Home : Blogs : Matthew Zgonc, Realtor, CFS, CVS : Modesto CA Real Estate Blog

Where do you find clients?

When I first entered the Real Estate Industry I had no guidance or clues what to do to obtain or keep clients. I got a few through paying a monthly fee on RealtyTrac, but had only 1 sale within the first year. That is when my wife discovered Active Rain and I have been more busy than I could ever imagine. Most of it has been due to page ranking, which has steadily improved through the months.

I also have been doing traditional marketing, such as door hangers and leaving cards everywhere. Anytime I meet someone on the street I hand out my cards to them, or if I go to a garage sale. I make a minimum quota that I have to hand out daily. In addition, I have expanded into the REO and BPO market, which has helped a lot.

My question to Realtors out there is where do you find your clients, or what innovations are you learning about in the industry?

Posted by Matthew Zgonc, Realtor, CFS, CVS on 03/19/2008 10:34 AM

Comments (16)

realtytrac, active rain, door hangers, realtors, clients, reo, bpo

Post is included in group: Realtors®
Post is included in group: Real Estate Rookie
Post is included in group: PART TIME AGENTS

16 Comments on Where do you find clients?

MAR

2008

I've seen a bump as well Matthew...keep writing!

Matthew, before my latest gig, when I was a realtor, I found most of my clients through my website, first as an inquiry. As my budget was tight, the web was the most cost-effective, next to a direct referral from a friend or family member.

What I think is really key is keeping in touch with past clients, past co-workers, old friends, etc. You may be surprised at how many people may not know you are a realtor. Remember, a keeping a client is golden.

Here's a good example: I've had 8 or so loans in my life, but never used the same loan guy/gal twice? Why is that? Fell through the cracks. If one of those who had done a good job somehow, some way, stayed in touch over the years, I would have been happy to go with them again. Keep your customers for life.

Happy Sailing ... _/) Paul -- www.eNewsletterSolutions.com

Matthew - I believe the way to be successful in this business today, is to embrace technology and do things that didn't exist 10, 15, 50 years ago. THIS IS JUST ME, but to give you an idea ... In 2007, I didn't do a door hanger ... I didn't do an Open House ... I didn't make a cold call ... I didn't do FSBO's or Expireds ... and I managed to sell about $8M with an average sales price in the mid to upper $200,000s. Now that I am building a team, we will be getting back to basics in addition to everything else. Harness technology, toll-free numbers, numerous websites, blogging (as you are here) text messaging .... if you can find it, if it is affordable, and it is neat and seems effective ... do it! Takes money to make money, as they say... Keep at it and best of luck!

Thanks for the advice Derek. I appreciate it a lot.

Paul, good advice in keeping in contact with clients.

MAR

2008

Matthew- I find my clients by working my network. I picked up a client the other day because my wife was at the local cell phone store and struck up a conversation and she referred me. I have an excellent working relationship with a lender who has provided clients to me and I in return have provided clients to her. I also meet people wherever I can. Read my post here about my other "unique" method to getting clients.

The web is great. We have to remember though we need to set the appointment and then convert the lead into a client and then the client into a sale. No matter what methods you use it is vital to get the appointment!

Best,

Scott

MAR

2008

Matthew -

All of the above are great ideas. Active Rain and Blogging will certainly help. I stay in touch also at least 4 times a year with something mailed. Each time I send out a mailing to 150 or so past clients and friends I always get a buyer or seller. I mail out calendars at the beginning of the year and Football schedules in the summer. (Wisconsonites are great Packer fans). During the rest of the year I may send out NASCAR schedules or Golf schedules - depending on the client. St Patty's Day cards worked great one year.....

Staying in touch, somehow! has really worked for me.

Staying in touch is very important, before I became a Realtor I never used the same agent that sold me a house, now that I think of it I cant even rember thier names---Bart

I love technology and ActiveRain - but personal contact is so important. It's great to give out cards, but more importantly, it's important for you to get their card or information so that you can contact them. Don't wait for them to contact you. Best wishes!

MAR

2008

hi matthew.........just wanted to respond to your comment on my blog - what would you do if you had a million dollars - i liked how you put that - 'protect my family's peace of mind'.......cool......! So i checked out your website..........and found that really appealing too - a nice personal touch! Thanks! Liz

Re your blog - most of my clients are repeat clients or referrals.........although I really should be a wee bit more proactive now - are market too is changing........although still quite active!-

APR

2008

I know people might disagree with me, but I would "clean up" your blog so what the public sees is "all real estate - all the time". Consumers click through to your blog via google, etc. You want them to get the information you want them to have and to call you. Having to search through posts about sports, marketing, blogging, search engine optimization, etc. distracts them. They won't work that hard. Make it easy by posting all the non-real estate posts as "Members Only" and putting a call to action in each blog entry. Those are my tips for you.

APR

2008

Matthew,

We know that the majority of homebuyers start their search for a new home on the internet and for that reason I think having a strong internet presence is important. However don't get too wrapped up behind your computer screen that you forget how to communicate with people face to face. I still always try to make it a point to get out and meet and connect with new people every day, as well as keep in touch with those I already know.

Sounds like you are on the right track. Keep up the good work!

APR

2008

Matthew: I stay in touch with past clients regularly. Also, my website and Active Rain are the biggest winners for me.

APR

2008

Matthew it is all about networking and staying in contact. Last deal was off sign call.

MAY

2008

I am not a realtor but here is a great way that I met a few. I do a lot of volunteer work in my community. I met one who was a volunteer in the Congress of Neighborhoods with me and we actually met and started talking at a golfing event while volunteering. Another one I met at a food drive for Big Brothers, Big Sisters. Now I am not at every function but I try to make at least 2 a month for a few different associations and I tell you, I have met so many different people. (2-3 days out of your month isn't much) Any ways thats my suggestion, hope it helps.

JUL

2008

There are so many ways to meet new clients. I think the key is finding your niche and then honing in on it relentlessly, and also keeping your eyes open for new opportunities. New clients can be found anywhere from the grocery store to church. Being open, approachable, and honestly interested in helping clients will attract the people you are in daily contact with.

JUL

2008

Matthew, 95% of my clients are from my SOI. I tend to follow the Jennifer Allan way of thinking - use the golden rule and treat my friends, family and past clients well, and they refer business to me.

The other 5% have come from company referals, pay-per-click (google), and my website. I have gotten a number of referrals through Active Rain as well.

Leave a response…

Name:

Email:
(optional)

Comment:

What does the graphic say?