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7 Mistakes to Avoid in Real Estate Seller Lead Generation

Roundtable Discussion: Lead gen and lead conversion in a shifting real estate market

7 Mistakes to Avoid in Real Estate Seller Lead Generation

Real estate seller lead generation is essential but challenging. You need to know which people want to sell or plan to in the future, but you can’t find that information without reaching out to them.

Learning about these seven common mistakes in real estate seller lead generation will help you avoid them.


1. Neglecting to Define Your Target Audience

You’d be surprised to learn how many real estate agents don’t know their target audience. It’s ultimately impossible to create a lead generation campaign if you’re unsure of who you’re trying to contact and why.

Ask yourself questions like:

  • Who are you trying to reach?
  • What do they want or need?
  • What types of properties are they selling?

When you understand your target market, you’ll create content that speaks directly to those people.


2. Failing to Utilize Multiple Channels

Another common mistake real estate agents make during lead generation is not utilizing multiple channels. Relying only on email, cold calling and social media limits your results and reach.

Different prospects might prefer other communication methods. Likewise, some channels might be more effective, depending on your market or target audience.

Make sure you’re diversifying your channels, using a mixture of inbound and outbound strategies, such as:

  • Content marketing
  • Webinars
  • Advertisements
  • SEO
  • Events
  • Referrals


3. Overlooking the Power of Content Marketing

Just listing the properties you have for sale isn’t enough in the content-driven world we live in now. You need a content marketing strategy to meet your goals.

Content marketing means creating valuable and relevant content that will engage with and attract potential leads. You’re establishing authority, answering questions and offering solutions.

Here are a few examples of content you should include on your real estate website and social media platforms:

  • Webinars
  • Podcasts
  • Ebooks
  • Whitepapers
  • Blog posts

Ultimately, content marketing doesn’t end there. You also have to think about SEO, local search engine optimization, email marketing, social media marketing and paid advertising campaigns.

Use the power of content marketing for real estate seller lead generation.

4. Ignoring Data Analytics and Insights

You can’t know what is working if you don’t monitor your results. It’s wise to set up a program, such as Google Analytics, which will track your conversions, website traffic and leads.

Google Analytics will work with other programs, such as lead generation software, email marketing solutions and more.

Tracking and analyzing your results will help you modify and adapt your campaigns to meet your needs. Otherwise, you might be spending money on advertising that doesn’t work.


5. Neglecting Follow-Up and Nurturing

Real estate agents often fail to nurture their leads. Someone might show interest in your brand, but they’re not ready to sell right away. People usually take months to make a final decision.

You must learn to nurture your leads. Keep in touch regularly, offer valuable resources and information and build a relationship. They’ll learn to trust you and become clients.

Another issue is not following up with your leads. If you wait too long, they might forget about your brand or choose another company.

Once they reach out to you, call them back within 24 hours. Listen to them and what they need. If they’re not ready to sell, follow up within a few weeks, continuing that process.


6. Unclear Call to Action

Whether you’re advertising within your community, posting on social media or putting content on your website, you need a call to action.

A call to action tells the visitor what to do next. It should include your contact information and name. Here are a few examples:

  • Visit our office
  • Call to schedule an appointment
  • Print out this checklist
  • Read this whitepaper

It’s important to know where the seller is in their journey to get the call to action right. Ultimately, you want them to contact you and start the process of selling their property. However, they may need more time.

The call to action should fit the content, as well. On a social media post, you might direct the reader to your website to learn about a similar topic, or ask them to click the link to read more. With a landing page, you want them to contact you to start the selling process.


7. Being Vague About Your Offering

Your advertisements must clearly convey the services you offer. Ensure that they know you’re there to help them sell their homes.

Most real estate agents help sellers and buyers. Therefore, the content you create should include both of those points. However, you’ll direct each article, blog, landing page or social media post to a particular type of person.



Real estate seller lead generation doesn’t have to be difficult. You learned about the top seven mistakes you might make during the process and ways to prevent yourself from doing them. Now, it’s time to make your life easier.

Lead generation software can help you grow your business. Sierra Interactive has a solution that can ensure you capture visitors and convert them into clients. Schedule your demo today!


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