In 2019, 5.3 million homes were sold in the U.S. This number is a clear indication that there is a lot of real estate business to go around.

Fortunately for buyers, there are also plenty of REALTORS® who can help them shop for homes. According to the National Association of REALTORS® (NAR)’s monthly Membership Report, there are 1.37 million registered REALTORS® in the U.S. as of March 2020. Unfortunately for these members, the competition for clients in the real estate industry is fierce. Also, the number of clients dwindles once the weather turns cold. Typically, the home buying season lasts from early spring through early fall.

As such, you must find ways to keep the number of your clients steady, if not ever-increasing. You can accomplish this through real estate lead generation. And with the popularity of online real estate listing websites like Zillow and Trulia, you know your potential clients are likely online.

So, how do you generate leads and reach these potential clients? We have a few suggestions below.

1. Maintain a professional website

Forget calling cards—well, not totally. But the best way you can introduce yourself today is through your website. It has everything potential clients want to learn, including your services, your record of success, and your contact information.

Of course, merely having a website is not enough; it also has to be optimized. With search engine optimization or SEO services from a digital agency, potential clients are more likely to find your website as they do an online search for real estate agents in their area.

2. Generate valuable industry-related content

One of the most effective marketing strategies for a small business is content marketing. It allows you to use your insider knowledge about the industry to educate potential customers with helpful blog posts.

Homebuyers and sellers, especially first-time ones, want to learn as much as they can about the industry, including home buying/selling, finance options, and other things related to real estate. If you’re not great with creating written content, you can turn to the services of a digital marketing agency that offers content marketing services in Tampa.

3. Establish a referral program

According to NAR, 64 percent of sellers found a real estate agent through a friend, neighbor, or relative’s referral. The best thing about referrals is that it costs nothing. As long as you leave a great impression with your former clients, chances are they are going to refer or recommend you to the people they know.

If you’re just starting and don’t have a solid list of past clients, you can incentivize your referrals by giving them a product or a service for free for every friend they successfully refer to you.

4. Encourage online reviews

Online reviews work as well as referrals. Around 70 percent of consumers check product or service reviews before making a purchase, so you want your past clients to give you feedback.

There are dozens of ways to encourage past clients to leave a review, but the most important one is to make it easy for them to do so. You can use your Facebook page or your realtor.com® profile. Then, gather the positive reviews and feature them on your website so potential clients can easily see them.

With these lead generation techniques, attracting qualified leads and converting them into paying customers will be easier.