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March
26
26
5 Lead Generation Mistakes to Avoid in Real Estate
Real estate lead generation is different from finding leads in other industries. In other business to consumer industries, people make quick decisions. Real estate is more like a business to business transaction—each lead needs months to consider before taking action.
During that time, prospective home buyers often do plenty of independent research. They want help from an expert who'll verify or correct their hunches and help them navigate the transaction.
With all that in mind, your goals as a real estate agent are:
- Meet your leads wherever they are in the process and find ways to educate them.
- Maintain and develop a relationship with your leads until they are ready to act.
- Foster trust by providing clear evidence that you're the expert your leads need.
Most big errors in real estate lead generation are failures to do these things. So, what are the key mistakes in lead generation you need to look out for?
- Failing to Capture Leads on Your Website
Your website is your #1 lead generation tool in 2019 and beyond. But is it set up to work for you?
Since most people won't be ready to buy or sell a property when they first hear of you, your site needs some way to attract and hold their attention. In digital marketing, the best way to do this is with a lead capture form that will add them to your email subscriber list.
People will trade the privacy of their email for information that helps them make decisions. A detailed report on the local real estate market or neighborhoods may be exactly what they are hungry for. Then, sending additional content to them over time will foster trust. - Neglecting to Follow Up With Your Leads
All sales involve following up. In fact, good follow-up is often the difference between success and failure. Following up as a real estate agent starts with the moment people first contact you. If you are able to return a request for information in an hour or less, it will make a tremendous impression. From there, use email or social media to check on a lead's progress. - Forgetting to Ask Your Customers for Referrals
Referral business is a vital part of the real estate puzzle. Over the course of a few years, you could find anywhere from 25% to 50% of your business will come from referrals. That all starts with remembering to contact your customers shortly after closing day. You can not only ask about prospective referrals but also collect testimonials for your website.
Just like you, your customers will occasionally run into friends and family members who need a real estate agent. Contact them on major anniversary dates to see if they can recommend anyone. - Not Keeping Track of Your Leads as They Develop
The days of using Excel to track your leads are over. An organized, efficient approach will save you time and, ultimately, help you make more money. They DeltaNet is an excellent way to keep track of this data. - Failing to Keep Your Site Updated
Your website is the first impression each person has of you and your business. Keeping it fully updated with helpful, informative content is the cornerstone of all your marketing. People won't become your leads if they don't have a clear idea what makes you different! They get those insights from your site.
To learn more about real estate lead generation in the digital era, contact Delta Media Group.
