REAL ESTATE INVESTING - LEARN IT - DO IT: THE 51 KILLER WAYS

Imagine an office full of ringing phones and inboxes overflowing with emails from prospective clients. Imagine agents and brokers hustling to fulfill the home buying and selling dreams of countless customers while the checks roll in and profits soar.

It’s not an impossible dream, but in order to make that vision a reality you must generate leads, and those leads must be managed and cultivated wisely so that you never miss an opportunity to connect with a customer and sell a property.

If you’re looking for optimal lead generation strategies, then look no further! Whether you’re an experienced real estate professional or just starting out, knowing how to effectively generate leads is key to your business success. We’ve wrangled up 51 of our best killer ways to help you increase client connections and make those sales!

Lead Generation Basics

1) Ready to dive in and learn all you can about reaching out to buyers and sellers and growing your real estate business? Take an online step-by-step guide that will quickly and easily guide you through the process of following up on leads and transforming those prospects into clients.

2) We all know that one of the biggest challenges regarding inventory is getting your listings in front of interested buyers. That’s why it’s important to use every resource available to promote your listings and expand your online audience.

3) Interested in converting more website leads into sales? Here are 5 easy steps that are sure to transform interested browsers into engaged and proactive customers:

• a)Make sure your contact info is front and center on every page of your website.
• b)Create a dedicated “Contact Me” or “Contact Us” page or form.
• c)All of your contact information should appear next to listings on your site and on your single property websites.
• d)Add a mortgage calculator.
• e)Include buyer and seller resources.

4) Working in real estate is a bit of a juggling act. With such a busy, jam-packed schedules, it’s easy for something to fall through the cracks.

5) Collecting leads is not enough; you need to turn those potential customers into actual clients! Here are 7 tips to rock your lead conversion and turn prospects into profits:

a)The real key is to start with setting up the right channels that position you as the resource, expert and authority to make prospects want to work with you

b)Are you offering information and data that creates distinction in your marketplace?

c)To ensure a successful conversion rate after the initial attraction of a lead, your next step is to deploy a consistent nurturing campaign.

d)Track your lead conversion.

e)What is your retention and re-engagement strategy?

f)Don’t give away your expertise without one key action

g)Use the power of implied endorsement in your marketing matrix.

6) What if you never had to worry about another lead? With these 4 proven strategies, you can create a seamless lead generating system that attracts, engages and converts prospective clients into paying customers:

a)Put Your Best Photo Forward

b)Write an Attention-Grabbing Headline

c)Use Real Estate Abbreviations Wisely

d)Always Include Your URL

7) In today’s competitive real estate market, it’s not enough to simply have a website and a social media account, you have to be able to measure whether or not these Internet tools are helping your business grow. We all know that Google is king when it comes to online data.

8) Chasing empty leads wastes time and money! This webinar “5 Steps to Massive Lead Conversion Made Easy” shows you how to prioritize prospects for more effective follow-up and turn suspects into loyal advocates:

a)Make sure you have a responsive web platform with lead capture tools

b)Go global for more leads. Don’t limit yourself to your local audience.

c)Get social! Make sure buyers and sellers can find you and your channels when they search.

d)Use video to showcase your resources, knowledge and personality.

e)Use scripts to convert leads. Get some sample scripts when you watch the webinar recording.

9) Classified ads are a traditional and familiar method of real estate advertising, and they are still one of the most effective tools to reach out to prospective clients. Whether in print or online, these 4 tips for great real estate ads can help you create listing ads that get results:

a)Get the tools that help attract the lead and keep them connected throughout their commitment process to buying or selling.

b)Do you give your expertise away? Very feels strongly that agents could get more leads, but most fail to include a call to action to bring the casual prospect into a “conversation” that breeds more engagement.

c)Want more leads? A key action is to become a specialist with services that are targeted to a specific market segment

d)Buyers and sellers only want what they want, when they want it. Be ready 24/7 with a full arsenal of information, reports and updates that keep the prospect coming back for periodic visits.

Proven and Effective Lead Generation Strategies

10) Your customers are your most valuable asset, don’t let them go to waste! When nurtured and serviced after the sale, your client relationships can open doors for easier prospecting, endless referrals and repeat business. These 10 database management strategies can help you turn previous customers into future sales.

a)Customers are your most important asset – you have to realize that they are critical to growing your business.

b)It’s easier to sell an existing customer.

c)Save 5 times the marketing dollars.Forrester Research reports that in today’s market, it costs five times more to acquire a customer than it does to keep current ones

d)Build your database effortlessly, cheaply and easily. Many agents are so busy working with current prospects that they can’t keep up with prospecting for new customers.

e)Need to figure out a way to entice past customers back to your business? A good old-fashioned phone call with a follow up handwritten thank you note can do the trick.

f)How about a Five-A-Day Contact Program? It’s always easier to make small steps that have big impact! Start your day with a colorful piece of paper with 5 names of past clients, referral sources or solid prospects. A simple script may be:

“Hi! This is (your name). I was driving through your neighborhood and thought I would check in and say hello. Let me know if there is anything I can do to answer questions or serve your real estate needs.”

g)Send a note! If you are just plain embarrassed because you haven’t connected, think about sending a fun note that states, “I’ve missed you!”.

h)Throw a party! Every year one of the most successful agents in the Chicagoland area threw a fun summer outdoor party for all of his past clients and strategic partners.

i)Be visible in the community. Set up like a charity event for your local town or community.

j)Be a resource! Set up monthly or quarterly real estate events so that people can learn what they need to do to buy or sell real estate

11) Finding leads is not enough; you still have to turn that possibility into a probability. By following 3 simple steps, you can ensure that you’re well positioned to snag that prospect and advance that relationship into a closed client.

a)No web presence that allows for lead capture. If your prospect can’t secure additional housing data or reports from your site, you have lost that initial connection, and you can be sure that prospect will move on to higher service options.

b)No differentiation. If you can’t offer more than housing data, what makes you stand apart from the piles of real estate options available on the web?

c)No personalized, automated follow-up drip systems. With over 98% of all buyers searching online, each with a different timeline and motivation to buy or sell, you must have a process in place that will nurture and incubate that prospect until they are ready to contact a real estate professional…you!

12) Collecting leads is only part of the puzzle. The best way to make the most of your potential clients is to prioritize them based on their value. Learning the ABC’s of grading leads can help you streamline your monthly processes and convert the hot prospects into even hotter sales.

13) Feeling like you’re in a rut and have exhausted every avenue when it comes to lead generation? Sometimes it helps to begin again with a few practical tools that can restart and refresh your efforts, like these 7 easy steps to better prospecting:

a)Become an Expert

b)Collaborate with Local Businesses

c)Stay Current

d)Seize Market Opportunities

e)Scout Close to Home

f)Host Workshops

g)Explore Old FSBO Listings

14) With multiple funnels channeling potential clients to your business, you’ll never experience a lead drought. These 7 hot tips can help you set up systems to handle all incoming prospects so that valuable potential clients are prioritized, and you can avoid getting caught in a cycle of dead ends and lost potential:

a)Get clear on the lead generation business.

b)Use a website that offers automatic lead capture and lead drip systems that work while you don’t.

c)Think of what information you would find valuable coming to you on a regular basis.

d)Leverage those business professionals and their contacts that you do business with every day.

e)Make it a practice to “have lunch” law of reciprocity works just great to help you, too.

f)Focus and concentrate!

g)Follow up with past clients.

15) When it comes to real estate prospecting, you need to invest consistent time and energy to get results. By blocking out segments of your day to follow up with potential buyers and sellers, you can secure more qualified leads and make more sales – here are 3 ways to help you make a schedule that sticks:

a)Set up a prospecting calendar. As an example, start small and plan to prospect only 30 minutes every day five days a week.

b)Staring at the phone isn’t really prospecting, but connecting with people who can help you find qualified buyers and sellers is! If you don’t know where to start, begin with a more comfortable level of engagement.

c)Prospecting isn’t just about calling, warm or cold. With the survey information you gathered from your calls, send out a hand written thank you note and enclose a copy of the survey results.

16) Short on time? The problem isn’t time management, it’s YOU management. Get time tips to increase your productivity, profitability and prospecting.

17) Don’t get stuck in the past! What “used to work” isn’t enough anymore, you have to find new ways to engage your prospective customers and stand out in the marketplace. Follow these tips to refine your marketing and pull in leads:

a)Instead of reporting national real estate statistics, target what has transacted locally.

b)Include information about local events that impact real estate in your area.

c)Do a weekly video property update using a simple webcam and post it on YouTube.

18) Client retention is the backbone to getting more sales. These 3 tips for better productivity can help you organize your schedule and enable you to work more efficiently, generate more leads and increase income without spending fruitless hours tied to your desk.

a)Daily: You might feel a tad embarrassed or find it awkward to reconnect with past clients, prospects and your sphere of influence if you haven’t done so, but a simple call will work. Start with a list of 5 names per day and make 5 contact calls to simply say you were thinking about them as you drove through their area and wanted to say hello, find out how they are doing.

b)Weekly: Take your calendar from Monday through Friday and block out one hour of prospecting as a non-negotiable activity appointment. This is your time to follow up on web leads, floor time calls or responses to ad calls. If you have no incoming leads, it is time to examine your website to be sure you have incorporated a lead capture/lead incubation as people are looking for property online 24/7.

c)Monthly: Check out the calendar and identify which holidays or events might be scheduled in that 30-day period. Look for local opportunities to be of service to a particular group. As an example, if there is a holiday, start planning in advance to spearhead a donation or charity activity that directly benefits a group in your local community.

19) Digital technology is instrumental to boosting productivity and streamlining your business.

Online Content for Lead Generation

20) Its often said that in today’s online marketing environment “content is king” – but what does that mean? Webinars by Real Estate Investors will help you create quality content you can use online to drive traffic and turn leads into customers.

21) Your digital neighborhood is a place where you can generate content that will promote your brand and mold prospects into clients. Get tips on how to use online marketing tools to build your base, tweak your approach and generate leads.

22) Looking to start a real estate blog? What took you so long?! Content creation is a fantastic way to increase business and establish a positive image with potential clients. Bill Gassett’s lays out 7 ways easy steps to help you begin. Stop stalling and start blogging!

a)Pick a great platform

b)Write about topics that encourage both local and national interest

c)Answer questions that people are asking Google

d)Become a local expert

e)Get familiar with social media marketing

f)Build relationships with other real estate bloggers

g)Learn the Basics of SEO and Content Marketing

23) Your website is often your first introduction to a potential customer. Research elements of great web design will ensure that your site hooks leads and expands your marketing potential.

24) There’s a fine line between intriguing and just plain weird. When it comes to online marketing for real estate, sometimes a unique approach is your best bet, but it can also backfire.

Networking, Cold Calls and the Art of Email

25) Real estate conferences and conventions are great places to connect with other professionals and expand your sphere of influence. Here are some do’s and don’ts of networking to help you get more leads and turn strangers into valuable business contacts:

DO’s

Smile. Is anything more intimidating than a stranger with a scowl? Invite conversation by smiling and making eye contact to let others know you are ready to interact.

Find Common Ground. Find a common interest that you share and then talk about it – even if it’s not work related

Ask How You Can Help. Instead of asking someone what they can do for you, ask what you can do for them. Say, “I’d love to learn more about what you do so I can send referrals your way.”

Connect Online. Connect with your new contacts online as soon as possible.

DON’Ts

Forget Your Business Cards. This one may seem like a no-brainer, but we’ve all done it at some point or another. Make it easy for people to contact you after the show by remembering to pack a healthy stack of business cards.

Be Negative. Resist the urge to talk negatively about your industry, your area and your competition – even if you tripped on the stairs, spilled coffee on your shirt and accidentally left your business cards at home.

Spend Too Much Time on Your Smartphone. It is hard to mingle if you’re glued to your smartphone. Some people may think that working on their phone during a networking event makes them looks busy and important, but we know that it discourages conversation and future relationships.

Overindulge. Of course you shouldn’t drink too much at a professional event, but you also shouldn’t eat too much (how will you talk if your mouth’s full?), talk too much (have you heard about the benefits of active listening?)

26) Sometimes all you need is an email address to send a text message to a prospect. Find out how to use your phone to get in touch with website leads without having their phone numbers.

27) Phone conversations are still one of the best ways to interact with potential customers. Stop avoiding the phone and use these 5 tips to conquer call reluctance so that “taking a call” stops being a chore and starts being a fruitful (and fun) part of your daily business practice:

a)Accept that there is a natural tendency to avoid calling strangers.

b)Scripting can be a great solution.

c)Set up a specific time and number of calls you plan to make

d)Call reluctance is just another form of procrastination.

e)Winners are willing to do what losers are not.

28) You’re not alone if you suffer from call reluctance, but a small attitude adjustment can help improve your prospecting and generate more leads. Overcome “prospecting phobia” and establish an effective plan of action with these 6 easy prospecting dos and don’ts:

a)Do overcome “prospecting-phobia” by starting with a real plan of action.

b)Don’t think of prospecting as an all-day event.

c)Do track the return on your investment of time that you get from prospecting.

d)Do schedule short prospecting blocks of time on your schedule every day.

e)Don’t blame the slow market for your lack of leads, but rather how much information, research and surveying you’ve done to reach out to your communities.

f)Do you use social media channels, like Facebook, but not seeing huge results? Don’t post listing information, post LIFESTYLE tips and events related to the area around your listings and you will see higher engagement!

29) Leads can come from a variety of sources, including your phone! It only takes a few minutes to answer that call, and with these 3 tips for better phone etiquette, you can make sure you never squander this valuable asset:

a)Answer your voicemails.

b)Check your leads daily.

c)Moderate your Facebook, LinkedIn and text messages.

30) Do you ever avoid making a call you know you need to make? Try these simple phone strategies to make the process a more manageable part of your day:

a)Start by targeting a specific group. You may want to connect with your weekend leads, web leads, open house sign ups or a certain number of calls based on your geographic farm.

b)Develop a script. You don’t have to say a script word for word, but think through what questions to ask so that you can continue and engage in a conversation that results in the prospect asking for your help.

c)Continue to contact. Most agents quit after making only 3 contacts with a prospect, thinking they will call back when they are ready to buy or sell.

d)Be sure to employ your strategic partners! Get permission first from your prospect, then ask your loan professional to contact them to determine their purchase power.

e)Figure out what time of day you get the most responses. You can do this by keeping a good record of when you are able to connect more easily with the prospects.

31) Staying top of mind is essential to lead generation. Drip email campaigns are a powerful tool for keeping in touch with past, present and future clients.

32) Sometimes after a long workweek, it seems impossible to write even one more sentence, but we all know email campaigns are essential to drum up businesses and connecting with prospects.

Social Networking Works

33) Skeptical about social media’s ability to generate leads and improve your business? Leverage the power of Facebook, Twitter and other channels to establish powerful client connections and integrate your brand marketing.

34) LinkedIn isn’t just for job seekers and recruiters, it’s morphed into a powerful business tool for professionals looking to connect with colleagues, clients and prospects. These 9 tips for using LinkedIn can help you make more contacts and source more leads:

a)Complete your Profile thoughtfully.

b)Use your Summary section wisely.

c)Consider a business account.

d)Use “People You May Know” to expand your network.

e)Find peers and prospects using Advanced Search.

f)Join relevant local and professional Groups.

g)See who’s viewing your Profile.

h)Recommend influencers you’ve worked with.

i)Post savvy updates.

35) How can you use LinkedIn to create a commanding online footprint? These 4 LinkedIn strategies can help you turn this online network into a powerful prospecting tool:

a)Complete your LinkedIn profile – start with a professional photo – then include pertinent information about what you do and how you do it.

b)Do a search and find out who is in your “network” and ask them to join you.

c)Launch, join and engage with LinkedIn groups.

d)Create a plan that will continue to add value to your LinkedIn profile by posting articles, reports and blog posts.

36) Sometimes we can approach online marketing with more hope than practicality, but the truth is only a customized and purposeful marketing plan can help you attract, engage and connect with potential clients.

37) Homebuyers and sellers are increasingly turning to the Internet for all their real estate needs, but how do you turn those online prospects into actual customers? The first step involves learning to effectively use online real estate marketing technology.

38) In real estate, it’s all about location, location, location… is your website positioned in the best way possible to generate leads and connect with potential clients? If you’re not sure where to start or how to expand your web presence, we’ve got you covered with these simple online marketing strategies for real estate agents:

a)Build a Single Property Website

b)Curate a Pinterest Board

c)Join a Google+ Community

d)Buy Facebook Ads

e)Share a Home Tour on YouTube

f)Create a Facebook Event for Your Open House

g)Write a Blog Post

h)Update Your LinkedIn Status

i)Instagram Lifestyle Photos

j)Live Stream a Tour

k)Give a Shout-Out to Someone Else

39) Real estate can be a serious business, but that doesn’t mean you can’t have a laugh once in a while. By creating your own real estate memes, you can lightheartedly interact with clients, colleagues and prospects.

40) Homebuyers have questions, and by positioning yourself as their “go-to” agent with all the answers, you can turn prospects into clients. One way to engage with potential customers is to post an FAQ to your website and blog.

41) Facebook is prime marketing real estate, which is why it’s important to use it wisely and present yourself professionally and effectively. Create dazzling cover images with these 5 Facebook photo ideas for agents:

a)Start with an eye-catching image.

b)Add your contact information.

c)Brand it to your business.

d)Include a call to action.

e)Update it strategically.

42) Facebook ads are a great way to drive traffic to your website and reach a broad target audience. Here are 5 tips to help you start creating Facebook ads for real estate that will generate leads and connect with prospective clients:

a)Define your goal before creating your ad.

b)Create a Custom Audience to target your existing prospects.

c)Highlight a single listing with quality photos.

d)Use a call to action and lead with a question.

e)Skip the ad – and boost your post!

43) Can you really make money with Facebook? You can! Here are 5 easy ways for real estate agents to make money on Facebook:

a)Build SEO Ranking – Facebook business pages rank on Google while personal pages do not. Get Tricia’s tips to use Facebook to become more visual to search engines.

b)Target and Niche Market – There no rule that says you can only have one Facebook business page. Learn how to build an audience and become an expert on Facebook for your niche market.

c)Leverage MLS Searches – Explore your options when it comes to posting listings on your Facebook business page.

d)Create Powerful Lead Capture Apps – Implement Facebook Apps to capture more leads. Our free Point2 Agent Listings app is easy to install yourself.

e)Run Ads that Get Focused Leads – All the steps and finer points of running inexpensive ad campaigns on Facebook to get exactly the leads you want. Learn how to target by age range, area code and even interests

44) Can social media actually help you grow your real estate business? Study after study has shown that online channels are highly effective in generating solid leads, and with over 1 billion Facebook members, it makes sense to establish a business presence on this giant social media platform.

45) Whether you’re an old pro or just starting out, when it comes to social media marketing it’s always a good idea to make sure you’re staying safe online. Keep you and your personal information secure while networking online.

A Picture (or Video) Is Worth 1000 Leads

46) Online photos drive traffic and engage users. Utilizing social networks like Facebook, Instagram and Pinterest can help you tell the story of your property through images and draw in prospective clients.

47) If you’ve already started using photos to showcase your listings, bravo! But did you know that there’s a fine line between too many photos and not enough? Figure out the optimal quantity of listing photos to generate leads.

48) Used wisely and efficiently, video is a fantastic tool to encourage engagement with clients and prospects. With these 7 killer ideas to get more leads using video, you can connect with current and future customers in a powerful new way.

a)Consumers have a short attention span! The average attention span in 2012 was 8 seconds, down from 12 seconds in 2000 (Dr. James McQuivey of Forrester Research).

b)Lifestyle is key. NAR reports that the largest segment of buyers has been in the GenX/Y segment of the marketplace. This group has proven that they are as interested in the “lifestyle” around a property as the property itself.

c)Trust is the key to customer engagement and critical to get their ultimate responses. Posting testimonials from happy customers or affiliates helps the consumer make an informed decision based upon “implied endorsement”.

d)Watching a minute of video is reported to be the equivalent of reading 1.8 million words. Use video to communicate information in a short but engaging minute of time to reach more people.

e)Want to be the celebrity authority in your marketplace? One very successful agent in Canada taped a simple video report on the ranking of the schools in her area. Susi saves new buyers time and effort by reporting the current school rankings with a video update that is available on her website.

f)Showtime! One of the most fun aspects of using video is that it provides an immediate experience of who you are.

g)Want to pump up the power of your email? Hubspot reports that using video in your email marketing will generate 2-3 times higher click-thru rates than a standard all text email.

49) Do you dread cold calls and prospecting over the phone? Why not use these 6 tips for video to raise your profile and reach out to future clients? The use of video, done well, can propel your prospecting right into the profit zone!

• a)Set up your own CHANNEL on YouTube.
• b)Develop a video posting calendar so you can post in a logical and valuable way.
• c)Interview the homeowners in the area.
• d)Consider creating a special Facebook page for a specific development, town or area that you serve.
• e)Using video can also provide excellent ‘implied endorsement’ by happy buyers that have just closed on a property after working with you.
• f)To create real “celebrity status” invest or make your own microphone “flag” box. You see them all the time on television.

50) Interested in using video as a lead generating tool, but not sure where to start? Here are 4 ways to incorporate video into your online marketing strategy:

a)Don’t just be on YouTube.

b)Invest in a good hand-held external microphone. Good audio is a must for engaging videos that draw people in and make them take notice.

c)Interview local business owners. Record them telling you why they love serving the community.

d)Shoot short 1-2 minute interviews featuring local experts. Good people to interview include home inspectors, contractors or decorators.

51) Make real estate investments close by. Buy property within two hours away by your favorite mode of transportation. Venture further only when you really know another real estate market and regularly find yourself there for other reasons or you've found an excellent property manager.

Visit : http://cabpropertiesllc.com or Schedule Your Consultation with Mike Today! Call Us Today 815-955-1271