So you’re wondering how to generate leads on Instagram?

I’ve got you - in this Tip Tuesday I’m going to share 3 steps to generate leads on Instagram this week.

Social media marketing is kind of my thing, and in my last Tip Tuesday I mentioned the best kinds of content real estate agents should post to Instagram. If you haven’t watched that yet, go check it out now I will link to it above, then come back to learn how to use that content in a way to generate leads.

I’ve been able to teach thousands of real estate agents how to grow their real estate business on Instagram, and today for Tip Tuesday I want to share this three-step strategy you can try this week to see results on Instagram.

Step 1: Create an offer.

As with any lead prospecting, you want to create a compelling offer. This can also be called a lead magnet. A great offer is going to be shared through a piece of content - maybe it’s a great series on Stories, or an IGTV video, as well as a really compelling post to the feed. Put it out there in as many different formats as you can, to make sure that it gets seen by as many people as possible. In that content, you’re sharing something that will educate, motivate, or inspire.

Here’s the thing: Creating a valuable offer that prospects can’t turn down all starts with identifying your ideal client. If you’ve already done the work behind creating your brand on social media, you might already know who you ideal client is, but if not, here’s some tips on how to get started.

Your ideal client is your niche, or a kind of market that you want to specialize in. Establishing yourself as an authority in this area will attract leads to you by becoming the go-to agent in that space. Think of the areas of town you want to specialize in and who those buyers and sellers are. What’s important to them? What are their interests? What questions do they typically have? Use this research to find clues on what kind of offer to create.

Here are some examples of great offers:

Help first-time homebuyers by creating a piece of content that shares the steps to buying a home.
Help homeowners know how to get the most for selling their home by sharing ideas for inexpensive home updates or decluttering, or even the best time to sell and why.
Instagram is very geographically driven, meaning it’s a great tool to connect with people relocating to your market or just trying to learn more about the area. Connect with potential buyers by sharing a guide to your geographical market - include things to do, restaurants, bars, or entertainment options. Share why that area of town is so special and why they should consider it in the case of a move.

The options truly are endless but those are just a few ideas to get the juices flowing.

Step 2: Connect with the RIGHT people.

You need to post your offer and get it in front of the right people. Luckily, as I mentioned, Instagram has an algorithm that shows users content based on their demographics, geographic and also interests. So by connecting with the right people, you can package your offer in a way that it gets found by buyers and sellers who are actually looking to transact in your area.

Share your offer - explain who it’s for, why you’re excited about it, and how it can help them! Include a beautiful photo that can pertain to the offer - maybe it’s a gorgeous home, a photo of you with clients, or of a location you mention in the offer. In the post you make, you’ll can do a few things to make sure it’s found by the right people on Instagram over time.

First, tag your location. You can tag your location on any post to your feed or to your Story, and people searching Instagram for content in that location will be able to discover you.
Second, add hashtags, but don’t overdo it. I see too much hashtag abuse on Instagram and you should know there is a right and a wrong way to add hashtags. Choose hashtags that relate to the content of the offer, your geographical location, and your industry. Think, #phoenixrealestate, #phoenixtravelguide, #azblogger, #scottsdalerealestate. There are lots of tools to do research on these hashtags, but keep it simple. Be sure to add any hashtags at the END of your caption to keep your message easy to read for consumers and frankly to keep it from looking spammy.

Step 3: Extend the invitation.

Once the right people start finding your post, you’ll need a way to drive them to the offer. You have to extend an invitation to provide the offer while simultaneously getting direct contact with them so you can generate the lead and follow up to determine if they are a viable prospect!

There are lots of ways you can accomplish this. First, in your posts, you need to create a CTA (or a call to action), and tell prospects who are interested how they can obtain this valuable information. You could direct them to a landing page on your website where you will have a lead capture embedded. Paste the link to the landing page using the link in your Instagram bio, and tell your followers to find the offer by clicking that link. This works great if you are sending leads to a home search site where they can register to view homes. Most blogs will also allow you to embed an email capture on your website so they can Opt-In and receive the information via email, that way.

A better way, through, would be to start a conversation in Direct Messages to exchange the information. In your post, you can say something to the effect of: “Comment if you’d like to get this information, no strings attached!” When you get people commenting in request of the offer, send them a direct message thanking them for their interest, and ask what email address they’d like you to send it to. Having conversations in the Direct Messages is where we book most of our appointments and get direct contact information.

Follow these steps, and you’ll have generated a lead!

But, we know the work doesn’t stop there - now you need to pull out your favorite follow up scripts and set the appointment with your new buyer or seller prospect.

This form of digital marketing is used in essentially every industry: create something of value, offer it to the right people in exchange for their contact information, and initiate a sequence to the sale. This is our primary way of generating leads on demand for no cost investment. All it takes is some time, intention, and creativity.

I’d love for you to try this out and start seeing results! And if you want to take those successes even further, be sure to download my Instagram Guide for real estate agents. To get it, you can go directly to www.Instagrowthforrealestate.com/blueprint.

Now time for the question of the day, what ideas do you have for an offer you can create to start generating leads? Tell me in the comments, let’s hear it!