realtors struggle with prospecting and lead generating Archives

Low Or No Cost Lead Gen Ideas for Real Estate Agents

Wade Webb on March 9, 2022

Often I hear realtors tell me how expensive it is to do effective marketing as a real estate agent and how they don’t have the budget for these costs. Although I agree there are some very pricey marketing tactics in play right now, I assure you there are countless highly effective tactics that are “zero” cost or low cost to the agent….

1. Pick up the phone and talk to 5 current or past clients a day. Give them your greatest gift, “your time.”

2. Ask for the business ”Of all the people you know, who do you think will be moving next?”

3. Record a new, upbeat and original message on your voicemail every day. Try a riddle, joke, tip, quote or short story.

4. Create a “do it yourself” info graphic of your local market statistics for real estate and post it on social media or email it to your clients. A Market Snapshot.

5. Check the local news or internet for a good news story and clip or print the story and send the person who the story is about a personal note saying “well done or congratulations” and include your business card.

6. Create a video of your best buying or selling tips and post them to YouTube, Facebook, Linkedin, Twitter.

7. Create a video of a past client testimonial sharing their experience doing business with you and post it to your website or social media. Get them to give you a google or yelp review.

8. Create an instructional video on “How to” or “Step by Step” process.

9. Constantly wear your company name badge. Don’t be a secret agent. Even add a company logo to your clothing.

10. Join or start a networking group like Business Network International (BNI). So many business owners and service providers could use an agent like you.

11. Write and post some of your best marketing, buying or selling ideas in Real Estate on your own blog like I have done with AgentsBoost! Over 10,000 readers in over 100 countries in less than 10 years.

12. Submit press releases each week to local media sources like new innovative real estate marketing, using drones, videos, interactive floor plans, virtual reality, etc.

13. Create joint ventures and partnerships with other businesses and services that fall in line with the real estate industry. Add them to your website!

14. Complete a detailed profile of yourself in Google, Facebook, Linkedin and Twitter.

15. Write a short market update each month and email it to your database.

16. Post classified ads on free online websites like Craigslist, Kijiji, Oodle.

17. Teach other business owners and service providers how to market with little or no money.

18. Write and send a personal hand written note to 5 people every day.

29. Door knock an area where you have or your company has a bona fide buyer, recent sold or recent new listing or invite them to your open house. Even just slip a letter in their doors.

30. Post on social media and email every month your local market “best bets” for buying opportunities. All categories like first time buy, move up buy, foreclosure or rental.

31. Visit face to face an expired listing owner with a sold topper in hand and say “We have just been notified your home is no longer on the market and I am sure the last person you want to see at your door is another real estate agent. I just have 2 quick questions and will be on my way”. First “why do you think one of these “sold” signs did not get on your property” and second “why did you want to sell in the first place?”

32. Hold an open house on a listing any day that only takes a customer no more than 2 open house signs to get to from the main traffic.

33. Create a contest or a client referral rewards program.

34. Volunteer for an event or at a local charity. Join a service club. Attend a networking event and exchange business cards.

35. Host a buying, selling or investing real estate seminar. Co-present with other experts like lawyers, lenders, inspectors, etc.

36. Video interview local business owners, service providers and professionals in your community.

37. Create an agent to agent referral business with agents from other cities sending you their buyer and seller referrals.

38. Connect with solicitors that represent family, estate or financial institution law for referral business.

39. Work the referral network of other realtors in other cities and become their agent of choice for buyer and seller referrals in your marketplace.

40. Create a referral network with trades people, contractors, renovators and handyman professionals.

41. 97% response rate texting someone and asking them “How’s biz?” and in exchange you can expect them to text back the same question to you about the market!

42. On FB show people you care by sharing and commenting on their posts. Message them and ask them “how they are doing?”

43. Educate your clients on how to give you a referral. “Call me with their name and number and I will follow them up and give them excellent service and promise you not to pressure them in any way.”

44. Help a For Sale By Owner in exchange for the opportunity to represent them when they are needing assistance to buy again. Help them enough they might give up and even list with you!

45. Target and work a geographic farm area. Become the expert in one specific segment of the market. Video, blog, door knock, Facebook live video from a listing in your farm area, farm market area statistic updates.

So there you have it, an in depth list of ideas for agents with smaller or no marketing budgets in 2019. Feel free to add more ideas and suggestions to this year’s list in the comment section below!

Strength and courage,
Wade

Service Magic – Learn Effectiveness at the Real Estate Kiosk

kelowna on June 26, 2013

Learn 10 Tips for Prospecting and Lead Generating at a Real Estate Kiosk

For the last 13 years of my real estate business I find so many realtors struggle with prospecting and lead generating a real estate office kiosk at the mall.

Typically I find agents log in and connect with their mobile device, laptop and hope someone will walk up to them and say “hello, I would like to buy a house” or “hi, I want to list my home”.

If it were only that easy!

Are we waiting or are we creating a real estate opportunity at our kiosk?

What do you think is the #1 goal of working a real estate kiosk?

#1 goal is to add to our database names, addresses, emails and phone numbers.

#2 goal is closing for a listing or buyer appointment.

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1. Introduction – I love using humor to engage my audience at the kiosk. I say something like, “are you looking to buy a home or waiting for your spouse to max out the credit card?” Maybe even just try a simple approach like a smile and say hi.
2. Give to Get – Another great tool is to give away a small item like chocolate, note pad or magnet. They are surprised they get something with no expectation of return. They tend to feel like they need to ask you a question or chat in return for your small gift.
3. Engage – Share with your audience “What’s in it for them?” I like to share with people on my laptop access to all the up to minute listings including other company’s inventory. Say “Feel free to let me enter your search criteria and I will show you what is available.” I also offer to set them up on an free auto email listing alert system where any time something fits their criteria they get an email alerting them of the new listing. All you need is their email address : )
4. Educate – I get my audience’s attention by providing items or handouts that builds value to them. I provide pieces like Buyer and Seller Mistakes, How to Sell for More, Preparing Your Home to Sell, Avoiding do it Yourself Disasters and Benefits of Buyer Representation. Again providing something of value other than a business card or real estate publication.
5. Mayor Campaign – Real estate guru Joe Niego developed the best dialog in real estate for a kiosk… the Mayor Campaign. “If you had a friend or family member wanting to buy or sell real estate who do you recommend? The reason I ask is from time to time I send out valuable information like market statistics, home improvement ideas, best buys and more. Would that be something you would be interested in receiving? What is the best place I could send that to? In case I come across a hot tip and need to get a hold of you, what is the best number to reach you at?” Give that a try and report back with a comment on how it works for you.
6. Be Early – It never fails but some of your best leads at the kiosk were the ones already standing there when you arrive a bit early. I always wanted to thank the agent who had the shift prior to me who left early or just didn’t show and leaves me the best leads of my kiosk shift. So kind of them.
7. First Impression – We all have heard of judging a book by the cover. It is the same for us at kiosk. What we wear, how we smile, your breath and your body smell are so important when out in the public eye.
8. Timing is Everything – Don’t try to pounce on people at the kiosk like a wild animal in a cage at the local zoo. Give them space and time and for the love of murphy and on the other extreme don’t ignore them and treat them like a nobody while you surf the web or play poker stars on your laptop.
9. Body Language – Look people in the eye when they are standing around the kiosk. Try not to stand and hide behind the counter, slowly walk and move around the kiosk and try mingling with the crowd like they are at a social gathering.
10. Have fun – Tell a joke. Share a story. Get to know people and who they are, what they do, how they have fun and what’s on their bucket list. Ask them questions and listen… 2 ears and 1 mouth. Double the listening and half the talking. Carnegie says “the world’s greatest conversationalist is someone who says little or nothing.”
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The real estate Kiosk is a great opportunity for an agent to be at their best. Face to face.

Focus on building your relationships list and close for the opportunity to meet with them for a buying or selling appointment.

I trust some of these ideas will impact your effectiveness at the real estate kiosk.

Strength and courage,

Wade

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