Great Ways Of Generating Leads Part 2

April 27, 2009

Some real estate professionals balk at adding new lead generation strategies to their repertoire because they see it as re-inventing the wheel and are unsure of these strategies’ effectiveness. So wouldn’t it be great if you could generate more leads simply by adding a couple of details to the selling system you’re already using? You can. Here are a few ways of doing it:

3. Get Them Promoting Too!

If you make it clear very soon after you get the listing that you only work by referral and they can help find buyers in their network, help them help you by giving your sellers literature they can give to friends, family, colleagues and other associates. Request they keep these materials with them wherever they frequent (especially in the car) and give them out to anyone who might be interested. When you ask for referrals, you’ll be surprised at how much this helps boost interest in your listings.

4. Weekly Service Updates

Many real estate professionals don’t provide their sellers regular updates on what they’ve recently done to sell their home. If you don’t provide regular updates, it’s easy for your seller to assume you’re not doing much. The longer the home stays on the market, the more they’ll think you’re not doing enough, especially if they don’t get these service reports. But these service reports can be great lead generators as well. When you show how hard you’re working to sell their house on a consistent basis, your sellers will naturally be more open to referring you to friends and family than if they had no idea what your selling activities are.

5. Just Sold Fliers

Sold fliers get more calls than any other flier. Everyone in the area wants to know how much homes are selling for, regardless of when they’re moving. A sold listing gives you an opportunity to re-contact all the neighbors you spoke to before you put the For Sale sign in the ground and continue building those relationships. It also gives you a great reason to ask for their email address because they’ll probably want to know about future sold listings in the area. Statistically, it’s very likely someone within a 40 home radius of your listing will want to sell in the next 90-120 days.

6. Testimonial Letters

After you sell a home, a testimonial letter from the seller sent out to all the neighbors is extremely powerful. A letter addressed with their home address written and signed by them can be magical for generating new business. When they tell their neighbors what a great experience it was to work with you, and how you got them top dollar for their home, it can be the most persuasive marketing tool you’ll ever have.

Learn more of the finer points of developing a steady supply of leads in my course Excelling In The Real Estate Profession. This course has been approved by the Registrar, REBBA 2002 to qualify for 9 credits.

Filed under: Home Buying Tips,Marketing Tips

Tags: closing, email inquiries, prospect, prospecting, real estate education, real estate educators, refer, referral