Generate Buyer Leads By Advertising the Calplus Program

If your not familiar with the Calplus program it is downpayment assistance program offered by the State.

I have been able to generate a large number of free leads on Craigslist advertising this program.  What I did was create a landing page basically describing this program with a call to action, “See if you qualify right now or by email.”

Here is what it looks like:


I don’t go into detail about the program.  This is a lead generation website not an informational website. The whole point of the site is to entise them to give me their contact information so that we can continue the conversation offline.

I then drive traffic to this landing page with Craigslist ads.  I have been running this ad off and on for about a month and have generated about 20 leads from it.  Cost? $0. Can’t beat that price.


New Craigslist Technique Generates Massive Amount of Buyer Leads

In this bog post I will describe a new technique to generate buyer leads on Craigslist that I created.

So last week I got a lead from my sister,  a friend of hers wanted to sell her house in Rancho Palos Verdes and needed an agent, great lead, right?  Sure thing…million dollar home. I spoke to the seller on the phone and everything was looking great and she was going to call me back and schedule a listing appointment the following week.

So I wanted to generate buyer leads before I met with her for a listing appointment. How great would it be to go into the listing appointment with several dozen buyer leads already generated for the house?

So what I did was create a ‘Pre-Sale Preferred Buyers List’ landing page and several Craigslist posts basically saying, “Coming Soon 3 bedroom home in Rancho Palos Verdes….blah, blah, blah. Click Here to Sign Up for my Pre-Sale Preferred Buyers List.” The link, of course, taking them to my landing page where they could enter their contact information.  Here is what the landing page looked like:


Now I created a number of different Craigslist ads for this landing page, all very broad with catchy headlines without giving the address or price.  Here is an example of one of them:


Now I wasn’t blown away with leads from this approach, but I did get a few leads and one all cash buyer looking for a home near the beach…not to bad.  I just thought I would get more. Maybe there just isn’t that many people who want to move to RPV?

So this weekend I decided to make the ad more broad and try to appeal to more buyers. I took out all the mention of Rancho Palos Verdes ..and wah-lah hit the jackpot. I got several leads in one posting.  For those of you new to Craigslist, this is a great result.  Although that might not sound like a lot, if you do several postings a day, 7 days a week, you’ll have a pretty good number of buyer leads by the end of the week.

So instead of “3 bedroom home in Rancho Palos Verdes,” it reads “3 Bedroom Home near the beach….”  Who wouldn’t want a 3 bedroom home near the beach?

So I hope some of you give this a try and get similar results. Oh by the way, the original lead that inspired this…it went cold and I never ended up getting an appointment to meet with the seller, but I’m still trying.

Study Asks: “Does Cold Calling as Lead Generation Activity Work?”

Several years ago Keller Williams did a study to determine if cold calling as a lead generation activity really works.  They took 134 agents from 10 geographical areas and had them cold call with a basic script one hour a day for 14 days.  They had no experience, no contacts, no database, no marketing, no listings, no “just solds”, just a list of homeowners and their phone numbers.

The results of the study:

  1. They made 6,264 calls of that 1,037 numbers were not working and 3,450 no answers which translated into 71.6% of the calls failed to reach a person.
  2. 929 of the people reached said they were not interested (14.8%).
  3. 132 people asked the agent to call back later.
  4. 19 appointments were set and the agents received 11 referrals (0.047%)
  5. So for every 60 people an agent reached (or contacts) they got 1 appointment or referral.

Conclusions of the study:

  1. If an agent can make 50 calls per hour it will take 6 hours to achieve 1 appointment.
  2. With a conversion rate of 2 appointments to 1 listing it will take an agent 12 hours of calls to get 1 listing.
  3. If an average commission is $6,000 that’s $500 an hour (Based on Texas home prices).
  4. Fatigue factor – by the time agents spent 11 hours callsing all 134 had quit calling.

What’s my takeaway from this?  Working the phones is hard work, it is mentally exhausting all of the rejection you will encounter BUT if you can power through that it can be very effective.  What other job can you make $500 an hour?

Ben Kinney, a KW Mega Agent, tracked his team phone prospecting numbers and he determined that for every 52 numbers dialed they would get 12 complete calls (23% answer rate) which would translate to 1 appointment.  Now they are calling sphere, expireds/FSBOs, and around just listed/just sold, in that order.