Real Estate Marketing (Part 1) – Real Estate Lead Generation

Travis Robertson reveals the 5 stages of marketing that prospective clients move through as they go from being a lead to becoming a sale. In this video, Travis teaches how to master lead generation and shares 3 lead generating tactics that have proven successful. Use these tactics to gather more leads and covert them at a higher percent!

Five Phases of Marketing

There are five key phases that every single person who comes in contact with your business should move through from the time they become a lead to the time that they become a sale. Discover how to capitalize on each of these five phases and drive people through them to convert more clients and make more money, oftentimes off the leads you’re already getting!

Phase One

The first phase is what we like to call lead generation and every phase has a question; a question that you need to answer for your business or for your marketing plan. So what’s the question here? The question here is this: how will you generate new leads for your business over the next 12 months.

Now most agents think “well, I want to generate leads as many ways as I possibly can.” The problem is this: the more you try and do, the less effective you become. Instead what I want to do is this: I want you to focus on one to three major lead generating activities that you’re going to employ in your business over the next 12 months; become a master at them rather than trying to do them all ineffectively.

Pick one to three different lead sources. Most people ask us “okay, that’s great but what are the three that I should choose?”  Some of that’s going to depend on your budget, the time that you have to invest to the resources that you have available to you, but beyond that, what you want to do is really focus on those things that are going to move you forward based off of the goals that you set for your business.

I want to share with you three of the lead generating tactics right now that are working very very well for our clients. Two of them are great at generating listing leads and if you’re like most agents, pretty much everybody could use more listing leads. Right? Here are the THREE tactics that are working very well right now:

Direct Mail Marketing

I know it’s old school. People go “oh, but direct mail marketing, it’s so 1995.” But here’s the thing: everybody’s been moving their business online, right? All the marketing is in where? Your inbox or on social media and it doesn’t mean marketing those areas is bad, but what I found is this: our inboxes, or our mailboxes, have become extremely quiet. Our mailboxes have become so quiet so that you want to get through that noise and through that clutter. What better way than to hit people in their mailbox?

Facebook Leads

Facebook advertising and Facebook Ads have been generating hundreds and hundreds of awesome listing leads for our clients. If you’re not doing Facebook advertising, it’s time to invest a little bit of money and a little bit of time and explode your listing inventory.

Strategic Calling

What we found is that most agents that come to work with us and that start working with our coaching program have clients or leads or people that they haven’t contacted in a while. We have them make a list about the hot leads from the past six to 12 months that they were close to either buying a home or listing their house, but never moved forward. Compile a list of all of those people but rather than just calling them and saying “hey, are you still interested in selling your home or do you still want to buy a home?” you must provide value. How do you do that? We encourage you to call with an item of value. Maybe it’s an updated CMA for an old listing lead or new listings that are similar to what a past lead was looking for. It all comes down to providing value, providing value, providing value.

Those are three things right there can generate listing leads and buyer leads very very quickly for your business. They’re working exceedingly well for our clients but there are so many different ways and so many different things that you can do to generate leads. The key is this: find just a few. Focus on one to three, cut all the crap and that simplicity is gonna allow your business to EXPLODE!

If you have any questions on this leave a comment below. We’ll answer any questions you have and if you want to find out of coaching may be right for you, we’d love to talk with you as well.

About the Author