The Real Reason You’re Not Getting Leads
Leads are your lifeblood. Period.
As a real estate professional and business owner, consistent leads are your ticket to success and longevity in the industry.
So when they slow up, the alarm bells start to ring.
When I first went out on my own as a buyer’s agent, one of my biggest fears was that I wouldn’t have enough business and I’d have to run back to my old employer, tail between my legs begging for my job back. Well, that was never going to happen because I know I wouldn’t be welcomed back but the thought of having to admit defeat and work for someone again haunted me.
In the very early years of my business, survival was my priority - aka keeping the “doors” open (not that I had actual doors but you know what i mean). For anyone who is considering going out on their own or who has made the leap, this is probably your greatest fear too.
My first few clients came in the form of an old friend, a referral by a real estate agent and a client I had worked with previously. I felt somewhat lucky to have hit the ground running and things seemed to take off from there, but as more and more aspiring buyer’s agents started to reach out and ask how I was getting my leads, it made me stop and think about how I was in fact managing to do it. I mean, back then I didn’t really have a full-blown strategy. I was just doing what I knew to be right from the years of prior real estate experience I had clocked up in my sales agency.
In a nutshell, here are the top 4 things that worked for me back then (and still do now).
1. Referrals. You can’t beat a good referral.
2. SEO (search engine optimisation). Even after 10 years, new clients still find me through google.
3. Returning clients. Now I’ve been in the game for more than a decade, I’m seeing clients come back to me for second and third purchases, or otherwise they are referring people they know to me.
4. Consistent social media presence. I’m showing up to my audience regularly in a way that is consistent with my personal brand.
So, getting down to the nuts and bolts on why YOU might not be getting leads boils down to the fact that you probably haven’t put in the hours doing the following:
building the right referral partnerships.
over-delivering for clients so they feel safe referring you to their friends and colleagues.
creating a marketing strategy that draws in potential clients.
being consistent in your social media to build your personal brand.
you just haven’t got enough runs on the board and people don’t yet trust that you’re an expert.
As a real estate professional, your career is your business and your business is underpinned by your personal brand.
Essentially, you’re running a business and for a business to survive, it needs to become a consistent lead generator. You’re not just buying or selling houses for clients, you’re also in charge of the marketing efforts that bring the leads in, so the sooner you switch your mindset into “lead generator” mode, the better.
Most agents who leave the safety net of their employer get a huge culture shock when they have to start thinking like a business owner AS WELL AS a real estate professional.
This is your reminder to put your business (and marketing) cap on so those leads keep coming in.
Need help getting more leads?
I can help. My High Performance 1:1 Coaching Program allows us to plan a framework and personalised strategy around how you’re going to get more business in the door. This is an exclusive program only available to members of the WENDYRUSSELL Institute.
If you’re just starting out and need to attract clients on a zero budget, this podcast episode shares some valuable insights:
MEET THE WRITER
Hi, I’m Wendy.
I’m a storytelling writer, champagne lover and Luxury Buyer’s Agent based in Brisbane Australia. I share my journey as an independent real estate professional and self-made career woman. MY STORY
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Wendy Russell is a Luxury Buyer’s Agent, social introvert and self-made business woman on a mission to help career women step into their power as high-value professionals. It starts here.
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