Whether you’re working in a low-inventory market or are stuck with seasonal lead generation, your existing database might be the best place to look for the new business and generate real estate leads.
Your real estate CRM is not only the backbone of your marketing work but your most valuable business asset too. Top-producing agents are able to generate the bulk of their business through existing contacts rather than new ones.
Here are the exact strategies they use to generate real estate leads with their CRM.
5 ways to generate real estate leads with your CRM
1. Ask for referrals
According to the 2015 NAR Profile of Home Buyers and Sellers, 88 percent of respondents said they would gladly recommend their agent to others and work with them again but only 12 percent actually did – because their agent never asked them to.
Here’s a complete guide to setting up a referral program that would work behind-the-scenes and generate real estate leads even at a time when the market is low and the competition seems to be taking over.
2. Use and track email
Email is 40 times more effective in generating new leads than social media. Newsletter email campaigns help agents stay top-of-mind and keep connected with people in their sphere.
The easiest way to spot warm and hot leads in your database is to track open and click rates. Here are also a couple of guides you can refer to:
- 4 Real Estate Email Tips That Can Bring You More Responses This Week
- 8 Real Estate Email Prospecting Tricks Top-performing Agents Use
- 5 Real Estate Emails You Should Send to Convert Your Leads
3. Find future sellers in your database
For one thing, you can get in touch with your clients from time to time, and offer them to get in touch with you should they want to sell.
Also, you can keep sending them your market updates. If the prices are gearing towards a promising trend, you can reach out and let them know: maybe they were already planning to sell but have been waiting for a good time.
A no-brainer strategy perhaps which nevertheless can generate you listings even in the slowest market.
The recent joint report by Chase Home Lending and Google revealed that home buyers are actively searching for a variety of mortgage-related information. Obviously, they’re willing to do their research and partnering up with a great mortgage broker can help both of you build a thriving business – especially as mortgage-related searches are at an all time high, according to the report.
Mortgage brokers, developers, fellow agents, renovators can help you build a referral-based business. All of these businesses have large contact databases so chances are good they know someone who needs your services.
5. Use retargeting
Only 2% of new website visitors convert on a first visit. Wouldn’t it be great if you could stay in touch with the remaining people who might be just as interested in your services?
Use retargeting software to create customized lists of your CRM contacts, craft ads that speak to their needs and generate real estate leads. The ads will show up occasionally on the websites people are using and encourage them to contact you. More on the mechanics of this here: Retargeting for Real Estate: Complete Guide to Bringing People Back to Your Site.