Don't think of prospecting for leads as just another routine task. Instead, think of prospecting as a gateway to endless income possibilities and an essential part of growing a thriving real estate business.
To truly benefit from prospecting you must be willing to put yourself out there and try new things. If you're ready to make more money and prospect for leads in a whole new way, here are 117 lead generating activities you should try
1 Open houses
2 Floor duty
3 Door knocking
4 Pop by’s (individual & business)
5 Direct mail
8 Phone calls
9 Face-to-face meetings &
10 Hand written notes
12 Expireds & Withdrawns
13 Client Appreciation Party
15 Networking Events
16 Coach your kid’s soccer team, etc.
17 Annual updates (CMA’s)
18 Circle prospecting (5x5’s)
19 Meetings w/Human Resource Directors
20 Relocation opportunities/tours
21 Print advertising (newspaper or magazines) 22
Social media—pulling & pushing info
24 Hand out business cards
25 Email drip campaigns
26 8x8 campaigns
27 REO/HUD/bank listings
28 Attend the public trustee sale
29 Send notes to homes “for rent” as possible
30 Trade shows/homes shows
31 Host an informational seminar/talk
32 Network with affiliate providers
(CPA’s, attorneys, insurance agent)
33 Put your nametag on or logowear and
go somewhere where there are people to talk to!34
Preview properties (know the
inventory) — leave your business card
for the Seller
35 Work short sales and pre-foreclosure properties
36 Enroll in a class or a new hobby to meet people
37 Join a book club
38 Target renters (non-owner occupied)
39 Mail home anniversary cards
40 Send letters to out of town rental owners to
check up on their property (take photos) & do a
41 Write an informational article for the newspaper
43 Bus benches, grocery carts, and billboards (can
44 Create and hand out a personal brochure
45 Radio campaigns—see if you can be a guest on a
46 Attend a “meet-up” (meetup.com)
47 Give your vendors your business cards
to hand out (hair dresser, nail salon)
48 Learn a new part of this business
(commercial, vacant land, new construction) —
look for referral opportunities with other agents in
attendance & share business leads
50 Interview people you want to meet to broaden
your sphere of influence
51 Go to charity events and meet new people
52 Mail sports cards/calendars
53 Do a drawing to capture names
54 Create and maintain your website profile;
create a customized website
55 Capture and follow up with internet leads
(follow-up is the key!)
56 Host a networking group yourself (lunch for
57 Maintain your mailing list — always look for
who you can legitimately add to your list!
58 Farm a neighborhood
59 Work out of state referrals
60 Take care of your current clients—ask them
61 MySite (automated search program through
MLS) for everyone!
62 Schedule a public speaking opportunity at a
63 Adopt a school—take them treats and pop
64 Prospect in laundromats—usually tenants are
“hanging out” there!
65 Wedding announcements — are they
interested in buying a home?
66 Baby announcements—do they need more
67 Work with attorneys to prospect for divorce
and estate transactions
68 Send holiday cards (not just the “usual” ones
— do “odd” ones)
69 Get a wrap or magnetic sign for your car
70 Create videos — use to highlight the area or
yourself (link to internet)
71 Host a “house warming” party for your client
after closing — get their friends’ names for your
81 Give your business card to your waitress when
you eat out (tip well)
83 Work with people who are retiring or
downsizing (investment advisor or assisted living
84 Pay for the person behind you at the drive
through—give them your card
85 Sponsor something and ask if you can attend
or have a table at the event!
86 Visit with marriage counselors— perhaps they
have clients who can’t reconcile and need to sell?
87 Make a float and participate in the 4th of July
or Christmas parade
88 Host an educational/information session (i.e.
redecorating tips,landscaping ideas, etc.)—”show
& tell” for your clients
89 Walk a neighborhood and put up door hangers
90 Send out a time change postcard
91 Send a Just Listed postcard to a move up
neighborhood (if you don’t have a listing, “borrow
92 Facebook ads
93 Target a niche — condo buyers, horse
property, veterans, 1st time home buyers, etc.
94 Hand out notepads or other “schwag” at a
large open air event like the Arts
Picnic or Farmer’s Market
95 Ask for referrals!
96 Gather testimonials & send to your clients
97 Ask a “busy” agent if you can put your rider on
one of their signs or advertising some of their
98 Buyer “needs” — send postcard to the area
asking for listings
99 Call out-of-area listing agents and see if they
would like some showing help for a referral fee
100 Send “Just Solds” postcard (multiple homes)
to an area to solicit listings
101 Get names from the Chamber and send an erelocation
102 Work garage sales (they’re cleaning up, do
they want to move?)
103 Purchase tickets to an event & offer to your
104 Host a tour of homes (multiple open houses)
105 Teach a class on buying rental property with
a property management company
106 Target kiddie-condo investors @ UNC/
107 Call capture programs (800 numbers)
108 Craigslist leads
109 Talk to car dealers—people qualifying to buy
a car may also qualify to buy a home!
110 Contact HOA management companies for
111 Visit with new construction representatives—
sometimes they don’t want to take listings
112 Courts could be a place to prospect—
evictions, probate, divorce, tax liens, and code
113 Partner with a local business and send a
coupon to your sphere of influence
114 Put up information on bulletin boards at
coffee shops or grocery stores
115 Talk to your newspaper or postal carriers
about vacant homes
116 Work in a coffee shop and put up a tent card
that you’ll buy customers a cup of coffee!
117 Meet other Realtors at classes or conventions
and ask for their referrals
Below is the wording for use with a absentee owner. I have included a finished PDF version for review as well as the original in word.doc for your use. Download and go get’em…
[CITY NAME] Real Estate Market Update
Have you thought about selling your investment property over the last five years? Here are five reasons now may be the time.
1. We are currently experiencing a housing recovery and the market may be much different now compared to when your property was for sale. Here are some stats, according to CoreLogic: National Homes Prices Rose by 5.6 Percent Year Over Year in February 2015. This change represents the biggest increase since May 2006.
2. The inventory of available homes for sale is a fraction of what it was just one year ago, making the competition among sellers considerably lower. [IF POSSIBLE, INSERT INVENTORY STATISTICS FOR YOUR MARKET]
3. Mortgage interest rates are still at record lows, making homeownership more affordable and bringing new buyers into the market.
4. Rental rates have been rising dramatically, making renters enter the buyers market.
5. Buyer confidence is at the highest level in years, and there is a pent-up demand of new buyers who have been waiting for the market to improve.
I handle the headache and specialize in selling homes for out-of-state owners. You can even leave your tenant in the home in most cases. Contact me for a free valuation of your property or to find out what makes me different from my competition.
MEC Event: Leads, Leads, Leads! Marin, Napa, Sonoma, Solano and Yolo County
RE/MAX Gold Director of Marketing and MEC Coach, Don McDonald will be delivering 90 minutes of Lead Generating advice and material including over 10 lead generating sources you can put into practice today. Join us at NSCAR Building on Wed. At 10am, we’ll be providing coffee and a power snack. Go here to RSVP: rem.ax/1mG0Ce2
Here’s the most recent recorded Webinar for the new LeadStreet under Max Center. Please take some time and watch this to familiarize yourself with this new product.
Now that many of our agents are using Cloud CMA I want to share with you one of the best tools available with your Cloud CMA Subscription. Cloud CMA is so much more than a Comparative Market Analysis tool for your listing presentations. Don’t get me wrong, its greatest feature is the CMA. However, there are many more uses this product is good for. One of them is generating home value leads. The market is hot and home values are on the top of every consumers mind. Using the Cloud CMA Home Value API Key is a sure way you can start getting seller leads today on your website.
Below I will give you each step for setting this up on your website. First take a peek at how it looks and how it works. Click on the photo below and go visit the site yourself.
Step 1: Log on to your Cloud CMA Account. (If you are a RE/MAX Gold Agent you can activate a new account right now by going here: https://cloudcma.com/signup/
Step 2: Select the API link on the setting page.
Step 3: Scroll to the bottom of the Cloud CMA API Page to where it say “API BUTTONS”. As a side note, you can click on the social icons and actually post this home value page to your Facebook, Twitter or Pinterest page right from here as well. Pretty Cool! What I want you to do is cut and past the “URL” link in the box into a new open browser tab on your computer.
Step 4: Once you have pasted the link into a new browser you should see this page.
Step 10: In the same screen, put the number 3 in the “Sort Value Box”. This tells the website where along the navigation bar to put the button. Three is a good value as it will make the link the second or third in line.
Your final page should look like this. Or somewhat different given you might be using a different template design and your site will look very different. The results will be the same in that the button should show up.
I hope this helps you grow your business and generate seller leads. If there are other topics and or tools you would like to learn about, leave a comment below. I do my best to share the many way RE/MAX and RE/MAX Gold work hard at providing the tools and resources for you to grow and develop your business. Cheers!
New for Facebook Pages: Calls to Action
To set your Business Page with a Call To Action Button I have provided a link to a step by step tutorial to get you started. Click here As for designing a custom Timeline Cover to go with your Call To Action. We can do that for you. It’s a $100.00 flat fee per cover design. Call or email us for complete details.
Don’t get confused between being a salesperson and a customer service rep. Here’s how to give the client what they want while getting something in return
As the real estate world changes and more and more potential buyers and sellers are spending their time online, the need for the practitioner to know how to convert leads is more important than ever. As the head of a company that has thousands of coaching students and a marketing wing that does nothing but create leads for people, I get inundated with questions on a regular basis about the best way to convert these leads.
What’s interesting is that as the industry as a whole evolves, the more it actually stays the same. We are still a people business that thrives on relationships — and that will never change. This is evidenced by the fact that, according to the National Association of REALTORS®’ 2014 Profile of Home Buyers and Sellers, 68 percent of people work with the first pro they have an actual conversation with in person.
Knowing this, the real question is: How do we get consumers to reply to us so we can create a conversation? Here are four easy steps to do that:
Leave Something Out
One of the biggest mistakes I see so many agents make is to fully answer the questions that leads send them. Yes, I know that sounds counterproductive, and you think you should always give them what they asked for so that you provide the best customer service that you possibly can. But if you do that off the bat, do they have any other reason to reply to you and get you one step closer to that conversation you’re after?
Here’s how this works. If they ask about the yard and the kitchen, then tell them everything there is to know about the kitchen. But end with something like, “Oh my God! There is something about the yard that you have to know about! What’s the best way to reach you right now?” Don’t be afraid to use a cliffhanger in your response, but make sure to actually have something cool to tell them.
Keep Your Signature Brief and Add ‘Sent from iPhone’
I know it sounds crazy, but believe it or not, some people don’t want to talk to an agent. It doesn’t make much sense, since they inquired about a house or something similar, but it’s true. That’s why it’s not always a great idea to have on every one of your e-mails a signature that’s long or longer than the actual e-mail itself. Instead, try responding to potential buyers and sellers with an e-mail that has just your name at the end of it — at least until you have built some trust with them.
If you really want to take it to the next level, have a line below your name that says “sent from iPhone” or whatever device you use. It will make them think that you actually just took the time to respond from wherever you are, even if you didn’t.
Respond Within Five Minutes
I don’t think we have to spend a lot of time on this one, as it’s pretty well understood that if you want to have a better chance at converting leads, you need to get back to them as soon as they reach out for info. In fact, according to InsideSales.com, you are nine times more likely to convert an Internet lead when you respond within five minutes. Enough said. If you aren’t able to do this yourself, you may want to consider hiring someone who can dedicate all of their time to this important job.
Don’t Forget to Close!
Too many salespeople in our field are starting to confuse the difference between a salesperson and a customer service representative. Customer service is a part of your job, but it is not what your job is. You are in real estate sales, not real estate customer service, and that means that you need to close the lead conversion.
You don’t have to close by being slimy or disrespectful. If you believe in what you do and that you are the customer’s best option, then this shouldn’t be such an issue. But you can’t close with lingo that consumers don’t even understand, such as: “When could I come by for a comparative market analysis?” What does that even mean and how long is that going to take?!?!
If someone contacts you inquiring about the value of their home, ask them if they wouldn’t mind you coming by for a quick five-minute price consultation to make sure that you get them the most accurate value possible. You’ll be amazed how much more willing people are to give you five minutes to get what they want than they are to let you come through for a comparative market analysis for an hour.
Found this article from: Jared James is the CEO and founder of Jared James Enterprises (JJE) and travels around North America speaking to and coaching REALTORS®. Connect with Jared at www.jaredjamestoday.com, on facebook.com/jaredjamestoday, or follow him on Twitter @jaredjamestoday.