Need more real estate leads? Who doesn’t?! You can never have too many quality lead sources. That’s why we put together a list of the best real estate lead generation ideas.
Below we’ll cover three broad real estate lead generation ideas and 11 specific ideas in each category. You’ll see that the three tactics are the building blocks of an automated real estate lead generation machine. And they’re all very affordable compared to other options like Zillow leads, so why not try them all?
Ringless voicemail offers a scalable way to reach potential clients over the phone. Instead of interrupting your prospects as you cold call them one by one, ringless voicemails are delivered directly to their voicemail.
Contacting people this way is a more scalable approach than contacting them one by one because you record a message and send it to as many prospects as you want. The cost ranges from a few cents to about $0.20 a message.
Of course, if you don’t have any phone numbers to call, this method won’t be useful. But the third real estate lead generation idea on this list (website visitor identification) will help with that.
Any sales activities you do that require calling people could potentially be done via ringless voicemail instead. Here are a few specific real estate lead generation ideas you can try with ringless voicemail.
Network With Potential Clients
If you have a list of phone numbers for people in your target market, you can send them a simple voicemail to introduce yourself. The less promotional your message, the more likely they are to call you back. Most people aren’t aware of ringless voicemail, so they’ll think you actually left them a message.
But it’s most effective if your voicemail doesn’t come off as a sales pitch. One of the reasons people don’t answer the phone for unknown numbers is to avoid salespeople. If they suspect that you’re looking to sell them on something, they’re not going to call back.
Raise Brand Awareness
Even if they don’t call back, ringless voicemail lets prospects know who you are. They’ll be more likely to remember your name when you reach out to them again in the future.
Check in With Past Clients
You can schedule ringless voicemail drops to past clients to:
- Re-introduce yourself if it’s been a while since you’ve talked
- Ask for referrals
- Offer a CMA
Direct mail retargeting automates your direct mail marketing campaigns more cost-efficiently than traditional direct mail. The best part about it is that you don’t need a list of addresses. It identifies your anonymous web traffic and automatically sends them a postcard with your creative.
Direct mail retargeting is more effective than traditional direct mail because each postcard is sent to someone who’s visited your website. The cost starts at $0.65 a postcard.
You can have as many direct mail retargeting campaigns as you want, so there are a lot of real estate lead generation ideas you can get out of this tactic. Here are a few.
Generate Buyer Leads
When someone visits one of your website pages related to buying real estate (e.g., a listing or a blog post on how to buy a house), you can send them a postcard that highlights how you can help.
Generate Seller Leads
If someone visits one of your website pages related to selling real estate (e.g., a blog post on why FSBOs fail), you can send them a postcard that highlights the ways that you can help them sell their home.
Raise Brand Awareness
For everyone else, send a general postcard that introduces the person to your brand. Then, you can continue marketing to them until they’re ready for an agent by using website visitor identification and ringless voicemail drops.
Website visitor identification matches your website traffic to records in multiple large databases to determine the visitor’s contact information. Then it sends that data to your CRM.
As you’ll notice when you look at your website analytics, most of your visitors bounce. The visitors who stick around rarely convert. Visitor identification can turn up to 40 percent of those visitors into real estate leads even if they don’t fill out a form on your site.
Since they visited your website, they’ll be more familiar with your brand than leads you buy from other third-party services. You’ll receive each contact’s name, email address, and mailing address so you can nurture them by email and send them mail.
Of all the real estate lead generation ideas on this list, visitor identification is the one with the most potential. Ringless voicemail and direct mail are effective, but the right website visitor identification platform will enable you to implement an omnichannel marketing campaign that raises brand awareness and drives leads.
Here are a few ideas:
Trigger Emails Based on Website Activity
While you’re using direct mail retargeting to generate buyer and seller leads through the mail, you can also send your prospects relevant emails. LeadPost lets you manage email marketing campaigns and direct mail retargeting campaigns in one place, so it’s easy to combine these tactics.
Enrich Your Data
You can suppress your current records so that you don’t pay for them when they show up on your website. Or you can use visitor identification to enrich your contact records with additional information like:
- phone number
- household income range
- homeowner status
- length of residence range
- net worth range
- marital status
- presence of children
Meet New Prospects
Once you have filled your CRM with prospects and the data you need to determine which contacts to prioritize, you can reach out to them in person, by email, on the phone, or with ringless voice mail drops (or all of the above) to arrange a meeting.
With LeadPost’s one-stop-shop for omnichannel real estate marketing, you have the option to run remarketing campaigns as well. Use the data you have collected for audience segmentation, and deliver relevant ad campaigns on platforms like Facebook, Google Search, and Google Display.
The easiest way to put these real estate lead generation ideas into practice is by taking advantage of the free trials offered by companies like LeadPost (for website visitor identification and direct mail retargeting) and Stratics Networks (for ringless voicemail drops). As of this writing, LeadPost offers 100 free leads, and Stratics has a 10-day free trial.
So all you have to do now is set up a test campaign in each platform and decide how each one might fit into your lead generation strategy.