4 ways to snag organic real estate leads in November
Working on your 2020 business plan? Get started on the right foot by funneling leads into your sales pipeline with these strategies designed to get organic real estate leads.
Your 2020 business plan, scrounging up the bucks to pay your January 15 quarterlies and deciding how to keep afloat until spring are just three of the tasks on your end-of-year plate.
Then, there’s the ongoing need to generate organic real estate leads. While you could keep on doing the same real estate lead generation activities you’ve been doing, they may not be as effective right now as before.
The holidays will soon be upon us. People are shopping, cooking, traveling, partying and planning. They’re spending more time with friends and family and less time thinking about moving.
Entire industries pretty much shut down during the final week of the year (hello title companies and lenders!).
How about kicking cold calling, door-knocking and FSBO-chasing to the curb for now and concentrate on getting referrals from your sphere? It’s about time you reached out to them anyway, right?
Pie giveaways appear on these lists every year. Surprisingly, few agents hold them. If nobody in your market is doing this, jump on the idea and make it your own.
The trick to not being overrun by requests for free pies from random, non-real-estate-seeking people is to take orders for the pies you’ll be giving away.
One agent we know offers three pies: pumpkin, apple and cherry. She advertises the giveaway heavily on social media, reminding folks that there is a deadline to order their pie.
Another agent team posts this reminder: “To ensure availability, please RSVP by this Friday, November 20th and tell us whether you would like Pumpkin, Chocolate Mousse or Apple Pie.”
They then tack on the particulars: “You may call our office at [phone number] to place your order, or e-mail [email protected] with your name & choice of pie in the subject line.”
Then, have folks pick up the pie on a certain day, during a certain time period, at your office where you’ll have a hot chocolate bar, hot cider or whatever to keep them around long enough so you can get their latest info to update your CRM.
We’ve mentioned this agent before and her strategy to get organic real estate leads is so brilliant we’re going to mention her again.
She’s shy. Introverted, actually. She loves the results other agents get from door-knocking but, again, she is shy.
So, she does door knocking her way: going door-to-door and leaving branded grocery-type bags asking for canned food for her chosen charity.
She finds she’s far more comfortable asking for something for others than asking for business.
If the homeowner is in, she tells him or her she will be back in a week to pick up their donation. If nobody’s home, she leaves a note.
On pickup day, bring a wagon in which to collect the bags. All those filled bags are impressive! Be sure to bring a handout you can drop off while you’re there.
But you’re not finished yet. Send a personalized thank-you card the following month, detailing how many cans you collected and how many people each bag will feed.
Then, put each person who donated on an email drip list.
A variation of the canned food drive is soliciting warm coats, socks or gloves (or, all of them) for the needy.
One agent we know started this tradition by using her office as the sole drop-off location. Now, she uses several businesses in town, exposing her brand to thousands more potential organic real estate leads.
You’ll need branded collection bins and a hefty social media marketing campaign. Consider, as well, a press release for the local paper.
For inspiration, check out Colorado agent Chris White’s “Operation Warm.”
We see this idea frequently and agree that it can get quite pricey. Most agents will want to go through their CRMs and choose high-value clients as recipients. Choose those who did business with you during the past year and those who frequently refer other clients.
This will whittle the list down significantly for many agents, make it a far-less expensive undertaking.
Real estate agents on a budget might consider going the DIY route, starting with baskets from the Dollar Store or 99-cent store. While you’re there, pick up faux fall-colored leaf sprays or flowers to adorn the basket.
Then, load it up with fresh pears, oranges and apples for inexpensive color, and cookies, cellophane bags of nuts and anything else that catches your eye.
Broke but too busy to shop for the basket idea? Check out this stack-of-cookies gift on Pinterest.com. It’s quick, easy and inexpensive.
Whichever idea you choose, ensure that a business card or a branded gift tag with your contact information is included with each basket.
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