10 Tips To Revive Dead Leads With Your Website
Does your real estate lead generation give you less than ideal leads? These tactics and formulas will boost your results. And help you convert more clients.
In other words, it feels like most of your leads are absolutely dead. So today, I’m going to break down several ways of using your real estate website to revive your old leads.
Before we dive in, make sure you’ve read these three articles. They’ll also help you recover bad leads you’ve generated.
“Ours is the most time-pressed generation in history by virtue of the number of things competing for our attention.” Jeff Davidson
People simply don’t have time to care about you.
…they don’t hate you.
… …they don’t not want to use you.
… … …they don’t dislike real estate agents.
They simply don’t have time to take your phone calls. A phone call by its very nature takes time away from a person.
Think about it:
How’d you feel the last time a family member called you during work?
Our’s is a society of self-service.
Instead of relying on those phone calls to make their decision, they want to do research on their own time themselves.
It probably looks like this:
People are researching you time and time again without you knowing it.
And to convert these DEAD LEADS you need to focus on giving them something to research!
Here are the actionable things you can do to revive your dead real estate leads:
Did you know you can upload your lead list to Facebook Ads?
Here’s how this works:
This will create a special group of people that you can show special ads to!
I’ve seen lead conversion literally double when you start showing ads to the people you’re trying to call.
It differs by market, but you basically want to write down the top 3 objections all leads give you.
Then you’ll want to make a video addressing that objection and create a Facebook Video Ad campaign that only shows this to that special list of people.
You’ll be “Pre-Selling” your leads on the idea of using you even before you call them for the first time.
How many books have you read this year? How much TV and online videos have you watched this week?
Americans literally read -1 book per year in 2016. (I’m Kidding…)
But seriously, the graph can’t display how MUCH video content 2016 Americans consume. And how little written content we consume.
Video is your new way of cold calling.
Real estate coaches will tell you that you need to cold call to get leads. And you can do that.
But that’s a one-off transaction. The 4 hours you spend calling is spent only on those people who picked up when you called.
When you make a video, it lives forever. And it makes a similar impression.
After all, why do you think Tom Ferry has a weekly video show?
Here’s what you should do:
You’ll notice that this boosts lead quality. And that your leads have more opportunity to research you before answering your calls. If you used our lead calculator and business plan, video alone will improve the numbers you’ve put into these documents.
Leads that can find you answering their questions online first will be more likely to do business with you.
And you will notice that it takes fewer touches to convert this type of lead into a contracted client. This is particularly helpful if you’ve just acquired your real estate license. Newer agents need to build more trust. Video is a great way to do this.
Winning “Bad Leads” requires a long-term plan.
And one of the best ways to keep in touch with people who simply aren’t moving soon is email.
But you can’t always be selling!
Here’s what I recommend:
Connect your LeadSite to MailChimp, GetResponse, Constant Contact, or BombBomb:
If you don’t have a LeadSite, you can manually copy/paste your email addresses over to these programs.
Then, you’ll want to create a newsletter to be sent out every Tuesday.
Tuesday is typically the best day to send out newsletters via email. You’ll get the highest open rates and best response from your list. We did a study on all the ways to get better email results here.
Finally, you’ll want to mail out emails with links to your videos.
Do you remember how you’re making helpful videos in step #2? These videos are also perfect material for mass email campaigns.
These “dead” leads are simply people who aren’t ready to do business now. If you consistently email them helpful videos, you’re going to dramatically increase the quality of the average lead in your CRM over several months!
Need to let a client or your audience know the top reasons to use a real estate agent? Check out this infographic that shows the best reasons to use a pro.
Want to know the top 3 facts about Realtors vs FSBO? Click here so see an AMAZING infographic on the topic. You can even share it with your network!
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