Advice for Agents: 5 Essential Tips on How to Get Clients in Real Estate
When it comes to growing your real estate business, it all starts with growing your client list.
But how do you do that in today’s real estate market? How do you compete against 2 million other realtors?
The good news is, growing your business is entirely in your own hands. Once you know the tricks of the trade, then it’s just a matter of outworking your competition.
Read more for five smart tips on how to get clients in real estate and grow your business now.
1. Ask for Referrals
75% of your business is going to come from referrals. That’s a staggering statistic that speaks to the importance of making clients happy for positive word-of-mouth.
Since most of your clients will be referrals, don’t be afraid to ask your current clients and network for them. You can offer referral gifts to anyone who refers you to a new client. Many agents find success offering referral gifts on their website, and promoting the offer on their social media channels.
But perhaps the easiest and most effective technique is to call your network of friends and colleagues and simply ask: “Do you know anyone who is looking to buy or sell a house in the near future?”
It’s also wise to partner with loan brokers and escrow agents you know to do good work. Ask them to refer interested parties to you and promise to do the same for them.
2. Grow Your Online Presence
Say goodbye to cold calling expired listings and say hello to creating a strong online presence.
These days, buyers and sellers do their research online before contacting real estate agents. They research who you are and read your reviews before they contact you.
That’s why having an online presence is no longer optional. Create a strong website with helpful tools and resources to help potential clients. Create strong content, such as tutorials and how-tos, checklists and guides for your audience. You have a much greater chance of landing a new client after you have served them for free.
Promote your website and articles on your social media channels. Post pictures of your life and your business to give people a sense of who you are. Feature reviews and testimonials prominently on your website and social accounts as social proof of your outstanding record.
3. Work Open Houses
Open houses are a gold mine of leads. Most people who come through the door are interested in purchasing a house. And many of these buyers will need to sell their own house as well.
If you have a listing, feature an open house whenever you can. It’s also fairly simple to host an open house for other real estate agents who may be too busy themselves. They’ll be happy someone is promoting their listing and everyone who signs your guest sheet is a new lead for you.
4. Consistently Promote and Brand Yourself
Branding yourself is a great long-term approach to lead generation. Create a name for yourself, and focus on a niche such as a type of home you like to sell. Or maybe your an expert in a particular area or neighborhood.
Once you are recognized as a leader in your niche, you can garner a regular stream of leads. Create content for your website based on your niche. For example, you may have articles on how to find custom homes in a prestigious neighborhood. Or you could list the benefits of living in that particular neighborhood.
Share real estate stats, important phone numbers and a calendar of events in that area. Anything you can do that links your name to the niche you want to serve will help you attract targeted leads.
5. Network, Network, Network
Real estate is a face to face business. Meeting someone is the first step towards earning a new client. The more people you meet, the more clients you will have.
Of course, not everyone will become a client. It’s a numbers game. The point is, get out there and meet people. And when you do, let them know you are an agent. Even if you work for a virtual real estate brokerage like Ashby & Graff Advantage, you’ve got to get yourself out there.
Craft an effective elevator pitch and have your business cards at the ready. Let people know who you are and what you can do for them?
Attend community and charity events you are interested in. Join real estate and investing organizations and to meet others interested in real estate. By involving yourself in the community, you get to know a lot of people, all of whom know you are a reputable real estate agent.
How to Get Clients in Real Estate: The Bottom Line
If you want to know how to get clients in real estate, you have to remember that most business will come from referrals. So meeting new people and asking your current network for referrals are likely to be your two most effective lead generation tactics.
And, of course, nothing can help your business more than providing the absolute best service and attention to detail in your area. The positive word-of-mouth you receive will serve you well throughout your career.
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