How to Use the LinkedIn Relationship Tab to Improve Your Lead Generation in Real Estate

Do you struggle to remember how or why you connected with someone on LinkedIn? 

Or the understanding of why LinkedIn is so important to have for Real Estate Agents?

By using the Relationship tab, you can build on the connections you need to convert more prospects, close more deals and grow your real estate business. If you are sick of calling people, this is another way to get your lead gen in.

What is the LinkedIn Relationship Tab?

This is a convenient tool that shows you how you’re connected to someone. You can add information to remind yourself of important details about your relationship or set reminders for future interactions. it is available to all LinkedIn users, both free and premium. You can find this tab by opening a connection’s LinkedIn profile. The tab is not available on the mobile app. Just beneath the profile information are two tabs: Relationship and Contact Info. Clicking on the Relationship tab shows information related to your relationship with this contact. This is visible only to you and is unique to you and each of your connections.

How Can You Use It For Lead Generation With Your Business?

#1: Find Out When You Connected

LinkedIn will populate the date you originally connected with someone in the Relationship tab. This information is available for anyone you’re connected to on LinkedIn. The date you connected may be helpful if you’ve forgotten how you connected with the person. The date often is enough information to keep track of a growing LinkedIn network.

#2: View Messages You’ve Exchanged

If you’ve shared messages with a LinkedIn connection, these messages also appear in your list of automatically populated details. The most recent conversation appears on the Relationship tab, but you can click on the See More link to reveal the full list of conversations and the date you originally connected with this person. Having this quick reminder of how you communicated in the past is a useful way to review your relationship. For example, if you’re developing a relationship with a connection and don’t want to send more than one LinkedIn message a month, you can quickly see how recently you sent your last LinkedIn message. Or if you want to refer to a previous conversation or details, you can quickly access those details before sending out your new message.

#3: Add Notes About Your Contacts

The first personalized section you can edit on the Relationship tab is the Note section. This is where you can add any details or information related to your connecti

on. This information can be personal or professional. It can be any information that helps you organize your contacts and keep track of your relationships. Here are a few examples of how you might use the Note section:

·         Include notes for individuals you know have attended open houses.

·         List the person’s interests for when you meet with them in person.

·         List if they are buyers/sellers.

·         If you have been following up on a cold-call development with a connection, keep track of conversations and progress notes.

·         How the buying/selling process went.

·         What service providers they are using (Marketplace Home Mortgage for Finance, etc)

When a person unexpectedly calls you while you are at home, you can quickly look up his or her LinkedIn profile and have immediate access to all of your conversations, history and details you’ve chosen to list. Rather than having to ask your contact to remind you, you already have all of this information and can impress that person with your knowledge and value of your relationship.

#4: Set Reminders To Follow Up

The Reminder tool is one of the most useful tools on LinkedIn. It allows you to set a one-time or recurring reminder for a connection. Many people don’t even know this exists.  When you’ve set a reminder, you’ll receive a notification via email, indicating you have a reminder. You can also go to your LinkedIn Connections tab, and your pending reminders will appear along the top list of activity for your connections. Once the item is complete, click Mark as Complete, which clears the item from your activity. You can also change the due date if needed. Details of completed reminders are cleared from your activity, so you should add a note indicating when and what task you completed. If you have a hot lead or a cold call relationship with someone, the Reminder tool is one of your most valuable assets within LinkedIn. It allows you to set a schedule for follow-up conversations and information sharing that will help you close that deal and stay focused on the lead so they don’t get lost in the business.

#5: Record How You Met

The How You Met tab is one that you should really take the time to complete for every connection you have on LinkedIn. It can be time-consuming, but in the long run, it’s worth it. As your network grows and you connect with more people, it’s easy to lose track of why you’re connected to people. So take a minute to fill in this section with details about how you connected or met. This information will help you keep track of your network and build those relationships to grow your business. If someone sends you a personalized LinkedIn connection request stating why he or she wants to connect with you, it’s a good idea to copy and paste it into the How You Met section. The initial conversations and messages you exchange when connecting are not transferred to the message list on the Relationship tab. If you were introduced to a contact or referred by someone, you can also include that information in the Who Introduced You field. Just start typing the person’s name, and LinkedIn will pull the list of connections you have that match that name.

#6: Assign Tags to Categorize Connections

Tags are a convenient way to quickly categorize your connections and when searching for connections on LinkedIn, there is a filter to sort by tags, which makes this a valuable tool for organizing your network. It’s a good idea to categorize every one of your connections on LinkedIn. You can get as creative or as targeted as you like with your own personalized tag titles. To assign a tag to a connection, click on the Tag tab and select one or more of your existing tags. Choose the Add New Tag option if you want to assign a new category. The contact will automatically be included in this new tag category. Examples: Buyers, Agents, Sellers, Potential Clients, Hot Leads, Family, etc.

LinkedIn is one of the most powerful tools for developing your Lead Generation and growing a network around your Real Estate business. It takes a lot more than just connecting with someone to really foster the connections and value that LinkedIn has to offer. Use the Relationship tab to grow your relationships and capitalize on opportunities to connect with potential clients. If you would like help getting this set up email me for a time to meet or check out my website for more information.