Below are four of my favorite ways to generate leads. While they're very different from one another, each is effective, relatively inexpensive to duplicate and easy to implement. They are listed below in no particular order of preference or importance. 1. Farming Expired Listings Farming Expired Listings is my favorite lead generating strategy. I'd much rather farm expired listings where the owners are known sellers than to cold call prospects. Listings expire almost everyday, and somebody is going to re-list them. Will it be you? It could be if you have a system for going after them, and you work it daily. You can find a good expired listing system by Googling "Farming Expired Listings." Expired Listing Systems don't cost a lot - in some instances the cost is less than a tank of gas. 2. Real Estate Agent Web Sites Web Sites can generate leads through content. Like a web site, content is multi purposed. It can attract visitor, engage and inform about real estate related matters an can be instrumental in converting them to paying customers. More specifically, prospects can become better informed through information you provide on your web site. And if you have a way to capture email names and addresses you should do it. If you don't have a way to capture a visitors contact information you should get one, because once you have it you can remain in contact continue putting your marketing messages in front of them, and repetitive marketing is key developing relationships with them. And as you'll come to know if you don't already, selling is less about high pressure sales tactics and more about relationships. In fact, you should forget being "pushy" altogether, and focus on relationship building, because people do business with people they know, like and trust. 3. Email Marketing Email Marketing is perhaps the best lead generator of all. When you provide good information on a regular basis they are more likely to consider you when they're interested in buying or selling real estate. And it's so very affordable. A good way to enhance your email marketing results is to use a sequential autoresponder that captures the names and email addresses of folk who visit your web site. By doing so you'll be able to send follow-up messages on a regular basis, almost completely automatically. Set up one message and you can use it thousands of times. Set up a series of messages one time and you can use it until time ends, again and again - without fail and hardly lifting a finger ever again after the initial effort writing the messages and loading them into your autoresponder. If you don't already have one you can go to Google and type in "autoresponders." I love mine and can't ever imagine marketing anything without it. 4. Referrals Ask any and everybody you know for referrals. Friends and family members will be happy to refer their friends to you, but don't assume they will do it because they know you're a real estate agent. Instead, be assertive and ask them to refer friends, coworkers and acquaintances. Stress to them that in order to be successful you need a replenishing source of leads. You jut might be surprised by how many referrals they give you and how often they do. Conclusion There you have it - 4 ways to generate a steady stream of warm, responsive prospects. Begin with one strategy, then add one at a time until you're using all of them, or start all of them at the same time. Either way you do it you'll probably have some success with them,too - especially if you work them consistently. To your real estate marketing success.
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