How to build more business as a Real Estate agent

Question

Asking real estate agents around the country for the best advice on how to build a higher clientele in a short amount of time as a new agent in the market.

Mindy Jensen · Answer

@Yanet Lewis, @Chrissy Ertz .

The #1 thing that will differentiate you from every other agent? Answer your phone! OMG, I hate hate hate calling other agents, because I know it will go directly to voicemail. Before I was licensed, I knew it would go directly to voicemail, and then I'd have to wait for that agent to call me back. In a hot market, this can be the difference between getting the property, and losing it.

#2 would be to tell every single person you come into contact with that you're an agent. I got this tip in my license course. Buy a name tag, and wear it everywhere. It stands out, people who need an agent will ask about it, and people you see routinely will remember that you're an agent when they need one.

#3. ALWAYS have business cards on you. Seriously, put them in every pocket, every jacket, in your purse, your wallet, and carry a huge box in the car. They are so cheap, you have no excuse for not having them.

#4. Host open houses for other agents. People coming to look at the house many times will not yet have an agent.

#5. LEARN YOUR MARKET. Inside and out, know what's selling, how much it's selling for, in what condition, how long it takes, etc.

Cara Lonsdale · Answer

Congratulations on becoming a Realtor!  What an exciting, and scary time....filled with opportunity for the taking.

Don't get caught up in the traps of spending money.  There are MANY things that you can do with grass roots efforts, that will pay off for you if you commit to them.

Are your title companies there agent friendly?  Here in AZ, title companies have many resources for agents like open house guest registers, free marketing materials to use, and other online tools.  I would start there.  Home warranty companies also offer resources.  Check out Old Republic Home Protection.  They have a newsletter full of content that you can customize with your contact info, and print off and distribute.

Then, I would pick an area that you want to farm. start small, and add additional sections as money becomes available.

If you are really eager, and ready to work for it, print off the most recent comps of your farm area (or the newsletter as mentioned above), and go walk the neighborhood.  NO ONE does this anymore, so it is a PRIME way to get your face in front of people.  DO NOT ACT LIKE A SOLICITOR!  But rather, introduce yourself to them, tell them you are the community Realtor specialist, and you wanted to offer them a copy of the most recent comps just in case they were interested.  Often times, this can start a conversation that turns into business or a referral for you.

By offering them an item of value, you eliminate the opportunity for them to slam the door in your face.  You also are putting a face to your name, so when they get any marketing materials from you, they can connect.

Then, go preview EVERY property listed for sale within your farm area.  Let those sellers SEE that you work that area.  YOU are the area specialist.  Don't leave out FSBOs!  They are extremely important to be face to face with.

If your office has any listings within the community, offer to do an open house for them.  A few days prior to the open house, take an open house postcard and walk 6-8 houses on either side of the house, and the 12 houses across the street.  Tell them that you are hosting an open house, and you want them to think about anyone they know who may be interested in living in their neighborhood, and invite them to the open house.  THis does MANY things...First, it gives you yet ANOTHER opportunity ot have face time with neighbors.  It shows them you work hard in Real Estate AND CARE.  And it puts you at the top of mind awareness that is needed so your name comes up when a RE need surfaces.

At your open house, talk to everyone, even if they are looky-loos.  Send personalized, hand written thank you notes after your open house to everyone that attended.  Also, have your newsletter on hand at the open house to pass out.

I have a ton of ideas if you would like more.  Just PM me.

Yanet Lewis · Answer

Thank you all for your input. This is great stuff.

Chrissy Ertz · Answer

I am also wondering where and how to find my 1st clients / listing.  The Philly market is saturated with agents.

@Tim B. what types of services are you thinking of?  I lack in the creative department.

Tim B. · Answer

First, I would identify the average price points of the majority of recent sales in your area that you want to work in.  I would then offer a unique service to potential buyers/sellers (that no one else offers) that is a tremendous value.  If you're a provisional broker, your BIC must approve any advertising of this service.  Once approved, it should be on ALL of your marketing.  This sets you apart.

Also, most brokers are poor marketers.  You have to become very good at marketing and client (not customer) service.  You are the adviser to your "valued clients".  Don't treat them like a customer!

How to build more business as a Real Estate agent

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