Canada’s real estate markets are very diverse to say the least and it’s an interesting time in real estate. One of the keys to your success today will be in identifying which lead generating strategies are effective in your current market.
Tougher market conditions often require a different approach to lead generation. According to Richard Robbins there are 10 strategies that the most successful agents use to generate leads today, these are listed below:
1) Reach Out to Your Database
Focus on your sphere of influence and referrals. Call, email, text or message everyone in your database and offer a complimentary market evaluation. This evaluation is valuable to people within your database and can offer you insights about potential prospects. This could help identify who may be interested in selling or buying at this time.
2) Get Social
Create a compelling, branded image that offers anyone a complimentary market evaluation. Post it on your social media platforms with instructions on how to request your services. Social Media is used more and more and people trust what comes up on their news feeds.
3) Increase Your Prospecting Efforts
Make sure you are delivering value in every conversation you have. Then comes the time to ramp up your prospecting efforts and increase your face time with potential buyers and sellers. Make sure to diversify your prospecting effort from client events to telephone prospecting and open houses.
4) Get Involved in Your Community
Join local organizations or volunteer somewhere in your community. Sponsor a kid’s team and attend the games, participate in charity drives, recycle events, coordinate a community garage sale, or a neighbourhood watch program. Getting involved and giving back is a simple way to get your name out there as a person of character and values.
5) Build Strategic Alliances
Create mutually beneficial relationships with stagers, mortgage brokers, lenders, home inspectors, credit councillors, bankruptcy trustees, real estate lawyers, bankers, builders, contractors, and local businesses. These relationships can help not only you but all parties involved and people will be more open to give you business and referrals.
6) Create a Analytics Based Email Campaign
People love stats and facts and more clients will read emails on market stats (especially in a challenging market) than any other email. Create charts, graphs or a visual grid of the key market stats clients need to know. Send out by email monthly or more frequently if there is a change in the market. Consider offering the Market Update on your website to capture email subscribers. This again offers value to people within your network.
7) Develop Your Script
Practice and internalize your prospecting dialogues, listing presentation, buyer presentation, showing property questions, price reduction and objection handling sales scripts. Changing your words will ultimately devalue what your message is so you must be focused when the time comes.
8) Set a No Goal
Block 2 or 3 hours of undisturbed time per day to prospect for new business. Your success will be determined by how many new leads you can generate. Lead generation is nothing more than a numbers game. The more people you talk to, the more leads you can find. You are going to get a lot of no’s, but stay committed to the process and some are going to say yes! Do not leave work until you have reached your goal.
9) Follow Up
All of your prospecting efforts are lost if you don’t follow up. Never miss calling or contacting a lead in a timely fashion after you have made the connection. You could add more deals to your business with fast and better lead follow up.
10) Constantly Ask For Business
Ask everyone if they know someone who may be interested in buying or selling real estate. Also ask if they would be comfortable referring you to assist them. Ask the questions, and be unattached to the outcome. Your business depends on putting yourself out there and capturing as much business as you can. The more deals you ask for and close the more credible you will be as an agent.
We at Colour Tech are dedicated to providing you with the highest quality personal promotion products in the shortest time frame at the best possible price. Contact us today for a complimentary marketing consultation.
“I use Colour Tech because I get what I want in terms of quality and price, and don’t have to worry about details. Continue your focus on excellence.”
Fred Crockett, Royal LePage Burloak RES, Burlington, ON