Offline and Online Lead Generation for Builders: How to Generate Leads with Geographic Farming and Referral Programs

In my last two videos in this special training, I covered four different offline lead generation systems.

sales training for home builders, marketing training for home builder, closing sales for home builders, contractor lead generation

The first video focused on how home builders and home remodelers can use projects – such as a model homes or show rooms for lead generation, and reviewed updated ideas for your print marketing campaigns.

(Click Here to Review Video One.)

The second training video taught new systems for generating leads with events and Realtor Outreach programs.

(You can review it again by clicking here.)

In this third video of this 5-part series, I’m reviewing two more off-line strategies: geographic farming and referral programs.

You will learn how to effectively use geographic farming:

  • How to choose the best area to farm.
  • Various types of print pieces for optimum results.
  • How home remodelers can turn one project into dozens using these techniques.
  • The best places for home builders to choose and why.
  • Realistic timing and budget considerations.
  • Three different ways to track and evaluate your results.

One of the key points I reveal is why geographic farming hasn’t worked for many home builders and remodelers in the past – and what you need to change to get a return on your investment.

Next, you’ll learn about developing your referral programs:

We ran a case study about referral programs in 2010. The results showed that 3-out-of-4 prospects who come to your business through a referral program turn into a closed sale for home builders. With that kind of result, developing and implementing your referral program should be at the top of your to-do list.

You’ll learn:

  • How to develop a rewards program.
  • What you need to do to keep your referral partners motivated continuously.
  • How to use personal events (such as birthdays, or home closing anniversaries) to continually connect with referral partners.
  • How to choose the best holidays to promote your business and why.
  • Using special events for referral partners to keep the leads rolling in.
  • A simple strategy to implement your referral program in very little time each week.

Here’s lesson 3:

Click here to download the slides for video 3

Please leave your comments below. I appreciate your feedback, including additional training that you’ll find helpful for your business.