How to Get More Leads in Real Estate Sales

Getting leads in today's real estate market will take more work than it has in the past. Fortunately, the Internet has made the marketing of real estate easier and much more far reaching. Most people these days start their search for real estate on the Internet simply because they can do research without committing to a realtor. Using that fact and some old tried and true methods, you get a better abundance of leads. Not all leads will be viable, but getting as many as you can and working the percentages is what it's all about.

Things You'll Need

• Computer
• Internet access

Instructions

1. Develop your own website with a lead capture area. Besides having a part of your company's website, you should have your own. It must contain your company's name but can be totally separate from theirs. (Get approval from your broker first.) If you are not able to set up a website there are many companies that specialize in real estate websites; they can set it up to your specifications and needs. Many people visiting your site will want additional information on a property or area and will fill in the lead capture area so you can respond to them. This area works better if you offer the option of emailing or calling them. Some people do not like to be called.

2. Advertise in a real estate magazine that is dispersed throughout the United States. These larger publications also have lead capture areas on individual advertiser's pages. They email the leads directly to you. In a slow market you should emphasize yourself and your expertise more than properties you have for sale. Let people know if you specialize in first-time home buyers, investment properties or foreclosed and short-sale properties.

3. Use the slow time to further your education. This is a great time to get a designation in an area of real estate that you have a special interest in or will help you in the current market. Many times you can pick up leads through referrals at seminars and schools. You can also start to advertise your designation, which ensures that people you know what you're doing.

4. Go visit owners who have put their property up for sale themselves. Many people these days are being forced to sell their homes because of the economy. Many of these people don't know how to market their homes or even know what their homes are really worth. Offer to help them without trying to get their listing. In return, ask them to refer you to the people who are not interested in their homes. They may end up finding it too difficult to try to sell the property themselves and give you the listing; even if they don't, you will definitely end up with some leads.

5. Join community groups. Become involved in your community by joining the local Kiwanis Club and other professional groups. Pass out your business cards and ask for referrals. Market yourself as a professional with the knowledge needed to get the job done well.

6. Know your market well. Be the realtor with the most knowledge in your area, including any growth that may be coming soon. Know the statistics of how the market has been performing and why. If you are the best, the word will get out and leads will find you; that way you will always be working with someone.