Listing Lead Generation Tactics
Listing lead generation is the Holy Grail right now as inventory levels are beginning to dip in every market.
It is a severe issue practicing real estate in this market. Even if you are performing at a high-level selling 100 homes per year, it is difficult to get all of the things that used to work to work at the same levels that used to.
Recently, I hosted a mastermind with our highest level members. These are folks that are making over a Million worth of gross commission income. In an attempt to stay ahead of this listing shortage I asked them to put it all on the table so we could all see what’ everyone is doing in their business for listing lead generation.
We found six low-cost opportunities to take you from connecting with a homeowner that is interested in selling, giving a listing presentation, securing a contract, selling the property and finally getting paid. All while maintaining our number one goal of serving them in a high-level
While I know this might seem like a no-brainer, This is something I use in my business at this point. It is well-balanced between outbound and inbound using tactics like finding expireds, FSBOs, and circle prospecting. Those should be tactics that you’ve employed in your business to keep up with prospecting in a scarce market.
I use auto-dialing services like Red X Vortex tool http://www.theredx.com/vortex/ which drive my capacity to the next level regarding being able to get data, phone numbers, email addresses, etc.
Direct Response Marketing
I grew up old school direct response marketing with Dan Kennedy styled mail outs. Each month we mail to expireds and FSBOs in our market which resulted in last month in 63 expireds calls into our office asking us to sell their home.
When we identify that their home has expired, we send them something in the mail. It doesn’t have to be fancy, just one piece in the mail asking them to pick up the phone and call us and it has been consistently working in the past few months in my own business!
Database & Referral Marketing
With database and referral marketing you can you work at a high level, and whatever script you want to use, I’d suggest following this general outline:
This is Lars with _________. I have aggressive goals for 2018 and right now we are in a really difficult position in the market there is just no inventory. Do you know anyone who is looking to buy or sell a home or invest in real estate in the near future?”
This has been working really well for my team and me. When you’re networking, make sure you are challenging yourself to get out there and make contact with people in your community. You’re making relationships mostly out of thin air, so get out to a football game or a community event and start making connections.
Everybody that you have as a buyer you should be asking them if they have a home to sell. This is another pretty basic tactic, but make sure you’re making a conscious effort to ask everyone you talk to ‘by the way who do you know that was looking to buy or sell a home?’ You’ll be amazed at the response you’ll get.
We all know about Open Houses but here’s a twist: market open houses with the intent to get sellers. You could do a neighbor only or neighborhood exclusive open house where you could do a shorter time slot.
The intention here is to help them pick their neighbor, and you want them to see the house in their neighborhood. Through this, you may be able to find out who might be looking to sell as well who might want to know the value of their own home.
When you’re marketing to your list, you might want to use the word ‘you can call anytime,’ ‘no obligation listing’ or that sort of thing to optimize your current traffic. When you do this, make sure you’re ready for responses and make sure the phone is monitored 24 hours a day.
With list marketing, you’ll need to do whatever it takes to make sure every lead that’s registering your website is as followed up with right away. Plug them into your CRM and ensure they’re being followed up with properly so you know you’re providing a consistent level of service to al prospects.
You can’t do it all at once and at Real Estate B-School we go deep into all these systems and prioritize them for a client regarding which ones they need to get after first for the highest return on investment RoI. Make sure you’re prioritizing and making the most of your time every day.
Watch this week’s video for more information on listing lead generation and how you can take the next steps in growing your business.