You’re looking for more property management leads.
Your business has been growing steadily through referrals. At the same time, you want to take it to the next level, and build up a sizable property management business.
You’ve come to the right place.
I promise that, by the end of this article, you’ll be equipped with the know-how on the best ways to grab more leads and grow your property management business.
Before going into how to acquire more property management clients, I want to make sure you understand one important principle.
If your cost of acquiring a property is less than the lifetime customer value, you’re winning.
Let’s break it down using simple math. If your average customer remains with your company for three years and pays $100 per month, the average value of a property management contract is about $3,600 (12 months*$100*3 years). This figure may vary from company to company depending on how much you spend. For our purposes, the abovementioned amount is a safe assumption.
Now that you have a considerable budget for acquiring property management leads, let’s look at how to bring in more leads consistently.
First, you need to use the Internet. No longer is it merely an advantage to have an online presence. In the digital age, it’s a must.
Real estate related searches on Google grew 253 percent over the past four years. (Google Internal Data, Q3 2012).
There are generally hundreds of searches for property management companies per month in every U.S city.
Don’t believe people are searching for property management services in your local area?
Take a look at a few smaller cities and their monthly search volume.
There are 851-1700 searches every month for the term ‘Property Management Boise’
There are 501-850 searches per month for the term “Property Management Spokane’
There are 851-1700 searches every month for the term ‘Property Management Visalia CA’
If you’re interested in finding out how many searches there are in your local area, drop us a quick message on our contact form, and we’ll send you information on your local area.
These examples aren’t exactly huge metropolitan cities. And yet, there are still hundreds of people every month looking for property management companies. These are property management leads that just don’t know about your company.
So now that we know how many people are looking for property management services, how do you help them find and contact your company?
A simple option would be paying a property management lead generation company per lead. As a long-term strategy though, this can be rather expensive. To help you out, we’ve put together this article to guide you in acquiring high-quality clients for your property management business using SEO marketing principles.
- 1 7 Techniques On How To Get More Property Management Clients For Your Company
- 1.1 1. Establish A Social Media Presence
- 1.2 2. Optimize Your Website For Search Engines
- 1.3 3. Content Creation
- 1.4 4. Build A Strong Online Reputation
- 1.5 5. Increase Calls-to-Action on your Website
- 1.6 6. Attend Networking Events related to the Real Estate Industry
- 1.7 7. Provide as much information upfront as possible
7 Techniques On How To Get More Property Management Clients For Your Company
1. Establish A Social Media Presence
When social media is used effectively, it can be a powerful tool to reach out to — and establish relationships with — potential and current clients. At the very least, you should have a Facebook, Google+ and Twitter account.
Social media is valuable for generating quality leads, because it gives you visibility in places where your target market hangs out . The more you interact with prospects on social media, the higher your chances are of gaining a new customer.
Aim to post something about your company at least once a week.
Encourage reviews from your current tenants and property owners on your Facebook page.
Doing these will boost your SEO, as well as your credibility. Even when someone finds out about your company offline, they’re highly likely to check your company’s reviews online.
One way of increasing your social media exposure is to join groups where your target audience hangs out. For example, if you’re a property manager in Dallas TX, look for real estate investor groups specific to the Dallas area and contribute to them. Provide guidance and answer questions that group members ask. Position yourself as an authority in real estate within your area.
Another way to improve your visibility is to run paid ads. In particular, Facebook Ads can be extremely effective and affordable when attracting property management clients.
2. Optimize Your Website For Search Engines
If you’re looking to bring in leads on auto-pilot, this method is for you.
One of the best and most cost-effective ways to increase your property management leads is by having a properly optimized website.
Although it takes patience to properly optimize your website, you’ll be receiving multiple leads every month once you’re done with it.
By ranking in search engines for keywords related to your services, you can gain tons of new leads every month.
Keep in mind that 75% of searchers never scroll past the first page of Google. That’s why it’s imperative your website outranks your competitors.
Once your website is properly optimized, you can sit back and watch the leads come in droves.
A properly optimized website contains quality content, effective on-site optimization and high-quality backlinks.
If you’d like to learn more about how to optimize your website, check out our video.
3. Content Creation
Using your site’s high-quality blog posts, you’ll be able to help two types of people.
- Those looking for a property manager, and;
- Landlords looking for answers to their questions.
For a person already looking for a property management company, they usually find you via short-tail keywords. One example of this is “property management Chicago.” This is called a buyer intent keyword.
Those who don’t know what they need, on the other hand, will look for solutions to their problems. They might type in something like “how to rent out my property in Chicago.” This is called a long-tail keyword.
Approximately 90% of all internet searches are long-tail keywords.
By producing high-quality content on your website, you’ll gain the attention not only of search engines, but also your target customers.
Picture this: Your company becomes an authority on solving people’s problems. In time, this will drive quality leads to your business.
Generating high-quality content for your property management business is something you’ll have to focus on if growth is a top priority.
This will allow you to focus your time on providing quality property management services and landing your ideal customers.
4. Build A Strong Online Reputation
Focus on getting high-quality reviews online.
When people are searching for a property management company, they will look up reviews.
Naturally, a prospect will prefer companies with 5-star reviews over companies in the same area with 2-star reviews.
Make sure to encourage your clients to leave you reviews online.
Doing this will help increase the quality of leads you’re gaining.
The more positive reviews you have, the more prospects will feel like entrusting their property concerns to you.
Let’s say you’ve implemented these tactics consistently for several months. You’ve finally got traffic flowing into your website. Is that enough?
You may gain leads from implementing only these tactics. But you will want to aim higher!
The next step is to entice your potential leads to take the next step: contacting you.
5. Increase Calls-to-Action on your Website
Make it as easy as possible for prospects to reach you. Too many websites make potential clients work hard to take the next step. Put yourself above the competition by incorporating calls-to-action (CTA) into your website copy.
Not sure what a CTA is? Essentially, it’s a bunch of clickable buttons on your website that entice visitors to take action.
You need to be specific about what you want visitors to do on your website. Use action verbs, such as “Contact Us,” “Request a Free Consultation,” “Submit a Rental Application” and the like to direct your visitors.
Make sure you have more than one type of CTA, since you have more than one type of website visitor. Your property management website should be made to sell.
There are three different types of website visitors:
1. Cold Traffic.These people have no interest in discussing your property management services with you yet. (The keyword is “yet.”) They’re simply browsing the Internet doing research on the different property management companies available.
One way to turn these people into property management clients is by providing them upfront value. Include an informational offer on your website and capture their email address when they sign up for your offer. You can now contact that person and pitch them your property management services.
2. Warm Traffic.These people already express interest in your company. Make it as easy as possible for warm prospects to contact you once they’re ready to talk. Include a CTA for a free consultation on your website to help them contact you.
3. Hot Traffic.These are visitors who have already contacted your company and are considering your services. Your website can help you turn these leads into paying customers. Having a professionally designed website and a clear marketing message should help sway their decision in your favor.
While inbound marketing is important in a digital society, speaking to someone in person is still an effective way to generate business. Get out there and attend real estate and property management conferences. Find real estate investor groups and network. Talk to people and exchange business cards. You never know where you may meet your next client.
Sometimes, a person may have already heard about your company online, and meeting them in person is the final push they need to use your services.
7. Provide as much information upfront as possible
This may not help you gain new property management clients, but it’ll definitely increase the quality of the prospects who contact you. By providing as many details as possible about your services and your properties upfront, you’ll reduce the number of unqualified customers.
If you would like to have our team personally review your Internet marketing plan and show you how well you’re doing with your online marketing efforts, fill out our form on the Contact Us page, and we’ll be in touch.