Are you a business owner who’s struggling to generate leads for your real estate business? Or you have tried and tested all the techniques/strategies you know and want to know new strategies that will help you generate leads for your business? Or you are a real estate agent who wants to know what can you do differently to generate more relevant leads for your company.
Generating leads in real estate is a tough nut to crack.
It’s unlike any other business, where everyone is interested in buying frequent items like clothing, a phone, etc. You can generate tons of leads there. If you play your digital marketing cards right, you don’t even have to worry about generating leads.
People will come to you if you showcase your business as a brand that has, excellent quality products, efficient customer support, positive word of mouth, etc.
In the real estate industry, generating leads is a whole different ball game. The ticket price is very high, and people who are interested in buying properties have to spend huge amounts of money.
So it’s not like every other person is looking for a property. And even if they are, they have a lot of preferences such as location, budget, property type (studio, 2BHK), etc.
With these factors, the real estate lead-generation process is tough and requires proper knowledge to generate quality leads in real estate.
Let’s get you familiar with what is lead generation in real estate.
What is lead generation in real estate?
Lead generation in real estate is the process of identifying and attracting potential buyers or sellers interested in properties, typically by collecting their contact information (Name, phone number, email, address) and understanding their specific needs and preferences(what type of a property they want, where do they want it, what is the budget.)
Real Estate Lead Generation Strategies
You know how tough it is to get leads in the real estate industry and how valuable those leads are. You need to understand that generating real estate leads is a complex process and you have to use multiple strategies to get leads because only a single source of leads is not enough for you.
Before we get into the lead generation strategies, you need to know that the sales funnel (sales process) is long and takes a lot of time. You need to constantly keep in touch to nurture leads over time to make the decision that is beneficial for both, your business and your leads.
Let’s get you familiar with all the best Lead-generation strategies that you can use and grow your business.
1) A SEO friendly website that ranks on search engines
The first thing you do when you start a Real estate business is to get a digital presence. What is the point of starting a business when your leads can’t find you digitally?
Every competitor of yours must have a digital presence i.e. a Website and that too with a good ranking on the Google Search Engine. So whenever a lead comes on Google to search about real estate they come out at the top as the best real estate business.
How can you get website and search engine rankings?
For this, you need a website and an SEO (Search Engine Optimisation) specialist to get your website the best possible ranking on the Google search engine. SEO takes time, usually months, to see its effects. Be patient and trust the process.
Make sure you get a website for your business that is easy to navigate, describes your business accurately, and enlists all the services your business offers. This goes without saying, the website must’ve all the contact details for your business, like phone/WhatsApp number, email, address, etc.
How are you going to generate leads from a Website?
For that, you need to provide a form on the website that a lead can fill out if they are interested in your services. This form will require them to provide their name, contact details, and what kind of property they are looking for, etc.
Once your website is ready and live. You need to start writing blogs relevant to your business to improve the ranking of your website on Google. An SEO specialist will make sure that your presence is established on the internet whenever a lead comes looking for a Real Estate business in your city.
You’re sitting there at the top of Google Search Results and would be the first choice of people who have no connection with any other real estate agent or business.
So that now you have a website and good SEO done. Your business is getting leads from the website but there is one issue: You have to first download all the data from your website into an Excel Sheet and then give it to your sales team.
Doing this every day is exhausting right?
A simple and effective solution:
Use a Real estate CRM like TeleCRM that offers integration capabilities with your website.
Not only that, you get leads directly into the TeleCRM system and are assigned automatically to your real estate agents (Sales Team). This not only reduces workload for you or your manager but also increases efficiency by reducing wastage of time and streamlining multiple processes (gathering and distribution of leads) at the same time.
2) Online Listing Portals (99acres, Housing, JustDial, Magicbricks)
Now that you have your website ready. You should focus on establishing your presence on online portals like 99 Acres, Magicbricks, housing, etc. This is important, as you are starting, you don’t have a name people know about or trust. So you have to sign up on platforms that people visit when they want to look for properties.
Why is it so important to register on these platforms?
These platforms act as a bridge connecting buyers with sellers. So you register as a seller and look for leads that are interested in buying, list what properties your business is offering and that’s it. When buyers are searching for properties, there’s a good chance they might find your property if it matches with what you’ve listed.
People who are coming on these portals are genuinely interested in buying properties, so it qualifies them as interested leads. If you can provide them with what they are looking for, have a simple and smooth process.
You are not just generating leads; you’re getting people who are ready to become your customers.
Now that you have registered on these platforms and are getting leads. There is a slight problem for your business. The leads you are getting are of no use if you are unable to connect with them instantly. You must download/export data from all the property listing platforms and distribute them among your real estate agents.
This is a lot of manual work and will take up a lot of your time.
How can you collect leads from all these portals in one place?
The solution to this problem is simple, start using a tool or CRM software like TeleCRM. It provides integration capabilities with all the major online portals. This will help you get all your leads from all the portals in a single system. You can assign them to your real estate agents according to your choice. Even monitor the performance of your team and agents.
This way you don’t have to do any manual work or even worry about data security. The leads you assign to a caller can only be accessed by that caller and no other caller can access them. Your lead data stays safe and you have higher chances of converting newly generated leads into customers.
3) Use social media marketing to grab the lead’s attention
Now that you have your website live and presence on online real estate portals. Start expanding your digital presence further. You will not have a complete digital presence if your business is not active across Social Media Platforms (Facebook, Instagram, etc).
To have a presence across social media platforms you have to figure out where is your target audience hanging out. Which platform are they using most and where can you grab their attention and sell your services to them?
People consume all sorts of content on social media, you have a high chance of generating real estate leads on social media if you know the correct technique.
What is this correct technique?
In the beginning share content across all social media platforms, carefully analyze and iterate. Start focusing on the one from where you are generating the most leads. You have to understand first what type of content is shared on which platform and then develop a plan to utilize the platform that is suitable for you the most.
For instance, Instagram and Facebook are photo and video-sharing platforms. People share all sorts of pictures and videos here to let their followers know what they are up to. With time these platforms are being utilized by all sorts of businesses to promote their product/services.
For these two platforms, focus on creating content in photo and video format. Show images of properties with a caption explaining details and a CTA (Call To Action) to reach out to you for further details.
Assuming that you’re successful in setting up your social media and are now getting leads from there.
How are you going to manage or differentiate between lead sources?
You need to know which lead is coming from which social media platform and which strategy of lead generation is working for you. You might want to assign leads from a particular platform to a certain agent.
How will you do that?
The hard way is to go to your business page and get the lead info, transfer it into Google Sheets or Excel, and give it to your real estate professionals. The smart way to do it is to get CRM software like TeleCRM.
TeleCRM allows Facebook integration capabilities because of which you can easily get all your leads in a single place without having to do any manual work EVER. All you have to do is set the distribution ratio of leads at the beginning of the Facebook integration setup to evenly distribute leads among your sales team and sit back.
Once you start generating leads from social media, they will automatically come into the TeleCRM system and get them assigned to the agents of your choice. This way they can connect with leads instantly and increase your chances of converting leads into customers.
4) WhatsApp marketing helps instantly connect and engage with leads
Now that you have your website and presence across important social media platforms. It’s time to move to the next most important platform for completing a digital presence: WhatsApp.
Indian users prefer conversations on WhatsApp over any other messaging platform.
It has over 2 billion users globally and around 500 million users in India. Businesses saw the potential this platform holds and have started using it to send promotional messages to their customers/leads, and connect with them over WhatsApp to address any concerns/issues, etc.
The WhatsApp Business App even allows leads to navigate the business profile. This way they can understand what your business is about and get details.
As a real estate business owner, you have to start using WhatsApp for both, generating new leads and handling customers (Lead Management). SMS and emails are just not that useful. They have no analytics, people usually consider most of the content shared there as SPAM and are just not the platforms you want to use to connect with your leads/customers.
So the best option for you is WhatsApp. But the question is,
How can you generate leads from WhatsApp?
Start by creating a business profile on WhatsApp Business App. Don’t use Normal WhatsApp Messenger, the Business App is much better and useful for you. Once the profile is ready, you are set to send messages to your leads/customers.
You can messages to leads informing them about your business, who you are the best in the market and why should they consider you when looking for a real estate business.
Send promotional messages like, what upcoming festive offers your business is giving on properties, explaining how you help clients have a smooth buying experience, how you help them with financial aid like Loans, etc.
This way you get connected with leads on the platform they use every day. Not only that, you can even answer customer queries/concerns. If someone is too busy to answer the call, leave them a message, send a greeting message whenever they reach out to you, or a follow-up message reminding them of the next property visit, etc.
Take things to the next level with WhatsApp Automation
If you want to take it to the next level and want WhatsApp Automation, start using WhatsApp CRM like TeleCRM. With TeleCRM, you can use WhatsApp Cloud API, a better and smoother upgrade to what you can do with WhatsApp Business App.
With WhatsApp Cloud API, you can automate and do tons of things that are just not possible with WhatsApp Business. Operations like Scheduling messages, sending bulk messages with just a click without getting your number banned, Using WhatsApp Chatbot to instantly engage with leads/customers, etc.
WhatsApp is the place where everyone is and so should your business looking to expand reach and grow multi-fold.
5) Running Ads gets you a spot in search results and feeds
The last and most important aspect of establishing a digital presence is to start running Ads on all platforms (Google Ads, Facebook & Instagram Ads.) Because you cannot get leads organically in the beginning. Organic lead generation takes time and in the beginning, you need to get customers to sustain your operations.
Wondering what are Ads?
All the platforms like Google, Facebook, Instagram, etc allow you to run paid ads. All you have to do is make content according to the platforms, put in some money, and grab the attention of your leads.
Let’s break it down according to each platform:
So, Google is where everyone goes to search for things. Your potential buyers are there too, looking for properties. But how do you get your business to be at the top when they search?
You want your business to be right there when someone types “flats in Delhi” or “property for sale.” If it’s not, they might find someone else’s business. How can you make sure your real estate is in those search results?
You have to figure out the keywords people are searching for on Google when they come looking for properties. for that, you need keyword research tools like Google Keyword Planner, Ahref, or Semrush.
When you have keywords that perfectly align with your business, start creating ad copies that match the keyword. Google will only mark your ad as high quality when the keyword and ad copy are closely matched.
This way your ad will rank on top of the search results and the leads that are generated from this ad will be interested as they have searched for the keyword that is relevant to your business.
Facebook and Instagram Ads (Meta Ads Manager)
You already know about these platforms and what content you need to share. But the question is, in running social media ads, how do you make potential customers click on them?
Think about it. People are scrolling on Instagram through cat videos, food pics, or whatever interests them. How do you make them stop and look at your property ads? It’s a challenge, right?
The answer to this is to run ads with minimum info and still grab their attention to know more. You have to make an ad that clearly describes you as a real estate business and gives info about how lavish and affordable properties you have, but for further info, the lead has to act it could be anything of your choice.
A CTA in an ad could be “send a message,” “visit website,” “learn more,” or something else.
Why run Ads on Different Platforms
It would help if you had leads and a lot of them because, in the beginning, you don’t know how many of those leads will buy from your business. You need to target all the platforms relevant to your business because, in the beginning, you have no idea which platform will work best for you and which will not.
But the problem you must be facing is “What strategy to use on each platform for running Ads?”
The strategy is simple. Understand the Interest and Focus of your Leads.
You have to understand what are the use cases of these platforms. Everyone uses Google to search for answers, it could be just about anything. People use Facebook and Instagram for fun and interests. If you can understand your lead’s focus and interest, you can utilize these platforms to generate real estate leads easily.
So in simple words, Ads put your business in front of people who see your properties while scrolling or searching, grabbing their attention and driving to perform the action you want.
You’re not just throwing ads randomly; you’re targeting people who are interested in properties.
6) Cold Calling helps you connect and understand the preferences of leads
This is the one strategy that you have already heard about or even used in your business. This usually doesn’t get you a ton of leads who are genuinely interested in buying properties but what’s the harm of trying every trick up your sleeve when you have already a business setup?
What is exactly cold calling?
You get data on leads from people who sell it in bulk. After you have their numbers and details, you give them to your sales team who start calling on them and send bulk messages informing them about your business and attracting them to contact your business for purchase of properties.
Cold calling is effective but how much completely depends upon the lead data you are getting. You might get 10 interested leads from 100 or you might get just 1-2 from another 100. If you can convert even 1 lead from those 10, it’s worth it.
But there is a catch, to turn even one lead into a customer, you’ve got to act fast. The bulk data you’ve got isn’t just yours – your competitors might have it too. So, whoever acts quickly is likely to convert those leads into customers. And for that, you need efficient calling and effective bulk messaging.
How can one do effective calling and messaging?
For that, you need a tool because you cannot do that with just a smartphone.
Start using Telecalling CRM software like TeleCRM. It helps you with efficient and effective calling, your calling team can directly call from the TeleCRM’s web application without having to dial numbers again and again on their phones. All you have to do is upload the bulk data from the Excel/Google Sheet into the system, it will fetch all the fields automatically and that’s it.
You have all the leads in the system, create a campaign, decide who on your team calls which leads, and keep tabs on how they’re doing. See how many calls they’re making and figure out what can you do to make operations better.
For further assistance refer to these 15 Best Real Estate Calling Scripts to enhance your calling team’s performance.
And this was just about calling, you can even send bulk messages on WhatsApp to your leads as I have previously explained in the section above.
This way your team helps you connect with more leads and keeps them on top of their game.
7) Local Partnerships with Brokers, Builders and Interior Designers
With your digital presence established, you need to start looking for local agents who have roots in the local community. These agents have the contact details of people who are looking for properties. Old-school offline marketing is still very effective and will help you generate leads.
Most of these agents work on percentage from sale and are commonly known as Brokers. These brokers have a good network and connections with people who are associated with Real Estate. Partnering with them will give you a significant boost in generating leads.
These agents will provide you with contact details of people who are interested in buying properties. This will save you a lot of time and effort. You just have to connect with them to understand their requirements and show them properties accordingly.
Once you get the contact details of people who are now your leads, you have to start connecting with them. Start by sending them a WhatsApp Message and grab their attention. This message should include details about your business. So that they know about your business before your agent connects with them over call.
With increasing spam calls, using this technique will help you connect with more leads because people will trust your business as they have already received a message from you. Those who call randomly will have fewer chances of connecting and nurturing leads than you.
8) Traditional Marketing: Banners and Posters still work
Lastly, use a traditional marketing strategy for your real estate lead generation. Putting up banners and posters still works, if you know how to use them. You can also try using flyer templates to create attention-grabbing materials that help reach local folks and make them aware of your real estate business.
But how do you know when and where is the best place for putting banners and posters?
The answer to that is simple. You need to target the places that people in your town go through every day. It could be a roundabout, a mall’s entrance, the entrance of a park, main road red light. These are places where people have time to look at banners and skim info from them.
The banner should be attractive with simple info about the business with clear and easily readable contact details so they can reach out to you.
The same goes for posters and pamphlets. Put them up near supermarkets, grocery stores, etc. Distribute pamphlets at any public gathering or put them up in shops so people can read them.
How will you capture lead data?
Assuming that you are successful in generating leads from offline marketing, you will start receiving calls from people. For that, you must have a team that will handle all the incoming inquiries. But how will you capture lead data based on which lead came from where?
You need to get a tool like TeleCRM to help you with this. When you get a call from a lead, you add that lead to the system manually if it is relevant to your business. With the TeleCRM app, you will get a pop-up immediately after the call so that you don’t miss any lead details at the end of the day.
Not just that, you can even schedule a WhatsApp message to go right after the call to your leads directing them towards the next step or providing them further information.
Real estate lead generation is not a simple task. You have to follow all the strategies mentioned in this blog to make sure you get enough leads that will not only sustain your operations but also grow your business.
Understanding the significance of each strategy – be it the targeted precision of online advertising or the local resonance of offline marketing – is crucial. Every lead is a potential client, tapping into different channels will ensure a broader reach and a higher probability of conversion.
Remember, it’s not just about getting lots of leads; it’s about getting good ones. The kind of leads that turn into customers. So, you need to do extensive real estate marketing, and the secret is to be where people are looking and to be the one they remember to contact for properties.
Lead generation is important for keeping your real estate business growing. It’s about making connections, building trust, and being the go-to choice. As you start implementing the lead generation strategies, adapt, understand your crowd, and watch your business grow.
Book a DEMO today at telecrm.in and start with both generating tons of leads and growing your business to the next level.