Updated: Dec 23, 2022
We made it - Spring is here!
As the weather warms up, so too will the real estate markt (hopefully).
We have FOUR months left of the year, so let's give it everything we have and throw everything we can into our prospecting & marketing to finish the year off strong.
Here's my 9 top lead gen tips to build that pipeline & get more stock over Spring.
Some are going to be very familiar to you, that's because they work. If you haven't tried some of the below tips before, now might be the time to try.
Get On Board With Video
I hate to keep harping on about this, but it's time to start getting comfortable with being uncomfortable on camera if that's the case.
Whether you’re creating TikTok videos, Reels on Instagram and Facebook, or running an educational YouTube channel, video lets you connect with your audience in a way that creates recognition and trust. It’s the perfect way to build a marketing pipeline that constantly attracts new clients 24 hours a day, seven days a week.
Short-form vertical video on Instagram or TikTok is a great way to build instant credibility with your audience and attract a constant stream of leads. The best part is you don’t have to create super-polished videos to use this medium effectively.
If you really want to see a return on your investment, try partnering with an influencer to get your message out to their audience. Influencers can promote you, much like they do products for companies, as the go-to agent in your area.
Become the Trusted Adviser for Your Clients
The easiest way to find homes to list is through referrals from your sphere of influence. But just calling your clients and prospects and asking for referrals is self-serving and won’t produce the results you want.
Schedule in-person meetings to sit down and ask what questions they have. Prepare some stats specific to their town and neighborhood to give them a clearer picture of where the market has been, where it is today, and what the possibilities are 12 months down the road.
As much as we want the business NOW, not everyone is ready to transact at this moment. By offering updates, tips and market feedback, you will start to build trust and authority in your marketplace.
Target Absentee Owners
Absentee owners can be a great way to source leads. Being a landlord is no picnic for many. Personally, my investment properties are hours away and if it wasn't for my finger on the pulse, I'd have no idea what was happening in my marketplace. A year ago, an agent called me to give me an update on what one of my Newcastle properties might be worth. A week later the property was on the market. Sadly for the agent I sold it myself, however, it was the trigger to capitalise on a great result around the corner.
Do a little research to find these absentee owners and reach out to them directly. Send them a letter introducing yourself and offering your services. You might be surprised how many will take you up on the offer or simply, starting a relationship with them.
Reach Out to Older Expired/ Withdrawn Listings
The competition for recently expired or withdrawn listings is relentless.
But the often overlooked expireds/withdrawns from three, six, nine, or even 12 months ago are fertile ground for potential listings. The past 18 months have boosted a homeowner selling spree.
Some would-be sellers had great expectations that were never realized, and those listings expired with homeowners’ dreams dashed.
Those homeowners, with the proper guidance and more realistic expectations, may still be interested in selling. You can sit down with them and explain in real terms where the market currently is and what they can actually expect.
Become a Regular Podcast Guest
If video isn't your thing, try a podcast.
Podcasts have grown in popularity over the past few years. We saw them really pick up steam during the pandemic, and they haven’t shown any signs of slowing.
One of the fastest ways to gain name recognition, establish your credibility, and attract more leads is to be a guest on other peoples’ podcasts.
You can answer questions for their audiences and encourage them to follow your social outlets. Use the links to the podcasts where you’ve been featured to share on your website and social media to add to your credibility.
When you put yourself out there on podcasts, you become the authority in your community. Clients will find you and reach out to you directly when they need a real estate agent because they feel like they already know you.
Don't want to fuss about with all that's involved in a "Podcast" set up? Simply invite guests to have a Zoom chat with you, record the conversation, upload the video to YouTube and send it out everywhere.
For Sale By Owner
These people are literally sellers!!!
Here’s a cool tip—did you know you could find free leads on Zillow or Sell My Property?
FSBO leads may seem like a complex group to try to earn listings from, but many by-owner sellers are overwhelmed with the idea of finding a real estate agent.
Some just want to try it on their own before hiring a pro. Either way, there are a lot of homeowners out there who could definitely use your help. And did I mention these leads are free?
These ideas only work if you put them into action!
If you are stuck for listings or want to boost your pipeline, try some of these techniques.
What's the worst that could happen?
Written by Nic Fren