So you’ve captured some leads and built your database—now what? Sometimes securing leads is the easy part while converting them to sales is where the work really begins. Time and patience are your best friends when it comes to real estate lead nurturing. That’s why I’ve put together seven simple strategies to help you convert leads and boost your business.
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What Is Lead Nurturing?
When considering how to nurture real estate leads, think of it as relationship building. While you will use a strategy akin to a sales funnel, leading a prospect from capture to close, you are also forming a genuine connection that will hopefully create a long-lasting relationship and yield referral business.
The goal of lead nurturing is to be the agent who your leads call when they’re ready to make a move. This is where your patience pays off and results from the genuine foundation on which your relationship was built.
- Awareness: In this initial stage, leads just learn about your services. They seek information, resources, and education but may not know much about you and your business. They will review your real estate website, search online, and check out your social media profiles.
- Interest: The next step is when a lead shows interest in working with you. They may call you or attend your open house. Your goal at this point is to build a relationship with the lead and address any questions they may have.
- Consideration: Once leads know their needs, they research possible solutions. If they’re a seller lead, they’ll consider if you’ve sold properties similar to theirs and how many listings you have. During this stage, they actively look for options, compare features and costs, and try to find the best fit for their needs.
- Conversion: You’ve been waiting for this stage—you’ve converted the lead into a client! At this point, you will have your new client sign the necessary representation paperwork.
- Closing: The final stage is when you start actively working directly with your client to help them reach their real estate goals.
The idea of nurturing your leads for months, or even years, may seem tedious. However, tracking the progress of each lead and understanding where they are in the funnel will help you stay efficient and consistent. Starting from the ‘awareness’ stage, right at the top of the funnel, your strategic approach will propel every lead towards the ‘closing’ stage in no time.
Real Estate Lead Nurturing Strategies & Tools
Now that you’ve set your systems and processes in place, it’s time to take the next step and start building connections with potential clients. With these seven easy steps and helpful scripts, you’ll not only bring in more leads but also improve your conversion skills.
Tip 1: Make Sure Your Database Is in Your CRM
Transferring all your leads and clients to a CRM is a great way to ensure you’re on top of all your outreach and communication efforts. With a full real estate CRM, you’ll have all your info and data at your fingertips whenever needed. Create a personalized system that suits you best. However, automating the transfer of leads from text or email directly into the CRM will save you time and effort and help you create a streamlined nurturing system. Here’s what a CRM will do for you:
- Lead capture system: Create a pipeline in your CRM to segment and organize your leads so you know where they are in the sales funnel. There are many real estate lead generation platforms from which to choose.
- Outreach and follow-up process: Once you have the leads in your database, you’ll need a system for reaching out to them as soon as possible. Automate these drip campaigns through your CRM to provide a series of follow-ups that build trust, provide value, and encourage your database to reach out to you for your services.
- Prioritize leads likely to convert: Based on user activity and responses, CRMs will help you prioritize the leads with the most opportunity. Some CRMs come with predictive analytics that shows the likelihood of sellers who may be ready to list their homes.
Want a system that does all the above tasks? Check out Top Producer! It is an efficient CRM with high-level functionality and many options for lead gen and nurturing. Their social advertising function sends leads directly to your Top Producer CRM, where the automated nurturing system kicks in, increasing your conversion rate.
Tip 2: Utilize Your Phone to Make Calls Or Send Texts Pick Up the Phone
While methods of communication have changed over the years, there is still value in a good old-fashioned phone call. When you receive a lead, call the lead as soon as you can. If you need help starting a conversation, practice with phone scripts before you start taking leads so you will be prepared with questions.
If you can’t get through, send a text message as a follow-up to the phone call, as some people may initially prefer to communicate that way. Phone call check-ins should also be a regular part of your follow-up process, as this helps build the relationship.
Pro Tip: Remember to stay up-to-date on the do-not-call list. If a lead is not on the list, always respect their wishes if they request that you stop contacting them.
Tip 3: Set Up Drip Campaigns
When you’re sending emails, it’s great to keep things interesting for your recipients. Mix it up with four to 10 different targeted emails in your campaigns, strategically spaced out over several days or weeks. It’s all about finding that sweet spot where you stay top of mind without overwhelming anyone.
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Email 1 (Day 1):
Introduction email to you and your services/newsletter -
Email 2 (Day 3):
Listings in the area that have sold in the last three months, stats about how quickly and how much these were sold for -
Email 3 (Day 6):
Informational packet for sellers -
Email 4 (Day 8):
Send link to receive a free home valuation report -
Email 5 (Day 11):
Show examples of homes sold and marketing tactics that contributed
The key to a solid drip campaign is to remember your goal: to create a lasting relationship that nurtures your leads over time. Your emails should lead to a call to action (CTA), such as an in-person meeting.
Tip 4: Create Monthly Newsletters
Another great way to engage with your leads, showcase your expertise, and build trust is by sending out a monthly newsletter. While drip campaigns are geared towards driving sales, newsletters focus on offering valuable insights and allowing recipients to get to know you and your business more deeply.
Use a site like Coffee & Contracts to schedule newsletters in advance and save time. Coordinate your content with seasons and holidays, and don’t forget to include community news for the areas you serve. It’s a great way to keep everyone in the loop and build stronger connections.
Tip 5: Engage on Social Media
Staying in touch through social media is super important these days. Engage with your prospects on social platforms instead of just using emails, calls, and texts. Comment on prospects’ posts, send a relevant article, or even tag them in posts about great new spots in town. Keep the conversation going, and I bet you’ll start to see those friends on social media turn into clients and referrals.
Tip 6: Send Direct Mail
Before the days of phone calls, there were—you guessed it—letters in the mail. Although times have changed, direct mail shouldn’t be overlooked. It’s still a tried and true method of connecting and nurturing leads. Send out postcards, flyers, and even a quarterly recipe. Take it further and send handwritten notes to warm leads further down the funnel.
Example of an AI-generated handwritten postcard (Source: Ballpoint Marketing)
Signing up to work with a direct mail company allows you to set up a seamless mailing campaign. With a company like ProspectsPLUS!, you can select from various direct mailers, including postcards, flyers, brochures, and door hangers. You also have the option to schedule your campaigns for the entire year, ensuring that you remain top of mind and provide valuable information.
Tip 7: Host Events
A key element to an effective lead nurturing strategy is to connect face-to-face. When leads have the chance to meet you in person, they are much more likely to feel comfortable and confident in choosing your services. Organize an event to provide them with this opportunity. Host a class on the home buying process, throw a client appreciation event, or hold an annual holiday party. I’ve also invited leads to one of my open houses as a way to meet in person and showcase my expertise.
Best Practices for Lead Nurturing
By incorporating these lead nurturing best practices into your approach, you’ll have the opportunity to show off your unique style as an agent and how you get things done. Creating your own systems for your personal business is a great way to distinguish yourself from other agents.
- Follow-up with leads promptly
- Stay organized by categorizing your leads
- Personalize your communication
- Use multi-channel outreach
- Create targeted campaigns
- Always provide valuable content
- Practice patience
- Use active listening to connect with leads
- Tap into your customer service skills
- Practice time management
- Use past testimonials to build trust
- Have confidence in your skills
- Automate some of your outreach
- Set pace and timeframe for outreach
Frequently Asked Questions (FAQs)
How do real estate agents get leads?
There are many ways to generate real estate leads, and it’s important to have multiple lead sources. Real estate prospecting includes tapping into your sphere of influence, purchasing leads, leaving business cards in local establishments, social media advertising, circle prospecting or farm mailing, open houses, and generating referrals, to name a few.
How important is lead generation in real estate?
How to generate leads in real estate is one thing; turning them into clients is what really counts. Without converting leads into clients, we don’t make any money. So this is a key factor in growing a sustainable real estate business. Fine-tune your lead gen and conversion processes to ensure a steady flow of clients and income.
What is the ROI of lead nurturing?
Nurturing leads will automatically create a higher return on investment (ROI) than leads that are not nurtured. In fact, according to The Online Marketing Institute, companies that nurture their leads experience a 45% increase in lead generation ROI. This is because when you nurture leads, you start to form a relationship and build trust.
Bringing It All Together
Lead nurturing in real estate is much like everything else—best when practiced authentically. When you put together a thoughtful nurturing campaign, with the help of your CRM, and begin a warm, lasting relationship, there is more of a chance of turning that lead into a happy client. Have any tips or strategies on how to nurture real estate leads and convert them? Leave us a comment below!
The post Real Estate Lead Nurturing: 7 Strategies for Conversion in 2024 appeared first on The Close.
Investing in high-quality leads is a strategy that many agents overlook despite its potential to transform their business and boost their sales. While it can be a game-changer for some, it may also be a waste of resources if not used wisely. And with many lead generation platforms offering paid leads, it can take time to determine the best option for your business. That said, I’ve listed the best places to buy real estate leads, why I chose them, and their standout features.
- Market Leader: Best for monthly guaranteed leads
- Offrs: Best for seller leads
- REDX: Best for prospecting leads
- Zurple: Best for digital marketing and automation
- CINC: Best for paid search advertising
- SOLD.com: Best for preferred agent network and referral leads
- Zillow Premier Agent: Best for buyer leads
- zBuyer: Best for on-demand leads generated via cash offer
- Catalyze AI: Best for AI-driven listing leads
The Close’s Top Picks for Best Places to Buy Real Estate Leads
| CRM | Best For | Starting Monthly Price | Learn More |
|---|---|---|---|
| Market Leader | Monthly guaranteed leads | $189 | Market Leader review |
| Offrs | Seller leads | $299 | Offrs review |
| REDX | Prospecting leads | $50 | REDX review |
| Zurple | Digital marketing and automation | $309 | Zurple review |
| CINC | Paid search advertising | $900 | CINC review |
| SOLD.com | Preferred agent network and referral leads | Free to join | No review yet |
| Zillow Premier Agent | Buyer leads | Depends on market; around $300 to $1,000 | Zillow Premier Agent review |
| zBuyer | On-demand leads generated via cash offer | $400 minimum spend | zBuyer review |
| Catalyze AI | AI-driven listing leads | $360 | No review yet |
1. Market Leader: Best for Monthly Guaranteed Leads
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Why I Chose Market Leader
Market Leader has a long-standing reputation and a proven track record for real estate lead generation. It’s ideal for agents who have calculated their conversion rates and have a healthy budget. These agents know precisely how to buy real estate leads and how many leads they need each month to make paid lead generation profitable. Consequently, Market Leader makes that possible with its lead guarantee, ensuring agents get the expected results.
Additional Features
- Starting monthly prices:
- Professional for Agents: $189 + $10 to $50 per lead (for one user only)
- Market Leader Teams: $329 + $10 to $5 per lead (up to 10 users)
- Market Leader Business Suite: Custom
- Network Boost: $300 per month for 30 leads per month; $500 a month for 50-plus leads per month
- Teams (up to 10): $329
- Network Boost: If you’re looking to increase your pipeline, you can use Market Leader’s Network Boost, which can give you an estimated volume of 30 leads for $300 per month.
- HouseValues: Market Leader’s HouseValues provides homeowners with free home valuations, capturing their contact information. These seller leads are then given to agents so they can proactively connect with potential sellers early in their decision-making process.
2. Offrs: Best for Seller Leads
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Why I Chose Offrs
Offrs is one of the best places to purchase real estate leads because it uses predictive analytics to identify homeowners most likely to sell, offering high-quality, targeted leads. Its Smart Data feature analyzes over 200 data points to ensure agents receive leads with a high probability of conversion.
Offrs is the only predictive analytics company that guarantees a certain number of leads: 30 leads per month in your targeted ZIP code and 90 leads within five ZIP codes if you upgrade to the premium package. Offrs is great for agents because these leads are targeted at sellers who are ready to list. And you know what they say—leverage those listings to get even more leads.
Additional Features
- Starting monthly prices:
- 10 cents per month for each lead
- $400 per month for leads in one ZIP code
- $800 per month for exclusive leads in one ZIP code
- RAIA (AI-powered lead conversion): $499 per month
- Premium: $799 per month
- Premium + ISA: $1,199 per month
- ROOF Lead Platform: ROOF is a great feature that acts as an inside sales agent (ISA). ROOF will contact, qualify, and convert your leads to be ready for you. One of the biggest points in buying real estate leads is ensuring you can follow up and convert. This feature solves that pain point.
- RAIA (AI chatbot): Offrs’ RAIA (real estate artificial intelligence advisor) uses SMS and email to qualify leads. It leverages advanced AI to predict homeowner selling behavior, offering agents accurate leads.
3. REDX: Best for Prospecting Leads
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Why I Chose REDX
REDX is an outbound real estate lead marketing system that provides data on property details, FSBO and expired listings, and contact information for buyers and sellers. This data is organized in VORTEX, its customer relationship manager (CRM), to help agents in their outbound prospecting. REDX is ideal for budget-conscious agents willing to invest time in phone or door-knocking. Success with REDX requires consistent effort and a proactive approach to lead gen. So, if you’re going with REDX, practice your cold-calling scripts and have your CRM handy.
Additional Features
- Starting monthly prices:
- Expired Leads: Starting at $69.99
- GeoLeads: Starting at $69.99
- FSBO Leads: Starting at $49.99
- FRBO Leads: Starting at $59.99
- Preforeclosure Leads: Starting at $49.99
- Ad Builder: $49.99
- Brand Builder Social Video Edits: $267
- Brand Builder UNLIMITED: $899
- Brand Builder Social Management: $699
- Power Dialer Products: Starting at $59
- Vortex®: Free with any subscription
- Power Dialer: The Power Dialer helps agents connect with more prospective clients by automating the dialing process, saving time, and increasing efficiency. It has up to four lines, so you can make the most of your prospecting calls.
- Ad Builder: For only $49.99, REDX’s Ad Builder simplifies creating and managing social media ads for agents. It customizes the audience who’ll see ads, ensuring their brand is seen by homeowners likely to sell.
4. Zurple: Best for Digital Marketing and Automation
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Why I Chose Zurple
Zurple is another place to purchase real estate leads. It generates leads using community-specific landing pages that capture contact information in exchange for home valuations or IDX searches. If you’re a tech-savvy agent seeking robust analytics, Zurple might be your ideal fit. Its seamless integration with Facebook and Google Ads can benefit agents with a strong online presence. Additionally, Zurple’s automatic follow-up tools make it a great choice for agents who are not using their CRM to its highest potential.
Additional Features
- Starting monthly prices:
- Basic Package: $309
- Auto Leads: $448
- Additional Sites: $100/month per site
- Pipeline Boost: $609
- Lead-capturing Websites: Zurple’s lead-capturing websites are branded, customizable IDX sites that display up-to-date MLS listings and property search features. These sites include lead capture tools like forms for scheduling showings and requesting home valuations, converting visitors into potential clients.
- Pipeline Boost: Pipeline Boost is a cost-effective solution that helps agents grow their databases through targeted Instagram and Facebook ad campaigns managed by experts. It generates buyer leads interested in specific listings and engages them automatically with personalized email and text messages.
5. CINC: Best for Paid Search Advertising
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Why I Chose CINC
CINC is an excellent platform to buy leads in real estate as it uses Google and Meta to generate leads via hyper-local advertising done for you by the CINC team. Instead of only advertising, CINC funnels leads directly into its proprietary system using paid search, remarketing campaigns, and cash offer ads. This approach ensures potential clients are reached and directed into a streamlined management system. If you already have a solid digital footprint, I’d recommend investing in CINC, which can widen your reach even more.
Additional Features
- Starting monthly prices: CINC’s all-in-one lead generation platform starts at $899 per month for single agents and $1,299 per month for teams. For more details about pricing for the Guaranteed Sales Program and additional advertising promotions available to new clients, please reach out directly to a CINC sales rep.
- CRM and Mobile App: The CRM and mobile app are top-notch, and with artificial intelligence (AI), CINC nurtures and responds to your leads 24/7, no matter when they engage with your ads. That way, you can always ensure that you take care of your leads promptly and automatically.
- Alex (CINC AI Bot): Alex engages with leads by sending personalized messages, thereby streamlining communication and enhancing lead conversion rates. It’s available 24/7, ensuring timely responses to potential clients.
6. SOLD.com: Best for Preferred Agent Network + Referral Leads
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Why I Chose SOLD.com
SOLD.com is a pay-at-closing real estate lead company designed to connect real estate agents with motivated buyers and sellers. It uses data-driven insights and proprietary algorithms to match you with serious clients. You create your profile, set your preferences for leads, and convert the leads you’re sent. However, I’ve seen some reviews stating that if an agent is new and signs up, they may not see many leads. So if you’re a new agent, I’d recommend signing up, but don’t expect a flood of leads to come your way.
Additional Features
- Starting monthly prices: Signing up on SOLD.com is free, but agent referral fees are undisclosed as of this writing.
- Agent Portal: Upon logging in, agents can view their wins, losses, and the number of their SOLD.com leads. They can also check their agent ranking within their ZIP codes and explore opportunities to boost their rankings and get more referrals.
- Marketplace: As members of SOLD.com’s referral network, agents gain access to vendor offers in the Marketplace. These offers include discounts, educational resources, and sales performance incentive funds (SPIFs).
7. Zillow Premier Agent: Best for Buyer Leads
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Why I Chose Zillow Premier Agent
If you want more buyers leads real estate, Zillow Premier Agent (ZPA) should be on your radar. Zillow places advertisements for participating Premier Agents next to listings on its platform. When consumers select you, they fill out a quick form with their contact information, and Zillow sends you that information. Most of these leads are going to be buyers who are near the top of the funnel. Becoming a ZPA widens your reach, as you’ll receive premium placement on Zillow and its network sites like Trulia, StreetEasy, and RealEstate.com.
Additional Features
- Starting monthly prices:
- Price starts at about $1,000 for major metro markets
- For markets outside of major metros, Premier Agents pay between $300 and $500
- Third-party CRM Integrations: ZPA integrates with various CRMs, allowing agents to manage and nurture their leads from multiple platforms seamlessly. Some CRMs that can be integrated into Zillow include Top Producer, Follow Up Boss, and Lofty.
- Training Resources: ZPA offers a range of training resources for agents, including courses and guides designed to improve lead gen and client management skills. These resources help agents use Zillow’s tools effectively, maximize their presence, and enhance their overall business performance.
8. zBuyer: Best for On-demand Leads Generated via Cash Offer
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Why I Chose zBuyer
zBuyer maintains a solid commitment to customer satisfaction that some of the larger software companies can’t match. It has an excellent track record of supplying valuable, verified leads by targeting potential sellers’ interest in cash offers and directing them to HousingNow.com. The site is similar to Zillow, where buyers can browse listings—after inputting their contact information.
What makes zBuyer different is its process of verifying leads for agents to ensure they are ready to transact. While the leads aren’t exclusive, zBuyer only shares each with a maximum of six agents. So, if an area has that many agents already active, it will be sold out.
Additional Features
- Starting monthly prices:
- $400 per month minimum (leads cost between $12 and $17 each)
- No contract or startup fees
- Lead Count Guarantee: When you sign up with zBuyer, you can select the monthly number and type of leads you want to receive, such as 20 buyer leads and 15 seller leads. If these numbers aren’t met, zBuyer will provide additional leads or adjust the price for the following month to ensure you reach your target.
- Lead Replacement: zBuyer ensures agents receive a replacement for every bad lead, maintaining the value of their investments. This extra layer of security allows agents to focus on engaging with viable prospects.
9. Catalyze AI: Best for AI-driven Listing Leads
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Why I Chose Catalyze AI
Catalyze AI uses over 400 million data points to predict hot listing leads accurately. Unlike other platforms, it specializes in providing exclusive inheritance-based seller leads that are likely to list properties. With no setup fees and flexible plans, Catalyze AI delivers leads monthly without requiring a contract, allowing agents to access high-quality leads with minimal commitment. If you have experience with probate leads and a fixed marketing budget, Catalyze AI may answer your “Where to buy real estate leads?” dilemma.
Additional Features
- Starting monthly prices:
- $360 per month for 30 leads under $1 million
- $450 per month for 30 leads over $1 million
- Radius-based Leads: I love how Catalyze AI offers leads within a 20-mile radius of your search area, allowing agents to focus on local markets.
- Predictive Analytics Tools: Catalyze AI uses advanced techniques that combine real-time and historical data, behavioral analytics, and event-driven insights to predict which homes are most likely to sell.
Frequently Asked Questions (FAQs)
Does buying leads for real estate work?
Of course! But leads aren’t cheap. Success depends on your ability to convert these leads into clients. Many agents try buying leads and give up when they don’t see immediate results. Maintaining consistent communication and establishing trust are essential to maximizing the value of real estate buyer leads.
Where do realtors get most of their leads?
Realtors get their leads from various sources, such as referrals, personal connections, social media, email campaigns, and advertisement websites like Craigslist. Additionally, many agents rely on open houses and community events because they attract a wider audience.
Is it worth it to pay for leads?
Paying for leads is worth it if they are high quality and you have a solid follow-up system. Buying leads can provide a consistent flow of potential clients. However, you’re responsible for evaluating the cost per lead and conversion rates to ensure a good return on investment.
Is it worth it to buy leads on Zillow?
Buying leads on Zillow can be beneficial because of the Zillow network’s broad reach among homebuyers and sellers. Its platform, Zillow Premier Agent, boosts the visibility of agents’ profiles, allowing you to get more leads than non-Premier agents. However, it can be costly for newer agents. So ensure you’re extra diligent with following up to convert your leads.
Methodology: How I Chose the Best Places to Buy Real Estate Leads
Our team of expert researchers, agents, writers, and editors at The Close evaluated dozens of lead generation companies to find the best places to buy real estate leads. We analyzed each platform and based our top choices on the following criteria:
- Pricing: We looked at the average price per lead for buyer and seller leads, exclusive leads, subscription costs, the minimum required ad spend, and whether a contract is required.
- General Features: This category covers the main features of each lead generation company. This includes lead-capture tools, lead management, built-in CRM, multiple integrations, mass marketing tools, analytics and reporting tools, and IDX websites.
- Advanced Features: Do these lead gen companies offer advanced features? Some notable advanced functionalities include lead scoring, lead nurturing, team distribution, scripts, and AI tools.
- Reputation: I assessed each lead generation company’s reputation by considering feedback from verified users.
Read more about our methodology here.
Your Take
Getting paid real estate leads isn’t the only strategy for success in the industry, but it is an essential part of your business development. Where do you buy your leads? Did your favorite make it to our list? Let us know in the comments!
The post The 9 Best Places to Buy Real Estate Leads in 2024 appeared first on The Close.
In this report, you’ll find a high level snapshot of the trends shaping the market for each neighborhood across Hawai’i. The full report is available here: Hawai’i Q2 2024 Market (Micro) Insights Report.
The post Hawai’i Quarterly Market Insights Report: Q2 2024 first appeared on California Real Estate Blog.
In this report, you’ll find a high level snapshot of the trends shaping the market for each neighborhood across the SoCal region, from the Central Coast to Orange County. The full report is available here: SoCal Q2 2024 Market (Micro) Insights Report.
The post SoCal Quarterly Market Insights Report: Q2 2024 first appeared on California Real Estate Blog.
Cold calling can be a highly effective and rewarding strategy for agents to generate new leads and build their client base. Experienced agents will tell you it’s an essential part of lead gen, while others claim it isn’t worthy of the anxiety and frustration. But at The Close, we believe that success in cold calling comes from preparation and persistence. To help get you started, I put together these tried-and-tested real estate cold calling scripts, why they work for prospective clients, and some tips for improving your cold calling skills.
Download the Best Real Estate Cold Calling Scripts
Before Cold Calling
Before you begin cold calling, you need to be aware of the regulations such as the Telephone Consumer Protection Act. The National Association of Realtors established guidelines to know your responsibilities as a cold-calling agent. Here are the main points:
- Obtaining consent is essential when cold-calling potential clients.
- Agents must ensure they do not reach out to the numbers listed on the Do Not Call (DNC) registry. Always check your call list against the DNC registry to avoid violations.
- As agents, you are responsible for complying with other state-specific regulations. These include registration, call time restrictions, and penalties for telemarketing violations.
1. Expired Real Estate Listing Cold Calling Script
Expired listing cold calling scripts for realtors can be tricky, especially when homeowners are inundated with calls from numerous agents, often on the same day. Stand out from the competition with this script from REDX.
Hi, is this the homeowner? I’m [your name] with [your company].
You know, I work in [neighborhood], and I noticed that your home was no longer for sale. Are you planning to put it back on the market?
Listen—they will sometimes say “maybe later” or “not for a while.”
I can understand why you might feel pretty discouraged—it’s a great house. Any idea why it didn’t sell? Did you get any offers?
Listen to what they have to say.
I was just surprised to see it on the market for [how many] days. I assumed it would be gone in a few weeks. What made you all decide to sell? Where are you moving to?
I know you’ve likely had quite a few agents calling you, but as I said, I’ve worked in the neighborhood for [#] years, I know this neighborhood, I’ve sold homes in this neighborhood, and I’d love a chance to sell your home or at least take a tour and see what might be holding it back.
Would you mind if I came by this Saturday at [specific time]? I’m happy to give you some feedback.
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Why it works: In this expired listing script, the agent isn’t pretending they’re the only game in town. Instead, they openly acknowledge their competition, which provides a fantastic opportunity to say, “While I recognize you’ll hear from many agents, I bring a deeper understanding of the neighborhood. Here’s why I’m uniquely qualified to represent you.” Also, extra points for this script for cold calling real estate for using a specific day and time to set up an in-person meeting.
2. Basic FSBO Cold Calling Script
Many real estate agents consider the FSBO prospect a perfect lead for cold calling. The owners have already announced to the world that they want to sell—all you have to do is convince them they need your help. David Hill’s excellent real estate cold-calling scripts help you navigate a seller’s concern about saving money.
I’ve added some mock responses to this script so you can practice hearing “no” and learn how to overcome those initial rejections to get a listing appointment.
AGENT: Hello. This is [your name] calling from [brokerage]. I noticed you have a house for sale in my coverage area. Is it still available?
LEAD: Yes.
AGENT: Great, are you working with real estate agents?
LEAD: No.
AGENT: OK, I know the area well, and I’m wondering how much you’re asking for the house.
LEAD: $264,900.
AGENT: If I had a buyer who would be a fit, would that be helpful for you?
LEAD: Yes.
AGENT: Great. I’d like to schedule a time to come by and look at the house to see if it would work for any of my clients. I’d also like to share some of the things we do to help people like yourself sell their homes. Do you have time this afternoon, or would tomorrow work better?
LEAD: I really don’t want to work with an agent. If you have someone serious, you can send them by, but I’m not looking to sit down for a sales pitch with an agent.
AGENT: Sure, I can appreciate that. Let me ask you this: Why did you decide to sell your house without hiring a professional agent?
LEAD: Well, I wanted to save money, and a 5% or 6% commission would be a lot.
AGENT: Yeah, I can understand that completely. Interestingly enough, 90% of the owners I speak with who are selling themselves tell me the same thing. If I could show you how I could net you that 6% back, or possibly even more money, by using our services, would that be something you’d be open to?
LEAD: Well, basically, what we’re trying to do is break even. We bought the house two years ago, and the value hasn’t really gone up.
AGENT: So, what is the main reason for your sale?
LEAD: No, I’ve been transferred. We’re moving to Arkansas.
AGENT: Oh, congratulations. And when will you need to be in Arkansas?
LEAD: We need to be in Little Rock in 90 days.
AGENT: Gotcha. So the clock’s ticking for you. And if the house doesn’t sell in 90 days, what’s your plan B?
LEAD: Well, we’ll have to go — the house will just be empty.
AGENT: Oh, yeah, I’d hate to have that happen to you. Would that be a win for you if I could sell the house, have you break even, and get it done before you get to Arkansas?
LEAD: Yeah.
AGENT: OK, perfect. Why don’t we meet? I’d love to see if I can do that for you. I’ll be 100% honest with you. If I can do it, I’ll let you know. If I can’t, I’ll let you know that as well. How does that sound?
LEAD: Yeah, that’s fine. If you want to give it a shot, you can come on over.
AGENT: Awesome, thank you. I’ll see you this afternoon at four. Will that work?
LEAD: Sure, see you then.
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Why it works: This is a great script for an FSBO because it’s direct. The agent isn’t afraid to ask why they aren’t using a professional. And for every reason, this agent has an answer. The object here is to get in front of the seller, and this agent does that by thoughtfully addressing each of their concerns.
Note that there’s no haggling over the commission. Try to refrain from making any commitments regarding numbers. Instead, ensure you hear and understand the prospect’s wishes and concerns. You can always say, “I’m making a note of that…,” which shows that you’re listening but not making any promises.
3. Advanced FSBO Script: The Diagnostic
I like this thorough script from AgentFire, which keeps the conversation going with thoughtful questions. By actively listening to the seller’s responses, you’ll be able to identify their pain points and effectively demonstrate how you will resolve them.
Hi, this is [name] from [brokerage]. I noticed you have a home for sale at [address]. Is it still available? May I speak with the owner of the house?
I understand you’re selling the home yourself, and I respect that. I was just wondering if you are cooperating with buyer’s agents. And by cooperating, I mean, if one of my clients were to make an offer, are you willing to pay me the standard [insert your percentage here] commission in our area for the buyer side only?
If yes:
OK, that’s great! Could you tell me a little more about your home?
Ask about details such as room size, age of home, what the neighborhood is like, etc.
I have a few buyers right now, and they could be interested in your home. Can I come by and look at the property before bringing my clients?
If no:
I understand. By the way, I was wondering how much you’re asking for the house.
($xxx,xxx)
Let me ask you something. What made you decide to sell your home without hiring a professional agent and without cooperating with buyer’s agents?
(I don’t want to pay that much for a real estate agent, I had a bad experience with an agent, my son is a computer wiz who can list the home online, etc.)
I see. In fact, you’re not the only one that feels that way. Lots of folks who are selling their own homes have told me the exact same thing. Again, I respect your decision to sell on your own. But assuming that I could show you a way that I could net the [$xxx,xxx] you want for the house, possibly even more, by using our marketing plan, would you be open to it?
(I just want to get rid of my home, I don’t want to complicate things, a lot of Realtors have told me the same thing, etc.)
I hear you. If I may ask, what’s the main reason for your sale?
(We’re moving to a home closer to my workplace, we’re downsizing, we don’t like this neighborhood, the monthly payment is too high, etc.)
OK, that makes sense. [Congratulate the buyer if the move is a positive one]. And when do you need to be in your new home?
(In 2-3 months.)
Gotcha. So you have at most [number of days] to sell your home, do all the paperwork, and deal with the move. So what happens if your home doesn’t sell by then? Do you have a backup plan?
(I don’t know, I’d rather not think about it, we’ll deal with it as we go along, stay with my parents, rent an apartment, etc.)
Sounds like you’re not too happy about any of those options. Hypothetically, let’s say that I was able to sell your home, get you the highest amount the market is willing to pay for it, and help you avoid [unpleasant backup option]. Would that be a win for you?
(If you could do all of that, yeah, I guess it would.)
Tell you what: Why don’t we meet for a short 20-minute chat? We’ll take a look at your situation, do a property analysis, and I’ll let you know if I can make it happen. If I can’t, I won’t waste your time. I’ll tell you immediately.
(OK, why not? Let’s see what you have.)
Great! I’m available this afternoon at 5 p.m. Would that work for you?
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Why it works: As with the Basic FSBO script, the agent’s goal is an in-person appointment. In this cold calling script for real estate, the seller feels heard because the agent asks thoughtful questions and validates their concerns while still offering a solution. This script is sure to set the tone for a great in-person conversation. Additionally, “I have a few buyers who might be interested in your property” is genius because it gets your foot in the door. Anyone who’s ever sold a house knows this is music to a seller’s ears!
4. Circle Prospecting Cold Calling Script
Circle prospecting is a great way to increase your exposure in neighborhoods where you’re already active. Deploy this circle prospecting script from the indelible Ricky Carruth to go after homes in neighborhoods where you’re the listing agent.
Hello, is this [Mr./Mrs. Name]? Hey, [Mr./Mrs. Name], this is [your name] with [your company].
How are you today? That’s good. Me too. Just enjoying this good weather outside. Isn’t it gorgeous today?
Pause and let them talk. Listen to what they say. Chances are high that you get into a conversation about the weather, back and forth. This will set the comfort level of the call. If it’s raining, talk about how nasty it is today. Adjust your opening to what the current weather is doing. When this part of the conversation is over, transition into the reason for your call.
Well, look, I don’t want to take up too much of your time today, but I wanted to let you know [market information, like “a house/condo was just listed in your neighborhood/complex” or “a house/condo just sold in your neighborhood/complex”]. I didn’t know if there was anything I could do for you regarding buying or selling real estate at this time.
Pause and listen. If they say yes, follow up and make a deal happen. If they say no, continue below.
I gotcha. Well, is there an agent in the area that you would work with if you did buy or sell in the area?
If the answer is no: OK, well one day you will want to buy or sell, and I would like the opportunity to work with you when that day comes. Would it be OK if we stayed in touch?
If they say yes: Great! What is your email address?
Awesome. Thanks so much. I look forward to speaking again soon!
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Why it works: The great Ricky Carruth understands that not every cold call leads to a listing or in-person meeting. However, he considers a cold call successful if he can secure an email address. Put that email into an email marketing drip campaign, and with some top-notch lead nurturing, you might just be their new agent.
5. Open House Invitation Cold Calling Script
Here, Kevin Ward leverages all of the work that goes into hosting an open house by using it as a reason to cold call and extend personal invitations. This strategy becomes extra effective when you customize it to your unique situation.
Hi, my name is [name] with [brokerage].
I wanted to let you know about an open house event we are going to be holding for the [owner name] family over on [address] this [day] from [start time] to [end time]. You know where that is? I wanted to invite you to come by and take a look. [Mention any special treats or refreshments, etc.] And also I wanted to find out a few things from you:
Choose one question from the list to focus on:
- Do you know anyone who would like to move into our area? What are they looking for in a new home?
- Just out of curiosity, when do you think you might be ready to make a move of your own?
- If their time frame is 60 days or less: It sounds like our next step would be to schedule a time to get together and discuss the best way to make all this happen for you. Which would be the best time for us to get together, Monday at 4:15 p.m. or Tuesday at 4:15 p.m.?)
- How long have you lived here? Where did you move from? What brought you to this area?
- If you were to move again, where do you think you would go next?
- And how soon would you like to do that?
- If their time frame is 60 days or less: It sounds like our next step would be to set up a time to get together and discuss the best way to make all this happen for you. Which would be the best time for us to get together, Monday at 4:15 p.m. or Tuesday at 4:15 p.m.?
- If their time frame is 60 days or more: Fantastic! I look forward to hearing more about that at the open house on [date and time]!
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Why it works: This is another opportunity to get in front of people. If you personally invite someone to come to an open house, not only are you meeting them in person, but they are getting to see you in your element! Additionally, I appreciate Kevin’s enthusiasm throughout—this script serves as a good reminder to be upbeat, friendly, and positive! Of course, people on the other end of the phone can pick up on fake sales telemarketer friendliness instantly, so make sure you’re being your authentic self.
6. Script Responding to an Online Buyer Query
If your marketing, website, and landing pages are doing their job, you should have leads filling in their information to get home valuations, property listings, and valuable free content. Now that you have this contact information, what do you do with it? This script is the perfect way to introduce yourself to buyer prospects and start what is sure to be a profitable conversation.
Hi, I’m [name] with [brokerage]. I received your information from the form you filled out online requesting [a neighborhood report/property information]. Do you remember filling out this form? Is now a good time to talk?
I called to confirm that you received the information I sent you, introduce myself, and answer any questions you might have. I have been an agent in [area] for [x] years. Last year was a record for me, actually—I sold [x] homes and helped [x] people find new homes, many in the area you’re interested in. That community is truly unique; it offers [list features of the neighborhood/community].
I know for a fact that some new homes are coming on the market soon in [community of interest to the lead]. Would you be interested in seeing some of them or perhaps meeting to discuss your home-buying needs?
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Why it works: This script is professional, helpful, and concise. If someone is starting their homebuying journey, they will appreciate this agent’s communication style. While it’s not a true cold call since the lead has already made the first move, treating it like any other cold call will set you up for success with cold and warm leads.
I also love that the agent has confirmed that the potential homebuyer did fill out the online form. This further qualifies a lead and shows that the agent respects the lead’s time and wishes. It’s basically getting permission from the lead to make a pitch.
7. Real Estate Cold Calling Voicemail Script
According to Pipedrive, 80% of calls go to voicemail, which means leaving the right message needs to be an important part of your real estate cold-calling strategy.
Hi [first name], this is [name] with [ brokerage].
I’m calling because [reason for calling], and I would love to hear your thoughts. I will follow up with you [how and when], or you can call me back at [number]. I look forward to connecting with you soon!
Or, if it’s a second call:
Hi [first name], this is [name]. You mentioned [fill in the blank] when we spoke last week. I just wanted to follow up with you and see how things went. Let’s talk again soon!
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Why it works: This option is great for real estate agents new to cold calling. Some strategists argue that leaving a voicemail can turn a cold call into a lukewarm one. It establishes who you are and why you’re calling in a warm and friendly tone, but it doesn’t include your pitch. The goal is to secure that following conversation when they call back or you make a follow-up call.
Tips for Leveling Up Your Cold Calling
Real estate cold calling requires much more than picking up the phone and dialing a random number. If you want to excel at cold calling as a lead generation strategy, here are some tips to follow and remember:
Tip 1: Prepare & Maintain a Positive Attitude
Build a strong opening that you feel comfortable with. Start with a friendly greeting and a clear introduction to why you’re calling. Or, mention something interesting, like a recent market activity or a specific property, to capture interest. Practice your opening real estate script with a friend or a colleague until it feels natural and confident. This sets the tone for the rest of the call, so ensure you’re optimistic about engaging your prospect.
If you get rejected, don’t take it personally. Rejection is a natural part of cold calling. Every agent gets rejected at some point. Instead of feeling discouraged, view each rejection as an opportunity to learn and improve your real estate cold calling script. Remember, persistence and a positive attitude are vital to turning cold calls into successful connections.
Tip 2: Let the Math Motivate You
A study by Baylor University on real estate cold calling revealed that, on average, it takes 209 calls to secure one listing appointment or referral. While this may seem daunting, here’s a silver lining:
A dedicated real estate professional making 100 calls daily, five days a week, can generate about two weekly listing appointments or referrals. Over a year, assuming you work 50 weeks, this results in around 100 prospecting appointments annually. So, rather than focusing on real estate objections, rejections, wrong numbers, and hang-ups, concentrate on the positive outcome of determination. The numbers work in your favor; consistent effort will lead to more listings.
Tip 3: Use an Auto-dialer
An auto-dialer keeps you focused and gets you through your call list faster. It can decrease your phone time by more than half. REDX’s Power Dialer claims to boost your call volume by over 400%. Wouldn’t that be more productive?
If you aren’t familiar with REDX, it is an essential tool for cold callers. It gathers all your expired, FSBO, FRBO (for rent by owner), and preforeclosure leads in one place. By aggregating data across the web, the platform compiles contact information into a single dashboard. Then, you can use the built-in auto dialer to knock down your call list every day efficiently. Want to start booking more listing appointments? REDX is offering to waive its $150 setup price for The Close readers.
Tip 4: Mind Your Timing
New agents often wonder about the best time of day for cold calling to achieve the best results. While opinions may vary, data from a Baylor University study indicates that the most productive time for cold calls is between 10 a.m. and 2 p.m. On the other hand, the least effective time to make calls is in the evening, after 5 p.m., as people are winding down from their day and may be less inclined to engage.
Start with these recommended times, and adjust based on your experience. Consistently calling during optimal times can increase your chances of securing appointments.
Tip 5: Track Your Results
Tracking your results is essential for improving your cold calling strategy. Record which real estate phone scripts yield the highest success rates and the most effective times to call.
Using the right tools enhances productivity and keeps your effort organized. With that, we suggest a good customer relationship management (CRM) tool where you can track your calls, the days and times you called, the number of conversations, as well as rejections. If you’re looking for an affordable, full-featured CRM, consider one of our top picks, LionDesk.
Tip 6: Always Follow Up
After the initial cold call, send a thank-you text message or email to reinforce your conversation and keep the prospect engaged. And just like your initial cold calls, time your follow-ups to avoid annoying your prospects. Remember, following up regularly and respectfully shows persistence and professionalism.
FAQs: Real Estate Cold Calling Scripts
How to do cold calls in real estate?
Start by researching and listing down potential leads, such as expired listings and FSBOs. Then, prepare your cold calling scripts real estate, and ensure you’re comfortable by reciting them out loud. Determine the best times to call, typically mid-morning to early afternoon, to maximize chances of reaching prospects when they’re available. It might sound complex, but everything will feel natural once you’ve gotten past a dozen calls.
What is the best cold call opening line for real estate agents?
A strong cold call opening line or LPMAMA script should be friendly and direct. You can begin by saying: “Hi, this is (your name) from (your company). I help homeowners in (your area) get top dollar for their properties. I’m calling to offer you a free home valuation and to answer any questions you might have about selling a home. Do you have a few minutes to discuss?” This approach can capture their interest and make them engage.
What are the 4 pillars of real estate cold calling?
The four pillars of real estate cold calling are preparation, rapport building, value proposition, and follow-up. Preparation involves research and writing your real estate prospecting scripts. Rapport-building is about delivering your real estate cold calling scripts clearly and confidently while establishing a connection. The value proposition is letting potential clients know about your services and how your expertise can help them. Lastly, following up means nurturing your relationships over time.
How to introduce yourself as a real estate agent sample script?
Introducing yourself during a cold call is much like presenting yourself when you’re door knocking. Start your cold calling script for real estate with: “Hello, this is (your name) from (your brokerage). I specialize in helping homeowners in (neighborhood) with their real estate needs.” Be polite, straightforward, and professional.
Bringing It All Together
Mastering real estate scripts for cold calling can be daunting. If you’ve wondered whether cold calling is the right strategy for you, try out our seven tested and proven scripts. Have you ever tried cold calling a potential client? How did it go? I want to hear your experience in the comments!
The post 7 Proven Real Estate Cold Calling Scripts for Fearless Lead Gen appeared first on The Close.
Working in real estate means working with all kinds of clients, including those going through a divorce. These situations can be tricky but very lucrative if you know how to handle them properly. This guide gives you everything you need to work with divorce leads for realtors. I will cover why they are different from other leads, tips on how to get divorce real estate leads, and insights from other professionals in our industry.
Understanding Divorce Leads in Real Estate
As real estate agents, we help people with one of the largest financial purchases of their lives. In divorce situations, the couple has to sell their largest asset—sometimes unwillingly. This makes these types of transactions very volatile, and a real estate agent must handle them with the utmost care. Divorce real estate listings are not for the faint of heart. You must be discerning in your communication with both sellers and keep them focused on the one thing they must do—sell the home.
Divorce leads for realtors can be lucrative if you know what you are doing. Here are a few potential benefits of working with divorce leads:
- High motivation to buy or sell: Clients going through a divorce are often highly motivated to sell their home quickly. Also, each party may need to purchase a new home, potentially resulting in multiple transactions from a single lead.
- Increased future listings: Divorce leads can contribute to a steady stream of new listings for future income.
- Potential for repeat business: Clients who feel supported and understood during a difficult time are likelier to recommend your services to friends and family or return to you for future real estate needs (especially because they’ll both need someplace to live after selling).
- Building trust and empathy: Building trust with these clients can set you apart from other realtors and develop long-term relationships. They need someone who can empathize with their situation and provide compassionate guidance.
- Collaboration with other professionals: Handling divorce real estate leads often involves working closely with other professionals such as divorce attorneys, mediators, real estate investors, and financial advisors. Establishing strong relationships with these professionals can lead to a reliable referral network, which enhances future business opportunities.
- Emotional reward: Helping clients navigate a difficult period and find new beginnings can provide a deep sense of satisfaction and professional fulfillment.
If you are someone with a deep compassion for others coupled with the ability to tackle emotional and legal complexities, learning how to become a divorce listing agent may be just what you need to thrive in a niche market.
How Divorce Leads Differ from Other Leads
Unlike typical transactions, working with divorcing couples requires a gentle approach that takes into account how emotional this process will be for them. These leads demand a higher level of sensitivity in handling every issue, even down to simple phone calls.
I’ve personally worked with couples in high-stress divorce situations, and even the smallest detail can derail an entire transaction if one party reacts poorly. Often, it’s not about you as the agent but rather the message you’re conveying from the other spouse.
Let’s take a look at what makes these transactions different and how to handle common issues.
| Issue | Reason | Action |
|---|---|---|
| Heightened sensitivity | Clients in the midst of a divorce are dealing with significant life changes and stress, which can affect their decision-making process. | Approach these clients with empathy, patience, and a deep understanding of their unique circumstances. |
| Dual decision-making | Both parties may have differing opinions and priorities regarding the sale of their home, leading to conflicts and delays. | Effective communication and mediation skills are essential to help both parties reach a consensus and proceed with the transaction. |
| Urgency and time constraints | Divorce proceedings often come with specific timelines and court-mandated deadlines | Be prepared to act quickly and efficiently to meet time constraints while providing quality service. |
| Complex negotiations | Additional considerations may include splitting proceeds, addressing outstanding debts, and ensuring a fair division of assets. | Be ready to handle these complexities and work with legal professionals to ensure a smooth transaction. |
| Emotional support | Clients going through a divorce are likely experiencing a wide range of emotions, from sadness and anger to relief and hope for a new beginning. | Demonstrate empathy and prepare yourself to handle emotional outbursts or indecisiveness. Provide reassurance, listen to concerns, and offer guidance throughout the process. |
| Legal complexities | Divorce transactions typically involve coordination with legal professionals such as divorce attorneys and mediators, as court orders or divorce settlements may dictate specific terms for the sale of the property. | Understand the legal implications of divorce on property sales, including how to handle joint ownership, court orders, and settlements. |
| Privacy and confidentiality | Clients may be concerned about personal information exposure or their situation being discussed publicly. | Handle all communications and documentation with the utmost discretion to maintain clients’ trust. |
| Financial considerations | Divorce can have significant financial impacts for both parties, such as outstanding mortgages, debts, and tax implications. | Provide accurate information and guidance on these matters to help clients make informed decisions and avoid financial pitfalls. |
Tips for Working with Divorce Leads
When working with clients going through a divorce, here are some practical tips to make the process smoother and more supportive:
-
Tip 1:
Build Trust Through Empathy: Show genuine care and understanding for their situation to build trust from the start. -
Tip 2:
Know the Legal Landscape: Familiarize yourself with divorce-related real estate laws and work closely with legal professionals to navigate complexities. -
Tip 3:
Keep Communication Clear: Facilitate open and transparent communication between all parties involved to avoid misunderstandings. -
Tip 4:
Be Proactive and Meet Deadlines: Stay on top of timelines set by court orders or agreements to demonstrate reliability and professionalism. -
Tip 5:
Team Up With Experts: Collaborate with divorce attorneys, mediators, and financial advisors to provide comprehensive support throughout the process. -
Tip 6:
Maintain Neutrality: Stay impartial and focus on facilitating a fair transaction without taking sides in any disputes.
In addition to tips for handling divorce leads for realtors, we should also take a look at the pros and cons of being involved in these types of transactions.
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Borrowed Wisdom on Divorce Leads
While I’ve got a lot of advice and tips here, gathering as many strategies as possible from experienced experts is beneficial. It will give you an arsenal of strategies to try when working with divorce leads.
Check out the The Reverse Selling Podcast—Unlock Endless Listings With The Divorce Real Estate Niche—on finding your unique niche to start thinking about whether or not this divorce lead is right for you.
How to Get Divorce Leads for Realtors (+ Tools)
There are many ways to find divorce real estate listing leads. The last thing you want is to upset someone going through a tough divorce. It’s all about building trust and showing empathy. It’s key to use a mix of networking, online marketing, and social media strategies that fit the unique needs of clients dealing with divorce.
Build a Referral Network
Connect with divorce attorneys, therapists, and mediators who often work with clients in divorce situations. Building relationships with these professionals can lead to valuable referrals. Also, try connecting with relocation professionals, specifically military relocation professionals. They see many different types of divorce situations, and their job is to connect people with agents like you. Don’t be afraid to attend local events, join organizations, and keep in touch with everyone you meet regularly.
Platforms like SOLD.com allow agents to join their referral networks to connect with potential leads to list or purchase properties. Click the button below to check it out for yourself.
Use Online Marketing
Online marketing is crucial for reaching divorce leads. Start by optimizing your website with keywords related to divorce real estate. Consider running targeted ads on platforms like Google Ads or social media, where potential clients search for information about real estate and divorce. Creating blogs or videos that address common divorce-related concerns can also attract organic traffic and establish your expertise.
Market Leader offers direct leads or social media boosts with a paid subscription. Start building your online presence today.
Leverage Social Media
Social media platforms provide powerful tools to connect with potential clients going through a divorce. Develop a strategy with regular updates and engaging content. Use platforms like Facebook, Instagram, and LinkedIn to share tips, client stories, and information about your services. Engage in discussions in local groups or forums where people seek advice on real estate and divorce. Divorce affects anyone, from renters to the luxury market, so remember to mix it up and stay active in as many groups as possible.
Agent Crate helps you stay engaged on social media by providing branded content that can be automated to optimize your business.
Final Thoughts
If you decide you want to try to tackle divorce leads, make sure you do it with an empathetic and proactive approach. It’s all about understanding the complexities involved—both emotional and legal—to offer top-notch service and build strong client trust. By networking with professionals in related fields and using modern marketing tactics, we can guide clients through what may be their most difficult real estate journey. Remember, each deal is a chance to make a real difference in someone’s life. So, approach these challenges with compassion and positivity, helping others when they need it most.
Do you work with divorce real estate leads or have any coaching wisdom on how to find divorce real estate leads? Share some of your best advice or experiences in the comments.
The post Divorce Leads for Realtors: The Complete Guide appeared first on The Close.
Zillow Premier Agent (ZPA) is a paid advertising program that connects agents to buyers. It offers agents enhanced visibility on Zillow’s platforms, giving them priority placement in property listings and exclusive access to leads. However, with the platform’s lack of pricing transparency, is Zillow Premier Agent worth it? I evaluated its key features, weighed its pros and cons, looked into pricing, analyzed third-party reviews, and gauged whether it was worth the investment. Let’s dig in!
My Verdict on Zillow Premier Agent & Why You Should Trust It
As one of The Close’s staff writers, I have extensive research experience on various real estate topics and solution providers. I can provide readers with an objective and comprehensive review of Zillow Premier Agent, including an overall analysis of its strengths and limitations.
What is Zillow Premier Agent, and how does it work? In 2024, an average of 217 million unique visitors browse Zillow each month, searching for homes and real estate agents. Zillow Premier Agent leverages this site traffic, allowing agents, teams, and brokers to purchase display ads in specific ZIP codes across the Zillow network. This process helps capture leads who might be casually browsing properties long before they contact an agent. The platform then displays ads in key positions next to properties for sale, boosting Zillow Premier Agents to the top of the agent directory.
The biggest challenge with Zillow Premier Agent is the cost, which can be substantial, particularly in highly competitive markets. Agents must ensure they have the budget to sustain the investment and effectively convert the leads they receive. Additionally, the competition among agents on the platform can make it difficult to stand out and secure many leads. Therefore, having a solid profile and lead follow-up process is essential. If you want to guarantee you’ll get leads, consider pay-at-closing lead companies like Zillow Flex and Clever.
Zillow Premier Agent Alternatives
Zillow Premier Agent offers many advantages but is not the perfect fit for everyone. The cost and competition can be challenging for some agents, especially those just starting. If you feel Zillow Premier Agent isn’t the right platform, here are some alternatives worth considering.
| Platform | Why It’s a Great Alternative | Learn More | Ready to Purchase? |
|---|---|---|---|
|
It offers exclusive buyer and seller leads with a robust profiling and nurturing system. | Zurple Review | Visit Zurple |
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You’ll get a guaranteed number of exclusive leads every month. | Market Leader review | Visit Market Leader |
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It uses paid ads on Google, Instagram, and Facebook to target hyperlocal leads. | CINC Review | Visit CINC |
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Agents aren’t tied to a contract. Plus, the company offers free replacements for bogus leads. | zBuyer review | Visit zBuyer |
| Platform | Why It’s a Great Alternative | Learn More | Ready to Purchase? |
|---|---|---|---|
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It offers exclusive buyer and seller leads with a robust profiling and nurturing system. | Zurple Review | Visit Zurple |
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You’ll get a guaranteed number of exclusive leads every month. | Market Leader review | Visit Market Leader |
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It uses paid ads on Google, Instagram, and Facebook to target hyperlocal leads. | CINC Review | Visit CINC |
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Agents aren’t tied to a contract. Plus, the company offers free replacements for bogus leads. | zBuyer review | Visit zBuyer |
What Current Users Think of Zillow Premier Agent
The platform isn’t perfect. Our readers have varying opinions on Zillow, and it’s important to remember that every agent runs their business differently. Upon scouring the internet for Zillow Premier Agent reviews, we saw that as of writing, ZPA has a 4.7 out of 5 rating on Featured Customers based on 3,347 reviews and a 2.2 out of 5 rating on G2 based on 51 reviews. Here are some verified Zillow lead reviews from the platforms as mentioned earlier:
“What I find the most helpful, or my favorite feature is the dashboard. In the dashboard I am able to see all my past sales, reviews, current leads in my pipeline as well as past messages with clients.
What I dislike the most about Zillow Premier Agent is the pricing and availability of new leads. Multiple times I have wanted to branch out in to a new zipcode/area, however due to the pricing I have been hesitant and eventually decided against it. Most times I am unable and also unwilling to pay the specified price in order to get leads in a zipcode, only to be at the bottom of the list of suggested agents when viewing a property. Consumers are rarely going to scroll all the way down to one of the bottom agents shown and reach out/choose them. I also had ongoing issues with leads being interested in renting a property instead of outright buying, and I/my office does not deal with rentals/leases, thus wasting my money on a lead that could not be converted into a client/deal.”
“With over 6 years of sponsorship, I wonder how I could be any happier with the Zillow systems? I’ve always had a wonderful account representative who coached me on best practices. I’ve done my best to implement all of their advice and believe I’m a better real estate agent for it. Without Zillow whispering in my ear and always having my back, I’d just be another agent in a sea of Realtors. They’re more than just a lead, they’re a mentor and a coach, making sure I have everything I need to be a winner. It’s hard to say who the sponsor is in our relationship.”
“The downsides are the leads are of poor quality. Many of the leads are other agents and most of the others already have an agent and just wanted to ask a question.”
Key Features of Zillow Premier Agent
Obtaining leads is the most significant benefit of using Zillow Premier Agent, but there is more to this platform than just prospects. Some of my favorite ZPA key features include the following:
Zillow Premier Agent Profile
Agents can create a solid ZPA profile to stand out. A complete Zillow profile leverages the SHARP model, which stands for sales, headshot, advertising markets, reviews, and professional bio. This means you should claim all your past transactions on Zillow, have a current realtor headshot, work in the applicable markets, beef up your reviews, and spice up your agent bio.
If you have an active profile and your listing is on Zillow, you should be displayed first as the listing agent, regardless of your Premier status. But you won’t have that opportunity if you haven’t claimed the listing or are inactive on Zillow. Premier agents also appear next to their purchased share of every listing in their chosen ZIP codes (plus any of their listings, regardless of whether they are in their chosen ZIP code). This expands their exposure significantly.
Pro Tip
You should have an active profile on Zillow, at the very least. It’s free; you can use it to collect reviews, claim listings, and organically increase your brand visibility.
Third-party CRM Integrations
Zillow Premier Agent offers seamless integration with various third-party CRMs, such as Follow Up Boss, Top Producer, and Lofty (formerly Chime), which enhances lead management efficiency. For instance, ZPA supports two-way sync with Top Producer CRM, ensuring any updates on one platform reflect on the other.
Performance Analytics
Zillow Premier Agent offers analytics and tracking tools to help agents manage and optimize their lead performance. The platform has detailed reports on lead volume, response rates, and conversion metrics, allowing agents to see how well their advertising efforts are paying off. If you’re a team lead, ZPA’s performance analytics also track the effectiveness of team members and everyone’s lead volume and status, ensuring everyone contributes efficiently to your team’s overall success.
Training Resources
Zillow Premier Agent provides comprehensive training resources and education materials to support agents. These include courses and guides on using Zillow’s tools effectively, managing your ZPA advertising, using ZPA’s CRM, nurturing inactive customers, converting your leads, and more.
Zillow Premier Agent Pricing
Is Zillow Premier Agent free? Of course not. If you’re researching the pricing of ZPA, I’m afraid you won’t find it either. Zillow does not publish specific pricing details, as costs vary significantly based on several factors. You’ll need to contact Zillow directly to get accurate pricing information and discuss your particular market and advertising goals. However, I’ve gathered information from some agents that I hope will provide useful estimates.
How much do Zillow leads cost?
The cost for Zillow Premier Agent lead depends on four factors:
- Your ZIP code
- The average home price in your area
- The number of competing agents
- The percentage of leads you want to capture
According to some of our readers, leads can cost as low as $20 to $75 each in less competitive markets. However, in competitive and high-priced markets, the cost can rise dramatically, with some agents reporting leads costing $450 to $500 each.
How much does it cost to be a Zillow Premier Agent?
You’re probably wondering, “How much are Zillow leads per month?” Since Zillow does not provide market-specific pricing estimates, The Close reached out to agents in our network. Based on feedback from agents who are successfully profiting with Zillow Premier Agent, we found the following pricing estimates to be accurate:
- The typical monthly price for major metro markets starts at about $1,000.
- For markets outside of major metros, ZPA agents pay between $300 and $500 per month.
While we disagree with the company’s lack of price transparency, I still believe that Zillow Premier Agent is a valuable service that agents should consider in their paid lead generation strategies.
Methodology
In my assessment of Zillow Premier Agent, I conducted thorough research to ensure accuracy in my review. Our team of expert researchers, agents, writers, and editors at The Close scored Zillow Premier Agent against dozens of other lead generation companies. We analyzed its platform, pricing structure, features, user feedback, and reputation, and then based our evaluation on the following criteria:
- Pricing (20%)
- We looked at the average price per lead for buyer and seller leads, exclusive leads, subscription costs, the minimum required ad spend, and whether a contract is required.
- General Features (25%)
- We evaluated the main features of each lead generation company. This includes lead-capture tools, lead management, built-in CRM, multiple integrations, mass marketing tools, analytics and reporting tools, and IDX websites.
- Advanced Features (20%)
- This category includes advanced functionalities such as the quality of leads generated, lead nurturing, lead scoring, triggers and alerts, team distribution, and scripts.
- Customer Service (10%)
- We reviewed how easy it is for real estate agents to reach out to a customer service representative. We also considered agents’ access to phone or email support and a concierge program.
- Customer Rating (10%)
- The reputation of each lead generation company was evaluated by considering feedback from verified users.
- Expert Score (15%)
- The expert score covers other standout features not mentioned in the above criteria.
Read more about our methodology here.
Frequently Asked Questions
Is Zillow Premier Agent worth it for new agents?
Zillow Premier Agent can benefit new agents by providing increased visibility, a steady stream of leads, and numerous opportunities to build a client base. However, the cost can be prohibitive, especially for solo agents, as success largely depends on the agent’s ability to convert leads into clients.
What are the benefits of being a Zillow Premier Agent?
Of course, the primary benefit of Zillow Premier Agent is obtaining leads, but the program offers so much more. First, Premier Agents’ reviews are highlighted, which enhances their social credibility. They receive premium placement on Zillow and its network sites like Trulia, StreetEasy, and RealEstate.com, which increases their exposure. Other perks include a custom IDX website, featured directory placement, and access to Zillow’s CRM, which integrates seamlessly with the Zillow Premier Agent App.
How do I get out of the Zillow Premier Agent contract?
Premier Agents who wish to exit their contract before the term ends can do so, but they will incur an early termination fee equal to twice the monthly minimum spend specified in their agreement. Please contact your business consultant to cancel your Premier Agent Advertising.
How much are leads through Zillow?
The cost of leads through Zillow varies depending on the location and market competition. Typically, prices range from $20 to $75 per lead, but costs can be significantly higher in highly competitive areas. It’s up to the agents to assess their return on investment by evaluating lead quality and conversion success rate.
Bottom Line: Is Zillow Premier Agent Worth It?
At the start of this review, you might have asked, “What is Zillow Premier Agent?” And now that I’ve run you through its most essential features, would you say the platform is worth it? For me, Zillow Premier Agents is an investment real estate agents, teams, and brokers should consider.
The lead gen landscape is constantly evolving. There are always new players, approaches, and lead generation ideas, but Zillow has remained a visible and vital part of this conversation. To be clear, Zillow Premier Agent isn’t as cost-effective for every agent. In some US markets, costs are so high that agents may barely break even. However, no other online lead source offers the same traffic, exposure, and opportunity as Zillow Premier Agent.
Is the platform perfect for every agent? No. But is Zillow Premier Agent worth it or at least worth considering? Absolutely. As long as you have an adequate budget, an impeccable profile, and effective follow-up skills to convert your leads into clients, we can stand behind your investment in Zillow Premier Agent. But if you’re a new agent, consider your budget before committing.
Your Take
Where do you buy real estate leads? Have you ever tried Zillow Premier Agent? What did you think? I’d like to hear your thoughts in the comments!
Want more leads? Download our free e-book.
The post 2024 Review: Is Zillow Premier Agent Worth the Cost? appeared first on The Close.
It can feel like you’re juggling a million things in the fast world of real estate transactions. That is why you need to have a trusty client relationship manager (CRM). You may be concerned about the financial commitment required to have access to such a platform, but I’ve been able to round up the best free real estate CRMs that have all the necessary features. From task management and slick marketing automation to some AI magic, The Close has got you covered. Find the perfect free CRM for real estate to level up your game all at no cost!
- ClickUp: Best for task management and productivity features
- HubSpot: Best for comprehensive email marketing capabilities
- Agile CRM: Best for cloud-based device integration
- Bitrix24: Best for team collaboration tools
- Freshsales CRM: Best for free deal management features
- Zoho CRM: Best for customizable workflows
- Insightly: Best for project management features
The Close’s Top Picks for Best Free Real Estate CRM
| Online Rent Payment Software | Best for | Number of Users | Learn More Below |
|---|---|---|---|
 |
Free subscription and accounting tools | Free for 1 user | ClickUp ↓ |
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All-in-one solution and intuitive interface | Free for up to 5 users | HubSpot ↓ |
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Secured rent collection | Free for up to 10 users | Agile CRM ↓ |
 |
Mobile app | Unlimited | Bitrix24 ↓ |
 |
Next-day rent payment | Free for up to 3 users | Freshsales ↓ |
 |
Next-day rent payment | Free for up to 3 users | Zoho CRM ↓ |
 |
Next-day rent payment | Free for up to 2 users | Insightly ↓ |
| Online Rent Payment Software | Best for | Number of Users | Learn More Below |
|---|---|---|---|
|
Free subscription and accounting tools | Free for 1 user | ClickUp ↓ |
|
All-in-one solution and intuitive interface | Free for up to 5 users | HubSpot ↓ |
|
Secured rent collection | Free for up to 10 users | Agile CRM ↓ |
|
Mobile app | Unlimited | Bitrix24 ↓ |
|
Next-day rent payment | Free for up to 3 users | Freshsales ↓ |
|
Next-day rent payment | Free for up to 3 users | Zoho CRM ↓ |
|
Next-day rent payment | Free for up to 2 users | Insightly ↓ |
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ClickUp: Best for Task Management & Productivity Features
Why I Chose ClickUp
I chose ClickUp because of its unrivaled task management and productivity features. This platform is tailor-made for real estate agents who really get a kick out of being organized and productive. Custom dashboards and integration with a huge variety of third-party apps make this tool quite versatile when it comes to daily task management. While not CRM-specific, strong productivity tools like team whiteboard and chat capabilities coupled with a great user interface make it easy for an agent to track work and ensure nothing falls through the cracks.
Additional Features
- Wikis: ClickUp’s wikis allow agents to create and store important information in a centralized, easily accessible location.
- Gantt charts: Gantt charts in ClickUp provide a visual timeline for projects, helping agents track progress, manage deadlines, and ensure all tasks are on schedule.
HubSpot: Best for Comprehensive Email Marketing Capabilities
Why I Chose HubSpot
What sets HubSpot apart from the other free CRMs is the fact that it offers email marketing capabilities in its free plan. If you’re a real estate agent looking to save hours of your time sending emails and collecting data via forms, this is the way to go. The ease of use and integration with other tools built by HubSpot make the user experience seamless. Although the free version is quite limited, there is still so much here to offer real estate agents in terms of building a marketing foundation.
Additional Features
- Meeting scheduler: HubSpot’s meeting scheduler allows agents to book appointments directly through their calendar, syncs with their availability, and eliminates the back-and-forth of scheduling.
- AI email writer: The AI email writer helps agents craft personalized emails to improve communication with clients and save valuable time on drafting messages.
Agile CRM: Best for Cloud-based Device Integration
Why I Chose Agile CRM
Agile CRM is cloud-based and easily accessed from any device, which provides flexibility and mobility in your real estate operation. It integrates CRM and marketing automation into one seamless solution to manage client relations and full-scale marketing campaigns on a single platform. The free CRM for realtors allows for 1,000 contacts, custom data fields, and appointment scheduling that can be accessed through the mobile application or via desktop. One benefit of the Agile CRM is that agents can switch between pricing plans at any time to scale the business up or down as needed.
Additional Features
- Email tracking: The email tracking feature allows agents to monitor when and how often clients open their emails, providing valuable insights into engagement and helping to tailor follow-up strategies effectively.
- Custom deal milestones: It enables agents to set and track specific stages in their sales process, offering a clear view of deal progress and ensuring that each transaction moves smoothly.
Bitrix24: Best for Team Collaboration Tools
Why I Chose Bitrix24
I chose Bitrix24 as one of the best free CRMs for realtors because it excelled in team collaboration tools, which are critical to a growing real estate business. It offers an all-inclusive free plan with many helpful features like a calendar, company social network, and project kanban. Although customer support is limited to free users, the setup process doesn’t require any technical skills, and it provides a lot of free real estate database storage space in the free account. Bitrix24’s available collaboration tools make it perfect for teams looking to enhance communication and productivity.
Additional Features
- Bitrix24 sign: It allows agents to send and receive legally binding electronic signatures on documents.
- Online store: This enables agents to create a storefront to market and sell real estate-related products.
Freshsales CRM: Best for Free Deal Management Features
Why I Chose Freshsales CRM
What drew my attention to Freshsales CRM is that, even in the free plan, it offers deal management capabilities. It gives an agent the ability to see how deals are efficiently tracked, managed, and closed without any extra cost. This results in agents being able to stay in control of the sales process and keep the business running at all times. While more advanced features like sales pipelines, dashboards, and detailed analytics are saved for paid plans, the best real estate CRM free version still offers excellent features like data importing, email templates, inbound caller ID, etc.
Additional Features
- Contact lifecycle stages: It allows agents to categorize and track contacts through different stages of the sales funnel, from prospecting to closing, providing a clear view of where each client stands.
- Unique fields: It helps differentiate records and prevents duplicate records.
Zoho CRM: Best for Customizable Workflows
Why I Chose Zoho CRM
For real estate agents looking for a more customizable CRM experience, Zoho CRM is one of the best free CRMs because of its very customized workflows and integration options. In addition to the pocket-friendly pricing plans, the email notification tools and mobile application access give agents the flexibility to manage their businesses on the go. While the free version is missing more robust features like AI tools, the included features still make Zoho CRM a very powerful tool for agents who want a customizable solution for free.
Additional Features
- Multiple pipelines: Agents can manage multiple sales processes by using different pipelines.
- Scoring rules: Lead scoring helps agents prioritize those most likely to close.
Insightly: Best for Project Management Features
Why I Chose Insightly
Of the many available free CRM options, Insightly may be one of the better choices for real estate agents dealing with numerous complex transactions and projects because it has very good project management features. Even in the free plan, agents get access to integrations with applications like QuickBooks Online, PandaDoc, and Xero, along with the ability to customize page layouts that can benefit your business operations. The platform’s ability to help agents scale their businesses through project management and lead management tools makes it ideal for agents looking to streamline their transaction processes.
Additional Features
- Custom data entry fields: Agents can create business-specific data fields unique to them.
- Online help center: It provides 24/7 access to help articles and videos in the free plan.
Frequently Asked Questions (FAQs)
What features should I look for in a free real estate CRM?
When choosing a free real estate CRM, the most important features will be those that can help you save and maximize the time you put into running your business. For example, you may be looking for strong contact management that keeps every piece of information about your clients in order. Perhaps lead tracking is your priority, so you want to look for a CRM that offers functionality to move leads through your sales funnel. Make sure to always take into account the reviews on the CRM you are evaluating because that will give you a great idea of what standout features have fared well for former clients.
Can a free CRM handle a large database of clients and leads?
While most free CRMs would be able to manage a full range of contacts, each has a ceiling. Be sure to check the capacity of any particular CRM. Some free versions may limit the number of contacts or the storage amount, while others are pretty generous. For most real estate agents, a free CRM would suffice, especially when starting out. However, scalable options or upgrades to paid versions will be essential in case your business outgrows them for a larger database and more features.
Can a free real estate CRM integrate with other tools and platforms I use?
One of the major reasons for choosing a CRM would have to do with its integration capabilities. The vast majority of free real estate CRMs will integrate with popular tools and platforms, such as email services, social media channels, MLS systems, and marketing automation software. These kinds of integrations greatly smoothen workflow by centralizing all activities and data in one place. Before deciding on any CRM, ensure that it supports the tools you are using. Such powerful integration will save time, minimize errors, and maximize your productivity through an integrated system for running your real estate business.
Methodology: How I Chose the Best Free Real Estate CRM
While choosing the best free real estate agent CRM options, we at The Close took a very meticulous and thorough review to make sure that we delivered the ones that were most reliable and effective. Our methodology took into account a detailed analysis of the various CRMs regarding a wide range of factors relative to the real estate professional. Our team of experts went through an accurate review and testing of these platforms for their suitability and to make sure they performed well in a real estate context.
Below are the key criteria we evaluated for the best free CRM for realtors:
- Pricing (30%):
- We prioritized CRMs that offer robust features in their free plans, providing excellent value without hidden costs.
- Features (20%):
- We assessed the essential features available, such as contact management, mobile application, and website integration, to ensure they meet the core needs of real estate agents.
- Additional Features (20%):
- We looked at extra functionalities like customizable reports, AI capabilities, and team collaboration that add significant value to the CRM.
- Ease of Use (10%):
- Technical skills required to set up and operate the platform were taken into consideration
- Help and Support (5%):
- The availability and format of customer support were reviewed to ensure agents can get assistance when needed.
- Customer Rating (5%):
- We considered user feedback and ratings to gauge overall satisfaction and real-world performance.
- Expert Score (10%):
- Our team of experts provided an additional layer of evaluation, rating each CRM based on the overall features, value for money, and ease of use.
Your Take
Cheap real estate CRMs could be a huge help for real estate agents in contact and deal management, but they could also automate marketing efforts, starting with zero cost. If you can effectively use a free CRM for your business, it would greatly help in enhancing your productivity levels and better management of your clientele.
But that is not worth being shortsighted in your growth strategy. Though the free plans include useful features, many are limited in ways that will hinder your business as it expands. Upgrading to the paid plans as you grow will unlock advanced capabilities, provide scalability, and more, allowing you to take on new opportunities and secure long-term success.
The post The 7 Best Free Real Estate CRMs for 2024 appeared first on The Close.
In this report, you’ll find a high level snapshot of the trends shaping the market for each neighborhood across the SoCal region, from the Central Coast to Orange County. The full report is available here: SoCal Q1 2024 Market (Micro) Insights Report
The post SoCal Quarterly Market Insights Report: Q1 2024 first appeared on California Real Estate Blog.
In this report, you’ll find a high level snapshot of the trends shaping the market for each neighborhood across Hawai’i. The full report is available here: Hawai’i Q1 2024 Market (Micro) Insights Report
The post Hawai’i Quarterly Market Insights Report: Q1 2024 first appeared on California Real Estate Blog.