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31 December 2019

How to Get More Leads in Real Estate: Six Ways to Connect With Clients

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Making connections is the lifeblood of the real estate business. Networking helps agents develop meaningful relationships, which can turn into real estate leads and clients in the future. People want to do business with professionals they know and trust. Discover how to get more leads in real estate with these six ways to connect with clients.

Schedule the Best Open Houses

Open houses are a natural way to meet sellers and potential buyers as well as other real estate professionals. Schedule the best open houses to become notorious in the area for events that fully showcase an available property. Invite notable locals, schedule entertainment , and serve tiny appetizers and beverages. Plan the party around the most appealing features of the home to ensure the guests notice the in-ground swimming pool, entertainment room, and gourmet kitchen and dining space.

Invest in professional photographs to include in brochures distributed at the open house events. Take the time to walk around the room and network and give a business card to everyone. Collect business cards from the event and keep notes about your conversation on the cards to refer to during future interactions. Open houses help agents link with clients and other professionals who can send referrals.

Host a Webinar

Known as a modern-day open house, webinars offer unbeatable lead generation opportunities for agents. Webinars are created and recorded to play whenever people are scheduled to listen. Agents must have compelling content, such as an informational series about buying or selling property, or a collection of impressive local listings to present to agents, investors, and interested buyers.

Agents can leverage the power of webinars while they attend appointments with sellers and buyers. As the agent is focusing on an active lead, the webinar is working in the background to generate leads. Enterprising agents can run multiple versions to maximize the potential of the webinar. Plan a schedule of ongoing webinars to keep people coming back for more and build a relationship with them. People are more likely to contact an agent they already know, such as a trusted webinar presenter.

Establish Authority As a Writer

Many agents use their downtime to become authoritative content writers.  Establishing a blog is an excellent way to post useful content, updated listings, and neighborhood news to help agents connect with more locals. Articles can also be posted on professional networking sites such as LinkedIn to reach out to professionals who could agree to reciprocal referrals in the future. Another option is posting articles as a guest at other blogs to expand an agent’s reach.

All the articles should be shared on the agent’s social media accounts. Include additional information with the post and keep checking for comments. Reply to all comments and look for relevant sharing opportunities to reciprocate. Building these relationships can drive traffic to your articles and help generate more leads.

Become Well-Known Around Town

Agents who establish themselves as local authorities connect with more potential clients. Beyond selling and listing real estate, agents should have a robust recreational life. Engaging in favorite hobbies is an excellent way to connect with possible clients. A friend from the yacht club might be ready to list and sell a waterfront property, or a member of your book club might be prepared to buy a house.

Support local business and give out business cards. Make sure other professionals in the area know who you are and what you do. Attend local events, sponsor neighborhood parades, and support area charities. All of these are opportunities to promote your business and make a connection with other locals. Agents who refer clients to local businesses are sure to see more referrals.

Teach and Talk

Gain respect and connect with clients by teaching local courses at community centers and libraries. Agents can offer mini-courses in subjects such as buying or selling a house, staging a property, and pre-qualifying for a mortgage. When the students are ready to contact an agent, they will remember the person who taught them.

Another option is to be a scheduled speaker at events such as housing seminars and real estate expos. Distribute informational packets with a business card for attendees to contact you with any questions after the event. Better Homes and Gardens Real Estate agents are invited to attend some of the best branding and learning events in the industry.

Host Housewarming Parties and Other Soirees

Everyone likes to be invited to a party or celebration, and these gatherings are a fun way to connect with clients. Agents can offer a more personal touch by hosting a housewarming party for clients who just closed on a home. Invite the neighbors to come by for snacks, beverages, and conversation. Clients will appreciate the introduction to their neighbors, and agents might walk away with a new client or two.

Host other soirees throughout the year to remind clients about your services and maintain a personal connection. Options include a holiday office party with a visit from Santa and a Halloween gathering where kids can trick-or-treat and get a face painting. Start an annual tradition to keep everyone talking about you.

Agents who learn how to get more leads in real estate become successful and profitable for years to come. Getting real estate leads can be challenging in the beginning, but hard-working agents can build a lucrative enterprise based on positive relationships and dedicated customer service.

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