It’s a sellers market right now. Well priced listings often go under contract in less than a week. However, inventory is low and it’s crucial to know how to generate listing leads for real estate agents.
Want to ramp-up your seller lead generation? Here are 10 proven strategies to get you started:
The power of Google AdWords is search intent. When people search in Google, they’re doing so for a reason. For example, if they’re searching for an online home valuation tool, chances are they’re thinking about potentially listing their home.
Don’t just stop with home valuation related searches, also research keywords for when someone is looking for a real estate agent or brokerage. If they don’t already have someone in mind and they’re searching online, put yourself in position to be found!
Facebook may not have search intent like Google, but what they do have is some of the most robust targeting options available. You can literally put your ad in front of your specific target audience. You can even target those in your local market who are likely to move soon and own homes with specific property value ranges!
Facebook Ads work, but only with a well planned strategy. Keep things in mind such as:
- Ad frequency (you don’t want to show the same ad to the same folks too much)
- Leveraging landing pages
- Rotating offers and messaging
- Using good graphic design
- Setting-up proper tracking for smart, data based optimizations
Many of you are likely already familiar with online home valuations, aka “What’s My Home Worth.” You’ve heard of them because they work! Heck, even the big boys such as Zillow and Trulia use this strategy. Why let them generate the leads and sell them to you when you can employ the same strategy.
Create your own home valuation landing page and drive targeted traffic to it. Test different things out such as providing an automated report versus creating one manually and sending. Also test various follow-up strategies until you find an approach that consistently works for you.
Home valuation campaigns are not the only way to generate listing leads. Premium content is a great way to attract seller leads and stand out from your competitors. Here are some premium content ideas to attract potential sellers:
- Seller eBook/guide
- Video outlining why someone would choose you
- Mini listing presentation
- Just sold listings
- Case studies
As you know, there is much that goes into selling a home. Showcase your knowledge and expertise while helping listing prospects during their research through content marketing. Here are some content ideas to help you generate listing leads:
- Common home selling mistakes to avoid
- Tips to sell your home fast and for top dollar
- Market updates
- Best time to sell your home
- Home improvements to increase home value
- How to determine your homes value
Direct mail isn’t as effective as digital marketing, but it’s not completely dead yet. Direct mail can work when combined with your digital marketing efforts. For example, if you have a home valuation landing page, include the link in your post cards so prospects can hop on your website to see what their home is worth.
Leverage Buyer Leads
Only first time home buyers don’t have homes to sell. Many, if not most of your buyer leads can be listing leads as well. Be sure you’re following-up accordingly and maximizing your opportunities.
One of the best ways to generate listing leads for real estate agents that doesn’t get enough attention is nurturing the leads you already have. No matter what tactic you use to attract seller leads, they’re not all going to be ready to list right now. You also likely have a database of buyer leads (who likely need to sell their home) as well as past clients. Maximize your database by creating long-term, lead nurturing campaigns.
This is your opportunity to deliver value and help your prospects become closer to taking action. Do not be too salesy in your drip marketing campaigns. Also, be mindful of the frequency of your emails. You want to deliver value and stay top of mind, not harass and pester your prospects.
Leverage marketing automation technology in your lead nurturing campaigns. Put in place notification systems to alert you when prospects are taking increased action. For example, if a lead all of a sudden starts opening all your emails, reading your content and browsing your website, make sure you’re notified so you can follow-up accordingly. A sudden increase in engagement could be a sign your prospect is in research mode and potentially ready to list their home.
Have a Clear and Compelling UVP
Let’s be honest, you’re not the only real estate professional in your market. If a potential home seller is looking for a real estate agent to help them sell their home, why would you be the best choice? Make sure your marketing highlights your unique value proposition and showcase why you’re different and better than your competition.
You work hard earning every click to your website, maximize those clicks by leveraging retargeting. Having a strategic retargeting campaign can increase your listing lead flow and raise brand awareness. Converting a website visitor on the first click isn’t always going to happen, retargeting is a great way to bring these visitors back to convert into a new listing lead.
Be sure to work smarter and leverage these 10 marketing hacks to generate more listing leads and take your real estate career to new heights!