Need help with Leads?

The basic leadgen advice is the same no matter where you read it from. Very few sources call out the specifics. One of the agent asked me for help with leads - so I told him this...

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Couple of pointers before specific advice

• Don’t be desperate. In general in life if you chase things in desperation, you are pushing them away from you.
• Don’t think about generating one off leads. Think about building a system that’ll help you in the long run. Lead generation is part of your business. Treat it as such.
• Don’t chase leads - think about what do buyers and sellers want and think about how can you deliver to them. Think about adding value first.

Online leads (Process) :

1. Generate 100 FB or Google PPC leads (roughly $5 a lead. Tons of YouTube videos on how to do it. Please learn)
2. Put them in a CRM - get to these leads within 5 mins and qualify for motivation and timing (if you cannot get to every lead in 5 minutes, hire an ISA company to do it roughly $5-$8/lead)
3. Add value to those who are qualified by funding out what they need (financing programs, help with closing costs, negotiation, finding off market properties, explain neighborhoods, explain market conditions, educate on buying and financing/mortgage process). If they are in market, they are in market for buying and selling homes. They don’t NEED a realtor! Deliver value and you’ll come out on top of 90% of realtors who do nothing to win the leads over.

Traditional Farming/Geo Leads/Expireds/FSBOs:

1. Buy lists from RedX - hook it up to a dialer and pound it. It’s a numbers game. Know the numbers and work it. If you call 100 people - 1 or 2 will be interested in talking to you. If you don’t have time or don’t like to cold call, hire a cold caller off of fiverr for $5/hr - $10/hr - $20/hr to do it for you to narrow down(qualify) on who will pick up and talk to you vs. who you don’t want to connect.
2. Learn the script. Search for scripts - Mike Ferry Expireds, RedX scripts, Ricky Carruth Script, Craig Proctor Universal call back script etc. and run with it.
3. The home owners and sellers HAVE problems needing to be solved. They have homeowner issues. Carpet cleaning, window damage, roofing issues, water damage, new flooring, Garage door issues, lawn upkeep, electrical wiring, poor ventilation etc. Know general solution to those problems to have educated conversation and refer them out to an expert. You will build a SOLID-LOYAL pipeline.
4. You can get a list of addresses and send a “Handwrytten” card or any direct mail campaign asking what problems they have that you can listen to and provide guidance with. Remember nobody cares how great you are. They care what you can do for them. Your message has to be tailored accordingly.

Branding/YouTube:

1. After you created YouTube videos - run YouTube ads with those videos. (If you don’t know how to do it, learn it from YouTube :) Ton of videos teaching how to run YouTube ads.). Focus on hashtag strategies in YouTube and description. Ads and strategies get you more views and subscribers. You need awareness before people buy from you.
2. Focus on creating videos that people are asking for. In addition to touring, give them an overview or Broward county, FL. Broward is beautiful and the neighborhoods are spectacular and so diverse! Weston, Parkland, Fort Lauderdale, Pompano Beach, Hollywood etc are gorgeous! Show them the beauty that Broward is. Talk about home buying process in detail. Talk about Loan process in detail. Talk about first time home owner grants. Show new constructions in the neighborhoods. Be the authority!
3. Publish articles in your local newspapers. They’ll profile you on their Twitter and social media.
4. Work with some of your favorite joints and restaurants and hangout places and collaborate on their social media. Take a picture of them, their food, ambience, staff etc. and call out how awesome they are, their food is, their service is etc. And now you are getting more eyeballs.

Remember - people don’t care about you being a realtor. Handing out cards is useless. Whether they are buying or selling - you are not their first need. Don’t be yet another glorified door opener. Offer Value! Offer them what they want - list of homes, support, listening ear, education about neighborhoods and market dynamics, strategy around ability to buy due to low inventory, how to win a bidding war, help with negotiating closing costs, free upgrades on new construction houses etc. for buyers. And for sellers - Marketing strategies to generate a lot of eyeballs, pricing strategies to sell fast, CMA, home analysis for bringing top dollar etc.

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I'd like to know your thoughts. Comment below and I reply to every comment :)