How to Find Real Estate Leads
During your first several years as a real estate agent, you will be playing a numbers game. People who are buying and selling houses can be hesitant and may be slow to make their moves. You don’t want to be sitting around for months waiting for a handful of contacts to be ready to buy or sell, nor do you want to wait for clients to come to you.
Unfortunately, clients won’t fall into your lap. You’ve got to go to them. Today’s article is intended to help our newest agents find real estate leads, follow up on those leads, and increase the odds of converting these leads into successful transactions.
1.) Distribute QR Code Door Hangers
This pandemic has made people less receptive to door-knocking than they have been in the past—and it wasn’t popular beforehand. QR code door hangers are a great alternative. Consider including a tagline along these lines: “Limiting in-person contact? Scan my code to view my introduction video and visit my website.”
Once you’ve perfected your design, order your hangers and distribute them to every home in the neighborhoods in which you want to work.
2.) Make a List of Everyone You Know—And Call Them
This may be obvious, but you would be surprised at the number of agents who never take this approach.
Most agents can list around 300 friends, family, and acquaintances. Make your list, then start calling. You might say, “Hi, friend. I’m a realtor now, and I’m looking for clients. If you know anyone who wants to move, could you pass along my number, or ask if it would be all right for me to call?”
You may be surprised by the number of positive responses you get, both at the beginning and over the months that follow.
3.) Cold Call on Expired and FSBO Listings
Cold calling is an essential skill for a real estate agent, and it serves as very affordable marketing. If you see a listing expire, or notice a FSBO listing, get on the phone right away.
FSBO listings may not want to work with you right away, but remember, they’ve likely been approached by many other agents too. By calling back every week with an added-value approach instead of applying pressure, you will soon be the last realtor standing. When they’re ready to list their home properly, you can bet it will be your name and number they reach for.
As a new agent, you won’t have an impressive resume or lengthy years of experience on which you can sell potential clients. What will make you look attractive to clients is your energy, your enthusiasm, and your willingness to be tenacious and aggressive when going after leads on their behalf.
4.) Play Up Your Availability
New agents tend to worry that no one will choose to work with them over another locally famous, big-name realtor.
The truth is that most people just want to know that their agent is going to work hard for them and will bring added value to the transaction. Let your potential clients know that you don’t have dozens of clients on your plate.
“If you work with me now, I can guarantee that I will work nonstop to find the house you’ve been dreaming of.”
“I hear how important it is for you to sell your home as quickly as possible. I want to have a plan in front of you within 48 hours, then arrange an open house immediately.”
Don’t apologize for your lack of experience! You have what it takes to be exactly what this potential client is looking for.
5.) Take Advantage of Phone Availability in the Office
Do you work in a real estate office? Make it known that if other more established agents don’t want to use their phone allotment, you’re eager to use it. By taking advantage of every moment of phone time, you will soon have more business than you’ll be able to manage.
Don’t relax until you’re swamped, though; your willingness to work hard to establish yourself is why you’re going to be here when other agents have dropped out to pursue alternative careers.
6.) Find a Mentor
Networking with other agents may be an obvious necessity, but don’t stop there! Find yourself a successful real estate agent to be your mentor. Offer to help with paperwork in exchange for an opportunity to learn from them. Take them out to lunch and pick their brain. Bring coffee. Help set up their open house.
Your dedication will pay off in spades; no one has better advice than an agent who is already experiencing success within your target demographic.
7.) Hold Open Houses for Top Producers
Talk to top producers in the company and offer to hold open houses for their listings. This will ease the agents’ workload, please the sellers, and put you in touch with buyer prospects. Win/win/win.
8.) Hold Open Houses for Your Properties
Hold as many open houses as you can. A pace of 2 per week is a good goal for agents to be hitting by their 7th - 8th month in the field.
At the open houses, be yourself. Greet visitors at the door, invite them to look around, and make yourself available in case they have questions throughout their tour. When you discover that they could benefit from assistance, it’s time to ask for their info.
“I’m adding inventory all throughout the week. If I find a house that fits your criteria, may I send it to you?” It doesn’t have to be more complicated than that.
9.) Follow Up, and Follow Through
Do you know that the complaint most clients have about their agent is that they don’t check in enough, don’t follow up, and simply fail to follow through on their promises?
Just by replying to emails promptly, answering your phone, texting back with helpful information, and calling to check in weekly, you’ll be head and shoulders above much of your competition.