Real Estate Leads: How Can I Get More?
Ask any real estate agent or broker, what is the one thing they can’t ever get enough of and they will tell you it’s leads. Leads in real estate are the life-blood of brokers and real estate agents. Without a constant stream of new incoming leads your real estate business will eventually fail.
Real estate leads come from many different sources but mainly consist of referrals from friends or past clients, leads from print advertising, and online web site leads. And while any lead is welcomed by a real estate agent, they each have their own set of requirements in order to obtain them.
Leads from a referral or past client
Usually this type of lead is the strongest of the bunch because study after study have proven that people are more likely to trust a friend’s recommendation over going with a complete stranger to buy or sell their home. Although referral leads are generally the strongest, they are definitely not always the easiest to obtain. Experienced agents will tell you that you quickly run out of friends and family members that are looking to either buy or sell a home. Think about it, in order to get this lead you have to:
- Have either a family member or relative who is looking to buy or sell a home
- Find the exact home they are looking for within their budget
- Be able to close the deal to turn them into happy past clients.
Print advertising leads
Ask yourself when was the last time that you bought or sold something based on an ad you saw in a newspaper or magazine? Personally, I cannot recall a time when this type of advertising led me to a transaction. Don’t get me wrong though, this form of advertising can be useful to help establish your presence in the local area. Due to the recent decline of magazine and newspaper industries, this type of advertising would be my last option.
Online real estate leads
You always save the best for last! In 2010, when the National Association of Realtors released their profile of buyers and sellers report, it clearly showed that the majority of prospective home buyers turned online first in their search for a new home. The key takeaways from that report indicate that without a strong online presence you are missing a lot of potential new leads that could turn into closed deals. The two main types of leads you can receive online are:
- Organic leads – come from people finding your web site online when they search on Google, Yahoo, or Bing.
- Pay Per Click leads – you pay Google, Yahoo, or Bing to show your ads when a buyer is looking for homes in your area.
What type of leads should I focus on?
Here is a quick overview to help understand how to start receiving more leads online. The first thing you will need to get leads online is a functional web site and second, your web site has to be found when prospective buyers are searching online for a new property. You can accomplish this in a couple of different ways, but the two we will focus on today are, being found in the organic search listings and being found via pay-per-click advertising.
There is a lot of competition online for new leads so unfortunately you cannot just buy a web site and hope buyers will find you without doing any work to it. In order to be at the top of the list when people are searching for homes in your area, you need an aggressive online marketing strategy. A competent real estate lead generation company will use a good combination of going after the organic listings using SEO (search engine optimization) best practices and have an experienced PPC (pay-per-click) advertising campaign manager to produce a constant stream of new real estate leads.
Visit http://leadperformer.com to get started with your online lead generation!
Do you have any experience with an online lead generation company? I’d love to hear about it in the comments below: