LEAD GENERATION SKILLS THAT EVERY REALTOR CAN DO NOW IN REAL ESTATE

LEAD GENERATION THAT EVERYBODY CAN DO TODAY IN REAL ESTATE

Harry D'Elia Real Estate MentorThe real estate market is expected to pick up over the next six months since mortgage rates will be low, plenty of inventory from bank foreclosure, and tax credits available until first half of 2010. This is a perfect storm. However, I meet real estate agents that do not know how to generate their own leads. They continue to take educational courses because their broker tells them to attend as many classes as possible. Then, these agents are ready to do their first deal. Real estate is a contact sport which means we have to converse with people to generate real estate leads. Agree? I mentor agents to learn what to say in different situations such as listings, investors or just people who want to purchase a primary home. They can at least create the lead to have me with them during the meeting so I can control the outcome of the meeting. I am a resource for them.

 I have learned the 4 Cs of the Real Estate Business

  1. CREATE-Gary Keller reminds us in both of his real estate books that Realtors are in the lead generation business. That means we have to create leads. There are too many real estate agents waiting for the phone to magically ring on a daily basis. I have learned to master this skill to create leads through multiple web sites for niche markets I represent, weekly radio show, monthly newsletters, market my listings to generate leads both local and Internet, sphere of influence, Craigslist, word of mouth, passing out my business cards to everyone I come in contact with on a daily basis, contact my database throughout the year, hold workshops for public to attend, loan officers, ActiveRain Blogging, and COFFEE.
  2. CAPTURE-Here is another skill by itself. How do you capture the lead? It is very exciting when people call you from one of your call capturing skills. However, we must do something with this lead to make it happen. Personally, I keep my writing pad with me all the time to obtain the simple information such as Name, Contact Phones, Address, Email Address and purpose of the call. Then, I go for the direct close by asking them can we meet in the next couple of days. I have dedcued that the direct close is my best method since I am from New York.
  3. CONVERT This is ones ability to ask for the business. The client must know that the real estate agent is confident enough to do the task in front of them. Steps 3 and 4 are quite easy for most agents since they know how to close business. I believe most real estate agents have a hard time with #1 and #2. Personally, I have developed this skill to a science.
  4. CLOSE-I have a saying "Done Deal with Delia." I close my deals. Are there obstacles to overcome? Yes! One must listen to their client to deliver the goods. That means we have to listen to our clients needs and show them the product needed by the client. There are times we must use other means to find real estate deals other than the MLS. This is where I have differentiated myself from the wolf pack.

SHIFT BY GARY KELLERDid this come to me overnight? No, I have developed this system over the last seven years. I have learned that we are in the lead generation business. My goal this year is to fine tune #2 and #3 to close more deals. I have set up a system to track each call so I know where my marketing efforts are paying off or not when it comes to lead generation.

I have created the Real Estate and Beyond Team so I am able to service each lead. I am the ultimate "RainMaker" on my Team. I take this job very seriously. Again, I am always looking for new ways to generate leads. My grandfather told me, "Always ask it because if you do not ask then you do not get."That was his simple advice to his grandson. I have taken this advice into my adult life. I am teaching my children to do the same thing in life. Just Ask For It-Assume The Sale.

Make the Call, Set the Plan, Do the Deal$!

Feel free to listen to my Radio Show to learn more about the phoenix real estate market, new trends, and the latest opportunities.  The Real Estate and Beyond Radio Show Airs every Saturday from Noon-2:00pm on Conservative Newstalk KKNT 960am in Phoenix, Arizona.  You can listent to past shows, or stream on-line.

 

Phoenix Real Estate Resource Center

 

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Comment balloon 24 commentsHarry F. D'Elia • January 08 2010 10:28AM

Comments

Good tips.  Converting the contact into a client is really the key.  In the beginning you will fail often but soon it just becomes old hat to ask the right questions and get results.

Posted by David Monsour, ABR - www.realty-insights.com (Keller Williams Keystone Realty) almost 9 years ago

David I believe practice makes better

Posted by Harry F. D'Elia, Investor , Mentor, GRI, Radio, CIPS, REOs, ABR (Real Estate and Beyond, LLC) almost 9 years ago

This continues to be the main business in real estate. Make it happen

Posted by Katiejo Franks (Real Estate and Beyond, LLC) almost 9 years ago

Great input on this post

Posted by Harry F. D'Elia, Investor , Mentor, GRI, Radio, CIPS, REOs, ABR (Real Estate and Beyond, LLC) almost 9 years ago

Great tips Harry!  Thanks a lot.

Posted by Connie Smith (The Smith Group, Keller Williams Realty Success) almost 9 years ago

Connie I am here to serve

Posted by Harry F. D'Elia, Investor , Mentor, GRI, Radio, CIPS, REOs, ABR (Real Estate and Beyond, LLC) almost 9 years ago

Harry,

Your post is a great reminder that we need to get back to the basics.  I am curious, how much of your business is as an Reo expert?  I keep hearing it is impoossible to get into listing Reo's if you are not already set up with sevreal banks.

Posted by Bill Dean, William Dean - Broker, Salesperson (Haggerty Team St. Louis, Mo.) almost 9 years ago

William I am into Trustee Sales. I assist investors to purchase from the court house steps. Then, I list the property. Done Deal

Posted by Harry F. D'Elia, Investor , Mentor, GRI, Radio, CIPS, REOs, ABR (Real Estate and Beyond, LLC) almost 9 years ago

Harry, It's easy to lose sight of the point of creating leads. 

Steve

Posted by Steve, Joel & Steve A. Chain (Chain Real Estate Investments & Mortgage, Steve & Joel Chain) almost 9 years ago

I agree we must all work at it

Posted by Harry F. D'Elia, Investor , Mentor, GRI, Radio, CIPS, REOs, ABR (Real Estate and Beyond, LLC) almost 9 years ago

I agree make the most of evry lead. Something I need to better myself on!

Posted by Sharon Harris, Realtor (Keller Williams Keystone Realty) almost 9 years ago

Make it happen today

Posted by Harry F. D'Elia, Investor , Mentor, GRI, Radio, CIPS, REOs, ABR (Real Estate and Beyond, LLC) almost 9 years ago

I really do learn a great deal on each post. Keep writing Have a great day

Posted by Katiejo Franks (Real Estate and Beyond, LLC) almost 9 years ago

Harry:  Enough can't be said on the important topic of lead generation and conversion.  Great post!!

Posted by Dianne Bartlett (Brightside Realty, LLC) almost 9 years ago

Thanks Dianne Here to serve

Posted by Harry F. D'Elia, Investor , Mentor, GRI, Radio, CIPS, REOs, ABR (Real Estate and Beyond, LLC) almost 9 years ago

Great lead generating advice including the coffee!

Posted by Lorraine Santirosa, #1 San Diego Military Relocation Expert! (Mission Realty Group) almost 9 years ago

Get out there and let people know what you do. If you don't, you may possibly get a sale a year.

Posted by Dean Bergstrom, Broker of Record (Bergstrom Realty Inc., Brokerage) almost 9 years ago

That is definitely a model for success, good job!

Posted by Clason Whitney, "Your Proactive, Trusted Real Estate Advisor" (Coldwell Banker Pro West Real Estate) almost 9 years ago

Great post which has earned a spot in my AR reference file...

 

Posted by Jon K. Judd, GRI, e-PRO, SFR, Delaware Homes (Keller Williams Realty - Central Delaware) almost 9 years ago

Good post and well laid out plan, thanks

Posted by Richard Glick (Kingsway Realty) almost 9 years ago

A lot of good info here.  One should not get attached to the outcome, the internet is a numbers game more than other ways of getting clients.  So practice and learn to "listen" what people want...then deliver the goods in record time!  In todays world, peope want and expect Instant Gratification!

 

 

Posted by Don Orason, "Helping You Make Good Real Estate Decisions" (Silicon Valley Real Estate Team -Intero Real Estate Services) over 8 years ago

Hi Harry,

Thanks for the post! It's a good reminder that buyers and sellers are not going to magically appear at our doorsteps and that we need to work and maintain our sphere and adding people to it! I always try and hand out my business cards when appropriate and letting people know they can come to me with any r.e. questions or advice (even if they already have an agent) I want to be seen as a resource. 

~Almie

Posted by Almie Borromeo, North Seattle (Greater Puget Sound Realty) over 8 years ago

Good post, the hard part is putting the advice into practice.

Posted by Jeffrey Friel, OmahaSoldHomes.com - 517-1614 (Keller Williams Greater Omaha) over 8 years ago

What a concept.............this is a great light bulb moment.....how true it is!

Posted by Lani Stallings (Covenant Partners Realty) over 8 years ago

Participate