As the Founder and CEO of BRG International, a one-stop shop for the ultra-luxury real estate market in Miami, Florida, I know a thing or two about generating leads.
While the below tips will get you well on your way, I must stress that the most vital aspect to your success is conducting your business with a high degree of customer service, integrity, and professionalism. If that is how you run things, these tips will get you to the top of your game.
So without further ado, here are my top five tips to acquire quality leads consistently.
No.1: Look Right In Front of You
The best leads come from the work you already have on your desk! Your clients are your best referral sources. If you provide them with excellent service, adding real value to their lives, they will be loyal advocates for you. Many people overlook this because it seems disorganized and a waste of time. But you get what you put in!
Call your clients and see how they are doing. Genuinely listen to their response, so you don’t risk coming off like you are just calling to get something from them. Then, let them know that if they have any friends or family who need assistance in real estate, you are there to help!
No. 2: Activate Your Existing Extended Network
Create campaigns by email or social media to alert everyone in your network about who you are, what you do, and your specialties. Let them know about your accomplishments and how you achieved them.
Don’t be shy. It can be hard to put yourself out there like that to people you know in real life, but that’s what lead generation is all about. You have to shout down every corridor. Communicate with your followers and friends about how you do things differently in your space, which will give them the information they need to help you get good leads in turn.
No. 3: Initiate a Referral Program
Referral sources are any professionals in your realm who may wish to refer your real estate services to their clients or friends. From attorneys and financial advisors to community managers and concierges, this avenue is seemingly endless, and you should treat it as such.
Offer to pay out a referral fee on closed deals to people you think might be interested and able to help you find new clients. By creating monetary value for them, they will be much more likely to create value for you!
No. 4: Add Value to the Residents on Your Farm Area
Creating a good habit of communication with your potential clientele and the residents of your farm area (the demographic in which you work) is fundamental to success. These people need to be aware of you and how you conduct business, which you can do in many ways.
You can send out mailers to the neighbors of properties you are trying to sell with market information, participate in community events to get to know people personally, or even organize events yourself. Become a face that people recognize and like — perhaps the people in this section will move to your followers and friends list!
No. 5: Tech Leads
Google Ads, Facebook, Instagram, YouTube, and TikTok are great if you have the time to set up a technology-led lead generation model. Since these leads don’t know you or your past happy clients, you will need a system to get them to trust you quickly. This method requires steady consistency and is a route most used by tech-savvy and seasoned realtors.
You must be persistent and OK with the fact that these leads might call several other realtors. If that doesn’t scare you, don’t leave this potentially profitable stone unturned!
Think of Tech Leads as a cherry on top. My first four tips should get you onto the road of real estate lead gen bliss!
About Matias Alem
Matias Alem is the Founder and CEO of BRG International, a Miami-based, multidisciplinary luxury Real Estate Brokerage and development company specializing in high-end real estate. With over 21 years of experience in Real Estate and over 120 million in sales in 2021 alone, BRG International is one of the leading Luxury Real Estate Boutique Companies in South Florida. Click here to discuss how BRG International can help you reimagine real estate: www.brgintl.com
