The real estate industry relies heavily on a constant pipeline of qualified leads prepared to purchase their ideal home eventually. While certain times around the year guarantee more prospects, you need a bulletproof strategy to ensure revenue growth across the year.
Effective real estate lead generation strategies go beyond simply showing the property to interested buyers and involve getting the attention of prospects to nurture them into sales-ready leads before closing a deal successfully.
Learn how to stop using tedious and redundant tactics and employ various methods based on your real estate agency’s requirements to gather more leads ready to become homeowners with the help of our article.
What is Real Estate Lead Generation?
Before we list the best lead generation ideas real estate agents can use for a healthy pipeline of clients, let’s start by fully understanding what we mean by “leads.”
Leads are potential customers who show interest in your organization by communicating with real estate agents. These can be individuals who want to learn more about your company’s offerings, investors, or individuals looking to buy a home immediately.
Thus, real estate leads are individuals that are looking to buy, rent, or sell property by converting for your agency. Like any other industry, prospects must be gathered and nurtured into sales-ready leads to close deals with them.
The central objective of real estate lead generation strategies is to attract the attention of prospects, foster communication to turn them into qualified leads and convert them into paying customers. Prospects that engage with your real estate business want to learn more before converting.
Top 20 Real Estate Lead Generation Strategies
While there are several strategies for lead generation real estate companies can harness to close more deals with priority customers, your chosen method has to be based on factors like budget, the personalized challenges your company faces in your niche, target audience, etc.
Strategies for generating leads can be relegated to two distinct categories: offline and online real estate lead generation.
Offline Strategies for Real Estate Leads
Strategic Partnerships
Developing strategic partnerships involves reaching out to companies in the same niche but not direct competitors to form mutually beneficial alliances. Productive partnerships can be created with local financial planners, investors, commercial lenders, renovators, etc.
Real estate agents can form partnerships with mortgage lenders, where the latter can provide prospects with the real estate agent’s contact information and vice versa. The same collaboration can be created with insurance companies for passive lead generation.
Beyond the financial industry, homeowners can opt for services like landscaping and cleaning to refurbish their property. Consequently, these also help make the house look more appealing to future customers.
Partner with local businesses to offer discounted prices and motivate customers to close more deals with your agency.
Offline Advertising
While traditional advertising methods have given way to digital advertisements, you can enhance your real estate lead generation by combining both approaches to get the best of both worlds.
You can utilize banners, billboards, newspapers, etc., to catch your prospect’s attention and keep your company’s offerings memorable for longer with humorous visuals or text. Print papers to make postcards and flyers to notify more people about listings and sales.
Hosting Workshops
Offline workshops for topics catering to real estate agents, sellers, and potential homeowners are a lucrative opportunity to network with all parties to diversify your real estate lead generation strategy.
Effective networking allows you to build strategic partnerships with other agents while forming better customer relationships with prospective buyers and sellers. Additionally, you can assert yourself as an authority in the niche by providing trustworthy information.
Targeting Divorced Leads
Recently divorced individuals have more urgency to move out and find a new house, making them incredibly motivated to convert and purchase from your real estate agency. While these are productive leads, real estate agents need a degree of compassion to close deals.
You can find highly motivated clients by chasing divorced leads when you show empathy and patience before focusing on making a sale.
Direct Mail
Neighborhood farming is an effective strategy for real estate lead generation that companies can use to gather potential customers from a particular area or neighborhood after carefully evaluating the demographic living there.
Direct mail is one of the best offline strategies to increase brand recognition and ensure your targeted leads contact you first when considering buying or selling a house. You can send postcards, pamphlets, small gifts to reward particular clients, etc.
Networking in Real Estate Events
Real estate events are full of professionals and interested candidates to socialize with and grow your sphere of influence (SOI). Tradeshows and expos are the perfect places to network with like-minded individuals.
Networking also creates more warm leads who provide you with contact information voluntarily to continue their interaction with your real estate agency. Reaching out to convert warm leads is more straightforward than sending unsolicited outreach messages to cold leads.
Real estate agents can also analyze market trends to network in non real estate events like art exhibitions, community events, virtual gatherings, and any other place your prospects that fit the ICP would gather.
Open Houses
Hosting an open house is a guaranteed method of meeting new prospective leads faster. Everyone attending your open house wants to know more about the property to buy it eventually.
Real estate agents must introduce themselves and provide all necessary information about the house or engage them with printed material and QR codes to help them learn more. You can also communicate with neighbors interested in selling property.
Open houses are not focused on making an immediate sale but are used to connect with more qualified leads. Beyond hosting open houses, you can attend them to introduce yourself to interested prospects and network.
Actively Supporting Communities
Unlike strategic partnerships that guarantee mutual benefit, involving yourself as an active member of your targeted neighborhood community does not secure immediate dividends, but it helps keep your brand name more relevant and memorable.
Volunteering for local charities, organizing fundraisers, engaging with influencers, and supporting small businesses in the area showcase your initiative to work for the community and foster a favorable audience reception.
Additionally, these events can also be an opportunity for you to network.
Agent-to-Agent Referrals
Building on the concept of strategic partnerships, an agent-to-agent referral is a tactic to connect with other agents in a different industry where you refer your leads to them and receive a referral fee for every deal that is successfully closed.
Real estate referral fees help you gain revenue for leads you refer to other agents who are not your target audience, enabling you to spend more time moving your qualified leads through the sales funnel faster.
Online Strategies for Real Estate
Social Media Marketing
As consumers rely more on social media platforms to gather information and educate themselves on the latest market trends, real estate agents must maintain an active social media presence to connect with business professionals and leads.
You must personalize your outreach for different demographics that form a majority on different platforms. LinkedIn prospects can be targeted with advertisements, outreach messages, and posts centered around topics that concern your prospect’s industry.
You can share photos and videos of your property on Instagram and Facebook to give your potential customers a comprehensive idea of what the house looks like in a virtual space. Call-to-Action (CTA) buttons can guide leads to the desired action you want them to take.
Like LinkedIn, you can harness Facebook Ads to target leads from specific geographical locations or prospects that fit your ICP. You can also utilize these platforms to re-engage leads and communicate with them to develop better customer relationships.
Instagram Reels and TikTok are growing exponentially regarding audience retention, watch time, and popularity. Real estate agencies can leverage these platforms and create short videos that increase your brand’s engagement.
FSBO Listings
For Sale By Owner (FSBO), listings are made by property owners who want to sell their houses without the assistance of a realtor. While these prospects are difficult to convert, homeowners listing their property on FSBO sites usually suffer losses due to their lack of experience.
Real estate agents can contact FSBO leads to motivate them to work with your agency and sell property through your services.
Landing Page Optimization
Landing pages are usually your prospect’s first impression of your real estate company. These pages must have proper branding to help you stand out from the crowd and assert your position in the market.
You also must optimize website elements on your landing pages to engage more website visitors who visit your site for the first time.
Even if your real estate agency relies on offline real estate lead generation strategies, creating optimized landing pages helps you redirect your prospects to websites where they can learn more through targeted content and resources.
Email Marketing
Email marketing for capturing real estate leads is one of the most widespread and trusted methods to reach high-value leads, engage them further with relevant content, and re-engage stagnant leads in your sales funnel.
While cold-emailing risks spamming the prospect’s inbox or not even being opened, you can contact warm leads you have interacted with and send them emails after they voluntarily provide you with their contact information.
Acquiring more warm leads needs other methods of lead generation for real estate companies to work in tandem with email marketing to supplement your existing strategies.
Nurturing leads through emails can be achieved by sending them links to blogs or free consultations to drive value and inform leads further to help them in their buyer’s journey. You can also insert CTA buttons for landing pages whenever appropriate.
Furthermore, you can use email automation tools and CRMs to automate your email marketing strategy including re-engagement and drip campaigns.
Video Marketing and Virtual Tours
Video marketing is a viable real estate lead generation strategy that engages leads with content that accurately shows the property before they decide to invest their time trying to close a deal and purchase a particular house.
You can capture videos of the property and include reviews, testimonials, interviews, etc., to use social proof with your real estate lead generation strategy.
While you can include videos in social media posts, blogs, and emails, you can go further to harness the power of 3D rendering and virtual reality to conduct a virtual tour of the house from anywhere your prospects are located.
Content Marketing
Creating content targeted for your qualified leads engages them with topics that drive value. You can utilize content marketing to inform prospects on their buyer’s journey while asserting yourself as an authority for reliable information in your SOI.
A direct way of informing real estate leads can be through guides and tutorials to help them make better decisions or use infographics for particular metrics.
Newsletters can inform your subscribers about house listings and numbers for the current interest and mortgage rates. Blogs are tried and tested methods for pushing valuable content and driving engagement with effective CTA placements.
Referrals and Social Proof
Consumers believe the word of mouth of other verified customers when looking for trustworthy services to subscribe to. You can ask for referrals from existing satisfied clients by encouraging them to leave a positive review or recommend your real estate agency.
Social proof leverages the testimony of satisfied customers who have worked with your agency to attract more leads by encouraging them to trust you with their purchase.
Local SEO
Search engine optimization (SEO) is one of the best lead generation strategies to ensure long-term ROI by ranking your web pages on the SERP for particular keywords. Ranking your web page can bring in new leads consistently over time for specific keywords.
To improve local SEO and appear more frequently for search results made by real estate leads, creating and optimizing your Google My Business account ensures your website appears at the top of search results.
Online Advertisements and PPC (Pay-Per-Click)
As a digitized method of traditional advertising, you can employ ad platforms provided on sites like Google, LinkedIn, and Facebook to expand your targeted market.
Google Adwords lets you focus on specific keywords, geographical locations, and languages. You target specific demographics with Facebook Ads based on age, gender, and the pages they interact with.
You can find real estate leads early in their buyer’s journey to add them to your sales funnel before your competitors.
Real Estate Lead Generation Companies
For organizations with sufficient budgets and require a simplified lead gathering strategy real estate lead companies like Zillow, Zurple, and Market Leader can provide qualified leads to agents worldwide.
When the lead capturing is done, real estate agents can focus on converting qualified leads. Most services guarantee a specific amount of leads for your price while providing effective customer support to help out in every stage of your sales process.
Online Meetings
Finally, you can utilize one-on-one online meetings to present your sales pitch to qualified leads and close deals faster. Meeting with customers online on scheduled calls is an effective real estate lead generation strategy you can employ.
However, nurturing prospects into leads willing to invest time in your real estate agency can cost significant resources. You could lose out on high-value clients while trying to nurture leads that do not close on deals.
Fozzie connects you with LinkedIn-verified profiles worldwide looking for real estate in your niche to schedule and attend online meetings with them reliably.
Fozzie: Schedule More Meetings With The Right Prospects
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Fozzie is a comprehensive meeting scheduling tool you can leverage to simplify your real estate lead generation strategy by booking meetings with qualified leads on LinkedIn to significantly cut down on the cost and time it takes to nurture leads into long-term clients.
Your real estate agents can effectively fill the sales funnel by booking one-on-one meetings with customers that fit your ICP on Fozzie and close more deals faster.
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Fozzie hosts 50000+ verified LinkedIn profiles you can reach out and connect to over scheduled meetings starting at just $1. You can select profiles based on your real estate organization’s budget and present your sales pitch. The fee is deducted after a meeting successfully ends.
You can either search for prospects by typing their names on our website platform directly or further segment your leads by choosing the “Company Size,” “$ Range,” “Job Title,” “Role,” and “Industry” filters.
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As an industry expert, you can sign up for Fozzie and select the meeting fee you want to start communicating with real estate agents to look for the perfect home to move into. We also offer native integrations to Calendly and Pledge.to.
Conclusion
Real estate agencies rely on a steady supply of qualified leads for constant revenue growth. Real estate lead generation strategies can ensure your agents fill your sales funnel with prospects who can eventually be converted into long-term paying customers.
Through strategies like offline networking in real estate events to social media marketing, you have various options to choose from to choose your preferred method of capturing more leads.
Fozzie simplifies your lead generation process by connecting you with industry professionals on LinkedIn through scheduled online meetings you can arrange with fees starting from just $1. You can present your personalized offerings to interested high-value clients to ensure more revenue.
Revolutionize your real estate lead generation with Fozzie today!
