It is essential to learn how to capture real estate leads for the success of your sales strategy. Here’s how to make this attraction and leverage business!
Capturing real estate leads is essential if your company is looking to win new business opportunities. To do this, it is essential to know the strategies that can be used to attract potential customers through online and offline resources.
In this article, we deal with practical tips on how you can raise funds and choose the types of strategies that best suit your business. Learn more!
Increase your sales with lead generation
Table of Contents
First of all, do you know what real estate leads are?
Essentially, a lead is considered a potential customer who has given their contact details to a company. Leads can make these contacts available after visiting your real estate company’s website or social networks, for example.
Usually this also happens when showing interest in receiving educational material by email, such as an eBook or a free course.
Therefore, the real estate lead is considered an opportunity that your company is already aware of and that has shown some kind of interest in your services or products.
As a result, your business can get back in touch with leads in order to offer more details about what you sell. Lead generation is essential for your real estate agency to perform better against the competition.
This is because this strategy is able to attract new customers who, in addition to closing deals, can be delighted with the quality of your service and contribute to your company’s reputation.
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Discover 3 Ways to Generate Real Estate Leads
Faced with the need to generate leads for your real estate agency, it is interesting to know three ways to get the contacts of these potential customers. Check!
- Inbound marketing
Initially, inbound marketing is a strategy that aims to attract and win customers through the production of relevant content. Therefore, it is a process that considers four stages: attract, convert, sell and delight.
- Outbound marketing
Outbound marketing also remains an important process for attracting real estate leads. Unlike inbound, which is a more passive process, with outbound it is possible to approach your real estate company’s potential customers actively.
- Referral Marketing
In addition, another alternative that can be part of your lead attraction strategy is referral marketing. With this, anyone has the possibility to indicate potential properties that can be part of your real estate portfolio.
Thus, your business makes contact with the owner of the property. If he is interested, the property can be advertised in your company. It is possible to generate a reward with the success of this referral, for example.
How to generate real estate leads with inbound marketing?
It is possible to attract customers through inbound with the use of some tips that we will detail below.
Define your persona
It is essential to know well who the personas of your real estate agency are. This term refers to a customer profile with specific characteristics. It is interesting to collect data that respond to particularities such as these:
- age
- profession
- Place where you live
- Hobbies
- Media you consume
- Life Concerns and Goals
- What to take into account when choosing the services of a real estate agency
Offer exclusive content
Then, it is essential to create content that meets the potential customer’s buying journey. Funding can be done through a value offering related to the real estate market.
So, it is interesting to offer rich content that solves a problem of your persona related to the real estate negotiation service.
You can offer an eBook that guides the persona to choose the ideal apartment, a spreadsheet to plan the costs of owning a home, a checklist with the items needed for a move, among other materials.
Elaborate on data collection
One of the main ways to capture real estate leads with inbound marketing is through landing pages. These pages offer the possibility for your potential client to register data, such as name and email, among other information relevant to your real estate agency.
Thus, you can briefly present the exclusive content you have already prepared, such as eBooks, as well as use an attractive CTA (Call to Action). This call to action should use persuasive language to convince your client to agree to give up their data in exchange for the material.
How to generate leads for real estate with outbound marketing?
As we have already mentioned, outbound is a more active fundraising strategy. Read on to understand more about how to put it into practice.
Use telemarketing
Calls to your contacts can be an opportunity to present information that shows the authority of your real estate agency. To do this, you can restore old customer contacts. A good tip is to make this connection more personalized, in order to offer the most appropriate solutions to your pains.
Utilize print media
The development of flyers and flyers is also a way to impact a large number of people, just as conventional billboards can be used to bring great results to your real estate agency.
Another possibility is to partner with establishments and fix banners.
Bet on events
It is also important to be present at events in the real estate segment to facilitate active prospecting and close new contracts for your real estate agency. In addition, your company’s brand can become better known, and it is possible to establish business partnerships for your venture.
How to generate real estate leads with referral marketing?
It is common for referral marketing to be done in an informal manner in the real estate industry. However, systematizing referral programs can generate significant returns. Here are some tips on how to do this.
Offer good service
For starters, it’s essential to invest in a good service to meet your audience’s expectations. Thus, offer a humanized service from the first contact with your real estate customers.
It is also essential to be available and provide various ways to contact your clientele.
Invest in after-sales
One of the main obstacles that can hinder the level of referral of your real estate company’s services is the satisfaction of your customers.
Therefore, get in touch with your clientele after the negotiations close, in order to understand if the service was the way you wanted.
Offer rewards
Offering rewards is also an increasingly common way to generate leads for your real estate agency.
Analyze the possibility of having financial returns for customers who refer properties. This consideration can be made when the property enters your catalog and/or at the time the lease/sale takes place.
How to choose the best strategy for attracting real estate leads?
Generally, the combination of all these strategies may be the most appropriate for your business. Therefore, understand what the objectives of your real estate agency are and prioritize the most appropriate form of funding.
If your company has ventures in several cities, it may be more advantageous to focus on the inbound marketing strategy, for example.
On the other hand, if your real estate agency has a more local operation, the use of print media and billboards can be assertive. In this sense, evaluate the cost-benefit and the chances of conversion.
How can a CRM help with lead capture?
Having a CRM (Customer Relationship Management) focused on Customer Relationship Management is a competitive advantage for capturing real estate leads.
This is because this tool makes it possible to manage real estate, as well as customer contacts and your real estate company’s digital media.
