You already know this, but it's worth mentioning: a staggering 90% of today's homebuyers kick off their hunt on the internet.
That's a massive opportunity knocking at your door, and you'd better be ready to answer it with some killer digital strategies.
In this guide, we're going to share smart, effective lead generation tactics that'll help you snag those motivated prospects before your competition even knows what hit 'em.
We're talking about proven methods used by top-notch agents to build their empires in today's digital real estate landscape.
Get ready for actionable tips that'll strengthen your online presence, leverage lead gen tools like a boss, and create content so compelling, prospects will be lining up at your doorstep.
While there's no such thing as a "silver bullet" solution, incorporating these strategies into your game plan can take your lead generation to new heights.
Whether you're looking to generate more prospects or better qualify the leads you already have, you'll find ideas that'll move the needle in the right direction.
With some focus and consistent effort, you can establish yourself as the go-to, digitally savvy agent in your market.
Top Takeaway:
Real estate lead generation can be boosted through tactics like social media marketing, networking events, and creating valuable content. Leveraging technology tools and building strong relationships with clients are also key to success in this competitive industry.
Meet rAIya:
The pioneering 24/7 AI real estate assistant that actively converts leads 365 days a year.
Chapter 1: Why Lead Generation Matters in Real Estate
Alright, let's get real for a minute. Lead generation is the bread and butter of attracting prospective buyers and sellers and turning them into clients.
For real estate agents like yourself, these lead generation activities are crucial for business growth and success.
When it comes to making money in real estate, it's a numbers game, plain and simple.
The more leads you can generate, the more listings and sales you'll close. It's as straightforward as this: more leads = more money in your pocket.
With the right lead generation strategies, you'll:
Attract more motivated homebuyers and sellers like a magnet
Build your contact list faster than you can say "commission check"
Establish authority and trust in your market (because let's face it, that's invaluable)
Stay top of mind over your competition (sorry, not sorry)
Close more deals and earn higher commissions (cha-ching!)
The benefits of stellar lead generation make it a top priority for high-performing real estate pros. So, let's explore some of the best ways to generate real estate leads this year.
Chapter 2: Develop Your Real Estate Lead Generation Plan
Hold up!
Before we dive into the juicy tactics, let's talk about having a solid plan in place. Like any part of a business, lead generation works best with an organized approach and consistent effort.
Here are some tips for developing your real estate lead generation plan:
Set measurable goals. Track quantifiable metrics like the number of leads per month, lead conversion rates, and sales from those leads. Setting benchmarks helps you gauge performance and adjust as needed.
Identify your ideal clients. Get clear on your target demographics like location, age, income brackets, family status, etc. This allows you to tailor your messaging and outreach for maximum impact.
List potential lead sources. Brainstorm the many channels you can use to attract leads, like digital ads, events, direct mail, and so on.
Commit time and budget. Block time for lead gen activities daily, and allocate a budget for paid efforts like online ads or direct mail campaigns.
Test and refine. Continuously test new lead generation strategies on a small scale first. Analyze the results, then double down on the tactics that perform best.
With a documented lead generation plan, you can focus your efforts in the right direction from the start.
Now, let's get into the many strategies and ideas for generating real estate leads that'll have you swimming in prospects.
Ylopo Webinars:
Unlock a vault of real-world, battle-tested strategies from top realtors nationwide.
Chapter 3: Leverage Online Real Estate Listings and IDX Sites
You know them, some hate them, but they’re worth mentioning: one of the most popular sources of seller and buyer leads is real estate portals.
When you list properties on the MLS and real estate portals with IDX integration, you can capture buyer leads instantly (but obviously, it’s not without its drawbacks).
Here are some of the top listing sites to focus on:
Homes.com
Redfin
Work with a high-quality real estate photographer to make sure your listings shine brighter than a diamond.
Optimizing listing descriptions for keywords also helps generate more views and leads, so don't skimp on that either.
Pro tip: Install lead capture forms on your website, so buyers contacting you about a listing become part of your CRM instantly. It's like having a personal assistant who never takes a day off.Easy Win #1: Listing properties on MLS and IDX websites generates instant lead capture.
Ylopo creates customized IDX websites for each agent to provide a uniquely branded hub for generating and capturing buyer leads from listings.
The tailored design allows agents to stand out versus competitors. Ylopo's IDX sites also integrate with CRMs for streamlined lead management.
You can read all about the full extent of Ylopo's real estate lead generation prowess here.
Chapter 4: Run Pay-Per-Click Real Estate Ads
Ah, the good ol' pay-per-click (PPC) advertising.
Google Ads and Facebook ads deliver motivated prospects right to your doorstep.
The investment is low-risk, too, since you only pay when someone clicks on your ad.
Some tips for effectively using PPC for real estate lead generation:
Target very specific areas, zip codes, or neighborhoods. Local search works best for real estate PPC, so get hyper-local with your targeting.
Drive traffic to landing pages designed to convert visitors into leads. Include lead capture forms, compelling calls-to-action, and all the bells and whistles that'll make prospects say, "Sign me up!"
Ad testing is crucial. Test different headlines, ad copy, landing pages, images, and more to optimize conversions. It's like a never-ending game of trial and error, but one that pays off big time.
Use negative keywords to avoid unqualified traffic that won't convert. For example, use "selling my home" as a negative keyword to weed out low-intent searchers who are just window shopping.
Master PPC advertising, and it can deliver a predictable flow of buyer and seller leads on autopilot.
Easy Win #2: Google PPC and Facebook ads deliver motivated prospects on demand. However, creating and optimizing campaigns can be challenging, especially if you're new to the game.
Ylopo simplifies PPC by instantly identifying high-performing keywords tailored to each agent's niche and location. This proprietary ad technology eliminates guesswork and drives qualified traffic to customized landing pages for conversions.
MaverickRE:
The data-driven real estate platform that skyrockets your business through predictability, efficiency and control.
Chapter 5: Capitalizing Your Relationships for Lead Gen
Alright, let's talk about the power of relationships and how they can supercharge your lead generation efforts.
Cultivate Referral Partners
Referral partners like lenders, home renovators, lawyers, and even moving companies can be a goldmine for steering clients your way.
Here are some tips for maximizing referrals:
Identify partners who have overlapping target audiences with yours. It's all about finding that sweet spot.
Make sure it's a win-win by referring clients to them too. Quid pro quo, baby!
Formalize referral processes like shared CRMs, fast follow-ups, and thank you's. A little appreciation goes a long way.
Host co-marketing events to generate shared leads. Two heads are better than one, right?
Communicate your value in solving shared client problems. Show them how you're the missing piece of the puzzle.
Referral partners often become valued long-term lead sources as you build trusting relationships. Offer to take them out for lunch or coffee to explore opportunities. After all, a little face time never hurt anybody.
Host Events to Attract Real Estate Leads
Hosting in-person events can be a great way to attract real estate leads by positioning yourself as an authority in the local area.
Instead of just posting listings online, you can interact one-on-one with potential clients face-to-face.
Some ideas for events that would draw an engaged crowd:
Hosting open houses where you can highlight the features of your newest listings
Giving tours around popular neighborhoods to showcase available properties
Holding seminars on homebuying topics like getting financing
If you cater more towards investors, giving talks on effective renovations or repairs could be useful
And don't forget first-time homebuyers – events just for them can really build trust and future business
The key is to provide valuable information and networking opportunities at these events, so attendees are more likely to keep you top of mind when they're ready to buy or sell.
Promote the events everywhere – community calendars, email, social media, flyers, direct mail. Just get the word out, and they'll come flocking.
With the right mix of helpful education and personal interaction, in-person events can go a long way towards generating more real estate leads.
(It's like a real-life version of lead generation, but with snacks and handshakes. 🤝🍔)
Generate Leads Through Cold Calling and Door Knocking
Alright, I know what you're thinking: "Really, Kiwi? Cold calling and door knocking? That's so old school." But hear me out, because these tactics still pack a punch if done right.
The key is to make each prospect feel valued, not just another name on a list. For example, optimize your timing – catch people when they're most likely to be free, like early mornings or after standard work hours.
Lead by introducing yourself and your expertise in the local market.
But instead of a script, use a natural conversational style focused on how you can provide value to them specifically, like researching their home's estimated market value.
To get some face time, you could offer something useful upfront, like a free home market analysis for properties in the area.
Even if they aren't looking to sell right now, that positions you as a helpful resource for when they are ready to make a move.
Don't give up after one try – follow up repeatedly on each lead you generate, using a variety of mediums like calls, emails, and mailers. Persistence is key, my friend.
If the process feels too time-consuming, you can also hire part-time cold callers to do the initial prospecting legwork and deliver warmed-up leads directly to your CRM.
The bottom line is that old school lead gen tactics like cold calls and door knocking can still be quite effective today if done in a personalized way that leaves prospects feeling valued and informed.
Easy Win #3: Better yet, make good use of rAIya Voice’s automated outreach capabilities.
That’s right: natural-sounding voice conversations over the phone that combine the effectiveness of AI and the allure of your branding.
And you don’t even have to lift a finger to make it happen.
Too good to be true? It’s not.
You can learn more about it here.
Leverage Your Sphere of Influence
Your sphere of influence (SOI) includes people you already have a connection with. This includes:
Past clients
Current clients
Family members
Friends
Neighbors
Business associations
Social connections
Send your SOI valuable real estate tips or local market updates. Make yourself top of mind when they have a need. Ask them to keep you in mind for referrals too.
Look through your phone contacts, email lists, and social networks to identify your sphere and get more engaged. Sales will happen more naturally when you nurture these warm connections.
Easy Win #4: Nurturing your SOI takes significant time and consistency.
Ylopo's CRM and marketing automation tools help agents stay engaged with their sphere by sending personalized, relevant messaging at scale.
This saves time while keeping agents top of mind for referrals.
Partner With Local Lenders and Builders
In any real estate transaction, a trusted lender is essential. Building partnerships with lenders provides them with client referrals and delivers new leads in return.
Some tips for effectively partnering with lenders:
Meet with mortgage brokers and bank lenders in your area. Identify ones catering to your buyers.
Figure out a formal process for taking on joint clients and referrals.
Offer lenders space at your real estate office for meetings.
Co-market and co-host events together.
Send gift baskets or other appreciation for referrals.
Also, connect with trusted home contractors and builders with referral partnerships. They often know high-intent prospects planning to move.
Automated Outreach:
rAIya Voice tirelessly calls and nurtures your leads to drive qualified appointments right into your calendar.
Chapter 6: Leveraging Various Media and Ad Spaces for Visibility
Alright, let's talk about getting your name out there and building that brand recognition.
After all, you can't expect leads to come flocking if they don't know you exist, right?Generate Brand Awareness on Social Media
Check out the chart below from Smart Insights.
Source: Smart Insights
Those are the overarching goals of modern marketers on social, and what you should be trying to achieve with your own lead gen outreach.
After all, social media is a powerful tool for generating brand awareness and real estate leads if used strategically.
The key is to make your profiles shine as authentic, knowledgeable, and passionate about the local community. This naturally attracts more prospects without a hard sales pitch.
Here are some tips for killing it on social media:
Post regularly with a mix of content that provides value for followers. Share real estate tips, information on your newest listings, upcoming community events, and more.
Go live on Facebook to answer common real estate FAQs, which demonstrates your expertise.
Participate in discussions by leveraging popular hashtags like #[yourcity]realestate.
To amplify your content, run occasional paid promotions.
But don't just broadcast content – interact and engage with followers by commenting on their updates. This builds connections.
The more you post valuable, engaging content instead of direct promotions, the more you build your authority and reputation. Just make sure your profiles are optimized to make it easy for visitors to contact you or convert into leads.
Create Compelling Real Estate YouTube Videos
YouTube is the #2 search engine in the world. Including it in your marketing provides another discovery channel.
Some video ideas to try:
Neighborhood tours showcasing hot areas
Market forecasts or predictions
Videos answering common homebuying questions
Client testimonials and success stories
Behind the scenes of your real estate business
Optimize video titles, descriptions, captions, and tags for SEO too. Add your channel link to all profiles and embed videos on your website. Repurpose top-performing videos into social posts.
Advertise in Local Newspapers and Radio
Let's talk about traditional advertising mediums like newspapers, magazines, and radio. They can help you expand your reach, especially with older demographics who may not be as active online.
Want to make the most of them?
Try negotiating discounted rates for repeat placements. It never hurts to ask! Testing different ad sizes, positioning, and descriptions can also help you figure out what works best.
Timing your ads to coincide with seasonal buying surges is a smart move. And don't forget to include strong calls-to-action that encourage people to take the next step.
While traditional advertising has declined, it's still worth giving it a shot in your local market. This is particularly true if you cater to older homeowners and buyers.
Contribute Real Estate Articles and Insights
Ready to position yourself as an industry thought leader?
Start contributing real estate articles and insights to local newspaper and media outlets, industry publications, and popular local blogs.
Share your best tips, insights, stats, and stories related to the homebuying journey in your area. Once your articles are published, promote them across your marketing channels to attract potential clients.
Guest posting is a fantastic way to gain exposure to new audiences who are open to your lead generation messaging and offerings. Don't be shy - reach out and pitch your ideas!
Host Real Estate Podcasts or Radio Shows
Podcasting has exploded in popularity. Launch your own real estate podcast to highlight insider tips, featured neighborhood tours, local partner interviews, and more.
Promote your show across your website and all marketing channels. Repurpose clips into social media videos.
You can also see if local radio stations are open to feature real estate talk shows with call-in segments. This shines the spotlight on you as a top influencer in your market.
Create Free Real Estate Reports or Guides
Valuable lead magnets entice prospects to share their contact information with you. Some potential real estate guide ideas include:
Relocation guides
First-time homebuyer tips
Local market forecasts
New listing guides sent monthly
Gate your reports behind website forms to capture leads. Promote them in your outreach and conversations with prospects too.
Advertise in Local Directories and Association Guides
Have you considered buying advertising in high-traffic directories frequently used by locals?
Think phone book yellow pages, city directories, local business directories, and real estate association guides and magazines.To make your ads compelling, focus on strong calls-to-action. Include contact forms to convert interested readers into leads.
The easier you make it for them to get in touch, the better!
Network at Local Real Estate Associations
Joining your regional NAR association as well as local chapters provides networking opportunities.
Ways to maximize associations for lead generation:
Sponsor association events to gain exposure.
Volunteer for committees and speaking roles.
Attend meetups and conferences to connect with fellow realtors.
Participate in special interest groups for lead sharing.
By taking on leadership positions, you raise your community profile and reputation over time.
Advertise Open Houses on High-Traffic Sites
When hosting open houses for your listings, always promote them online to attract more visitors.
Free sites like Craigslist, Nextdoor, and even Facebook Groups can spread the word.
Create flyers and include the open house details, listing photos, your smiling face, and contact information. Distribute them around the neighborhood too.
The more buzz you generate, the more potential leads will walk through the doors.
Have lead gen materials on hand too.
Struggling agents:
End the vicious cycle of wasted time and money on dead-end leads.
Chapter 7: Embrace Cutting-Edge Real Estate Technologies
Innovative technologies are opening new possibilities for engaging and qualifying prospects in the digital age.
Embracing these advanced tools allows savvy agents to generate leads at the next level and achieve higher ROI.
Real Estate Chatbots
Chatbots and conversational AI solutions provide instant, personalized responses to common prospect queries about listings.
Chatbots operate 24/7, immediately answering leads even during off hours when agents are unavailable.
By fielding repetitive questions on pricing, amenities, open houses and more, chatbots reduce the time agents spend replying to simple emails and calls.Their ability to immediately capture lead contact information also accelerates follow-up. Chatbot automated nurturing takes the burden off agents' shoulders.
Instantly addressing FAQs and streamlining communications can increase lead conversion rates by 40% or more.
Predictive Analytics
Predictive analytics leverage property data and algorithms to forecast future behaviors and preferences of leads.
These customized insights allow outreach to be tailored to each prospect's needs.
Targeting leads with the right message at the right time dramatically improves response rates compared to a blanket one-size-fits-all approach.
Analytics also help prioritize effort on hot, high-value leads with greater statistical likelihood of transacting. Focusing on the best opportunities leads to more deals closed faster.
With predictive analytics, both lead quantity and quality rise - translating into thousands in potential added commissions.
Embrace Automated Lead Nurturing and Drip Campaigns
It takes multiple "touches" before leads convert into clients. Automated lead nurturing keeps you top of mind.
Campaigns can include a pre-planned series of:
Emails
Direct mail
Social media messages
Text messages
Over time, nurturing converts more cold leads into transactions. Just make sure messaging is personalized and brings value.
Easy Win #5: Ylopo offers dynamic AI lead follow up, which allows you to have a 24/7 AI digital assistant named rAIya that texts your leads on your behalf and engages them in natural conversations.
rAIya can qualify your leads, book appointments, send listing alerts, and more.
Run Retargeting Ad Campaigns
Retargeting ads follow people who have already visited your website around the web. This targets warmer leads more likely to convert.
Some tips for retargeting ads:
Upload your email lists for accurate targeting.
Show display ads across Facebook, Instagram and Google networks.
Tailor messaging to what the visitor was looking at.
Promote listings they viewed along with contact options.
Retargeting helps you stay top of mind and nudge prospects closer to a sale. Make sure to track conversions to gauge performance.
Easy Win #6: Ylopo also offers Facebook catalog ads for real estate, which allows you to show dynamic ads for a property to interested buyers, based on criteria including price, location, square footage, and many more.
You can also upload your email lists for accurate targeting and integrate with your CRM of choice.
This allows you to run retargeting ad campaigns that follow people who have already visited your website around the web.
You can also tailor messaging to what the visitor was looking at and promote listings they viewed along with contact options. Retargeting helps you stay top of mind and nudge prospects closer to a sale.
Rely on Trusted Real Estate CRM Technology
A real estate CRM centralizes your contacts, data, outreach, lead capture and nurturing. It's an invaluable asset.
Must-have CRM capabilities:
Contact management with lead scores
Email and SMS marketing
Custom branding and templates
Lead capture forms and landing pages
Task automation
Analytics and reporting
Choose an intuitive CRM that seamlessly fits your lead generation workflow. This ultimately unlocks more sales opportunities.
Master Real Estate Lead Generation Strategies
Generating a steady stream of new prospects is the lifeblood for real estate success. Avoid relying on outdated tactics. Instead, embrace the many lead generation strategies covered above.
Consistently nurture your sphere of influence. Double down on tactics that truly pay off based on data. Stay nimble adapting to new approaches as the market evolves.
The best agents continually hone their lead generation skills. They recognize referrals, trust and conversions result from a focused effort day-in and day-out. There are no shortcuts.
But for realtors who embrace lead generation as part of their business identity, the rewards speak for themselves.Your phone rings with qualified prospects. You build a sales pipeline packed with potential. And ultimately, you help more families realize the dream of homeownership while reaching your highest income goals through blizzards of sales.
Want More Real Estate Leads? See Ylopo's Magic In Action
If you're looking to take your lead generation to the next level, it's time to book a custom Ylopo demo.
In just one call, we'll show you how our all-in-one platform can transform the way you attract, qualify and convert leads.
With Ylopo, you can:
Generate 5X more leads through social media and search engines using our smart tools. We'll showcase real examples from your market.
Nurture leads and identify serious buyers faster with AI like rAIya. Watch as she qualifies leads for you in real-time.
Quickly create stunning branded ads, landing pages and websites that capture attention.
Gain complete transparency into your lead gen with intuitive analytics. Know what's working and what's not.
Accelerate your growth and commissions by leveraging proven Ylopo technology. We're the leading solution for a reason.
Don't leave potential clients on the table. Book your free, no-obligation Ylopo demo now and unlock the future of your lead generation.
Let's discuss how we can help take your business to the next level today!
About the Author
Aaron “Kiwi” Franklin
Head of Growth
Aaron "Kiwi" Franklin is the Head of Growth at Ylopo and an innovative technologist and serial entrepreneur who has over 25 years of experience creating digital solutions for major brands and pioneering companies at the intersection of technology and real estate. His depth of expertise stems from leading development of the first website for Apple to founding a global community of over 1,000 elite athletes. Connect with me