Critical Real Estate Lead-Generation Channels

Real Estate Technology with Digital Marketing Consultant

You don't want to put all of your eggs in a single basket when it comes to generating leads. Too many things can go wrong, and leave your business high and dry. Here are some tips on how to build a diversified lead-generation portfolio to ensure that you always have new leads regardless of market conditions:

Phone Prospecting: Phone prospecting can be a powerful tool for lead generation, but it requires practice & perserverence to start getting results - and those results will get better over time as you develop your phone prospecting routine, polish up your scripts, and perfect your delivery. Remember to try and double-prospect, as well – when you’re calling expired sellers, if they don’t bit when it comes to listing with you, drill down & see if they’ve already made plans moving to their new location yet – giving you an opportunity to at least obtain a buyer lead.

Your Friends & Family: Use your list of close, personal relationships to get a head start in your career. In fact, you should add every single individual that you meet on a daily basis in this list as these and their friends and connections are all your possible clients if you are able to spread the word about your abilities as a realtor.

Your Extended Network: You can still generate even more business through the shared contacts in your network. These are friends of friends - people that you know, but you don't have a deep relationship with. As this list grows, you can easily stay on top of it by dividing this list of contacts alphabetically and calling all contacts each morning starting with one alphabet. So make calls to all your contacts whose names begin with letter A and then call people with names beginning with B the next week.

Past Client Referrals: Referrals produce some of the hottest leads, which is why they are a key lead-generating source. Be sure to ask for a referral, after you’ve went above-and-beyond for a client. Make a habit of working through your database, checking-in on past clients and seeing if they have someone to refer. Stay connected to other business professionals that could feed you referrals.

Social Media: Start building a presence on social media, ie Facebook, Twitter, LinkedIn, You Tube, etc. Social media helps you stay in front of past clients, business partners and prospect new leads. Develop a social media posting calendar and stick to it. Routine posts are necessary to building a presence. Build up your personal brand as a trusted and local educated real estate expert, direct them to your educational blog/website and the leads should start rolling in.

Website & Blogging: Optimize your website for search engines and lead generation. Provide useful and educational content on your site. Create a blog that is frequently updated blog – fresh content is a great way to obtain lead traffic. Always include simple contact forms so you can capture leads.

Comments (4)

Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

I definitely want to die versify my basket before I throw my eggs in one basket

Apr 02, 2021 08:55 PM
Jeff Masich-Scottsdale AZ Associate Broker,MBA,GRI
HomeSmart Real Estate - Scottsdale, AZ
Arizona Homes and Land Group/ Buy or Sell

Bingo, Bango, Bongo! By George I think you have got it! Good list to choose from. Jeff 😎

Apr 02, 2021 10:32 PM
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker - Retired

Good morning Tim. As my uncle often said "variety is the spice of life". Applies to prospecting. Enjoy your day.

Apr 03, 2021 04:54 AM
Bill Salvatore - East Valley
Arizona Elite Properties - Chandler, AZ
Realtor - 602-999-0952 / em:

Tim you NAILED it. WOW Great information and make it a great Saturday.  Bill Salvatore 

Apr 03, 2021 05:58 AM