LinkedIn is hands down the best platform for B2B leads, bar none. If you are not using LinkedIn to generate hundreds of leads for your business per month you are leaving money on the table.

LinkedIn is becoming an increasingly popular platform for users to consume valuable content from high authority figures. You can use LinkedIn to see what other successful people in your niche are up to and what topics are trending in your industry today .

For lead generation agencies like Leads Incoming, LinkedIn gives us the ability to target your dream clients by industry, niche, job title, company size, activity. For instance we can target CEOs, owners or other decision maker titles that have actively posted on LinkedIn in the last 30 days.  We can then use our proprietary lead generation software to message, email, inmail or target with ads for your business services.

We can all agree LinkedIn is the platform of choice if your goal is to generate higher quality B2B leads, but not all strategies are created equal.

Here, I want to share about LinkedIn Lead Generation Strategies for Lead Gen Ads as well as organic leads, and also share a few recommended tips for you to optimize your lead flow.

 

1. Have An Offer They Can’t Refuse

This is probably the largest problem with most cold reach messaging I see on LinkedIn. Just being 10-15% better or cheaper doesn’t cut it these days.  Think of some free value you can give up front to get the sales meeting booked in your calendar. Just because your offer seems good to you doesn’t mean you can cram it down your prospects throat without being able to make a connection first.

For instance, a software demonstration to a cold prospect probably isn’t going to get the result you think it will unless you’ve identified the problem the prospect is dealing with and presented the software as the solution to the problem.  Can the software have a free 14 day trial period? The word free is the most important and powerful word in the language of social media and is the catalyst of an irresistible offer.

If the product or service does not solve the problems of the prospect, nobody is going to need it no matter what kind of lead generation campaign or media platform you’re using. So you must be sure you have an offer that can’t be refused and is of value to your prospects because it solves their biggest problems.

This will require you to do some research in your niche to find out what the biggest problems are for your clients or the most common issues your average client deals with and how to solve them, or preferably how your products and services solve them for the low, low investment of one phone call or lead form.

 

2. Export Leads to your CRM for Nurturing and Follow Up

Grant Cardone taught me “the fortune is in the follow up”.  Once the lead is in your system if you are only going to touch that lead one time typically you will not get them to take the action you want to.  Studies show you need to touch a lead approximately 11 times to get them to take action.

If your CRM is excel friendly, LinkedIn can allow you to directly export leads from your LinkedIn Sales Navigator searches or submitted lead gen ads.

We highly recommend you integrate your CRM. This way you will not have to log in and manually export leads on a regular basis. It will also be much faster to begin to nurture the leads immediately. As soon as they fill out the form they will be added to any follow-up sequence you have set up.

 

3. Automated LinkedIn Cold Messaging Outreach

I’m big on systems and automation in my business.  What business owner isn’t? Today with LinkedIn I can literally reach out to 1000 prospects every single month, send up to 100 messages per day with a 5 touch message campaign all on autopilot.

The average business can add 20-30 more sales appointments per month just using this one system. After all It is a numbers game. If you reach out to 1000 prospects, 300 will typically connect with you.  Of those 300 people, 20-30 will typically book a sales call with you. And depending on your close rate, on average we see 20% of our sales calls result in a sale.  But that varies based on your product or service and your price.

Compared to the average $30,000 per year income of a Facebook user, the average LinkedIn user has an income around $80,000. For this reason LinkedIn is typically better to use when your product or service is a high ticket item.

At Leads Incoming we have a “done for you” LinkedIn messaging service

 

4. LinkedIn Inmails

We use LinkedIn Sales Navigator to generate a list of prospects that have open LinkedIn profiles. We can then use our proprietary software similarly to how we do our messaging and send them free Inmails without using any of our Inmail credits.

This is one of our favorite ways to reach leads as Inmail typically has a higher read rate than a message.

 

5. LinkedIn lead gen form PPC

Use a LinkedIn Lead Gen Ad to present your irresistible offer and get the user to fill out a lead gen form. Be sure to include some engaging copyrighting and media such as a photo or video. You will want to treat the lead gen form much like you would treat a landing page for your website. Once the user gets all the way through the lead gen form they will be redirected to your website to get more information about your business.

The best way to qualify the lead is to use your lead form to ask some buying questions. We recommend 5 questions to guage their interest level, urgency, ready to buy now or just doing research.  For example a lead gen form for a mortgage lender may say “Are you currently working with a buyers agent?”  or “When are you looking to close on a property?”

At the end of the day for best success it comes back down to the offer.  The user is trying to decide if it’s worth possibly getting bombarded with calls and messages for giving you their contact information, what you’re offering better be worth it. Or you wind up paying for impressions and clicks and mediocre results.

We recommend using the “Offer Headline” and “Offer Details” portion of the form to highlight your offer and explain what the benefit if and what problems will be solved. These do have some character limits, so be brief but engaging

 

6. LinkedIn Profinder

LinkedIn Profinder is my favorite newer platform for professionals looking for more local clients or services.  It is only a few years young and reminds me a lot of freelancer or upwork.com but instead of hiring a foreigner from india or china, LinkedIn Profinder is just for finding professional US freelancers in the local area .

Typically, a LinkedIn professional decision maker will post on Profinder that they are looking for a Financial Advisor, or a Website / Software Developer, Photographer, Marketer, Accountant etc.  There are about 14 professional categories.

LinkedIn will then allow those freelancers registered with Profinder to submit proposals.  Now here is the catch, LinkedIn will only allow the first 5 proposals. Therefore being the first to respond to the inquiry is the most important thing for the freelancer.  Once 5 people respond before you, you missed the chance at converting that lead.

If you are in one of the 14 professional Profinder categories, our proprietary software can automatically respond to the inquiry immediately once submitted with a proposal that we hand craft for you.  This way you are always in that top 5.

Here’s the other thing we’ve noticed.  85% of Businesses will typically go with the first person that responded to their inquiry.

 

Implement These Strategies to Optimize Your LinkedIn lead Generation Today

Whether you intend to use LinkedIn messaging, Inmails, Profinder or lead gen ads, all can be a great way to book more sales appointments and grow your business. These tweaks will make your campaigns better for you and more efficient for your clients so both sides can benefit.

 

Robert Scelfo

Robert is the CEO of Leads Incoming. He has seven years of experience in lead generation and PPC through social media platforms such as LinkedIn, Facebook, Google and Instagram.  Rob has year of copyrighting experience and executing messaging campaigns for both his clients and his agency. You can book a free consultation with Rob if you are seeking a “done for you” approach for your LinkedIn lead generation.

Mortgage professionals or ‘loan officers’ must do mortgage lead generation, which is of course, generating leads, or interest from people looking for a mortgage. This is obvious, but far from easy to master. The mortgage business is as competitive as any. This makes mortgage lead generation a sustenance of your business and the key to your perpetual success.

Like nearly every business model, cling to older ways of generating leads and you lose out on opportunities to those that have mastered modern approaches, most notably online marketing. So, you might ask yourself, “How do I generate leads?”

This is not to say you must purge yourself from cold calling, partnership-building efforts, direct mail and other forms of old-fashioned marketing, but in the interest of getting discovered by younger generations that live online, you must learn how to embellish your mortgage lead generating programs with approaches that bring potential customers to you —instead of the other way around.

Here, we explore tactics and ideas about how to produce mortgage broker leads online and off.

See Our Case Studies Page For Brands That Have Succeeded With Leads Incoming

 

Bottom of Form

What are Mortgage Leads?

Mortgage leads are people who are interested in learning more about taking out a mortgage. Having a consistent flow of mortgage leads is essential for every mortgage professional in order to keep a healthy pipeline and, ultimately, run a successful mortgage business.

How to Generate Mortgage Leads

1. Content is key to generating mortgage leads

Your website becomes a quality lead generator when you establish yourself as an authority in the mortgage business. Your first goal is to drive traffic to your site. Your second is to build trust with first-time visitors. Your third is to make offers that inspire visitors to provide their contact information.

Great content is key to all three of these.

Written content is the first and most obvious frontier to tackle — and you’ll likely do so with a blog. Publish the answers to commonly asked questions about the mortgage industry, trends, and the local market.

Many of your prospects, however, are likely to gravitate toward content that’s faster and easier to consume, so consider putting some effort into creating:

• Video
• Images
• Infographics
• Checklists
• Customer profiles
• Newsletters

Here’s an example of a tidy e-newsletter template borrowed from a page from Matt Cotton & Associates website.

2. The riches are in the niches

However cliché this headline, it rings true in highly competitive industries. Do you have a specialty? If so, showcase it. If you don’t, consider investing time and effort into developing one. Perhaps:

• You have expertise in a specific loan program.
• You focus on a specific type of real estate or borrower.
• You have credible stories you can tell about niches in your business.
• You are more informative, educational or even entertaining than your competitors.

3. Get social

Your content is your ticket to making meaningful contributions to online conversations, a.k.a. social media. Share your content regularly and creatively. Consider the following:

• Publish short videos on YouTube and share them on other networks.
• Offer advice via Facebook and Twitter with links to your content.
• Build a community of followers on Facebook.
• Post photos of clients at closings.
• If you specialize in commercial lending, build a community of followers on LinkedIn.
• Create groups on Facebook and/or LinkedIn.
• Forge relationships for potential new partnerships on LinkedIn.
• If you create visual content, share it on Instagram and Pinterest.

This mortgage company wisely showcases ‘the client closing’ with its Facebook posts. (Source: Luminary Agent)

4. Work potential local listings

List your business on relevant local directories and ensure that your profiles are accurate and up-to-date.

Establish a free Google My Business account. This should:

• Help your business appear in local search results.
• Show your business listing in Google Maps
• Enable you to collect reviews that build credibility

Chances are, if you do what I did, search for ‘refinancing home loan San Jose, CA,’ you will look into the prospect of doing business with one of the companies showcased in this Google My Business and Google Maps display.

5. Take reviews seriously

I mentioned reviews. They’re gold. Positive reviews help win the battle for attention in search results and credibility on review-centric services such as Yelp.

Think about your own buying habits, you probably look to reviews to help you decide everything from what to watch, wear, drive, listen to and read, to where to dine, travel, and shop, and of course, which service professionals deserve your business.

After a successful closing, ask your satisfied customers to write a review. Make it easy by sending them the link they’ll need. Also, say thanks in one way or another — with a notice, gift or incentive.

GoPrime Mortgage presents the reviews it collects on several pages of its website.

6. Advertise

Advertise your lending services online with programs such as:

• Pay-per-click (PPC) on search engines
• Social media advertising/sponsored posts
• Native advertisingon discovery platforms

Check out how AIG used discovery to generate interest in their mortgage insurance offering.

• Online banners on relevant websites
• Retargeting ads
• Web classifieds
• Zillow advertising

Advertise offline with the following:

• Local print magazines
• Newspapers
• Outdoor

7. Get published

Write an article and contribute it to local real estate magazines. And, you could also pursue this powerful lead generation approach via online publications — local, and beyond.

8. Send mailers

Create flyers and mailers to promote your strongest loan products, and potentially lending rates.

 

As you are probably aware, developing partnerships with real estate agents and builders in your area is likely the most reliable way to get mortgage leads. Here are some tips for working with realtors:

• Identify realtors with many listings in local real estate magazines and by searching local realtor websites.
• Visit real estate offices to introduce yourself and make an initial contact. Ask how you can help meet their needs and grow their business. Follow-up too.
• Visit open houses to build a relationship with realtors. Ask permission to leave business cards and brochures there.

However powerful alliances with real estate agents are, the majority of realtors and builders are likely to already have preferred partners they trust in lending. So, it’s important to diversify your referral sources, these may include:

• Life insurance agents and financial planners
• CPAs
• Estate Planners
• Divorce attorneys
• Local banks or credit unions (that don’t offer mortgage services)

Here are eight tips to increase mortgage referrals.

10. Network

In addition to creating affiliations with realtors and other types of professionals in your area, it is also fruitful to network in the community.

• Join local organizations, such as a PTA, charity or cause. Volunteer and serve on committees.
• Tap your personal network. Make a list of the people you know and reach out to them with a letter that explains your services.
• Attend trade shows and/or setup a booth at shows and events.

Freedom Mortgage donates to the USO and its local chapter and raises awareness via social media. (Source: Luminary Agent)

11. Purchase leads

You can reach qualified candidates when they’re actively shopping for a loan by purchasing new home mortgage and refinancing leads. Jay Conners, an experienced business development officer at Global Data Mining, offers these tips for buying mortgage leads:

• Consider your budget – If you’re on a tight budget, narrow your search to the lead companies that accept a lower minimum.
• Get answers – Find out where the company gets their leads and watch out for those that recycle or resell them. Non-exclusive leads tend to sell three to five times. Be prepared to pay a higher price for exclusive leads.
• Preview the leads – Reputable providers may allow you to view leads before you make a purchase. Some offer filters that allow you to qualify the kind of leads you want.
• Look for a return policy – Your best bet is to work with a list provider with a liberal return policy. Learn more about what you’re getting into by looking for reviews of the service.
• Consider customer service – Be mindful of the way the company handles itself on the phone.

12. Tap into MLS listings

88% of buyers search for and view property listings online, according to RatePlug, providers of a leading mortgage data platform. Leverage Multiple Listing Service (MLS) real estate databases for mortgage lead generation to uncover potential leads and contact the sellers with information about your lending services.

With fluctuating interest rates impacting loan volume, lending competition is more fierce than ever before. According to a study conducted by National Mortgage News, 30 percent of lenders will shift their investments to respond to industry pressures within the next three years. And that’s why it’s increasingly important to spend your marketing dollars wisely to locate, attain, and retain actionable customers—before the competition.

 

Here are a few ways you can do exactly that:

 

1. Invest in social media.

In the social media age, it’s imperative to have a social strategy as an LO. In 2019, 72 percent of American adults use Facebook. This is why it’s important to determine who your audience is and what type of distribution methods are right for you.

 

You can leverage paid social media through sponsored ads and boosted posts. These ads can be used to retarget consumers who have already visited your site, or follow other pages like yours.

 

However, lenders might be quick to assume that churning out paid Facebook ads will always maximize their ROI. It’s not for everyone, though. If you’ve got a tight marketing budget, it might make more sense to stick with organic social media to generate mortgage leads.

 

Take Facebook Live for example. Launched in 2016, this video streaming service enables live broadcasters to use video to engage audiences in real-time. It’s completely free for Facebook users, and generates up to three times the engagement of traditional Facebook video. If you have a knowledgeable mortgage lending team and a smartphone capable of recording video, you should go live. Not only does Facebook thrust this content to the top of your followers’ news feeds, it also sends a smartphone notification to your followers informing them that you are live.

 

Facebook and Instagram’s search features are free as well. The Instagram hashtag, “#NewHouse” has been mentioned more than two million times, and thousands of consumers are posting about their new homes daily. Facebook Garage Sale groups are located in just about every city, and are frequently used by people who are looking to move. This information is all publicly accessible through each platform’s search features, and can serve as great lead generation tools.

 

2. The power of paid and organic search

If you’re looking for results, you’ll need to reach consumers when they’re most likely to be looking for a service like yours—and one of the best ways to do this is through Google search. In fact, major lenders generate more than 50 percent of their clientele through a Google search. So how can you make sure your institution ends up on the first page when consumers are surfing the Web for a mortgage?

 

►Develop your search presence organically. Google’s algorithms are constantly scanning content looking for material that is relevant to your industry. Keep your Web site fresh, and use terminology your clients are likely to search for (maintaining a blog is a great way to do this), and Google’s bots will take care of the rest.

►Use Google’s paid search. If you don’t have the time/resources to optimize your site, paid Google ads can help boost your institution to the forefront of search results. If you’re unsure about which method to use, check out the Yext article, “Mortgage Lenders: What You Need to Know About Paid vs. Organic Search.”

 

3. Monitor your list of properties

Nationally, about four percent of single-family homes are listed for-sale over the course of a year. For some of the best leads, look no further than the clients already in your lending portfolio. If your client is selling their home, chances are they’re a good bid for a lead on a new mortgage. Once you find these candidates, you can prequalify them for financing on their new property.

 

But how do you find them?

 

There’s hosts of list-building services that can analyze national property databases for you. Many lead generation products allow you to access national property databases to build a list in a pinpointed geographic area where you want to know if properties are being sold. You can customize these lists based on ZIP code, city, county or distance from your office. Once your radius is set, you can sort properties based on key criteria, like mortgage amount, property type, square footage, last sale date, and demographics (language, age). The system searches your area for home sales and notifies your team when a property is listed.

 

Using for-sale monitoring is extremely effective, especially if your lending team already has a strong portfolio of clientele in the area.

 

4. Forge innovative partnerships

Developing strategic partnerships in similar industries is a great way to build connections and generate mortgage leads. Ask yourself: Which professionals outside your organization have the trust of your market? Could they be a source for potential referrals? Here are some examples of local visionaries who might serve as great partners:

 

►Financial planners: Financial planners often have the most profound knowledge of a consumer’s financial situation, especially the terms of their mortgage. And financial planners, like LO’s, have to prospect for their business. If your loan applicant has a financial planner, chances are their financial statements will provide their contact info. Consider notifying the planner of their client’s decision (whether it be refinancing or purchasing) and inform them about how they can use this opportunity to help better allocate money in their portfolio. Who knows, giving them the heads up may open the door for future referrals.

►Estate planning and divorce attorneys: For people who are going through divorce or have lost a loved one, there are tough times that call for unexpected loans. These times call for guidance and expertise when it comes to managing these loans. For instance, someone going through a divorce may have to refinance for better terms. This is a perfect opportunity for your team to help.
►Community banks and credit unions without mortgage lending services: Remember, there are plenty of small, local credit unions who don’t offer mortgage lending services in-house. This is another opportunity to generate leads through referrals.

 

5. Make it easy for them

Don’t be fooled … for the modern consumer, automation isn’t necessarily the be-all and end-all. Let’s face it, purchasing a home is a high involvement experience, especially for the first-time homebuyer. Borrowers want to make sure have all of their bases covered, and the way to ensure that is through a personalized experience from a mortgage expert.

 

According to an extensive consumer survey conducted by TimeTrade, 56 percent of consumers would prefer to speak to a human when applying for a loan.

 

Let your Web site’s technology pave the way for a better customer experience, so that there are fewer barriers in the way for these high-value customers. One example of this could be smart online appointment scheduling. This will ensure consumers are placed with a knowledgeable expert in as little time as possible.

 

Another example of this is through using pre-qualification tools on your Web site. Give consumers the option to become prequalified for financing as soon as they’re exploring your site. Many pre-qualification programs enable consumers to compare their personal credit information with your criteria straight from your site, and notifying your LO’s upon completion so that you can setup an in-person appointment as soon as possible.

 

Key takeaways

Develop an active social media strategy and determine which channels are the best to captivate your audience.

►Reach potential clients on Google, where they’re likely to be actively searching for a loan.
►Monitor your current properties to determine who is selling their homes and will be searching for a new mortgage.
►Forge innovative partnerships with local professionals who are capable of giving client referrals.
►Use technology to make it as easy as possible for prospects to connect with you.

 

Of course, these strategies can vary depending on the size and ambitions of your organization, but you should always take the time to measure your results and key performance indicators in any way possible. The closer you monitor your performance, the more knowledge you’ll have as to what actually works. If you can do this, you’ll be well on your way to producing higher quality leads, and of course, closing more loans.

What’s your goal? More buyer leads, more listing appointments, better brand recognition and market share? No matter which of these you’ve set your sights on, there’s one sure-fire way to help with each of these: listings. In addition to generating new real estate buyer and seller leads, listings also offer the opportunity to showcase your brand and expertise with valuable, relevant content.

So if you believe that More Listings = More Leads and you want more of both, you’re in the right place. Read on for 19 strategies to generate listings from your past clients, sphere of influence, cold leads, and more.

1. Call your past clients and sphere to share some good news

Let’s start with a big one: this tip can help you with every single person in your database (and ones who aren’t even in there yet). Bring value to the table right away with an interesting stat about the housing market. Here’s a great one to start, with a great angle built into it:

The value of the US Housing Market increased by $1.9 trillion in 2018. That’s a 6.2% increase! 

Want to know how much your house’s value went up as part of it?

You know your market better than we do, so if you’ve got a more interesting or relevant stat about your area, lead with that.

Regardless, find an appropriate angle to pair with your stat and you’ll start having better conversations that lead to more listings.

2. Send this email

Here’s another stat for you to share with your past clients, sphere, and seller leads, and it’s a doozy. We created this email and gave it to our Curaytor clients – it’s been a huge hit and has generated a ton of interested replies and appointments.

For the subject line:

Zillow was WAY off!

Here’s the message we wrote:

Did you know that the CEO of Zillow sold his home for 40% less than the “Zestimate”?

They actually have a disclaimer on their website where you can see exactly how INACCURATE they are. They just make it hard to find.

With that in mind, if you are considering the sale of your home, (or the address of a home you want to buy), reply to this email right now with your home’s address and I would be happy to send you a “Zactimate.”

3. Post an Instagram Story poll

This might be the easiest tip to act on – you can open your phone and do it right now. Add to your Instagram Story with a poll asking:

 

“Are you planning on selling your home this year?” 

 

Obviously you’ll get more “No”s than “Yes”es but any Yes or more in-depth answer provides an easy opportunity to follow up via DM.

4. Go live on Facebook from
   a neighborhood entrance

You’ve probably heard you should be investing in video. If you’re ready to take the plunge but haven’t figured out what to film, here’s a tried and true way to get yourself out there: 

Head to a local landmark or the entrance of a neighborhood in your area. Give the details about two properties that recently sold nearby. Add a CTA that lets your viewers know they can email or DM you to inquire about other sold homes or check their own home’s value. That’s it!

And if you’re still not sure about what equipment to use, Curaytor’s resident videographer shared his setup. You can check it out here.

5. Start each day prospecting for sellers

Tim Smith is one of the most successful people in real estate in one of the most competitive markets in the country. So when he was a guest on the #WaterCooler, we asked him to share his strategy with us.

First, he measures his team’s day-to-day success by two metrics that should be familiar to anyone with a background in sales: appointments and contracts.

How does he generate more appointments and contracts? He calls it his 5-5-4 routine

and it’s easy to duplicate. Every day, you should have:

 

5 conversations with people you don’t know, new potential prospects

5 conversations with your hottest prospects

4 conversations with your sphere of influence

 

What do you say on the phone with your sphere? Try “Have you had any thoughts of selling?” and “Do you know anybody that’s had thoughts of selling?” Tim’s sphere is so used to answering that now they start thinking about who might be selling any time Tim pauses in the conversation.

6. Search Zillow’s “Make Me Move” listings (and FSBOs)

Here’s a strategy to help prospect seller leads that you can be sure want to sell their home. In fact, they’re already on Zillow. 

Head to Zillow.com and search for homes for sale in your area. Clear the “Listing Type” menu and only keep “Make Me Move” selected – now you have a list of seriously interested sellers to start some conversations with.

Once you have the filters selected, not only will you see the current Make Me Moves but you can ALSO subscribe via email to get alerts any time more are added!

7. Use Realtor.com (or your MLS) to find upcoming expireds

Just like the tip about Zillow above, this technique is available to anyone thanks to technology and public records. Use Realtor.com’s home search and sort by “Newest Listings.” But you’re not here for the most recent listings on the market, so scroll down and click on the last page of search results. 

Take a screengrab of the listings with a low photo count and a high number of days on the market – you can show the seller the difference between how their home was marketed before it expired and how you can help show it off now.

Now you’ve got a list of some upcoming expireds and can start your prep work on how you’ll approach them.

8. Take advantage of the “instant offer” trend

Instant Offers have, understandably, made some real estate agents worried. Open Door and Zillow Offers make a compelling argument to consumers who are motivated by convenience. But that’s not their only motivation… 

Instant Offers are all but guaranteed to be low-ball offers. If you’re in a market where homes are moving fast, you can turn an “Instant Offer” into a seller looking for a home value report. How? We like what the Wertz Group does by asking “Does your home qualify for an ‘instant’ offer?” 

Be prepared to respond quickly: many sellers want the most money they can get, but these companies are proving there is still a huge market for people who value speed.

9. Refresh your listing presentation

Sean Moore is one of our all-time favorite #WaterCooler guests. We asked him for his listing presentation strategy – not only did he give us 15 great questions he asks at every first appointment, but he also explained the philosophy behind them. It’s a valuable lesson in what sales really boils down to: human communication.

Have you ever bought or sold a home with a realtor before?

How long do you think it will take to sell your house?

What do you think the difference will be between the asking price and the initial offer?

The full rundown of Sean’s 15 questions (and Chris & Jimmy’s thoughts and insights about each) runs under an hour – it’s 100% worth watching. Implement some of Sean’s questions and conversation skills into your meetings and you will see an increase in your listing conversions, no doubt.

10. Sell your services

If you ask the average real estate agent what’s more important between buyers and sellers, they’ll typically say sellers. But when you look at their websites, the first thing highlighted is a home search. Stop sending the wrong signal, start selling your services.

Every real estate website should have a page that sells its services to potential home sellers. Selling your home is a daunting process, so give your prospective clients the peace of mind that you have a tried and true plan to list, market, and sell their home.

If you’re looking for inspiration in making this kind of a page, here are two of our favorite examples: Heather Scott’s Six Steps to Success and the Hartis Property Experts’ comprehensive Marketing Plan.

11. Establish a Seller Success Series

When you’ve used all the tips on this list, you’re going to have a lot of happy sellers. You can turn those into even more listings, by turning the corner on a common business practice and making something truly compelling.

He’s leveled up his reviews by turning his wildly positive customer experiences into evergreen content that sells every new person who comes to his website. The stories are interesting, unique and are an authentic representation of his brand.

The best part? People help support what they create. Feature your clients in a positive light and turn them into your brand ambassadors! We believe that if you tell more stories, you’ll sell more homes.

12. Find hidden sellers

It’s no secret that generating buyer leads is much easier than attracting the ever elusive seller lead. The common mistake we see many savvy real estate agents miss is they forgot to ask their buyer leads one very simple question. 

“Do you need to sell your home before you buy a new one?”

Buried in your database of thousands of buyer leads are hundreds of sellers. These homeowners need to sell their home before they buy a new one, they are just waiting for you ask the right question!

Here’s our tip: 

Update your automated action plans that go out to include a question about their current living situation.

 

“Do you own a home and do you need to sell it before you buy a new one?”

 

You can tweak this script to your liking but whatever you do, don’t forget to ask! 

13. Update your referral network

This is actually a two-step tip: first up, it’s time to update your list of approved and recommended vendors. 

Finding reputable people that you trust is the hard part, so take this question to your email database and your followers on Facebook.

“We’re updating our list of approved vendors. Who do you love and recommend?”

Be sure to let them know you’ll be publishing your list publicly.

14. Re-earn their business

One of the biggest mistakes we see people make is mistaking delivering a great experience for earning a customer’s business for life.

For some, sure, a job well done means you’ll go back to the same agent the next time you have a real estate need. But some consumers treat transactions like exactly that: You do a service for them, they pay you for that service, end of transaction.

That’s why it’s important to stay on your past clients’ minds, but not be intrusive or obnoxious about it. We’ve crafted an email for you to send that can help achieve both.

Subject Line: 

What’s your plan? 

Here’s the message we wrote:

Hi [name],

It’s sometimes hard to imagine a day when you’re going to want to sell your home, but that day eventually comes. 1 year, 3 years, 5 years? It’s hard to say because life has a way about being unpredictable.

I wanted to make sure you knew I was here for you when that moment came.

My job is to help develop a plan: 

There are things we can be doing now and in the future to help maximize your profit when you sell. This includes your mortgage payment schedule, what home improvements to make or avoid, and, of course, timing. 

All of these factors (and many more) have a dramatic impact on what you should do between now and when the time comes to sell.

15. Incentivize loyalty

You’re probably familiar with loyalty cards and VIP programs. You probably even do some form of one, with the occasional gift and past client appreciation events.

Curaytor client Rachel Mooney’s version of the VIP experience enhances the whole process. She makes her past clients and referrers feel special with one-time perks like free movie tickets and dinner at local restaurants, but she also formalizes it with quarterly gifts, recurring coffee and tea, and more.

16. Speak to their pain points

People have a hard time believing you can solve their problems if you haven’t made it clear you understand what those problems are. Many avoid writing discussing the potential pitfalls, not wanting to appear to be a fearmonger. But there’s a lot of space between “everything is awesome” and being a Negative Nelly – space that real people occupy and need guidance through. 

So don’t be afraid to acknowledge those pain points in your ads and emails. Speak to issues like not knowing whether it’s the right time to list, whether they’ll be able to afford a new home, the complications of the homeselling process, and more. Then point them to the Seller Services page we recommended you build back in Tip #10 and stake your claim as the expert who can help through all the challenges.

17. Level up your just sold posts and home value ads 

There was a time when simply publishing a good looking Just Sold post on Facebook was enough to be a differentiator. That time has passed. 

It’s time to get back ahead of the curve. Everyone’s doing them now. So how do you make yours stand out? 

This data can be presented as the dry, public record that it is, or you can make it connect with your audience by framing it in a specific, timely way.

Which of these are you more likely to click? 

Just Sold ABOVE Listing Price: 2 bed, 2 bath condo in the North End

Another North End Condo Sells ABOVE Asking Price: Find out how this impacts your home’s value

The best opportunity you have now is to turn these “Just Sold” moments from general awareness campaigns that showcase your overall prowess into direct opportunities to help individuals who will do business with you.

18. Give away your secret sauce

There is a general fear in real estate that if we give away our information, our competition will steal our ideas or our consumers will realize that they don’t need us.

But the truth is this: Consumers have proven time and time again they are willing to pay for convenience. Instacart, Dollar Shave Club, Quip Toothbrush — all charge a premium to remove the hassle from the process of buying or using the product.

By giving away your trade secrets, you elevate your brand and become the authority. It’s counterintuitive but it’s true. 

Creating a well-designed, comprehensive, useful piece of evergreen content like Scott Moe’s 40 Top Tips for Selling Your Home is a big step in earning the trust of the consumer. 

19. Hire Great Help

Leads Incoming can do all your real estate marketing for you, so you can just focus on your sales appointments and closing the deals. 

4.5 ★★★★★ – Client Reviews

 

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