3 Ways to Generate Leads as a New Agent
The real estate market is ever-changing. Sometimes the market is really hot while other times it can take a downturn. Because of this, it’s so important for new agents to pack their pipeline for long-term, sustainable success.
In order to do so, you need the latest and greatest strategies that generate leads and listings for a consistent business. Use these 3 strategies to generate more leads to take more listings this year.
1. Generate Leads Through Circle Prospecting
One of the best ways to pack your pipeline is through circle prospecting. This lead generation tactic is more of a long-game strategy and while it might not give you a ton of immediate business, it will set you up for a consistent pool of listings throughout your career.
Using tools like GeoLeads™ from REDX allows you to pick the neighborhood you want to prospect, get the contact information for each lead, and start calling them in seconds.
First, set a boundary that you want to prospect. This could be around a Just Listed/Just Sold property or just a neighborhood you wish to contact.
Next, generate the leads and get the contact information for everyone in the target area.
Finally, get to calling!
This leads-on-demand strategy saves you the time of finding the contact information yourself and allows you to make more relationships with the people in your neighborhood. Be sure to do some research on the current market so you can share your findings with these homeowners. You will quickly become the neighborhood expert that everyone will turn to for real estate advice and ultimately to buy or sell.
But if you’re worried about what to say on the phone, don’t sweat. Here are a few circle prospecting scripts that are proven to help you build relationships and close more deals.
This script covers all your bases. You ask if they want to sell, see if they have any referrals, and then add them to your database to stay top of mind for when they do decide to make a move.
While not everyone will want to sell or know someone who does, these scripts will help boost your reputation as the neighborhood agent who works hard to meet your client’s needs.
Circle prospecting allows you to put yourself out there so you’re the first agent homeowners think of when they want to buy or sell a home. So as you ramp up your strategy with the tips & scripts you’ve just read, remember that relationships, rapport, and repetition will unlock the science to success for circle prospecting.
2. Generate Listings Through Expired Leads
Since circle prospecting is more of a long-game strategy, as a new agent, you need some immediate business as well. Top-performing real estate agents who use REDX agree: calling Expired Leads is one of the most effective ways to find, list, and sell properties.
Expired leads are homeowners who have tried to sell and for some reason, the agent couldn’t get the job done. That’s where you come in.
These leads could give you a commission check in a matter of weeks instead of months. And with REDX’s industry-leading leads, you’ll have listings in no time.
Take a moment and put yourself in the shoes of an Expired Lead. You’ve already tried to sell with an agent (maybe more than once), but your home still hasn’t sold. You’re probably discouraged, frustrated, and thinking to yourself, “My home didn’t sell… now what?!” or “Why should I trust any more real estate agents?”
Having empathy for homeowners is the first step toward positioning yourself as their hero. With this important concept in mind, you’re ready to implement these proven scripts into your prospecting sessions.
Using these questions helps you discover why the home didn’t sell, what the homeowner wishes would’ve happened, and gets you the listing appointment all in one call. While this is the perfect scenario, you will probably encounter some objections when calling Expired leads.
Here are the 3 most common Expired objections and how to overcome them:
As you use these scripts and objection handlers, you’ll be the hero that these Expired listings need all while getting immediate business down your pipeline.
3. Generate Listings Through FSBO Leads
For-Sale-By-Owners are some of the best leads to prospect because they are homeowners who have raised their hand and said “I want to sell my home.” They are planning on completing a real estate transaction within the coming months and that’s where you can provide value.
These leads are often misinformed about the benefits of using an agent. According to a recent report from the National Association of Realtors®, the typical FSBO home sold for $217,900 compared to $295,000 for agent-assisted sales. That’s a $77,100 difference! Even after a 6% commission, sellers are still able to make nearly $60,000 more when they list with an agent.
All this data makes one thing very clear: FSBOs need you. Use this information to tactfully handle FSBO objections and carefully craft your conversations during listing presentations. After showing them the facts, who wouldn’t want to hire an agent to take all the work off their plate and net them the most amount of money?
No matter the objection, it’s all about helping FSBOs understand the benefits of your real estate knowledge and expertise. REDX’s industry-leading FSBO data, coupled with this simple script, will have you converting FSBO leads in no time.
Here are the 3 most common FSBO objections and how to overcome them:
4. Generate Leads Through Social Media
Everyone’s eyeballs are on their phones scrolling through platforms like Facebook and Instagram. If you aren’t showing up on their feed, you could be missing out on a tremendous amount of leads and listings. Having a social media strategy will help you build your online reputation and stay top of mind with potential clients.
Use these best practices to ensure a successful campaign:
Post Content On a Regular Basis
Make sure that you are posting on your social media accounts around once a day. This way your sphere of influence and potential clients will see you regularly and remember that you’re a hard-working agent.
To get an idea on what to post, here are some ideas:
Don’t Overcomplicate the Process
A lot of agents fail at social media simply because they make it more complicated than it needs to be. Just take a picture, post it, and go. It doesn’t have to be perfect and something will always be better than nothing.
When You Meet Someone New, Add Them
Whenever you meet someone new whether it’s at an open house, the grocery store, or a community event, always add them on social media. This is an easy way to get to know your community better and allows them to see you on their feed.
Engage With Your Followers
Don’t just add people and forget them. Engage regularly on social media by liking and commenting on people’s posts, sending direct messages, and responding to messages with video.
The key takeaway from this strategy is to be genuine with everything you do on social media. People can tell if you’re inauthentic so make it a goal to be genuine across all of your social media platforms.
You don’t need thousands of followers for social media to work for your business. All you need is a good online reputation and the leads will follow.
Next Up: Closed Listings
Circle prospecting, calling Expireds & FSBOs, and using social media are only a few ways to generate leads as a real estate agent. But as a new agent, they are the perfect methods to start building a business of consistent listings. You don’t have to be perfect at any of them, all you need to do is start. Overtime, your skills will sharpen and you’ll be closing listings before you know it.
REDX offers real estate professionals a complete all-in-one prospecting platform for generating listing appointments. The platform includes seller leads, a dialer with up to three lines, and a lead management tool for simple follow-up. REDX maintains the position that all agents should be compliant with state and federal telecom laws – learn more here.
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