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Buyer Lead Generation Tactics

Written by Lars Hedenborg on November 30, 2017

Buyer lead generation is one of the cornerstones of any real estate business, but getting leads in today’s market can be a lot harder than it sounds.

There are truly limitless options when it comes to ways to generate buyer leads, but one of the best ways I’ve found is internet leads. And there seem to be new websites and advertising platforms popping up daily. So, how do you make the most of your time and your resources and choose the best one? You need to have a system. 

Not only do you need to make sure you are tracking your ROI on every marketing dollar you spend, but you need a system to follow-up and nurture your leads every step of the way.

18-Touch System

The first thing you need to understand is that internet leads are not leads, but instead forced registrations. Buyers who are ‘registering’ as internet leads are typically looking through a TON of sites. So, each buyer might have 12 active lead files at any given time.

This means that building a relationship with each lead requires a lot of effort. But, the good news is there are plenty of ways to automate your follow-up process. For every buyer lead that comes through my office, I have an 18-touch sequence that every individual goes through consisting of:

  • 10 Calls
  • 4 Text Messages
  • 4 Emails

This allows me and my team to know that each potential new client is receiving top-level, consistent service no matter what.

Prepare for the Long-Term Play

18 might seem like a high number, but with internet leads, you could be looking at 12 months or more before that person decides to buy a house. With any buyer lead, especially internet leads, it’s important to keep in mind the long-term play.

Learn more critical real estate principles from Real Estate B-School by watching this week’s B-School Inside Look below.

Learn more about how effectively run buyer lead generation in your business by scheduling a no obligation free strategy session today!

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