It’s time to fill your real estate client pipeline.
If your activity has been limited these past few weeks, your real estate client pipeline may be sadly depleted. Even if you’ve been allowed to work, your life and your business have been impacted by the nation-wide shut down and stay-at-home orders.
The good news is that talk these days has turned to reopening businesses and getting people back to work. Citizens from East to West are clamoring for it, and many are concluding that the danger was/is “less severe than advertised.” Who knows? Not me.
Meanwhile, at least some prospective buyers and sellers are ready to get moving. It’s time to let them fill your real estate client pipeline.
5 ways to fill your real estate client pipeline for a prosperous 2020.
- Reconnect with all past clients and people in your sphere
- Connect with every lead you had before the shut-down.
- Prospect – and prospect some more.
- Add buyer, seller, or niche-specific “capture boxes” to your website.
- Use social media to let people know you’re working.
Reconnect with your past clients and those in your sphere.
Referrals are a beautiful way to fill your real estate client pipeline, so make sure those valuable people know you’re still working.
Don’t call to ask for referrals.
- Call to see how they’ve been faring with the stay-at-home orders.
- Ask about their families.
- If they’ve been having a rough time, see if there’s anything you can do to help.
- Unless they’ve had a tragedy, offer something light-hearted – some good news or a silly joke.
- They’ll ask about you, so tell them what’s new with both you and your real estate business.
Follow up later with interesting emails. Send your market reports, just listed cards, emails inviting them to read your most interesting blog posts, etc. If you want messages to automate, check out my event-themed keeping in touch letters.
Fill your real estate client pipeline by connecting with every buyer and seller lead you had before the shut-down.
You may be actively working with some of those leads, and that’s wonderful. Now turn some attention to the ones who dropped out for the duration.
As states reopen, people will hopefully become less fearful and more ready to get back to listing and viewing homes. Let them know that you’ll still be following sensible precautions.
You won’t fill your real estate client pipeline by being pushy, so simply call and check in. Ask how they’re faring. Let them know if there are new listings coming on. Tell them if the shut-down has affected pricing. Ask if they have questions you can answer.
Prospect – and prospect some more.
Last week we discussed choosing a new real estate niche and getting busy. Do that, but don’t forget your current niche!
Keep mailing – at least every 7 to 10 days. Be the person they think of first when they make the decision to sell.
Add buyer, seller, or niche-specific “capture boxes” to your website.
Write or purchase a special report that will appeal to buyers, sellers, or the people in your real estate niche. Then offer it in exchange for an email address via a capture box on your website.
Your autoresponder program should offer easy instructions for setting up the capture box, inserting whatever fields you want, and attaching it to a list. Then you can begin drip marketing to all who opt in.
Be sure that the messages in your autoresponder are informative, useful, and interesting. AND – be sure you’ve proofread each of them.
You can write your own, or use any of the sets you’ll find on my prospecting letters page.
Use social media to let people know you’re working.
The effective use of social media is not my area of expertise. However, you will find a number of experts at Active Rain. Just go there and type social media advice in the Active Rain search bar. You’ll find at least 100 articles to guide you.
Time for marketing courtesy of Stuart Miles @ freedigitalphotos.net