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3 Core Elements of a Successful Lead Gen Strategy

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By Amy Chorew

When it comes to real estate, it’s all about closing your next deal. Successful real estate professionals work day and night to ensure that their lead generation strategy is paving the way to greater conversions.

While many real estate professionals hire coaches or spend their hard-earned money on costly classes to learn vital lead generation skills, it is important to know that there are strategies you can implement today that are effective and won’t break the bank.

1. Online Lead Generation

There are many ways to generate online leads, but none as effective as building a presence through a website or blog. The idea behind this strategy is not to promote your brand blatantly, but to create a community where potential and past clients can gain answers to their most frequently asked questions.

Begin to build your online community by sharing consistent, high-quality content. Content ideas include discussing local events, schools in the area, jobs available, restaurants, great areas to reside and more.

Share this information not just on your blog, but across all of your social networks. Concentrate your efforts on building your online presence by focusing on the needs of people within your local social circles. If people enjoy the content you share, they will become an advocate for you, which leads to referral business—people trust friends and family.

Consistently staying in front of people with relevant and informative content means that when they (or someone they know) buy or sell a home, they will think of you. The more local people you add to your network, the greater the possibility that real estate leads will come to you.

Ensure that you have a vibrant online presence by staying connected and up-to-date on all local events.

2. Networking

As a real estate professional, you need to network—a lot! This can be done by making sure your brand is prominent at any local or community event. If you’re an animal advocate, consider supporting a local charity event in their honor. If people see that you have the same interests in the community, they will be far more comfortable in working with you.

Another way to network is by establishing contacts with local builders, mortgage brokers, interior designers and other professionals since they come in contact with buyers and sellers on a daily basis and could be a great source of referrals. This will improve company visibility and offer credibility to your business via third-party referrals.

3. Brand Enhancement

Leverage the power of your brand and the lead generation systems they have already put in place on your behalf. This strategy will reinforce the connection between you and your brand and create differentiation in your market.

It will also allow you to easily and efficiently stay top-of-mind through the unique marketing designed for any lead generation campaign.

Work to establish yourself as the expert or authority on everything real estate-related while reducing your expenses when staying in front of potential buyers and sellers.

Diversify Your Efforts

Do not be content with one lead generation strategy. For a successful lead generation system to take shape, you must continuously monitor your results.

Never be afraid to change up your strategy if it’s not working.

Amy Chorew is vice president of platform development at Better Homes and Gardens Real Estate LLC.

For more information, visit www.bhgrealestate.com.

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