• Qualified leads give maximum ROI of all marketing activities.
  • Grow your customer database by using data appending solutions. Generate qualified leads with complete customer contact information.
  • Use customer profile segmentation and email lists to launch effective targeted marketing campaigns.

Getting qualified leads for real estate is one of the biggest challenges faced by real estate agents. Sometimes even a qualified lead ends up not closing the deal. (Qualified leads show the ability to invest in property or willingness to buy a new property.)

The main reason for generating these pseudo-qualified leads is because all online leads tend to be less qualified than other types of leads.

Regardless of financial standing, prospects can easily and directly reach the agent through digital marketing. And there are attractive digital photos, tours and videos on websites that lure aspirational homebuyers in to inquire about properties they cannot afford.

Along with this easy access, thanks to the internet, highly aggressive and target-driven lead generation companies resell leads to other real estate owners as well. These purchased leads, which have been sold to many, have more room to drive unqualified leads to agents.

Due to these two reasons (the low-quality rate and duplicate leads being sold), I’d recommend not buying leads and using data appending solutions and a marketing database solution. Here are four tips to help you focus on qualified leads.

1. Generate your own leads

To ensure that you have high-quality real estate leads, start generating your own leads and never purchase any list from third parties, as they sell the same lead list to multiple buyers.

Thus, in-house generated leads will give you maximum ROI as they are qualified. By generating your own leads, you might spend more time, money and manpower, but the results will give you minimal unqualified leads, which will lead to more closings.

Also, by having an in-house lead generation team, it gives you the maximum number of high-quality leads. These sales representatives know the organization, business and the product well as compared to any third-party lead generation.

When generating leads, they can easily feel out the prospects for a genuine interest in buying. Thus, lead generators can create a list of the qualified and unqualified from the start.

I’d highly recommended that qualified leads are hand-picked by the owner of the property or in-house lead generation team rather than any third-party.

2. Get complete customer contact info

To acquire qualified leads in real estate, it solely depends on how much you know about the customers. By knowing more about customers’ socio-economic demographics and lifestyle attributes, it becomes easy to understand buying patterns and spot ideal buyers.

From this profile, you’ll know exactly how to select your prospecting real estate list. Also, by knowing more about your customers and prospects, you can suggest more than one buying option using their preferences in amenities and location.

To get complete customer contact information, you can use many data appending solutions, such as email append, phone append, mailing address append or social media append.

By using data appending tools, you get all points of contact for your customers and grow your customer database. And with complete customer contact information, you can reach them in more than one way, such as Facebook or Twitter, to generate a number of qualified leads.

3. Verify prospects’ profiles

Getting all customers’ contact information is not enough; you need to also authenticate it. You can verify your customer database with data verification solutions, such as email verification, phone verification and mailing address verification.

Of course, in this case, intuition and experience also play a major role in customer profile analysis. You’ll get qualified leads when you have 100-percent verified data because it gives you a clear picture about your customers and prospects.

4. Use target marketing tools

Once you get complete and verified information about your customers and prospects, launch a target marketing campaign to get maximum qualified leads.

Use customer profile segmentation and lists to make your target marketing campaigns more effective.

Customize your email list or direct mailing list by segmenting your customer profiles depending on their budget, amenities requirement and location preferences so that you send clients relevant emails or direct mail campaigns, thus generating qualified real estate leads.

These tips will help you generate more qualified leads and avoid the problems that go along with buying leads.

Abhishek Jain is an experienced marketing associate in the real estate industry focused on Luxury Villas and apartments. Connect with him on Linkedin.

Email Abhishek Jain.

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