Understanding Lead Generation | Sol Maya Trickey
Lead generation is at the very heart of the real estate industry. In addition to the time they spend marketing properties for sellers or looking for properties for buyers, real estate agents also have to dedicate hours every day to lead generation. It's easy to think that lead generation revolves around residential properties, but it's just as vital in the world of commercial real estate, often referred to as CRE. No matter what type of real estate you focus on, commercial or residential, constantly working to generate fresh leads is what carries your business from year to year.
Content marketing is a powerful tool that has the ability to reach hundreds of potential leads which can turn into a steady wave of clients. Content marketing, at its core offers prospective clients something without asking for much of anything in return. Ideally, you already have a website if you're in the real estate industry, and if not, you need to make one as soon as possible. Your website needs a landing page with a singularly focused objective where the visitors of your page are able to receive something of value in exchange for their basic contact info. Maybe it's as simple as a mass e-mail campaign that updates trends in their local market, but this allows you to track demographics of who is visiting your page and lets you market accordingly. Commercial real estate investors will look for agents who can provide a service to them in exchange for their business.
If you want to work with commercial real estate investors, you need to take the steps to make sure that they know that you're working in their field. Joining your local chamber of commerce, Rotary Club or other organization gives you an opportunity to meet people who may be looking to expand their commercial real estate portfolio. They will need an agent who can help them.
Become an Expert
Commercial real estate investors do what they do for a living. They don't want an agent who knows nothing about the commercial real estate market. You need to find reputable sources of information, attend seminars and do whatever you can to make yourself as knowledgeable about CRE as the people you're seeking to work for. They're putting a lot of money on the line, they'll expect you to be able to hold up your end of the deal.