As a real estate agent, you know how critical it is to have new leads coming in on a regular basis. But it’s important not to get hung up on quantity over quality. A thousand new leads that aren’t really interested in working with you aren’t nearly as valuable as 10 who are. So how do you find more of those quality leads? We’ve outlined 4 of the ways to finding quality leads, some of which could be lingering in your database.
1. Ask for Referrals
People trust recommendations from friends or family more than any other source of marketing, so a referral from a past client means a far higher quality lead. On top of that, a past client wouldn’t refer someone who wasn’t actually looking for the assistance of a real estate agent. This means that leads that come from referrals already have more trust in you and are definitely looking for the services you offer. Better quality right from the get go!
How do you go about getting these referrals? To begin with, ask openly once you have successfully completed business with a client. From there, keep yourself top-of-mind with these past clients. A real estate CRM such as IXACT Contact makes this easy with automated tools such as a monthly e-Newsletter, Keep in Touch call reminders, and Birthday and Move-In Anniversary reminders. Once you have established a relationship with your past clients, they are far more likely to refer you to one of their friends or family.
2. Capture Leads Automatically
Leads you gain from your online sources are valuable because they have willingly submitted all of their information to you. The problem comes when you have multiple sources of online lead generation, and then you have to manually sort through them and add them to whatever form of database you are using. Instead, capture those leads automatically with a reliable real estate CRM such as IXACT Contact.
IXACT Contact can integrate with sites such as Zillow, Trulia, and Fivestreet, helping to streamline the process of getting those new leads into your database. Our Automated Lead Capture will also send you instant email and/or text alerts each time a new lead has been added to your database. This assists you in the follow-up process and helps you determine the quality of the lead much faster. Once a lead has been synced into your database, you do not have to go through the process of manually adding them in. This will leave you more time to reach out to them. You can then auto-assign them to an email drip campaign. This will help you nurture your lead!
3. Nurture Your Leads
It is possible that you could receive a high-quality lead that is longer term. With a lead nurture campaign, you can keep in touch and build your relationship over time without losing that great lead.
As mentioned in our second tip, IXACT Contact makes this process easy with multiple lead nurture campaigns that are written specifically for different lead types. The appropriate plan can be assigned automatically for you when the lead is captured. Whether the lead is looking to buy a home in the next four months or to sell their home to downsize in a couple of years, there’s an email nurture campaign that will deliver regular and relevant messages to them.
4. Find Hidden Leads
Did you know there could be great leads hiding in your database? Those are definitely contacts you want to know about, but how do you find them? With email campaign reporting!
IXACT Contact’s Email Campaign Reporting shows you who has opened and clicked on your emails. Why is this helpful? Well, if you send out a Just Listed email and 5 of your contacts have clicked on it multiple times, it would indicate that they or someone they know might be interested in the property. You can see interest easily and sometimes unexpectedly. Those are high quality leads as they are already familiar with you and have a clear interest.
Finding quality leads shouldn’t be an arduous task. Try our 4 tips and start finding them more easily, and see your business pick up in turn. IXACT Contact streamlines the process and helps you do more in less time. Start your FREE 5 week trial of IXACT Contact now.
