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the lifeblood of growing a real estate business is generating leads i got some good stuff for you today i'm going to share with you 40 distinct ways that you can generate buyer and seller leads all right we got a lot to get to so i'm going to get right to these but before i do the last three that i mentioned in this video are the ones that i know that i know that if i had to start over right now those are the ones i could do and i can generate business everything we're going to talk about is going to help you but those last three stick around a little teaser right there stick around to the end and i promise it's going to be worth the wait [Music] all right i got a lot to get to so i'm gonna get right to this i'm actually gonna go through some that are generating buyer leads some that are generating seller leads some that cost money and some of that are free ways to generate leads i'm going to start with this number one is this people that rented properties eight to nine months ago listen the typical time frame for a lease is one year those folks that have been in a rental for eight to nine months those folks are trying to decide are they gonna stay there are they gonna buy what's gonna happen with that so the first place to start if you're looking for buyers is potentially those people that have been renting moving up to buyers number two is property owners that leased property eight to nine months ago listen not only are the renters thinking about what they're gonna do but the owners of the property are doing the same thing as well prices have moved up great time to check in with these folks to see if they plan to possibly either re-rent this place which means that they're probably looking to buy another rental property or they're considering selling this one and repositioning number three is reaching out to your past buyers to give them an idea of where the market is right now listen having conversations with people that already know like and trust you can only generate business with them but all of a sudden now you're top of mind and it can generate referrals number four is community youtube videos this is where you're gonna just take a quick one to two minute video you can do this with your iphone and patch it together or you can hire someone to do this the critical part of this is giving details about the neighborhood in a way that's going to generate organic traffic to those videos have it where it's driving someone to something where you can capture their information or provide additional information and i promise if you'll become the neighborhood expert by putting those things out there on youtube you're gonna generate some leads number five is join a referral group this could be something that's done through the chamber of commerce this is basically a leads group people that are looking to build their business you come and basically the price of admission is you bring a referral for someone else and they have to bring a referral for you this is a great way to find other people that are looking to grow their business so that you can share with them in a way that helps you generate leads and grow your business as well number six we're gonna bring it back old school a little bit door knocking there's still nothing better than getting face to face with folks and offering something of value letting them know if you're having an open house letting them know if something came on the market or just sharing with them what's going on in the neighborhood if you'll get out there in your door narc and you'll actually spend the time being face to face with people there's no doubt you're going to generate a ton of leads number seven i'm going to stick with the old school kind of frame of mind right here we're going to talk about farming listen there's nothing more fundamental in our business on how to build this business and then farming a neighborhood finding a neighborhood where you become the nation the neighborhoods expert what is it that you can do to find that place where you can be that expert that person that they think of when they get ready to sell that's what farming does for you and it's the best way i know to generate leads in this business number eight is share a property in a facebook buy selling trade group listen there everywhere in america has these on facebook where they have a localized buy sell and trade basically facebook group that just gives you the opportunity to share things that you're trying to sell you're trying to looking for to buy or that you'd like to trade one of the best things about this is it gives you the opportunity to share a listing if you don't have one ask one of the people that you work with if you can share on social media some information about one of their listings most people will let you post it up on that facebook group notice the people that comment a lot of times they'll share a friend's name private message those folks make sure you have it where it's driving them to a page preferably where you could gather their information we use boomtown they see four pictures that grabs their information if they want to see additional details but whatever it is post those things in those facebook groups and i promise you're gonna generate some buyer leads number nine is host a first-time homebuyer seminar listen if you've never done this before you can get a partners that will help you with this a credit repair person you can get a lender that can help you with this they'll help also offset the cost basically then you go after people that are renting in apartments giving them a free opportunity to come and learn how they can own a house for less than they're paying in rent right now this is a great opportunity to reach out to some of these folks that have been renting for a little while find your partnerships it's really going to be more sweat than it is debt it's as far as expenses make sure you've got those partnerships in place and those buyer leads for first-time homebuyers will start coming your way number 10 the old stand by open houses no better way again than to make those contacts you want to make them being face to face with people open houses right now it is tremendous the results we're seeing with open houses right now people want to get out they want to see they want to see inside these houses this is a great way to not only find buyers but potentially some of the people that are the nosy neighbors that are curious about what their house might bring hold open houses it's the best thing i know to do right now number 11 is reaching out to newly engaged couples this is a great way there's a life change happening a lot of cases they've got two places currently maybe they have two homes they own maybe they have one apartment and they're thinking they need to buy a house maybe they're thinking they need to really get a bigger place whatever it is there's something going on where they're changing their life situation and typically that leads to changing their housing situation number 12 is reaching out to people that make a birth announcement they have a child on the way listen i don't know if you've ever been there we lived in a house and all of a sudden when we had our second child coming it got a little tight in that house we needed to make a change most people that have a life change like we were talking about when they get engaged when they start to have children they start thinking about how that affects their housing reaching out to them offering value congratulating them and saying hey i'm here if you're as a resource if something changes and you're thinking about making change in your housing just let me know if i can help in any way when you reach out to these folks that are having life changes you're going to be top of mind when they get ready to make that house change number 13 is reach out to new empty nesters listen again another life change i know that what happened when my daughters went off to college is all of a sudden our housing needs were a little bit different and we began to think about now what does this look like we could possibly downsize or did we need to make sure that we had a house that had plenty of room for them and their friends to come home from college every single time that there is a change in someone's life there's a lot of times it then leads to someone changing their housing needs empty nesters are no different reach out to these folks i promise there's a goldmine of opportunity when you reach out to these empty nesters number 14 is build or add to your google my business page all of the search in the country comes through google for the most part now if you don't have your google my business page set up yet this is the place that gives you the ability to frame what it is that people look for when they look at your profile it also gives you the ability of people to find you organically one of the things that's great about google my business is that it's free make sure you're claiming that digital landscape for yourself and that you're taking full advantage of it because as we go forward this is going to become more and more important if you've already got it there start adding more pictures start adding more depth begin to just add things in a way that add value to people and the leads will start coming in number 15 is ask for referrals listen ask and you shall receive there's something i've heard about that go out there and make sure that people know how much you appreciate referrals post it up when somebody gives you a referral thank them on social media publicly if you're out there and you don't have any referrals right now go out on social media and say hey listen please keep me in mind in case one of you thinks or hears of somebody that's thinking about buying or selling real estate it's the biggest compliment you could give me is entrusting me to be able to take care of your friends and family when you do these things when you ask you will receive 16 old tried and true expired listings make sure but i'm going to put a little spin on this six to 18 month old expired listings people that maybe are not getting the calls anymore that their house still hasn't sold odds are a lot of times if it didn't sell it was a couple things number one it was typically overpriced the markets moved y'all if we're talking about something that was listed a year ago and they were 15 overpriced in many markets the prices moved 20 not only is it where they were it may even exceed the price they were asking for a year ago reach out to these folks nobody's calling them like they were the day they went expired it's a great place to find some people that are thinking they're not just thinking about selling they've raised their hand and said i want to sell and now it gives you an opportunity to be their agent number 17 is reals on instagram i don't worry too deep on this but i want to just say this if you could put together short videos that are on instagram right now they're getting pumped out in a way that no other organic traffic is generating for us make sure you're pumping out those reels on instagram number 18 is linkedin articles nothing does better on linkedin than articles so write an article about five pl best restaurants in your area five reasons people love moving to your area whatever it is hashtag these properly with the area you're in and i promise you're going to draw some attention number 19 simple reminder for sale by owners they want to sell they just haven't found the right agent yet make sure you're reaching out to them offering value and you'll start getting listings number 20 is your sphere of influence they already know you they already want to see you succeed reach out to them talk to them about what's going on in the market just check in on them one of the best things that i've heard lately is is just to say hey listen this market right now is crazy i don't know if you guys have got an updated value on your house but know that i'm here if you ever are curious what your house might bring number 20 is buying google adwords listen you can either hire someone to do this or you get on youtube and learn how to do it yourself this is a great way to generate leads online google adwords is critically important if you're wanting to build your business with internet leads number 22 is running facebook ads listen if you're wanting to generate some leads on facebook it's very easy to do so you can either again hire someone to do this or go out there find a course to teach you how to do it or just get on youtube and google how to run facebook ads for realtors i promise you're gonna get all you need to generate plenty of leads number 23 is work pre-foreclosure homes these are homes where liz pendan's has been filed with the county in your county clerk's office basically stating that the property is pre-foreclosure reaching out to these folks you don't have to tell them that you know it's going into foreclosure but just reaching out and just saying hey this is jimmy burgess with berkshire hathaway home services just wanted to check in and see prices have moved up see if you might consider selling if you'll do that these are folks that are thinking about selling or what their options are great way to help a great big group of people that could also help your business number 24 is throw a housewarming party for your clients basically cover the costs cover the invitations let them invite their friends into their new home you provide some food or some drinks or whatever it is where you kind of throw the party then you're there as the host of the party with the people that are inviting all their friends great way to get a ton of referrals number 25 is throw a going away party for your sellers right along with what we just talked about this is a great way for you to throw the party so to speak so that they can invite their friends in they then introduce you to their friends as the agent that helped them sell their house great way to get some great referrals and to show a little extra value where people see you a little bit different more as a friend than just a realtor number 26 is buy zillow leads listen a lot of people are down on zillow but i'll tell you what if you want to generate some fast leads go out and buy zillow leads it's going to give you the opportunity to have people that are highly motivated and they're going to generate some sales as well number 27 is buy realtor.com leads these are again folks that are pretty well into the buying process they're calling specifically about seeing a specific property it's a great way if you're looking to generate some sales pretty quickly go out there spend a little bit of money up front you're going to get a ton of leads and you're going to get some closings as well number 28 is work divorce leads listen unfortunately when there is a divorce again this is a life situation odds are there's going to be a house that's going to be sold so this is an opportunity for you to add value at a time when people really need it building a relationship with a divorce attorney watching these divorce filings in the public records reaching out adding value to at a time when people really need the value can give you the opportunity to not only be something that where you just generate business but you really help people when they need some help number 29 is sign up to do bpos these are broker price opinions a lot of times when it's pre-foreclosure properties the banks will need to get a broker's price opinion you can go online you can google this you can find places you can do this they'll pay you 50 to 75 depending on where you are maybe up to 100 for doing these it also gives you the ability to understand who's needing and potentially wanting to sell prior to the pre-foreclosure situation so great way to not only make a little extra money get to know the market better but also to find those people that could really use your help number 30 is op city this is basically a program through realtor.com where they will send you the folks you don't have to pay for the leads up front and you pay a 35 30 40 referral fee basically it's set up through your broker so make sure your broker has that capability this is a great way to get a ton of leads coming through also gives you the opportunity to not have the upfront expense but basically only pay the expense as far as a referral fee when you close number 31 is call owners in track built neighborhoods that are three to five years old listen typically one of these national builders when they come in they have their sales team there the second that all the houses are sold they leave all of those homeowners are orphaned clients right now those places that were built two to five years ago they have a ton of equity and in reality once they start selling and those start turning over the prices are so high there's gonna be a ton of opportunity there find these neighborhoods go out and talk to these folks about how much equity they have and you're going to create opportunities number 32 is bold leads boldly gives you the ability actually to find seller leads they go out and they run the ads to find people that are curious about their homes value now listen you're probably going to have to run through a lot of these but it's a great efficient way to build a database of potential sellers that are owners of property gives you the ability really to add value by giving them that valuation and start building a relationship that leads to those listings number 33 is work probate listings this is an opportunity for you to find people this is what a probate listing basically is is someone passes away their estate has to be settled when there's property in that they name an executor for the estate the executor has the ability to list property to sell property to do the things that need to be done to clear the estate this is a great time for you to be able to add value to those people as well and to find properties that are probably going to be coming on the market in the near future 34 is build relationship with agents in feeder markets offer a 30 referral a little bit extra send notes to these agents that are in these feeder markets these places where your buyers are typically coming from build relationships with them so that now you begin to get not only the relationship but you get a steady flow of people that are coming into your area that people are referring to you number 35 is reach out to for rent by owners when you see a posting come on where someone is renting a place and they're renting it themselves reach out to those folks get the details on the rental but then ask them hey with the way prices have moved up if you guys consider selling this place and if they say no say great are you guys considering buying another place it's a great way to find people that are typically in rotation they're either buying more or they're considered selling and repositioning number 36 is write articles for your local magazines now there may be a local magazine or a local newspaper write an article about five reasons people love living in our area or five reasons so many people are moving to our area doing those type of articles then all of a sudden because you wrote and you're published you're a published author so to speak then it gives you the opportunity to be presumed as the expert in the area another thing that this does is every one of these publications whether they be digital or whether they be print they're constantly looking for fresh and new content be the person that provides them that content and you'll be seen as the expert in your area number 37 is add value in facebook groups these facebook groups specifically i'm talking about are the ones that are like living in whatever your city name is or local information for whatever your city name is a lot of times there are thousands of people in these these are people asking questions a lot of times it's people that are moving to the area this is a place where you can really reach out to those folks answer a ton of questions become the resource not just for real estate then when you see the opportunity where someone asks a real estate related type of question like can you tell me what the schools are like in this area or whatever it may be that they may ask in these groups private message those folks add value to them they'll typically do business with the first realtor they talk to so make sure you're right on top of this and you're gonna generate leads all right these last three are my favorite listen if i was starting over in this business and i had to have just three things that i could do these are the very three things i would do and i would have complete confidence that i could build a business with them the first one is this number 38 old school circle prospecting the national association of realtors came out with a study and in a survey they did and they found that when a house sells the 20 houses that are the closest around that house that sold out of those 20 three people will consider selling within three weeks think about this that gives you an understanding that out of those 20 houses 15 of those people are going to consider selling maybe they'll sell now maybe they'll sell in three months maybe they'll sell in three years but it's a great time to reach out to these folks let them know about the sale how it affected their value and i promise if you'll do these things consistently not only gonna generate consistent leads for listings now you're gonna generate leads and listings into the future as well number 39 is digital farming i mentioned farming earlier this is a spin on this this is where we would actually generate an email list of all the owners start with your own neighborhood and we would begin to send them on a monthly basis and an email that has a video of you talking about the sales that happened that month things that are coming up how the market is short to the point and then a small call to action at the end it simply says hey i hope this is valuable to you if you're curious about where your value is the values have been moving you may be surprised i'll be glad to give you a free no obligation update on your valuation just simply email me back and i'll be glad to get that taken care of for you digital farming costs zero dollars and it gets a huge impact to your business boy it took us a little while to get here number 40 is this unsolicited video cmas these are the past buyers these are people in your farm area this is where you're actually recording your screen and going through the comparables less than five minutes and giving them a range of their value without them asking for it this is something that is huge value people are surprised where their values are now when you do something without them expecting it you create raving fans going out and adding value in this way which is unique is something that i know is going to generate listings not only now but into the future for you all right we just covered 40 ways to generate leads in your real estate business but i know i just scratched the surface there's so many other ways i'd love to hear what's working for you if you've got a way that i didn't mention that's working for you drop it in the comments we're all better together by dropping that comments it's one of those situations where we help each other get better we all get better together listen i hope this has 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