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As the real estate industry struggles to recover from a downturn, new and innovative ways of generating leads are needed. With these nine tactics in hand, you’ll be able to stand out among your competition and close more deals than ever before!
Individuals that may engage you to represent them while listing their houses for sale are known as real estate seller leads. This sort of lead might be tough to generate for unskilled agents. You can produce seller leads and convert these prospects to customers while navigating the obstacles of today’s super-competitive market by adopting approaches such as leveraging social media marketing strategies, investing in lead creation systems, and tapping into your referral networks.
The following pointers will help you generate and capture real estate seller leads to help you grow your real estate business:
1. Request Referrals From Past Clients & Your Network
(Photo courtesy of Redman Tech)
Past customers who know, trust, and enjoy your work are your best source for producing real estate seller leads. A former customer who recognizes the value you bring to the table is the best person to extol your praises.
Providing excellent service throughout the sales process is very vital. Your experience is shown by providing the seller with regular updates on progress, professionally promoting and marketing their listing, providing information via comparative market analysis (CMA) reports, and eventually selling their home. This will also encourage previous customers to recommend your services to others.
Give a present to a seller after you’ve closed on a home with them to celebrate your time together. They’ll take it with them to their next house, where it’ll be a talking point for anybody who walks in the door, and a terrific source of referral business for you.
Furthermore, your sphere of influence (SOI), which includes your friends, family, and coworkers, is a terrific source of real estate seller leads. These people, like previous customers, recognize your worth and have faith in your ability to complete the task. Make it a point to check in with your SOI at least once a quarter to remind them that you are their go-to real estate agent and that you are always eager to take on new clients.
2. Use your website to demonstrate your worth.
Template for the GoDaddy website (Source: GoDaddy)
When a seller chooses to sell their house and doesn’t have a preferred real estate agent, they often do their research online. To increase the frequency of lead generation among those who visit your website, it is critical to have a comprehensive and aesthetically attractive website.
Your website should provide material that demonstrates you are an expert who can help prospective sellers. This might include former properties you’ve sold, customer testimonials, sample CMA reports you’ve written, or blog entries with tips, tactics, and market trends for the regions you specialize in. Make sure to evaluate your website at least once a quarter to ensure that the material is still relevant to the current market.
Of course, your website must include enough information about you and your services for prospective sellers to feel motivated to contact you directly for further information or to schedule an appointment. It’s vital to remember that the seller wants to know that you’re in the business of selling houses, not selling yourself, so always use language that explains what you can do for them.
3. Participate in social media
According to the National Association of Realtors, social media is the most effective strategy for producing high-quality real estate leads, so if you’re not using it now, now is the time to start. Social media may be an excellent way to demonstrate your ongoing efforts in marketing properties and to attract not only prospective real estate seller leads, but also buyer leads.
A image or video is worth a thousand words on Facebook, Instagram, LinkedIn, Twitter, and other social media sites. Sharing professional-quality images and videos of your listing or a company-owned listing increases your chances of getting more leads.
Personal branding may also be used to demonstrate your worth as a seller’s agent. Videos and photos that showcase your expertise and bring sellers knocking at your door to list their home, such as your top home staging techniques for brightening a home, the best time of year to list a home in your area, or market trends specific to your region, can highlight your expertise and bring sellers knocking on your door to list their home.
Promotion on Social Media as an Example
(Image courtesy of @carolinakeepingitreal on Instagram.)
(Image courtesy of @carolinakeepingitreal on Instagram.)
(Image courtesy of @carolinakeepingitreal on Instagram.)
You must decide if you want to develop and upload material individually for each platform or if you want to automate posting to numerous sites at the same time. Consider Loomly or IFTTT if you want to utilize a tool to assist automate your social media marketing. In any case, you must be consistent and diligent in publishing and evaluating the information to ensure that it reflects the brand image you want to project to potential customers.
4. Invest in software that generates leads.
(Image courtesy of Market Leader)
Organic leads from referrals, your website, and social media activities are, of course, better. However, investing in lead generation software to produce, manage, and nurture real estate seller leads is another successful strategy to expand your company. You will recoup your investment in money by saving time by collecting leads fast and consistently. For obtaining seller leads, we propose the following lead generation companies:
- Market Leader: Market Leader will offer you with vendor leads immediately. Additionally, you will be promised a certain quantity of exclusive leads to reduce rivalry with other agents to a minimum.
- Zurple: Zurple has a lead rating system that prioritizes seller leads, as well as automated, data-driven solutions to help with lead capture and nurturing. It also interacts with Zillow and Trulia to import leads automatically.
- Bold Leads: Bold Leads organizes seller leads by ZIP code, allowing you to ensure that you’re contacting leads who are relevant to your target audience and expertise.
- Zillow Premier Agent: Zillow Premier Agent quickly establishes reputation, promotes your services across all of Zillow’s websites, and links you with prospective home sellers depending on their area.
5. Use Direct Mail to Target
Real estate farming is a prospecting technique that allows you to concentrate your lead generation efforts on a certain area. Direct mail is often used for this: postcards, letters, flyers, brochures, and so forth. Farming may be a powerful method for creating seller leads, and it works best when you send marketing content by direct mail in a regular and deliberate manner.
(Image courtesy of ProspectsPLUS!)
When sending direct mail to get real estate seller leads, you may use a variety of real estate farming tactics. Sending a “I have a buyer” letter to the neighborhood might generate interactions with other possible sellers who are eager to bring in a buyer for their listing due to a shortage of inventory and a large number of buyers seeking for houses.
Sending “Just Listed” or “Just Sold” postcards to a complete neighborhood is another option. It’s a wonderful approach to highlight that a neighboring property is available or just sold, as well as how much that home cost. Include market figures so that consumers may understand how much their house is worth in comparison to other properties in the area.
In today’s real estate market, many properties for sale are creating bidding wars and selling for more than the asking price. Sending “Just Sold” postcards with prospective profit figures might be just the thing to persuade a homeowner to sell.
When mass-mailing postcards or other direct mail, add a disclaimer that states that if a seller is currently dealing with another agency, the postcard should be ignored. Clients are often required to sign an exclusive agreement with a seller’s agent, and you don’t want to trip on other agents’ toes or create problems for a seller.
You may perform your own research to obtain addresses and send direct mail, or hire a business like ProspectsPLUS! to do it for you. You may produce mailers with ProspectsPLUS! using existing templates or by creating your own design. More significantly, you may send a series of mailings automatically to keep your real estate farming marketing to prospective sellers consistent.
6. Provide a market comparison analysis (CMA)
(Image courtesy of GeoData Plus)
Everyone wants to know how much their house is worth right now. A CMA report gives an assessment of a home’s worth in relation to comparable properties in the neighborhood, as well as the home’s present condition and attributes. Another strategy to create a lead or ignite interest in someone who is considering about selling their property is to provide a free CMA to a prospective or prior customer.
On their annual house anniversary, it’s a fantastic opportunity to send your customer a CMA. Send your customer the CMA along with a short video explaining what it is and what the data means to them. Make sure you provide them enough information in the video and email to spark their interest and encourage them to call you to set up an appointment.
It is critical that you provide current information on the possible seller’s neighborhood and how their house compares to others in the area. Other details to include include the current market’s lack of inventory, properties you’ve listed or sold that have had multiple offers, and the typical proportion of homes selling for more than their asking price. Even if the customer meets with you but decides not to sell their property, the useful knowledge you provided them at no cost will be remembered. This will set you apart from the competition in the real estate industry.
7. Seek Out For Sale by Owner (FSBO) & Listings that have expired
(Photo courtesy of JPC Chicago)
FSBO
Another effective technique to create real estate seller leads is to look for FSBO and Listings that have expired. Some homeowners take the risk of trying to sell their own properties, which may work out successfully in some cases but not in others. As agents, we understand that selling a property entails much more than just putting it on the market and hoping for the best, and that FSBO listings seldom sell as quickly or effectively as properties listed by an agent.
It might be tough to find FSBO listings since homeowners prefer to sell their homes on their own for a variety of reasons. Perhaps they’ve had a negative experience in the past, don’t want to pay a commission, or just prefer to handle things themselves. Agents who wish to market the property are often swamped with these listings, which may anger sellers. Use caution and an FSBO script to demonstrate to the owner that you respect their choice, but that if they change their minds, you can provide value and help them in the selling process.
Listings that have expired
Similarly, Listings that have expired require careful consideration before speaking with an owner, but they can be lucrative in bringing in seller leads. While FSBO listings are currently on the market, Listings that have expired were previously on the market but for some reason did not sell before the listing expired, and the listing was not renewed.
Listings that have expired can be found on the multiple listing service (MLS), including the information you need to reach out to the owner (or prior listing agent) to pinpoint the reasons why the property went unsold. Just like with FSBO listings, be sensitive and consider using an expired listing script or expired listing letter to assist with your approach.
You can also identify FSBO and Listings that have expired on Craigslist or through a paid service like REDX. For the low price of $59.99 per month, REDX uses specific search parameters to scour the MLS for expired and FSBO listings, and will import your leads directly into your customer relationship manager (CRM) software. To learn more about REDX, visit their website:
8. Professional Recommendations
(Image courtesy of ReferralExchange)
Every day in real estate, we interact with a variety of professions and local companies, such as physicians, attorneys, loan officers, financial counselors, accountants, and instructors (to name a few). Every day, these people come into contact with prospective real estate seller leads. Make an attempt to contact them and tell them about your services. It’s critical to keep in contact with these people and provide them recommendations in return.
Agent-to-agent recommendations are another incredibly useful professional referral source. If you work for a major company, you may already have a built-in referral network; if not, you may connect with other real estate professionals using social media sites like LinkedIn.
When clients relocate, you may not be able to help them with purchasing or selling a home in another jurisdiction unless you have reciprocity with that state’s real estate license. Agent-to-agent recommendations may help bring in more seller and buyer leads in these situations, and you can even direct customers to agents in distant states to earn passive money.
9. Become a member of a real estate team
(Image courtesy of Follow Up Boss)
When you join a real estate team, you have access to contacts that may lead to real estate seller leads. You’ll share listings, customers, and open houses with more experienced agents who have extensive contact networks to work from as part of a team.
Many teams specialize in dealing with sellers alone, so you’ll be able to attend open houses, give listing presentations, and prepare CMA reports tailored to their needs. Not only will you acquire significant experience working with them, but you will ultimately be in charge of dealing with customers like this on your own.
Conclusion
While prospecting for real estate seller leads might be time consuming, the payoff is well worth the effort. Diversifying your approach is usually a good idea to capture the attention of prospective sellers from a range of various channels. Ideally, you’ll use a combination of the recommendations above, but regardless of whatever you pick, it’s critical to maintain consistency in your outreach.
Frequently Asked Questions
How do you get seller leads 2021?
You can get leads through advertising. My website provides a lot of information about how to do this, and what the average cost is for each lead acquired.
How do you generate listing leads in real estate?
There are so many ways of generating listings leads, but the most effective way would be through word-of-mouth marketing strategies.
What is the best lead source for real estate?
A site called Zillow can be helpful. It is a website that aggregates all of the public information about homes, including how much they are worth and what kind of upgrades they have.
