Real Estate Marketing Blogger

How much time do you spend keeping in touch with your past clients? If the answer is none, then you are throwing away money. Most agents get a certain number of referrals from their past clients but they could almost certainly do better with a little effort. Try to send a letter a few times a year to keep in touch and to remind them you are still out there if they or someone they know needs an agent. A letter on the anniversary when they bought or sold their house might provide a good reason for the contact.

After your deal closes or once your buyers don’t buy or your sellers don’t sell, provide them a questionnaire so they can give you feedback on what went right and what went wrong from their perspective. You can pretend any less than successful relationships were the fault of your clients if you want to, but you would be wise to listen to the answers you get and learn from them. It can only help you provide better service to future clients and make you a better agent.

Do you visit with your buyers after the closing? Do you stop by after they move in to drop off a house-warming gift and to see how they are doing? Do you also stop by again in thirty days to see if everything is going well? You want to keep these new clients coming back to you and recommending you to their friends and family for the rest of your career so you must take the time and make the effort to keep in touch.

You’ve probably heard the expression first impressions mean a lot. Well, there’s a lot of truth in that, so when you first meet someone, look him or her in the eye and make sure you remember their name – write it down if you have to. Nothing says, “I don’t care” like forgetting someone’s name.

Customer service must be your driving principle. Distinguish yourself from the other agents out there with outstanding customer service. Be the agent your clients were hoping to find but did not think was really out there. If you do, you’ll be able to count on referrals for years to come.

So, what is the most important element of your marketing campaign? Is it your brochures, your yard signs, or maybe your website? No, no, and no. It’s your customers, of course! Never forget, the only reason you’re in business at all is because of the needs of your customers.

After you’ve begun working with new clients, you’ll want to ask what it was that made them choose you to work for them. Did a past client recommend you? If so, you’ll want to write, or better yet, call and thank them personally. Knowing if they called you because they saw one of your ads, your newsletter, your website, or maybe, a sign in front of one of your listings gives you valuable information on what is working for you.

When you meet with new clients do you ask them how they found you? You are going to need to gauge the effectiveness of all the elements in your marketing strategy in order to find out what works and what doesn’t so it is important to ask the question.

Are you constantly improving your technique? If not, you are probably falling behind your competition. Every market seems to have at least a few agents that get most of the clients. These agents are the ones who are consistently finding new and better ways to attract new business. They know if they don’t constantly adapt to changing conditions, learn and use new technologies, and fine-tune their performance, others are working hard to take over their spot.

If you have a hard to find listing or one that’s difficult to get to, you’re going to need a strategy to entice your buyers and their agents to visit. You might try catering a lunch or bringing snacks for other agents during your brokers’ caravan or for your open house guests. Your website should have a mapping feature for all your listings, and you should include a map on all the letters and flyers you send out. Make it large enough so the person using it can refer to it while looking for the house.

{…} Every time you interact with anyone, you are marketing. You are selling yourself, your services, your skills, your profession, your company, and your reputation each and every time you open your mouth, write a letter, print an ad, or answer the phone. In your profession, what people think of you and your performance directly affects your bottom line. People, who can’t find you, don’t know you, don’t agree with you, or don’t like you, will not waste their time on you. {…}  Find the full article here.

Are you short on cash but still looking for a way to get your name out there? Use your imagination to come up with unique ideas that don’t cost a lot. One great way is by offering to speak to various groups in your area about any real estate related topics you feel comfortable with. Senior and community centers, and libraries are always looking for speakers. Prepare a speech on a topic such as the conditions in the current local market, what to keep in mind when buying a house, or how to prepare a house to sell to get the most money. Prepare checklists and handouts with more information your audience can take with them with your information prominently displayed. And, don’t forget the question and answer period at the end.

Once you have decided where you will concentrate your efforts, make sure to pay close attention to any agents working the same area. What are they doing and is it effective? If so, how can you improve upon it? If they have been working the area for a long time and seem to be getting most of the deals from it, you probably should look elsewhere for an area to concentrate on.

Here’s a tip you already know, but sometimes it’s nice to hear it from someone else. Making a living as a real estate agent is hard work and it takes many skills to be good at it. You have to be a marketer, a salesperson, a psychologist, a counselor, an interior decorator, and a contractor, as well as an expert on real estate.  You provide an important service to the people you work with, and, many people have realized the dream of owning a home because of your skill and effort. So, be proud of what you do and accept the appreciation of the many lives you’ve touched, you’ve earned it.

How much effort do you make to follow up with your clients after their deal has closed? If the answer is none then you’re making a big mistake. If you’re really in business for the long term, then you’ll need to establish long-term relationships. Send a card every anniversary of their closing, surprise them with a birthday card, or give them a call or write a letter (include a few business cards) a couple times a year. People want to help you so don’t be shy about asking for referrals.

If your city has a district or just a number of historic homes, you may decide to specialize in this type of property. Historic homes can be in great demand and are highly sought after, especially if they are in good condition. If you do specialize in this type of home, be prepared to do your homework. You will be expected to know the history of the homes, the area, and maybe even something about the people who lived there in the past. You will also be expected to identify what makes these homes valuable, which may not be the same as other, more modern homes.

If you really want to cement your relationship with your clients try asking them what you can do that you aren’t already doing. Make sure you ask a specific question that doesn’t expect a yes or no answer. If you ask an open question like “Can I get you anything else?” The answer will probably be no. So, make it easy on your clients. Ask them a question where they make a choice from several options. For example, “Would you like to see more of the same style of home or are you starting to think about something slightly different?”

When you are working with married couples, do you listen to both persons? Some agents focus on either the man or the woman in a traditional marriage instead of paying attention to what both have to say. One may be more vocal than the other, but you can be sure they both have an idea of what they want to buy, and remember, it usually only takes one of them to sink the deal.

As you walk from room to room, ask your clients, “Can’t you see you and your family celebrating holidays right here?” Or, “Wouldn’t it be great to have a barbecue out back here with all your friends?” Sell the benefits the home has instead of the home itself. Buyers may not like everything about the home, but they will certainly like everything about getting what they want.

Have you ever considered volunteering your time to a local organization? There are few better ways to meet people. You might consider donating some time to your local senior center. You could offer rides to events, dish out food at a potluck, assist with the preparations for a party, or deliver meals to shut-ins. If one of your niche markets is seniors that are downsizing into a smaller home, this could be the perfect way to meet them.