There are tons of skills and knowledge that an agent and a real estate brokerage are advised to acquire. Strong negotiation, good communication, ability to adapt - and the list goes on and on!
However, at the end of the day, nothing is as important as mastering the skill of converting real estate leads. If you can’t hone this fundamental skill as a real estate professional, nothing else matters.
Fortunately, there are some expert tips that have been proven to help real estate professionals turn leads into happy customers. Some of the tips may take a little time and effort to implement. However, most of the lead conversion tips are super easy and you can put it into play as soon are you’re finished with this guide.
So, grab a cup of coffee and get set to learn the tried-and-tested lead conversion strategies that the top agents and real estate brokerages in Mississauga use!
PART 1: Real Estate Lead Generation
The first step in real estate lead conversion is generating them. There are several effective real estate lead generation strategies that you can use to attract potential clients such as -
Online Lead Generation:
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Optimise your real estate website and social media profiles in such a way that they show up in searches for the “top real estate agents” or “best real estate brokerages” in your area. Target keywords that homebuyers and sellers in your area would use to find a real estate professional.
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Create valuable and informative content about the local housing market, home buying and selling tips, and local living guides. Share this content on your real estate website, social media, and other online platforms.
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Be active on popular real estate social media platforms like Facebook, Instagram, and LinkedIn. Try out the latest social media features like Facebook Reels and Instagram Stories strategically to show your market expertise or the latest property listing.
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Your real estate brokerage in Mississauga should also run targeted social media ads or pay-per-click ads on search engines to reach a wider client base.
Offline Lead Generation:
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Attend local networking events, business meetings, and community gatherings to meet potential real estate clients and referral partners.
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Host open houses for new property listings and leverage them to connect with potential homebuyers.
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Lastly, don’t forget about your past real estate clients! Reach out to them periodically with market updates and stay on top of their mind for future referrals.
PART 2: Real Estate Lead Qualification
Agents and real estate brokerages cannot/must not put in time and effort in trying to push all leads from the bottom of the funnel towards the top. You should only move ahead with qualifying real estate leads - the clients that are most likely to convert. Here are some strategies to pick out qualifying real estate leads -
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When you first interact with a lead face-to-face or they visit your website or social media profile for the first time, request them to fill out an online form. The form should have questions that can help you better understand the real estate client’s needs and intentions.
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Make sure your Customer Relationship Management (CRM) software has a lead scoring tool. A lead scoring is a system that assigns a score to each lead based on their level of engagement, behaviour, and demographic information.
PART 3: Real Estate Lead Nurturing and Conversion
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The first important lead nurturing tip for an agent and a real estate brokerage in Mississauga is to always respond quickly. When a lead reaches out to you, try to respond immediately or as soon as possible. This quick response shows the real estate leads that you are attentive and interested in helping them in their home-buying or selling journey.
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Share valuable information with your leads based on their needs and preferences. For instance - if a homebuyer is unsure if they can afford a home, share with them government buyer programs, down payment assistance tips, or alternative financing strategies.
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Stay in contact and follow up with your real estate leads, but don’t be too pushy or aggressive. Clients prefer an agent and a real estate brokerage that respects their time and preferences and gives them space if they need it.
This doesn’t mean completely refraining from reaching out to them again if you haven’t heard back from them in a while. You can use tools like drip campaigns or marketing automation tools to automate your follow-up process with real estate leads.
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Throughout the lead nurturing and conversion process, focus on building trust with your leads. Be honest, transparent, and responsive to their needs and establish a strong relationship with them.
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Social proof is a powerful tool that the top agents and real estate brokerages in Mississauga use to close more deals. To show your market expertise and credibility, show the leads testimonials and reviews from satisfied clients. This will help build confidence in your leads and increase their willingness to choose your real estate business over others.
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Offering incentives is a great way to convert a real estate lead into a customer. This incentive can be anything - a commission rebate/reduction, free services, or limited-time offers. By offering incentives, an agent and a real estate brokerage can sweeten the deal and increase the chance of getting a positive response.
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After a lead you’ve been nurturing converts to a client, you can start the exciting home-buying or selling process with the client. This includes solidifying the agreement, doing an in-depth assessment of the client’s needs, and kickstarting the buying or selling process. Make sure to exceed the client’s expectations by providing superior service to them to earn referrals or repeat business from the client.
Converting real estate leads can be a difficult task, but it’s one of the most important aspects of growing your real estate business. So, whether you’re an established real estate agent or simply starting your career with a real estate brokerage in Mississauga, try out the above lead conversion hacks to close more deals and increase your revenue.