Real estate agents cannot survive in the industry without embracing the digital age. Technology controls everything consumers do, whether it is to contact someone, research a topic or search for home listings. Generating new leads as a real estate agent has modified over the last decade, thanks to our digital world and instant-gratification culture.
In order to maintain and grow your prospect and client list, here are four tips to generating new business in today’s digital age.
1. Utilize your own contact list
Your phone and email contact lists are likely filled with friends and family who can easily help you gain new business. Call them, email them and connect with them on social media on a regular basis to discuss the service you offer. Don’t hesitate to ask them to keep you in mind if they or anyone they know have plans to sell or buy real estate. If someone is interested, follow up with a friendly email or phone call. Stay connected with your contacts, and eventually they will turn into referrals, leading to new business.
2. Be responsive
It’s simple; if a client doesn’t get a response from you quickly, then they won’t work with you. Getting contacted is a crucial step in generating new business, but acting on that initial contact in a timely manner is even more crucial. Your response time should be more than one day as consumers really expect a response within one hour. Poor communication has been a major downfall in the real estate industry as it is the number one complaint from consumers. It is important that an agent reply quickly to a potential client. This shows that you respect and honor their business.
3. Have an active social media presence
If clients can’t find you on social media, you’re doing yourself a disservice. Here’s your social to-do list:
- Create Facebook, Twitter and LinkedIn accounts, and maintain them.
- When you meet new clients, share your handles with them so they can easily find you, leave reviews and give you online credibility.
- Use a professional photograph for your profile picture to incorporate a personal element to your pages.
- Add your clients as friends on Facebook, follow them on Twitter, connect with them on LinkedIn, and encourage them to “like” your pages to develop that relationship.
- Be active on your social media pages by posting helpful and insightful articles regarding the real estate industry, which showcases your expertise and experience. This allows you to easily engage with your clients and followers, and answer their questions before they ask them.
Social media channels are non-threatening and highly informative venues for establishing relationships.
4. Send newsletters regularly
Stay top of mind by showing up in your clients’ and potential clients’ inbox. Your newsletters can provide a multitude of information from tips for first-time homebuyers to latest trends in the local housing market. Give your clients and friends information they want to read. Make sure your newsletters always have fresh, useful content, and don’t saturate their inboxes too often. If your email marketing is overwhelming, your clients will unsubscribe. I recommend emailing your database at least once a quarter to stay top of mind, but no more than every four weeks.
Rina Camhi is a 15-year veteran of the real estate industry and recently launched a two-part lead generation and on-demand home showing app in Houston, 10MinRealty.