Business and Management

Residential Real Estate – How to Attract More New Clients?

Doesn't it seem like everyone you know has a friend, relative, or acquaintance as a realtor? How could anyone, especially someone new to the industry, possibly achieve success when faced with this much competition?

The answer begins to appear when you consider the following questions:

  • How many licensed real estate consultants have the talents required for success in sales?
  • How many have been trained in effective selling techniques?
  • How many know how to prospect effectively?

  • How many know which questions to ask to determine the factors that are most important to each prospect's buying decision?
  • How many take their profession seriously and are willing to put in the effort and hours that are required to build a successful business?
  • How many of them regularly sell multiple houses per month?

How to Build Credibility

Imagine you are a brand new realtor that has just passed the licensing exam. Why would someone turn to you to help them make what may be the largest investment of their lifetime? What makes you stand out from other licensed real estate agents?

If you are new to the profession, you won't have success stories or testimonials to point to as answers to these questions. However, there are many things you can do to build up credibility quickly.

When you are sure that everyone you know is aware of your new role, start pursuing new relationships. Don't limit yourself to contacts that may themselves become prospects. Also, look for opportunities to develop relationships with people that can refer prospects to you. This includes:

  • Mortgage brokers
  • Bankers
  • Salespeople in non-competing sales roles (i.e., new home sales vs. resale)
  • Property managers
  • Corporate relocation managers

You can also pursue relationships with people that have large customer lists such as accountants, financial advisors, and insurance agents.

 

Flora Wilson