As summer starts to heat up, real estate lead generation tends to cool down. Between the barbecues, kids’ activities, family vacations and the general craziness of life, it’s easy to let new leads fall through the cracks. Before you let your lead sources fizzle out, check out these tips from Buffini & Company’s top real estate coaches to keep your business hot all summer long.
Focus on lead generation.
Are you actually focusing on generating new leads or are you “too busy” making deals? This is the most obvious tip, but also the most difficult. Avoid getting wrapped up in the little details of the job. Find a healthy balance with your energy—stay on top of your transactions while also keeping lead generation a priority.
Time-block activities into your schedule.
Commit to doing two hours of lead-generating activities each day. Put it in your calendar ahead of time and try your best not to let any seemingly “urgent” fires cut into that time. You’ll get to those later. This technique will leave you more focused and productive in those hours.
Prioritize your time.
When you work by referral, 20 percent of your database generates 80 percent of your business. Spend the most time on your top clients—the ones who have consistently referred you. When you give to this group, they will give back to you in the form of referrals! If you have relationships who were difficult to work with or unreasonable, eliminate them from your database so you do not waste time.
Consistently communicate with clients to show you care.
Provide your database with helpful information each month. Ideas include tips on how to pay off your home, travel ideas or even inspiring personal growth content. Be sure to call them, send handwritten personal notes and pop by their homes with small, practical items they can use every day.
Follow up, follow up, follow up.
Do what you say you will, whenever you say you’ll do it. If you meet a new connection at a coffee shop or ball game, add them to your database, and connect with a handwritten note. Use a real estate customer relationship management (CRM) system to keep track of new folks and your communication with them.
When you apply these tips to your business, you will generate a steady stream of leads that will withstand any season. Buffini & Company business coaches are trained to guide real estate agents through the process and provide a little extra accountability in One2One Coaching. Take their tips to heart and watch your business thrive!
