A thriving real estate business is all about continually attracting new leads. Consistency over the long haul is key when practicing the art of lead generation. Following are 10 simple steps you can take to generate more leads for free:
ASK FOR HELP
This may sound counterintuitive…..afterall, aren’t you the expert? Do you have a buyer that you just can’t find the right property for? Use this opportunity to ask for help on social media. Not only will you get tips on properties you may not have known about, but you may also pick up new listings when potential sellers see that you are in the trenches working with buyers. This is a great way to gain exposure for your business, and costs nothing but your time.
HOST A FIRST-TIME HOMEBUYER SEMINAR
First-time homebuyers represent almost half of all buyers (according to Zillow, 2022 report). You need to have these folks on your radar, and be that agent that can provide value and walk them through the process. Be sure to include your favorite lender to help out and also share the cost of the seminar. Important tip: make sure you select a number of mid-to higher end apartment complexes in your area and shower them with invitations to your seminar. This is a perfect way to generate more leads and really be the hero in your area.
OPEN HOUSES
Hosting an open house is always a great way to meet new buyers and to meet neighbors that may be thinking of selling. This is a vital practice especially if you don’t already have your own listings. Open houses provide much needed exposure for you and your business. Get up to speed on the latest open house Best Practices here. And don’t forget that most home warranty companies will provide free open house marketing tools, so get in touch with your home warranty sales rep to find out what’s available.
DEEPEN YOUR EXISTING RELATIONSHIPS
Buy lunch not leads. Reach out to folks you’ve already done business with or who circulate in your sphere. Get to know them better by suggesting coffee or lunch. Genuine, authentic one-on-one time goes a long way towards consolidating your reputation in your area. Get to know your community! Doing this as a lifelong habit will expand your social circle and bring long lasting future rewards.
DEVELOP A REFERRAL FOUNDATION
Get to know other agents in other areas. People will always prefer to do business with people they know and like. One way you can do this is to include other agents in other areas in newsletters you create to share tips, best practices, and so forth. In short, become a familiar and reputable presence to agents in other areas. Then when they have a buyer looking in your area, you will be top of mind as a referral.
CREATE A GOOGLE BUSINESS PROFILE
This is free and has tremendous lead generation potential when fully optimized. Make sure you answer every question Google asks, and add at least 100 photos. This will quickly optimize the number of reviews get. Go to Google Business Profile to get started. When fully optimized, your Google My Business page is an excellent way to generate leads.
CIRCLE PROSPECTING
What’s this? you might ask. Circle Prospecting is old school but it still works! Use social media to highlight homes that have recently sold or just come on the market in your area, thereby reinforcing your reputation as the agent who knows the market. Potential sellers and buyers in your area will value your insights and are more likely to reach out to you first when ready to buy or sell.
MAKE SOME PHONE CALLS
Cold calling is hard but can be made much more effective–and easier–when you can use your buyers’ needs as conversation. Your conversation could go something like this: “Hi, my name is ______________ with ______________ Realty. I have a number of buyers looking to purchase a home in your neighborhood. I was wondering if you might know if one of your neighbors is considering selling?…….” This is a practical way to meet new people and start an authentic conversation. Not to mention the homeowner you are speaking with will probably know a thing or two that will come in handy.
DEVELOP EXPIRED LISTINGS AND FSBOs CAMPAIGNS
As the market continues to shift and more inventory comes to market the timing is good to search expired listings and FSBOs (For Sale By Owners) properties. Chances are these sellers may be ready to have more realistic conversations about pricing their home. This is your opportunity to show your expertise and offer a consultation with a free CMA. And don’t forget to include a Seller’s Home Warranty as part of your listing package–this could be the difference between getting that listing or not.
EXPLORE “FOR RENT” AND AIRBNB OWNERS
These groups of investors are potentially strong lead sources. Either group may be looking to either add to their portfolio or sell inventory. Make sure to reach out to these groups and become a trusted and familiar force among them.
The options listed above are just a few ways you can generate leads for free. And here are some tips for nurturing those new leads. As you can see, there are many opportunities to generate more leads for free.