Empower your real estate business with a streamlined lead management process flow for Real Estate

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without a steady flow of leads coming into your business you don't have a business today I want to share with you seven lead generation strategies for realtors that everybody ought to be using [Music] the core foundation for growth in real estate is having a steady flow of leads coming into your business that you can assist in the buying or the selling process so what I want to do today is help you overcome that lack of leads that you have and give you seven strong strategies that are working right now the first strategy is open houses and this is something that we lost a little bit through the pandemic and now what we're seeing is there's nothing you can do better for your business and to serve your buyer and seller potential clients better than to be face to face with them and sharing what's going on open houses give us that ability to do that in a very specific way it gets us out where the people are it gives us to be in a house where we can have something that we're actually talking about that might be of interest to them it also gives us the ability to be in front of those potential nosy neighbors that are curious about how this house Stacks up against theirs because they may be considering selling theirs you see open houses is a core fundamental foundational piece of the business that really a lot of people know about but they don't apply in their business how long has it been since you've hosted an open house how long has it been since you've taking the time to really get out and be where the people are when you focus on open houses your leads and the opportunity to serve people at a higher level is absolutely going to come forward next up is calling Airbnb owners now this is a unique situation because most Airbnb owners that are managing it themselves post their phone number actually on their page where they're posting the information about the rental of their Airbnb here's what we've seen with airbnbs is why this is a unique opportunity right now is a lot of people through the pandemic we're staying in airbnbs in a specifically in specific areas once travel opened up this past year what we're seeing with everyone we're working with there are some exceptions but in a lot of cases is that the rents they were receiving the previous years the number of nights stay is actually going down the expectation of what they would be generating from this is actually going down a lot of people jumped in and they became Airbnb owners because they thought it was going to be a great way to have passive income and now they're getting calls in the middle of the night because the AC is not working now they're getting calls from maintenance and it's a little more work than they anticipated so here's where the opportunity is is that typically what you're going to to find with Airbnb owners or investment property owners in general is they don't sit still for long number one is is they either love what they're doing and they're looking for an opportunity to find another property that they could invest in or number two it isn't working out like they thought and they may be ready to possibly sell that place and just re regroup and figure out what they want to do the good news is is those folks that started doing airbnbs that had properties they bought about two years or more ago they've got a tremendous amount of equity they have an opportunity to get out of that property and to make the headaches go away and to cash in on the profits that they were thinking they were going to make on the night these days now they've made it on the capital appreciation in a lot of cases the other thing that we can do is by reaching out to them and adding value and just basically this is the way the call goes hey this is Jimmy Burgess with Berkshire Hathaway Home Services beach properties of Florida I saw where you've got your place for rent on VRBO at or on Airbnb at this place just curious if you still love your place and then just be quiet they say oh yeah we're doing great with it great I don't blame you hey most people that are doing great with one are possibly looking for another one have you guys been considering buying another rental property and then when they say yes or they say no we're going to do something in about a year now you've got someone that you can keep in touch with now you can add value to and you've got a potential buyer and if they say no this is actually kind of been a nightmare well if you guys considered the fact that you bought this thing three years ago and you've got a ton of equity and you could probably cash out now and make what you were hoping to make on on the incoming money that you're going to make from rents you can make it in a lump sum now for the next three years and not have the headaches now we've given them an opportunity to see what their options are by adding value to Airbnb owners you're absolutely going to normally find buyer leads but you're going to find potential seller leads as well next up is circle prospecting off of sales so think of it this way the way we used to call it the reason why it's called Circle Prospect is we used to take a map and if there was a house that sold we would Circle draw a circle around the 25 30 houses closest by and we'd make phone calls to let people know about that sale it still works today you know in our averages state that within three weeks of the time period of something selling in a neighborhood 15 of the owners in that area are going to consider selling their house in the next in the near future so what is it that we can do to add value to that group this is again as a way to just have some great conversations hey Mr and Mrs homeowner this is Jimmy Burgess with Berkshire Hathaway Home Services beach properties of Florida not sure if you saw but we just sold the place four doors down from yours and it actually moved the market a little bit I'm just curious if you saw the details of that sale no what what was it well actually it sold we were able to sell that place in seven days we were actually able to get a full price offer on that and it sold for this and at a average price per square foot based on your square footage that I'm seeing in the tax rolls that means that your house is in the range give or take of this range now it really has helped her value just checking to let some of the owners know and also what are your guys plans long term for your house is it something that you guys are going to be in forever or is there a time frame when you might be looking at making a move somewhere else you see when we start having these conversations we begin to uncover opportunities it's also a great time to go into this not looking for a listing not looking for sale just give value when you just give value and the main goal is to get an email address so that you can stay in touch with them and that you continue to add value and you get an opportunity not if but when they decide to sell their house that's what we're looking for to do in this if you're looking to generate leads absolutely picking up the phone and calling these folks and letting them know about sales near their home that affect their value is a great way to start number four is focusing on out of town owners now we've seen this where we hear all these people saying well listen nobody's going to sell their house when they've got a two and a half three percent mortgage and now they'd be rotating into a seven percent or whatever it is when you're watching this that's true in some cases but you what you have to understand is there are certain number of households that are rental properties or their properties that are owned by people outside of the area that have less emotion involved in this house maybe it's becoming less and less it's becoming harder for them to maintain the house from afar so here's what I would suggest doing now some title companies can get this for you I personally just went through the tax rolls and went through my targeted neighborhoods and looked to see what the address was for the mailing address for the owners of that property and I made a list of all the out of town owners for lots and also for the homes in that neighborhood and I would just simply call them and say hey this is Jimmy Burgess with Berkshire Hathaway Home Services beach properties of Florida just checking in I saw where you had the house over there and that it looks like you may be living out of town and owning that property just curious if this is an investment property or something that you're using as a second home also just curious what your future plans are for it you know the values have gone up dramatically you probably have a ton of equity I'd be glad to give you a free no obligation updated value if that's something you're that would be if that would help you out a little bit you again we're just beginning to add value to people in a way that gives us the ability to begin to build relationships and when you're out there and you're in the ocean so to speak you will absolutely get opportunities to catch waves you'll be amazed if you make enough calls how many times you'll call and say it's funny that you just called we were just talking about this last week that we probably ought to be getting an idea of what the value is and considering getting this place sold when you take action you can absolutely expect to see a reaction from the market take the time to make calls to these out of town owners and I promise you're going to get results next up is dig on dirt so what I mean by this is don't just focus on houses I built my business and a number of the people that are very successful in my in our office built their business on identifying lots that were owned by individuals that were out of town again I talked about calling out of town owners but we talked about that it doesn't have as much emotion they're not tied to that place because they're not living in the house dirt is even better land is even better lots are even better and here's the play with this we have the opportunity with these out of town landowners is just to call and say hey I've noticed that you owned this lot in whatever neighborhood it's in just curious what your plans are for that lot oh we're planning to build in two years now if they say that build a relationship with a local Builder that might be willing to give you a referral fee for referring them someone that might want to build have you talked to a local Builder I'd love to introduce you to a couple of Builders here that I trust if you'd like to talk to someone next option is they say well we're just not really sure well good news is you bought it a great time you've got a ton of equity and there are a lot of builders that are looking for Lots in this neighborhood good if you're curious about the value I'll be glad to get you an updated idea of your value again we're building a relationship or they may say hey we're just not really sure but we think that we want to buy a place closer to our kids so we're probably going to consider selling this lot in the next year now you've got a listing opportunity now here's another play if you're wondering how to do these because these give you an opportunity to possibly sell these and get both sides of these things when you get a lot that someone is interested in selling and you list that lot first thing you should do is call the owners on the both sides of the lot and behind it because a lot of times what we're going to do with that call is we're just simply going to say hey I'm getting ready to put the lot that butts up to yours on the market like to let you know that so that if you have a friend or family member or if you're interested in the slot you get an opportunity to choose your neighbor before the General market does this is a great way to just get an opportunity to double side those lots another thing to do is is to find out if there are local Builders building in that neighborhood if you're getting ready to list this lot drive through the neighborhood then when they have the little signs where they have their permit open the permit up and see who the Builder is call the Builder and just ask them the house that you're building in Live Oak subdivision is that a spec house or is that one that you're building custom for someone they say suspect house said great would you be looking for additional Lots also ask them well do you have an agent that's going to be marketing that house for you and now you've got an opportunity to possibly find a listing on a new construction house again building relationships with Builders gives us the opportunity not just to have one transaction but to grow our business with them as they do more spec houses or as we find lots for them to build houses on for their clients digging dirt is a great way to not just generate leads but to grow your business over time they build relationships that help you build something that's bigger than you could ever imagine next up is calling for sale by owners or specifically expired listings that are 6 to 18 month old and that can include cancellations as well now the reason why I like this group is is they've raised their hand and said that they wanted to sell they just haven't had the right agent or they just don't see the value yet of the agent so now is an opportunity for us I'll start with fsbos the first thing we can do with fsbos is develop a program where you give them value hey this is Jimmy Burgess with Berkshire Hathaway Services just wanted to check in with you I saw where you had the house for sale just curious if you would pay a if you would absolutely be willing to pay a commission if I just on the buyer's side if I had a buyer that was interested in that okay I'd love to get some more details begin to build that relationship Hey listen I hope that you're able to sell this you may have some questions along the lines let me introduce you to a title company let me introduce you to an inspector let me introduce you to a couple of people that can help you move the process along most for sale by owners need us now more than they did a few years ago they can put a sign up they get three offers that's not the case necessarily now so by adding value to these folks it's not a matter of if they get ready to list with someone most cases it's when they get ready you want to be the person they think of now let me speak to the 6 to 18 month old expired listings or cancellations these are folks that for whatever reason decided the market was not at a place where they wanted it to be to be able to sell six to 18 months ago or they cancel for some reason calling these folks and simply saying because you have to understand when they first expire they're going to get a ton of calls from Agents saying do you want a list do you want a list if they are able to go in there and you do the research and you find out that it has not been relisted or that is not sold since it expired or it was canceled now we call them and we just simply say hey I saw where you had your house for sale 18 months ago just curious what your plans are for the house and if you'd be willing to sell it if the right buyer came along and just be quiet they're going to tell you what's going on now again we have the opportunity now to give them an update on the market start to add value to them and begin to identify if it's something and we can serve them in a way that gets that listing for us and helps us serve our buyer clients even better than before when you focus in on open houses 18 months six to 18 month old expired listings and cancellations these are fertile this is fertile ground that absolutely will reap a harvest for you if you'll just plant the seeds there last but not least is unsolicited video CMAs now it's best to do these to people that you've already talked to in the past but it is a great way to re-engage and give homeowners an understanding of where their value is unexpected they're not going to be expecting this and also give it to them in a very high level if you're curious about what this looks like I'll have a link above you can see exactly how to do this process but let me just say it this way I decided to do one of these a day for the last quarter of a year that I was finishing up before shifting into this I did 72 of these over that three-month period and I ended up generating over 11 million dollars in listings for that I also ended up selling over nine million dollars worth of those listings because we didn't sell everything back then that we listed but it gave me an opportunity to add value in a way that was different I recorded my screen I went through and talked to them about what their value was I showed them the comps and I prompted them that if they had additional questions give me a call I didn't ask them if they wanted a list but I absolutely gave value when it was unexpected when you give value unexpected there will be times in the future when it's going to come back to you when you don't least expect it as well I hope these have been helpful and I'll talk to you soon thanks for watching the video I specifically chose the video below for you because it builds on the one you just watched I hope it's helpful and I'll talk to you soon