Finding the right ways to generate mortgage leads as a loan officer or broker can be tricky. You need to source reliable, high-intent leads, turn them into viable prospects, and secure clients to ensure your agency or independent business succeeds.
Over the last seven years, the Insurance Pro Agencies team has developed an incredible partnership referral scheme with free, mutually exchanged leads. Time and again, fast responsiveness, relevant communications, and added-value advice have proven the best strategies, with commissions and returns far above the average.
Along with exclusive leads, we’ve refined a comprehensive range of resources, guidance, and templates ready to use, ensuring you receive dependable leads and know how to convert real estate buyer leads into committed clients.
Why Are Real Estate Seller Leads Beneficial?
There are multiple scenarios in which our referral partners and other professionals depend on real estate seller leads to scale and grow their businesses, but this may depend on the type of products and services they provide. For example, many property professionals want to know how to get leads as a real estate agent to be the first to reach out to prospective buyers or to handle the sale of real estate or land.
Likewise, loan officers and brokers may be interested in real estate seller leads when:
- They’re hoping to provide quotations for sellers downsizing their current properties, needing competitive financing to secure a new home
- They’d like to prioritize certain types of home loans, such as those suited to investors and landlords–many of whom they can approach during the selling phase or when making adjustments to their local real estate portfolios
- There’s a good chance that a seller is part of a chain and is looking at financing options for their own purchase while managing the sale of their existing property
Regardless of why you would like to receive more leads, the key is to ensure they are high-intent, realistic potential clients interested in hearing from you, and that you have a tried-and-tested approach to convert the best leads as quickly as possible.
Top Tips on Nurturing and Converting Property Sellers From Leads to Prospects
Leads and prospects are used interchangeably but are slightly different. A lead is a potential future client who has expressed an interest, while prospects are qualified and have a higher chance of becoming real-world clients.
Before you choose your lead nurture sequences or approaches, it’s worth evaluating each lead’s current position and whether they’ve yet reached the stage of becoming a prospect. This helps you allocate your time and resources wisely without investing too much in a tentative lead that isn’t particularly likely to pan out.
From there, you should consider what your lead wants and how to position yourself or your business as the provider of choice. Adding value through incentives or focusing on useful, relevant information can all work well.
Speed is a necessity. If you’re the first to reply, the risk of losing a seller–and their commissions–is lower, and automated or immediate responses to advise you’ll be in touch shortly can be a great placeholder while you collate all the information.
Beginning Real Estate Seller Lead Nurture Sequences at the Right Point
We’ve talked about relevance and timeliness, and these matter because, in real estate marketing, getting it wrong could mean losing a strong lead who may have previously had every intention of giving you their business. Think of converting leads as a three-step process:
- Lead generation or receipt: Initiate contact and gather details about the lead.
- Lead nurture: Follow up with the lead, see where you can add value, and get a better idea about when or if they are ready to proceed.
- Lead conversion: Use quality communications to progress the connection with your lead until they can convert and become a client.
Lead nurture is a combination of relationships, communications, and tactical timing. It ensures that you don’t jump in too soon with more information than the lead wants and that you don’t allow a lead to become stale and possibly move on to a competitor.
Using the advice and tips in this guide and understanding the right lead conversion sequence should give you a head start when you next come to manage a new real estate seller lead. You’ll be able to showcase why you are the perfect loan officer, broker, or real estate agent for them!
