Follow the Money: New Leads vs. Database
By Jameson Doris
Any successful real estate agent will tell you that their best source of leads exists within their own database. This was discussed during RISMedia's Real Estate's Rocking in the New Year virtual session, "New Leads vs. Database: How to Focus on Your Best Sources," held earlier this month.
Dawn Pfaff, President and founder of My State MLS was part of the panel. Here's some of what she said:
"I'm going to start off with open listings, and that's a trick that New York City brokers have used forever," said Pfaff. "Second, a strong marketing and public relations strategy. Our third way is to really think outside the box on where there are places to get listings without just buying leads."
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"We work with clean-out companies; people who clean out houses of people who want to move but have too much stuff," said Pfaff. "If you work with clean-out companies, then you can do a lot to get new listings and referrals."
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There are a lot of other companies, Pfaff notes, that real estate professionals can work with to garner new referrals. However, the difficulty with thinking outside the box is just that-there's no clear-cut strategy for coming up with clever ways to get those leads. Real estate professionals are going to have to put in the effort and hours to get those contacts, especially in the current market.
"Advertising is important, but what's more important is marketing and having a solid marketing plan in place. You need to stay in front of people," added Pfaff.
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