I believe that LinkedIn is a huge, missed opportunity for Realtors! Nearly all the agents I talk with, disregard the platform for growing their business, and if they ARE active on LinkedIn, they connect to other Realtors and professionals in the real estate business. Instead, they have their sparkly eyes on Facebook and Instagram as the only marketing platforms that they believe will bring them more customers. There’s no doubt those are good platforms for Realtors, but I strongly recommend LinkedIn as a lead generator for all real estate professionals.
Why LinkedIn for Real Estate
Think back to my blog post about your target audience (click here to read it). I imagine that you would like to target professionals who make at least a certain annual income. 44% of LinkedIn users make over $75,000 annual income and 61% are in the well-established age bracket of 30-64. Plus, everyone knows that LinkedIn is a networking resource for professionals – not for social interaction.
If you’ve ever spoken with me in person, you know that I LOVE LinkedIn for lead generation. It is responsible for 70% of the leads for my own business. If done right, LinkedIn can do the following for you:
- Give you a platform to showcase your professional abilities and knowledge
- Network with potential clients (NOT other real estate professionals!)
- Reach way beyond the market you would normally have access to when using traditional marketing efforts
- Increase your authority and visibility in Google’s search results (In fact, when I Google myself, my LinkedIn profile comes up before my actual website!!!)
Now, the key phrase I used above is: “if done right”. What does that mean?
With a carefully designed and executed LinkedIn strategy, you CAN grow your business. Here are five steps to growing your LinkedIn lead generating machine:
- Make sure your profile reflects the following:
- Who you are (This is best represented in the Summary section)
- How you are different than your competitors
- How you can make a difference to THEM
- In the experience section, highlight some key accomplishments. DON’T just write a standard job description. If you won a deal over 10 competing offers for your client, this is where you write about it.
- Additional hobbies, charities, certificates, presentations, awards and all other aspects of your profile should be complete
- If you haven’t already done this, clean your list of connections. Click here to read my blog post about how and why to do this. You will want to remove all competitors from your connection list. Don’t feel bad about this – it’s for your business. You can always connect with them on Facebook!
- Using the advanced search tool (premium level) or basic search tool, search for people in your target audience. You can break down your searches to the following:
- Professional level
- 2nd level connection or group members
- Send a personal connection request to up to 100 of these targets per day – don’t use the standard LinkedIn connection request for this. People will appreciate you personalizing it.
- After you connect with them, send them a thank you message. It’s ok to do a light pitch here. You may want to say something like, “Thank you for connecting with me! I look forward to getting to know more about you. I specialize in XYZ, so be sure to reach out to me if you would like market information or consultation.”
It may surprise you, but this type of personal reach out can really help you get leads. But don’t stop there! POST on LinkedIn too, so that your growing network can see how you are a trusted real estate resource.
And a Cherry on Top!
As a bonus, you can also export your LinkedIn connections list and add them to your eNewsletter! Watch this video to learn how to do it.
LinkedIn is a valuable resource for lead generation and often overlooked by Realtors. If you want help with any of this, feel free to reach out to me at Claudia@socialforrealestate.com or set up a time on my calendar at: www.meetwithclaudia.com