Real estate agents need leads to do business. And if you don’t have a robust sphere of influence, your business will flounder without a reliable pipeline of prospects. So, what are the best (and most cost-effective) online lead sources? Are there any no-cost strategies for attracting clients? And once you have built a database of online leads, what are the best tools to use for follow-up and conversion?

Kevin Markarian is Broker-Associate at Marker Real Estate, a San Francisco-based team of 55 agents that close an average of $3M each in business every year. An expert in online lead gen, Kevin is known for building the systems necessary to grow a database and automate follow-up, leveraging technology to compound results.

Today on the podcast, Kevin joins Oliver to explain how moving to a new city inspired his interest in online lead generation. He shares his favorite lead sources, offering insight into how he structures $2 Facebook lead ads and nurtures those leads long-term. Kevin also discusses the automation tools he uses to follow up on leads, hold agents accountable, and nurture his database. Listen in for Kevin’s FREE Craigslist and Yelp lead gen strategies and learn how to convert online leads at a high level!

Key Takeaways

[2:13] What motivated Kevin to master lead gen

• Knew no one after move to San Francisco
• Interest in generating leads online

[3:32] Kevin’s favorite online lead sources

• Facebook ($2 per lead)
• Portals more expensive but lower in funnel

[4:20] The differences among Facebook, Google and portals

• Portals, Google = active leads seeking info
• Facebook leads targeted by you (longer timeline)

[6:23] Kevin’s advice around consistent follow-up

• Call back second time to create urgency
• Leverage ‘automation with authenticity’

[8:52] The fundamentals of Facebook lead ads

• Extracts info without registration
• Create lists (i.e.: 10 Best Views in SF Under $1M)

[13:15] The tools Kevin uses to automate follow up

• Agentology facilitates speed to lead
• Agent Legend to stay in front of lead long-term

[18:33] Other real estate tech platforms Kevin recommends

• Follow Up Boss to assign leads and track progress
• Line2 app to separate personal vs. business calls
• RealScout to nurture database, set appointments

[24:26] How Kevin holds agents accountable for follow up

• Note-taking in Follow Up Boss
• Reach out to client for progress report

[26:55] Kevin’s FREE Craigslist strategy

• Post photo + description of listings
• ‘Text INFO to’ CallAction #

[30:01] Jason Walters’ Yelp keyword strategy

• Ask clients to write reviews with specific keywords
• Rank in Google search for ‘best realtor’ in your city

Connect with Kevin

Lab Coat Agents

Marker Real Estate

Connect with Oliver

Big Block Realty

Oliver on Facebook

Oliver on LinkedIn

Resources

Agentology

Agent Legend

Follow Up Boss

Line2

RealScout

CallAction

Jason Walters

Google Keyword Planner