How to Target Lead Generation Efforts Based on a Behavioral Profile

Greater Park City Real Estate Careers Blog with Nancy Seraphin

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Lead generation is the lifeblood of every real estate business, and today I'll be talking about ways in which you can improve and refine your lead generation strategies. I'm taking this from Gary Keller's book, The Millionaire Real Estate Agent.

Gary Keller suggests that you should contact your clients 33 times per year in order to keep them in your sphere of influence. However, I think you should contact your clients based on their behavioral profile. Your clients aren't all the same, and you need to act differently with them.

Some people (left-brain people) respond well to numbers and statistics. Right-brain people respond better to subjective, lifestyle-type information. When you're dealing with married buyers, you're probably dealing with one of each. Left brain people are going to prefer market reports, or anything else related to statistics.

Meanwhile, your right brain people will respond better to lifestyle information, such as Holiday Greetings or things that will make them feel a certain way. They prefer community information and lifestyle information.

This is why I recommend sending out a message for these two different people. You should send market reports at least every quarter for those left-brains out there, and afterwards you must plan a follow-up message to gauge their interest in your services.

You can mine your database far more efficiently if you devote some time to researching it and finding out what your leads react to the most.

Please don't hesitate to contact me if you have any questions!