How To Get Buyer Leads
Harnessing the potential of the internet is essential for surviving and thriving in a competitive real estate market. Get ready to unlock the secrets to online success and generate leads like never before.
In this blog, we'll tell you how to use SEO and online marketing to get more buyer leads for your real estate business.
Step 1: Answer Questions
When we're planning to target buyers, we first need to ask ourselves an important question:
"What are buyers looking for?"
Remember that people go online to answer a question or find information, and real estate buyers are no different. Every online search starts with a question that needs an answer.
Most buyers are interested in viewing real estate listings, which is why the majority of real estate websites focus on listing searches. While this will definitely play an important role in your website's content, it's only the tip of the iceberg.
Take some time to think about what types of questions your buyers may have, and determine how you can answer them. Here are a few examples to get you started:
- What properties are currently available in my favourite neighbourhood?
- How much does it cost to buy a home in my community?
- How much do I need for a down-payment?
- Who is the best Realtor in my area?
Once you know what questions your buyers are likely to have, it's time to find ways to answer them. Create useful content that will answer buyer questions, essentially providing information that will draw buyers to your website.
Here's an example of what that might look like:
| Question | Idea 1 | Idea 2 |
| What properties are available? | Area pages that help users search homes by neighbourhood | Blog posts about new developments that potential buyers may like |
| How much does it cost? | Add market stats to my area pages | Blog post that discusses local home prices this year versus last year |
| What do I need for my downpayment? | FAQ page for first-time buyers | Ask mortgage broker to write a guest blog about downpayments for first-time buyers |
| Who is the best Realtor in my area? | About Us page that highlights experience, awards & unique personality | Find the most popular Realtor review sites and ask trusted former clients to contribute |
| What is the home buying process? | Infographic that outlines the local buying steps | Individual blog posts about fees, taxes, and process steps; link together as a series |
Providing answers to important questions is the absolute first step in getting new leads online, because it gives people a reason to connect with you.
Step 2: Generate Traffic
Having an armory of awesome content is definitely your first step in attracting buyers to your site, but it's not always enough. You may need a little help getting visitors to your site.
Here are 3 tried and true ways to drive real estate buyers to your site:
3. Google Ads
We talk a lot about conducting PPC advertising for real estate with Google, and that's simply because it works.
It's highly effective and is a very immediate means of generating new traffic to a site. Better still, Google Ads' targeting helps narrow down your visitors to the types of buyers you want.
Note that it's not an exact science, and nobody can guarantee that every lead is your perfect buyer, but PPC can produce great overall results.
2. Social Media
Social media marketing is a great way to generate leads for real estate.
For example, Facebook is a particularly popular platform for real estate. Boosted posts and ads are a great way of targeting specific audiences while contests, listing sneak peeks and genuine community participation can help expand your reach and reputation.
Best of all, social media is a great place to connect with potential clients and to have fun!
1. Search Engine Optimization
Real estate SEO is one of the best ways to generate leads long-term. It takes time and effort to build a successful real estate SEO campaign, which also means it's also harder to lose ground to a competitor.
We actually already touched on the foundation of SEO—good content—in our first section of the blog. SEO takes the good content you already have, and then amplifies it so that it has the best possible chance of being seen.
A talented SEO expert will also help you identify new opportunities for attracting real estate buyers and will develop new content ideas on your behalf.
(Check out our Real Estate SEO Guide to learn more, or contact us for professional real estate services)
Step 3: Lead Follow Up
While generating leads is awesome, it's all for nothing if you don't convert them. In order to effectively convert your online leads into real life clients, you need to nurture them with genuine follow up effort.
Your lead follow-up routine should include a few key elements:
- Phone call within 15 minutes
- Follow up 3 times within the first week
- Send an email introduction
- Once connected, get permission to set up a saved search to automatically send new properties
- Add the lead to a drip campaign or Action Plan to keep in touch
The above strategy is the one used by many of our top-producing clients, and is proven to be effective. The initial goal is to establish a connection, and then create touch points that will keep you top of mind until the lead is ready to make a purchase.
Real Estate Webmasters highly-optimized real estate CRM makes lead management and follow-up a breeze.
Buyer Lead FAQ
What are real estate buyer leads?
Real estate buyer leads are potential buyers who have expressed interest in purchasing a property. Leads are often captured in the form of contact details stored in a CRM, allowing real estate professionals to follow up and nurture them to a successful transaction.
How do I get real estate buyer leads?
To get real estate buyer leads, use online marketing tactics like search engine optimization (SEO), paid advertising, content marketing, and lead generation strategies such as offering valuable resources, hosting webinars, and utilizing lead capture forms.
How do I get buyer leads on Facebook?
To get buyer leads on Facebook, create engaging content, run targeted ads, participate in real estate groups, offer valuable resources, and encourage interaction through contests or promotions.