The Building Blocks For Great Lead Generation

• 02 May 2023
• 470 View(s)

Copyright LocalLeadOptimiser.co.uk & Henry James 2023

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Generating leads is one of the most important aspects of any business, and estate agency is no exception. Agency is a highly competitive market, where the frequency of re-purchase is measured in years: not months or weeks, so it can be challenging for you to generate leads consistently. Especially as you need to top up leads that cater for both the immediate needs of your business and also the longer term. So, you need strategies and tactics for both types of lead to be generated. However, with the right strategies, you can grow your lead generation and grow your business consistently.

Here are some effective ways you, as an estate agent, can generate more leads:

1. Leverage social media platforms. Social media platforms such as Facebook, Twitter, and Instagram are excellent tools for estate agents to generate leads. These platforms allow estate agents to create targeted ads and reach potential clients based on demographics, location, and interests. You can also create engaging content, such as videos and images of properties, and share them on social media platforms to attract potential clients.
2. Create a referral programme. Word of mouth is a powerful tool in the property business. BUT, very few estate agents leverage this properly by having a proper referral program. There are different ways to incentivise existing clients to refer their friends and family to your business, plus you can tie it into some community marketing by having referral schemes to access groups as well as individuals. Incentives can be in the form of discounts, or other rewards or tied to donations to specific causes or groups locally.
3. Attend networking events. Networking events are a great way for estate agents to meet potential clients and build relationships with other professionals in the industry. Attending local networking events, such as property investor meetings or local, regional or national trade and conferences, can help you expand your professional network and generate leads.
4. Offer free valuations – with a difference. Every agency offers free valuations. They can be a powerful lead generation strategy. But why not create some mind-blowing content to give away at the appointment? Create something that will add REAL value to the meeting. Something your competitors will not be willing to do. This allows potential clients to not only learn about the value of their property, but also the value, of you to them, and can help your agency establish a deeper relationship with them. Even if they do not instruct you, the quality of what you provide can create word-of-mouth referrals to their friends and colleagues. And, for the confident and brave agencies among you – why do your valuations for Free. Is your valuation, marketplace and knowledge, and experience not worth paying for?
5. Create engaging content. Creating engaging content, such as blog posts like this one, and videos can help you attract potential clients and establish your business as the local industry experts. You can create content that addresses common questions and concerns that potential clients may have, such as the buying or selling process. This can help you build market authority, which in turn leads to market pre-eminence. And if you can create engaging content about the main pain points they will be faced with, so much the better. That way you build trust with potential clients and encourage them to reach out to you for more information.
6. Optimise website for search engines. Whilst having a fab web site is one thing having it fully optimised and with fully optimised landing pages or leads forms will get you more leads. Landing pages should be short and sweet and can then be used for SMM on Twitter, Facebook and the like to attract different audiences. And make sure the options you choose are mobile-friendly, as this can lead to higher search engine rankings and more traffic to your site, landing page, or leads form.
7. Utilise email marketing. Email marketing remains an effective way for your agency business to nurture both immediate inquiries as well as your current database of past leads. And much of it can be automated. You can create email campaigns that provide valuable information, such as property listings and market updates, to keep potential clients engaged and informed. Regular, carefully worded, conversational emails can help you stay top of mind and encourage potential clients to reach out for more information.

   In conclusion, you can generate more leads by combinations of leveraging social media, creating a proper referral programme, attending networking events, offering free valuations with a difference, creating engaging content, optimising your website for search engines, and utilising email marketing. PLUS you have video options, ChatBot and VideoBot solutions, and much more in the ever-expanding tech marketplace. And you can also automate much of it without losing the personal and human touch.

   By implementing suitable strategies, for the different segments of your current and future prospects, you can increase, exponentially, your lead generation and grow your business in a highly competitive market. If you want to know how we can help[ just drop us a line.

Until next time,

Henry James

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About the Author:

Henry James is an author, marketer, and consultant in the field of marketing systems for estate agents and those in the property sector i.e. he helps agencies like yours make more money!