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8 Ways to Generate Real Estate Listing Leads (VIDEO)

With an expired listing, it is possible for the owner of the property to receive upwards of 300 calls within the first 48–72 hours. Imagine that experience of the homeowner, they listed their property with a real estate agent and the house did not sell. Then they get bombarded with calls from Agents wanting to re-list the property. Talk about an emotional roller coaster.

Yes, you read that right 300 calls within 72 hours. We have spoken with people who have turned off their phones, taken them off the hook, and changed their voicemail. However, the statistic is that the average expired listing is ready to re-list the property for sale 45–90 days after the expired listing. This means based on this math you are better to skip the follow-up with this lead within 72 hours. And start contacting them 14 days and continue to contact them for 90 days after the date of their expiry.

Why Generating Leads After 14 Days?

Because this allows the noise from all the other real estate agents to completely fizzle out. Most agents will have given up within the first 72 hours where you can stand out from the noise. Follow-up allows you to win the game. The advantage is for those agents who want to win there are plenty of tools you can use for follow-up. Tools like HelloAlex.io but the list is long and you can choose your preference. What is clear from all the noise in today’s market is. The Agents that continue to show up, and show up using Omni-channel touchpoints are the agents that win. You need to be top of mind when your leads fall into the 3% category.

You can no longer just you one channel of communication with your leads. Agents need to use all or as many of these channels as possible.

1. Facebook Retargeting

Running advertisements that only target your leads, based on their lead status and run campaigns for at least 90 days for lead status.

2. Google Retargeting

Running advertisements that only target your leads, based on their lead status and run campaigns for at least 90 days for lead status.

3. Bing Retargeting

Running advertisements that only target your leads, based on their lead status and run campaigns for at least 90 days for lead status.

4. Ringless Voicemails

This sends a message directly to the voicemail of the person.

5. Text Message

You need to be aware of Text Message laws and always gain consent for the conversation.)

6. Direct Mail

This includes Postcards and Letters. What you should do is vary the types of postcards and letters that you send and always send them as part of a 3–7 part sequence.

7. Print Newsletters

As much as people want to go digital and email only. Print Newsletters stand out and get attention. An email lives for 3 seconds and then is dead. However, a newsletter can sit in front of your lead for weeks. They can engage with the crossword or recipe cards for weeks or months.

8. Outbound Phone Calls

Your goal is 200 new telephone conversations per week, with your new or old leads. The good news is that technology today allows you to create campaigns. This is just automating the sequence of events that happen based on the lead source or lead type. That allows you to know you have a baseline of communication that happens with your leads. To become an awesome agent that wins the game of real estate establishes a baseline of 90 days to dominate your market.

Avoid Shortcuts When it Comes to Listing

Remember humans and in this case, not profitable real estate agents are looking for any excuse for a listing shortcut or ways to self-sabotage their success. One simple shortcut is to not worry about setting up a system to follow up with your leads. You don’t want to take the hours or days to set up that system now as there are much better things you can be doing. Even though if you do set it up now, it will save you 1,000’s of hours later and generate endless commissions.

Hundreds of conversations with real estate agents always result in the same conversation related to time. Not having enough time and being shackled to your telephone. Profitable real estate agents understand the power of systems and creating the right listing team. Poor real estate agents believe they need to do everything themselves. This is a scarcity mindset.

Profitable real estate agents understand the “Dollar Productive Tasks.” What are the most profitable and important tasks you need to complete? And everything else can be given to an assistant. Becoming a profitable real estate agent requires you to have systems in place to run a business. Not just have a job. If you understand this concept now it can transform your life for the better. A business is made up of a system that people monitor and interact with. Jobs are part of a system that people work.

Job vs. Business

Most of the poor real estate agents are focused on a “Job” rather than a “Business” and wonder why they are not getting the result they want. Just because you are busy does not mean you are profitable. Take an honest look at how you spend your time each day, or for the last 72 hours. What did you achieve? What did you do that is moving you closer towards your goals? How did you leverage your time?

Just because you are busy does not mean you are dollar productive. Running around doing errands or tasks that can be done by others is not dollar productive. Use technology to your benefit for tools like Calendly to automate the scheduling of appointments, or digital document signing. Getting an assistant, setting up systems that will engage with your leads and clients gives you leverage. Leverage allows you to win.

It’s clear that profitable real estate agents know how to leverage time and the time of others to build momentum. They understand that it takes a lot of work to get the real estate business train moving. However, when it is rolling all you need to do is keep it on the tracks.