They’re the life blood of your business
Leads, that is. Where do you find them? How do you get them? And how can you easily generate more?
It can be a challenging, time-consuming task. And you can’t afford to take all day doing it.
What you need are some systems that help generate leads.
Preferably without you needing to do anything. Fortunately, we have a few ways to generate leads with little to no effort.
Let’s take a look, shall we?
Referrals
You need a stellar referral network system. That’s right, a system. You need to say specific things at specific times – not just ask for leads.
The timing is crucial as you need to engage with people at the high points in the sales process. That is, when they’re feeling the most positive.
The key points are:
- at the point of sale, or when someone has agreed to work with you
- at initial usage, or when they have experienced your service
- at the point of success or when they’ve had a ‘win’
You need a clear framework for your referral process, you need to make the person feel special. How do you do that?
You make the referral process about giving by saying something like, “Now that you’re part of my community you’re entitled to two vouchers that …” and you state the benefit or discount in the voucher.
Then you ask very specifically, “Who do you know who needs help selling their home?” Using the word ‘who’ is critical, because it gets people thinking about specific people.
Then sprinkle in a little scarcity by saying, “I can only help two people so can I ask you to speak to the two people who need this support the most?”
Writing
Writing is a powerful tool. You can use it to keep in contact via email marketing, or you can use it to create killer content.
If you’re blogging, you should be writing pieces that are actionable and helpful to your audience. Focus on the problems they have and start by empathising with the problem before providing solutions to those problems (this post is a great example of this process!).
You can use the same strategy in your email marketing because the most effective marketing is helpful marketing. That is, providing solutions to the problems your audience has.
Why? Because this helps them get to know, like and trust you. And people do business with people they know, like and trust.
Networking
OK, it’s an oldie but it’s also a goodie. Of course, you must do it right.
Doing it ‘right’ means you must show up regularly and be friendly and engaging. Show people that you’re interested in them and care about them.
You need to give before you get. Develop a reputation as someone who is helpful and solves other people’s problems.
Be careful not to come off as controlling, but instead have a reputation as a ‘fixer’.
It’s also a good idea to give before you get when it comes to referrals. If you refer someone to another business in the network, they’re more likely to return the favour.
Lastly, always follow up. Always. Be the person who does what they say. Be committed and professional. No matter what.
Reliability is a key factor in networking. Showing up reliably. And being reliably helpful.
Professionalism
This is big, but you need to be professional in everything you do. Constantly ask yourself, “How would the BEST agent do this?” or “What would a world-class agent do?”
When you continually challenge yourself to do everything to the best possible standard, you’ll become the best in the business.
This means putting your customers first, no matter what. It means having a polished online presence. And it means creating listings so good they virtually sell themselves.
It also means getting up and getting out there, and bringing your very best. Every day.
Get A Little Help
We’ve said it before and we’ll say it again, “You can’t do it all yourself”. The trick to running a successful business is to do what you do best and delegate the rest.
Don’t build your own website when you can get someone to build a great website for you. Don’t take your own photographs when a professional photographer can get better results. Don’t even create your own features sheets if someone else can create them for you.
We love to helping agents with professional marketing, so give us a call and let us ease your workload