Leading the Way

by Chicago Agent

Stephanie Sims is the managing editor of Chicago Agent.

Stephanie Sims is the managing editor of Chicago Agent.

As agents, most of your business is dependent on your efforts. You’re the one who has to market your skills and listings. You’re the one who has to get out there and make sure everyone sees your face and accomplishments. Generating leads is a responsibility that’s really almost entirely up to an agent to do.

That’s not to say that an agent’s brokerage doesn’t play a part in leads, too. But for the most part, as the agents we interviewed for our cover story say, this business is more than just being handed leads – a lead is what you make of it.

“The key is in nurturing. What I do is, I have a lot of different ways to stay in touch that I can mix,” says Jeffrey Metz, an agent with RE/MAX Showcase. “Those are things like newsletters, emails and converting them into friends on Facebook. What I would recommend to anybody is to take those leads and put them into some kind of marketing plan where you’re staying in constant contact with those people, because they will become buyers and sellers eventually.”

Staying at the forefront of technology and new lead generating tactics and systems is imperative for any agent and brokerage, but remembering to practice “old school” lead generating strategies helps, too – maintaining communication with your sphere of influence for referrals and putting in face-to-face time with people, instead of just texting and emailing, can go a long way. Sometimes, making an effort to connect with clients outside technology can help close the deal.

Carrie Bey-Little, pictured on the cover, makes a point to do just that. She gets in front of peoples’ faces daily through social media, but also stresses the importance of offline, tangible marketing materials.

“For the people that I mail to every month, I like to send things of value,” Bey-Little says. “Something of value might be what’s going on in the marketplace or something that’s happening in Chicago, or a list of things to do. I like to follow up with them, whether it’s email, a phone call or text depending on how they like to communicate, just to follow up to see if they have any questions.”

 What are your lead generation strategies? Are they more “new school” than old school? Email me and let me know your thoughts, or how you strategize for success in your business: stephanie@agentpublishing.com.

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