20% Lead Closure: Part Real Estate Lead Generation, Part Lead Management System

With a variety of real estate lead generation programs out there, we will frequently run into a client coming to us who has tried three or four different lead generation methods before. One of the first questions many of them ask is how we claim higher close rates than other companies – sometimes it seems like we are making claim to something that can't be done. But really, there is nothing magic about it – it is all in combining the right marketing ingredients and steps to get the right result.

Obviously, we are all dealing with the same people that are out searching on many portals or other locations out there, so we don't claim to get in you in front of different end-consumers. The key to the right kind of lead generation is really in the how. It is the "how" in the process of the lead finding you and the "how" in the process of you following up with the lead.

If you are looking for good quality leads to build your own business or your team's business, here are the major things to keep in mind:

Make sure your real estate leads are building trust in you from the first step.

If one of the first steps of your marketing or lead generation strategy includes buying a lead or set of leads from a big brand, one thing you already know is that your leads don't know anything more about you than your competition. Make sure that you put in the time and resources to establish a real estate lead and marketing strategy that includes your brand being the core lead driver, and your websites and online presence being the location or "net."