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Expanding Your Real Estate Leads

April 20 2012

findAs you know, every day is a process in real estate and every relationship you nurture in business can impact the never ending cycle of growing leads. Leads are what your business thrives on and a lead can come in a variety of marketing techniques! You can get connected to leads by maintaining your online visibility, impressions you make on past clients and the things they say about you, and just being at the right place at the right time.

Collecting leads is primarily in your control and you can improve the size of your collection by participating in several best practices. How do you monitor your leads and where are they coming from? Promoting your name in the some of the areas below is what can make the difference between someone offering you a referral and converting them to a qualified lead.

  • Maintain a business Facebook page and interact with your fans daily while updating them on industry news!
  • Engage in Twitter and interact with industry leaders to leave a footprint of your brand across the web.
  • Join professional networks, for example, LinkedIn. This global network will give your the opportunity to reach out to your current network and build relationships through your connections.

According to NAR Member Profile 2011 of  the following groups, 50% or more of their business was through referrals. If each referral starts as a lead from a past client, then it is your job as a real estate professional to assure the lead that you are the best choice for the transaction.

  • Realtors: 20%
  • Appraisers: 18%
  • Brokers: 20%
  • Property Management: 18%

Leads are extremely important in your business process. Nurturing your past clients, as well as expressing genuine concern for them after the transaction is complete is important. Reminding them about their great success with choosing you as their real estate professional could be why they refer you. Here are some creative ways to remind them about you and say hello:

  • Handwritten note
  • Email asking how their children like the neighborhood or new school
  • Forwarding them a recent Living Social or GrouponGroupon they might like
  • Adding them to your social networks with a personalized message – "Thank you for joinging my network! I'm so glad we were able to find the perfect home for you and your family, please keep me in mind the next time one your friends or family are looking for a place to call home."
  • Recommend a restaurant via email in the area that you have visited recently that they may like, perhaps if it was a large transaction even purchase a gift card to and say, "First round of Happy Hour on me!"
  • Develop a seasonal template addressing the client and reminding them that you are looking to expand your client base and if they have anyone in mind that is looking to sell or possibly buy a home in the near future, you have some tips that you can share with them.
  • Send a link in the newsletter sign-up message and say that they can send it to them to get on your email list for more information.

Whether it's a lead because someone referred you or it's a referral that you are taking the lead on, you want this potential new client to be your NEW client and choose you for the job! If you nurture your past clients and maintain your brand properly by signing up for marketing tools like Homes ConnectHomes Connect with functions like Lead Gator, your business could grow more quickly than you think. Try some of the tips above and see what happens. Learn more about Lead GatorLead Gator and see what Micheal MaherMicheal Maher, America's most referred agent says about referrals and expressing gratitude to former clients. These tips and tools could be the reason why your phone calls increase, your inbox fills faster, and after that it's up to you to show your niche and close the deal.

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