Real Estate Marketing- Leads-Be Valuable

...Continued from Blog-Lead Generation
The agents who are most successful with real estate lead generation are those who understand the concept of "perceived value." When a person perceives something as being valuable, they naturally want that thing. In real estate terms, this perceived value comes from many elements:
A real estate agent with unique knowledge of a certain niche ... or one who offers access to the best listings ... or one who has a proven (and illustrated) track record of client success ... or one who streamlines the process by networking with mortgage folks ...


These are all ways a real estate agent can increase his or her perceived value, which is the value your audience perceives you to have.
You can also create an item with a high perceived value, and you can in turn use this perception of value to generate leads. Let's examine the concept of "free reports" as an example. Many agents use this approach to real estate lead generation, but they botch the strategy because the report in question does not have a high enough perceived value.

A report entitled "Top Ten Home-Buying Tips" does not have a strong perceived value and therefore will not generate many leads. Why? Because it is generic, it does not identify closely enough with the target audience, and it's information that you can find anywhere. It is not exclusive "must read" information. It will not motivate the average reader.


So how do you increase the value of such a report? Easy. You make it a "must read" document. Instead of basic home buying tips, why not boost the value and put people under pressure to read the piece? Why not promote something like this: "Which Happytown Schools Are the Best? Exclusive Report Tells All."


This kind of document would have a much better chance of motivating people and generating leads. It would be easy to tie into real estate, too, so most of your leads would be qualified ones. But this is just something I came up with off the top of my head. You could create an even better "hot button" report with a little imagination and knowledge about your community.

To learn more:
About Author Stewart Severino, a marketing consultant who specializes in helping business owners and company's with marketing and advertising utilizing different customer touch points. Stewart is the author of the educational blog covering the topics in online, mobile and direct marketing. To learn more about this topic please visit, http://www.maddockmedia.com/