Lead generation extends far beyond simply collecting names and contact information. It is all about creating relationships with potential clients. The stronger the relationship you build with potential clients, the more likely they will turn to you when they look to relocate.
Without a solid list of quality leads, success in real estate is impossible. And, while you can generate leads in many ways, not all strategies are created equal. Some require a large investment of time, but don’t necessarily yield results. Below, we outline some of the most successful strategies to generate leads in real estate.
Related: Why Crystal Jaramillo Switched from Traditional Real Estate to Apartment Locating
Social Media
Nearly a quarter of the way into the 21st century, practically everybody spends time on social media. In fact, the average person spends at least three hours per day on social media, making it the perfect place to generate leads in real estate.
Social media can connect you with other professionals, but also provides a great platform for meeting potential clients. Even if a new acquaintance isn’t looking to relocate right now, they may know somebody who is, and eventually, they may reach out for support when the time comes for them to start looking for a new home. So, play the long game because new contacts often take time to translate into new leads.
The key to social media success is to create high-quality, memorable content that inspires viewers to engage. Plus, you’ll want to choose the social media channels where your target market hangs out the most. On LinkedIn or Facebook, stay active in groups. Establish yourself as an expert by posting thoughtful comments, sharing articles that showcase your expertise, or offering unique takes on industry topics.
Whether you use Instagram or TikTok, video content is a great way to show your personality, while establishing your credibility. Share Reels on Instagram that feature some of the properties you have available, especially since reels have a reach beyond just people who follow you. Also, Instagram Stories help increase engagement. TikTok works for creating short, educational videos full of tips for potential clients. Record a short video about what to look for in a walk-through, or highlight the benefits of working with an apartment locator. (Read more about tools for social media marketing.)
Regardless of which social media channel you use, research relevant hashtags. Don’t just use something generic like #realestate; opt for a more specific phrase by adding your city, so that it becomes #realestatechicago.
Learn more about social media marketing for real estate.
Ads
Paid advertising is an excellent method for generating leads. Sites like Zillow or Redfin target your efforts because most people who visit these sites are actually looking to move.
Running ads on social media can also work, if you implement them with a solid strategy. Paid ads on Facebook, Instagram, and LinkedIn are affordable, and the dashboards allow you to track metrics to determine what ads people respond to the most. These ads also allow you to target certain demographics to further increase your conversion rate.
Regardless of where you place ads, research your target audience and think about the goals of your ad. Then, create a funnel that will take a person from seeing your ad to becoming a client. This funnel typically takes a person from your ad to a landing page to collect information followed by an email sequence to introduce yourself to the lead.
When designing your ad, pay attention to the copy, or words, of the ad. Make your message crisp, clean, and informative. Attach at least one image or video to attract attention, but don’t make it too busy or else it will be distracting. And, include a clear call to action or next step for the potential lead. (Learn how to write a good rental listing.)
Don’t forget to track your ROI (return on investment) to balance the amount you spend with the amount you earn from these campaigns. You will inevitably go through trial-and-error periods as you try out different ads, but you want to minimize your spending and maximize your earnings as much as possible.
Discover more tech tools for real estate marketing.
Referrals
Word-of-mouth referrals from previous clients are the least expensive and easiest way to generate leads because you can do it in the course of your regular business. A recommendation from a happy client gives more social proof of your effectiveness than anything else because people trust their friends and family more than what they read online.
The easiest way to get referrals is to ask for them. As you conclude business with a client, tell them that referrals are one of the best compliments they can give you, and ask them to tell their friends and relatives about you.
Related to How to Generate Leads in Real Estate: How to Market Yourself as an Apartment Locator
Networking
In-person networking is another effective means of generating leads. This strategy won’t necessarily cost much money — if any — but it will take some of your time. Attending (or better yet, helping organize) networking events with other professionals can lead to potential clients. Think outside the box and connect with other types of professionals outside of the real estate industry.
This method gives you a chance to talk to people you wouldn’t necessarily meet otherwise and allows you to make a good impression so that when they or someone they know needs to relocate, you’ll be top of mind. Plus, the more involved you are at a local level, the more it shows that you are invested in the community you work in.
Pro tip: Keep a stash of business cards handy to pass out when unexpected networking opportunities arise.
Repeat Clients
Relying on repeat clients as a source of business can be hit or miss. Once somebody finds an apartment they love, they might renew their lease for a few years before looking to move again. However, some people do look to change once their initial lease is up.
In order for this method of lead generation to succeed, you must build a system for checking in with your clients throughout the year so that you can stay fresh in their minds. Send them a note once they’ve had a chance to get settled to make sure they like their new place. Also, touch base with them a few months before the end of their lease, when they’d begin looking for a new rental. If you wait too long, they may start apartment-hunting without you, or worse, with somebody else. This strategy shows that you care about your clients and builds trust.
Automated emails and/or text messages work well for this task and require little effort once in place. If you work for AptAmigo, they build and maintain this lead source for you with continued outreach in the form of both timed emails and text messages.
Get Company Generate Leads as Apartment Locator at AptAmigo
While you will still need to build up your own system for generating leads independently, Apartment Locators at AptAmigo gain access to company generated leads from our website and marketing team. In other words, you won’t run dry on client leads as a team member at AptAmigo as long as you put in the effort. Apply today to explore whether our CRM and in-house leads could benefit your apartment locating business.
Read more: How Apartment Locator Jarred Masso Found Success in the Rental Industry
AptAmigo is proud to be an equal opportunity workplace and does not discriminate based on race, religious creed, color, national origin, ancestry, genetic information, physical or mental disability, medical condition, marital status, gender, age, sexual orientation, gender identity, veteran status, or any other characteristic protected by applicable law, in connection with any aspect of employment at AptAmigo.
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Lori Walker is a freelance writer and content marketer. She writes personal essays, memoir, and poetry in Tulsa, where she lives with her husband and cat, Joan Didion.
