"LEAD" the way in 2012!

Real Estate Agent with REMAX Professionals BR508964000


A new year is about to begin and with it some changes will come. Everyone has different resolutions but I think one thing ALL realtors can agree on is that we all would love to have more leads. There’s so many creative ways to find and produce leads out there but when it comes down to legit, strong leads, you will have to be even MORE creative.


If you have expertise, let them know. I list REOS and that’s one source of leads, but since the beginning of 2011 it has been extremely slow, so I am trying to find other ways to keep my inventory up. For instance I have submitted application with other companies that have or will get more REO’s in the near future. I am letting them know “I am experienced doing this, I am good at it and I am ready to work”. This is another way to actively look for more work, so if you’ve been in this business for a while, there are a few companies that will be interested in talking to you.


Farming your community will give you some strong results. The more your community knows who you are and that the work you do is quality, the more likely you are to get new clients and referrals. We are going through a rough patch with our economy and more than ever people have a strong sense of community, they want to see that someone that knows the area will be able to provide assistance when needed. When they need it, you WILL be there.



Create different websites.. depending on your expertise and fields of work. You need an IDX website where people can play around and find homes, but don’t ask for their info right away or you might scare them. Also work on an “expert” website, which would focus only on whatever field you specialize in, and last but not least, have a website so your clients get to know you better. This one will be about YOU, and what you do.


Past clients are a great way to generate leads. Creating a bond and relating to your clients will give them a reason to come back for more. Who knows, they might refer you to all their friends and family. Word of mouth is one of the best ways to get a lead because the new client already has a background on you.


Open houses. I have met several agents who believe open houses are a waste of time and too much work for no leads. Of course if you go there and sit all day waiting for people to come, they might never show up. The thing about open houses is you have to do a lot of advertising and be creative. Have conversations with the people who come. That one may not be the right home for them but you can help them find another one.


Work in partnerships. Maybe you know a great lender that you recommend to your clients or people you know. Why not create a win-win situation out of it? Talk to a lender that has similar goals as you and see if they can feature you on their website. I send business their way and when people go to their website they see me as a featured realtor.


Last but not least, calling expired or cancelled listings. Sure, nobody wants to do cold calling, but if you can get one person to talk to you out of the ten that you called, then it’s worth the shot. Be subtle, but don’t waste too much time, be concise and tell them how perfect you would be to list their property.


Don’t give up, keep on going and reach your goals. That’s the best advice I can give for 2012!

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Bill & Cyndi Daves
Hiawassee, Young Harris, Blairsville, Hayesville, Murphy and Beyond! - Hiawassee, GA
TeamDAVES - Your REALTORS In the GA/NC Mountains!

Shelby - Those are some great ideas for generating leads.  The REO business is a tough one and many of the lenders are downsizing the number of Asset Managers they use.  It's important to stay on as many lists as you can!


Dec 29, 2011 05:03 AM #1
Rich Gaasenbeek
IXACT Contact Real Estate CRM - Toronto, ON
Real Estate CRM & Marketing Made Easy!

Good tips! You're right in that past clients will help generate leads by providing you with referrals and recommendations. I want to bring up two important points:

1. It's important to ensure you're keeping in touch with past clients so they remember you and will recommend you. Moreover, past clients are fantastic sources of business because most people move multiple times throughout their life. A real estate CRM is key here in helping you remember to keep in touch and automating a lot of your "keep in touch" work so you can free up time. You'll be able to completely manage and organize your communication schedule. 

2. Nurturing your leads is vital so leads not ready to buy or sell right away will use your services when they are ready to buy or sell. What do I mean by "nurturing your leads"? Well, I mean putting them on a lead nurture program (a pre-designed drip marketing program) in your real estate contact management system.

Hope you're having a good holiday season!


IXACT Contact, The Easy Way to Manage Your Contacts

Dec 29, 2011 05:33 AM #2
Shelby DiBiase
REMAX Professionals - Phoenix, AZ
Investing In Your Future

Thanks for sharing your ideas Rich, what you say is very interesting and I will be sure to add to my list.. I hope you are having a great year already :)

Jan 03, 2012 02:59 AM #3
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Shelby DiBiase

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