Real Estate Investor Lead Generation
When it comes to real estate investor lead generation, whether you’re a full-time or part-time investor, at the heart of your success or failure is always going to be:
Generating a steady flow of real estate investor leads.
For a stable, growing real estate investment business, you need to generate motivated seller leads and real estate investor / cash buyer leads, consistently, all the time.
Unfortunately, real estate investor lead generation can be a full-time job in itself…
… And that’s before you ever get a chance to:
- nurture leads,
- view properties,
- conduct due diligence,
- make offers, and
- manage your investments.
That’s why we’ve gathered together 23 of the smartest real estate investor lead generation ideas from the industry’s top experts to answer this one simple question:
“What are the best ways to generate real estate investor leads?”
Some of the advice we received might not be what you expect, but you’ll definitely learn a ton of actionable ways to generate Real Estate Cash Buyer and Motivated Seller Leads in our article here today.
23 Real Estate Investor Lead Generation Ideas from the Experts
Table of Contents
- Partner With the Right Local Agents for a Steady Flow of Motivated Seller Leads [via Memphis Invest]
- Beat Your Competition at the ‘We Buy Houses Bandit Sign’ Game [via Dan Schwartz]
- Target Probate Lists to Generate Motivated Seller Leads [via The Marketing Commando]
- Use Yellow Letter Mailers & ‘We Buy Houses’ Postcards for Direct Mail Lead Generation [via PostCardMania]
- Build Active Alliances With Local Handymen & Attorneys. [via Paul Esajian]
- Generate MOTIVATED SELLER Leads Using Craigslist Like a BOSS [via Tracy Caywood]
- Generate Real Estate Investor CASH BUYER Leads Using Craigslist [via InvestorCarrot]
- Get Influencers [via Brian Dean]
- Use These 2 Untapped FREE Lead Sources [via John Cochran]
- Find Motivated Sellers from Delinquent Tax List [via Kathy Kennebrook]
- Don’t Be a Secret Agent [via Dr. Lee Davenport]
- Ensure Your Website is Optimized for Mobile to Capture More Leads [via inMotion]
- Video Rules over Print Media [via David Martin]
- Blog Your Way to Leads [via Cody Sperber]
- Boost Conversion Rates By Using Positive Testimonials [via Danny Johnson]
- Get More Leads Online With Easy-to-Find Contact Info [via Danny Johnson]
- Create an Ebook or Tip Guide to Capture More Leads [via Wishpond]
- Build Backlinks by Creating & Promoting High Quality Content [via IdealREI]
- Research & Attend Auctions for More Off-Market Property Leads [via Karen’s Perspective]
- Brand Yourself: Wear Branded Clothing to Capture More In-Person Leads
- Use A/B Split Testing to Find Out Which Content Pulls More Leads [via SoarSEM]
- Segment Your Direct Mail Lists to Match Your Target Audience’s Desires [via ML Jordan]
Partner With the Right Local Agents for a Steady Flow of Motivated Seller Leads [via Memphis Invest]
Real Estate Agents can be a valuable asset to Real Estate Investors, especially when it comes to generating Motivated Seller Leads.
Not all real estate Agents understand the needs of an Investor, so you want to partner with local Agents that understand the fundamentals of your business.
Top 5 Traits to Look For When Partnering with Real Estate Agents
These are the 5 Traits to Look For When Partnering With Real Estate Agents, as described by real estate expert & investor, Chris Clothier (a partner at Memphis Invest, 6x Inc 5000 honoree).
You should aim to partner only with:
- Real Estate Agents who have a proven track record with Real Estate Investors.
- Real Estate Agents that can handle with multiple deals at the same time.
- Real Estate Agents that are knowledgeable and experienced in multiple markets in your target areas.
- Real Estate Agents with exceptional character, integrity, and honesty. You don’t want a real estate agent that will take shortcuts which could cost you in the end.
- (When possible) Turnkey property sellers are always on the lookout for real estate investor partners. If your Agent has turnkey inventory or knows other investors who do, they can be a great help to growing your portfolio.
In addition to compatibility on the above 5 Traits, it will be crucial to help your partner-Agents understand exactly what type of “Motivated Seller Signals” indicate your ideal target properties.
This will help them avoid sending un-targeted junk your way, saving both of you time & wasted effort.
Finally, it will be important to maintain regular follow up & nurturing communications with your partner-Agents: make sure to make their job as easy as possible, pay them accordingly, and you’ll be building a referral relationship to last a lifetime.
Learn how you can use Virtual Assistants to help build referral partnerships with your target local Agents! Request more info here.
Beat Your Competition at the ‘We Buy Houses Bandit Sign’ Game [via Dan Schwartz]
He’s not just randomly blanketing the town with litter, but rather has a very sophisticated and targeted approach to posting these signs.
Check out his idea.
Step 1: Buy 100-200 of 18×24 blank signs with equal amount of H-Stakes and a Sharpie Pen
Step 2: Write “Sell Your House As-Is. Cash. [Your Tracking Number]” and “Buying Houses Now. Cash. Fast. [Your Tracking Number]” on these signs. Put the H-Stakes into the flutes, and put them in your car.
Step 3: Every Friday at 2PM, go around and put these signs up at busy intersections in your target areas. Make sure to put them up around Walmarts…it works. You can use the app SimpleCrew to track where these signs are.
Step 4: Take them down on Monday morning so you can re-use them and not violate your city ordinances! You paid good money for these little assets, so you might as well keep them in play.
Not only does Dan not recommend wasting your signs nailed up to telephone polls (potentially leaving you vulnerable to fines & prosecution for littering in some municipalities)…
He also takes a systematized approach as to when and where you should be getting your signs posted. He even recommends a helpful technology, SimpleCrew, to go above & beyond your competitors in really tracking your We Buy Houses Bandit Sign Lead Generation campaign.
Looking for help implementing this type of campaign?
Get started with a free Opportunity Analysis Consultation call.
We’ll go over the logistics & pricing of what it will take.
Target Probate Lists to Generate Motivated Seller Leads [via The Marketing Commando]
Probates and other types of inherited properties are an excellent source for motivated seller leads.
The simple answer?
Inheriting a property can be one of the most inconvenient forms of real estate ownership…
Probate Sellers are Motivated Sellers!
Before you start digging into Probate Leads, you need to understand a few things.
First of all, these are people & families who are going through the loss of a loved one. If you are not sensitive to their situation, you will be ignored!
Luckily, this also means that many of these Probate Sellers are very eager to meet a trustworthy, reasonable person who can help them quickly & conveniently sell their property (in as-is condition).
If you’re a savvy investor, that person will be you.
Before you jump head-first into contacting Probate property owners, it’s worth investing some time to understand the rough legal outline of the Probate process, and some of the key terminology.
Understanding The Probate Terminology & Process
Probate: The first step in the legal process of administering the estate of a deceased person, resolving all claims and distributing the deceased person’s property under a will.
Intestate: If someone dies without leaving a will, then they are ‘intestate.’
Administrator: A person who is appointed by the courts to deal with the estate of someone who died intestate.
Executor: A person, or entity, that was appointed in a will, to take care of the estate of the deceased.
Will: A document in which a person specifies the method to be applied in the management and distribution of his estate after his death. Even if someone had a Will, many of their assets will still be held in Probate.
Trusts: A trust is created by the owner (the “settlor”, “trustor” or “grantor”) to transfer property to be managed by a “trustee” for benefit of the trust’s “beneficiaries.” Depending on how it is set up, real estate held in a Trust will most likely avoid Probate.
When a person passes away, whether they are Intestate or they have a Will, in most states a Probate file will be opened to give creditors and family members a chance to contest the Will (if there is one), and for any other assets owned by the decedent to be distributed equitably.
It will be important for you, as an Investor, to understand whether the property is going through Probate, or whether it is being directly transferred to beneficiaries / in a trust. This will significantly affect your timeline as to when the property will be available for purchase.
If the property is going through Probate, especially if the decedent passed away Intestate, chances are you’re looking at a 6 – 12+ months process before the beneficiaries will even be able to sell!
The Good News About Investing In Probate Properties … Even If You Have A Long Turnaround Time
Regardless of how long you’ll have to wait before the Probate Property is ready for sale, the good news is:
Probate properties are great investments because the owners are motivated sellers!
If you’ve ever inherited a property that needed work, or was in an inconvenient location, or otherwise was not a value to your immediate lifestyle, you know how it feels… You want to sell fast & easy, even if it means not getting as much money!
Now, the last important detail for you to start adding Probate Leads into your own Real Estate Investing funnel…
What Are the Best Ways to Find Probate Property Leads?
No matter where you’re located, Probates are a matter of public record.
That is one of the main functions of the entire Probate process:
To publicly announce the passing of the decedent, and to provide beneficiaries & creditors notice of the Will, and any assets owned by the person at the time of their passing.
Therefore, regardless of where you live, or where you’re investing, there is definitely some way to access the local Probate records!
Here are some of the most common places to look for your own Probate real estate investment leads:
- Your local county auditor / assesor / or family courts website. In a best case scenario, you’ll be able to find all your probate leads online for free!
- Your local newspaper(s), especially those accessible online. While newspapers don’t always have a section for Probate announcements, they do always have Obituaries. In a worst case scenario, you can check if the people mentioned in Obits had any property in their name at the time of passing via your county records site(s).
- Subscription services such as USProbateLeads. While expensive, the data is good quality & convenient. Remember: these lists are most likely being sold to other investors competing in your same market.
- Build a working relationship with local probate attorneys. Chances are, at least one local Family Law or Estate Planning Attorney in your target market(s) will already have access to this data. Work out a deal with them to share the data in exchange for sharing the costs or other marketing burdens, and you’ll get access straight from the experts.
- Get the data from the courthouse directly. In a worst case scenario, some counties only have the full list of Probate data available by visiting the court house in-person. If you don’t have the time to visit yourself, consider hiring a local Administrative Assistant to handle the task on your behalf (we’ve had to do this ourselves in Marion County, Indiana when investing in Indianapolis properties).
Use Yellow Letter Mailers & ‘We Buy Houses’ Postcards for Direct Mail Lead Generation [via PostCardMania]
When it comes to Real Estate Investment Lead Generation, in many ways, direct mail is still king.
That’s because if you have a targeted list, and you need to reach out to them directly, you basically only have 2 scalable options:
- Direct Mail, and
Yes, there are add-on options like SMS Text Marketing, Email Marketing, and Voicemail Broadcasts… but at the heart of your Real Estate Direct Marketing campaigns will always be the Mail and the Phone.
That’s because everybody receives mail!
Perhaps unfortunately for us as consumers, there’s no “Do Not Call” list for your mailbox, as any homeowner is well aware by the amount of junk mail we all receive. That means everyone can potentially be reached via their mailing address.
Now, the key for your Real Estate Investor Direct Mail campaign is simple:
Sending Real Estate Direct Mail That Stands Out From the Clutter
One of the most distinctive, high-open-rate, effective types of direct mail that we’ve seen many investors around the country succeeding with is:
Real Estate Investor Yellow Letter Mailers
Yellow letters are powerful because they appear genuinely to come from an individual writing it. It’s not just some manufactured junk mail printed off en masse and mailed to millions.
It really feels like “Somebody took the time to write this letter for me, personally.”
Luckily, handwriting fonts & printing technology have come a long way, especially in the last 15 – 20 years, so that unless someone is very media savvy, most will be barely able to tell whether you really wrote the letter by hand, or whether it was just a nice print job.
Here is a real estate investor yellow letter template to give you some ideas.
According to PostCardMania.com:
- 70% of U.S. consumers say snail mail is more personal than the internet (Data & Marketing Association)
- 42% of recipients read or scan direct mail pieces (DMA)
- 54% of consumers say direct mail is their preferred form of marketing (MarketingSherpa)
- 60% of direct mail recipients were influenced to visit a promoted website (USPS)
Depending on your investment strategy & location, you should be sending at least 500 – 1,000 of these yellow letters every single month.
Keep in mind as well, that it’s critically important to send more than one piece of mail to the same person!!!
Don’t just think one-and-done will work. People need to see your name, brand, and Call To Action anywhere from 5 – 7+ times (minimum) before they are likely to remember your info or take action.
That’s why it’s important to create a multi-step Direct Mail Campaign, and ideally to include other types of direct mail pieces, like:
Real Estate Investor Postcard Marketing
Want to know the biggest potential downside to Yellow Letters?
While using a live stamp, a local return address, and a handwriting font on the outside of the envelope can all help boost your open rates, there’s no way around it:
A percentage of people will not open your envelope at all, and therefore will never see your Yellow Letter in the first place.
A great solution to this, to mix in with your multi-step Direct Mail Campaign, is to also use Real Estate Postcard Mailers with strong messages & simple Calls To Action (CTAs).
Real Estate Postcard Direct Mail Examples
By creating & sending a multi-step sequential Direct Mail campaign that includes both Yellow Letters and Postcards, you have built one of the strongest Real Estate Investor Lead Generation engines available.
While Direct Mail is not cheap, it is dependable, scalable, and universal — definitely worth including in your Lead Generation mix.
Build Active Alliances With Local Handymen & Attorneys. [via Paul Esajian]
Over on his excellent Real Estate Investor blog, FortuneBuilders, Paul Esajian shares 51 Real Estate Lead Generation Ideas.
Two of our favorites both involved local partnerships with complementary business owners, so we grouped them into one.
How to Partner With Local Handymen
“In terms of real estate lead generation ideas, partnering with local handymen can provide an invaluable resource to investors. These individuals are generally the first to respond to home sellers, helping to make repairs and upgrades.”
We all have our “favorite” handyman we use for projects. Partner with your handymen and offer an incentive for every referral generated. You get a lead and your handymen performs your restoration/repairs.
How to Partner With Local Attorneys
“As I’m sure everyone is aware, an attorney has insight into special affairs. As a real estate investor, starting a business partnership with a local attorney has the ability to leverage that insight into finding potential deals that could be coming up.”
Attorneys have access to information you and I cannot get. Work with your attorney or attorneys who specialize in real estate and start building a relationship.
Generate MOTIVATED SELLER Leads Using Craigslist Like a BOSS [via Tracy Caywood]
While Craigslist is not necessarily the breeding grounds for real estate’s brightest minds (you won’t find high net worth real estate moguls browsing there)…
… Craigslist is a high-traffic website where you can post your real estate ads for “free.”
We’ll be looking at both generating motivated seller leads and cash buyer leads using the site, with some Real Estate Investor Craigslist Ad Templates included for your fast-start turnaround.
First, let’s look at generating motivated seller leads with some great advice via Property MOB Founder, Tracy Caywood. Tracy has a sure-fire way to find Motivated Sellers for “FREE” (minus the time & effort of posting) using Craigslist ads.
How To Post Your Craigslist Ads (Without Getting Flagged, Ghosted, or Blacklisted)
In the past, we at REVAS have gained access to data from large-scale experiments of nationwide Craigslist posting (upwards of 1,500 ads per day).
Suffice it to say, the more you try to post on Craigslist, the harder it gets… and rightfully so!
They are always under assault by tons of unscrupulous spammers, trying to flood their site with automated posting.
Craigslist takes this type of spam threat very seriously, and is one of the most sophisticated sites online when it comes to stopping bad actors from abusing the system.
Problem is, since Craigslist is so good at catching misuse of their site:
Basic Definitions: Flagged, Ghosted, Banned, and Blacklisted on Craigslist
There are several measures Craigslist takes to help prevent abuse of their system. We’ll quickly define each so you are aware of where you could possibly run afoul of their rules.
FLAGGED: An ad is “Flagged” by the Craigslist community for violating the Craigslist TOU. If enough users Flag a post, it will be removed automatically. Common reasons an ad might get Flagged include:
- Posted to the wrong location.
- Duplicated posting / rapid reposting.
- Prohibited content.
GHOSTED: An ad is considered “Ghosted” (a non-official term) when your ad appears to be live from the Admin Panel, but is not visible on the live site.
In other words, it looks like your Ad is posted & everything is going just fine… but actually your Ad is completely hidden.
I’m assuming that Craigslist uses automated filters to Ghost any ad that violates their TOU (or appears to) to make it more difficult for spammers to pinpoint exactly which ads are getting through and which aren’t.
Rather than completely delete the ad, Craigslist makes it appear to the Poster that their ad is live to keep the abusers guessing.
I’ve always thought this was a cool idea & smart move from Craigslist devs.
BANNED: Getting “Banned” is bad news, and simply means that your actual Craigslist account has been closed / blocked.
You will no longer be able to log in to that account, and you won’t be able to recover any of the data from within there.
Depending on the situation, there might be a chance to appeal your account banning, if you feel it was banned in error. However, Craigslist does not tend to ban accounts lightly, so if you were banned, chances are it was not 100% in error on Craigslist’s part 😉
BLACKLISTED: Getting “Blacklisted” on Craigslist means your IP Address is completely blocked from the site. You not only can’t log in or post… you can’t even visit the site!
Getting Blacklisted is the worst thing that can happen to you on Craigslist, and is pretty much only the result of either:
- Flagrant abuse of the Craigslist TOU, or
- Your account getting hacked / compromised.
Most of the times that I’ve heard about or seen accounts getting Blacklisted, it was related to someone using automated tools.
It seems that typical human behaviors alone arerare to trigger a Blacklist…
… but things like rapidly accessing dozens of URLs, or repetitively completing the same tasks in the same sequence on the same timeline are possible triggers to have your entire IP Address blocked from the site.
Simple “DO’s” and “DON’T’s” To Remember For Craigslist Ad Posting
Craigslist Posting DO’s:
DO: Post only one ad per location, per category, at a time.
If you have a house to sell, post it only once, and renew the ad every few days. Post the ad in the correct category, and don’t re-post it to other categories. Spamming is the easiest way to get yourself flagged.
DO: Post variations of your ad body & subject line when re-posting.
Rather than re-posting the same ad over & over again, when one ad is going to expire, re-write it with a new subject line or body copy to test.
DO: Put your phone number directly in the ad.
This will open you up to some spammers, which isn’t great, but it is the best way to make it easy for people to contact you… especially if they’re viewing the ad from a smartphone!
DO: Post the ad yourself, or have your assistant post it from your office.
Craigslist sees your IP address when you log in, so posting from too many different locations, too often, can trigger alerts on their end.
DO: Post your ad with a strong headline that captures attention.
Many people simply scroll through ads in a particular category. You should look at other ads in the category before posting, and make sure your headline stands out!
DO: Make sure your ad has a good CTA (Call To Action).
Assuming your headline was good enough to get the click-thru, you still need to make sure the visitor takes action. Include a compelling reason to contact you, and your contact info in a way that is easy to find.
DO: Include related Keywords throughout your Headline & Ad Body.
The other way people will find your ad, even weeks after it was first posted, is through Keyword Searches. Many people use the Craigslist search feature, and Craigslist ads are indexed in Google. Include Keywords in your ads, in a natural, flowing language format (not just stuffed at the end in a blurb).
DO: Upload an Image with your Ad, that includes your Contact Info.
Craigslist highlights ads that have an image with a “PIC” tag, so it pays to include one in your ad (even if it’s simple & generic).
Based on our experience, adding an image to your ad will boost Click-Thru rates by 10% – 25%+.
Craigslist Posting DON’Ts:
DON’T: Post from many different IP addresses using the same account.
If Craigslist sees you logged in & posting from an IP Address in Denver one day, Miami the next, then your Virtual Assistant posting from the Philippines, this looks bad to them and risks your Ads getting Ghosted or account getting Banned / Blacklisted.
DON’T: Spam the same ad, to the same category, over & over again.
If you must re-post, make sure to wait at least 48 – 72 hours, and make sure to post a totally different variation of your ad. As mentioned: spamming your ad, especially the same ad to the same category, is the easiest way to get Flagged and eventually Banned or Blacklisted.
DON’T: Use an Overseas Virtual Assistant to post your ad!
While there are ways this can work, if you just have an Overseas VA posting your ads on Craigslist from their own local IP Addresses, your ad will definitely get Flagged.
If you keep doing it, your account will get Banned. 100% guaranteed.
Craigslist sees this easily as:
- Philippines or India IP Address posting,
- Ad posted to US location,
- Ads being re-posted to the same categories frequently…
And this looks very bad to Craigslist. Add in posting in multiple different locations around the US with similar ads to the same categories, and you have a perfect recipe fitting the profile of any typical Craigslist abuser.
Real Estate Investor MOTIVATED SELLER Lead Generation Craigslist Ad Examples [Templates]
Some of the best categories to post your ads will include:
- Real Estate – By Broker
- Real Estate Services
- Real Estate Wanted
Tracy from Property MOB has some great Craigslist ad examples all ready to go.
Craigslist MOTIVATED SELLER Ad Example Headlines / Subject Lines:
$ $ $ $ I Will Pay Cash For Your House $ $ $ $
We Will Buy Your House for Cash
I will Pay Cash For Your House
Sell Your House Fast, in As-Is Condition
We Buy Houses Cityname — Sell Your House Fast
Cityname House Buyers :: Sell Your House for Cash
Sell Your House Cash – Close FAST [7 Days Till Closing]
Craigslist MOTIVATED SELLER Ad Example Body Copy:
“I’m a cash buyer in Jacksonville Florida, and I will make you an ALL CASH OFFER on your house. I can close in as little as 7 days. Give me a call at (904) 257-3792 and let’s set up a time when I can come out and look at the house. My name is Tracy”
Here’s an easy to use, fill-in-the-blank Craigslist Real Estate Investor Lead Generation Craigslist Ad Template for you to use:
Sell Your House Fast — Cityname
I’m a cash buyer in Cityname, Statename.
I will make you an ALL CASH OFFER on your house.
I can close in as little as 7 days, and buy houses in AS-IS CONDITION. No repairs or cleanup needed.
Give me a call or text at (111) 111-1111 and let’s set up a time when I can come out and look at the house.
My name is Myname.
We Buy Houses Cityname
Looking for help with your own Craigslist Ad Lead Generation campaigns? Get started with a no-cost Opportunity Analysis Consultation to learn how REVAS can help.
Generate Real Estate Investor CASH BUYER Leads Using Craigslist [via InvestorCarrot]
While above we delved in to great detail on using Craigslist as a Real Estate Investor to generate MOTIVATED SELLER Leads, but…
Craigslist is also an excellent tool for you, as a Real Estate Investor, to generate CASH BUYER Leads and meet other Real Estate Investors.
Our coopetition over at InvestorCarrot have done an excellent job on outlining the process of generating Cash Buyer Leads using Craigslist.
Real Estate Investor CASH BUYER Lead Generation Craigslist Ad Examples [Templates]
You’ll be Posting these Ads in the Real Estate > For Sale Section.
Craigslist CASH BUYER Ad Example Headlines / Subject Lines:
Cityname Investment Property Deals
Cityname Real Estate Investors: 30% – 60% ARV Properties for Sale
Local Wholesalers & Investors :: Cash Buyer Seeks Discount Properties
Investment Properties for Sale – Deals As Low As 30% ARV
Hot Investment Property Deal For Sale [Cityname Real Estate Investors]
Craigslist CASH BUYER Ad Example Body Copy One:
Cityname Real Estate Investors
We’re local real estate investors with deals @ 30-60% ARV
We have both single family and multi-family properties for sale and do deals in all the following locations:
Most properties less than $100k!
Cosmetic fixer uppers and full rehabs in our list – we have them all!
See our available Cityname deals at WebsiteURL.com
Craigslist CASH BUYER Ad Example Body Copy Two:
Local Investor Buyer Seeking Local Wholesaler w/ Discounted Properties
Hey, if you’re a local real estate wholesaler and have discounted properties available in the [YOUR LOCAL AREA],
we would love the opportunity to connect with you.
To learn more about the specific type of investment opportunities we’re interested in, reply with your contact information (name, email, website, etc) or just hit us up on our website (below).
We look forward to talking soon.
Ready to get this implemented? Book your Opportunity Analysis Consultation to learn how REVAS can help.
Get Influencers [via Brian Dean]
“The strategy these out of nowhere bloggers use to supercharge their blogs’ expansion is blogger outreach.”
Brian Dean, CEO Backlinko
Blogs are everywhere and everyone is doing it! In fact, according to Brian Dean there are over 164 million blogs online. So…
How do you set yourself apart from the 164+Million posts? Get Influencers!
In his article, “Blogger Outreach: How to Get Influencers to Promote Your Content for Free” he shares his 5 crucial steps.
- Identify your “Hit List”: create a spreadsheet of influencers for your niche market (i.e., real estate investors, real estate investor lead generation)
- Separate your Hit List into tiers: social authority, domain authority, and blog comments.
- Comment on their blog: Don’t leave generic comments, give insightful comments that will add value to the conversation
- Send a complimentary email: Be short and sweet. Let them know you enjoy reading their content…give your influencers an ego boost
- Let them know of their broken links: They might not know they even have broken links. Let them know you were exploring their site and noticed links were broken.
Use These 2 Untapped FREE Lead Sources [via John Cochran]
John Cochran is the CEO of RealEstateU and a real estate investor in Dayton, OH.
He took some time while visiting this rehab project to share his insights on free sources of motivated seller leads.
John’s Secrets for Free Real Estate Seller Leads
Seller Lead Tip #1. Real Estate Seller Lead Follow Up.
96% of your deals will come from following up on your existing leads. Very few leads will turn into a deal with only the first interaction.
You don’t actually need a ton of leads to generate a sale…
If you actually implement consistent Lead Follow Up systems.
One of the best approaches to this is via automated drip email sequences, which you should be adding all your Seller Leads into.
Seller Lead Tip #2. Create Relationships Locally for Ongoing Referrals.
90% of your deals come from creating relationships while only 10% come from marketing.
Obviously your local relationships are going to be one of the strongest sources of ongoing, FREE motivated real estate seller leads.
Connecting with your local church is a great way to build relationships.
Referrals = Repeat business.
Find Motivated Sellers from Delinquent Tax List [via Kathy Kennebrook]
Kathy Kennebrook of Marketing Magic Lady is a successful Real Estate Investor and shares with you simple, proven methods to get you real results.
“Using delinquent tax lists to locate motivated sellers is one of the easiest ways Kathy Kennebrook knows to find good deals and really motivated sellers for your real estate business.”
Public records are free and found in your local newspaper (if you still get those) or the preferred method of checking the county courthouse website.
Once you have your Delinquent Tax List(s) for your target investing markets, it’s time to reach out to these prospective motivated sellers.
The Best Way to Generate Motivated Seller Leads from Delinquent Tax Lists
To learn much more about the Marketing Magic Lady’s excellent approach to using Delinquent Tax Lists & Direct Mail Marketing to locate highly qualified motivated sellers, check out her radio interview:
In this interview, Kathy talks about:
- Topic One. bla bla bla. (2:45)
- Topic Two. etc etc etc. (24:33)
- Topic Two. etc etc etc. (24:33)
Don’t Be a Secret Agent [via Dr. Lee Davenport]
Market yourself to everyone! Tell your family, your friends, your neighbors what you do. Don’t be a secret agent!
Inman blog contributor,real estate coach and trainer, Dr. Lee Davenport, writes…”marketing brings exposure to your business.”
Read her blog here:: 70 real estate lead generation ideas
Brand yourself through your business cards, website, social media accounts, and throughout your community.
Ensure Your Website is Optimized for Mobile to Capture More Leads [via inMotion]
Are you reaching your audience? More and more visitors use mobile devices and if your site is not optimized…visitor leaves and there goes your lead!
“Ensure your website is optimized for mobile devices.”
Did you know that more than 80% of your potential clients search online? Just having a website doesn’t generate immediate leads. So…here’s a few tips from inMotion Real Estate Media:
- Optimized website for mobile devices and desktop
- Publish Market Reports
- Improve SEO
Follow InMotion on LinkedIn:: InMotion
Video Rules over Print Media [via David Martin]
Seeing is BELIEVING! We love to watch movies, music videos, tv show…so why not make videos that show what you do?!
“Did you know that according to research, most people are attracted to what they SEE vs. what they READ?” David Martin, Renegade Wholesaler, 10 Hot Marketing Tips Real Estate Investors
Videos draw visitors in and grabs their attention. Give your viewers a personal message or educate them but…keep it short and don’t forget to include a call to action.
Blog Your Way to Leads [via Cody Sperber]
Interact with your visitors. Having a website alone will not get you the leads you want…host a Blog.
Cody Sperber of Clever Investor shares his knowledge and expertise for generating leads.
Share anything you want! It’s about branding and positioning which equals leads. Post properties, share your success stories, client testimonials (now this is one everyone should have on their websites), or tips of the trade. Be consistent and post your blogs regularly.
Connect with Cody Sperber on LinkedIn:: Cody Sperber
Boost Conversion Rates By Using Positive Testimonials [via Danny Johnson]
“Have positive testimonials on your website.”
Testimonials work! People want to do business with those who have integrity and that is what your testimonials will show.
Don’t assume your customers will magically give you their testimonials…you need to ask for them! One of the best testimonials you could get is a would be to get a video testimonial.
Check out FlippingJunkie on Facebook: FlippingJunkie
Get More Leads Online With Easy-to-Find Contact Info [via Danny Johnson]
“You should have your phone number everywhere. I mean it – everywhere.”
Make it is easy for visitors to contact you. Your phone number should be on every page and VISIBLE. Remember there are people who will not fill out contact forms and will leave if they can’t find contact information on you and your business.
Follow Danny Johonson on Twitter:: FlippingJunkie
Create an Ebook or Tip Guide to Capture More Leads [via Wishpond]
You’re an expert in your field…why not share it with the world!
Ebooks can be a compilation of your existing content on a particular topic or something you are an expert on. Give value to your leads and an Ebook will do just that.
Below are some great Ebook ideas or inspirations from Wishpond
1. The First Time Buyer’s Handbook
2. Real Estate Investment Secrets
3. The Art of Selling
4. How to Get the Most Out of Selling Your Home
Tip Guides are very similar to an EBook but it provides your leads with beneficial and educational information. Speaking on real estate alone; give tips on selling, buying, investing, flipping, avoid mistakes, or taking out a mortgage.
Build Backlinks by Creating & Promoting High Quality Content [via IdealREI]
Great content and promotions work together to get noticed and more importantly…LEADS!!
Start “networking” with other blogs by leaving comments and reach out to the site owners with just a “hi or hello.” Show interest..build relationships.
The takeaway is to create great content and build relationships.
Follow IdealREI on Facebook::IdealREI.com
Research & Attend Auctions for More Off-Market Property Leads [via Karen’s Perspective]
According to Karen’s Perspective, foreclosures are risky and not for newbies. Do your research and make purchases that will generate a ROI that you are looking for.
Brand Yourself: Wear Branded Clothing to Capture More In-Person Leads
Market Yourself! Wear your brand everywhere!
Go to the grocery store and you have on your name badge and/or polo shirt with your logo and…
Someone asks you about your business. WOW! You just got a lead without having to send out mailouts, make cold calls. Don’t be a secret agent…let everyone know what you do and ALWAYS wear your branded apparel.
Use A/B Split Testing to Find Out Which Content Pulls More Leads [via SoarSEM]
Test, test, test and test again. You don’t want your visitors to land on a page that doesn’t work. Check everything on your site from color schemes to call-to-action phrases.
Conduct a A/B test (split testing) on your site. Know what you want to test and what the baseline result should be.
Now make sure you check your real estate investor PPC campaign. Check and refine your keywords consistently. Use analytics program like Google Analytics to get real-time results from your campaign.
Segment Your Direct Mail Lists to Match Your Target Audience’s Desires [via ML Jordan]
Direct Mailing like your Social Media strategies will perform far greater results when you narrow your targeted markets (prospects).
Through various tried and true methods, one of the most effective forms of mass communication is to send a personalized letter (message) to your targeted audience. Stop sending out your CRM’s generic message..make it PERSONAL.
Follow MLJordan on Twitter:: ML Jordan