How To Generate Leads For Real Estate Offline

One of my LinkedIn connections asked me, "I want to know how to generate leads for Real Estate Sales in offline mode?" This was also one of my questions when I felt I wasn't tech-savvy or couldn't spend much time online.

Basically, he was asking how to "Sell More Property" without going online. Is it possible? If you've also wondered about this, then this article is for you. There are several ways to generate leads offline, and I will mention a few strategies that are available free of cost to everyone and can serve your purpose. I'll explain one out of many so that you can implement it immediately in your life.

You can choose one or two out of these four strategies to generate leads:

1. Speaking
2. Direct Outreach
3. Referral
4. Networking

What's interesting is that they don't cost any money, but if done diligently, these strategies can outperform the results from your performance marketing efforts.

Let me choose number 4: Networking as a lead generation strategy for your real estate business. I can also write separate articles for the other three strategies if you're interested in my write-ups.

Before I explain how you can generate leads through networking, let me clarify what "Networking" is not. Whenever you find yourself in a gathering and view it solely as an opportunity to collect business cards, and contact details, or aggressively promote your agenda, properties, or sales pitch, desperately seeking attention, that's not networking.

Please refer to the image below. Everyone in the networking group is in a self-absorbed state, meaning they are deeply involved in their pursuits, believing that others value the same things they do. However, this self-absorption hinders the development of effective networking skills. It is a misconception to assume that others will automatically appreciate your properties, offers, or services.

I understand that you aim to do transactions or sell your property or services, as indicated by the "F" stage in the image. This stage suggests a desire to surpass the other crucial steps. However, people generally sense when someone is trying to sell to them, and most people do not like to be sold to, including yourself. Therefore, it is essential to suppress the urge to sell immediately and follow the journey outlined in the image below.

I refer to this process as the "trust-building journey," wherein you establish connections with other self-absorbed individuals. The goal is to develop their initial "interest" in you, then cultivate a sense of "liking," and ultimately, build "trust." Once you have gained their trust, people will be more inclined to make purchases from you.

In my private coaching sessions, I guide Real Estate Professionals in discovering their unique styles of connecting by navigating through the trust-building journey. Additionally, I assure you that I will cover all elements of the trust-building journey in separate articles. This way, even if you are not coaching with me, you can still benefit and learn from these insights.

Allow me to provide brief actionable steps for each stage:

1. Connection: Break the ice by initiating a meet-and-greet and showing genuine interest in others. Begin conversations by asking about their background or interests.
2. Interest: Engage in discussions about topics they value, and express appreciation for their perspectives and beliefs.
3. Liking: Assist them in achieving their goals or alleviating their challenges. Offering immediate references that provide help can be particularly effective in building a liking.
4. Trust: Establishing trust is an ongoing process intertwined with the previous stages. It involves being consistent, reliable, and transparent in your interactions. Showcase your integrity, competence, and commitment.
5. Transaction: This is the stage where discussions about financial matters and your property take place. By this point, trust should be sufficiently built to facilitate a smoother transaction process.

In the trust-building journey, each stage builds upon the previous one. For instance, the Connection stage sets the foundation for building Interest. As you progress through the stages, consistently demonstrating authenticity and delivering on promises contributes to Trust. Trust is not a one-time achievement; it's an evolving aspect that grows stronger with positive interactions and reliability. Therefore, by the time you reach the Transaction stage, the foundation of trust laid in the earlier stages will significantly enhance the likelihood of a successful and mutually beneficial transaction.

The task for you: Go to any networking event and don’t talk about your property and services, rather go with a single intention to build a connection and become genuinely helpful to them and see the result.