Or, “How To Use Inbound Marketing To Get Divorce Leads”
Real estate agents often ask me how to get more leads. There are many, many ways to get leads. We have to start by considering that agent and their ideal client. For empathetic agents who have been through divorce and truly want to help people in a similar situation, our conversation usually comes to the question of how to get divorce leads without coming off as a pushy, sleazy, slimy agent who is only out for money during a difficult time for the client.
In the world of real estate marketing, it’s essential to be sensitive and empathetic to the needs of potential clients, especially when dealing with a life-changing event like divorce. While it may seem challenging to approach divorce leads without appearing pushy or sleazy, there are several strategies that real estate agents can employ to genuinely assist people during this challenging time. In this blog post, we’ll explore these inbound marketing strategies and provide tips on how to connect with divorce leads in a respectful and empathetic way.
1. Obtain the RCS-D Designation:
One of the first steps in building your credibility as a divorce real estate specialist is to earn the Real Estate Collaborative Specialist-Divorce (RCS-D) designation. This designation signifies your commitment to understanding the unique needs and challenges faced by individuals going through divorce. It also demonstrates your expertise in navigating the intricacies of real estate transactions during divorce proceedings. Obtaining this designation not only enhances your skills but also builds trust with potential clients.
2. Start a Niche Website or Blog:
Creating a niche website or blog dedicated to real estate in divorce can be an effective way to attract divorce leads while providing valuable information and resources. Your website can include articles, guides, and FAQs that address common concerns during divorce-related real estate transactions. Topics might include “Selling the Marital Home: What You Need to Know,” “Buying a New Home After Divorce,” or “Understanding Property Division.” By offering educational content, you position yourself as an empathetic and knowledgeable resource for individuals navigating divorce.
3. Network with Local Divorce Attorneys:
Collaborating with local divorce attorneys is a strategic move to connect with divorce leads. Attorneys often have clients who require assistance with real estate matters as part of their divorce settlements. Reach out to family law attorneys in your area, attend legal networking events, connect with divorce attorneys on LinkedIn, and establish relationships built on trust and professionalism. When attorneys refer their clients to you, it signals that you are a trustworthy and dependable real estate agent.
Additionally, your “closing ratio” gets boosted when the lead is referred to you. While many businesses typically achieve closing ratios ranging from 10 to 30 percent with other lead sources, referral-based sales often achieve remarkable rates of 50 to 70 percent or even higher.
4. Join or Create a Local Facebook Group:
Social media can be a powerful tool for connecting with divorce leads, but it’s crucial to use it in a supportive and non-intrusive manner. Consider joining or creating a local Facebook group dedicated to supporting people navigating divorce in your area. Share informative content, answer questions, and provide a platform for individuals to seek advice and connect with trusted professionals, including real estate agents. Focus on being a helpful presence rather than aggressively promoting your services. It’s imperative in Facebook Group Marketing to give more than you take.
5. Practice Empathy and Active Listening:
Ultimately, the key to attracting divorce leads without coming across as pushy or sleazy is to genuinely care about your clients’ well-being. Approach every interaction with empathy and active listening. Understand that divorce is a highly emotional and stressful time, and your role is to offer support and guidance without adding pressure. Be patient, compassionate, and always prioritize your clients’ best interests.
Ready To Help People During Divorce?
Building a successful real estate business centered on divorce leads requires a combination of professionalism, expertise, and empathy. By obtaining the RCS-D designation, creating educational content, networking with divorce attorneys, and engaging with local communities through social media, you can position yourself as a trusted and empathetic resource for individuals going through divorce. Remember that your goal is to genuinely assist and provide valuable solutions during a challenging time in their lives, earning their trust and respect along the way.
These techniques utilize inbound marketing to bring clients to you so that you never have to cold-call them. After all, you don’t want to seem like you’re trying to profit off of their misfortune. When the client calls you, they’re more likely to already know, like, and trust you.
If you’re interested in using these inbound marketing techniques to build a divorce niche in your real estate business, we can help. In fact, inbound marketing for realtors is one of our specialties! You get the designation and network in real life, and we’ll handle the online marketing behind the scenes to show them that you are the local real estate and divorce expert!