We are sure that they are responsible for increasing sales, and it is thanks to digital marketing, which helps in the development of your real estate business.

However, just like everything in life, you need to know which one is of value and has the potential to grow and acquire your property, which matters and which generates better and better opportunities.

Therefore, we will help you better understand what qualified real estate leads are and what they can help your company. 

First of all, do you know what a lead is? If you don’t know, you don’t need to despair; we will briefly explain your real estate’s advantages or increase your property sales and rentals.

What are real estate leads?

A lead is nothing more than a person who has shown, at least as interest, items or administrations offered by an organization.

So, what kind of information does this potential consumer seek? In real estate, specific subjects are related subjects – financing, decoration, architecture, mobility and urbanism, financial market, etc. – offers, services, and solutions.

And what kind of information would you, the broker, like to have from him? As much as possible, of course, create a partnership relationship, but in principle, the email, telephone, your position, the type of property you are looking for, the size, the region, the value range, etc.

So what you have to do is offer a free exchange of value generation: you offer educational content about the real estate market, real estate advisory services, tools to help in the search for properties, product demonstration, etc. In return, it provides some data. It is a real estate lead generation.

However, as the Lead is that person who entered your site looking for a property, for example, he may be among them who are not at the time of purchase. Then, you need to attract people who have a real interest in contacting you: you need to generate qualified real estate leads.

There are three types of leads:

Bad Lead

The bad Lead cannot make the purchase now. He enters the site, but does not leave the contact, asks a few questions, .and/or has little interaction with the page.

Good Lead

Understand that this type of Lead has a few clicks on the page, but not so many, as it is there to evaluate what it can buy in the future.

For example, Investment for the broker, in the long run, the purchase will not be closed as quickly.

Qualified Lead

When we talk about this type, it is ideal to prioritize care about the two previous groups.

This type of Lead is ready to purchase or rent a property; he leaves his contact, makes many clicks, and interacts with the page; that is, it is time for the broker to take advantage and give due attention.

We can see that the perfect leads are qualified real estate leads, so we will help you by showing you some tips on how to get them.

How to generate qualified real estate leads

Remember that this practice’s primary target is to allow your brokers to invest their time in those who are closest to closing a deal.

That’s where lead management comes in, a way to lead them through the buying journey from the initial stage of the search to the moment of the purchase decision. 

If you had to address an internship full of leads, what would you say? Many people would probably make a direct sale, which would cause that 82% who are not interested at all to leave directly.

The idea, then, is to offer something that generates value regardless of the stage in the purchase journey. That is what interest all your leads. It is saying something so interesting that everyone will hear it.

How to do this? Creating value offers that capture contact information with these people and, over time, nurture them to turn that 90% into sales opportunities.

Taking advantage of the subject, we made a list to help you conquer and improve the relationship with the leads already captured:

Understand where the best real estate leads come from

Before we discuss tactics, there is one crucial thing you need to know about leads: the best ones are not always leading from the web The best leads come from the people with whom you have developed meaningful relationships. Therefore, the strengthening of these relationships will generate repeat and reference businesses.

Start with people you already know.

Remember that while your family, friends, and acquaintances trust you as a human, it will set aside some effort for them to confide in you as a real estate professional – it can take months or even years. Be patient with your “pre-real” relationships. Don’t be aggressive.

Meet new people

It would help if you expanded your network, so start making it your mission to meet new people. Don’t hide behind a computer screen – leave Facebook and go out the door! Come face to face with people every day.

Add contacts to your CRM.

Every company has its tools. In real estate business – relationship business – your tool is a customer relationship management (CRM) system. . In addition to putting data about your contacts, CRM takes these intangible concepts like “relationships” and “trust” and puts them in a quantitative format. That is, You can see how many contacts you have, when you last contacted them, if they have already given an indication, how close they are to wanting to move, etc.

For all the people you know and all the new people, you will meet and add your CRM information. 

The worst that can happen is that they say no, and the best part is that they provide the information that one day leads to a sale.

Create a strategy to strengthen your relationships and keep up to date

Okay, you have a CRM full of contacts… now what? The next way is to put together a strategy to strengthen these relationships and keep up to date. In addition to phone calls, WhatsApp, and occasional face-to-face chat, you can nurture your contacts through content marketing. Sharing valuable content that is useful and relevant to your contacts, and that demonstrates your experience.

There is undoubtedly no instant solution to generate real estate leads. So you have to work hard to nurture your relationships with people. You need to break up a process and invest time and energy in building workflows to generate real estate leads.