Are you ready for the fall and winter seasons – with your client pipeline full of upcoming listings and buyers waiting in the wings?
Are you happy with the amount of business you have right now?
- If so – wonderful! Keep doing what you’ve been doing.
- If not – and I’ve talked with several agents lately who have been struggling this year – isn’t it time to do something about that?
It’s never fun when there’s no money coming in, but it’s even worse during the holiday season, when you want to buy gifts, entertain, or perhaps go somewhere fun.
The good news is, there’s still time to fill your client pipeline before winter.
1. Get back in touch with your past clients and those in your sphere of influence.
If you’ve had a busy summer, you may have been lax in staying in touch with those valuable people. Change that, starting today! Remember that when nurtured properly, those people can become your personal gold mine. Some will become repeat clients and some will send referrals – but only if you treat them well.
Do a fun or informational mailing to every person on those lists, AND start making phone calls. Don’t call to ask for business – just call to stay in touch. Ask how their summer has been and if there’s anything new and exciting in their lives. They will naturally ask you how you’ve been doing in return. THEN you can talk about your own work and ask if they need your help or know anyone who might.
How many calls can you make in a day and still get your other work done? Do it!
If you’ve been out of touch for several months, get back in the groove with my keeping in touch letters. Then put those folks on your list to get your market reports, at the very least.
2. Begin prospecting in earnest:
If you have a niche, begin writing to the homeowners or potential buyers in that niche.
Yes, it’s more difficult to get mailing addresses for buyers, but if you have a search function on your website where visitors can register for listing updates, you can begin sending my “Nurturing Buyer Leads” letters and reel them in with good information.
You can also offer special reports via your website or your social media accounts. If you want to serve buyers – do what it takes to get in front of them with something of value, so they’ll want to hear from you.
You can attract homeowners in your niche in the same way – put a capture box on your site offering information of value. Promote it via your social media sites, then stay in touch. Also – capture information for everyone who uses your “What is my home worth” button. Use my Seller Advice Letters, or write your own.
Choose a geographic territory and make it your own:
You already know that to develop a territory, you must become the expert – knowing about everything from the school district boundaries, to the cost of utilities, to the HOA regulations, and much more.
After that, make yourself visible. Go to yard sales, attend school sports events, spend a little money in the local shops and cafes – always while making conversation with the people you meet.
When there’s a new listing in the neighborhood, inform the neighbors – even if it isn’t your listing. Use these Just Listed letters to make the announcement and show them why a new listing nearby means NOW is a good time for them to list.
Meanwhile, begin mailing regularly. If you don’t love to write, use my Geographic Territory Farming letters. Add a P.S. to the letters, inviting them to your site for a special report, so you can capture email addresses. Then begin sending your market reports and news that affects the neighborhood.
For instance – let them know about a new store or restaurant opening nearby, tell them about a fall fundraiser for the nearest animal shelter, or remind them about an issue coming up at a City Council meeting that they might want to attend.
In short – stay in touch while showing them that YOU are the agent in the know about their community.
3. Visit the HR departments at your local school district office, other government offices, and corporate facilities.
Meet the Human Resources person and offer your services. Let them know that you’ll be happy to show new transferees around and help them find a place to live, even if they want to rent before buying.
In the meantime, you’ll be glad to send them information about the community and the homes available within easy commuting distance of their future workplace.
People who are still out of town can look at listings all day long and not know where they’re located, so in the interest of time, they do need guidance. My relocation letters will help you show them the value you offer.
4. If you haven’t been blogging, or haven’t been consistent with blogging, get moving!
This one might or might not fill your client pipeline for the fall and winter, but over the long haul, if you’re consistent it will bring you business.
Go to https://activerain.com/blogsview/5406554/ask-an-ambassador—a-winning-ticket to read how one successful agent deems blogging his “Winning ticket.”
5. When you get a new listing, go all out to market it well.
- Get excellent photos, even if you need to pay a photographer.
- Write property descriptions that put the reader in the house, seeing its best benefits and features.
- Send the listing to all the real estate portals.
- Upload ALL of the relevant information.
- Use social media and your blog to create some excitement about it.
- Invite the neighbors to a private open house, just for them.
- Inform everyone on your mailing lists, including future buyers and sellers.
Remember that word of mouth advertising and client referrals can be more effective in filling your client pipeline than any marketing you can do – so do all in your power to “Wow” those clients.
6. When you have happy clients, ask for a testimonial.
I know – it’s hard. But do it anyway. Then post your testimonials on your website and include them in your listing presentations.
Agent on the phone Image courtesy of podpad at FreeDigitalPhotos.net
Newsboy Image courtesy of vectorolie at FreeDigitalPhotos.net
Image courtesy of Sira Anamwong at FreeDigitalPhotos.net