When you’re new to the game, learning how to get clients in real estate can be tough. Luckily, even if you’re starting from square one, it’s entirely possible to build a thriving client base if you have enough perseverance. We’ve compiled a list of tips to help you build up your client roster and forge the thriving real estate career you’ve always wanted.
Here are 11 ways to get clients in real estate:
1. Buy Real Estate Leads
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Perhaps the simplest way to get leads in real estate is to buy them from a lead generation company. These companies advertise on your behalf to acquire customers with an interest in either selling or buying a home. Then, they’ll provide you with these potential clients’ contact information so you can reach out. Many services also provide full customer relationship management (CRM) system features such as automated follow-up, appointment scheduling and more.
2. Engage With Your Community
Building relationships with people in the neighborhoods you want to work in is a great way to get your name out there. You can do this by volunteering at community events, donating gift baskets at charity auctions or even having giveaways to local businesses. The more people you can reach, the bigger potential client base you’ll have.
Eventually, if you do enough genuine outreach, people will come to know you and your services by name. And when it comes time to sell or buy a house, you’ll be the first one they think of.
3. Ask Existing Clients for Referrals
According to the National Association of Realtors (NAR), 68% of people who used a real estate agent found that agent through their family or friends. That means your existing clients can play a huge role in getting you new customers.
As long as you provide excellent services throughout the transaction, your clients likely won’t need any prompting to recommend you to others. Still, it doesn’t hurt to offer a small financial incentive, such as a $25 gift card, for any client who brings you a successful referral, leaves a review of your services or posts on social media about how you helped them.
4. Create a Website
Did you know that 69% of real estate sales agents have their own website? If you don’t have one, you’ll be missing out on valuable web traffic, since 51% of home buyers use the internet to find the home they want to purchase, according to NAR.
The most common type of real estate website is an internet data exchange (IDX) site that automatically showcases all of your MLS listings. That way, you can promote your seller clients while also attracting new buyer clients. However, you can also have a more basic website that lists your specialties, affiliated brokerage, track record and a contact form.
Not sure where to start? Learn how to create a website.
6. Specialize In a Niche
Your local area probably has dozens of run-of-the-mill real estate agents, but how many luxury real estate agents does it have? Or farm real estate agents? Chances are, fewer people specialize in areas such as these, meaning you’ll have less competition to fight against.
Once you pick a niche and advertise yourself as the local expert in that specific type of situation, you’ll become the go-to person in your region. Of course, building yourself up as an expert takes time. You’ll likely need to start blogging about your niche, partnering with brokers who already have experience in that niche or even sending mailers to people who fit your niche.
7. Try Cold Calling
No one likes cold calling, but sometimes, it can be a really valuable way to track down leads. In particular, it can help to curate for sale by owner (FSBO) sellers trying to list their homes by themselves or expired listings that never had any takers.
There are lead-buying services that can provide you with these types of contacts, but if you want to do it yourself, a good place to start is Zillow. Here’s how to find these numbers:
- Head to the “Buy” page and choose your area
- Click the “Other listings” button
- Click on a listing and scroll to the end of the “Overview” section to find the seller’s phone number
Make sure you have a script ready whenever making calls so you’re prepared for any and all objections sellers may have—and they’ll likely have a lot.
8. Host Open Houses
Open houses are often a realtor’s best friend because they give you the chance to network with interested home buyers. Many realtors include a sign-in sheet where house hunters can write their names, email addresses and phone numbers—which you can then use to get in touch with them later.
However, what if you don’t have a client who wants to host an open house? You may be able to ask another realtor if you can host an open house for them. Often, experienced realtors are busy and don’t have time for open houses, so they’ll appreciate the help.
9. Contribute to News Articles
If you really want to get your name out there as a knowledgeable agent, one way to do that is by contributing to news articles. By offering up your expertise and acting as a source for journalists, you can position yourself as an expert in your field. One place to get started with this is Help a Reporter Out (HARO), which connects journalists with expert sources.
When people are reading an article where you’re quoted, they’ll turn to you if they have more questions or want help selling or buying. Being quoted in an article also gives you the chance for a backlink, which can improve the visibility of your website.
10. Offer Free Services
Everyone knows that selling a home is expensive, so do your best to assuage sellers’ apprehension by offering some free services. For example, if you include professional photography in your services, that can save the seller a few hundred dollars. Make sure you mention this in all of your advertising to help yourself stand out.
You should also be offering a free comparative market analysis to all clients—even before they sign on with you. Sure, it’s a little more work for you, but it doesn’t cost you anything extra and can make sellers more willing to partner with you.
11. Join a Real Estate Referral Network
Referrals aren’t just reserved for friends and family of past clients. You can also get them from plenty of other people and companies in the real estate field. For example, you might be able to form a partnership with these types of professionals:
- Mortgage brokers
Simply ask them if they’d be willing to recommend you to their clients. In turn, you can recommend them to your clients as they navigate the buying or selling process. It’s a win-win for both parties.
Frequently Asked Questions (FAQs)
How do new realtors get clients?
New realtors can get clients in a number of ways, including buying leads, asking friends and family for recommendations or canvassing their local neighborhood. It’s a good idea to try a mix of in-person marketing, such as sending out mailers or handing out business cards, with online marketing, such as creating a website and advertising on social media.
Is it hard to get clients as a real estate agent?
When you’re first starting out, it can be hard to get clients as a real estate agent. However, as long as you provide excellent services along with superior support, your clients should recommend you to others, bulking up your client roster.
What does a real estate attorney do?
The role of a real estate attorney is to handle the legal responsibilities as related to real estate transactions. Learn more about what real estate attorneys do.
Real estate markets slow in most nearby communities – Calgary Herald
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Slowing demand and rising supply in outlying communities like Airdrie have set in along with cooler temperatures of late summer, recent data shows.
Calgary Real Estate Board statistics from last month show sales falling year over year in most communities while supply is rising.
“In all those markets, we’ve seen improvements in inventory,” says Ann-Marie Lurie, chief economist with CREB.
“Still these markets remain quite tight, but we are seeing some price adjustments and that’s because they came up so high during the pandemic.”
Airdrie is the largest and most in-demand market with the highest sales last month, 169 transactions, down almost eight per cent year over year. Still, the community saw inventory rise more than 10 per cent with now more than 1.69 months of supply, an increase of nearly 20 per cent from last year.
Other communities have also seen sales fall and supply rise. These include Cochrane, which had 75 sales, down about 17 per cent from August last year. Its supply is now more than two months, up about 26 per cent year over year.
Okotoks had 53 sales in August, down about 19 per cent year over year while supply grew to more than 1.8 months.
Despite falling demand and growing supply, prices still grew year over year in these communities. The benchmark price in Airdrie increased almost 19 per cent to $493,500. In Cochrane, the benchmark price grew by more than 16 per cent to $517,400 while the benchmark reached $549,300 in Okotoks, also an increase of more than 16 per cent.
Chestermere saw the biggest drop in sales year over year at more than 48 per cent.
Only High River experienced a slight increase in activity with sales last month up 2.5 per cent versus the same span last year.
Spotlight: Making sense of the current real estate market in Newmarket – NewmarketToday.ca
Buying a home at any time is a huge undertaking. It requires a lot of preparation, time and access to expertise.
Homeowners—and those who wish to become one for the first time—have it even harder right now, with conditions seeming to change from month to month.
REALTOR® Dave Starr specializes in home buying and selling in Newmarket and the surrounding areas. With over 35 years of experience in the real estate industry, he is happy to share what he’s learned with others.
Slowing things down
So how would he describe the current state of the market in Newmarket? “It’s finally more normal and realistic,” he says. “A prospective buyer has a little more breathing room to make sure that their financing is in place and they can also consider a home inspection.”
A seller will benefit by working with a more seasoned agent, he says, because they have had prior experience with similar markets. He likens the situation to a professional athlete who has played in the playoffs before or competed in a large-scale event like the Masters in golf.
Earlier in the year, the market was not realistic.
That tended to leave buyers, sellers and agents scrambling. “The end result can be a situation with buyer’s remorse, where the buyer no longer wants to close on their purchase. The banks sometimes struggle with appraisals, which can also result in a non-closure,” he says. “In the fast-paced market that took place earlier, some agents potentially made more mistakes, especially since they weren’t experienced enough to handle multiple offers.”
Home inspections and interest rates
While some homes may not require a home inspection, there are lots that definitely need one. “In an extremely busy market, buyers could potentially end up with an unwanted surprise—at a great expense,” says the REALTOR®.
He likens it to the necessity of having speed limits on our roadways. The faster you go, the more chances you have of getting into an accident.
“We are now facing an increased mortgage rate, which many would not like to see, but the truth is it will help balance the market overall. Lower interest rates basically were one of the reasons for the inflated house prices and homeowners were simply taking on larger mortgages than ever,” he says.
For years many homeowners would tell him the same thing: that mortgage money was cheap to them. His answer to that never varied: “You do know you have to pay it back at some point.” If the rate were guaranteed for a lifetime, it would be a different story, but of course that’s not the way it works.
The market over the summer was slower but typical; that has become the norm over the past few years.
The fall market is already starting to pick up, with increased activity, though the number of listings in Newmarket is quite low. Rental availability is both quite expensive and experiencing a shortage.
Says Starr, “The market moving forward should remain stable. Buyers and sellers will have more time to make the best educated decision for their needs and wants.”
Whether you’re a buyer or a seller, he welcomes any calls or emails.
Let Dave Starr Real Estate help you make your next move. Call 416-520-3231 and get the Starr treatment you deserve.
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