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How To Create Market Presence as a REALTOR®

By
Real Estate Broker/Owner with Cam Realty and Property Management

How To Create Market Presence as a REALTOR®

This is an easy question to answer if you've been in the business for a while, and have been living in the same area but what if you've recently moved or a brand new agent with no contacts? How do you find that first buyer or your very first listing?

Things are different now than when I first became a REALTOR®. We didn't have many companies that sold leads, fewer tools to use for marketing, less number of agents in the marketplace in my area, and more walk-in office traffic. 

Today, if you are a brand new agent, you can do your research and find out what is working for other agents, and adapt their methods to suit your personality. 
Some of their methods will not work for you so there's no reason to punish yourself by trying to do them. If you wish to work with lead companies, be sure to select the ones that are paid at closing and no monthly charges. If you decide to buy a list of phone numbers and email addresses, please be sure to do your due diligence before contacting anyone. You don't want to be known as the "spammer agent".
Also, know your audience. If another agent asks you to host an Open House in a home that is not close to anything, has no traffic, no prior advertising, probably not a good idea.


It is the year 2024, and many will tell you direct marketing doesn't work, everything is digital now, and it is just a waste of money. I wouldn't listen to these naysayers, I would suggest selecting an area based on data, do not select an area if there's only a handful of sales every two years. If you don't have a large capital, start small, like 100 letters/postcards a month. Be very careful with your message, give the homeowners some value so they will read your message. What is selling in their neighborhood is a great message whether they are looking to sell or not. BE CONSISTENT! Yes, miracles do happen, you may get a listing from your first mailout but that doesn't always happen so don't be discouraged.

Do cold calls if you like getting them yourself and don't mind when people hang up on you, same for doorknocking. These two don't fit my personality so I am not going to force myself to do it. You may be one of those people who like knocking on doors. Just be sure to have the right approach, give them something of value rather than asking if they are looking to sell their home in the next 60 days, that's just tacky in my opinion. 

Drive around and take short videos of neighborhoods and post them on social media. You can also post pictures of the areas you like to visit where you live, and places to shop and eat.

You can send out letters or postcards to Expired and FSBO homeowners. Again, be sure to have a good message. If you think the listing expired due to being overpriced, list the most recent sales, don't share the addresses, just a piece of general information.


Become a member of ActiveRain. Nobody will pressure you to write a blog post, if nothing else, you will learn a ton from other professionals in the industry. If you are not a member, all your blog posts are for the ActiveRain community, the general public will not see it and they are the ones you need to reach.

In short, make a goal for yourself, and write down just five things you can do to achieve it. Say one sale by the end of April 2024 and an action list. Don't write things you will not commit to. For me, if I write down cold calls, I would be fooling myself, I know I will not make a single phone call. 

If you are consistent with your efforts, and treat your customers with care, you will succeed!

How To Create Market Presence as a REALTOR®

Comments (23)

Kathy Streib
Cypress, TX
Home Stager/Redesign

Hi Beth- this is excellent advice!!!  New agents have many tips thrown their way when they are beginning but how are they to know what is best for them. Do they try them all?  Do they buy every "shiny new thing?"  

Feb 25, 2024 06:09 PM
Beth Atalay

Hello Kathy Streib, not knowing which one will be the most beneficial, some do jump on every new shiny thing and spend tons of money. 

Feb 26, 2024 04:29 AM
Patricia Feager, MBA, CRS, GRI,MRP
DFW FINE PROPERTIES - Flower Mound, TX
Selling Homes Changing Lives

Beth Atalay - what wonderful advice you provided! Naysayers are downers. Avoid them at all costs. Getting down to the basics, knowing your area, and of course contracts is a must. Building relationships is easier and personal when you do it yourself and just be you!

Your post is very important. You are a real estate business leader in your area and you serve your clients well. I highly rcommend you to potential buyers and sellers. 

Feb 25, 2024 07:23 PM
Beth Atalay

Thank you Patricia Feager, MBA, CRS, GRI,MRP, your kind words mean a lot to me.

Feb 26, 2024 04:34 AM
Endre Barath, Jr.
Berkshire Hathaway HomeServices California Properties - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Beth Atalay  what a powerful post the only thing missing is the Feature Star with it, Endre

Feb 25, 2024 10:21 PM
Beth Atalay

Thank you Endre Barath, Jr., I appreciate it!

Feb 26, 2024 04:33 AM
Michael Jacobs
Pasadena, CA
Pasadena And Southern California 818.516.4393

Hello Beth - being a buyer or seller is not easy.  But being a real estate practitioner is not as simple as some may think or say either.  Each one who has entered the industry, successful or not, finds their own reality in the realty of it, right? 

There are many directions to take.  What works for one, does not fit well for another.  And bright, shiny objects seem to be dangling in a field as if they are a mobile on a newborn's crib.  Distracting and annoying, perhaps. Or playful.   With a purpose for others - as $$$ competes with sense of a different sort.   

Thought-provoking.  

Feb 26, 2024 03:21 AM
Beth Atalay

Hello Michael Jacobs, companies that are selling those new shiny products make them sound so good, they do a pretty good job at selling them to the newer agents. Some of the most beneficial methods don't even cost that much, only hard and consistent work.

Feb 26, 2024 04:33 AM
Brian England
Ambrose Realty Management LLC - Gilbert, AZ
MBA, GRI, REALTOR® Real Estate in East Valley AZ

This is such great advice!  You would be such a great mentor for someone new to the business!

Feb 26, 2024 04:00 AM
Beth Atalay

Thank you Brian England, I truly appreciate your kind words.

Feb 26, 2024 04:29 AM
Bill Salvatore - East Valley
Arizona Elite Properties - Chandler, AZ
Realtor - 602-999-0952 / em: golfArizona@cox.net

Thanks for sharing and enjoy your week!

Bill Salvatore, Realtor- Arizona Elite Properties

Feb 26, 2024 04:29 AM
Beth Atalay

Good morning Bill Salvatore - East Valley, thank you for stopping by, have a great week!

Feb 26, 2024 05:29 AM
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker - Retired

Good morning Beth. Sage advice to develop you plan around what you do best. You can expand later, but getting off to a start you are truly committed to is essential. Enjoy your day.

Feb 26, 2024 05:19 AM
Beth Atalay

Good morning Wayne Martin, exactly, we can certainly expand later on, start with one thing and commit to it. Have a great week!

Feb 26, 2024 05:29 AM
Roy Kelley
Retired - Gaithersburg, MD

Thank you very much, Beth, for sharing your experience and advice.

Feb 26, 2024 06:38 AM
Beth Atalay

Thank you Roy Kelley.

Feb 27, 2024 04:12 AM
Carol Williams
Although I'm retired, I love sharing my knowledge and learning from other real estate industry professionals. - Wenatchee, WA
Retired Agent / Broker / Prop. Mgr, Wenatchee, WA

Hi Beth,
Excellent post. Everything needs to be done in harmony with who you are as a person, doesn't it? Otherwise, it won't work, and frustration follows.

Feb 26, 2024 07:17 AM
Beth Atalay

Thank you Carol Williams, you are so right, trying to do something we are not comfortable with won't end well.

Feb 27, 2024 04:12 AM
Jeffrey DiMuria 321.223.6253 Waves Realty
Waves Realty - Melbourne, FL
Florida Space Coast Homes

Hey Beth, I hope all is well. 

I tell new agents to try and figure out a Niche. Usually the niche will find you, so keep looking for it!

Feb 26, 2024 07:25 AM
Beth Atalay

Hello Jeffrey DiMuria 321.223.6253 Waves Realty, all is well, hope you're doing great. That is true, pick one and stick to it.

Feb 27, 2024 04:11 AM
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Hello Beth and great blog to share with us and I always say we can all learn from each other here in the Rain.

 

Feb 26, 2024 10:14 AM
Beth Atalay

Thank you Will Hamm, that is so true.

Feb 27, 2024 04:10 AM
John Henry, Florida Architect
John Henry Masterworks Design International, Inc. - Orlando, FL
Residential Architect, Luxury Custom Home Design

Great advice from someone who knows their profession.  Good ideas and do's and don'ts!

Feb 26, 2024 10:19 AM
Beth Atalay

Thank you John Henry, Florida Architect!

Feb 27, 2024 04:09 AM
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Excellent post Beth Atalay and so glad to see it featured! Knowing your audience is key....how do you expect results if you don't know who you are marketing to?

Feb 26, 2024 12:27 PM
Beth Atalay

Thank you Dorie Dillard Austin TX, you certainly do an awesome job reaching out to the sellers in Canyon Creek and have been doing it for a very long time.

Feb 27, 2024 04:09 AM
J Perrin Cornell
Coldwell Banker Cascade Real Estate - Wenatchee, WA
Broker, ABR, VAMRES

Who remembers the Musical "The Music Man"? There is a great scene that applies to real estate agents of all stripes but especially starting out. The salesmen are all in a rail car and they do a musical bit timed to the hum of the rails "Gotta know the territory, gotta know the territory". Pretty simple really... FYI Music man was written in 1957.

Good blog. Thanks!

Feb 27, 2024 03:10 PM
Michael J. Perry
KW Elite - Lancaster, PA
Lancaster, PA Relo Specialist

Your goal is to get 2,000;people in your database as quickly as you can . You must practice Time Blocking forvLead Generation M thru F  ..

Feb 27, 2024 04:37 PM
Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude

Great advice, Beth. You have to play to your personal strengths and interests in terms of the marketing you do and how you run your business.  Each person is unique and who wants to be miserable trying to do something that is not you, just because if works for some people. And don't be mislead by all the gimmicks, quick fixes, website and SEO companies, and lead generating and referral sites with promises for success. You can end up spending a ton of money for nothing - find out what is working for others who you know and respect.

Jeff

Feb 27, 2024 07:40 PM
Endre Barath, Jr.
Berkshire Hathaway HomeServices California Properties - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Oh Beth Atalay  love it the Feature Ferries found this wonderful post, hope I shamed them into it:))))))))))))))))))Endre

Feb 27, 2024 10:44 PM
Leanne Smith
Dirt Road Real Estate - Golden Valley, AZ
The Grit and Gratitude Agent

Some very good suggestions for new agents. Being in sales for over five decades I have never cold call.  What worked for me in a rural area are signs along with directional signs off main roads. I still have not been involved in digital marketing though I may try it.

Feb 28, 2024 04:53 AM
Nick Vandekar, 610-203-4543
Realty ONE Group Advocates 484-237-2055 - Downingtown, PA
Selling the Main Line & Chester County

Excellent advice for all agents. Having moved over a year ago now to a new area, I see how hard it is to generate business in a new environment. But slowly but surely things will come together if one does the things you mention.

Feb 28, 2024 01:31 PM
Thomas J. Nelson, REALTOR ® e-Pro CRS RCS-D Vets
Big Block Realty 858.232.8722 - La Jolla, CA
CEO of Vision Drive Realty - Coastal San Diego

Some great points Beth, I agree, direct mail and emails still work as much as all the tech and digital. I like to have a "mutual fund" of marketing and branding but as you stated: targeted. Haven't seen you in the Active Rain social areas in a minute :) Hope you're good!

Apr 05, 2024 05:50 PM