The next step in real estate lead generation, after the phone starts ringing and emails are coming in, is to cultivate those leads until they become clients.
This on-going systemized process is designed to keep the lines of communication open with promising prospects, while also commencing a call to action.
This could range from open house videos to real estate content on what they need to know to buy or sell a house.
“What ends up happening is once you stay focused for a few years and you create a buzz around that focus, meaning that you have successfully helped out a lot of people accomplish their goals with your expertise, people start seeking you out,” said Chad Danneck, owner of Dannecker & Associates. “The amount of business and referrals that just fall in your lap, versus having to work for it every time, changes dramatically.”
Cultivating and nurturing leads is the special ingredient for converting them into sales. When it comes to real estate lead generation, a good rule of thumb is to spend 20 percent of your time generating leads, and 80 percent of your time converting them.
One of the most common ways to nurture leads is content marketing.
Whether blogging or social media, this real estate lead generation technique specializes in creating relationships with potential clients by compiling and sharing engaging information, while effectively establishing yourself as an expert with knowledgeable experience in the industry. Content also ensures that you and your brand stay at the top of your prospects’ mind.