Lead Generation
for Real Estate Professionals*

Table of Contents

 

Newspaper Classifieds

Private Radio Transmitter

Create Your Own Web Site

Virtual Tours

Local "Parade of Homes"

Signage

Contractor and Home Builder Shows

Promotional Handouts

Lockboxes

Press release

Fax

Seminars

Newsletter

Networking

Referrals from Clients

 

 

Newspaper Classifieds

 

Newspaper ads

Newspaper ads are convenient sources of real estate leads. The top reason why real estate agents put out advertisements by the hundreds and thousands of dollars in newspaper ads is this: they need to acquire listings. The simple fact of the matter is, most home sellers look at these newspaper ads. Via this route, they then ponder and get to decide who or which is the real estate agent and company that does a great job of marketing homes.

Newspaper real estate ads create an impression to home sellers that these real estate companies will just as similarly do a great job in selling their houses. Usually, it is the bigger companies in real estate that also run the big newspaper ads.

These large real estate companies also have a similarly big inventory of houses which they put out in wide two-page ads in newspapers. Chances are good that the house that you are selling will be included in this large spread.

Home sellers require that the houses they are putting up for purchase will have the most exposure and the ads in newspapers put up by such companies seem to fill this real estate need.

However, the risk in these types of ads are that the real estate company may have an additional 300-400 more of these houses in their listing inventory. It all depends on luck and timing as to the number of times the house you are putting up for purchase will be seen.

Another reason for putting up real estate ads in newspapers is this: it is done in order to gain leads. There are numerous buyers who look at these newspaper ads. And the number of readers and eyes that look on these ads is unlimited. Or so it seems, because according to a survey profile of Home Buyers as well as Home Sellers, only a measly five percent of people who look for homes in newspaper ads actually make a purchase.

Actually, a total of 95-98% of newspaper readers do exactly that, they read and neglect or simply do not purchase real estate despite the number of ads put out by real estate companies.

This is a stark difference to the whooping 53% of buyers who actually start their search in newspapers and magazines.

But the most important reason why newspaper ads are used so much for snagging those real estate leads is because agents use this avenue as an effective means for self-promotion.

The idea is that, the more their names are exposed and the more it gets to be familiar to readers, it is therefore highly likely that home sellers will come and get them when they are thinking of putting up their homes for selling. This is a very subtle yet effective form of branding.

Fortunately or unfortunately, though real estate agents know the valuable contribution that newspaper ads provide, they hardly inform home sellers of this fact. It has also been proven that the real estate section of newspapers is its' least read part.

Some home magazines go to the extent of touting that advertising in them would, more often than not, generate sales. Though it seems they offer the best value compared to the rates of ads in newspapers, the survey shows that readers actually do little buying in spite of the highly glossy pictures the home magazines provide.

This even if in addition to the millions of people they call their readers, and the coast to coast reach of their magazine, the numbers show that their readers just read, and a very small percentage of them actually buy. But it is also a fact that the two percent who actually buy may leave a bit of room for hope for the home seller, so what the heck.

In short, home sellers have been conditioned that advertising real estate in newspapers works, this even if real estate agents have surveys that prove otherwise. This is because the benefits real estate agents get are just as money-worthy, and these are in the form of leads. And in the world of real estate, leads are investments that could be worth a lot; if not now, it will be in the coming weeks, months or years ahead.

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Private Radio transmitter

"Real Estate: Follow up on Leads via Radio Transmitter"

Selling real estate is quite difficult to master. It is one of the most competitive and uncertain fields in business where there are no specific guarantees.

It takes a certain amount of ability, grit and determination for the men and women of this field to flourish. Still, real estate has produced many of the country's popular millionaires, like Donald Trump. This is the reason why there are still a lot out there who are struggling to survive in this field.

Here are some qualities that a real estate agent must possess:

1. Knowledge of the market.

Real estate agents and developers, like any other people in business, should have a mastery of the industry.

You should know everything that there is to know about your chosen profession. There are no guarantees of a monthly paycheck in selling real estate so you have to know how to hit a jackpot. Knowing the ins and outs of the business would more or less prepare you for the hard work ahead.

2. A sincere interest in people.

Here, you do not just deal with lands or properties. You should have an ample amount of people skills for you to have a better grasp of your customer's needs and put everything to their satisfaction.

You should also care enough for the people that you service so that you can give them exactly what they want, and their appreciation should be a great reward for you, not to mention the financial gains that you can obtain for yourself.

3. A willingness to work hard.

Only the toughest survive in the field of real estate. Working as hard as you can in this field, just like in any other business, is the key to your success.

'Using a Radio Transmitter to Follow up on Leads'

As a real estate agent, who would not want to gain more hot leads, more listings, more customers and bigger commissions?

One of the tools that you can use as a real estate agent to climb to the top is by using a radio transmitter.

Here is a list of how you can use it to your advantage:

You can broadcast a personalized, real time, recorded message. Radio transmitters would help you reach a wider spectrum of clients by broadcasting your messages to prospects.

There are new transmitters available in the market that let you broadcast "live", or continue with a recorded message using a digital chip.

This is perfect for 'Open Houses'. Once you see a potential client or a prospective buyer listening in to your recorded message, you can cut in and personally address the customer.

This way, you and your prospect would have an immediate connection and it just might lead you to a sale.

You can also use the radio transmitter as a public address system for special community events.

There are even radio transmitter models which let you "imitate" celebrity voices to grab the listener's attention. These models are surprisingly inexpensive so it would not be a waste to purchase them.

You can use two transmitters at the same time. Just set them to two different frequencies at the same listing so that you can kill two birds with one stone.

Real estate agents earn money by getting listings. You can use your radio transmitter to book appointments with home sellers.

Think about marketing strategies that will appeal both to home sellers and home buyers to increase your listings. Develop special offers and freebies for home owners and leave your contact information so that you can convince people to get a hold of you regarding the selling or listing of their home.

Remember that word of mouth is a great advertisement for you so make sure that the entire population in your area knows about your business and you just might strike pay dirt and end up with additional leads.

You may also sell your recorded advertisements to paying advertisers who can broadcast your message into their own private "network".

More importantly, you can set up the radio transmitters in your own home. Record a message that features the offers that you have.

You might be surprised when a seemingly unknown neighbor suddenly shows up on your doorstep, wanting to talk about the listing of their home or someone else's home that they know about.

Remember that the more you use these radio transmitters, the more sales, listings, leads and prospective clients you will get.

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Create Your Own Web Site

Create Your Own Web site: The Realtor’s Key Selling Tool

Buying a house is one of the most precious lifetime goals and requires a large sum of money. That is why real estate has always been a serious business especially now that the values of real estate properties rarely depreciate. In turn, most real estate buyers are now more prepared mentally and financially.

For this reason, most realtors know that they have to do their best to attract more clients and to keep up with the growing competition in the market.

In one aspect, realtors value their leads the most. They know that real estate leads are the primary source to their success. They know that without leads, there would be no deals. And without deals, there will be no sales. That is why they try to find ways on how to generate more leads and boost their sales.

Consequently, with the advent of information technology, the Internet has always been the primary source of effective marketing tools and strategies. This is because the Internet has a wider reach that can generate millions of people in just one sitting.

Hence, experts contend that realtors must conform to the growing trend of marketing today, wherein most salespeople generate their leads using the Internet.

And how is that? They build their own web sites.

Alternatively, in a recent study, the demographic profile of Internet users showed that 50% of have college degrees, the typical earnings of Internet users is $52,500 and almost 42% earn beyond that, and the total frequency percentage rate of Internet users on a daily basis is almost 88%.

This goes to show that more and more people are using and accessing the Internet. And with the average income of most Internet users, the National Association of Realtors contends that 96% of the Americans who would buy houses will access the Internet to find their dream houses.

These facts, in turn, require a realtor to create his or her own web site to gain the profit they wish to obtain. Most realtors just do not understand the potential of the Internet in generating the sales that they need. They do not realize that the generation of leads through the Internet can significantly increase your sales.

However, creating your own web site is a lot of work. There are a lot of various expertise that need to be mastered especially if you do not have a basic knowledge on web designing and developing. It entails the use of graphic designs, programs, search engine optimization tools, different software, etc.

On its total concept, it is really hard to incorporate all of these things in an instant. Actually, it is not a requirement that you have to create superfluous designs and features on your web site, but keep in mind that the Internet market has more fierce competition when compared to the outside world.

Hence, it is relatively important that you pay attention to your web site and come up with something that will generate leads for your business. The trend of the market today is based on the fact that the more proficiency and skill you can incorporate on your web site, in any aspect, the tougher your competitive spot in the market.

Therefore, the important aspect that you should focus more on when creating a web site is how you can generate your leads, work on it and turn it into prospects, and convert prospects into deals. That is basically how you can generate your income.

Here is a list of some of the benefits you can derive from creating your own web site:

1. You get to connect with other web sites that have greater flow of traffic where they generate almost 60,000 of visitors a day.

2. You get to create your own listings, which can significantly add usefulness to your website.

3. You can use email marketing to get hold of individuals in the target market, who are more than willing to gain updated information on real estate listings.

4. You can participate on virtual tours such as Yahoo virtual tours and on other web sites and provide links that can generate traffic to your web site and generate your leads.

5. You get to advertise your properties without the expenses that the typical advertising can give.

Creating your own web site should be the primary marketing tool of every realtor. Realtors should grasp the growing potential of the Internet in increasing their sales. The drift of the market today is based on the fact that the money is in the Web.

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Virtual Tours

(How to Find Real Estate Leads Via…) Virtual Tours: When Image Really Matters

It is a well-know and well-accepted fact that the Internet is currently considered as one of the best pragmatic tools that technology has ever created. It provides a lot of possible information that can be quickly accessed without having to resort to manual process and without having to exert physical prowess.

That is why most of the activities on the Internet are described as virtual, meaning the activities are executed without having to carry out the actual activity. It is when things classified as virtual fall under the category of things existing in essence or effect though not in actual fact or form.

For this reason, certain businesses have realized the potential of the Internet in giving their clients the much-needed presentation without having to physically and actually render the actions. This goes to show that people who are in different places can still get access to some relevant information about the matter without having to be physically present in order to evaluate the item in scrutiny.

This concept was greatly accepted by the real estate industry. Most realtors had seen the probability of gaining sales without having to propose the properties to their clients in actual time and space. This is possible through the use of virtual tours.

This should not be confused with the “radio transmitter” suggestion mentioned earlier. This is an entirely separate function.

Virtual tours refer to the access of the potential homebuyers in getting a good look at the insides of the house that they plan to buy through the use of the Internet. This is possible by using a web-based software that enables the potential homebuyers to “tour” in and around the house. This enables them to assess whether or not the house is just what they are looking for and/or worthy enough to create an appointment to see the home first hand.

With the convenience that the Internet gives, most people are comfortable with online shopping. They contend that it is easier and more comfortable to access information of the things they want to buy through the Net. That is why most home buyers request virtual tours online.

For this reason, most experts contend that for every realtor who has a web site and wishes to generate real estate leads with the help of the Internet, then, it is best to use virtual tours. These tools will enable the realtors to get access to people who are willing to buy a house because they are interested in how it looks inside and out.

Virtual tours are great lead generators because they attract potential homebuyers to your web site. Keep in mind that most people who get access to the Internet are usually those who are hungry for information.

Hence, it is best to provide them the things that they need. In return, once you have provided people with the necessary things that they want, you can easily lure them to buy these things, such as properties, from you. And one way to attract and compel them to buy is to give them a reason to do so.

So when they see that your house is appropriate to what they are looking for, they will hopefully buy the house from you.

In fact, statistical reports show that almost 56% of the people who have plans in buying a house usually use the Internet to search for probable homes. Among these people who use the Internet as their primary source of housing information, 70% of them contend that using virtual tours had been the most effective tool in searching a house. This is because virtual tours let them save time and enables them to have fewer expenses because they have fewer trips to the actual site.

Hence, virtual tours are considered to be one of the most important marketing tool for a realtor. It’s an effective means in generating good real estate leads, which, can be converted into actual homebuyers.

However, when you want to use virtual tours in finding real estate leads, it is best if you will consider some factors first that can make or break the probability of your business generating more leads.

Here is a list of some tips that you need to know:

1. Be wary of the images that you will use

The most important part for a virtual tour to be an effective tool in marketing is that you should use crisp and detailed areas of the house that you are trying to sell.

Keep in mind that the pictures of the house are one of the most important information that a customer wants in order to decide whether they will buy the house or not.

The problem comes when your pictures are not clear enough. In this case, the customer will have the tendency to look and find other virtual tour sites that provide clearer and crisper pictures.

2. Be particular with details

The key to an effective virtual tour is to include a comprehensive description of the details of the house. This means that you have to specify everything even up to the tiniest and most obvious details.

Never assume that a particular area is already obvious and that’s why you thought it is okay not to include that in your descriptive article.

Keep in mind that the tiniest detail that you might take for granted to include could definitely make or unmake your property. You never know what will trigger a “hot button” for the potential client.

Virtual tours can absolutely generate real estate leads. Just remember to use appropriate shots and pictures in order to attract more customers and generate more leads.

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Local "Parade of Homes"

How to find Real Estate Leads via…Local “Parade of Homes”: A Lifetime Goal

In today’s growing economic crisis, most people are reluctant to buy their own home. This is unfortunate because it is a buyer’s market and a good time to buy.

Why? The reason is because properties for sale abound as a response to the recent economic crisis. Some previously overpriced houses have as much as a 25% discount.

Therefore, since there are too many housing projects on the horizon, realtors have to work double time and employ radical measures to be able to generate real estate leads. The competition becomes so intense that most realtors find it hard to generate the quality leads that they need.

Therefore, it is best for each realtor to find some effective strategies that will help them produce the leads that they need in order to create the sales and the money that they want.

One of the best ways to do this is through the local “parade of homes".

In this manner, realtors, builders, and developers work together, in order to display model houses that are being sold in the market. Through the parade of homes, real estate developers are able to systematize the building a number of homes under one “sub development” through the help of some group of builders. This group of builders were arranged and coordinated by the real estate developers themselves.

Basically, homes that are included in a “parade of homes” are freely available for the public for sightseeing and explorations. Usually, parade of homes showcases groundbreaking ideas for most homebuyers.

For this reason, organizing a “parade of homes” will definitely allow realtors to find their much-needed real estate leads. This is because most people who will attend this kind of event are the ones who have the potential to buy or are interested in buying a house.

Moreover, local “parade of homes” can give the potential buyer a chance to meticulously scrutinize the overall condition, structure, and features of the house. Seeing the house on its actual condition can definitely entice every customer who is very willing to buy a house.

Therefore, it would not be hard for a real estate agent to convince the person to buy the house, not unless there is a problem with money.

It is a well-known fact that people who mostly go to “parade of homes” are the ones who are interested to buy a house or those who have plans of buying a house. Hence, these people can be easily converted into leads, and leads can easily generate deals and transactions.

Besides, it would be easier to explain presentations and features of the house to a person who have exerted efforts to attend this special event just to see the house. This is all based on the interest of that person in buying the property.

The logic is simple. If the person were not interested to buy a house, then he would not go to all the trouble of finding “parade of homes” events and travel from his place to the venue.

In addition, through the “parade of homes,” realtors can easily take their client through each property in detail, explaining the topography of the lot, the neighbors, the streets, the drainage, the security, the whole package. In this way, the realtor can explain why the property will fit the buyer’s needs.

Having been informed with all the “parade of homes” can provide, the buyer could easily realize that they have gained more than just a roof over their growing families. In turn, they would be more than willing to buy the house.

Indeed, the importance of using "parade of homes” in finding real estate leads is undeniable clear. What is important when using this strategy in generating leads is to make the buyer realize that they have just made a major investment.

When you use this tactic, you should be able to make the buyer feel that money-wise home ownership in the coming decade means buying to sell in the future. Moreover, they can only be satisfied if they were able to see the actual features of the house.

All of these things are boiled down to the fact that generating leads through “parade of homes” is relatively effective because homebuyers get to see what they are paying for. Hence, they get to be assured that where their money goes is worthy of its cause.

If your community does not currently have a parade of homes, step up to the plate and begin one! What could be more effective than to be the actual “pioneer” of this concept in your area?

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Signage

What Signage Can Do for Your Real Estate

If you want to get leads for your real estate business, we’ve discussed some of them here and will discuss even more tips in upcoming chapters.

Perhaps one of the most effective ones you can actually utilize is something that’s pretty much old school: signage. That’s right—effective signage will help achieve much of the benefits you will get out of more expensive methods.

What differentiates regular signage from the sort of signage that’s going to give you potential customers? That’s going to have to be efficacy. How effective your signage is in conveying your real estate image can mean the difference of a huge marginal increase in your sales and leads.

First, let’s talk about the visual mileage you can get out of a real estate sign. Why is this important? Obviously, if your sign isn’t half as visible as the other “side-of-the-road” views that your potential customer will see as he or she drives by, your leads are less likely to see your sign, much less remember what it says and what’s being offered.

Therefore, your sign has to be eye-catching. How do you do just that? You can make your sign stand out from the background while still remaining true to your company’s general company identity. To do this, manipulate color, style, and layout of your sign.

This also means that while you want it to be aesthetically appealing, you have to put a premium on how readable the text is. The readability of the signage’s text does not rely solely on the size and style of the text, but also the color combinations at work. The color of text against the color of the background must have enough contrast to make the text stand out from the background, without the colors becoming too overwhelming. Put a premium on utilizing your logos and schemes over other combinations.

Moreover, the text of your sign must be more or less simple. This can help make sure that your sign will be readable and visible from afar. This is important especially if you are targeting potential customers who are simply driving by.

Along with visibility of the text and content should be the visibility of your company logo. How else will your potential customers know who is in-charge of selling that property? Visibility of your company logo builds your reputation in two ways—either it makes new customers interested in checking out the property because of a reputation behind your name, or that your company will gain added reputation from the sheer multitude and respectability implied by your various signage in your properties. Make sure that you include important contact details sufficient enough to at least direct your potential customers to your company.

Where your sign is parked or positioned is also very important. The positioning of your sign will help enhance the visual appeal it has, and even the number of people who will be able to see your sign.

As much as possible, you want your sign to be positioned in such a way that will make it relatively easy for your potential customer to step out of his or her car or pause from his or her leisurely walk, and check out the ad and the property you are offering. Should your sign be very awfully located, either the surroundings will detract the attention of the customer, or it will discourage them from trying to find out more about the property you’re selling.

Standardize your signage layout and appeal. Why is this? Your signage efforts will only translate to real leads if your sign solicits recall. With consistent designs, colors, and layouts, you’re sure that your customers will actually remember you.

Don’t be afraid to try something a little “different.” Different is good and can go a long way toward setting you apart from the competition. Maybe you try something simple like “BUY ME” with the phone number and web address in a large enough type to be seen from the street. If you experiment, you are sure to come up with ideas that are not the same old run of the mill signs!

This recall and remembrance will help them refer you to a friend or acquaintance who may be interested in getting a piece of real estate, or will make them remember you the moment they’d want to purchase a piece of real estate themselves. Take not that the efficacy of signage for any other business establishment has been proven to be effective more of the word of mouth of the people for whom the signage has had an impact on, than anything.

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Contractor and Home Builder Shows

Contractor and Home Builder Shows: The Power of Advertising

Contractor and Home Builder shows are becoming extremely popular among folks who are looking to build their home or are even just slightly considering having one custom-built themselves.

As a real estate agent looking for leads, this is obviously a goldmine of potential customers for you. But how are you going to take full advantage of this opportunity?

First, affiliate yourself with the most reputable contractors or home builders in the show. These individuals will come into the show with greater strength than others, and most likely, customers are more likely to flock to their booth or area than others. Make sure these contractors are referring the traffic back to you. You may also opt to set-up a booth where interested parties may gather further information on real estate. Not only will this allow you to communicate with potential clients, you are also getting the opportunity to collect information on them that may be valuable to your future contracts.

Don’t underestimate the contact that you can make in a contractor or home builder show. Unlike street signs or promotional brochures given out in random commercial spaces, the people crowding to these shows are more than likely to be very much interested in the services you offer, and are simply choosing among various alternatives.

Moreover, because of this interactivity, you are able to communicate better your vision and your comparative advantage over the next best thing. It gives you more space to convince a potential lead to avail of your services, or simply give you information so that they’d receive supplementary brochures and catalogues from your company.

Make sure that you have your card ready. Your customer may be sold on the idea of hiring your services, but without your card, how will they be reminded of the impression you made on them. Moreover, how will they know where to get in touch? Always have it in handy while you make your remarkable sales pitch and you’re sure to get solid leads yourself.

While your potential customers are roaming around these shows, they are going to want to compare and contrast various offers made to them. Some of them would want to finalize decisions at home, while others would want to make those decisions on the spot. For on-the-spot decision-makers, a promotional handout or brochure featuring the attractive qualities of the real estate you are offering may actually help them compare your offer to the next best thing. A creative brochure capitalizing on the assets of the real estate will allow for you to stand out in the midst of competition.

For those who may wish to ponder on acquiring your service for a longer time, brochures will give you the sort of recall and accessibility you want. Again, the featuring of attractive qualities will reinforce the positive impression you already made on them. Moreover, an effective brochure will keep your customers well within the scope of your sales pitch they’d be looking at the same product you are selling and seeing the same benefits you highlighted in your pitch over and over.

Contractor and home builder shows, like all other shows, offer kits and giveaways for their visitors to take home. Want to give your potential leads further information on your brand of real estate and what you can offer? Include your brochure and information sheets in the show’s giveaway packages. Make sure to include your contact details, and don’t be afraid to offer brochures and catalogues the moment they get in touch with you or answer a questionnaire. While your customer may view this as a freebie in the show, you are in fact getting very valuable information you can use to generate more real estate leads.

The important thing to remember is this: make sure that you are prominently featured in the show, or if not, getting at least the equivalent amount of traffic if you were prominently featured in the show. With more people flocking to you for information, you have more opportunities to give them information on how they can get in touch with you, ask for their information for you to send them supplementary material on your company, and get in touch with the people who are most interested in availing your service. When it comes to these home builder and contractor shows, don’t be afraid to aggressively market yourself to your target population.

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