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How to Build a Killer Real Estate Sales Funnel and Close More Deals 

Are you looking for a way to take your real estate business to the next level? Have you been struggling with capturing leads and closing more deals? If so, then creating a real estate sales funnel can be the key to success.

A sales funnel is an effective marketing tool that helps to guide prospective buyers and sellers through their real estate journey. It starts with generating leads and ends when those leads become clients.

By leveraging the power of a well-designed sales funnel, you can easily convert prospects into loyal clients and increase your overall revenue. In this article, we will discuss how to build an effective real estate sales funnel that will help you close more deals than ever before!

What is a sales funnel in real estate?

A real estate sales funnel is the foundation of lead generation for any real estate business. It starts with engaging potential clients and builds trust until an individual decides to move forward and make a purchase.

A real estate funnel functions by taking strangers and quickly turning them into loyal customers, from not knowing who you are to learning about your products and services, liking what they see, and finally trusting you as the specialist, they need in the real estate industry.

To make sure that potential clients see you as their solution, real estate experts take advantage of a variety of tools such as opt-in form, webinars, emails sequences, or Facebook ad campaigns – but none of these would be effective without the fundamental customer relationship-building structure found in real estate funnels.

The Four Foundations of a Killer Real Estate Sales Funnel

Real estate agents need strong sales funnels if they hope to succeed in today’s competitive market.

Crafting one requires knowing exactly who you want to target with what type of message via which channels—and then creating assets around those messages so potential leads can explore further why they should choose specifically you as their agent.

Get Clear On Who You Want To Attract

You need to know who you want to attract in order for your sales funnel to work optimally.

Do you want to target first-time homebuyers?

Retirees looking for a second home?

Investors in the market for commercial properties?

Knowing who you want to target can help you craft content that will speak directly to them and make them more likely to respond positively. It also helps inform other aspects of your marketing strategy, such as which social media platforms they prefer and what kind of language they use when talking about their needs.

Get Clear On Your Methodology

Now that you have identified who you are targeting, it’s time to figure out how best to reach them.

What channels do they use most often?

Are there any particular keywords or phrases they commonly search for?

Are there any events or meetups in which they regularly participate?

Having an understanding of your potential buyers behavior and preferences can help guide your outreach efforts and ensure that your message reaches its intended audience.

Get Clear On Your Message

Once you know who you are trying to reach and how best to reach them, it’s time for the fun part—crafting your message!

You want it to be clear, concise, and on-brand—after all, this is what will ultimately determine whether or not someone becomes a client.

Think about what differentiates you from other agents in the area, and build your messaging around that unique selling point (USP). Additionally, don’t forget about visuals; studies show that visuals are processed 60,000 times faster than text alone!

Create A Resource Around Your Method

Finally, once your messaging has been crafted and distributed through appropriate channels, create a resource around it!

This could be anything from an eBook or guide providing more information on how you solve their problem and why they should choose you over other agents in the area, a webinar discussing tips on choosing the right home, or even just an email newsletter highlighting recent industry news and trends.

Whatever form it takes, creating a resource around your method allows potential leads further access into what makes you special as a real estate agent—which can go a long way towards converting leads into clients!

Mistakes Real Estate Agents Make When Creating Their Sales Funnel 

Creating an effective sales funnel as a real estate agent requires careful planning and consideration from start to finish.

From understanding who your target customer is to investing in quality tech solutions for automation purposes—there are numerous factors involved in creating a successful marketing strategy online for real estate agents.

By avoiding these four common mistakes when building out your funnels, you stand a better chance of creating something truly unique and powerful that will yield optimal results.

Your Funnel Is A Work In Progress

When it comes to creating a sales funnel, many agents feel like they have to have everything up and running before they can launch it.

This is simply not true. Your funnel should be considered a work in progress, meaning that it should be tweaked and adjusted as needed over time.

There is no “one size fits all” approach when it comes to creating an effective funnel for your business.

Thinking A Real Estate Sales Funnel Is Just A Collection Of Content

Another common mistake agents make is thinking that a sales funnel is just a collection of content such as blog posts or videos.

While content does play an important role in any successful marketing plan, it’s important to remember that there is more to a sales funnel than just content creation.

You also need to ensure that you are nurturing leads through email campaigns, offering additional value through incentives or discounts, and consistently engaging with customers on social media platforms.

Focusing on The Wrong Avatar

Before you create your sales funnel, it’s essential that you identify who your target audience is—or your avatar—so that you can tailor the content of your sales messages accordingly.

Many agents make the mistake of focusing too much on themselves instead of their ideal customers; this means that they create content based on their own needs instead of what their target customers will find valuable.

To avoid this mistake, take some time to really get to know your avatar so that you can create content specifically tailored to their needs and interests.

Getting Overly Focused on The Tech

When setting up a sales funnel, many agents get caught up in all the bells and whistles of the technology involved in setting one up—such as choosing the right software or landing page builder—instead of concentrating on creating quality content and maintaining customer relationships through personal interactions or feedback loops.

It’s important to note that regardless of how fancy or advanced your tech setup may be, if you don’t have great content or aren’t able to cultivate relationships with potential customers, then your efforts will be wasted.

Messaging Sequence For Your Real Estate Sales Funnel 

To construct a successful funnel, you must accomplish three objectives.

  1. Highlighting the Pain Point
  2. Outlining the Solution Plan
  3. Selling the Resolution

Highlighting the Pain Point

At the end of the day, potential clients don’t care about solutions; they need to know what their problem is and why it’s so important for them to do something about it.

Highlighting the pain point makes potential customers take urgent action, as they will understand exactly what is at stake and the potential consequences of not taking any immediate action.

To ensure this process goes smoothly and effectively, you need to get crystal clear on who your audience is and the details associated with their particular pain point.

Once this is done, potential clients should be made aware that if they take no decisive steps, there could be serious implications for them in both the short term and long term. By educating prospective customers on the gravity of their issues, we can start a conversation and also ensure they recognize how significant these matters are.

Understanding the Pain Point 

Without understanding your ideal audience’s pain point, you’ll never be able to generate leads for your real estate business.

Here’s why…

No one likes moving for fun.

People move because they are experiencing a problem in their current location, and they need to make a change.

They move because something has changed within their lifestyle, which has caused a problem, and now they need a solution to that problem.

If you’re not able to answer the question – why does this move need to happen, then you’re neglecting an important piece of the marketing funnel.

Moving takes a lot of effort, and it’s not for the faint-hearted. Just think about all that needs to be done – packing up every single piece of your life into boxes, selling or renting out your home, living amidst an uncertain future as if you’re in limbo…the list is endless. It’s no surprise that such a big decision is only taken by those who are truly serious about it.

As you craft messages to connect with your ideal client, it’s important to use language that really speaks to them. Connecting the pain they experience on an emotional level makes a lasting impression and encourages action!

To get this right, take time out for market research so you can construct vivid descriptions of what their suffering looks like, feels like, and sounds like — helping your messaging hit harder than ever before.

Understanding the Problem

In order to be successful when addressing your client’s problem, getting clear on the issue is essential. You need to understand what the client thinks is wrong as well as determine the true, underlying cause of their pain. This helps to ensure that you can thoroughly identify the problem and how it can be solved.

To ensure success, ask two questions:

What is the pain they’re experiencing?

And why are they experiencing this particular pain?

Once you have a good understanding of these two points, then you can start taking action and finding solutions.

For example…

Your clients might believe that since they had a child, it’s harder to make friends when in reality, they live in an area that’s geared more toward young professionals instead of young families.

Knowing the Consequences

Knowing the consequences of a problem is essential for real estate funnel success.

Without understanding the full impact of not solving the issue, any sales funnel falls short.

Think about what could happen in a year if this challenge isn’t solved. Consider not only the immediate effects but also understand how it can compound and lead to even more damaging results over time.

It’s not just about finding a solution — it’s about understanding the stakes: painting that nightmare scenario and helping your client to fully grasp why this problem must be solved. When the true cost is clear, it will become easier to make a case for tackling it!

Outlining the Solution Plan

It’s time to start outlining your solution plan and get yourself out there in the real estate world.

This means telling your brand story, sharing your real estate services and qualifications, and presenting all the details of how you’ve helped past clients.

Your Real Estate Story

This is going to be your elevator pitch—the story that tells potential clients why they should choose you as their real estate agent. You’ll want it to be honest, genuine, and authentic by conveying your unique experience in the field. Whether that includes successful deals won or unique challenges faced, make sure that your prospective clients walk away with a better understanding of who you are as a person and an agent.

Your Method

Next up is outlining what sets you apart from other agents in the area. What makes you special? How do you work? What can clients expect from working with you? Answer these questions by providing clear examples of how you go about helping them achieve their goals. This could include detailed descriptions of steps taken when listing a home or doing market research for buyers—whatever works for your niche!

Social Proof

Finally, it’s time to share social proof on why people should choose YOU as their real estate agent over anyone else. This could include case studies, testimonials from past clients, interviews with colleagues in the industry talking about their experience working with you—anything that proves that you are the best option when it comes to selling or buying property!

Selling the Resolution

There are three key steps to ensuring your marketing efforts pay off and your conversion rate increases when meeting with a potential client.

Handle Objections 

As an agent, it’s your responsibility to not only address objections – but to overcome them.

In other words, you need to listen carefully to what prospects are saying and present solutions that will change their mind.

Use anecdotes from previous clients or practice role-playing scenarios with a colleague who can give honest feedback on how well you’re handling objections. 


Offering potential clients a vision of success is key in converting them to being part of your team. Let their imaginations run wild as you paint the picture of how life can be different and better if they choose to work with you!

Help them envision what could await – improved circumstances, new opportunities, and greater results after utilizing your system.

Guide them further by showing prospects where they will be one year down the line, not just financially but emotionally too- ask yourself: What kind of impact does working with me make on my clients’ lives?


Once they have heard your vision and accepted that it is possible, it is important that you give them a clear action step so that they can deepen their relationship with you and move closer to working with you. This could involve signing up for an initial consultation or signing a contract and hiring you as their real estate agent. 

Are there tools to help you with the real estate sales funnels?

Gravity Real Estate Marketing offers a comprehensive suite of ready-to-use sales funnels that can be customized for any real estate business.

These funnels include a real estate guide, a landing page, follow-up campaigns for new leads, and social media graphics to promote the free guide.

These guides are specifically designed to provide home buyers and sellers with important information about the real estate process and learn more about your services as a real estate professional.

Everything is designed in Canva, allowing you to easily customize the content.

You can copy and paste the follow-up campaigns into your customer relationship management (CRM) system so that they’re ready to go when you need them.

Finally, you can promote the guide via social media, your website, or by using other digital marketing tactics, such as emailing the link out to potential customers in order to get maximum exposure.

Using these ready-made sales funnels can save time and money by streamlining your workflow while also providing an effective way to reach out to prospective clients.

By customizing the content of your guide and utilizing various digital marketing strategies, you can ensure that you’re reaching more people with your message and increasing engagement with those prospects who are interested in learning more about buying or selling a home.

Start Using Real Estate Marketing Funnels

By understanding the components of a real estate sales funnel and how to properly create one, you can avoid some common mistakes that agents make. Funnels are an important part of generating leads and driving sales, so it’s critical that you have a solid understanding of how they work. If you need help getting started, we can assist you with creating a killer real estate sales funnel. Contact us today to learn more about our services.

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