The relationship between an agent and buyers is a delicate dance that begins long before the sale and ends long afterward (if it ever ends at all). However, that process […]
Tough competition. Low listing inventory. Hesitant sellers. There are a lot of things working against real estate agents these days, especially if they’re not doing anything to help themselves. Those […]
The relationship between an agent and buyers is a delicate dance that begins long before the sale and ends long afterward (if it ever ends at all). However, that process can be derailed when you’re not offering buyers the right touch points to make them feel special and keep yourself top of mind when it comes to their real estate needs. Here are X ways to create valuable touch points between buyers and sellers that will pay dividends down the road.
Make Yourself Helpful
You’re the expert on your region. Don’t just tell people, show people. Create a one-sheet or packet that includes all the relevant information a new buyer might need to feel comfortable buying a home here. Then pass it out to local businesses, local government offices, local hotels, and anyone else you can think of. Foster relationships so that when someone shows up asking questions, the company has your packet handy and ready to go. Don’t forget to plaster your face and contact info all over it, and show off your personality a little bit, so people feel like they get to know you. Then, when they’re ready to get serious about buying, they’ve already got your information handy and your face in their mind.
Make Everyone a V.I.P.
All your clients should be V.I.P.s for you, so make sure they know it. Plan an event and invite all of your leads and potential buyers as well as those who bought a home from you. Also, ask service providers that you work with (or want to work with). Roll out the red carpet. Get a photographer. See if you can get some local press to show up and cover the event. Hand out goody bags to all the guests. Make sure everyone leaves the party feeling valued and worthwhile because that’s what he or she is going to remember.
Make Yourself Available Online
Being personable in the real world is important but don’t think you can’t do the same thing online. That packet you made should also be available electronically. You can even expand it into an ebook full of experiences and tips. You want an online presence, but it takes more than just starting a Twitter account or opening a Facebook page. Interact with every comment, whether it’s a response or alike. Invite anyone and everyone to follow your pages. Encourage engagement by asking questions, proposing ideas, and inquiring about feedback.
Make Matches For Others
Part of the process for building your brand and touching other people is to make “selfless” acts. Helping to develop relationships in the community for others will come back to you in significant ways. If you know someone running a charity who needs help finding backers, put them in touch with good people you know in the community. If you have potential buyers or actual buyers who have trouble meeting new people, host a mixer at a local bar. Think that two local businesses might be able to help each other out? Put them in the room together and let them sort it out. You might not find immediate benefits from these touch points, but they’re the kinds of things people remember six months or a year later when they’re looking for help.
Make Sure to Follow Up
The end of the transaction isn’t the end of the relationship. Even if the sale falls through, there are ways to keep in touch with potential buyers without being a pest. A great way to stay in touch is to find an article that would be of interest to their specific needs and then send it there way with a note reading “thought this might interest you.” You can even find a neat article that speaks to a general audience and send it through a mail merge, so it looks more personalized. Not everyone will respond but you might be surprised to hear from a few people, and that’s your cue to follow up and see what their current needs might be.
Make a note of Special Dates
Chances are you’ve got a database full of information about your clients, past and present. Put it to good use any way you can. One great way to do that is to keep track of birthdays, anniversaries, and special occasions. Set up a system where you can be alerted when a client’s special day is coming up and then make sure you send them something. Could be a card, could be an email, whatever it is, make contact. If you want to take it to the next level, set up Google Alerts for the names of clients and see what pops up. You might find out that someone got a promotion or had a special event. Then you can reach out and offer your congrats. Who knows what might follow.
Make a note of Holidays, Too
While we’re keeping track of special days, why not keep track of holidays as well? Run through the calendar and call out opportunities you might have to reach out to your contacts and partners. Sure there are the big days like Memorial Day, Thanksgiving, and Christmas, but don’t overlook the secondary holidays that offer you a chance to get creative and stand out. Groundhog Day, Flag Day, and Veteran’s Day offer lots of opportunities for unique messages, mailings, and offers. Also, then there are all of the wacky holidays that seem to pop up all the time (National Hot Dog Day, National Hot Sauce Day). Surely you can have a field day getting creative in your messaging around them.
Make More Quality Interactions
A quality interaction can best be described as something more than just a phone call or email. We’re talking about in-person meetings or get-togethers. It can be one-on-one, but it doesn’t have to be. This could be you showing up at meetings for local clubs, at places of worship, for special nights at the local tavern, or at a fraternal organization. It’s not just about showing up, either, it’s about making your presence known. That could be anything from a sponsorship to speaking up to just walking the room and introducing yourself. Don’t wait for opportunities to present themselves, every person there is a potential client or a current one who is waiting for the right motivation.
Title Partners of Florida is here to support your business
Have questions about making sure your next real estate transaction sails smoothly to a successful closing? You can make the process seamless and hassle-free by contacting Title Partners of Florida.
Tough competition. Low listing inventory. Hesitant sellers. There are a lot of things working against real estate agents these days, especially if they’re not doing anything to help themselves. Those who can push themselves to discover the unique ways to find clients and create listings are the ones who are going to rise above the crowd and find success in any market. Here are 25 ways for real estate agents to get listings no matter where they are and how the market is doing.
Send a Newsletter
You’ve got contacts, why aren’t you using them? Rather than bombarding them with random emails, set up a newsletter that you send out every week. Fill it with useful information, including available homes, tips for selling homes, and advice about the best ways to list or sell a home. It’s bound to generate at least a few looks and leads, not to mention its the kind of thing that gets passed around to friends and family.
Facebook Live Event
Having a Facebook page is a no-brainer but there’s only so many articles and photos you can link to. If you want to do something that stands out, host a Facebook Live event. Doesn’t have to be fancy. Could be you in the field or just you in your kitchen. What’s important is that you’re providing good information or ideas and you’re putting your face in front of potential sellers. Plus, the video lives on long after you’ve recorded.
Join Online Groups
Social media giants like Facebook and Twitter have segments much of the internet but there are still plenty of subgroups and smaller places where people gather to talk shop. Look around for real estate or regional groups where you can join the conversation. Don’t bombard people with sales pitches. Instead, add value to the ongoing conversations. Ask questions. Provide feedback. And once you’ve established yourself, you can dig a little deeper.
Start a Blog
Another thing that many people assume is old news because of social media is blogging. Sure it’s not what it used to be but it’s still relevant enough. Create a blog on WordPress or Medium or even on LinkedIn. Update it regularly. Think about important questions to answer and how to show up in search results by using keywords. It’s also a great shorthand way to share info quickly when asked for it.
Segment Your Database
You’ve got all your Facebook followers, Twitter followers, and newsletter followers. Break them down by category. Whatever categories make sense, even if they’re not specific to home listings. So when you have something interesting to share about local food joint or a new ordinance in a certain town, you’ve got a specific, targeted list to hit with that information.
Search Social Media Hashtags
You never know what you’re going to find on social media. There are specific hashtags that people might use if they’re considering listing their home, such as #IWantToMove, #LookingToMove, #MakeMeMove, and more. Get creative in your searches and see what’s out there. Leave no hashtag stone unturned. Check Twitter, Facebook, Instagram, and LinkedIn.
Go Behind the Scenes
A video is one of the best ways to connect with potential clients on the internet. Whether you’re holding an open house, touring a potential property, or walking through a sale, record it and use the video as a way to sell yourself and the benefits of the situation. Let people see how normal and simple the home selling process is as demystifying it will make it easier for them to say yes.
Keep in Touch
You helped a client sell a home three or four years ago. Why aren’t you keeping in touch with them? You might be missing out on an opportunity you didn’t realize existed. Maybe they have to move for a job. Maybe a life change requires them to sell. Maybe they’ve decided to buy a bigger place. The only way to know is to keep in touch.
Ask for an Introduction
Your contact list might not be interested in selling a home, but surely they know someone who might. You’ve cultivated a good relationship with these people, why not ask for the favor of an introduction to a friend or family member who might be interested in your services? There’s no better word-of-mouth and it’s right there in your contact list.
Be Social in Public
Every time you walk into a supermarket or hang out at a pool, you’re surrounded by potential listings. You don’t want to be salesly 24 hours a day but don’t be afraid to interact, introduce yourself, and engage whenever possible. You never know when a friendly conversation might lead to a discussion about a potential home sale.
Look for Expired Listings
People often try to sell a home themselves and it just doesn’t work out. You can usually tell if an FSBO listing has expired that something went wrong. That’s your opportunity to offer your services and make it more likely the home sells next time around. Don’t assume that just because someone went solo the first time they won’t take your help the next time around.
Invite Neighbors to Open Houses
If you’re hosting an open house in a neighborhood, there’s no reason not to invite every single neighbor who lives nearby. They might not be interested in buying this house but they might be interested in finding out how much it’s going for, how their home matches up, and what you’re doing to help it sell. From there, it’s your opportunity to prove you can do for them what you’re doing here.
Look for Empty Nesters
It stands to reason that older couples are eventually going to want to downsize or move into a retirement or active adult community. It doesn’t hurt to make yourself available and let them know you’re on standby whenever they’re ready. Doing so might be the nudge they need to list their home and start the process. Check the records to see who bought a large house 20 years ago and doesn’t need it anymore.
Stop by Garage Sales
Take a Sunday ride around the neighborhood and stop by any garage or estate sale you happen upon. Perhaps the owners are prepping for a move, or at the very least looking to declutter because they’re considering listing. Offer your expertise and start a conversation. Who knows, maybe someone who shows up looking for a chair ends up becoming your client instead.
Zillow’s Make Me Move Number
Homeowners can post their “Make Me Move” amount on Zillow and it’s basically an invitation from buyers and agents to see if they can meet or exceed it. Take a look at which owners are doing this, pick up the phone, and see what they have to say. They’re obviously motivated enough to do that, who knows what it might take to motivate them a little bit further. Ask to check out the home and go from there.
Have questions about making sure your next real estate transaction sails smoothly to a successful closing? You can make the process seamless and hassle-free by contacting Title Partners of Florida.
Creating Touchpoints Between Buyers and Sellers
UncategorizedThe relationship between an agent and buyers is a delicate dance that begins long before the sale and ends long afterward (if it ever ends at all). However, that process […]
15 Ways for Real Estate Agents to Get Listings
UncategorizedTough competition. Low listing inventory. Hesitant sellers. There are a lot of things working against real estate agents these days, especially if they’re not doing anything to help themselves. Those […]