Oftentimes the problem is not lead generation but lead nurturing. What are you doing to add value to the people in your sphere of influence, your past clients, and the people in your database? How are you communicating with them in a way that gives them the education and confidence to choose you when they decide to buy or sell?

On the homeowner side, providing market updates, details of homes that sell or come on the market in their neighborhood or similar areas, and providing unsolicited video CMAS are a few great ways to nurture homeowners until they are ready to sell.

On the buyer side, providing details on financing options, neighborhood updates for areas they may consider buying in, and providing specific properties that might fit their next home's criteria are a few ways to help potential buyers move toward their goal of purchasing their first or next home.

Not following up after closing

You've done the hard work of working with someone to a point where they know, like, and trust you enough to do business with you. Why would you not continue to add value after the closing to deepen the relationship and broaden your opportunity to receive referrals? Most agents never follow up with their clients after the closing. Huge mistake.

The ideal business evolves to a structure where 80+ percent of future business comes from referrals or repeat customers. The only way this happens is if you continue to build on the relationship momentum started during the transaction.

Develop a follow-up plan for after closing that focuses on continuing to be the source for all things real estate for your clients. This is another area where most agents drop the ball. Make sure you don't make the same mistake.

Not consistently communicating

Real estate can be a roller coaster that moves from no activity or immediate prospects to extremely busy. This is usually created by a lack of consistency. Most agents find themselves without business, so they go into prospecting mode.

That generates showings and contracts that need to be managed through the closing process. The problem is most agents stop prospecting when they have hot buyers or contracts and then find themselves after closing those transactions with no additional buyers or sellers in their pipeline.

This leads to a never-ending roller coaster ride of feast and famine. The key is to consistently continue to prospect for buyers and sellers who are ready, willing and able to buy or sell. When you consistently prospect, your business becomes consistent.

The only reason to justify the effort of building and maintaining a database is for communications that will build your brand as a real estate professional and maintain top-of-mind awareness for repeat and referral business.  Check out InTouch Systems to see how we can save time and effort so you can focus on working directly with buyers and sellers.