8 ways for your real estate company to get lots of online leads

July 27, 2021
8 ways for a real estate company to get more real estate leads

People don’t buy or sell a house overnight. Step by step, they go through what is known as a ‘customer journey’. Unfortunately, real estate agencies have limited control over the behaviour of potential customers during this process. Especially online. This makes it difficult to bring in leads. In this article, I will give you 8 ways that will help your real estate company to attract real estate leads very effectively.

But first…

 

What is a real estate lead?

real estate lead is someone who shows real interest in your real estate business. There are many types of real estate leads, from those that have been informed through traditional marketing (e.g. mailers, advertising) to traffic that comes directly from your real estate website or blog or an appointment request for a value assessment of their home they want to sell.

The most effective real estate leads appear on the radar when potential customers have just entered their customer journey and you want them as soon as possible after they start looking for a realtor.

If you’ve not yet read our free ebook The Ultimate Guide To Real Estate Lead Generation, I invite you to do so now! It will give you all the information you need about different real estate lead generations strategies.

 

Inbound marketing

Inbound marketing means real estate leads come to you. They are actively searching for real estate information, obviously they have an interest in buying or selling real estate, and are therefore receptive to real estate businesses that offer them free valuable real estate information.

But getting leads online to come to you is not easy. Your visitors are anonymous, you don’t know their needs and interacting with them is also a challenge. Fortunately, inbound marketing gives estate agents enough leverage to still look for quality leads. How? By first focusing on offering valuable content. And then sharing it intelligently.


1. Newsletter

People want real estate information that is relevant to their real estate wants, needs and questions. By offering a real estate newsletter you position yourself as the real estate expert in your town or city.

Do it right from day 1! Provide real real estate tips and advice for people who are just entering their customer journey, potential customers who have just had their real estate dreams triggered and are just looking for real estate information to connect. Offer real real estate advice in your newsletter, not an advertisement of your real estate company!

By subscribing to a real estate newsletter on a regular basis, people build trust with the realtor that offers it. This is the first step to getting high quality real estate leads.


2. Blog

A blog will help you build a reputation for being an expert in real estate matters.

The next step is then to offer your audience helpful or interesting real estate information directly related to them. What properties would they want to buy? What questions are they asking about selling their home ? Write about these topics and publish it on your blog. And work hard at making the blog attractive! That way you’ll be able to get people interest. The same applies here: be sparing with commercial texts and focus on content that your audience finds genuinely interesting.


3. Videos

In this digital age, videos have become one of the most effective ways to attract people’s attention.

Will real estate leads find your real estate videos helpful? Let’s say someone is looking for real estate information to sell their home, but but has no idea of the administration behind it. They will be attracted by info that helps them in this process. If you don’t want your real estate leads to drop off, try making a real estate video of you explaining the ways in which you can relieve a seller of his administrative burden.


4. Social Media

Many estate agents are great at offline marketing. Social media usage, on the other hand, could often be better. A missed opportunity. Because channels like Facebook, Instagram or LinkedIn are very useful in real estate marketing. But only if you use them correctly.

For real estate leads, social media are a great opportunity to build trust with your audience and get real real estate information directly from the source: real estate experts like yourself! For example, you can offer real estate tips on Facebook or Instagram using videos or branded communication.

LinkedIn is the ideal place to meet not only your colleagues, but also real estate investors, entrepreneurs and individuals. Share your blog articles, online magazine and other relevant information here. Above all, do this consistently. Because that way you show that your office is constantly involved in real estate and you radiate the expertise that potential leads are looking for.


5. Paid Advertising

There is an oversupply on the real estate market. With many players on the market. And it is certainly not always easy to stand out from the crowd. Paid advertisements can certainly help here. But only when it is done in the right way. Otherwise, it is simply throwing money down the drain. 

We, at Immowi, completely remove the risk for the customer by working with fixed cost per lead prices, or rather CPLs.

Depending on the type of property, the average starting price and the volume of purchase. More information can be found in the following link


6. Real estate portals or property portals

Real estate portals such as Zoopla, Immoweb, Zimmo, Funda, PropertyPortal, Immowelt, Kasaz, Subito or Kyero attract a lot of visitors. Together they are a goldmine full of valuable real estate leads for your office. Only there is one big problem here. You’re not alone here. The more properties you have and the more you’re willing to pay monthly, the higher your office’s visibility with an audience genuinely interested in real estate. Do not forget to evaluate the results at the end of the year. Which portals provide the most leads? More importantly, which channels are producing the most sales/leases relative to the cost?


7. Offline Marketing

Only a minority of real estate leads online start their customer journey through social media channels only. That’s why offline marketing still plays an important role. When listing a property for sale, send postcards to every house on the street where it stands and make use of nice clear street advertisements. Studies conducted by Immowi have shown that the average property buyer lives within a 4.8 km radius of a real estate project. 


8. Branding

Your real estate office, and everything related to it, represents a brand; or as the marketing gurus say, a brand. Think of branding as the experience you try to give people with your brand. Very important to think about. If you want real estate leads to trust your agency as the right one for them, it’s important that they understand what makes your company a good fit.

The re-imagining of this brand story and focusing on all communications channels is an effective way to do so.

Think about your messaging and reflect it offline and online. Preferably down to the smallest details. In your house style, real estate offer, customer interaction, newsletter, blog, video, and so on. In the end, that is what will ensure that people know and understand who you are and what your office stands for.


Conclusion

Is it easy to attract valuable real estate leads? No, it is not. Competition is fierce and the behaviour of your potential customers is fickle. But that doesn’t mean you should sit still. Invest in the above tools and be consistent in using them. This will increase your chances of a constant flow of valuable leads in the long run.

Would you like more information about attracting leads? Contact us at info@immowi.com. We’ll be happy to help.

Are you ready to break down that wall?

Register for free and get access to your MyImmowi account where we help you set up everything you need to increase your sales.

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Immowi Assistance

There is often an invisible wall between marketing and sales. Companies invest in marketing campaigns to generate leads, but do not take the right actions to turn those leads into customers. To remedy this shortcoming, the strategic online lead generator Immowi is adding a new extension: Immowi Assistance. Until now, we delivered high quality leads thanks to online marketing, but with Immowi Assistance we significantly increase the chance of these leads actually becoming customers. Thanks to this approach, companies that do business with us know how to convert their leads and have a platform where the leads are offered on a silver platter, ready to be converted into valuable customers.
Extremely result-oriented
We could make it easy on ourselves and be happy with just bringing in high-quality leads. But it’s frustrating when your hard work doesn’t follow through. Immowi’s great strength has always been that we are very results-oriented. Many marketers have a reputation for selling hot air, because they can’t substantiate their returns. We did that right from the start, and that’s why we were able to grow from one to more than 10 full-time employees in a very short period of time.
With MyImmowi we just go one step further than what classic lead generators do. We go to the point where a lead becomes a valuable prospect. We help our customers convert their leads into customers.
Entrepreneurial mindset always in mind
MyImmowi builds the bridge between marketing and sales. We Make it as easy as possible for the client to contact the lead. You have to keep them warm. If you let a few days or even weeks pass between the moment a lead shows interest in your product and the moment you contact that lead, you will lose him. Then your success ratio will remain low. So, we try to immediately set an appointment in the diaries of our clients’ salespeople. You have to strike while the iron is hot.
Letting sales people do what they do best
Sales people like to sell, but they thoroughly hate administration. They keep track of their leads, their appointments and their deals in Excel, or even with pen and paper. They only keep track of their own prospects. Many companies do not have a sales pipeline. So, you risk sending a quotation to a customer after a successful meeting, but ultimately missing the customer because you forgot to follow up on the quotation. You’re almost done, but because of the lack of a decent digital process you miss out on a customer – and therefore also on turnover.
We pick the low-hanging fruit for our customers. We automate the entire process from lead to customer, and put it into one clear dashboard. This way, as a business manager, you can follow everything from A to Z. How many leads does a campaign produce? How many of those leads drop out along the way? How many become customers? What stage is each lead in? The personnel cost of sales people is very high in many companies. If sales people do not lose time calling leads and recording appointments – which we do – they can focus on what they are really good at. And that is still selling, closing deals.
Measuring ROI to the euro
We bring marketing and sales under one roof. That way, you can make your campaigns much more effective. Imagine that your campaigns for one brand on Facebook and on Google both generate 10 leads, but that 8 of those 10 Facebook leads become customers and only 2 of those 10 Google leads. If you’re purely marketing, you won’t get that information and so you’ll continue to put the same amount of effort into Facebook and Google.
If you also include the sales part and you do get that information, then you can turn the right buttons, redirect your budgets and generate much more turnover.