Copyright @ 2020 Ascend Lead Sites LLC. All Rights Reserved
Welcome to your new career in real estate!
If you’re serious about a career in real estate, you will want to jump start your business and get yourself on the road to success right out of the gate.
Most people just starting out in real estate feel overwhelmed. How do you get clients when you don’t have a track record? How are you going to get listings when you don’t have any references?
You’re not alone: Every agent before you has stood in these very same shoes, and there are thousands who have gone on to become extremely successful. You would be wise to follow in their footsteps by learning everything you can. In this article, I’ll go into some of the lessons I learned along the way and give you a step-by-step plan on how to generate leads in real estate when you’re just starting out as a new agent.
Before we discuss tactics and methods, you need to know that the most promising leads are not the ones you obtain off the web from paid advertising. The best real estate agent leads you’ll ever get will come from people you have strong relationships with. By developing a lot of meaningful relationships and nurturing them, people will refer clients to you. Nearly 90% of all transactions in real estate come from personal referrals and repeat business. Ultimately, this is the best way to get real estate leads.
Pick up the phone and call all family members, even distant relatives, friends, former coworkers, your dentist, hairdresser, and etc. Let everyone know you are starting out in real estate and where you’re hanging your license. Accept the fact that although your friends and family may trust your integrity as a person, you cannot expect them to immediately trust your business acumen. Gaining their trust as a real estate agent could take months or possibly years. Be patient and don’t push. They’ll come around eventually.
You are going to have to expand your circle of friends and acquaintances. This is done by networking, which must be done in person, not through Facebook. You need to get yourself in front of new faces every single day. This is essentially how to get leads as a real estate agent in a nutshell.
Here are some suggestions:
When people meet for the first time, they commonly ask about one another’s work. Tell everyone that you’re a real estate agent, but don’t make this the focus of the conversation. Your goal here is to build relationships, so approach this by being genuinely interested in others, which they will sense. Once they trust you, your new friends will start giving your referrals. If at some point they decide it’s time to put their home on the market, they may even give you the listing.
Your most important tool in real estate is your customer relationship management (CRM) system as this is what you’ll use to manage all your contacts. Your CRM will not only store information about everyone it will also take certain intangibles like “trust” and “relationships” and quantify them. This way you can keep track of all your contacts, easily see when you were last in touch, whether or not they’ve given you any referrals, and if they’re thinking about moving, etc.
Every time you meet someone new, get their permission to stay in touch and then add their contact information into your CRM. According to REALTOR Magazine, you can simply, “tell them you’d like to send them some information on the area they live in, and that perhaps one day you can help them with a move. They might say ‘no’ but if you’re not too pushy, they’ll give you their contact information, which down the road could lead to a sale.”
Now that you’ve filled your CRM with a ton of contacts, what next? It’s time to come up with a way to strengthen these new relationships, so that you remain top-of-mind. You’ll do this with phone calls and meeting up in person from time to time. In addition, you’ll want to nurture all these contacts with what is known as “content marketing.” This is done by sharing valuable real estate information that would be interesting, relevant, and useful to your contacts and at the same time, it solidifies your expertise.
REALTOR Magazine suggests these types of content:
Update them on new housing being developed in their area.
Send specifics on affordable properties on the market.
Show them how much their home has appreciated in value while they’ve owned it.
Send specifics on market conditions in their area that could impact the value of their property.
You can share this information via blog posts on your website, email, text messages or postcards. Determine how each contact would like to be contacted personally and use that method.
How can you make sure that all your efforts toward relationship-building and remaining top-of-mind gets accomplished?
Once your lead generation strategy is developed, you need to create a process. This will be a series of actions that you repeatedly carry out in exactly the same way. This turns your lead generation strategy into a process. To do this, everything needs to be entered into workflows.
Workflows are an aspect of Ascend Lead Sites Platform and this feature is found in other real estate CRMs as well. They enable users to automate their process by setting reminders, so you don’t forget anything.
Workflows allow you to create email templates for your automated drip campaigns. Your reminders will let you know when to reach out to your contacts by phone (“Hey, just wanted you to know that your neighbor’s house was just listed for $750,000!”), and etc. Many agents set up workflows for delegating tasks to their assistant.
Workflows are crucial to keeping you on process, which is vital to getting your real estate business off to a good start and to keep it going.
When you start getting referrals, it’s important that you personally write a thank you note and send it right away to whomever gave you the referral. It should only take a minute or two to write a heartfelt note of appreciation. It’s important that you take every opportunity to strengthen your relationships and this does just that.
You can even put a Starbucks gift card in with your note to emphasize your appreciation. This friend deserves a reward, don’t you think?
There’s no one answer for how to get clients in real estate. It takes time and a sincere effort to nurture relationships. And it certainly helps to figure out a process that works for you and put in the time and effort to create workflows.
In time you’ll realize that this is a never-ending process, but if you’re using your workflows, it does get easier. Your road to success is a continuous journey, but if you’re enjoying some success it’s all worth it. There’s nothing like the satisfaction of building a successful business and you can do this in real estate.
Copyright @ 2020 Ascend Lead Sites LLC. All Rights Reserved