Are you buying leads from lead generation sites such as Zillow, or Realtor.com? If you are, then you have a lead problem. When you buy leads from most providers you are being setup to fail. You start out at a disadvantage because you have no rapport.
The Key to Lead Generation
Even with all the technology advancements in the industry, real estate is still a relationship business. People buy from people. This is why the key to lead generation is lead nurture. That means you meet the prospect where they are at and walk them through the buyer’s journey. Lead nurture differs from follow up in the sense that lead nurture ideally happens before the buyer or seller even submits their contact information. Lead nurture can also be applied if you talk to someone who isn’t ready to move forward. You can put them into a sequence that provides value until they are ready to move forward buying or selling.
Most real estate professionals aren’t following this proven process when taking leads from initial contact to the close. This causes major issues with your conversion rate and as a result your profits. By using the lead nurture process we are seeing up to 4-8x higher closing rates plus paying less than typical Realtors and LO’s.
Have you ever paid for leads or advertising that didn’t convert? There are a number of problems that can be addressed on the front end of the lead generation process such as having the correct ads, funnels, targeting, etc, but for this article, we will just focus on the biggest lead generation issue in real estate… lead nurture.