Important facts you need to know about generating leads for real estate

Lead generation is the digital marketing term, which describes the procedure of attraction and conversion of the prospects into buyers who are interested in investing in your services or products. For the real estate businesses, this means someone who is interested in utilizing your services for renting, buying, or selling the house.

Major categories for lead generation

Outbound and inbound are the two major categories for lead generation, and both of these categories have been discussed below:

Inbound marketing:

It is the way of bringing people to your company by creating and promoting related incentives and content. It is the digital, modern method of marketing. Some of the usual inbound activities are advertising, SEO (search engine optimization), social media marketing, and content marketing.

Outbound marketing:

It begins with having a bit of basic knowledge about the target audience. You can call it a conventional or traditional kind of marketing. The usual outbound marketing activities are event marketing, email marketing, telemarketing, and direct mail.

Successful attempts at generating leads involves the use of both outbound and inbound marketing for attracting prospective clients and converting them in leads as they become loyal customers.

The journey of a customer through lead generation process

You can take any way to generate leads, but at the end of the day, it is important to customize the activities according to every prospect as they pass through the chief stages of the customer journey:

The stage of awareness (The top of the funnel): The prospect understands that there is an issue, but does not know the ways to solve it.

The stage of evaluation (The middle of the funnel): The prospect gets to know about your presence. They think you might have a solution to that issue, but they are still weighing the options.

The stage of conversion (The bottom of the funnel): It is the time when the prospect feels ready to buy the solution, but still has a couple of final questions to be answered.

Qualifying the leads gathered by the businesses

After generating the leads, which is the first step towards getting new customers, you will have to decide the leads that can have the quickest conversion. In order to do that, a set of criteria needs to be made and each lead has to be scored based on that criteria. Scoring the leads helps you to determine the prospects that need nurturing, and the ones that have to be fast tracked.

For example, you might score someone higher when their demographic information matches up to your target customers. Suppose they live in the locality and are planning to move to a bigger home in near future because of a growing family. And, then, on the other side, there is this elderly couple who wants to downsize after retiring next year. They will not be converted right now, and so, they get a lower score in terms of being your prospective lead.