How People Choose Real Estate Agents and How You Can Win More Leads

Reverse engineering how people choose real estate agents can indeed provide valuable insights for generating more real estate leads.

Here's a step-by-step approach:

Word of mouth

We all know that many people still find real estate agents through recommendations from friends or family. It makes sense because they want someone they can trust with buying or selling their home, and referrals are often the best option.

To make the most of this referral system, you need to keep reminding people you already know that you're a real estate agent who gets great results.

In today's world, social media is the number one platform for this. Most of us are on Facebook, where we stay connected with our friends and family. As a real estate agent, you should regularly post about the houses you're selling or the ones you've helped your clients buy. This way, your network can share your posts and recommend you to others who might need real estate services.

Learn more about what to post on your social media to keep your network engaged.

Online Presence

Buyers and sellers increasingly prioritize agents' online presence. This is primarily because prospective customers recognize that, in the 21st century, effective property advertisement relies heavily on the internet. Without a robust online presence, agents may struggle to promote their listings or assist clients in finding properties through online channels.

Therefore, it's imperative to cultivate a strong online presence. While it's advantageous to maintain active profiles across various social media platforms, managing multiple platforms can be time-consuming. Additionally, spreading efforts too thin across numerous platforms may yield only mediocre results. Sometimes, focusing efforts on mastering one platform yields better outcomes.

We advise our clients, particularly real estate agents, to prioritize establishing a solid presence on Facebook. Given its vast user base, Facebook offers excellent opportunities for running efficient advertising campaigns.

Learn More

1. Discover more about our advertising system, which harnesses the power of Facebook and other technologies to generate high-quality real estate leads.

2. The Power of Facebook Followers and Likes in Real Estate Marketing

3. The Crucial Role of Facebook in Your Real Estate Marketing System

Past Performance

Another significant factor for customers when selecting real estate agents is the agent's past performance, specifically the number of transactions completed in the past 12 months. If an agent has only completed 2-3 transactions, this could be perceived negatively. Moreover, even if an agent has completed a substantial number of transactions, if this information is not visible in their profiles, customers will remain unaware of it. Therefore, it's crucial to effectively showcase your past performance in multiple ways.

Firstly, ensure that your past performance is prominently displayed on major real estate platforms such as Zillow, Redfin, Realtor.com, and others. These platforms are where customers often search for agents, and it's where they will come across your performance data.

Additionally, as we've previously discussed, the preferred method for customers to find agents is through word-of-mouth referrals. Therefore, it's essential to highlight your performance on your social media platforms, particularly on Facebook, where your network can easily see it and potentially recommend you to others. Make sure to regularly post about the properties you've sold, bought, or been involved with in any capacity, whether it's under contract or rented out. This proactive approach will help bolster your reputation and visibility within your social circles.

Reviews

Reviews are crucial for building trust as real estate agents. It's essential to implement a robust reputation management system to ensure you don't overlook feedback from past clients. Typically, individuals prefer leaving reviews on a single platform, such as Facebook, Google, Zillow, etc. Therefore, it's important to select which platforms hold the most significance for your business and encourage customers to leave reviews there.

If your business thrives on word-of-mouth referrals, Facebook reviews might be the most suitable. Conversely, if you're aiming to attract clients through online searches, platforms like Zillow and Google carry significant weight. Once you've chosen your preferred platform, prompt customers to leave a review after completing each transaction. Encourage them to include meaningful content in their reviews, rather than merely rating with stars, as this can help deter suspicions of fake reviews.

Additionally, ensure your reviews remain genuine and free from spam or irrelevant comments. For those managing a high volume of transactions, an automated reputation management system integrated into a CRM system is highly recommended. To learn more about how Listing Bros Marketing prioritizes reputation management, explore our approach, which places considerable emphasis on maintaining a pristine online reputation.

Price Range

Another significant factor for clients when choosing a real estate agent is the price range. For instance, if a customer wants to sell their multimillion-dollar house, they're likely to pick agents who mainly handle transactions in that price range. Therefore, it's crucial to showcase that you excel as a real estate agent in that specific price bracket. To achieve this, you should regularly post on social media about properties you've sold or bought in that price range. Additionally, run advertising campaigns targeted at individuals looking for homes within that price range, like "Are you searching for houses in San Diego, CA, under $990K? Contact me!" Posting real estate market reports for properties in that price range can also reinforce your expertise

By reverse engineering the decision-making process of potential clients and aligning your strategies to meet their needs and preferences, you can increase your chances of generating more real estate leads and ultimately, growing your business.