Leads are the lifeblood for an agent. Without leads it really doesnâ€™t matter what else you do well. If you have no leads you have no one to convert to a client and therefore no one to follow up with and no sales to close.
I think a successful REALTORÂ® will have more than one avenue in his lead generation model. If one method fails or slows he/she will have other ways to keep his business successful.
Consistency is one of the main keys in a successful Real Estate practice. I think you have to pick about 3 lead generation toolsâ€”a 3-legged stool if you will â€“- that will keep your pipeline full.
The three we use are as follows:
We use a combination of our own websites and the HomeGain system. Our own sites include one devoted specifically to Fort Benning, Georgia, Real Estate as well as one devoted to Columbus Georgia Real Estate and rank well on their own merit.
2) Sphere of Influence
We continually add to our database of past clients and others we know. We send out a monthly newsletter, sports calendar magnets (like SEC football schedules), and touch base periodically by phone and in person.
We market new homes specifically for builders in our area. We enjoy working with builders by giving input on market conditions and new trends. We also put special emphasis on the marketing of their homes.
This is our 3-legged stool.
Others market to FSBOs, Expireds, REO, Investors, or Commercial. All of us have different strengths and we should play to those strengths and to what we enjoy.
The important thing is to have a multi-faceted lead generation model to keep your client pipeline full on a consistent basis!