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 Relocation Lead Generation
By: Darin "Sid" Cameron, CRS
Wed, Oct 24th, 2007 1:12 am

Our business up until now has mostly been internet leads that found us that we fought to retain.  That means proactively contacting the relocation companies to lock up the client so they're not pushing another agent, getting registered and filling out their paperwork, registering the client with the franchise's relo department so they don't assign it to another agent, etc.

That's why it's important to have a broker who knows how to appease relocation companies (member of ERC, understands the forms and paperwork, etc).

We changed brokerages this year and of the 4 RE/MAX offices we met with, two were blatantly clueless about how relocation worked- which was a red flag.

After that, our focus up until now has been on polishing and improving the services we provide the clients.  I've been holding Kimberly back from a full forced blitz on growing relocation at the corporate level because there's too many other things we don't have in place yet.

But with that said, we haven't had a lot of luck getting in front of the HR people.  Bottom line, no agent or small team can offer them what a large relocation company or franchise broker can offer them- that’s just being realistic.

However our initial recruiter and head hunter relationships have been fantastic. I firmly believe if you’re an individual or small team it's a better avenue to start with.  You see, the recruiter is also a sales rep and just like you and me they only get paid when the client takes the job.  One of the biggest reasons why that doesn’t happen is because the client isn’t sold on the city.

That means you have a value proposition to provide the recruiter- they sell the job, YOU can sell the city.  Offer to pick the prospects up at the airport and drive then to the interview, then give them a quick tour on the way there.

I can go more into this if needed.

[ Next Article: << Building Relocation Business at a Brokerage with a Relo Department ]
[ Previous Article: >> Understanding Relocation Clients (Part 2) ]

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Darin "Sid" Cameron spent 15 years working in tech sales which in 1998 relocated him to St. Louis. In 2004 he took over web development tasks for Kimberly's real estate team and later became the full-time Marketing and Operations Director. In 2011, he launched two brokerages, The Realty Store, Inc. and Realty Referral Partners, Inc. Sid holds a real estate broker's license in Missouri, CRS certification and was the first CyberStar in the St. Louis area.
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