By Devin Meenan
The latest RISMedia Webinar – “The Lead-Gen Strategies Your Agents Need Right Now” – featured the esteemed panelists Jonathan Lickstein, chief operating officer of LoKation® Real Estate; Vince Leisey, president of Berkshire Hathaway HomeServices Ambassador Real Estate; and Sarah Smith, a senior marketing manager with Curbio. Together, they discussed new and proven strategies for real estate professionals to grow their client base
The webinar, sponsored by Curbio and moderated by Jose Perez, senior vice president at Realogy Corporation.
Key takeaways:
- Time is a valuable resource; treat it as such and consider it when calculating a return on investment.
- You have to make sure you sustain existing relationships, not just make new ones.
- When you meet a potential lead, get their contact information – a follow-up is when the real work begins.
- Consistency in messaging and of messaging will win you a following on social media.
Here’s what our esteemed panelists had to say:
“Most agents I don’t think know the value of their sphere. If you take the average agent, 397 consumers in their database, and you believe NAR’s stat of 9.3% mobility, people moving or knowing someone who’s going to move in the next 12 months, that’s 37 opportunities people have in their database right there,” – Jose Perez, senior vice president at Realogy Corporation.
“Lead generation as a whole has a different meaning to each individual agent. You have to find what resonates with you and with your personality and what comes natural to you as a relationship builder within the real estate industry. I have a lot of agents who find success simply by taking one of their hobbies – one of my top REALTORS® is a stay at home mom who has simply embraced that network of other mothers,” – Jonathan Lickstein, chief operating officer of LoKation® Real Estate.
“When people talk about rate of return, I think agents on occasion talk about ‘here’s the money I spent’ but I always want people to understand what’s the time spent. What is the amount of time you’re spending on social media? I’m at a point in my life where time is more valuable to me than money and understand where if I’m spending this many hours of something, this is the cost and I better be getting a return on that. A general rule – 2 thousand hours of working per year, for every $100,000 you make, your time is worth $50 hour,” – Vince Leisey, president of Berkshire Hathaway HomeServices Ambassador Real Estate
“When you’re working with a buyer, oftentimes they’re also selling. It’s thinking holistically about that entire relationship and asking proven questions. It can often get transactional so I think it’s going a step beyond and really pushing for that long term relationship or beyond just ‘we’re working to sell your home,’ no we’re building something here,” – Sarah Smith, a senior marketing manager with Curbio
Watch the full webinar here.
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