For agents to be successful they need to turn up the volume on their marketing. Image: Tavis Ford https://www.flickr.com/photos/itzafineday/121392395/
Each month I host a meetup for agents who are comfortable sharing what they’re doing to help create more leads and convert more business. Tonight’s meeting generated some great ideas including these 6 tips that will help you get called in on more market appraisals.
#1 – Work your database of buyers and sellers
This may seem obvious but it’s not to the hundreds of agents who ignore buyer leads. Often, these leads aren’t ready to buy just yet. Smart agents stay in touch so that they’re the first person that’s called when they are ready to buy – or sell. The key to a consistent follow-up programme is CRM software that allows you to automate a mix of communication and follow-up reminders.
#2 – Network with your supporters and suppliers
The best, most profitable business you’ll ever do is with people who are in your network. Successful agents invest a lot of time cultivating relationships and do that with a combination of online, print, and face-to-face communication. All high-performing agents can recount stories of earning tens of thousands in commissions through repeat and referral business from people they know. Make networking a high priority but do it with intention.
#3 – Give to get (without expectation)
Every farmer knows they must plant a crop before it can be harvested, and that’s the attitude of the best agents. They invest time and resources into projects they’re passionate about knowing that they’ll be reap a future reward. Often, community and sporting groups need someone who has some marketing savvy on their team. And that’s where real estate agents can help. By helping the club generate membership leads they make themselves an essential part of the club. Often, the club’s appreciation comes in the form of referral business.
#4 – Have your own website
A great listing presentation should start well before you walk through the front door. The best way to do that is a website that’s updated regularly, contains lots of stats and how-tos and communicates the agent’s knowledge and experience. Websites with lots of content that’s specific to a local area attract search engine traffic and help agents build a database fast. If you don’t have one, get one!
#5 – Think big
When I started in real estate, agents did tell-20s on their new listings and sales. Today agents are doing tell-1500s. That’s 1500 neighbours who are being informed about an agent’s latest listing. The same people are informed when the property is sold. That’s a massive difference. But the top agents don’t stop there. Most are letterbox dropping their area weekly or fortnightly plus sending out email blasts to thousands of people on their database.
#6 – Don’t wait to get it right
I’ve been guilty of waiting on pressing the go button until I get something perfect. But that strategy has it’s costs. In most cases I’ve been proud of the marketing I’ve published but while I’ve been finessing fonts my competitors have published 5 bursts of not-so-perfect marketing. As one of the attendees said, “I don’t care so much what my marketing looks like. What I do care about is that I’ve got the volume and frequency.”
If you’re interested in attending one of our real estate agent meetups please send me a message and I’ll add you to the invite list.