Seeking Insights from Experienced Realtors: Generating More Leads and Closing Deals

Real Estate Agent · Surf City, NC · Member since 2017 · 648 posts · 597 votes

Hey Erick, I love this topic and also am constantly evaluating where to put time, effort, and money. The best lead generation source I have is a monthly real estate investing meetup that my team hosts. We do not charge a fee or try to sell anything there. It is mostly a networking opportunity to local real estate investors in our area and we bring in a speaker every month to teach our group something about real estate investing. We have been able to get a decent following and usually have 30ish people show up each month. From there, we ask people for their contact info to be informed about future meetups and try to schedule one on one coffee/lunches with new people who come to see if we can help them achieve their real estate investing goals. Let me know if you want more info!

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Bruce Lynn

Real Estate Broker · Coppell, TX · Member since 2011 · 5k+ posts · 4k+ votes

2y

The research is very clear. The very best and most profitable leads are from the people who know, love, and trust you....Your database. You have to call them, see them, court them for leads. Text might work, but you don't want to spam text them and you don't want them to only hear from you when you need or want more business. Calling is #1. I have forgotten the stats, but something like you are 7x more likely to get a great quality lead from one of those people, than from anywhere else.

However, as realtors we are mostly chasing silver shiny things like squirrels. We will pay the Z people for low quality leads, r.com for junk leads, 100 other lead companies for junk leads and try to call FSBOs and Expireds and do anything not to call or not to call people we know. Even though the evidence and research is very very clear. There are 100 or 1000 other ways that will cost you time and money and yield low results. Open houses for example. Of course there is always 1 in the crowd that is super successful attracting business from open houses, but that's like 1% of 1%.

Online branding and presence of course is important. Everyone wants to see you have a website. I hear more and more people say they want to see your domain on the email address. If you're using a generic email service, they don't really think you are tech savvy. Some % of all of those are also looking for honest reviews.

In the end though it really all comes down to the contacts, you're making in person, shaking hands, kissing babies, asking for business, keeping in better touch with your sphere.

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Shaun Weekes

Loan Officer / Processor / Life & Health Agent · Rancho Cucamonga, CA · Member since 2014 · 1k+ posts · 757 votes

2y

Quote from @Erick Armando Gonzalez:

Hey BP Fam,

As a seasoned realtor with a few years of experience under my belt, I've been consistently seeking ways to boost my lead generation efforts and ultimately close more deals. While I've implemented various strategies over time, I believe there's always room for improvement, and I'm eager to learn from the experiences of others in the field.

I'm particularly interested in hearing from those of you who have been consistently closing deals and have found success in generating high-quality leads. Whether you're working with residential properties, or specializing in a niche market, I'm keen to learn about what strategies have worked wonders for you and what tactics may have fallen short of expectations.

Some specific points I'd love to discuss include:

Where have you found the best leads or prospects? Are they coming from online platforms, referrals, networking events, or other sources?
What specific lead generation tactics have you found to be most effective in your market? Have you had success with social media marketing, email campaigns, direct mail, or any other methods?
Conversely, what strategies have you tried that didn't yield the desired results? Understanding what hasn't worked can be just as valuable as learning what has.
How do you nurture and maintain relationships with leads to ensure a higher conversion rate? Are there any tools or systems that have helped streamline this process for you?
In today's digital age, how important do you find online presence and branding to be in attracting leads and closing deals?

Feel free to share your insights, success stories, and even the challenges you've faced along the way. I'm open to learning from all perspectives and excited to engage in a fruitful discussion that will benefit us all in our real estate endeavors.

Looking forward to hearing from you all!

I'm not a realtor but I have seen some Realtors do the following to really increase their business significantly coupled with somethings that I do personally as well.

1. Really pinpoint a niche and become a specialist in that realm. Maybe you only work on Probate listings, Divorce listings (I know but unfortunately, it's a thing in CA), Seller Only agent, Buyer only agent, only working with investors (This is great because they keep coming back if you do a great job)

There's so many more but becoming a specialist will allow you to hyper focus on one area of RE as a realtor and dominate that segment.

2. Make sure you're well known in the city and or area that you want to do business in. Out here in Rancho Cucamonga, CA we have the Angels A ball team and there's always this one Realtor who advertises at the ballpark. She is well known for a certain type of listing and is pretty much the go to realtor out here and the general area for this segment. Also, being active in the community is great for multiple reasons.

3. I know another Realtor that is so good at sending out birthday cards and cards during the Christmas Holiday like clockwork. By doing this people will always remember and will refer you. Sending out a little calendar at the start of the year is also great. One of the ones that go on your fridge works well in my opinion.

4. An online presence is important but constant contact is the most important. Like I mentioned above. Lastly, give, give, give, give.... If you can do this, you will earn business on a consistent basis.

This is all from watching and listening to realtors over the years and many of these points are things that I do for my mortgage business on a regular basis.

I hope this helps and have a good one.

3 Reply

Abel CurielBusiness Member

Real Estate Agent · Queens, NY · Member since 2016 · 2k+ posts · 1k+ votes

2y

Quote from @Erick Armando Gonzalez:

Hey BP Fam,

As a seasoned realtor with a few years of experience under my belt, I've been consistently seeking ways to boost my lead generation efforts and ultimately close more deals. While I've implemented various strategies over time, I believe there's always room for improvement, and I'm eager to learn from the experiences of others in the field.

I'm particularly interested in hearing from those of you who have been consistently closing deals and have found success in generating high-quality leads. Whether you're working with residential properties, or specializing in a niche market, I'm keen to learn about what strategies have worked wonders for you and what tactics may have fallen short of expectations.

Some specific points I'd love to discuss include:

Where have you found the best leads or prospects? Are they coming from online platforms, referrals, networking events, or other sources?
What specific lead generation tactics have you found to be most effective in your market? Have you had success with social media marketing, email campaigns, direct mail, or any other methods?
Conversely, what strategies have you tried that didn't yield the desired results? Understanding what hasn't worked can be just as valuable as learning what has.
How do you nurture and maintain relationships with leads to ensure a higher conversion rate? Are there any tools or systems that have helped streamline this process for you?
In today's digital age, how important do you find online presence and branding to be in attracting leads and closing deals?

Feel free to share your insights, success stories, and even the challenges you've faced along the way. I'm open to learning from all perspectives and excited to engage in a fruitful discussion that will benefit us all in our real estate endeavors.

Looking forward to hearing from you all!

Hello Erick, great questions!

1. Same as @Bruce Lynn - Personal circle/sphere of influence and past clients have been my best source for leads. These are people who know me for 1-3 decades and/or have successfully bought or sold properties with me. They trust me, can and will vouch for me in any setting where Real Estate is brought up. I once got a listing lead at a bachelor party! A close friend made 1 introduction that led to 4 transactions in a 2-year period.
2. Circle prospecting/Geo leads - this is the best way IMO to cast a wide net in a selected area and begin adding total strangers to your database. The majority of agents in your market are NOT contacting unmotivated sellers. They are going for the "now" business or low-hanging fruit - i.e. FSBO, Expired, paid online leads, etc.
3. Opcity/realtor . com leads, zillow , redfin. The quality is super low and/or referral fee is so high that you might as well invest that in something else. For example, you close a deal with a $10K commission check and pay a 30% referral fee or $3,000. I believe that $3,000 is better spent on other marketing spend - I'll elaborate on # 4. On top of low quality, high monthly costs, and high referral fees, these lead sources come with a lot of competition. Multiple agents are signed up to the same areas on these platforms.
4. Use a CRM for all database contacts - email newsletters, text blasts, etc. I use KV Core for this.
For your MVPs: past clients, top referral partners, close personal circle (i.e. Your dream 100), I recommend gifting platforms like mailboxpower/banner season or snappy. Regularly send high-quality and relatively low-cost gifts to remain top of mind.
5. This is critical as it gives you credibility or Ethos. SEO marketing will help boost you atop local search results.
On my team profiles/pages, we share helpful information, testimonials, past deal info, etc. My personal online presence is less active but I prefer privacy so I keep it minimal.

Hope this helps!

Abel

REbuild Team - eXp Realty5234 Reviews

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Seeking Insights from Experienced Realtors: Generating More Leads and Closing Deals

Seeking Insights from Experienced Realtors: Generating More Leads and Closing Deals

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