Canada’s real estate markets are polarized to say the least.  From record-breaking results in Vancouver and Toronto; to slowing conditions in Alberta; to several months inventory in some Eastern Canadian markets. Suffice to say, it’s an interesting time in real estate.

One of the secrets to your success today, will be in identifying which lead generating strategies are effective in your current market conditions.

Tougher market conditions, often require a different approach to lead generation. And we’re here to help.  After months of research and work with countless real estate professionals in some of Canada’s toughest markets, I’m excited to reveal the top 10 lead generating strategies that are seeing the best results.

Strategy #1
Reach Out to Your Database

Focus on your sphere of influence and repeat and referrals. Call, email, text or message everyone in your database and offer a complimentary market evaluation. This will identify who may be interested in selling.

Strategy #2
Get Social

Create a compelling, branded image that offers anyone a complimentary market evaluation. Post it on your social media platforms with instructions on how to request the CMA.

Strategy #3
Double or Triple Your Prospecting Efforts

With a laser sharp focus on delivering value in every conversation, now is the time to ramp up your prospecting efforts and increase your face time with potential buyers and sellers. From client events to telephone prospecting, door knocking and open houses.

Strategy #4
Get Involved in Your Community

Join Toastmasters, Lion’s Club, Rotary Club or volunteer somewhere in your community. Sponsor a kid’s team and attend the games, participate in charity drives, recycle events, coordinate a community garage sale, or a neighbourhood watch program. Get involved and give back.

Strategy #5
Build a Strategic Alliance Network

Create mutually beneficial relationships with stagers, mortgage brokers, secondary lenders, home inspectors, credit councillors, bankruptcy trustees, real estate lawyers, divorce mediators, bankers for foreclosures & power of sales, builders, contractors, and local businesses. Download RRI’s Strategic Alliance Introduction Call Script Here. 

Strategy #6
Create a Stat-Based Market Report Email Campaign

People love stats and facts and more clients will read emails on market stats (especially in a challenging market) than any other email. Create charts, graphs or a visual grid of the key market stats clients need to know. Send out by email monthly or more frequently if there is a newsworthy change in the market. Consider offering the Market Update on your website to capture email subscribers and potential leads. Become the go-to expert for market knowledge.

Strategy #7
Develop and Hone Your Skills

Practice and internalize your prospecting dialogues, listing presentation, buyer presentation, showing property questions, price reduction and objection handling sales scripts. When you change your words you change your worth. Download RRI’s complete Script Package here.

Strategy #8
Set a Goal for No’s

Block 2 to 3 hours of undisturbed time per day to prospect for new business. Your success will be determined by how many new leads you can generate. Lead generation is nothing more than a numbers game. The more people you talk to, the more leads you will find. You are going to get a lot of no’s, however, if you stay committed to the process, you are going to find those who are going to say yes! So have some fun with it and set a goal to get 25 to 50 no’s a day – your business will grow. Also, be sure to set a goal for the number of people you are going to talk to everyday and make it non-negotiable. Do not leave work until you have reached your goal.

Strategy #9
Practice Fast and Effective Lead Follow Up

All of your prospecting efforts are lost if you don’t practice prompt and effective lead follow up! Never, and I mean never, miss calling or contacting a lead in a timely fashion. Studies show that in 50% of cases, the first person to call back gets the client. You could add 10 to 20 deals to your business with fast and better lead follow up.

 Strategy #10
Ask the Question, Every Time

Ask everyone, yes everyone you meet, if they know someone who may be interested in buying or selling real estate, and more importantly, ask if they would be comfortable referring you to assist them. Say something like this, “Hi, I’m in real estate and I’m wondering if you knew someone interested in buying or selling real estate, do you have someone you are comfortable referring them to?” If they say no, ask if they would consider referring them to you. They will say yes almost every time. Then ask, “Do you know anyone interested in buying or selling real estate right now? If no, give them your contact details or card and ask them to keep you in mind. Ask the questions, and be unattached to the outcome. Your business depends on it.