About 59% of realtors are using LinkedIn to connect with potential leads and nurture client relationships.
Are you one of them?
If so, there’s a chance you’re leaving some of the platform’s best features and opportunities off the table. We’re here to show you a few simple steps that will maximize your profile’s potential and outreach. Once you’ve overhauled and tweaked as needed, you’ll understand how to find real estate leads on LinkedIn like a pro.
Who’s Your Dream Lead?
Before you can start looking for leads, you need to know exactly who you’re looking for. This means considering a number of characteristics and attributes, such as a potential lead’s:
- Education level
- Family status
- Job location
- Neighborhood preference
Tracking down leads who are looking for two-story homes in great school districts won’t do you much good if you sell real estate in an area better suited for single buyers who want to be near restaurants and late-night hot spots.
Take a few minutes to pinpoint your ideal real estate lead. This will determine how you tackle the remaining steps.
Conduct a Profile Overhaul
It should go without saying, but your profile page needs to be written exceptionally well. However, it doesn’t take much exploring on LinkedIn to come across pages filled with spelling errors or even blank sections. Here are a few areas to check on your page.
LinkedIn profiles with pictures receive 9 times more connection requests than those without one. When it comes to real estate agent profiles, a professional headshot is a must and well worth the investment. Including the same photo on your LinkedIn page that’s on your website and/or business card can help create consistency that potential leads will find comfort in.
Many real estate agents leave this prime and potential advertising space blank. Take the time to create a custom image that explains who you are, who you help, and what you do. For example, a real estate agent in Brooklyn might have a picture of Flatbush Avenue with the tagline “I help families find a piece of history to call home in Brooklyn.” Visitors to your profile should know instantaneously what you do through your background photo and headline.
This leads us to the next important piece of your profile. Check your headline. When it comes to LinkedIn SEO, the keywords in your headline are crucial. Don’t waste your headline using fluff or gimmicks. Use words that will help your target audience find you but try not to be overly generic. A common headline won’t garner much longevity in the memory of your profile visitors.
The education section of your LinkedIn proves your academic level. Start with your highest qualification, list additional qualifications, but also include those you feel aren’t necessarily relevant to your real estate occupation. They’re all a part of your professional development.
Include continuing education or personal development courses as well. Not only do such electives show a commitment to your field but they also open doors to make connections with others who have similar interests.
We’ve mentioned using a headline keyword but making sure your entire profile is designed around one strong and several supporting keywords is crucial. However, don’t make the mistake of simply writing to make the Google algorithms happy.
Write with professionalism, but personality as well. Leads want to know you’re a human with empathy who can help them solve their real estate problems.
Make a Company Page
Now that you have your personal page polished, it’s time to create a company page. This provides several benefits compared to having just a personal page.
First, you can share content like blog posts and articles with your community. Yes, you can do this with your personal page but by doing so with a company page, you’ll boost your brand credibility. Having a business page also increases your searchability for both LinkedIn and search engines.
Do you have employees? Openings at your company can be advertised on your business page. Current employees can link to the page on their profiles, allowing even more chances for connections and networking.
Finally, company pages allow you to create showcase pages. These are priceless for real estate agents. You can use these pages to create events, like open houses, and products, like a property. You can share in-depth information and get the right information in front of the right audience with these specialized pages.
So far, we’ve focused on how to make it easier for leads to find you. But we all know that a huge part of lead generation is going out and doing the hunting yourself. LinkedIn is a prime space to do just that. Here are a few ways to search for leads on your own.
Groups are a great way to get right in the middle of your target audience. Before you announce yourself to a new group, hold back a bit. Spend some time observing, then get involved in a conversation or two. Make your name known, but for being authentic and helpful. You’ll know when it’s the right time to flex your real estate muscles.
Use advanced search to find locals
Chances are, you’re looking for leads that are local and LinkedIn has an advanced search feature just for this purpose. Once you find someone local who fits your ideal lead mold, send them a personalized message explaining who you are and why you’re reaching out. Again, authenticity is key in this situation.
LinkedIn offers sponsored content opportunities that allow you to market to your perfect audience. Of course, there’s a fee associated with this method but if can get a great ad in front of the right group, you could substantially increase your online engagement numbers.
LinkedIn – An Ecosystem of Professional Organisms
The goal of any ecosystem is biocoenosis, or when all organisms in a shared environment create a positive synchronization of cause and effect. On their own, real estate agents can’t sustain their own ecosystem. To survive and thrive, they need mortgage brokers, insurance agents, contractors, appraisers, and a deep pool of leads.
Consider your LinkedIn ecosystem’s balance when making connections, sharing content, and writing your profile. The right connections can lead to referrals, but most of all, to a seamless and satisfactory experience for your clients. When your LinkedIn ecosystem is balanced, growth is a guarantee.
With over 500 million LinkedIn users, there’s no shortage of connections to be made. Now that you know how to find real estate leads with LinkedIn, you can focus on your approach, grow your client base, and expand your business.
For more help on marketing and lead development, reach out to NYB Creative, the experts in real estate digital marketing.