Where Are Your Leads Coming From?

By
Services for Real Estate Pros with www.PrinterBees.com BRE# 01392374
Today, we are featuring a guest post from Christel Silver, Broker/Owner of Silver International Realty!

Have you questioned yourself on how to get the best leads? Is it spending money for Realtor.com or Zillow leads? Is hiring a virtual assistant to make cold calls worth it for you?

Or do you market For Sale By Owners (FSBO) or Expired Listings? Maybe you rely on printed ads, postcards, flyers, newsletters?

A lot will depend on your budget. On the other hand you should spend a certain percentage of your income on advertising because you are running a business.

The correct answer will be different for each one of you.  If you are a brand new agent and you only have limited funds, consider hand-delivering newsletters/flyers.  You need the exercise anyway!

Use Multiple Lead Sources

It is my experience and my advice to decide on multiple lead sources and never get stuck or rely on only one. Also you should evaluate your lead sources at least once a year to find out which program works for you.  Then you should double your effort on that specific leads source.

A couple years ago a fellow agent mentioned to me not to spend money on printed ads in traditional media – rather spend money on your past clients.  If you have done a great job, you will receive referrals, but you have to stay in touch.  For me this was a great success!  Most of my leads are now coming from past clients.

Connect Memorably In Person

What about all the fellow agents you meet at conventions across the nation and overseas?  I attended a meeting at a National leadership event of the Residential Real Estate Council RRC (formerly CRS).  Since I am branding myself as a tennis player, I had 100 yellow squeezy tennis balls printed with “Christel serves your referrals best” and my telephone number. 

I left one ball for each agent at their seat – and was fighting with them not to roll away.  The response was mixed at the beginning.  The event was in Arizona and we went to the pool at night and guess what, everybody brought their ball to the pool and we all had a blast for hours. The 100 agents knew me that night by name and remembered me! You have to be creative and personal!

Using Expired Listings

Every source of leads has many ways to work them, let’s look at expired listings.

Do you drop off a letter the day of the expiration or make a phone call when 20+ other agents also call the owner?  I like the approach that you keep a list of expired listings in your market area, and then you check in 3-4 weeks whether the house is relisted. If not you call the owner. 

Now you are the only caller. “Hi, I saw your house is not listed for sale anymore. Are you still considering selling it? May I meet with you and present my marketing plan to you?”

The National Association of Realtors (NAR) reports that 80% of all FSBO’s at the end list their home with a Realtor!

Here are a couple approaches: one is to be the agent giving them information, offering your advice, staying in touch.  Believe me they will contact you when they are tired of holding open houses themselves.

Online Leads

You can pay money for Realtor.com or Zillow leads.  I have spoken with many agents who are very successful.  But besides the money you are paying, you have to have a strong follow up system.  Most leads do not buy immediately – the average lead time is 4-6 months.  If you do not stay in touch, you wasted your money.

Social Media is a great way to find leads – and you know what? It is FREE! But it takes time. You can also spend some money on ads on social media. They are much less expensive than any printed ads in traditional media. 

Open Houses

Be creative with open houses. A well-prepared open house can be a gold mine.  One of my agents started to advertise her listing:  A ”coming soon” postcard with an open house invitation two weeks prior to the open house. 

Each day she offered another special feature to build up the momentum to the open house on social media. She had a couple gifts sponsored by a staging company, a lender, and an inspector.  All of them were present at the open house.  She had 20+ people at the open house and raffled off the prizes doing a live video on Facebook documenting it.  The house sold and she got a new listing. 

Use Direct Mail

Direct mail still works, especially now that many agents are not using it anymore.  A personal handwritten note is worth a lot. Have some “thank you” cards already stamped. Make a commitment to mail out 3-5 personal cards each week.  See how well it works.  Most of the times I receive a phone call or email back with a thank you. What a great opportunity to ask for a referral.

The key is to find your niche and do it!

 

Are you ready to build a strong marketing mix? Let us help. Check out our print marketing options or contact us today!

 

Christel Silver is a full-time Broker/Owner of Silver International Realty servicing the East Coast of South Florida. The National Association of Realtor’s (NAR) President appointed her (2010-2014) as the President’s Liaison to Germany, where she grew up and worked at the Justice Department for 17 years prior to coming to this country. Fifty percent of her business is in the International arena. For more information visit www.silverhouses.com.

This post originally shared on PrinterBees' Real Estate Marketing Magazine.

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Rainmaker
394,748
Matthew Klinowski, PA
Downing-Frye - Naples, FL
Golf Community Real Estate Specialist

Nadine, thanks for sharing these tips. A good way to ensure you have consistent cash flow and profitable year no matter what the market does is to market yourself in various ways. Those you mentioned above are a good step in the rights direction! Enjoy your Monday.

Jul 08, 2019 05:21 AM #1
Rainmaker
539,500
Gwen Fowler-CRS- 864-638-3599 SC Mountains & Lakes--
Gwen Fowler Real Estate, Inc - Salem, SC
Gwen Fowler Real Estate, Inc.

Direct mail never fails.  The ratios are low but if you keep doing it. Mail will pay off with name recognition and steady business.

Jul 08, 2019 05:31 AM #3
Rainmaker
3,142,956
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Hello Nadine,  great blog and your company is the best with great prices.  Thanks for the information as always

 

Jul 08, 2019 06:39 AM #4
Rainmaker
472,839
Colleen Fischesser Northwest Property Shop
RE/MAX Advantage | Managing Broker - Chelan, WA
A Tradition of Trust in the Pacific NW since 1990!

Either way, consistency and follow up is where the results lay ;-)

Jul 08, 2019 05:43 PM #5
Rainer
211,571
Robert Hicks
United Country River City Realty - Savannah, TN

Good points right here. It’s still a challenge in my office to figure out and keep up w/ where our leads come from..

Jul 08, 2019 06:36 PM #6
Rainmaker
133,900
Alex Rubin
Douglas Elliman - Long Beach, NY
Who You Work With Matters

Great back to basics in this tricky transitioning market.

Jul 09, 2019 04:45 AM #7
Rainmaker
511,399
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

Wow these are all very creative and unique ideas!  I especially like the one about the FSBOs and the postcards for open house.  Thanks!

Jul 09, 2019 01:38 PM #8
Anonymous
Max Harris

Lots of good suggestions there. Regarding direct mail and sending handwritten cards or notes you might want to check out Thankster.com to make this process a lot easier. It lets you automate the process by integrating it with your CRM or other software or apps (or by using our Zapier integration). Or we can help you with one-off projects and custom cards. You can contact us for more info via the contact form at Thankster.com. Or go to bit.ly/postsamp to get a free sample.

Jul 13, 2019 06:24 PM #9
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Rainmaker
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Nadine Larder

Real Estate Marketing Expert/PrinterBees Founder
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