KWCommand

Brivity CRM

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Dotloop

LionDesk

![helena-lopes-592971-unsplash](//images.ctfassets.net/f2ysq090txql/682lo4V2XCi26s4YeEi0gQ/1824bd7ff27303077621a3e5a4b83acc/helena-lopes-592971-unsplash.jpg)

Millennials are now buying their initial homes. Older millennials, on the other hand, are purchasing their second residences. Both young and old Millennials want to acquire a house after a comprehensive study. 

They also visit various houses to discover the most appropriate ones for them. The way they look for houses is driven by research. And their research is supported by the web where they could find the information they want to know right at their fingertips. 

But these are not the only generational changes that millennials did in the real estate. 

### They do their own research

Millennials early require agents to locate houses for them. They normally have their list. With Millennials, marketers do not manage details. What they require for the agents is for them to translate the info. 

Sometimes, that could indicate showing the details are not precise. However, this generation could not take the marketer’s word without evidence and visuals. 

### They desire customer care 

Millennials anticipate to be partners when they search for homes, and they desire fast solutions to their inquiries. [They want details](https://www.salesforce.com/blog/2017/08/how-millennials-are-redefining-customer-service.html) and they want legitimate info. They also want those pieces of information ASAP. Millennials are the generation of Google within your reaches. 

### They want an app for your offer

Younger purchases survive on their smartphones and utilize them as an essential device in their house searches. Applications are frequently their chosen approach to inspect listings and gather various other details. 

That said, marketers should offer them an app that allows these Millennials to browse and examine what property is being offered. 

### They do not mind giving real estate agents the data they need

You just have to inform them of what information you desire and they will send them right over. 

They are not like older customers. They are not troubled if you request their financial statements, work verifications or other individual data needed for home loan approvals. The reason for this is that they are used to providing every data a company wants. 

### What should the marketers do about these changes?

Real estate should learn how to socialize with them. Most Millennials stated that if they wanted to find a property representative to assist them in purchasing or renting a house, it would be essential that they could socialize with their agent, apart from collaborating with them. The marketers they want to deal with must be confident and friendly. 

Furthermore, Millennials think about the referrals from their pals or family members before they work with an agent to offer their home. 

<RelatedPost slug="real-estate-marketing-campaigns-and-what-we-can-learn-from-them" />

### They prefer to lease

These younger generation customers prefer leasing over purchasing. Because of the boosting expense of living and difficult financial problems in different regions of the country, for instance, millennials opt to avoid housing purchasing and choose to find apartments for rent in cities that are affordable, yet remain close to the centers of business activities.     

Some of them prefer to be trendier. Thus, they want to stay in costlier locations where they could not afford to purchase. 

Although Millennials desire their area, several of them feel that they are not all set to handle a property. They choose to have a property owner to look after the upkeep problems. 

When they buy a house, they prefer an entry-level house that they could lease if they choose to move away. 

### They prefer a real estate agent with great video reviews

Because Millennials have tried to determine which testimonials are genuine and which are phony, they frequently do not depend on composed reviews. 

Besides, they understand how simple they are to fake those testimonials. For that reason, they prefer video reviews and endorsements. And marketers should provide them with video testimonials and reviews as social recognition. Marketers should aim to record video testimonies of their client’s experiences to strengthen their reputation. 

### They do not want surprises

Younger customers wish to know what to anticipate and when. They wish to comprehend what is taking place at any moment. They prefer lists, graphs, and timelines. If they have no idea what is happening in the corner, it can create paralysis when they arrive. 

### You must cater to their consumer profile

To keep them interested, you must keep on engaging them and ensure that your real estate brand adds value to their lives. Millennials do not like their agents to explicitly sell to them. Rather, they want real estate agents to provide them with relevant information and robust details. The agents must also create ongoing engagement. 

Furthermore, marketers must provide them with more depth to their offers and give them better explanations of the reason they are significant. The key here is to give them [ongoing and relevant communication.](https://www.inc.com/alison-davis/7-foolproof-ways-to-communicate-with-millennials-a.html) 

It is also vital for Millennials to provide them quality property. However, they also value a fair price. Then again, you need to define what is a reasonable price. Keep in mind that a property that is expensive for someone may be cheap to another person. 

Millennials are conscientious about how they are spending their money. Thus, realtors must ensure that the properties and services speak to their relevance. If you have a robust proposition that offers credibility to your services, then you must promote it to your target market. 

These consumers are not arrogant. Rather, they are unique and different from other generations. They continue to challenge and desire a better property. If you ignore them, it might cause the demise of your brand. They remain loyal to the real estate agents that they have already established relationships with today. 

Millennials just started to form the real estate market. As their earnings enhance with age and they begin wishing to settle down, they remain to impact adjustment. If the real estate market could comprehend their demands and innovate where needed, it could persuade Millennials to stop leasing and move into the convenience of their own house. 

### Conclusion

As their generation plays a greater role in the real estate market, their preferences start to change how the real estate business must be carried out. They will overtake baby boomers because this generation is buying the biggest number of houses this year. Thus, their preferences must be considered even more vital. Whatever they wish to do will affect the housing market. 


Here are 8 ways in which Millennials are changing the Real Estate business!  Heads up marketers! 

Real Estate

Marketing 

How Millennials Change Real Estate and Why Marketers Should Care? 

BombBomb

![3-Ways-To-Maximize-Your-Real-Estate-Leads](//images.ctfassets.net/f2ysq090txql/2rPZrlziwoOammswKgCUeS/d7bcdf1815d3015407060bf6befd5c56/3-Ways-To-Maximize-Your-Real-Estate-Leads.png)

In real estate, we typically talk about lead generation as our primary focus, but how we convert and maximize those leads is just as important. In order to maximize your real estate leads, you have to understand how to convert potential customers in all aspects of the sales funnel, not just those ready to act.

Since real estate is a relationship-based business, leads can take time to develop and ultimately turn into a conversion. The flip-side of this is with the volume of leads that come in, you may not have time to cultivate a relationship with all of them. So how do you create relationships with potential leads without running out of time? This article will walk you through 3 ways to maximize your real estate leads.

## Understanding The Real Estate Sales Funnel


![image RESales](//images.ctfassets.net/f2ysq090txql/3YXnFQK7M4q8guQmGU8UKW/28a50b3579ca2e30a25bdfec5c9f92db/image_RESales.png)

In order to understand how to maximize your real estate leads, it is essential to understand the sales funnel and how it works. A [sales funnel](https://cseo.com/blog/sales-funnel-will-build-your-ecommerce-business/) is the multi-step process by which real estate professionals lead a customer or client through to purchase a product or service. The process is multi-stepped because it takes time from the moment a potential client enters your funnel to the time they decide to use your service.

The sales funnel is broken down into four phases, awareness, interest, decision, and action. As a real estate professional, our job is to get as many qualified potential clients into this funnel as possible through our marketing efforts. Once the prospect has entered the funnel, there need to be systems in place to retain these leads all the way through to the action phase. Understanding each phase of the real estate sales funnel and how to maximize each phase of the funnel will allow you to retain more leads and ultimately convert them into clients.

### 1. Awareness

The awareness step is where a potential client becomes aware of you or business through various forms of marketing. This can be through [SEO](https://oncarrot.com/blog/real-estate-website-seo/), PPC, Social Media, direct mail, content marketing, or word of mouth. It’s important in this step to be able to offer something of value to your prospective lead and capture their contact information from it. This could be a free evaluation of what their home would sell for or a free ebook download.

One of the best forms of marketing is advertising your free ebook or home evaluation as opposed to how great of a real estate professional you are. People like things that are free and if you provide tremendous value to them upfront, they will want to learn more about you and if you can help them.

### 2. Interest

Once a lead has given you their contact info, you need to guide the lead to the next step in the funnel, interest. Once you have someone’s contact info you want to set up a campaign to send them free information about their local area. This could be through articles about their city, events going on this weekend in their city, a housing report of their area, or any other relevant content. The bottom line is you want to be in front of your prospective leads as much as possible and drive them to your website to learn about you or your company.

The interest phase is also where potential clients want to learn about you or your company. Make sure your “about us” page is filled out and contains information about you, your accomplishments, and your team. If you are accredited by any local organizations, make sure those symbols are visible as well.

### 3. Decision

If you’ve provided tremendous value to potential leads and having glowing reviews and testimonials, picking you or your company should be easy. If you find yourself still trying to sell potential leads on your service or product, go back and address the value you are giving away. Is this something everyone in your market is offering? Do your competitors offer something better? Do your competitors have more reviews than you? Does your website have enough content about your target market?

All of these things can affect converting a lead into a client. According to [Crazy Egg](https://www.crazyegg.com/blog/optimize-sales-funnel/), if customers are receiving your emails, visiting your page, but deciding to go with another candidate or company, they are not perceiving you as a candidate or company they trust. This comes down to value and trust. Remember, it’s not about what you think is valuable, it’s what the customer thinks is valuable.

### 4. Action

The final stage of the real estate sales funnel is action. This is where the prospective lead decides to choose you or company and you find out how effective your sales funnel truly is. Again, how well you move leads through this funnel will determine how successful you are as a real estate professional.

Whew! Now that we covered the sales funnel, it’s time to focus on ways to maximize your real estate leads.

## Maximizing Your Real Estate Leads
 
### 1. Follow-Up Automation

As real estate professionals, if we personally sent emails to every lead that filled out a form, we would never get anything accomplished. Thankfully there are ways to automate your follow-up. When a potential lead fills out your form, you should be capturing both their email and phone number. Ideally, you should set up a follow-up sequence for both phone and email. The initial contact needs to be as soon as a lead fills out your form. They are thinking about you currently, and you want to get your information in front of them as fast as possible.

There are plenty of companies out there to help automate your follow up, just find one that works within your budget. I recently spoke with Zach Tetley, co-founder of [Nexus Homebuyers](https://www.nexushomebuyers.com/), about their real estate follow-up sequence. He mentioned that they use their CRM system, Podio, to send automated follow-up sequences to potential leads. “This allows us to contact a client as often as we like by setting the dates for the follow-up,” says Tetley, “we have had amazing success implementing this system and could not run our real estate business without it.”

*** 

## __Related Article: [5 Five Minute Tips: Write Effective Follow-Up Emails](https://blog.piesync.com/5-five-minute-tips-on-how-to-write-follow-up-emails-effectively/)__


***
 

### 2. Be Available And Responsive

The WAV Group did [a study](http://waves.wavgroup.com/2014/01/13/agent-responsiveness-study-reveals-critical-flaws-in-real-estate-lead-response/) on the responsiveness of real estate agents and found that 48 percent of buyer inquiries were not responded to. As a real estate professional, it’s essential that you respond to your leads. I’m sure you hear this frequently, “I chose you because you answered the phone”. As simple as it seems, a lot of real estate professionals don’t answer their phone calls or emails. Potential clients want to know you’re a real person that can actually solve their problem. How will they know if they don’t speak to you?

Ideally, you need to answer phone calls directly, but having a “filter” is a great option. If you have an assistant, he or she can help filter calls from telemarketers or other solicitors that keep you from taking the important calls. With the technology available today, assistants no longer have to be in the office to be effective. Virtual assistants are becoming very popular and a necessity if you’re serious about your real estate business.

### 3. Add A Personal Touch

One of the things that sets a great real estate professional apart from a good real estate professional is the ability to connect with their potential clients. Sending personalized notes after you’ve met a potential client is a great way to show them that you appreciate their time and look forward to working with them. People want to feel special and that their time is valued. By sending small personalized reminders, you can create a great relationship with your prospective clients, and since real estate is relationship-based, hopefully, they will tell their friends and family about you.

Another personal touch is to meet in a less formal setting such as a coffee shop. Some people don’t feel comfortable coming to an office, especially if they work in one all week. Meeting at a local place for coffee or lunch is a way to get to know your prospective clients and address their concerns.

## Wrapping Up

Driving potential clients to our real estate funnel is very important, but what we do with those potential clients is even more important. Following these 3 ways to maximize your real estate leads will hopefully help you to convert more potential leads into clients, and establish long-term relationships in your market for years to come.


In real estate, lead generation is our primary focus, but how we convert and maximize those leads is just as important. In order to maximize your real estate leads, you have to understand how to convert potential customers in all aspects of the sales funnel, not just those ready to act.

Sales

3 Ways To Maximize Your Real Estate Leads

Infusionsoft by Keap

Constant Contact

ActiveCampaign

Mailchimp

![real-estate mkt jagger](//images.ctfassets.net/f2ysq090txql/uyDdjyvH4k2uYeAiuSeY0/c91fa2436bffb871bc88b65a7244cd9f/real-estate_mkt_jagger.png)

The real estate agency today looks much more difficult than in the 90’s. Two decades ago, people used mostly printed advertising and word-of-mouth to get information about available properties. Many people also called real estate agents to get some help with finding the right home. 

These days, technology has changed the way the real estate industry works including the marketing. Earlier, customers had to look for information using agents and not so many marketing campaigns were conducted. Then, the Internet threw everything for a loop. 

Social media ads, digital advertising, websites – customers now enjoy a range of options for finding properties even without leaving their homes. 

In this article, let’s review what we can learn from real estate marketing to know how the money is made in the industry.

## What Marketing Channels are Used by Real Estate Agents?

There is a wide range of marketing tools and channels used in the real estate industry. The following research by [SoftwareAdvice](https://www.softwareadvice.com/) shows eleven most popular channels, with a website, social media, and personal website being the top three. 

![marketing](https://blogassets.piesync.com/wp-content/uploads/2017/11/1.png)

According to the research, the Internet-based tools in real estate marketing campaigns have surpassed the traditional ones like telemarketing, print advertising, and direct mail. Even though the Internet produces a lot more leads, a vast majority of them aren’t ready to buy. 

For example, they are mere browsers who look for information without the intention to buy. Given the number of websites that provide advertisements of houses, it seems reasonable to explore all available options. As the result, the experience of home buying has been changed forever. 

## The Essentials of Online & Offline Real Estate Marketing Campaigns

There are a number of universal steps that all real estate professionals take in an effort to maximize the profitability of marketing campaigns.

  - A professional website that includes a strong biography. A website is an online business card, so it is critical to post marketing materials there.
  - Social media page. Both agencies or individual agents use social media to reach clients. 
  - Marketing on [Zillow](https://www.zillow.com/) and similar real estate marketing platforms. More than 90 percent of customers use the Internet to look for houses, so marketing yourself on specialized sites like Zillow is a must for real estate professionals. 
  
- **Have a large list of leads. Use every opportunity to obtain contact data from prospects.**

## What We Can Learn from Real Estate Marketing

#### Get client to sign up before entering the property
Real estate marketers, like any other marketers, need to have a large list of leads to work with. One way they use to build it is asking potential customers for information before viewing the property. Many people wonder why agents ask them that because they are just visiting the property and not buying it.

The point of signing up even without the intent of purchase is getting the information into that mailing list. In the future, the people who sign up will be contacted by the agent with promotional offers. This way, the agent gets free leads; for example, if he or she has 5 houses per week and generates 10 leads per each one, that’s 50 leads every week for free. 

Here’s how Christie’s International Real Estate collects the information (email, first name, last name, and purchasing intent) in exchange for a white paper called [Global Luxury Real Estate Market Report: Luxury Defined 2017](http://luxurydefined.christiesrealestate.com/luxury-real-estate-global-market-report). 

![marketing real estate](https://blogassets.piesync.com/wp-content/uploads/2017/11/2.png)

#### Takeaway
This technique for lead generation is certainly applicable for other companies such as [essay writing services](http://www.proessaywriting.com/) (and is widely used!). For example, many websites offer free content in exchange for contact details like email. For example, take a look at [HubSpot’s](http://www.hubspot.com/) offer: 

![marketing real estate](https://blogassets.piesync.com/wp-content/uploads/2017/11/3.png)

The next example comes from another popular website, [QuickSprout](https://www.quicksprout.com/). It provides an access to exclusive resources about advancing SEO that are worth “$5000 per hour.” That’s a great incentive, well done! 

![real estate marketing](https://blogassets.piesync.com/wp-content/uploads/2017/11/4.png)

These two examples use the same principle: the visitor has an opportunity to download/use services in exchange for contact data.

## Increase Engagement by Posting Relevant Information on Social Media
As mentioned previously, social media plays an important role in real estate marketing. It provides an access to a vast pool of potential customers, so it’s no surprise that 66 percent of marketers use it as a marketing channel. Real estate marketers can share many kinds of information there, including images of houses, descriptions, video tours, and links to their website that has them. 

For example, let’s have a look at the aforementioned real estate marketing platform Zillow’s social media posts. This one was recently posted on Facebook and it provides a video review of one impressive house. And, of course, it contains a link to the publisher’s website. 

![real estate marketing](https://blogassets.piesync.com/wp-content/uploads/2017/11/5-271x300.png) 

Next, Zillow also has an [Instagram profile](https://www.instagram.com/zillow/?hl=en) as well. Here is another example, a video of how an abandoned house became beautiful with help of professional designers. 

![real estate marketing](https://blogassets.piesync.com/wp-content/uploads/2017/11/6.png)

#### Takeaway
Have a strong presence on social media. It provides a never-ending supply of potential customers, so any business should have an active page on the most popular networks such as Facebook, Twitter, and Instagram.

## Have a Professional Website and Establish Presence on Lead Generation Platforms
For real estate agents, having a professional website is critically important. According to [a survey conducted by Small Business](https://smallbusiness.com/digital-marketing/how-many-small-businesses-have-websites/), most of the small businesses have it and the rest hopes to create it as soon as possible: 

![real estate marketing](https://blogassets.piesync.com/wp-content/uploads/2017/11/7.png)

Let’s now consider a few examples of professional websites. Here’s the page of [Christie’s International Real Estate website](http://www.christiesrealestate.com/) where we can find information about one of the agents, Carolina Malcolm, including town coverage and a biography. 

![real estate marketing](https://blogassets.piesync.com/wp-content/uploads/2017/11/8.png)

Next, it is important to have an established presence on professional websites. For real estate professionals, Zillow is one of the first sources to go. Here’s the list of real estate agents that also features their coverage, reviews from clients, listings, and recent sales (the search was for agents located in Boston, MA). 

![real estate marketing](https://blogassets.piesync.com/wp-content/uploads/2017/11/9.png)

#### Takeaway

Create a great website and establish the presence on professional lead generation platforms. They will advance your marketing effort and expand your reach. Regardless of the industry you’re working in, this requirement is critical. 


The real estate agency today looks much more difficult than in the 90’s. Two decades ago, people used mostly printed advertising and word-of-mouth to get information about available properties. Many people also called real estate agents to get some help with finding the right home. 

Real Estate Marketing Campaigns and What we can Learn from them

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