Are you ready to grow your Real Estate business this year?
As a Realtor, you know that your client list is the lifeline of your business. Whether you are seasoned or just starting out in real estate, you need to attract new potential buyers and sellers to build your business. To sustain and grow that business you also have to delight them with great service, turn them into “raving fans” (a popular marketing term) and encourage them to post positive reviews of your transaction, retain them as repeat clients and generate referrals from their sphere of influence. Seems easy, right? It definitely takes work and consistency to build, grown and maintain a client list. If you are overwhelmed and wondering where to even begin, here are some tips:
Identify your “ideal client.” Identifying your ideal client goes beyond a preference for working with buyers vs. sellers and the broader target market identifiers. You should have a clear picture in your mind of your ideal client. Think about what that person would read, where they would go, what they like to do. What are their hobbies? What makes them happy? Sad? Relieved? What obstacles do they face? Where do they live? When you make it all about THEM and less about you, you will automatically attract your ideal customer to you instead of vice-versa.
Cater all your marketing around your ideal client. If you are focused on millennial first-time homebuyers in Houston, you probably would not send out mailings to get their attention. You have to understand how this person communicates, what they do, where they go. Hosting a first-time homebuying class, participating in a popular podcast, or doing a live Q+A on social media would be a much better strategy to reach this ideal client.
Be the trusted expert. Clients expect their Realtor to be an expert in all aspects of the industry. You have to talk the talk AND walk the walk. You should have a firm knowledge of your industry, terms, the area you are focused on, and the types of real estate transactions you are best at. When you position yourself as the expert you become the trusted go-to professional that your clients will come to for all of their questions. This creates opportunities for you to deepen the relationship and create new opportunities. A great way to do this is to utilize social media on a consistent basis to push out worthy content geared towards your ideal client. The more you know about them, the better the content you can push out. Find out what they want to know and provide that to them. The more blog posts, webinars, or in-person networking that you do, the more value you bring to the table.
Build industry relationships. Balancing day to day tasks of running your business and also finding time to build a strong network isn’t easy. Plus, networking events can be awkward – but there are few things that can replace a human connection. Utilize these events to meet other people in your industry or complementary industries. You will likely learn something that might be helpful to you or your clients, as well as have the ability to generate referrals for each other. When you partner with other businesses that complement yours, you can bring even more value to your clients. Everybody “knows a guy” right? You just have to know the right people! You are positioning yourself as an expert in the field, so you should know all the best, reputable key players in the related fields. You should also network with other Realtors. The Realtor community is unique, although many are competing for the same listings, the cooperative nature of the business means many times you end up working together to bring buyers and sellers together to achieve the same goal. Being a good part of the Realtor community and fostering good relationships with other Realtors means you will learn from other’s successes and mistakes. It will make everyone stronger.
The fortune is in the follow-up. This is not a cliché – this is the golden rule of any successful entrepreneur! Get in the habit of following up on a regular basis. There are tools that can help you with this, from email marketing to calendars to using an assistant. If you focus only on gaining new business, you will miss out on the best part of building the business – creating meaningful client relationships. When you follow up on a regular basis, in a genuine way (not just asking for referrals, sales etc) you will not only stay top of mind with your current client base, but you will be way more likely to get reviews, referrals and repeat business. In a world where we are constantly bombarded by marketing messages everywhere we turn, positioning yourself as the trusted expert who cares about what their client base cares about will lead you to success.
If you are a Realtor looking to build and grow your business, you need to start with clearly defined goals of who you are targeting. Find out everything you can about them, and then consistently deliver content and marketing that speaks directly to that. Build relationships in the industry and with your clients where you are viewed as a trusted expert. Always follow up and stay in touch with your clients, building a relationship that will lead to more repeat and referral business. If you can master these things your business will skyrocket this year!
You can also request a free 20-minute consultation with our Director of Marketing and Client Delight, Dayna! Email her at email@example.com to schedule your appointment or visit www.calendly.com/dms20
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South County Mortgage is a licensed mortgage brokerage providing better than bank service and better than bank rates to Rhode Island residents for over 20 years. Visit our website for more info, www.scmtg.net.