As summer approaches you may feel confident in the amount of leads you will have, or already have, for new properties. The market is usually in a good place during the warmer, summer months so business is often good. But as we all know, those winter months come round quick, and we will often be faced with a dip in the markets. Of course, changes in interest rates can occur anytime and so in reality, the need to keep a healthy supply of leads is important any time of the year. So, what can help to ensure that you aren’t missing out on any potential business? Below are some helpful tips on getting leads for realtors.
- Eat out at the same place
What does this have to do with leads? Likely, you already meet potential clients at a restaurant or a coffee shop. But a lot of good can come from using the same place each time. How? By using the same place, the staff who work there will get used to seeing you, they’ll value you as a returning customer. This will result in being offered the best tables they have. The staff will converse with you in a friendly, familiar way, making you appear popular, friendly and approachable to your clients. They’ll see you as someone who is part of their community. Other regulars may get to know you too and when they want to buy a property, or they have a friend that does, they will want to go to the friendly realtor they see each week at their local spot.
- Have a website of your own
This may seem unnecessary as you probably already have a web page on the site of the brokerage you are with. While this certainly helps, having your own website can do much more for you. You are in control of its content and can use it to share all those fantastic reviews you are getting from your long list of clients. You can also develop your own style, your own brand, and show the type of realtor you want to be. You can also add videos and share tips which any potential buyer would appreciate.
- Visit those open houses
Visiting an open house is a fantastic place to get new leads. Everyone visiting is looking to buy and many of them will not have an agent at this point. At this point, they are likely just starting out, maybe they’ve only just decided to buy, and this is their first step. What better time to offer them some friendly advice, leave them a card, talk about that other property you just sold around the corner, etc.
- Try writing a note
Again, this is about being personable, approachable and the friendly, neighbourly realtor that makes each client feel special and individual. Taking the extra few minutes to write a note, that’s right, in your own handwriting, can go a long way with a client. It does not have to be long, but it should be something that shows that little bit of extra thought. For example, you could let a client know you are still there for anything they need, even once the sale has all been completed. You could let them know you were thinking of them and maybe suggest a company that you would recommend to help them move. While an email may get overlooked, a note written by yourself will surely be read and appreciated and will have the client thinking happy, positive thoughts about you.
- Build and maintain partnerships with other businesses
This is mutually beneficial for you and the businesses you do this with. Think of the example above, that of recommending a company to help your client move house. They will be getting calls for quotes long before the houses actually sell. They can recommend those clients to the fantastic realtor they know, while you recommend any clients to them. It is a win-win for everybody involved. But even local business can prove mutually beneficial. That coffee shop you visit with clients will likely see many customers coming through its doors each and every day, even while you are not there with clients. And people certainly like to chat when they are waiting for that coffee. If you are giving them business by always using their coffee shop for meeting clients, this is definitely an opportunity to get something in return and they would surely be only too happy to help their favourite customer.
- If people decide not to buy, do not dismiss them
Just because a person may decide not to buy right now, does not mean they won’t want to buy in the near future, or slightly further down the road. By keeping some contact, even if it is just having them on your mailing list, they will receive regular reminders of you, and it will keep you in their mind. So, if or when they do choose to buy, who will pop into their mind as the first person to contact?
- Follow the right leads
All leads are worth following and you do not want to miss out on any potential business, but there are some types of leads that will generally move quicker than others. It is a sad reality, but when a marriage breaks down, especially when the courts are involved in the splitting of assets, that once much-loved house needs to be sold. Fortunately for realtors in need of leads, these types of house sales go through pretty quickly. It takes a different approach for these clients; they are likely not happy at selling their home so going in as the larger than life salesperson will likely get their back up. Showing a more understanding approach, making them feel comfortable and at ease and letting them know that you want to make the process as easy as possible for them will go a long way.
There will always be fluctuations in the market but by following these tips you will be giving yourself more opportunities to generate more business, getting more leads for yourself, especially when the market dips.