In a constantly shifting market, having a solid action plan is vital for continuous real estate success. In Virtuance’s latest webinar, host Rachel Gombosch sat down with industry experts Chris Cockerham, Grant Wise, and Rachel Warner to discuss navigating today’s challenging landscape. This post breaks down their top five expert-backed strategies for generating more leads to help build and maintain your business—and you can watch the full conversation below or on our YouTube channel.
Key Takeaways
- Implementing a reliable CRM and a consistent, repeatable sales process is essential for keeping track of leads and maintaining stability during market slowdowns.
- Leverage digital marketing: Because most buyers start their home search online, agents should actively use social media and targeted Facebook ad campaigns to capture high-quality lead data.
- Prioritize authentic connection: To stand out in a competitive market, you must go beyond standard follow-ups by building genuine relationships and using professional imagery to establish a recognizable online brand.
1. Have a CRM
A valuable piece of advice our panelists provided was having systems to organize your business. Chris Cockerham, a Commercial Manager/Broker, and Grant Wise, President and Co-Founder of Witly, stressed the importance of using software or a customer relationship management system (CRM) to gather, manage, and follow up with your leads.
If you aren’t organized and don’t have an efficient system to track your leads, it can be difficult to persevere when the market is slow.
2. Have a good sales process
While software, tools, and a CRM can help keep you organized, having a good sales process is also crucial. Our experts all agreed that having a solid process to guide your leads through ensures you’ll be successful.
Consider reviewing the best deals you’ve had this year. What did you do in each of those sales? Was the process the same? Different? Identifying your strengths and adapting a sales strategy based on them ensures you won’t have to worry during slower months. Why? You already know what works for you!
3. Use social media
Throughout our webinar, Grant expressed the importance of using Facebook and social media to generate leads. The majority of home searches begin online, so you should advertise your business online and actively use digital marketing. Understanding your ideal customer and target market is essential, and you must first recognize that most home buyers consume online media first.
Grant recommends using Facebook and running a homes list ad campaign. You can select a lead form ad as your objective to get the names and email addresses of people actually looking at homes and the inventory in your market.
You can generate endless leads if you identify and give your clients or potential clients what they want.
4. Go above the standard
Most agents know that connecting with your clients and leads equals a strong relationship, but that doesn’t mean sticking to the same tactics will always work. To stand out in a competitive market, you must be unique and go above the standard.
Sure, sending follow-ups, holiday wishes, and thank-you notes are all effective, but how can you differentiate yourself from your competitors?
In the last part of 2022, Rachel, Luxury Marketing Director of John L. Scott Real Estate, recommends brainstorming ways to authentically connect with your market of clients and leads. As Rachel states, “[Real estate] is a relationship business… you need to be top of mind, but you also need to be someone that they connect with, they want to work with, they see as a resource, or an advocate, or an advisor for them.”
5. Do what works for you
While these tips can help you generate more leads and grow your business, remember to do what works for you. If you use strategies you can’t maintain or they don’t target the right audience, you won’t be successful.
It will take time to identify what works best for you, but if you keep it up, you won’t be left scrambling when resources are limited.
How Virtuance can help you generate more leads
Images are a crucial part of digital marketing strategies. Professional real estate photography goes a long way if you plan to post on social media or promote your site.
Professional real estate images across your listings create a cohesive brand that leads and clients will recognize. And as previously mentioned, most potential clients start their home search online, meaning your images are the first thing clients see!
With Virtuance, you’ll ensure you’re putting your best foot forward to generate more leads and close more deals, regardless of market conditions. Ready to get started? Schedule you Virtuance shoot today!
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FAQ
Why is having a CRM important for real estate agents?
A CRM keeps your business organized by centralizing lead management and follow-ups, which is crucial for persevering through slow market cycles.
How can agents effectively use social media to generate leads?
Agents can capture direct lead data by running targeted Facebook lead form ad campaigns, such as a “homes list” ad, to reach buyers starting their searches online.
What does it mean to "go above the standard" in client relationships?
Going above the standard means moving beyond basic holiday cards to find authentic, unique ways to position yourself as a trusted resource and advisor for your clients.
How does professional photography help with real estate lead generation?
Since most buyers begin their search online, high-quality professional images create a cohesive brand and make a strong, memorable first impression on potential clients.
