads you get and where they come from
BoldLeads (Runner-up)	Exclusive, unique leads you won’t have to share with other real estate agents	Easily customizable automated nurturing campaigns
REDX (New Agents)	New real estate agents looking for budget-friendly, effective lead gen	Various leads types available for all business needs
Revaluate	Agents with a large sphere of influence	One of the highest conversion rates of any provider on our list
BoomTown	Realtors looking for a CRM / lead gen combo	Fantastic lead-sharing and assignment options
Zillow Premier Agent	A high volume of mostly buyer leads	Presence on the highest-traffic real estate website on the internet
StreetText	Agents looking for advanced social media ad options	Email verification sorts genuine leads from fake ones with industry-leading accuracy

Ready to go deeper? Let’s take a closer look at each of our real estate lead generation companies we chose for this guide and learn more about why they belong among the elite options in this space.

Best Overall Real Estate Lead Generation Company: Market Leader

Price: $139 / month + $25 per lead

Why Market Leader Is on Our List

Unlike any other provider on our list, Market Leader guarantees a certain number of leads every month. Once you’ve got enough data to be able to accurately predict your conversion rates, Market Leader uniquely allows Realtors to forecast their return on paid lead generation investment, making them a compelling option.

Market Leader Pros	Market Leader Cons
Guaranteed number of leads every month	Missing some key analytics features
Great mobile app	Public-facing websites are a little outdated
Easily scalable for teams and offices	Leads tend to be higher funnel than other providers

How Market Leader Generates Real Estate Leads

To generate real estate leads, Market Leader takes the ad agency approach (similar to BoldLeads), placing targeted ads in places your prospects are already spending their time (Facebook, Google, and so on). These ads direct prospects to Market Leader’s landing page HouseValues.com (for seller leads) or a personally branded, IDX search-enabled site (for buyer leads).

Once a lead gives their information, it’s automatically populated in the Market Leader customer relationship management (CRM) system (or wherever you’d like it to go), and then you take over with nurturing and conversion.

Get Started With Market Leader

Not Sure Market Leader Is Right for You? Try BoldLeads

If you haven’t had success with Market Leader in your market or just want another option, try our runner-up for the best real estate lead generation company—BoldLeads. While BoldLeads doesn’t provide the compelling guaranteed lead volume that Market Leader offers, they generate leads in a very similar fashion, offer a great customer relationship manager (CRM) and lots of nurturing tools, and are trusted by thousands of Realtors across the country.

Verified Market Leader User Review

Kenya Payne, Keller Williams

Kenya Payne is new to the real estate game, but has jumped in with both feet, especially when it comes to using technology products that are helping to build her business. A Market Leader user for less than three months, here are her initial thoughts on the product:

“Market Leader has delivered on helping me to generate leads, but the platform requires a lot of my time and is expensive for me as a new agent starting out who hasn’t generated any revenue yet. However, I’m hopeful that if I keep working the system I’ll convert a lead soon which will make the investment worth it.”

Positive:I get leads consistently. I have had the most success with receiving seller leads. I really like the campaigns that you can access to support converting your leads to clients. They do most of the work for you.

Negative: Although I like the campaigns that market leader has, I spend a lot of time searching for what I need. The platform is pretty user-friendly, but the interface isn’t very efficient. So, if you’re someone who doesn’t have a lot of time to dedicate to the platform I wouldn’t recommend it.

Market: Nashville
Years in Real Estate: 4 months
How long did you use MarketLeader? Less than 3 months
Current or former user? Current
Was your ROI positive? Unsure

(Runner-up) Best Lead Generation Company for Exclusive Leads: BoldLeads

Prices starting at $399 / month

Why BoldLeads Is on Our List

Unlike Zillow Premier Agent, where prospects can choose between all the agents marketing in a particular area, the BoldLeads media and lead magnets are created only for you, making their leads exclusive. If you want a personalized, exclusive lead set, BoldLeads is a great choice.

BoldLeads Pros	BoldLeads Cons
Exclusive leads	No low-cost options
Fully functional CRM included	Limited control over the ads run on your behalf
40+ landing page templates available	BoldLeads territories are no longer exclusive to a single agent

How BoldLeads Generates Real Estate Leads

Like Market Leader, BoldLeads generates leads by creating and placing ads on platforms like Facebook and Google to draw prospects to customized landing pages. There, your leads are enticed to provide their contact info, and BAM—you have another lead in the hopper.

However, they differ from Market Leader by providing more landing pages and lead magnet customizations, as well as providing specialized follow-up tools like their automated text concierge to help you better convert your leads to clients.

Since BoldLeads ads are created specifically for you and your business, the leads you get are yours and yours alone, unlike other lead gen companies that will create generic ads and then share the leads among subscribed agents.

Get Started with BoldLeads

Not Sure if BoldLeads Is Right for You? Try Zurple

The BoldLeads strategy for lead generation has been imitated by a number of other real estate tech companies, but the most interesting one on our radar right now is Zurple. Zurple offers the same approach for lead generation, but includes advanced analytics and extra control over where and when your ads are being displayed, giving you more opportunity to optimize your lead generation for your specific market.

Best Real Estate Lead Generation Company for Prospecting Leads: REDX

Price: Starting at $40 / month

Why REDX Is on Our List

Unlike inbound real estate lead generation companies where you’re waiting for your phone to ring, REDX agents are picking it up and making it ring for their prospects. Though this means you’ve got more work to do with REDX, you’re also completely in control of your own success. Motivated go-getters will do great with this tool.

REDX Pros	REDX Cons
Affordable, a la carte pricing	Relies heavily on cold calling
Different types of leads are available	A very time-intensive strategy
Dialer is available for phone prospecting	Little or no performance analytics

How REDX Generates Real Estate Leads

Rather than creating a system where you wait for leads to come to you, REDX flips the script with an outbound real estate lead generation system, putting the contact information and the power to make connections in the hands of REDX agents, teams, and brokers.

REDX users choose from lead types like Expired Listings, FSBOs, and Preforeclosures (just to name a few), and REDX provides contact information for you to reach out and start real estate conversations. With a constantly updated system, you’ve always got an up-to-date list of the leads in your area, and you decide how much time you want to spend reaching out, following up, and converting them to clients.

Get Started with REDX

Not Sure if REDX Is Right for You? Try Vulcan7

Honestly, it was a toss-up between whether to feature REDX or Vulcan7 as the go-to outbound lead generation tool in this guide. REDX has a longer track record of success (which ultimately won them the placement), but Vulcan7 has been innovating this space lately, and many of the Realtors we talk to about this platform are raving.

Offering essentially the same services, Vulcan7 is a great option if you haven’t found what you’re looking for with REDX.

Verified REDX User Review

Paul Lykins, KW Innovations

We asked Paul about his experiences with REDX as a real estate professional. Lykins told us that he ultimately doesn’t recommend the platform to other Realtors.

“Many of the contact numbers I was provided with for leads on REDX were landlines or no longer current.”

That being said, he also shared that REDX was easy to use and priced fairly.

Positive: Very easy to use; virtually no learning curve

Negative: I found the data / phone numbers to be unreliable

Market: South Florida
Years in Real Estate: 10
How long did you use REDX? 3 to 6 months
Current or former user? Former
Was your ROI positive? No

Best Lead Generation Company for Agents With a Large Sphere of Influence: Revaluate

Price: Starting $1 per contact, per year

Why Revaluate Is on Our List

Revaluate is a predictive analytics company that seeks to sort, prioritize, and strategize your most valuable asset as a real estate professional—your sphere of influence. By providing insights into which members of your circle are the likeliest to buy or sell in the near future, Revaluate offers some of the highest conversion rates of any of the tools on our list.

Reevaluate Pros	Revaluate Cons
Scalable—the price of the service is based on the number of contacts you have	A database of at least 1,000 people is recommended, making this not a great tool for someone just starting out
Fully integrates with most CRMs	Only basic training resources (though, to be fair, the customer support is great)
The “detox” portion of the Revaluate service removes duplicate contacts, combines incomplete information, and more	No real marketing or nurturing services available

How Revaluate Generates Real Estate Leads

Revaluate Realtors start by uploading their contact database to the Revaluate system. Revaluate starts by “cleaning and detoxing” these contacts, removing duplicates, combining partial profiles, and filling in gaps by searching their network of available public information to grab social media handles, phone numbers, email addresses, and more.

After your database is organized, Revaluate runs it through their proprietary big-data-driven algorithm, using market data, consumer analytics, demographic insight, and more to predict which of the members of your sphere of influence are likeliest to activate as a buyer or seller in the next year.

Having this sort of predictive strategy allows you to prioritize who you’re focusing on when it comes to staying top of mind and who doesn’t need a text or a phone call right away.

Get Started with Revaluate

Not Sure if Revaluate Is Right for You? Try Offrs

Revaluate takes a strong approach to predictive analytics, focusing on your existing sphere of influence. But, this isn’t the only approach. If you don’t have a robust set of connections to start with, a tool like Offrs might be a better fit. Offrs takes the same predictive analytics approach (using big data to predict the most likely buyers and sellers), but instead points that lens at geographic neighborhoods and communities at large.

Their conversion rates are lower since the people you’re reaching out to don’t already know, like, and trust you, but the advanced-targeting approach to lead generation is the same.

Verified Revaluate User Review

Chris Fajkos, Coldwell Banker

Chris Fajkos is a leader in the Nevada / California Lake Tahoe market. In such a competitive space, Fajkos was looking for a tool that could give him an advantage over other agents when it comes to nurturing existing contacts and prioritizing communication. Here’s what he told us about Revaluate:

“I’d recommend Revaluate to other Realtors, provided you’ve got the necessary tools for success on the platform. In my experience, those tools are an active, current database of at least 1,000 contacts and a solid CRM for following up and tracking lead progress. I’ve gotten some really strong leads from the system, but my perception is that this is a long-term strategy that will require multiple sales cycles before it’s ROI positive.”

Positive: Easy to integrate into my overall strategy

Negative: Even though Revaluate uses multiple data sources to predict homeowner intention, they don’t seem perfectly suited for second-home owners (like I’ve got in my market). The data that Revaluate uses to make decisions isn’t customizable, so I have to keep an accompanying Google doc alongside my Revaluate data to stay up to date.

Market: Lake Tahoe
Years in Real Estate: 7
How long did you use Revaluate? 2+ years
Current or former user? Current
Was your ROI positive? Unsure

Best Lead Generation Company for CRM / Lead Generation Combo: BoomTown

Price: Starting at $1,000 per month

BoomTown is one of the best CRMs out there for large teams, brokerages, and even enterprise-level clients, but they also offer robust solutions for individual agents and small teams as well. The reason BoomTown is on the list is because of the way their lead generation integrates so seamlessly with their CRM. When you generate leads with BoomTown, they are automatically dropped into one of hundreds of options for lead nurturing, including custom text-message campaigns, email, snail mail, even integrated campaigns that utilize multiple tools.

Why BoomTown Is on Our List

With BoomTown, you never have to worry about your newly paid-for leads falling out of your funnel prematurely; the tools and automation it provides assures that doesn’t happen.

Boomtown Premier Agent Pros	Boomtown Premier Agent Cons
Lead gen comes from multiple places (ads, pop-ups on your website, etc.)	Expensive, especially for single agents and small teams
Designed with teams and organizations in mind - great tools for sharing leads	Steep learning curve—it takes a while to come up to speed on the CRM
Integrates with other lead gen platforms so you can use the Boomtown lead nurturing tools with other leads	Lacks some customization for lead tracking and in the CRM

How BoomTown Generates Leads

Like we said earlier, BoomTown is a CRM first and a lead gen tool second. Their lead gen strategy all starts with their website / CRM combo. On the website, you can create custom landing pages (or use any of the many options provided to you out-of-the-box from BoomTown) to direct traffic to. They also offer customized content gating systems for users site-wide, meaning, if someone is searching for property on your website, you can trigger a required form fill when you want in order to capture their lead info.

This is an effective strategy, especially for agents that are driving a lot of traffic to their website. And, for those who are still developing their organic audience, BoomTown offers an integrated Facebook and Google ads tool that allows you to build your audience through paid ads first. Of course, the effectiveness of these ads will depend a lot on your budget, but the opportunity for growth is definitely there.

Get started with BoomTown

Not Sure if BoomTown Is Right for You? Try Elevate

Elevate, the flagship CRM for Elm Street Technology, is one of our favorite new CRMs in the real estate space. They offer a ton of great features, are well-suited for businesses of any size, and offer some great lead generation options as a part of their CRM platform, including a fantastic social media and content marketing service that takes all the guesswork out of creating the right post at the right time.

To be sure, Elevate is a CRM first and a lead generator second, but if you’re looking for a product that offers a solid one-two punch, Elevate does just that.

Verified Boomtown User Review

Cassie Alongi, Cassondra Alongi

Cassie Alongi has been in the real estate industry in some form or another for the last 20 years. Currently focusing on investing in / flipping properties, Alongi shared the following with us when asked if she would recommend Boomtown:

“It would depend on the agent. In my experience, Boomtown has a lot to offer, but you’ve really got to commit to the tool in order to get your money’s worth. It is very pricey and offers a ton of tech tools for lead follow-up and conversion, but if you’re not very techy and don’t commit to using the tools, it will be difficult to get your money’s worth.”

Positive: Fantastic CRM and Follow-Up System

Negative: Expensive, not worth it if you can’t commit to the process

Market: Inland Empire and Coachella Valley, CA
Years in Real Estate: 20
How long did you use Boomtown? 1-2 years
Current or former user? Former
Was your ROI positive? No

Best Lead Generation Company for Buyer Leads: Zillow Premier Agent

Price: Starting at $250 for most agents

Why Zillow Premier Agent Is on Our List

There is literally nobody in the consumer real estate market as big as Zillow—not by a long shot. If you’re looking for buyer leads at volume, it’s hard to argue with Zillow.

Zillow Premier Agent Pros	Zillow Premier Agent Cons
Ads run on the largest real estate website in the world	Customer service track record is not strong
Proven track record of success	Almost entirely buyer leads
Zillow Live Connections connects you directly with leads over the phone	Leads aren’t exclusive

How Zillow Premier Agent Generates Real Estate Leads

Zillow harnesses its 229 million unique monthly visitors to put real estate agents directly in front of active home shoppers in their market. Zillow sells display advertising for Premier Agents next to listings in specific ZIP codes, the price of which varies depending on the number of agents competing for space and the median sold price of a home in that market.

Zillow leads are either transferred to the Zillow CRM or into whatever CRM you’re using (they are famously collaborative and can connect to just about any platform). Then, you take over with outreach, nurturing, and eventual conversion. Pricing starts at $250 per month for most markets.

Verified Zillow Premier Agent User Review

Chuck Vander Stelt, Listing Leaders

Chuck Vander Stelt with Listing Leaders in Northwest Indiana seems to have his Zillow workflow figured out. It’s clear he’s ambivalent about the product, but recognizes that, overall, it’s been a benefit to his business. Here’s what he told us:

“Overall, Zillow Premier Agent has been beneficial. But, you need to have a long-term time frame. If the agent only has the budget to run the program for a few months, it’s probably not worth it. Also, you must work the leads. I just recently closed a Zillow lead which I received over a year ago. If you’re not going to work the leads, you are just wasting your money.”

Positive: It’s a cash-for-names business, a straight line to consumers needing assistance from real estate agents. It is a straightforward way to get leads on actively engaged homebuyers and sellers.

Negative: Despite being the customer, I feel like Zillow continues to try to get rid of me. Zillow is focused too much on what’s best for Zillow by speaking of its latest and greatest innovation. Instead, I wish Zillow would focus more on how they can deliver more opportunities and higher quality opportunities to the customer base, which is the agents participating and paying for the Zillow Premier Agent program.

Market: Northwest Indiana / Chicago commuters
Years in Real Estate: 5
How long did you use Zillow Premier Agent? 2+ years
Current or former user? Current
Was your ROI positive? Yes

Zillow’s lead generation approach is unique in that they rely only on ads on their platform, which is great because you know that buyer intent on Zillow is high compared to places like Facebook and Google. On the other hand, Zillow’s system doesn’t prevent leads from clicking on multiple agents, so your leads aren’t necessarily exclusive to you.

Get Started with Zillow Premier Agent

Not Sure if Zillow Premier Agent Is Right for You? Try Realtor.com

Zillow and Realtor.com have a bit of a chicken-or-the-egg relationship; it’s hard to know which of them really led to the other in their current form. Both offer the same basic consumer functionality, both include a paid-ads platform for real estate professionals to get in front of motivated, active consumers.

While Realtor.com doesn’t offer nearly the same level of traffic and exposure to agents, they generate very similar-style leads. Former Zillow Premier Agents swear up and down that the lead quality is actually higher, even though the lead volume is a little bit lower.

Either way, if your Zillow contract is about to expire or you just want to try something new, Realtor.com might be a good choice.

Price: $200 a month for most agents + ad budget

StreetText Pros	StreetText Cons
Customizable ad campaigns, utilizing your local market expertise	Higher priced than many tools on our list
Lead contact info verification (never get a bad phone number again)	Can only target ZIP codes, not neighborhoods
Highly integrated—works with just about every CRM on the market	Only works with Facebook ads

How StreetText Generates Real Estate Leads

StreetText generates real estate leads by placing targeted Facebook ads on your behalf. You might be asking yourself, “Could I do that?”

The short answer is, yes, you could, but then you wouldn’t have the real value-add that StreetText provides. They don’t just place the ads for you—they make the ad process more-tailored to the real estate profession, fill in the gaps on lead profiles for prospects who complete your forms (getting you social media handles, more contact information, etc.), and they do a phone number / email verification to make sure that the leads you’re getting have working contact information and aren’t just time-wasters.

StreetText also provides you with nice-to-have features like their automated email and SMS texting services, a deal pipeline tracker, and more. But, the agents that I’ve spoken to who use StreetText say all of that is window dressing to the actual lead generation and verification.

Get Started with StreetText

Not Sure if StreetText Is Right for You? Try Rezi Leads

Rezi Leads is another real estate lead generation option that uses the “agency” approach, offering a fully automated lead experience, similar to what StreetText does. Where StreetText leans on the ability to customize and specialize your specific ads, Rezi Leads is stronger in the CRM and follow-up game.

So, if you find yourself not as interested in customizing the specific ads that are running and just want better tools to nurture them, Rezi Leads might be a good option.

Real Estate Lead Generation Companies to Avoid

We’re not typically ones to throw shade here on YKC, but we wouldn’t be doing our job as real estate and technology experts if we didn’t also give you brutally honest feedback on the lead gen companies we think you should steer clear of.

Zillow Flex

You might be thinking, “Yasser, you’re recommending Zillow Premier Agent, but not Zillow Flex? What gives?” The fact is, in our opinion, the cost of Zillow Flex simply isn’t worth the value. To be clear, I think that, in the long-run, this will be a return on investment (ROI)-positive strategy. But, based on how much Zillow will take as a cut, and the projected low-referral / low-repeat occurrence of these leads, investing in Zillow Flex is time-intensive for a very limited return.

Inbox Real Estate Leads

If you’re a long-time reader of YKC, you know that, at one point, I actually endorsed this company as an interesting alternative to the traditional paid lead generation model. But, after speaking with a number of users of this service, I’m changing that stance. The Realtors we spoke to who have used this service consider it unreliable at best, extremely competitive, and a tool that makes forecasting your future revenue very difficult.

Foreclosure.com

OK, so it’s important to say that Foreclosure.com doesn’t actually bill itself as a real estate leads source, so I’m not knocking this platform for the same reasons I’m knocking the others.

However, I see second-rate real estate coaches across the internet touting Foreclosure.com as a place you should be prospecting preforeclosure property owners. Some of these “coaches” will even sell you courses on how to convert these too-good-to-be-true leads.

The fact is, the foreclosure process in the U.S. is very complicated, there are many stages to it, and in a post-COVID (and inflationary) era, even more so. There really is no telling whether the “leads” on foreclosure.com are even leads at all, and even if you do manage to find potential sellers, it is very difficult to portray yourself as anything other than predatory. Our advice: steer clear of foreclosure.com as a lead source.

Real Estate Lead Generation Companies FAQs

Before diving into paid real estate lead generation, take a look at some of our readers’ most frequently asked questions. If there’s something we haven’t covered here, please leave your question in the comments section below.

Do any real estate brokerages provide leads?

Yes, there are some brokerages that will provide you with leads, but that is a decision made on an office-by-office basis. Remember though, those leads aren’t free (even if you don’t pay anything upfront for them). Offices that provide real estate leads for agents often require higher splits and caps, as well as monthly desk fees.

Check out our article about the What’s the Best Real Estate Company to Work for in 2023? to learn more.

How do most real estate agents get leads?

From lots of different places. Most (successful) real estate agents diversify their lead generation so that their business doesn’t live or die by a single source. Paid lead generation, referrals and repeat business, and organic social marketing are some great examples of where real estate agents get leads.

Having a plan for your overall real estate lead generation strategy is important. If you need help with this, make sure to check out our article Evergreen Guide to Real Estate Lead Generation in 2023 to get the resources you need.

Is there a lead generation source with no upfront cost?

Yes, there are lead generation companies that offer the option to pay only for the leads that close, but they aren’t what we call traditional lead generation options. These are more akin to referral companies, since the leads they offer usually cost a percentage of your commission instead of a flat fee. Options include OpCity, Referral Exchange, and Agent Harvest.

Are paid lead generation companies worth it?

If you can get a high enough return on your investment, real estate lead generation companies are absolutely worth it. Think about it: if someone told you that you could earn $25,000 in commission by writing a $5,000 check, you’d do it, right? Assuming the number of hours you’d need to work wouldn’t be worth more than $15,000, that would be a great exchange.

What’s a good price per real estate lead?

In most markets, the max price a real estate agent should be comfortable spending per lead is $200. I know, that seems high, but do a little mental math with me, and I’ll show you it’s not. Let’s say you get 10 leads a week from Market Leader, and one of them turns into a client.

Now, let’s assume you’re converting 75% of those clients into sales. This means that you’re closing three transactions every month as a result of 40 total leads.

For 40 leads a month, you’re paying $8,000 (40 x $200), which seems like too much—until you remember that the typical home is selling for over $300,000. At a 3% commission, those three sales are grossing you $27,000 in commission income, netting you $19,000 before splits and taxes.

Of course, this price changes based on your conversion rates, based on the typical sale price of a home in your market, and based on your typical commission, but for most Realtors, $200 per lead is a great place to start.

A Note on Methodology

As a part of this buyer’s guide, I reviewed dozens of paid real estate lead generation companies and pinpointed the very best options for our readers. The criteria I used to evaluate these companies included (but isn’t limited to):

Lead generation strategy and approach
Price
Usability / Learning curve
Scalability
Service and support, and more

As lead generation companies continue to improve their processes and increase their efficiency, I’ll continue to update this guide and review new and existing lead gen companies to reflect the best available options for realtors.

Your Turn

Did we miss a real estate lead generation company you want more information on? Comment below to suggest new additions to this list.

Learn How To Get More Real Estate Leads, Get More Listings, Close More Sales, with Less Resistance AND still have a LIFE!

Get more exclusive real estate agent training here 👉 https://www.yasserkhan.sg/👈

YASSER KHAN

Author, Coach & Trainer

LEARN MORE

The post The Top 7 Real Estate Lead Generation Companies for 2023 (+ 3 to Avoid) appeared first on Yasser Khan's Real Estate Agent Success Coaching.

How to Create Real Estate Facebook Ads That Actually Generate Leads

Yasser Khan — Sun, 14 Aug 2022 22:00:00 +0000

For most agents, creating real estate Facebook ads that generate buyer seller leads for a reasonable price is a pipe dream. They try it for a few months, don’t get the results they want, then quit. Their mistake? They jumped in too soon and never took the time to learn the basics.

I created this in-depth guide to help you create Facebook ads that will generate real estate leads for you at a reasonable price. I'll help you understand when to hire a pro and offer step-by-step instructions for setting up your very first campaign on your own. I’ll talk about ad costs, and finally, I’ll show you real-world examples of Facebook ads property agents and brokerages are using to fill their customer relationship manager (CRM) with leads.

Bonus Download

As a bonus, I am including a free PDF: Realtor Ads Checklist

Download Realtor Ads Checklist

How Much Does It Cost to Run Real Estate Facebook Ads?

Luckily, not as much as you might think. In some cases, Facebook advertising can be downright cheap. Usually, you’ll be looking at a low of $4 per lead to a high of $100 per lead.

Of course, how much you pay per lead will depend on how well you can target leads, how good your offer is, and how many other people are targeting the exact same audience—and what they’re willing to spend per lead. However, if you play your cards right, your price per lead should decrease as you get better at Facebook advertising. Be aware that over the long-term, ad costs increase in general for everyone.

When to Hire the Professionals (Done-for-You Facebook Advertising)

Of course, like everything worthwhile in life, Facebook advertising has a pretty steep learning curve. If you want (or need) leads right away, you can hire a team to run and optimize your ads for you. But should you?

Let me answer that question for you by saying that the best realtors generate their own leads themselves. Leads are the lifeblood of your real estate business. Anybody can generate leads today because the lead generation platforms are not only getting better at finding prospects and are easier much to use today, but the salesperson who can generate and then close his own leads owns the market. Everybody starts somewhere, and you can easily sign up for free courses. Check out my free ads that I ran for my members: Online Real Estate Training Courses

How to Create Real Estate Facebook Ads: A Step-by-Step Guide

1. Conduct a Personal Brand Audit for Professionalism, Authority & Trust (P.A.T.)

Since Facebook is primarily a visual medium, you must have your branding sorted out before you start spending money on Facebook ads. Ideally, you want to produce ads that get you leads and help project your brand online to stay top of mind with your farm area. Here are a few things you might want to look at before getting started.

Your Mission, Vision & Values (MVV)

Your MVV is the invisible thread that runs through your brand and will be reflected in all of your marketing and advertising, whether you like it or not.

Your Logo

Branding your Facebook ads with your logo is a great way to prove your professionalism right away.

(optional) Your Website

You don't even need a website today especially if you're running a lead generation campaign on Facebook. But you will still need a CRM that captures those leads. Get AgentLEADS.

Your Headshot

Having a great headshot can help you convert more clicks to leads. After all, people are far more likely to give their contact information to someone who looks trustworthy!

2. Decide Which Types of Leads You Want to Generate

Since Facebook lets you target buyers and sellers, you should have a rough idea of what kinds of leads you want to get before starting. Try to come up with numbers, if possible. How many more buyer or seller leads do you need to hit your financial targets?

Buyer leads are often much easier to generate with Facebook ads.

3. Calculate Your Maximum Cost per Lead

Once you’ve figured out how many more leads you want to generate, you need to sit down and figure out how much you’re willing to pay for each lead. An easy way to calculate this is to figure out your gross commission from deals you close from Facebook leads, then divide that by the number of leads you generate on Facebook.

For example, let’s say you typically sell homes worth $500,000 and have a standard split. That means you gross around $6,250 per deal. Now, let’s say you convert 5% of the leads you talk to into clients and close 40% of them. So out of 100 cold leads, that leaves you with five clients, and you close two of them. That gives you a gross commission from Facebook leads of $12,500.

That means if you spend $125 per lead, you’ll just break even. If you spend $100 per lead, on the other hand, you’re looking at a profit of $2,500. If you spend $50 per lead, you’d get a profit of $7,500.

4. Set Up a Facebook Business Page

The next thing you’ll need to start running real estate Facebook ads is a Facebook Business Page. If you don’t already have one set up, click here to get started. Enter your page name, then choose “estate agent” as your category, and write a description for your business page. When you’re done, click “create page.”

Next, add your profile photo and cover photo, then click “save.”

5. Set Up Your First Campaign

After you have your page set up, the next step is to set up your first campaign on Facebook. In the Facebook advertising world, a campaign is the overall objective you set to generate a certain kind of lead. Within that campaign, you will have ad sets made up of the different ads you run as a part of that campaign.

For example, let’s say you want to set up a buyer lead campaign. Under that campaign, you might have one ad set that offers a free first-time homebuyer’s guide and another that provides a list of off-market properties. Within each of those ad sets, you might have different variations of each ad or retargeting ads to show to people who have already visited your website.

To set up a campaign, click on “Ad Center” in the left column. Click to learn more about the Facebook Ads Manager. Using Facebook Business Manager? Download this playbook:

Download Business Manager Playbook

To create a campaign, click on the “Create Ad” button.

6. Set the Campaign Objective & Ad Settings

Next, you need to set your campaign objective and name your campaign. Click on “lead generation” and name your campaign something like “Buyer Lead Ads.” Then click “Continue.”

Facebook offers several campaign objectives, including Traffic, Engagement, App Installs, Video Views, and Lead Generation. For this guide, we’re going to create a lead generation ad. Click on “Lead Generation” and then give your new campaign a name. Next, click continue.

Now we will add our ad settings. On the next page, click on the campaign you created. Under “special ad categories,” click on “housing.” Due to fair housing laws, Facebook requires agents to use this category and this category only.

On this page, you can also set up A/B testing for your ads and optimize your budget. Optimizing your budget will spread your spend across multiple ad sets. Since we’re only creating one ad today, we’ll cover ad sets in a later article.

7. Set Your Contact Method & Ad Budget

On the next page, you will set up your ad budget and change more settings. First, you need to choose how you want leads to contact you. You have three options here:

Instant Forms: Your leads will fill out a form to contact you.

Automated Chat: Your leads will chat with your business page to contact you.

Calls: Your leads will call you to contact you. For now, choose Instant Forms.

Next, under “Page,” choose your Facebook Business Page and click to accept Facebook’s terms. After you do that, click on “yes” under “Dynamic Creative.” This will let Facebook optimize elements of your ad to get more leads.

Setting Your Budget

Pricing for Facebook advertising is based on a bidding system. That means that advertisers bid on how much they are willing to spend to reach a specific audience. Luckily, all of this bidding happens automatically. All you need to do is set your maximum daily bid, and Facebook will determine when and how much to bid for your placements.

You can set your daily budget differently for each campaign or each ad set within each campaign. You can also change your budget as you go, but never change your budget once you have an ad set that generates leads at a reasonable price per lead!

To get started, choose a daily budget, and then select a start date and end date for your ad.

8. Targeting: Define & Refine Your Audience

Next, you’ll tell Facebook what audience you want your ads to be shown to. Since Facebook has more than 2.4 billion users, this is a crucial step to making effective Facebook real estate ads. Under the “Audience” section, click on “create new audience.”

Location

While Facebook used to let agents pick a ZIP code for location, they now only allow you to drop a pin and advertise to people within a 15-mile radius. To target your farm area effectively, make sure you drop a pin somewhere near the geographic center of your farm area.

Language

Next, select the common language your audience speaks. If you’re targeting a bilingual audience, you can choose more than one language.

Demographics & Interests

Here’s where Facebook gets interesting but also a little bit challenging. In the past, Facebook would allow agents and brokers to target audiences by income, ZIP code, gender, marital status, and more demographics that indicate someone might buy or sell a home soon. They even had a category called “likely to move,” making targeting dead simple.

Now, because of their new fair housing regulations, Facebook only lets agents target by interest. Don’t worry—you can still pick interests that might indicate someone is likely to make a move soon. You just need to be more creative. Here are a few interests you might want to consider targeting:

Zillow
Trulia
Real estate investing
First-time buyer
For sale by owner
Holiday cottage
Home equity loan
Refinancing house
House hunting
Housing.com
Land and houses
Luxury real estate
First-time homebuyer grant
Mortgage loans
Property finder

You can also look for other clues that your audience is likely to make a significant life change that might include a move. You can choose things like interest in infant supplies and toys, home loans, bridal registries, relocation, or more. Since your options are pretty limited here, it makes more sense to just browse for interests and pick a few that might work. The only caveat is that the more interests you choose, the smaller your audience will be.

Connections

Under connections, you can choose to show ads to people you already have a connection with. That would include people who like your page, responded to an event, or visited your website.

9. Choose Your Placements

Here’s where Facebook allows you to pick where your ads are displayed. You can choose to have your ads shown on Facebook or Instagram, or both. You can also display ads on Facebook’s “Audience Network” of participating apps. For now, choose “automatic placements.”

10. Create Your Lead Forms

Next, you will need to create the lead forms that your leads will fill out to contact you. Scroll down to “Instant Form” and then click on “Create Form” to get started. You can choose which image your lead sees along with your headshot, and also determine which questions you will make them answer to contact you. In general, the fewer questions you ask, the more conversions you will get. You can also choose not to ask any questions and simply set an appointment.

You can skip this step if you already have a website with landing pages and lead capture. If you don’t already have a website, you can learn how to build a WordPress site, or choose a lead website builder below.

11. Set Optimization & Spending Controls

Now you can set the optimization and spending controls for your ad campaign. First, set a daily budget for your ad spend based on the cost per lead you calculated above. Starting at the high end of your budget will allow Facebook to optimize your ads more quickly. That means you’ll start getting good leads faster. Also, the more ad placements you have, the higher the likelihood that someone will click on your ads.

For a traffic ad, you’ll want to set the optimization to “Landing page views” as your goal is to drive traffic to your website. For a lead generation campaign, your goal will be to get someone to enter their contact information, so Facebook will automatically choose “leads” for optimization.

Now that you have a campaign set up, an objective, targeting, placement, and spending controls, Facebook will tell you your potential for daily reach and link clicks. Make sure your audience is large enough, and you have an opportunity to get the number of leads you decided on in the third step. If everything looks good, move on to the next step. If not, you can tweak your settings to try to widen your audience.

12. Choose an Ad Format

OK, now you’re ready for the fun part. Here you get to choose the copy and creative for your Facebook ad. Before you get started, you need to choose between the three options Facebook offers for traffic ads:

Carousel Ads

Carousel ads are ads that feature several images or videos that your audience can scroll through. For example, you might have four open houses lined up for this weekend and include a picture or video walk-through of each in your carousel. That means your audience can view multiple listing photos through one ad.

Single Image or Video Ads

A single image or video is just that. Instead of having multiple photos for your audience to scroll through, you only have one image or video to grab their attention.

Collection Ads

Collections are mostly designed for ecommerce companies. They feature a video and then a selection of products below that video. For example, you might see a collection of boots if you’ve been shopping for boots recently.

When it comes to the actual ad you’re going to run, you need to plan everything before you start writing copy and designing the ad. How are you going to entice someone on Facebook to stop scrolling and click on your ad? To get you started, read on for a few examples of effective Facebook ad strategies and how to build them.

13. Create Your Lead Magnet, Write Copy & Design Your Ad

Now that you know what kind of ad you’d like to create, the next step is to create it. Generally, if you’re offering a piece of content as a lead magnet, it makes sense to write and design that first.

Next, it’s time to get started creating your ad. You need to choose imagery, design your layout, and write the copy for your ad. If you’re using a video ad, then you’re going to have to shoot your video. Here are a few quick rules for creating engaging Facebook ads.

Always Put Yourself in Your Leads’ Shoes & Ask WIIFM?

When it comes to writing copy and getting creative with imagery, design, and video, it can be very easy to lose track of your main goal. In every ad, your main goal is always to convince your audience to take a certain action. To make sure you’re putting them first, once you’ve created your ad, pretend you’re a part of your audience and ask yourself What’s In It for Me? Why should I click on your ad? Pretty graphic design or clever language often won’t cut it.

Try Using Emojis in Your Copy 💓😀👏

Remember, your job is to make people pause, read your ad, then click on it. Emojis can increase the click-through rate of ads because they look more like the text that their friends are posting on Facebook.

Use Images of Homes, but Also Consider Using People

While at the end of the day you’re trying to get someone to purchase or sell a home with you, pictures of homes can sometimes cause people’s eyes to glaze over and tune out your ad. Images of people, on the other hand, are harder to resist looking at.

14. Design Your Landing Page & Set Up Retargeting

Even if you have a killer Facebook ad, you can end up with no leads at all if you’re not careful about designing your landing page. A landing page is just a page on your website that your leads will “land” on after clicking on your ad. Your landing page might just ask them for contact information, or it might be a specific page on your site that has IDX listings in their price range. Or, if you build a lead ad with lead generation as a campaign objective, your landing page will be on Facebook.

Whatever you decide, just make sure to take the time to design a landing page that encourages people to leave their contact information. Landing page design can get complicated, so check out our in-depth guide to real estate landing pages below before you get started.

Retargeting is when you take the people who have already visited your website and advertise to them only on Facebook. This can be a powerful way to generate leads, as many people won’t click on an ad until they see it several times. It’s also a great way to stay top of mind with leads until they’re ready to call you.

7 Examples of High-converting Real Estate Facebook Ads

1. Listing Sneak Peek Facebook Ad

Here’s a classic example of a new listing ad with great, eye-catching design, beautiful imagery, and short, to-the-point copy that emphasizes the positive aspects of the home and builds fear of missing out by highlighting the word FAST. Note how the emojis draw you in to read the copy. Also, this is yet another reason why having a great headshot is crucial to real estate marketing.

2. Home Valuation Facebook Ad

This home valuation ad comes right to the point and has an attractive and professional layout to convince homeowners of their trustworthiness. Note the subtle difference in the copy. They’re not asking “What’s your home worth?”—they’re asking “What’s your home REALLY worth?” This reminds readers that many home valuation sources like Zillow’s Zestimate are far from accurate.

3. Simple Listing Facebook Ad

Here’s another excellent listing ad that relies on a great picture of a highly photogenic home to draw people in.

4. Video Listing Facebook Ad

Here’s a video ad that starts with lush drone videos that people can’t resist these days. The video is a personal story of a San Francisco resident who epitomizes the city’s unique charm. You don’t always have to just advertise a home. You can even promote an entire town and associate it with your brand.

5. Video Listing Facebook Ad

This Warburg video Facebook ad starts with a professionally shot video walk-through of a luxury Upper East Side apartment. Even if you’re not looking for an apartment like this, you probably can’t help but click.

6. Simple Listing Facebook Ad

This branding ad from Brown Harris Stevens shows off a stunning estate and encourages people to visit their Instagram account to look at more gorgeous listings and keep the Brown Harris Stevens brand top of mind.

7. Agent Branding Video Facebook Ad

Here’s a classic branding ad that has a fantastic video introducing the agent. The brightly colored background stands out and makes leads pause over this ad.

Over to You

Are you a realtor who is crushing it with real estate Facebook ads? Or, are you just thinking of getting started but need some more pointers? Let us know in the comments below, or join our Facebook Mastermind Group here.

Learn How To Get More Real Estate Leads, Get More Listings, Close More Sales, with Less Resistance AND still have a LIFE!

Get more exclusive real estate agent training here 👉 https://www.yasserkhan.sg/👈

YASSER KHAN

Author, Coach & Trainer

LEARN MORE

The post How to Create Real Estate Facebook Ads That Actually Generate Leads appeared first on Yasser Khan's Real Estate Agent Success Coaching.

15 Reasons Your Leads Aren’t Calling You Back (and How to Fix Those)

Yasser Khan — Sun, 07 Aug 2022 22:00:00 +0000

Is there anything worse than working a new lead, only to have them straight up ignore your calls and emails? After all, you’re getting leads, so your lead gen strategy seems to work just fine. They just don’t seem to want to talk to you. What are you doing wrong?

Well, you’re probably doing a lot wrong … or maybe you’re doing nothing wrong. After all, getting a lead on the phone is hard work. Getting them to return your call is even harder.

That’s why I put together this guide to help you increase your odds of actually getting your calls returned by leads, customers, or even listing agents.

1. You Waited Too Long to Follow Up

This is the biggest reason your leads aren’t calling you back. You’re waiting too long to reach out to them. In fact, an MIT study found that your odds of reaching a lead decrease more than 100 times after half an hour.

It makes perfect sense when you think about it. If your lead is reaching out to you at 2:00, they probably have at least a few minutes of free time after that to take your call. After that? All bets are off. How many times have you had to screen calls when you’re on a showing? Do you call your leads back with your client right in front of you?

How to Get Them to Call You Back

Get back to your leads as soon as humanly possible. You may even want to tell your buyer clients that you may have to pick up your phone occasionally while you’re on a showing. If you’ve established a rapport, most of them won’t mind at all. In fact, they’ll be rooting for your to get that new client.

Make Sure You Use a CRM That Has Workflows to Schedule Outreach

While it can be tricky to figure out the best time to reach out to your leads, an easy-to-use, relationship-focused customer relationship manager (CRM) like AgentLEADS makes the process much easier. AgentLEADS lets you micro-segment your leads, automate relevant follow-up messages, and build blended workflows that include text messaging, calls, emails, and more to help you build relationships faster.

Visit AgentLEADS

2. You Didn’t Sound Confident Enough

Everybody has off days. Even if you’re a social butterfly who’s a voice coach on the side, chances are you’re not always going to be “on” every time you call a lead. For competitive FSBO or expired listings, you may never recover from that first nervous impression.

How to Get Them to Call You Back

Beyond a really, really, good follow-up email and a prayer, you’re probably out of luck here. Better to try and avoid this in the first place. Here are a few tips to sounding confident on the phone.

1. Call your important leads after warming up first on a few others

You’re going to be rusty for the first few calls, so building up confidence is key. You’ll also remember that rejection won’t kill you.

2. Stand up when you make your calls & pace if you have to

When you’re hunched over, sitting down, your diaphragm is compressed, which makes it very difficult to project your voice. Standing up will trick your brain into feeling more confident.

3. Recite your script out loud a few times in the mirror before calling

Yes, it’s cheesy, but practice makes perfect. It’s the only way to get better!

4. Try a ‘power pose’ before making your calls

You might feel cheesy doing this too, but power poses can help you build confidence. Here’s Amy Cuddy on the psychological power of power posing.

5. Be good at your job

Real confidence only comes from knowing what you’re talking about and having the right answers to the inevitable objections that will come up. So study the market as if your job depended on it. Because it does.

6. Memorize common objection handlers

If you do manage to get someone on the phone, if you don’t have good objection handlers ready to go, your confidence will fade as soon as your lead stumps you with a common question. I put together an excellent article on objection handlers here.

3. You’re Not Getting Through Receptionists or Other Gatekeepers

While a work phone number is far from ideal, sometimes that’s all you can get. For leads who work in a corporate environment, this can be fatal. After all, any receptionist or administrative assistant worth their salt is trying to save their boss from the dreaded cold caller.

How to Get Them to Call You Back

Experts agree that the absolute best thing you can do to get that coveted sticky note from reception on their monitor is super-easy. Be very, very nice to any receptionist you encounter. Creating a sense of urgency can work as well, but be careful not to overplay your hand here. Experienced receptionists will sniff out your hard sell and you’ll NEVER get through.

If you’re pitching a company for relocation referrals, then you should send over a nice gift as well in order to get in front of a decision-maker for a pitch. Cold calling alone isn’t going to cut it.

“Hi, this is Nick with Keller Williams Realty. Joe inquired about a home for sale and I’d love to chat with him further. It’s a hot property in a desirable town and I don’t want him to miss out if he really wants to get in there and see the home. Can you put me through?”

4. Millennials Don’t Realize That iPhones Can Also Make Phone Calls

Well, not really, but if you’re over say, 40, then working with millennials requires some adjustments. First and foremost, millennials grew up with text messaging. For a lot of them, a phone call is reserved for dire emergencies, and even then they might just send an emoji instead of calling you:

How to Get Them to Call You Back

Hmmm. Not sure how to break this to you, but unless you’re calling them to let them know their car is on fire, you might as well give in. After all, you should be sending a follow-up email (or better yet text) along with your calls anyway.

5. You Didn’t Make a Personal Connection

The idea that real estate is a relationship business is such a well-worn cliche at this point that it hardly bears repeating. Sadly, many newer agents still don’t get the message. They work hard at “selling” and never try to build an actual relationship built on reciprocity and selfless work.

Of course, there are always people that you’re not going to click with for one reason or another. For example, at a busy open house, the odds of being able to connect in the 15 seconds you have to chat is pretty much zero.

How to Get Them to Call You Back

If your first call or email was detail-heavy, a more personal message might work to get them on the phone. I’ve had luck with follow-up voicemails that acknowledge just how busy they are and offer a specific call-back time.

Something like:

“Hey________, I know you’re really busy, so sorry for that long message yesterday. I just wanted to give you as many options as possible. I’m free today at 3:00 or tomorrow from 2:00 to 7:00 for a call. Which works best for you?”

6. You Didn’t Have a ‘Call to Action’ in Your Voicemail or Follow-up Email

Here’s one from Enrique A. Huerta, an agent at Pacific Sotheby’s International Realty in Laguna Beach:

“Oftentimes, agents don’t leave a ‘call to action’ in the voicemail that is compelling enough to return a call. If someone signs up on a website to browse properties, and the agents just call to ‘check in,’ what does that mean? The prospect may think that the agent is just doing his job by following up, but since the lead may not be in a hurry to do something, there’s no reason to return the call. Thus, agents should always include a compelling ‘call to action’ in their voicemails.”

How to Get Them to Call You Back

Simple. Always remember to include a call to action in your voicemails, emails, and texts. Your leads have to know both how and when they should reach out to you. Here are a few examples of effective calls to action for voicemails:

Feel free to text me at [Phone Number] with the type of home you’re looking for.

Call me at (Phone Number) as this home will go fast, but I have a few more coming up for sale. If you’re interested, let me know immediately and you’ll be able to have a first look at the upcoming homes.

Regardless of if you’re moving in one month or one year, I’d like to help you get the best deal possible. So, send me a text or give me a call at (Phone Number) to discuss your plans. You can also reach me via email at (Email Address) and I’ll respond accordingly.

7. You Pronounced Their Name Wrong

As someone who grew up on Long Island with a very French name, I will almost always give someone cold calling the benefit of the doubt before hanging up when they mispronounce my name.

That said, if they’re not even close, my finger is reaching for the end call button.

People with more common names that you still manage to butcher are not as likely to be as forgiving. After all, you can find out how to pronounce most names with a quick Google search. If you can’t find a good pronunciation or are a bit unsure, then skip their name entirely. The point is that you need to make an effort here, so winging it is not an option.

How to Get Them to Call You Back

Well, there’s no easy way to say this, but if you butchered their name on a voicemail, there’s not much you can do here beyond normal follow up. You just have to hope they didn’t take offense or hear from an agent who took the time to learn how to pronounce their name properly.

8. They’re Already Working With Another, Better Agent

For hot leads, working with another agent is a very likely reason they won’t call you back. If you can get them to admit it, great. Just mention that you’re there to help if they ever need a second opinion.

How to Get Them to Call You back

You could always try telling them something like “I have an important market update for you that could drastically affect the price of your home,” but if they just started their relationship with another agent, coming across as too aggressive might backfire. Of course, you would also need that “important market update”—and it better actually be important!

9. You Told a FSBO That You Had Clients That Wanted to See Their Home

OK, time to come clean. How many of you have left a voicemail with an FSBO telling them about all the great clients you have for their listing? While it may have seemed like a great idea at the time, most experienced listing agents will tell you this is a surefire way to ensure you NEVER get their business.

After all, you just proved to them that their FSBO strategy is working! All they need to do is list their property on their own, and eager-beaver new agents will call and offer up their buyers. Why on earth would they hire you to represent the listing? Worse, DO YOU have clients for their listing?! If you don’t, you’re starting out your relationship on a lie.

How to Get Them to Call You Back

Well, this is not all that difficult. Don’t leave voicemails telling them about your buyers. Instead, be honest. Take the time to figure out what they’re doing wrong and tell them you have a way to get their home sold faster and for more money.

10. You Didn’t Mention How You Got Their Number

Let’s face it. No one likes to get cold called. Even if they really, really need your services. That means not mentioning how you got their number can be a huge red flag.

Even if you didn’t cold call, they might not have remembered who the heck they reached out to on Zillow. A random call from a random real estate agent means instant delete for most people.

How to Get Them to Call You Back

Simple. Make sure to tell them exactly how you got their number right away. For example,

“Hi, this is Jessica from XYZ Realty, just following up on your online inquiry for 1234 Broadway.”

OK, OK. Leads you got from the AgentLEADS or another lead service might not be thrilled to have their information out there. Well, there’s nothing you can really do here, but rest assured that you’re not the only one calling, so you might as well be honest.

That said, “I got your number from the internet” won’t cut it. Instead, try something like “I got your number from a database of people from XXX who might benefit from our services.”

11. You Didn’t Even Leave a Voicemail

The odds of your lead dialing a random number that left them a creepy half-second of silence on their voicemail is zero. Since almost literally everyone screens their calls these days, that means no voicemail = no call back. Maybe they’ll get your follow-up email, maybe they won’t. So why not leave a message? What are you afraid of anyway?

How to Get Them to Call You Back

Leave them a friendly, concise voicemail that lets them know who you are, how you got their number, and hint at your value proposition.

Of course, you’re going to want to leave messages for some leads, but not others. Generally speaking, I would avoid leaving messages for FSBO or expired listing leads. They’re going to have a TON of people calling, and unless you have an amazing voicemail script, a call back isn’t likely. Instead, send a follow-up email.

12. You Called Too Late at Night

Playing phone tag with your leads is hard enough, but trying to figure out when they’re going to be most receptive to your call is even trickier. A lot of newer agents make the mistake of reaching out in the late evening, with the idea that the lead will have some free time away from work.

While this makes sense on paper, put yourself in their shoes. You just had a 12-hour day of showings, cold calling, and working feverishly on your website. You eat dinner standing up over the counter answering emails, then you collapse on the couch to scroll through Netflix with what’s left of that rosé you opened last night … your phone rings … do you answer it? Of course not.

How to Get Them to Call You Back

While some people might get offended that you would call so late at night, most people won’t. All you really need to do here to get them on the phone is reach out again during a more sociable hour.

Of course, you won’t have to deal with this problem if you address it with your leads on your first contact. Make it a point to talk about the best times for calls, emails, or texts during your first meeting to ensure never reaching out when they’re not receptive to calls.

Anyone who gets a ton of calls, which your leads WILL BE if they’re any good, is going to take a minute or two to Google you before calling back. What are they going to find? Does your personal website or Zillow review page show up under searches for your name? Can they even spell your name?

Don’t have a good personal website? Now is the time to start building one and getting it to rank for your name. Check out our guide on the best real estate website builders here to get started.

How to Get Them to Call You Back

If you don’t have much of a social footprint yet, either tell them exactly where to look on your voicemail or skip leaving messages entirely and focus on emails or texts where you can link out to the social proof you want them to see most.

14. You Gave Away Your Hand in a Voicemail

“Hey Jennifer, I just spent a few hours running the numbers and I think I can get you $850,000 for your listing. Call me back so we can discuss. My number is 555 ….”

Meanwhile, smarter agents have already told her that your number is either way too low or maybe way too high in their initial calls. Then they backed it up with a solid comparative market analysis (CMA). They’re going to wait until they get a listing presentation before (trying!) to prove the cold hard evidence to convince them of their listing’s market value.

How to Get Them to Call You Back

Well, there’s really not a whole lot you can do here besides trying again. When you do, maybe try an email that carefully breaks down how you came up with the price that you did. If you’ve got a ton of relevant experience, mention that as well.

You should also do your homework and actually have a CMA ready for hot leads. This way, when you mention you have a CMA for them, you can offer to send it immediately. This proves you’re not just trying to sell to them, but are already working on their behalf.

Don’t have a solid CMA strategy? Check out our guide to writing CMAs here.

Read the Article

15. They’re Dreamers, Tire Kickers, or Time Wasters

OK, let’s pour one out for the tire kickers, dreamers, and time-wasters out there. Even though the odds of them pulling the trigger this year are close to zero, they’re great for practicing your pitches. Of course, just because they might never buy doesn’t mean you shouldn’t try and knock it out of the park.

How to Get Them to Call You Back

Why would you want them to call you back? Instead, put them on a drip campaign, and try to nurture them. The goal here is to get them to stay in reality, but they might have friends who don’t live their lives in the clouds. But at the end of the day, maybe you don’t really need these jokers to call you back.

Over to You

Have a great strategy for resurrecting leads from the grave? Let me know in the comments.

Learn How To Get More Real Estate Leads, Get More Listings, Close More Sales, with Less Resistance AND still have a LIFE!

Get more exclusive real estate agent training here https://www.yasserkhan.sg/

YASSER KHAN

Author, Coach & Trainer

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The post 15 Reasons Your Leads Aren’t Calling You Back (and How to Fix Those) appeared first on Yasser Khan's Real Estate Agent Success Coaching.

Lead Generation Archives | Yasser Khan's Real Estate Agent Success Coaching

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