31 Psychology-backed lead generation strategies for real estate
Last Updated: June 14, 2019
The past year witnessed that around 36% of home purchasers were millennials. With millennials taking the real-estate industry by storm through their consistently increasing purchases, it’s time for realtors to up their lead generation game and grab as many leads as possible. While some of the older lead generation techniques still hold their ground, the newer ideas are taking over the real estate industry.
Why lead generation is essential in real-estate
Lead generation refers to identifying potential customers and reaching out to them.
Just like any other small business marketing, lead generation is an integral part of real-estate marketing since it helps in acquiring prospective customers and re-engaging with the existing ones.
Psychology-backed lead generation strategies for real estate in 2019
1. Videos to guide first-time buyers
Since a large share of millennial clients includes first-time home-buyers, it is ideal that you make how-to videos providing tips and checklists guiding the buyers to make a perfect choice.
2. Newsletter for regular updates
Newsletters are a brilliant way to keep your customers updated on the new properties for sale, the properties with high demand, and other relevant information like the current price for prime localities, and so on.
Post beautiful property pictures on social media that create interest among your followers and invite your followers to an open house event or ask them to follow-up for more information on the product. Breathtaking visuals are on top of every millennial’s checklist for a dream house.
4. Use social media hashtags for outbound lead generation
Hashtags are a great way of finding people who are talking about the same content as you. For small business marketing teams with limited access to lead generation resources, Hashtags are a useful tool for outbound lead generation through the internet.
5. LinkedIn posts to connect professionally
As a professional networking platform, LinkedIn is a go-to place for a realtor or any marketers to try and generate more leads without seemingly like you are trying too much.
6. Leverage Snapchat in lead generation
Realtors are not leaving any stone unturned when it comes to attracting millennials. Sharing property snap on snapchat is the new way of lead generation.
7. Sponsored Facebook ads to gain more leads effortlessly
Sponsored Facebook ads are an excellent investment for generating leads through Facebook. Sponsored ads are designed to help you gain more leads from Facebook without putting in too much effort.
8. Share Customer reviews/testimonials
Sharing reviews and testimonials from existing customers on your business website is a splendid way of getting inbound leads. Testimonials help attract those customers who are in quest of properties similar to the ones whose reviews you have shared.
9. Create an app for your business
In addition to having your website, having a user-friendly app can help boost the leads generated for your local real estate agencies. Since most users search for information smartphones, having an app makes you a favorable choice.
Paying attention to SEO guidelines help you gain higher visibility and attract organic traffic to the website. While creating webpages and blogs for your local real estate agencies or other small business marketing, using the right keywords for SEO is your ultimate guiding light to success, which in this case is generating all the traffic you need.
12. Create Community webpages and become a center for all information
Be the center for all necessary information regarding the community where the property is situated. Create webpages that lead all potential customers to you every time for any information on the locality.
13. Custom landing page to capture leads
Create custom landing pages connected to QR codes that directly drive users to a client information form which they can fill to get access to all information on your website.
14. Clustering/Segmenting for targeted lead generation
Clustering is an algorithm for all grouping your potential customers into different categories based on buying behavior and purchase patterns. Clustering or segmenting focuses on targeting each group/category of customers individually rather than applying the same strategies for all of them.
As a realtor, if you send ad-campaigns on luxury homes and estates to a buyer who is under a tight budget, it is just going to be wasted effort.
15. Beacon notification to capture prospects passing by
If you have existing customers with your business application installed on their mobile, you can effectively use Beacons to send notifications on properties for sale each time they pass one.
16. Send updated notifications to share real-time information
Ensure that any notification you send your clients is giving them the latest information such as properties that were recently sold out and houses newly opened for sale.
17. Use NFC tags/stickers for a tap to call
Make it simpler for customers to reach out to you by embedding NFC tags and QR codes in all your ad campaigns to assist users in making a call with only a tap/scan from their smartphones.
18. Know your neighborhood
Networking is a significant part of generating leads for real-estate. Knowing all about the community where each property is based instantly makes you a resource center for people to reach out for information.
19. Share stories to add a personal touch
For those of you who want to have the edge over the over-crowded online marketing world, add value to your offline marketing by creating an interpersonal connect with your clients. Sharing purchase journeys of your past clients can help with this.
20. Invite passers-by to open house events
This sought-after technique of real-estate lead generation is still as useful as ever in intriguing potential customers. Deploy QR code and NFC tag/sticker in posters informing about the open house events nearby and help users locate the venue easily by linking the campaigns to Google map.
21. Cold calling/ Outbound
If you think your inbound leads are not good enough, don’t shy away from sending some cold emails and making cold calls to get outbound leads.
22. Networking for lead generation
Networking is an integral part of the lead generation in real estate. Ensure that you know all the residents of the community personally and also make sure that they have all the information on the properties for sale.
Create virtual business cards with custom QR codes and make it fun and visually appealing for potential clients to contact you. Include a catchy call-to-action in your business cards that compels readers to scan the code immediately.
24. Get referrals from existing customers
Get your existing customers to bring in new ones for you by referring people from their personal or professional network. Generating leads by referrals helps build credibility through word of mouth promotion.
Customers who can afford to buy new homes from you are also usually busy making money for it and have no time to visit each property to make a choice. As a realtor, it is possible that they will be inclined to purchase from you if you make their lives more comfortable by sending in videos on virtual property tours.
27. Image gallery QR codes
Have you ever noticed how a clothing store always chooses their most stunning outfit to put on display? It’s a trick to make customers believe that every outfit in the store would be as alluring as the one on the showcase.
You can use the same trick for your local real estate agencies as well. Print QR codes on display ads and take customers on a visual treat by leading them to an image gallery of the most enchanting property on sale.
Trade shows are the perfect place for you to advertise your business and generate more leads using QR code and NFC embedded flyers and banners in your kiosk.
Small business marketing is all about trying to gain more visibility for your business and each opportunity to accomplish it is equally useful.
29. Host a knowledge sharing event
For first-time buyers, home purchasing can get a little tricky due to the substantial investment involved. Local real estate agencies can become a reliable source to reach out to, by hosting knowledge sharing events and educating potential clients on the process of buying a home.
30. Reach back to expired and withdrawn listings
Remember that millennials are continually raising the bar on luxury living with every additional penny they earn. So go back to those millennial customers who had a memorable first purchase experience with you and check if they are ready for their next purchase yet. Even if they aren’t looking for the next purchase, there is a high probability that they might consider you as a reliable option if you follow-up even after the purchase.
Reaching back to withdrawn listings with updated offers to check if they changed their mind is an exceptional technique of reviving lost leads which is worth a shot.
With all the hype around the millennial housing trends, use of technologies like Beacons, NFC tags and QR codes are going to play a crucial role in lead generation for real estate and small business marketing in 2019.
You can use Beacon, QR code and NFC technology in your real estate business with Beaconstac’s end-to-end proximity marketing solution. Learn more about Beaconstac, talk to our expert.