I had a conversation with a real estate agent this week, and it’s a story I’ve heard on more than one occasion.
The agent said that while they’ve used many different avenues to generate leads online, and they follow up with them, they find it harder to close the sale on them compared to people they already know.
And honestly, that’s true of any business.
See, as business owners, those that know us want to support us because they already have a relationship with us.
When I started my business, it was the same way. For the first six months, I didn’t have to do much marketing because of the relationships I already had built with agents from the brokerage I supported. I would have agents calling and asking me to do for them what I did for someone else in their office.
Once I started to branch out and worked to grow my network, closing the sale didn’t always happen on the first call. In fact, I remember making a sale in December with a client, and it taking me 12 months of follow-up to make the close.
Why was I able to finally close the sale? I was consistent.
When it comes to building relationships online, there are three things you have to do:
Offer something of value.
How to Be Consistent With Your Real Estate Marketing
To be consistent with your real estate marketing, you have to have a plan in place that works and doesn’t take much time. That’s why my Grow. Nurture. Sell. program is so successful. You can sit down and schedule your social media, post blogs, and send emails in less than 60 minutes a week. If your website allows you to schedule blogs and your CRM lets you schedule emails, you could plan an entire month of self-promotion in less than 90 minutes a month. The more you’re able to set your marketing on autopilot, the less you have to
Offering Something of Value to Your Clients
It’s no secret that only a small portion of your database is ready to enter the real estate market every month. That’s why staying relevant to past clients is important. Not only are you the real estate expert, but you’re the community expert, the design expert, the everything that goes into owning a house and need your advice expert.
When you position yourself as someone who is in the know and can offer guidance and expertise on a regular basis, your clients are more likely to keep you at the top of their mind when someone they know asks for recommendations. Most agents I know have lost out on a business opportunity because someone they know forgot they were in real estate.
So how do you offer something of value to clients? Create a blog post. Record a video. Share an ebook. Send an email.
The great thing about Grow. Nurture. Sell. is that all of these items are ready to go for you each month, and they’re available for you to customize with your information.
You are a Person; Your Job is Real Estate
It can be hard to separate yourself from your job title sometimes, but we have to remember that first and foremost, you are a person, and the more you let your personality shine through, the more likely you are to attract your ideal client.
Don’t be afraid to share personal photos on your business page.
Start by thinking about why you and your friends have become friends. Maybe it’s a shared interest in gardening or the love of books you have. Perhaps you both enjoy watching the Marvel movies or hitting up the local golf course.
The more people get to know the real you, the more likely they are to do business with you, but knowing what why type of personal post to share may be confusing. That’s why with Grow. Nurture. Sell. I provide monthly video and photo prompts to allow your personality to shine.
Here’s the thing: Any real estate agent can share real estate tips and tricks, but you have to do something to stand out from the other agents. There’s only one agent that can provide the service you provide. The more genuine and personable you are, the more you’ll attract the type of people you enjoy working with.
Learn More about Real Estate Marketing
If you’re ready to give Grow. Nurture. Sell. a try, click to join here, and receive a 5-day free trial. Every month, you’ll have access to fresh content every month to help you promote yourself as a real estate agent. This all-in-one service provides everything you need to grow your database, nurture your leads, and sell more homes.