How do you currently generate real estate leads? Do you do neighborhood farms, do you publish a newsletter, do you have a realtor website that generates leads? Well, no matter how you get them, I’m willing to bet on two things;
1. They are not that easy to get, and
2. You can always use more
As you strive to fill your pipeline with leads, you can probably think of at least one agent who makes prospecting for leads look like child’s play. But what exactly is it that they do so efficiently that you’re not?
Of course, the answer depends on a lot of things, but let’s take some ideas from an agent I know who worked with a kids’ condo builder who did pretty well.
Let’s call her Evette, which isn’t her real name, but it allows me to personalize the story in a relatable way.
Evette was a spark plug dynamo; full of energy, self-taught and very successful in what she did. And what she did best she did was market and sell a lot of student housing units, mostly condos from what I could see.
His was a 5-step process.
1. You would find uncultivated land for your builder developer to purchase and develop
2. Try to establish partnerships with the seller of the raw land and its developer to offset the developers’ out-of-pocket costs while getting a controlling interest in the land.
3. It would then put up for sale all the units the developer built as a result of the partnership
4. Then be in a position to resell the units when the students graduate from college and move out of the area and
5. In some cases, I would be positioned to also get referrals to out-of-town agents for relocating students.
As you can see, Evette was passing by. So when I say meeting and working with Evette was a career-changing experience, you’ll know what I mean.
My attitude was the first thing that changed. I overcame being paralyzed by doctors, lawyers, judges, dentists, and other high-earning professionals.
Initially, I felt inadequate when it came to marketing real estate to them. I just didn’t think I knew enough about real estate in general to seem like a competent professional.
But you know what? It turned out that I knew more than all of them and more than I needed to know to help them with their real estate needs.
I continued to look for doctors, dentists, college professors, judges, insurance agents, and garden variety investors to work with and had some mutually beneficial relationships for many years.
So what does this mean for you? Actually, there are several things to take from this article.
If you’re not marketing to people with money, you should be. Some agents sabotage themselves by not aggressively pursuing leads with the financial means to purchase real estate.
Instead, they market to people who can barely qualify for home loans and/or have related and other difficulties to overcome before they can qualify.
Don’t let that be you anymore.
Another thing to learn from this article is that a lead can be multiplied into 3 or 4 different income generating opportunities.
Therefore, no matter how insignificant a customer may seem, treat them all equally.
You never know when they might recommend you to a friend or acquaintance, or ask you to help them buy some investment properties, or seek you out to help them sell the first property you sold them and help them buy another one.
It’s a well used cliché, but it’s true; There is no shortage of real estate contacts for agents. You just have to know how to spot them.
