[Video] Tom Ferry talks lead generation

Professional business trainer Tom Ferry enlightened the CENTURY 21 Convention crowd with straightforward advice on growing leads in what has become a consumer-driven real estate process. With 100,000 coaching sessions under his belt, Ferry is a master at helping agents adapt the complex nature of real estate matters to consumers making one of the biggest decisions of their lives.

Always engaging and sometimes just plain funny, the comedic delivery didn’t overshadow his commonsense when he listed his top tips, including:

• Connect and stay in contact with past clientele. Sure you may have their names in a database somewhere but what’s your strategy for keeping in touch? Try adding them to your smart phone and sending a weekly email with a YouTube link to your latest listings.

• Get geography specific. Don’t forget. You’re the neighborhood expert. So don’t just post some housing stats on Facebook. Offer your personal analysis of what they mean to the people in your community.

• Be special. Real estate agents are master socializers but that doesn’t mean you should travel about town in groups. Strike out on your own and send handwritten notes to acquaintances with a five-dollar gift card to a local Starbucks. Strong coffee and free advice is a great way to build relationships with that next generation of homebuyers and sellers.

While we love hearing from Tom, we also want to hear from our own savvy real estate agents. Share your tips for generating leads right here, right now.