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How To Get Clients In Real Estate (2022 Guide) – Forbes

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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.


5. Post On Social Media

Social media is another big tool for attracting clients. NAR estimates that 20% of its members get 1% to 5% of their business from social media, while 10% get 6% to 10%. You’ll want to have profiles on all of the major services, including Facebook, Twitter and Instagram.

Wondering how to get clients in real estate through social media? Post about your current listings, the services you offer or success stories of how you’ve helped clients in the past. You may even consider looking into pay-per-click (PPC) advertising on sites such as Facebook and Google. This type of advertising displays your ad content to targeted users based on their search behavior or demographics, but you’ll only pay every time a person clicks on the ad.

To keep your social media accounts running smoothly, we also recommend trying out a social media management software that lets you schedule updates in advance so you don’t need to take time away from clients to post.


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:

  • Appraisers
  • Contractors
  • Inspectors
  • 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.


Bottom Line

Now that you know how to get clients in real estate, it’s time to get to work. Over time, clients may come to you, but when you’re first starting out, you have to come to clients. Do your best to advertise yourself online and in your local community, and you’ll start to build up a solid client base. Though it will take time and effort, eventually, you’ll find client-sourcing methods that work for you.


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.

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Here are some facts about British Columbia’s housing market

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Housing affordability is a key issue in the provincial election campaign in British Columbia, particularly in major centres.

Here are some statistics about housing in B.C. from the Canada Mortgage and Housing Corporation’s 2024 Rental Market Report, issued in January, and the B.C. Real Estate Association’s August 2024 report.

Average residential home price in B.C.: $938,500

Average price in greater Vancouver (2024 year to date): $1,304,438

Average price in greater Victoria (2024 year to date): $979,103

Average price in the Okanagan (2024 year to date): $748,015

Average two-bedroom purpose-built rental in Vancouver: $2,181

Average two-bedroom purpose-built rental in Victoria: $1,839

Average two-bedroom purpose-built rental in Canada: $1,359

Rental vacancy rate in Vancouver: 0.9 per cent

How much more do new renters in Vancouver pay compared with renters who have occupied their home for at least a year: 27 per cent

This report by The Canadian Press was first published Oct. 17, 2024.

The Canadian Press. All rights reserved.

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B.C. voters face atmospheric river with heavy rain, high winds on election day

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VANCOUVER – Voters along the south coast of British Columbia who have not cast their ballots yet will have to contend with heavy rain and high winds from an incoming atmospheric river weather system on election day.

Environment Canada says the weather system will bring prolonged heavy rain to Metro Vancouver, the Sunshine Coast, Fraser Valley, Howe Sound, Whistler and Vancouver Island starting Friday.

The agency says strong winds with gusts up to 80 kilometres an hour will also develop on Saturday — the day thousands are expected to go to the polls across B.C. — in parts of Vancouver Island and Metro Vancouver.

Wednesday was the last day for advance voting, which started on Oct. 10.

More than 180,000 voters cast their votes Wednesday — the most ever on an advance voting day in B.C., beating the record set just days earlier on Oct. 10 of more than 170,000 votes.

Environment Canada says voters in the area of the atmospheric river can expect around 70 millimetres of precipitation generally and up to 100 millimetres along the coastal mountains, while parts of Vancouver Island could see as much as 200 millimetres of rainfall for the weekend.

An atmospheric river system in November 2021 created severe flooding and landslides that at one point severed most rail links between Vancouver’s port and the rest of Canada while inundating communities in the Fraser Valley and B.C. Interior.

This report by The Canadian Press was first published Oct. 17, 2024.

The Canadian Press. All rights reserved.

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No shortage when it comes to B.C. housing policies, as Eby, Rustad offer clear choice

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British Columbia voters face no shortage of policies when it comes to tackling the province’s housing woes in the run-up to Saturday’s election, with a clear choice for the next government’s approach.

David Eby’s New Democrats say the housing market on its own will not deliver the homes people need, while B.C. Conservative Leader John Rustad saysgovernment is part of the problem and B.C. needs to “unleash” the potential of the private sector.

But Andy Yan, director of the City Program at Simon Fraser University, said the “punchline” was that neither would have a hand in regulating interest rates, the “giant X-factor” in housing affordability.

“The one policy that controls it all just happens to be a policy that the province, whoever wins, has absolutely no control over,” said Yan, who made a name for himself scrutinizing B.C.’s chronic affordability problems.

Some metrics have shown those problems easing, with Eby pointing to what he said was a seven per cent drop in rent prices in Vancouver.

But Statistics Canada says 2021 census data shows that 25.5 per cent of B.C. households were paying at least 30 per cent of their income on shelter costs, the worst for any province or territory.

Yan said government had “access to a few levers” aimed at boosting housing affordability, and Eby has been pulling several.

Yet a host of other factors are at play, rates in particular, Yan said.

“This is what makes housing so frustrating, right? It takes time. It takes decades through which solutions and policies play out,” Yan said.

Rustad, meanwhile, is running on a “deregulation” platform.

He has pledged to scrap key NDP housing initiatives, including the speculation and vacancy tax, restrictions on short-term rentals,and legislation aimed at boosting small-scale density in single-family neighbourhoods.

Green Leader Sonia Furstenau, meanwhile, says “commodification” of housing by large investors is a major factor driving up costs, and her party would prioritize people most vulnerable in the housing market.

Yan said it was too soon to fully assess the impact of the NDP government’s housing measures, but there was a risk housing challenges could get worse if certain safeguards were removed, such as policies that preserve existing rental homes.

If interest rates were to drop, spurring a surge of redevelopment, Yan said the new homes with higher rents could wipe the older, cheaper units off the map.

“There is this element of change and redevelopment that needs to occur as a city grows, yet the loss of that stock is part of really, the ongoing challenges,” Yan said.

Given the external forces buffeting the housing market, Yan said the question before voters this month was more about “narrative” than numbers.

“Who do you believe will deliver a better tomorrow?”

Yan said the market has limits, and governments play an important role in providing safeguards for those most vulnerable.

The market “won’t by itself deal with their housing needs,” Yan said, especially given what he described as B.C.’s “30-year deficit of non-market housing.”

IS HOUSING THE ‘GOVERNMENT’S JOB’?

Craig Jones, associate director of the Housing Research Collaborative at the University of British Columbia, echoed Yan, saying people are in “housing distress” and in urgent need of help in the form of social or non-market housing.

“The amount of housing that it’s going to take through straight-up supply to arrive at affordability, it’s more than the system can actually produce,” he said.

Among the three leaders, Yan said it was Furstenau who had focused on the role of the “financialization” of housing, or large investors using housing for profit.

“It really squeezes renters,” he said of the trend. “It captures those units that would ordinarily become affordable and moves (them) into an investment product.”

The Greens’ platform includes a pledge to advocate for federal legislation banning the sale of residential units toreal estate investment trusts, known as REITs.

The party has also proposed a two per cent tax on homes valued at $3 million or higher, while committing $1.5 billion to build 26,000 non-market units each year.

Eby’s NDP government has enacted a suite of policies aimed at speeding up the development and availability of middle-income housing and affordable rentals.

They include the Rental Protection Fund, which Jones described as a “cutting-edge” policy. The $500-million fund enables non-profit organizations to purchase and manage existing rental buildings with the goal of preserving their affordability.

Another flagship NDP housing initiative, dubbed BC Builds, uses $2 billion in government financingto offer low-interest loans for the development of rental buildings on low-cost, underutilized land. Under the program, operators must offer at least 20 per cent of their units at 20 per cent below the market value.

Ravi Kahlon, the NDP candidate for Delta North who serves as Eby’s housing minister,said BC Builds was designed to navigate “huge headwinds” in housing development, including high interest rates, global inflation and the cost of land.

Boosting supply is one piece of the larger housing puzzle, Kahlon said in an interview before the start of the election campaign.

“We also need governments to invest and … come up with innovative programs to be able to get more affordability than the market can deliver,” he said.

The NDP is also pledging to help more middle-class, first-time buyers into the housing market with a plan to finance 40 per cent of the price on certain projects, with the money repayable as a loan and carrying an interest rate of 1.5 per cent. The government’s contribution would have to be repaid upon resale, plus 40 per cent of any increase in value.

The Canadian Press reached out several times requesting a housing-focused interview with Rustad or another Conservative representative, but received no followup.

At a press conference officially launching the Conservatives’ campaign, Rustad said Eby “seems to think that (housing) is government’s job.”

A key element of the Conservatives’ housing plans is a provincial tax exemption dubbed the “Rustad Rebate.” It would start in 2026 with residents able to deduct up to $1,500 per month for rent and mortgage costs, increasing to $3,000 in 2029.

Rustad also wants Ottawa to reintroduce a 1970s federal program that offered tax incentives to spur multi-unit residential building construction.

“It’s critical to bring that back and get the rental stock that we need built,” Rustad said of the so-called MURB program during the recent televised leaders’ debate.

Rustad also wants to axe B.C.’s speculation and vacancy tax, which Eby says has added 20,000 units to the long-term rental market, and repeal rules restricting short-term rentals on platforms such as Airbnb and Vrbo to an operator’s principal residence or one secondary suite.

“(First) of all it was foreigners, and then it was speculators, and then it was vacant properties, and then it was Airbnbs, instead of pointing at the real problem, which is government, and government is getting in the way,” Rustad said during the televised leaders’ debate.

Rustad has also promised to speed up approvals for rezoning and development applications, and to step in if a city fails to meet the six-month target.

Eby’s approach to clearing zoning and regulatory hurdles includes legislation passed last fall that requires municipalities with more than 5,000 residents to allow small-scale, multi-unit housing on lots previously zoned for single family homes.

The New Democrats have also recently announced a series of free, standardized building designs and a plan to fast-track prefabricated homes in the province.

A statement from B.C.’s Housing Ministry said more than 90 per cent of 188 local governments had adopted the New Democrats’ small-scale, multi-unit housing legislation as of last month, while 21 had received extensions allowing more time.

Rustad has pledged to repeal that law too, describing Eby’s approach as “authoritarian.”

The Greens are meanwhile pledging to spend $650 million in annual infrastructure funding for communities, increase subsidies for elderly renters, and bring in vacancy control measures to prevent landlords from drastically raising rents for new tenants.

Yan likened the Oct. 19 election to a “referendum about the course that David Eby has set” for housing, with Rustad “offering a completely different direction.”

Regardless of which party and leader emerges victorious, Yan said B.C.’s next government will be working against the clock, as well as cost pressures.

Yan said failing to deliver affordable homes for everyone, particularly people living on B.C. streets and young, working families, came at a cost to the whole province.

“It diminishes us as a society, but then also as an economy.”

This report by The Canadian Press was first published Oct. 17, 2024.

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