As a Realtor, you’re constantly looking for ways to connect to new clients. You may consider ads, bulk mailings, postcards, cold calls, but one of the keys to new connections—and it’s an easy one that doesn’t cost you anything– is just making sure that everyone you come into contact with knows what you do.
Family
Your close family already knows you’re in real estate, but do your cousins? Do your sister-in-law’s parents? Not only should family both close and far flung know you’re an agent, they should have you contact information so they can refer you to their friends, family, and associates. Consider a holiday card or family newsletter you send out occasionally that reminds everyone what you do and that includes your website, email and phone number. Use Facebook when you get an amazing listing you think family would enjoy, or share a fun story about your profession. Use family reunions, birthdays, and similar get-togethers to offer your expertise to anyone who needs it.
Professional Network
As an agent, you probably already have relationships with lenders, home inspectors, contractors, etc. that lead to referrals. But other professionals have potential as leads as well. Attorneys, accountants, insurance agents, financial planners: the people in these industries deal in real estate on occasion. If you’ve made sure all the professionals in your circle know you’re willing and able to serve, you open the door to new clients. Provide these individuals with business cards; check in with them monthly via email or phone; take them for coffee to brainstorm how you might help one another’s businesses grow.
Casual Network
Don’t forget your more casual associates: The cashier at the grocery store. Your hair stylist. Your children’s daycare provider. Your dry cleaner. All of these people could become clients, or may refer you on to their own networks—but they can’t if they don’t know you’re an agent in the first place. Carry business cards with you wherever you go, and don’t be shy about offering your services in return even as you gratefully accept the services of these individuals. And in places likecoffee shops, libraries, and community centers, consider posting a flyer with business cards attached to reach people who are considering buying homes in your area.
These are just a few ways to “make sure everyone knows what you do,” a major factor in your successful real estate career built on referrals. Next week, we’ll look at a few more.
Where do you find your referrals? Feel free to share them in the Comments Section.
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