As a real estate agent, you must do everything in your power to continually attract new qualified leads. This entails multiple strategies, from working with cold calling companies to leveraging social media. While these methods are highly effective, there’s one complementary strategy that is often overlooked: expanding your real estate business through connections that you already have.
The advantages of organic word-of-mouth advertising cannot be overstated. After all, your existing clients have experienced the benefits of working with you firsthand, and they are likely to know other potential clients who suit your style. So why not let their good opinion work for you?
In the real estate industry, relationships are the lifeblood of a long and prosperous career. If you’re looking to expand your reach, here are a few ways that you can attract new qualified leads through the professional network you have already cultivated.
Don’t Neglect Current Leads
In the real estate industry, personal connections are everything, so it’s crucial that you stay on good terms with all of your clients. Some buyers can be very needy and high-maintenance or seem like they’re never going to follow through and make an offer. However, remember that each of these clients is a potential gateway to a whole network of future buyers. Continue to provide them with your best service, so that when the time finally does come, they have nothing but good things to say about their experience.
On a related note, you don’t always have to give up on clients that fall through. Remember the prospect who viewed several properties and then decided they weren’t ready to purchase a home? Keep their phone number! For many people, a house is the biggest purchase they will make in their lifetime. They often view many houses before making an offer. But you can keep them engaged by making it a point to update all of your clients on changes in the market and properties that may interest them. Send them emails regularly as a gentle reminder that your services are available when they are ready to purchase a home.
Every time that you contact a client use a different close than before. Instead of bombarding them with messages asking if they’re ready to buy, try inviting them to a first-time homebuyer seminar or educational event. Using less aggressive sales techniques will keep your prospects interested without seeming too pushy. By the time they’re ready to commit, they’ll have a positive impression of your follow-through, commitment, and willingness to educate them on their options. This may well earn you the attention of other potential homebuyers in their social circles, and help you attract new qualified leads.
Throw a Housewarming Party
You also shouldn’t let a connection with your client fade as soon as you close the deal. There is always an opportunity to expand your network, and one of the best ways to generate more leads is by throwing a housewarming party just after well-connected clients move in. Offer to cater their housewarming party and stay for a while to get acquainted with more prospects in your community. A housewarming party is a wonderful opportunity to connect with new qualified leads who are likely in a similar life stage as your previous client.
Housewarming parties also have an aspirational advantage. Friends and family members of your homebuyers will have a chance to admire the property when it’s at its best, letting them know what kind of jewels you have in your portfolio.
As a final tactic to generate new leads, ask any neighbors in attendance if they’re considering placing their home on the market. Building a reputation in a specific neighborhood can solidify your image.
Host Educational Events
To establish yourself as a trustworthy expert in the real estate industry, consider hosting educational events in your community. If any of your current clients are first-time homebuyers, be sure to invite them specifically and ask them to bring a friend. You can educate potential and current clients in your community about the process of buying their first home, rental properties, and the current housing market. This will spread the word about your real estate business and help you build your personal brand.
If you’re unsure where to begin, form an alliance with local businesses, venues, or even libraries, and ask if they would let you host seminars. Consider teaming up with a mortgage lender to expand your reach and generate more qualified leads.
Ask Previous Clients for Referrals
Previous clients who trust you and are familiar with your work are a prime resource for real estate marketing. Keep in mind that 41% of sellers found their real estate agents through a referral. Past clients have experienced the value of your services firsthand, and new prospects are more likely to trust the word of a happy client than they are to trust you.
To guarantee glowing referrals, go the extra mile to impress your clients with high-quality services throughout their entire home-buying journey. Keep in touch with your clients by giving them regular updates and communicating with them using their preferred communication style, whether by phone, text, or email. After closing a sale, assist buyers in the process of getting accustomed to their new community. To leave a lasting impression, send them a small gift to show your appreciation. Providing excellent service is a great way to garner more referrals and close more deals in the future.
Acquire Testimonials from Satisfied Clients
92% of consumers say that they trust word-of-mouth recommendations from friends and family above all other forms of advertising. Testimonials are a great way to stand out online and in person.
Acquiring high-quality testimonials requires real estate agents to ask the right questions. Not everyone is a natural orator, but asking specific questions can inspire your clients to open up in ways they may not have otherwise. Ask questions that allow clients to speak about your qualifications, demeanor, and effectiveness. Consider asking your clients the following questions for stellar reviews:
- What made you choose me as your real estate agent?
- What was the best thing I did to help you in the process of buying or selling your home?
- How was I able to help you overcome (name a specific problem your client had)?
- If you were to recommend my real estate services to a friend, family member, or coworker, what would you tell them?
The resulting testimonials can serve as a powerful marketing tool for your real estate business.
Call Motivated Sellers
Every happy client has the potential to lead to another client. With the right connections and a little extra work, you can attract new qualified leads at every turn.
If you’re a homeowner or real estate agent looking to sell your home, Call Motivated Sellers can help ease the sales process. We have years of experience in the real estate industry, along with access to the best information for buyers, sellers, and agents to help you close more leads.
To learn more about the services we offer, contact our team today, and let’s talk!
Marketing by Joseph Studios