Join or create Groups to reach local community members.
Google+ and Facebook have countless niche groups that allow users with similar interests to easily interact with one another. Many LinkedIn users don’t realize the platform also has Groups that allow for such engagements. Search the site for real estate–related Groups to join. Some are private, meaning you need to be approved to join, while others are public and open to everyone.
Whichever Groups you join, be sure to include members of your target audience. Talking with fellow agents and consumers from across the country can help you build an online presence, but if you want to find bona fide real estate leads, look for Groups that include local community members.
“Create moments of inspiration that send people on a journey.”
— ANDREW DAVIS
Once you find these LinkedIn communities, research members to see if they fit the criteria you typically look for in clients. Oftentimes, you can find out LinkedIn members’ income levels and links to other social media accounts, which can give you insights into their personal lives, including if they’re in the market for a new home or ready to sell. Speak directly with these users, answer their questions, and gauge their interest in your representation. Subtlety is vital with these interactions, however: If you sell too hard, you’ll push away any potential leads.
If there aren’t any Groups where you think you could accrue more real estate leads, start your own. Make it specific to your general area (whether that’s your town, county, or state is up to you) and invite those you’ve found using Advanced Search to join, along with any current leads in your customer relationship management (CRM) database.
The benefits of starting a Group are many, but mostly, it provides you the opportunity to become a thought leader and go-to resource for nearby buyers and sellers.