As the population increases, there is also an increased demand for housing and accommodation. Consequently, more people are buying property to rent out or live in. Increased listings mean that the number of real estate agents also increases in the market. With this increase, there is a need for real estate agents to set themselves apart from the competition. As a real estate agent, the surest way to fail in this business is to sit back and wait for leads to come to you. You are not going to get enough real estate clients without constantly prospecting. Real estate marketing helps to capture the attention of more potential real estate clients. So, how do real estate agents get clients? Below are some expert tips on how to get clients in real estate and take your business to the next level:
1. Work Your Sphere of Influence
If you are wondering how to get clients in real estate without using a lot of money, this is one of the best methods. For a first-time real estate agent, leveraging your sphere of influence would be a great way to find your first real estate client.
According to Katie Messenger, a Keller Williams Louisville East real estate agent:
The easiest, most cost-efficient way to build your database is to talk to the people you already know. Your friends and family already know, like, and trust you, so having conversations with them about your business, and asking for referrals, is the first step for any agent to build a book of business. Use the groups and networks you’re in already (PTA, church/religious groups, spin class, etc.) to market yourself as the real estate professional.
2. Use Email Marketing the Right Way
Email marketing has been there for a while but it’s still a great way to get real estate listings. One mistake that real estate agents make is bombarding random people with unsolicited sales messages. This is ineffective since users can simply report your annoying emails as spam and you’ll get banished from their inbox. Instead, you should be using real estate email marketing to offer something valuable to people who actually want to hear from you. Therefore, you should target mainly your subscribers- people who have opted into your email campaigns from your real estate agent website or social media platforms.
Also, rather than sending out an email that is purely promotional, consider creating an e-newsletter that combines your educative guides and tips with your most recent real estate listings. An email marketing software can help you organize your subscribers into different segments depending on common interests, demographics, etc. This will ensure that the emails your subscribers receive are relevant.
3. Ask for Referrals
Asking for referrals is also among the top tips on how to get clients in real estate. Most successful realtors actually generate a substantial number of real estate leads through referrals from past real estate clients.
According to Chris Oliver from Hauseit,
The most successful agents and brokers are the ones who think of each new client not simply as a one-time paycheck but rather as a potential new, long-term relationship and source of future deals.
People typically value referrals from those they know and trust like a friend, relative, or colleague. Therefore, even after a transaction closes, you should still keep in touch with past clients through regular emails, text messages, or phone calls. This keeps you on their mind and you will be the first person they think of when they need a real estate agent. Apart from repeat business, they may know someone who needs your services. You can also boost this lead generation strategy by offering rewards to those who refer a new client.
Patrick Frank, Head of Sales at Biproxi, agrees that referrals and word of mouth marketing should be part of your strategy:
Creating your own personal referral program has proved to be a great resource for new leads. I highly recommend it as WOM (word of mouth) marketing is still a huge driver for home buyers and sellers looking for an agent.
Related: 5 Great Ways to Get More Real Estate Referrals
4. Become a Pro at Real Estate Networking
Another key option to consider when thinking of how to get clients in real estate is real estate networking. The real estate business is mainly built on relationships. Apart from referrals, you can also get more clients in real estate through real estate networking. Network with other real estate professionals such as lenders, contractors, and other real estate agents. They can be a good source of real estate leads.
There’s no magic secret to building a strong real estate network. It takes time and effort. Seth Rouch of SethBuysHouses gives some insight into how to build your network:
Set aside some money for marketing yourself with something as simple as a business card. Go to Real Estate Investor meetups and well, meet people! Don’t tell them what you do. No one cares. Ask questions about them and their goals and tell them how you can HELP them achieve their goals. You have to always put yourself in front of people. Your goal is to get to a point where people see your face and know that they NEED YOUR HELP. You have got to be the go-to person in their mind.
5. Create a Professional Website
Most homebuyers begin their search online, making the internet one of the best places to get leads. You should establish your presence online by creating a professional website. According to Michael Bellush, owner and founder of HighMark SEO Digital,
Real estate agents can become stars in their markets and generate consistent leads by setting up a website and then working with a proven SEO agency that can rank them in their target markets for real estate related search terms.
A professional website is a great channel that agents can use to show potential real estate clients what they have to offer. A well-designed website can help in real estate branding and generating consistent leads. Including listings on your website will keep prospects coming to your site as they look for properties. However, be sure to use interesting images.
Related: Online Lead Generation for Agents: 7 Ways to Beat the Competition
6. Harness the Power of Social Media
A majority of the US population has at least one social media account. Real estate agents can take advantage of the various social media platforms and use them for real estate lead generation. You can use social media platforms like Facebook, Twitter, YouTube, and LinkedIn to cost-effectively get the word out on the services you are offering. Apart from showcasing the properties you have for sale, you can also interact with potential clients. Your social media content can be shared by people to get you even more real estate clients.
Paid advertising like Facebook ads and YouTube ads are also a great way for realtors to target a specific group of people through real estate marketing. However, it is very easy to lose money if you don’t do proper research. As you run the ads, keep track of the progress and adjust if necessary.
Related: How to Engage More Clients on Social Media for Your Small Business
7. Add Content Marketing to Your Strategy
The internet is flooded with ads, which internet users have become wary of. In fact, more and more tend to use ad blockers. However, you can get prospects to contact your real estate business first by giving them something of value. Benjamin Ross, a Corpus Christi Realtor states:
Offer people something of value, like how-to info, info-graphics. A good way to get clients is to offer people something of value first. You must earn their business.
You can do this by creating engaging content for your potential clients. You can showcase your proficiency and demonstrate thought leadership by providing prospects with the information they need. Consider starting a blog. Share useful tips that can help sellers and homebuyers.
With the sheer volume of online content, however, you have to stand out. Optimizing your content for real estate SEO will ensure that your blog posts are more visible in search results. To find fresh topic ideas that your audience is actually searching for, be sure to use tools like Ahrefs and Google Analytics to find the right keywords and search terms. People are craving content that is informative, relevant, and interesting. You can also spice up your blog posts with infographics and charts. You can share your content on social media, email, and other platforms.
8. Take Advantage of Real Estate Agent Profiles on Other Websites
Real estate listing websites like Mashvisor are also a good source of real estate leads for agents. Mashvisor is the best tool to use to find and generate quality real estate leads. Start by claiming your free real estate agent profile on Mashvisor. As thousands of real estate investors visit Mashvisor every month, it’s a sure-fire way to get more clients- ones that offer repeat business. And Mashvisor even offers real estate lead qualification tools as well! Sign up now.
Interested in a free agent profile? Click here to claim yours at Mashvisor.
The Bottom Line
As a real estate agent, real estate marketing is the key to expanding your business. If you are not getting listings, your business is not going to grow. Therefore, you have to know how to get clients in real estate for you to thrive.
There are many ways a real estate agent can get more clients in real estate. If you are just getting started and are still wondering how to get real estate clients, consider the strategies listed in this blog. However, the best options for you will depend on your budget and the amount of time you can commit to generating and nurturing the real estate leads. With a little effort and time, you will soon begin to see improvement in your real estate business.