Discover 7 Epic LinkedIn Tactics for Real Estate Leads

Hey there! It’s Karrie Hill here, Lawyer-turned-Realtor and Coach, and today I’m talking about why LinkedIn is a game-changer for getting real estate leads.  Yes, get real estate leads on LinkedIn – free leads  – but only if you know the tricks to exploit its power. 

Here’s a handy index of what’s to come.

• LinkedIn Real Estate Leads Superpower

• Complete Your LinkedIn Profile

• Content for Realtors to Gain Real Estate Leads

• Create Compelling LinkedIn Content

• LinkedIn Real Estate Leads with Engagement

• 5 Steps to EPIC LinkedIn Real Estate Leads

• Wrapping it Up

LinkedIn Real Estate Leads Superpower

LinkedIn is not just another social media platform; it’s a goldmine of potential real estate leads, clients, and business opportunities. I mean goldmine! If you want to take your real estate career to the next level gaining real estate leads, this is an essential part of your lead generation strategy.

What makes getting real estate leads from LinkedIn so compelling?  Why is it a special opportunity?  There are 4 main reasons:

1. Not Crowded for Real Estate Leads

Right, believe it or not, LinkedIn’s power is easier to access because there are not many realtors doing it.  So it’s not a crowded space.  Yes, of course, there are loads of real estate agents on LinkedIn!

However, the vast majority don’t have a clue about using the platform for marketing to its greatest potential.  Instead, you’ll discover that generating LinkedIn real estate leads just isn’t as crowded as what you’ll find on other social media platforms like Facebook, Instagram, and TikTok.  That means there is an opportunity to be had.

2. Different than Other Platforms

Of course, Facebook, Instagram, and TikTok do have their merits too. They absolutely do. But unlike those other platforms that focus on entertainment, LinkedIn is all about professional networking and building business relationships.

Potential clients on LinkedIn expect value propositions over entertainment. So your goal of real estate leads is more aligned with people using LinkedIn than on other platforms. That means you can get real estate leads faster.

3. Targeted Audience on LinkedIn

One of the biggest advantages of using LinkedIn is its ability to help you reach a highly targeted audience through your profile and connections. LinkedIn allows you to filter your search based on specific criteria such as location, industry, job title, profile, source, and connections.

This means you can find people who fit your ideal client profile and connect with them directly. By targeting the right connections, you increase your chances of converting real estate leads into actual clients.

4. LinkedIn’s Statistical Advantage

Statistics don’t lie and they reveal the true power behind getting LinkedIn real estate leads. For instance, did you know that 80% of B2B (business-to-business) leads come from LinkedIn connections? Wait! What? I know, it’s huge!

Also, studies show that professionals with a strong profile and connections on LinkedIn have higher incomes compared to those on other social media sites. Whoa! Cool! That helps to get higher ticket sales.

Last, check out this statistic about spending money on ads for LinkedIn real estate leads.  NewCred says that its LinkedIn marketing has 6 times the ROI (that means return on investment) and 75% lower cost per lead compared to Google AdWords.

Really?  Wow! These statistics highlight how effective LinkedIn can be in attracting high-quality real estate leads – leads that translate into real estate transactions for you! Ok, so those stats aren’t derived from the free use of LinkedIn. We’ll cover some of the paid ways at the end of this article.

 Complete Your LinkedIn Profile

To begin your journey to gaining real estate leads on LinkedIn, it’s essential to fully complete your profile.  Make sure you fill out every bit of your profile from your past related resumes, to your unique value, to your website and other social media links. Be sure to showcase your expertise in the real estate industry.

1. Professional Headshot

Your profile picture is the first impression on LinkedIn. Choose a professional headshot that shows your face clearly. Smile in the photo so you appear approachable. Make sure the photo has good lighting and high resolution.

Dress as you would for an important client meeting. This shows you understand real estate professionalism.

2.  Add Real Estate Keywords

Now add relevant keywords throughout your profile.  That will enhance searchability so that people can find you! Add keywords like “real estate agent”, “realtor”, “homebuyer”, “home seller”, and your location, like “San Francisco real estate”, etc.

3. Add Personal Banner

Create a visually appealing banner with all the right information.  You can do this yourself, free on canva.com, or hire someone. Fiverr.com is a good place to find freelancers.  Make sure your banner has a compelling headline that highlights your role as a realtor and showcases your expertise as a real estate agent. Make your headline pop by following LinkedIn’s suggestions. 

4. Description

Write a concise and engaging summary that showcases your experience, skills, and unique selling points. Highlight any certifications or awards you have received within the field of real estate. Include specific details about the types of properties you specialize in or the areas you serve.

5. Endorsements & Recommendations

Request recommendations and testimonials from satisfied clients who can vouch for the quality of service you provide.  Display endorsements from colleagues or industry professionals who can validate your expertise.

6. Updates

Regularly update your profile with current sales statistics, new certifications, and other changes that occur over time.  Most people don’t update their profile very often.  Be different!

7. Add a Button

Add a LinkedIn Share Button to your company’s real estate website. With this button, your website users can easily share your content with their LinkedIn audience and networks. It’s free and easy to install. There are many options to create the button, one source is Sharethis.com.

Content for Realtors to Gain Real Estate Leads

Ok, now that you know why you want to use LinkedIn for real estate leads, let’s go over what your content can and should be:

1. Real Estate Information. Create and share a video about a specific neighborhood, market statistics, local businesses, and/or an introduction to your services.  Anything that provides value to the viewer.

1. Transaction Stories with images or videos.  Share your buying and selling success stories but focus on the story of how you helped your clients. Don’t just say you did the transaction, no one cares about your business. They care about the stories of obstacles overcome.

1.  Recommendations & Testimonials. Request recommendations and testimonials from satisfied clients who can vouch for the quality of service you provide. Make a post of it with a beautiful picture in the background.  Having other people sing your praises is best.

1. Trending News. If there is a real estate topic that is trending in the news, be sure to create content about that. For example, in 2022, prospective clients were very interested to hear how increasing interest rates might affect the housing market.  Now that’s creating value!

1. Your Brokerage. Leverage your brokerage’s unique value. For example, eXp Realty includes Express Offers where sellers can get cash offers. That’s helpful for sellers to know.  Creating a post about that will draw out those looking to sell because the information is helpful for them.

1. Best Content.  This is about reviewing your content analytics to determine what content is getting more likes and views for you.  Once you know what your best content is, do more of that type of content.

Create Compelling LinkedIn Content

Ok, now that you know what to create, this is about how to make that content most compelling to get the most out of your efforts to get real estate leads on LinkedIn.

1. Engaging Posts

To make engaging posts, you need to craft posts that resonate with your target audience. To do that, you’ll need to understand their needs, interests, and pain points, and then you’ll tailor your content to address them directly. By doing that, you’ll capture their attention and keep them coming back for more. 

PRO TIP- If you don’t know your ideal prospective clients’ needs, interests, and pain points, ask ChatGPT.  And, if you don’t know how to do that, check out our blogs and videos about ChatGPT.

2. Visuals

Use visuals, such as images or videos, to make your content more appealing. People are visual creatures, and incorporating eye-catching visuals will help grab their attention as they scroll through their feeds.

For example, you can share photos of beautiful properties or create informative videos showcasing the latest real estate trends.

3. Engagement

Encourage engagement by asking questions or prompting discussions in your posts. By initiating discussions through thought-provoking questions or inviting opinions from your audience, you’ll foster engagement and create a sense of community around your content.  We will go deeper into engagement below.

4. Hashtags

Include targeted hashtags related to real estate and your location of business in your posts to expand reach and attract potential clients. Try #realestate, #homebuyer, #luxuryhomes, etc…

5. Quality

Remember that quality trumps quantity. Focus on creating high-quality posts rather than bombarding your audience with frequent but mediocre updates. Consistency is important but not at the expense of value.

LinkedIn Real Estate Leads with Engagement

To gain real estate leads, there is a proper way to engage. But, first, there is one overriding principle that will keep you on track – build meaningful relationships by offering value. Keep that in mind…always.

1. Proper Engagement

Let’s talk about how to properly engage with those who have engaged with you first by liking, commenting, or messaging you.  It’s time for you to build a relationship to gain a real estate lead.  Therefore, don’t ignore it when people merely “like” your content. 

And, don’t just say “thanks” when someone compliments your content.  Instead, plan to respond to their engagement in a meaningful and thoughtful way. 

To that end, start by viewing the profile and content of the person who engaged with you.  Ask them a sincere question about their work or find something to compliment them about – a genuine comment, not a fake one. 

Once that’s determined, comment back to them with a “thanks you for your comment and I really like the way you…” or “Thanks and I was looking at your profile and I’m wondering…”  Both approaches are thoughtful and much more likely to open further dialogue. 

Also, consider going the extra mile by sharing the content of others with your connections.  That is a sure way to get another person’s attention and let them know that you genuinely appreciate their work. 

That’s a huge compliment to other’s work without any words.  But use your words too like we already mentioned – in a meaningful and thoughtful way.

Now that you’ve got the initial engagement going, keep the conversation going by stepping up your value proposition. Offer your support, insights, or resources that could benefit the connection or their audience.

Here’s the key – by providing value without expecting anything in return, you establish trust and credibility. That is the way to real estate leads!

2. More Engagement

Now that you know how to properly engage, how can you create more of it?  Easy, reach out to your connections and start the engagement by commenting on their content.  Share some love with other people by reaching out with meaningful and thoughtful comments. 

That means you won’t just say “Nice post” or “Congrats”.  Instead, ask questions and make deeper comments that make it clear to your connection that you have completely read or watched their content. It takes effort. Keep your eye on the prize – real estate leads!

3. Increase Connections

Now that you’re engaging with your connections, you’ll want to increase your connections so that you’ll be able to engage with more people and find more real estate leads. To find more people to connect with, use Linkedin’s search bar to search for individuals and companies. 

You also can request connections with your network’s connections.  Do that by navigating to the profile of the person whose connections you want to view and tapping the number of connections below their profile.  Then just hit connect to anyone of interest that could result in more real estate leads.

Last, LinkedIn’s premium service offers advanced search filters that allow you to narrow down your search based on various criteria such as location, industry, and job title. You can even find background information to identify potential clients.  LinkedIn’s premium service comes at a cost, but it can make this process of gaining real estate leads faster and potentially more effective.

4. Who to Connect With

Now that you know how to increase your connections, it’s time to go over who you should request a connection from. Think about who are potential real estate leads or would have contact with other people who are real estate leads.

a.  Real Estate Groups

Join groups relating to the real estate industry like real estate investment groups or real estate vendor groups by hitting the “Groups” button on LinkedIn’s navigation bar.  Then search for the groups by searching topics or keywords related to the group. 

Once found, go on to the Group’s profile page and click “Request to Join” to send a request to the Group Admins. The Group Admins reviews requests and may approve your membership.

Once approved, contribute valuable insights and participate actively in discussions within the group. Share informative articles, blog posts, and industry updates.  Remember the overriding principle – build meaningful relationships by offering value!  That’s how to get real estate leads.

Additionally, as a group member, you can now message other group members. So, reach out to members with some proper engagement!

b. Influential People & Businesses

Connecting with local influential people and business is also great as collaborating with key players in the industry allows you to leverage each other’s networks and attract more real estate leads.

Send connection requests to real estate industry people such as loan officers, escrow officers, home inspectors, title companies, local thought leaders, and industry experts.  Reach out first to individuals who have a significant number of followers and regularly share valuable content related to real estate.

Once connected, explore collaboration opportunities that can help both of you including co-hosting webinars or events, contributing guest articles to each other’s blogs or newsletters, partnering up for joint marketing campaigns, or merely referring clients to each other.

5. Proper Connection Request

Now that you know who to request a connection with, how do you do it?  Because these are people that you don’t know, take the time to introduce yourself by sending a personal message along with your request to connect. 

Your message needs to follow the rules of proper engagement. Avoid generic messages that do not convey that you took the time to view their profile and content. It takes time and care to get real estate leads.

6. Engaging without Connection

We’ve covered how to reach out and request to connect with others so that you can begin the conversation.  However, there is also a way to begin the conversation even though you haven’t requested to connect with them or they haven’t accepted your connection request. How?

With LinkedIn’s premium service, you can send InMails to anyone. InMails are like emails but they have a higher response rate compared to connection requests. That’s an advantage, but you’ll have to pay the price of LinkedIn’s premium service to get it.

5 Steps to EPIC LinkedIn Real Estate Leads

This information focuses on maximizing real estate leads through LinkedIn advertising and sponsored content.  By utilizing these paid services, you can even more effectively reach your target audience and drive engagement that converts into real estate leads.

LinkedIn is the champ when it comes to turning visitors into real estate leads. It boasts a 2.74% success rate of converting visitors into leads for both B2B and B2C audiences, which is way better than what you get from Facebook (0.77%) or Twitter (0.69%).

Ok, let’s explore how you can maximize getting real estate leads on LinkedIn.

1. Advertising

Utilize LinkedIn’s advertising features to target specific demographics of potential real estate leads. That is, you can use text & banner ads to promote your services and capture the attention of your target audience. 

You can also use LinkedIn’s advanced targeting options to narrow down your audience based on factors such as location, industry, job title, and more. Experiment with different ad formats to see which ones resonate best with your target real estate leads audience.

2. Sponsored Content

Create compelling sponsored content that drives engagement and captures real estate leads. Craft engaging posts that provide valuable information about the real estate market or offer tips for home buyers/sellers.

Include eye-catching visuals such as high-quality images or videos to grab attention. Use a clear call-to-action (CTA) in your posts, encouraging users to click, share, or provide their contact information for more details. Viola, those are real estate leads!

3. Analytics

Leverage LinkedIn’s analytics to track the effectiveness of your advertising campaigns. Monitor key metrics such as impressions, clicks, shares, and conversions to gauge the performance of your ads.

Identify trends or patterns in user behavior to optimize future campaigns for better results toward your goal of real estate leads. Use A/B testing to compare different ad variations and determine which ones are most effective at capturing real estate leads.

4. Budget Maximization

Make the most of your money by optimizing your ads and sponsored content based on performance data.   See what’s doing great and what’s not doing so great.  Allocate more budget towards ads consistently generating high click-through rates (CTR) or conversions.

Continuously refine your targeting criteria based on data insights to ensure you’re reaching the right audience to get real estate leads. Regularly review and adjust bidding strategies to maximize your return on investment (ROI).

5. LinkedIn Premium

Ok, we already touched on LinkedIn premium services – which come at a cost. However, there’s even more to LinkedIn Premium than advanced searching and the ability to message anyone. That is, LinkedIn Premium lets you know who is looking at your profile.

Knowing who is looking at your profile is useful information as that LinkedIn member could be a high-quality real estate lead, someone considering doing business with you. If they are, put the wheels in motion to properly engage with them.

Wrapping it Up

Congratulations on completing the sections on harnessing the power of LinkedIn for real estate leads! By now, you understand the importance of using LinkedIn as a valuable tool to connect with potential clients and generate real estate leads.

Leveraging your LinkedIn profile, creating compelling content, engaging with influencers, utilizing LinkedIn groups, and maximizing lead generation through advertising are all effective strategies to boost your success with real estate leads.

Now that you have learned these powerful techniques, it’s time to put them into action. Reach out to us to get our step-by-step training – provided free to those who partner with us. This is detailed LinkedIn training that you can watch on video at your own pace and set everything up to go.

Success on LinkedIn requires consistent effort and dedication, but mostly, action. Get started today!