October 11, 2019 |
Lead generation is a complex and challenging task.
Hubspot mentions that lead is any person who indicates interest in a company’s product or service in some way, shape, or form.
To put it simply, leads are the people who are most likely to become your customers. They form the target group of your real estate business.
To pursue a successful real estate lead generation, just finding qualified leads is not enough.
You have to nurture them, because, as OutboundEngine points out, businesses who nurture leads make 50% more sales.
These statistics should be taken as proof that nurturing leads is a great way to make your business more profitable.
To many, this sounds familiar, and they feel like they already know their target group. But, superficial knowledge cannot be compared with when you really, but really, know how your target audience works.
Your target audience also depends on the offer you are promoting. For example, if you are trying to sell a house with hundreds of squares and a large yard, it is more likely that multi-member families will be interested in it.
It is important that you know what your potential customers are interested in, in order to find the right way to approach them.
Communicate with them, do research, analyze what your competition is doing. Every source available is important to create your ideal buyer persona.
When you design your ideal buyer profile, it will be easier for you to find a way to present your offer visually and textually during your presentation.
When it comes to real estate lead generation, great customer support should not be ignored.
In the real estate industry, your clients make important decisions. Remember that even when they do grocery shopping, people have different questions. So, how important can it be for them to find out everything that interests them when deciding on bigger purchases?
If you intend to present yourself as an agent or company with customer satisfaction in the first place, provide all the tools and resources you need to meet that goal.
High-level customer support plays a huge role in nurturing leads.
Limecall is a callback software that will make your leads convert into real buyers.
The best thing about this tool is its widget. This is an innovative callback widget that appears in the form of a window asking: “Do you want us to call you in 28 seconds?”
This means that visitors to your website have the opportunity to get all their questions answered very quickly, which will surely keep their interest and speed up the sales process.
However, if they are unable to answer the call at that moment, Limecall has a solution for that. They can easily choose the “Schedule a call for later” option.
The reason why this callback software is a great tool for real estate lead generation is not only that you are able to provide your visitors with important information, but also that people do not expect such a quick response, so it creates a “WOW effect” for them.
Live chats can also help you maintain relationships with your customers. One of the great live chats’ tools is Lemtalk.
Lemtalk is a chat tool that is fully integrated into Slack platform. It is used by many real estate agencies and many of them belong to the Berkshire Hathaway group.
When you get a lot of questions from your visitors, live chats will help you to quickly and effectively achieve answering each one of your potential customers.
Lemtalk will save you a lot of time. Instead of your leads sending emails first, then waiting for a response that is very likely to be buried somewhere in the inbox, this tool will allow them to receive responses in real-time.
If you notice that some of the questions are frequently repeated, Lemtalk has an option for FAQ (Frequently Asked Questions), so you can gather all the answers in one place. This certainly contributes to better user experience.
Friendly and professional customer support plays a key role in real estate lead generation.
The real estate industry requires a strong commitment to content. Your website is a presentation of your business.
The pictures you upload must be clear and taken in an appropriate light. The videos should also be clear and they should show everything that the picture cannot.
This is an example of bad image:
On the other hand, this is a great example of how you should present your properties on the website. On the right, you have the map of the property and option to choose walkthrough video or images. As you can see, there are high-quality images taken with great lighting:
In most cases, someone who is on the task of choosing a house or any other property has many different options from which he will try to select the best one for him.
In the sea of offers, you need to highlight your offer in order to interest and convince the client that only you have exactly what he needs.
Blurry images and unclear videos will certainly not make a good presentation.
For example, VRX Staging is a tool that will make your pictures higher quality and visually appealing.
You can choose whether you want the grass to be greener, the sky bluer, to change the colour of the interior, to insert or remove furniture.
To make your videos look more professional, you can try Videolicious.
You can very easily brand your videos according to your business. It takes a few seconds to add watermarks and logos.
You can also combine a few smaller videos and merge them into one presentation. This is a great way to showcase different rooms, various real estate parts, corners, and similar.
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Watching such videos will make your customers feel as if you were walking them through the house in person.
Many businesses use social media channels to get as many leads as possible. The real estate industry is also one of the niches to which social networks can be of great importance when it comes to successful real estate lead generation.
If you haven’t done it already, the social networks where you should create your page or profile on are:
On these social networks, you can create valuable content that will make your potential buyers interested and help them decide that you should be their broker in buying a particular property.
LinkedIn will help you make a connection with other people in your area, but also to attract potential clients.
Facebook and Instagram are extremely popular today and have a huge number of users. Not only can you communicate with your followers through them, but you can also target your audience very carefully for each individual post.
Here’s how one luxury real estate company uses Facebook to advertise their properties for sale. As you can see, with a little boost, your posts can reach almost 20.000 people:
To make your Instagram feed look better and more organized, you can use a tool like Planoly.
Visual appearance is very important, and Planoly will help you bring it to perfection.
YouTube has been the most popular video publishing platform for many years now. Therefore, it is a great opportunity to upload quality videos of your offers.
Even when an offer is closed, you can leave the videos as your portfolio.
If you do not have time to worry about whether all posts have been posted on time, Buffer will help you with that.
This is a social media management software that you can leave worrying about scheduling posts to.
Social networks function according to certain algorithms. Although no one can guarantee you exactly how they work, the fact is that they “appreciate” the activity.
Because of this, your post may more often be on top of the Instagram feed or the Facebook wall of your followers.
Of course, your target audience also wants to see that you are present and that you share the content that is meaningful to them. Therefore, one of the priorities when it comes to the marketing part of the business should be your regularity on social media channels.
Remember that every announcement should also be accompanied by adequate text to make your relationship with your followers stronger, and to keep them up to date.
Adopt customer feedback
Check comments on the website, social networks, and messages you receive in the inbox regularly. Also, try to respond to them as soon as possible.
Great real estate lead generation requires two-way communication. Do not leave your potential customers unanswered, as they will get the impression that you are not interested in what they have to say.
Feedbacks can be of great help when it comes to growing your business. By listening to your target audience you will know what they want, and what they need. Also, you will see what needs to be changed, which gives them ambiguities, and similar.
Thanks to the innovations that the digital age has brought, you have the opportunity to find out directly from the target audience what their experiences and opinions are, in real-time.
Also, keep an eye on websites where users post reviews, such as Yelp. Positive reviews on Yelp can bring you a lot of leads per month and put you on the top whenever someone searches for real estate company or realtors in your city:
In the form of feedback, the customers give you the right guidance on how to make your business as good as possible. And when you adopt their proposals and implement the solutions, they will recognize it, and you will surely encounter very positive reactions.
You can share their testimonials or even make videos from clients’ feedback from time to time.
Although it may seem to the clients that the real estate sales process is easy and simple, those who are truly engaged in this niche know that this is not the case.
In this business, it is very important to have a strategy for everything you do.
To carry out the process properly and to close as many deals as possible, plan ahead everything you can.
Without having a plan you will encounter a number of lapses, and if you have one, a few errors that can occur will be easily resolved as you go.
Whether you are creating a target group, a single video, or the entire content that you post on a website and your social networks, you should have a plan for every little thing.
If you want to present yourself as a professional and make people feel that they can give you their trust, you need to be organized.
Also, pay attention to the strategies practiced by your competitors. Find out what the best practices are and combine them with your ideas in order to take your business to an even higher level.
Check the reviews of your competitors and see what are the most common mistakes that they get criticized for. This way, you can prevent yourself from making those same mistakes in your strategies, and you will automatically create an edge over the others.
To generate leads, as effectively as possible, you need to make the most of it. Here are some tips that can help you generate more leads that will eventually become your buyers.
Although it may seem a bit outdated, putting up a sign for sale in front of the house can make you sell it faster than you thought. Maybe someone in the neighborhood wants a house at that exact location or knows someone who might want to move there.
If you are selling a house, business premises, or other property in your or some other city, join a local community. You will build strong relationships with the locals, and maybe some of them will become interested in your offer.
On the other hand, you may hear interesting location stories that will help you create quality content for your website and social media channels. Present your offer in the best way possible.
Interesting content will attract more new leads and increase traffic when it comes to your sales channels. This way, you also increase chances that one of your social network followers or website visitors remembers you when they want to buy, for example, a new house.
There are also tools such as Zillow Premier Agent that can help you promote your offer and attract the ideal buyer. It is a lead generation software that has more than 160 million monthly visitors.
Zillow is a platform that has already earned some customers’ trust. When buyers find your offer on this platform, you raise the possibility to close a successful sale.
If your former customers were satisfied with the service that you provided them, it will certainly not be a problem for them to recommend you to someone else. Don’t miss the opportunity to ask them if they know someone who is in need of your services.
Recommendations build trust, and it can mean a lot to you to conclude more successful sales. So keep in touch with your old customers, and don’t hesitate to ask.
Monitor and analyze everything you do. It is important that you keep in mind the number of closed deals, how long it took before you close the sale, and similar.
Real estate lead generation will be successful if you collect the right leads.
Unqualified leads will not get you a lot of sales. If you see that the number of sales is falling, you may be targeting the wrong audience.
In order to avoid accumulating mistakes or repeating the same ones, you need to have a real insight into the state of your business. That is why measuring results is so important.
For example, Hubstaff helps you see how much time you spend on each segment of the real estate process. With the help of this tool, you will know which segments you spend the most time on, and which segments slow you down.
By analyzing and tracking the results, you will know what works as planned, and what you wish was doing a better job.
Also, analyze how people respond to your content on social networks. If you realize that the companion activity decreases, it may be time to introduce something new and enhance engagement.
Real estate lead generation is a dynamic process, and, therefore, you need to constantly monitor everything that is happening so you would not put yourself in a position to lose your leads.
Remember to differentiate between qualified and unqualified leads. Unqualified leads are those people who have shown some interest in your real estate business, but you are unlikely to receive anything more than that from them.
Qualified leads are actually hot leads that are really interested in what you have to offer and it will be much easier for you to convert them into real buyers.
Successful real estate lead generation does not mean that after closing a deal you forget about existing customers. The sales process does not end there, it must be continued.
Although it may seem to you that someone who has already bought, for example, a house from you would not want to do that again, you might be surprised. If you have gained the trust of your clients, when they need a similar service, they will surely remember you.
But even if that doesn’t happen, existing buyers can easily recommend you to others. That is why it is important that you keep in touch with them.
You will show that it is really important for you to make people happy, and that you are not just aiming for a mere increase in revenue.
Real estate lead generation means that you collect leads both through your website and through social media, as well as with the help of word-of-mouth.
Create engaging content and compelling deals.
Collect feedback and work on constant improvement.
And do not forget that great customer support is a feature of professionalism and customer care. Today, the buyer comes first.
If you want to build quality customer support and provide your potential clients with real-time information, then Limecall is exactly what you are looking for.
Use these powerful tips so you can crush your business goals.
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Ugljesa is passionate about the content market, sales, and marketing. He's has been working for several SaaS companies on similar topics.