Nurturing. It’s the most effective method of moving leads and prospects through the sales funnel. Do it right, and you end up with clients who, if nurtured, can provide you with referrals.
Nurturing your past clients requires reconnecting with them consistently after the transaction.
1. Ensure that your customer service is unforgettable
No, you don’t need to present them with a whirlwind trip worldwide at closing. It’s the small things that when added up, will leave the best impression and one that will last far into the future:
Keep probing, gently, until you fully understand their wants and needs.
Return calls as quickly as possible.
Reach out consistently to keep them abreast of the transaction’s process or see how they’re doing and if they have any questions or concerns.
Listen to your clients—really listen.
Let them know, in word and deed, that they are never alone during the transaction.
2. Keep them abreast of the latest local housing market news
Create a customized housing market news report template to send to former clients quarterly, semi-annually, or annually.
Homeowners love to know how their home is holding or not holding its value. Keep it simple to understand by using lots of visuals.
3. Just Listeds and Just Solds
Be alert for just listed or sold homes in your former clients’ neighborhoods. This is the perfect time to reconnect and show you’re keeping abreast of local real estate. You’ll find some brilliant Just Listed and Just Sold postcards right here.
4. Celebrate with them
Hopefully, you’ve kept track of important dates in your former clients’ lives. This includes birthdays and anniversaries (especially the anniversary of when they purchased their home).
Mark those dates to send a small gift to the former client’s office.
Why the office?
Ask anyone who has received a bouquet of flowers at work how many of their co-workers asked who they were from and what the occasion was.
Just think how much free word-of-mouth advertising you’ll get when your former client tells coworkers that the gift is from their real estate agent to celebrate the anniversary of their home purchase.
5. Send an updated CMA
Your past client reconnection efforts should include an annual CMA to keep them abreast of how their home stacks up regarding market value. They may not be considering selling, but they are most likely curious about their home’s market value.
Make sure you put this task in your CRM so you won’t forget about it.
Reconnecting with folks you’ve done business with is a tried-and-true referral generator.
PLUS: When you have time…below are some marketing tools to help support your success.
1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine
Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here
2.The Free 6-Month Done-For-You Strategic Marketing Plan
The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
3. The Free Interactive 6-Month Real Estate Business Review
The Free Interactive 6-Month Real Estate Business Review allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your goals. – Click Here
4. The Become a Listing Legend Free eBook
Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here
It’s been years, but I still remember my landlord — a real estate agent — calling me and asking if I knew anyone who wanted to buy or sell a home. At the time, I didn’t.
More than that, I truly wanted to help him and felt bad I couldn’t. I genuinely liked the man, and, believe me, the next day, I kept my ears open for real estate chatter.
Step one toward getting new referrals is to be a nice person people want to help. Step two? Ask for referrals.
Ask everyone. Your sphere of influence then connects to their sphere, and each person you contact broadens your possible referral base exponentially.
But that just covers the basics. There is so much more that agents can do to get more referrals.
The Bedrock: Relationship Marketing
According to author Mari Smith, relationship marketing emphasizes customer satisfaction and retention intending to build profitable long-term relationships.
It differs from other forms of marketing by focusing more on the client relationship. Its key principle is client retention.
The good news for the real estate agent is that relationship marketing is less expensive in the long run than other forms of marketing.
“Acquiring a new customer can cost five times more than retaining an existing customer,” according to Taylor Landis at OutboundEngine.com.
The Get More Referrals Series is shown to the left. To see more, Click Here.
Who’s in your Database?
If your database is populated with only former clients, you’re missing out on a huge chunk of business.
You should have everyone you know in your CRM – from your hairdresser to your aunt Martha. If they’re breathing, they should be in there.
Here’s why this is important: the relationship marketing approach also focuses on customizing your marketing efforts.
In his book “Purple Cow: Transform Your Business by Being Remarkable,” marketing whiz Seth Godin agrees and insists that you should “differentiate your customers … Find the group that’s most likely to influence other customers,” suggests Godin.
It starts with asking the right question: “Who do you know who is looking to buy or sell a home?”
If you’re looking for a CRM that allows you to send out direct mail marketing, look no further. We have a free CRM available for you on ProspectsPlus.com.
Keep in touch with your prospects and sphere, and creating custom lists on the fly for targeted mailings. To learn more, Click Here.
When you have time…below are some marketing tools to help support your success.
1. Put Your Real Estate Business a Step Above with Your Own Branded Magazin
Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here
The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
3. The Free Online Real Estate Business Plan
The Real Estate Business Plan allows you to enter your business goals for the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your financial goals. – Click Here
4. The Become a Listing Legend Free eBook
Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here
Maintaining and nurturing your relationships within your sphere of influence (SOI) is crucial for generating leads and building a successful real estate business. Here are ten conversation ideas to help you engage with your SOI effectively.
1. Local Events and Community News
Keep your SOI informed about upcoming local events, community news, and happenings. This positions you as a community expert and keeps the conversation engaging.
Example: “Did you hear about the new park opening downtown? It’s going to be a great addition to our community!
2. Home Valuation Offers
Offer to provide a complimentary home valuation for homeowners. This can spark interest in selling and allows you to discuss their real estate goals.
Example: “Hi [Name], would you like to know what your home is currently worth? I’d be happy to provide a free home valuation.”
3. Home Maintenance Tips
Offer seasonal home maintenance tips to help homeowners maintain their property value. These tips can be shared through newsletters, social media, or direct conversations.
Example: “Hey [Name], with winter approaching, it’s a good time to check your home’s insulation and heating systems. Proper maintenance can help you save on energy bills.”
4. Client Success Stories
Share success stories from recent transactions. Highlight how you helped clients navigate the market, negotiate deals, or sell quickly. This builds trust and showcases your capabilities.
Example: “I recently helped a family sell their home in just two weeks for above asking price. It’s a great market for sellers right now!”
The Market Update Series is shown above. To learn more, Click Here.
5. Investment Opportunities
Discuss real estate investment opportunities in your area. Highlight potential rental properties or market conditions that make it a good time to invest.
Example: “Have you ever considered investing in rental properties? There are some great opportunities right now with high rental demand.”
6 Personal Touches and Check-Ins
Simply check in to see how your contacts are doing. Personal touches can strengthen relationships and keep you top-of-mind when they or someone they know needs real estate services.
Example: “Hi [Name], it’s been a while! How have you been? Anything new with you or your family?”
7 Neighborhood Spotlights
Highlight different neighborhoods in your area, discussing their unique features, schools, amenities, and market conditions. This can pique interest in both buying and selling.
Example: “I’ve been exploring [Neighborhood] recently. It has some fantastic new restaurants and highly rated schools. Have you visited lately?”
8 Educational Content
Provide educational content about the home buying or selling process. This could be tips on preparing a home for sale, navigating mortgage options, or understanding market conditions.
Example: “I’ve put together a guide on the home selling process. Would you like me to send you a copy?”
9. Celebrating Milestones
Acknowledge important milestones such as anniversaries of when clients bought their homes, birthdays, or other significant events. This shows you care about them beyond just business.
Example: “Happy Home Anniversary, [Name]! Can you believe it’s been [X] years since you moved in? Hope you’re still loving your home!”
10. Plan an Event
Put together an event for past clients or invite everyone in your sphere. It could be a summer picnic, a movie night, or a family baseball game at a local park, the ideas are endless.
Then reach out to your sphere with individual invites. USe this time to also catch up on what’s going on in their lives and see if they know of anyone thinking of buying or selling.
By incorporating these conversation ideas into your interactions with your sphere of influence, you can strengthen relationships, demonstrate your expertise, and stay top-of-mind for future real estate needs.
When you have time…below are some marketing tools to help support your success.
1. Put Your Real Estate Business a Step Above with Your Own Branded Magazin
Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here
The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
3. The Free Online Real Estate Business Plan
The Real Estate Business Plan allows you to enter your business goals for the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your financial goals. – Click Here
4. The Become a Listing Legend Free eBook
Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here
We all know that referrals are the lifeblood of a real estate business. Nothing beats the trust and credibility that come with a word-of-mouth recommendation. But how do you get those golden referrals flowing? Read on.
Develop a reputation for providing excellent client service
First things first: knock it out of the park with your current clients. When you provide stellar service, people remember. Go above and beyond in every interaction. Be available, listen to their needs, and solve problems before they even arise.
Stay connected
Out of sight, out of mind, right? Keep in touch with past clients through regular follow-ups. This doesn’t mean bombarding them with sales pitches. Instead, send a friendly email or a holiday card, or give them a quick call to check-in. A postcard or newsletter campaign can serve this purpose brilliantly. If you don’t reach out, they may forget you. “If you don’t go after what you want, you’ll never have it. If you don’t ask, the answer is always no. If you don’t step forward, you’re always in the same place.”Nora Roberts
Ask for referrals
It might feel a bit awkward, but don’t be shy about asking for referrals. The key is timing and approach. When you’ve just closed a deal and your clients are thrilled, that’s a perfect moment. Something like, “I’m so glad we found your dream home! If you know anyone else looking to buy or sell, I’d love to help them out, too,” can go a long way.
Put some skin in the game
Who doesn’t love a little incentive? Set up a referral program that rewards clients for sending new business your way. This could be a gift card or even a donation to a charity of their choice. Make sure it’s something valuable enough to motivate them but still within your budget.The Market Dominator Trifold Newsletter is shown above. To learn more, Click Here.
Network, network, network
Is networking still a thing? Sure is, so get out there and mingle! Join local business groups, attend community events, and participate in online forums. Building a strong network of connections increases your chances of getting referrals from other professionals and community members.
Use social media for all it’s worth
Your social media platforms are powerful tools for staying engaged with your audience. Share your successes, post testimonials from happy clients, and offer helpful real estate tips. Warning: Do this only on your business page, not on those you visit.Give the content a local angle and all the better.
Show appreciation
Always, always thank your clients for their referrals. A handwritten note, a small gift, or even a heartfelt email can go a long way. Gratitude encourages repeat referrals and solidifies your relationship.Getting real estate referrals doesn’t have to be challenging. Focus on building relationships, providing outstanding service, and staying connected with your past clients.
When you have time…below are some marketing tools to help support your success.
1. Put Your Real Estate Business a Step Above with Your Own Branded Magazin
Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here
The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
3. The Free Online Real Estate Business Plan
The Real Estate Business Plan allows you to enter your business goals for the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your financial goals. – Click Here
4. The Become a Listing Legend Free eBook
Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here
In the ever-fluctuating landscape of the real estate market, certain principles remain constant, one of which is the significance of a real estate agent’s sphere of influence.
The sphere of influence becomes even more crucial in a low inventory market, where competition is fierce and properties are in high demand. Let’s delve into why a real estate agent’s sphere matters more in such challenging market conditions.
Trust and Personal Connection
A real estate agent’s sphere typically consists of past clients, friends, family, and acquaintances. These are individuals who have already established a level of trust with the agent.
This trust becomes invaluable in a low inventory market where buyers and sellers may feel anxious or uncertain.
Clients are more likely to rely on someone they know and trust to guide them through the process, especially when there are limited options available.
Off-Market Opportunities
In a low inventory market, not all properties are listed on the Multiple Listing Service (MLS). Some sellers prefer a more discreet or selective approach to selling their homes.
Real estate agents with a well-established sphere often have access to off-market opportunities through their network. This can give their clients a competitive edge by allowing them to explore unadvertised properties.
Word-of-Mouth Referrals
In challenging market conditions, word-of-mouth referrals can be a game-changer. When clients have positive experiences working with an agent, they are more likely to refer friends and family who are looking to buy or sell.
Animal Series is shown above. To see more,Click Here.
These referrals can generate a steady stream of business, helping agents thrive in a low inventory environment.
Local Market Expertise
Real estate agents who have built a strong sphere tend to have deep roots in their local markets. They know the neighborhoods, schools, property values, and market trends inside out.
This level of local expertise is invaluable, especially when helping clients make informed decisions in a competitive market.
Negotiation Skills
In a low-inventory market, multiple buyers often compete for the same property. This situation demands sharp negotiation skills.
Agents with a robust sphere can use their connections and local knowledge to negotiate effectively, increasing their clients’ chances of securing the property.
Preemptive Opportunities
Real estate agents with an active sphere are often the first to know when a potential seller is considering listing their property. They can seize preemptive opportunities, connecting buyers with sellers before the property officially hits the market.
This proactive approach can lead to successful transactions in a market where timing is crucial.
Agents who cultivate and leverage their spheres effectively are better equipped to navigate the challenges of a low inventory market and excel in this real estate landscape.
When you have time…below are some marketing tools to help support your success.
1. Put Your Real Estate Business a Step Above with Your Own Branded Magazin
Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here
The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
3. The Free Online Real Estate Business Plan
The Real Estate Business Plan allows you to enter your business goals for the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your financial goals. – Click Here
4. The Become a Listing Legend Free eBook
Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here
Mary’s latest Sphere of Influence, Animal Scheduled Campaign, is shown above. To see more, Click Here.
Congratulations, Mary Falco, on winning this week’s contest!
Mary had the following words to say about her success sending marketing out from ProspectsPLUS!,
“I’m new to ProspectsPLUS!. I started my first 12-month campaign two months ago. It was very easy to edit and set up. I love the variety of products offered to promote my business. I also received some freebies I wasn’t expecting. It was a very nice surprise.”
-Mary Falco
Mary, thank you for this wonderful feedback. We truly appreciate you and your support!
Don’t Forget to Enter For Your Chance to Win a $75 ProspectsPLUS! Gift Card! (see how below)*
HOW TO ENTER: Just leave feedback regarding how using marketing from ProspectsPLUS! has impacted your business, and you’re automatically entered into our next contest.
*If you’ve already entered our drawing in the past and haven’t won, you don’t need to enter again. Your entry remains valid, and you still have a chance to win.
Don’t forget to watch for next Friday’s email announcing the weekly winner!
PLUS: When you have time…below are some marketing tools to help support your success.
1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine
Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here
2.The Free 6-Month Done-For-You Strategic Marketing Plan
The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
3. The Free Interactive 6-Month Real Estate Business Review
The Free Interactive 6-Month Real Estate Business Review allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals. – Click Here
4. The Become a Listing Legend Free eBook
Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here
Back in the dinosaur days of real estate, a simple Rolodex, populated with the contact information of people in an agent’s sphere, ruled the day in most real estate businesses.
As technology advanced from those tiny 2.25-inch x 4-inch Rolodex cards, agents demanded more bells and whistles, which resulted in today’s sophisticated Customer Relationship Management platforms.
With the market in flux, it’s a good time for the less-than-busy agent to get to know their CRM and reacquaint themselves with the gold mine it is.
How about starting a drip campaign to drum up some business?
One of the best ways to grow your business and stay top of mind with your network is by reaching out to each person consistently over time.
Many agents swear by their drip campaigns, sending either automated emails or direct mail out to selected contacts in their CRM. However, how frequently you contact these people sits on a fine line between reaching out and spamming.
Some experts claim that dripping on these folks once a week is going to eventually get your marketing materials tossed in the trash or blocked from delivery to your contacts entirely – especially if they don’t plan on moving for a year or so.
A monthly email is more appropriate – even longer is fine. Just making consistent contact without annoying people is what’s most important.
You have one chance to lure these recipients into reading your drip campaign, which occurs with your first attempt.
The Content Card Series is shown above. To see more designs, Click HERE.
Depending on your database’s size, you may have to create several focused campaigns. Some of the categories to think about include quick (the operative word here) information for:
Homebuyers
Sellers
Condo buyers
FHA or VA buyers
To stay top-of-mind with past clients, think about sending information on their interests:
Gardening
Interior decorating and design trends
Green living
Food
Birthday, anniversary, new baby, and other greetings
The Content Card Seriesoffers many of the topics listed above. Whatever you choose to send, make it count. Wow, them – make the recipients look forward to the next one.
Face-to-Face
Sometimes a face-to-face encounter is called for. Many successful agents plan client-appreciation events periodically throughout the year or one splashy annual event.
One California agent uses her CRM to classify her clients according to how big their sphere of influence is. Those with a huge network of contacts she calls her “A” group and those are the ones she tends to go a bit above and beyond to maintain the relationships.
Her preferred method is to never miss their birthday by issuing a lunch invitation for birthday week. Pricey? Perhaps, but memorable and tax-deductible as well.
Follow up with industry colleagues
Stick all those people you do business with on a regular basis into your CRM too. Begin building relationships with them by attending networking events or even holding your own for title company representatives, escrow people, lenders, contractors, plumbers, home inspectors, and electricians.
Client retention is business promotion at its subtlest, and your CRM is the most valuable tool you have right now.
While letting people know you value them, you plant a seed that will hopefully blossom into a big, fat pipeline full of referrals.
Be sure to check out the CRM that we offer to our customers FOR FREE. It allows you to grab contacts from various customer lists, target them with specific marketing meant just for them, and keep historical notes and personal data (i.e., birthdays, family members, home anniversary dates, etc.).
To check out our FREE Contact Manager, Click HERE.
PLUS: When you have time…below are some marketing tools to help support your success.
1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine
Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct response-driven articles written by real estate industry experts combined with engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you.
Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here
2.The Free 12-Month Done-For-You Strategic Marketing Plan
The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
3. The BusinessBase, SOI building system
The most effective thing you can do to build a real estate business is to become more visible, more likable, and remembered more often. The BusinessBASE™ not only checks these boxes but is also a business-building machine. In two easy steps, you can begin to build a robust sphere of influence that will provide you a lifetime of repeat business and referrals. –Click Here
4. The Free Interactive Real Estate Business Plan
The Free Interactive Real Estate Business Plan allows you to enter your business goals for this year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals. – Click Here
5. The Become a Listing Legend Free eBook
Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here
I heard my first holiday song of the season during the first week of October this year. About two weeks later, the big box stores started clearing out their garden centers to make way for the thousands of pallets of holiday décor.
Even the biggest procrastinators can’t miss retailers’ attempts to start the winter holidays early.
If you aren’t in the spirit yet, it’s time to take a cue from the retail industry. Especially if your CRM is crammed full of contacts, the time to start was yesterday.
Add an extra blog post every week during the holiday season
In many cities and towns, the weeks between Thanksgiving and the new year are full of local activities. These are activities that folks love to attend, so let them know about what’s happening in your town or city.
What is the best way to do that? By blogging and promoting those posts on social media and emails to your sphere.
“Create a holiday gift guide featuring local vendors,” suggests Ada Ciuca with Keller Williams. She adds this brilliant tip: “If you can secure discount coupons as well, even better!”
Here are some additional holiday blog post topics you can punch out in under an hour:
Neighborhoods with amazing holiday light displays
A list of “Adopt a Family for the Holidays” charities in your area
Best hot chocolate spots in your town
Best places to ski, sled, ice skate
Local restaurants serving holiday dinners and brunches
Winter weekend nearby getaways
A list of holiday concerts and performances (the Symphony, the Nutcracker, etc.)
New Year’s Eve events
New Year’s Eve events for families
A rundown of top economists’ housing market predictions for 2024, niched down to your market
A list of New Year’s resolutions for homeowners, such as “work on increasing your emergency fund,” “routinely change HVAC filters (mention local retailers that sell them),” etc.
Remember to keep these posts focused on the hyper-local, include business addresses or website URLs whenever possible, and link back to any earlier, pertinent posts on your blog. Internal linking is great for SEO.
Finally, don’t skimp when it comes to photos
Shannon Johnson at hubspot.com discussed an experiment they performed that found “… the click-through rate of posts containing photos is 128% higher than the CTR of posts containing videos or links.”
She concludes that they “… also know photos on Facebook generate 53% more ‘likes’ than the average post.”
Speaking of Facebook, push those posts out to your followers. Hyper-local topics (which is what we’re dealing with here) are eminently sharable. The more your followers share your posts, the better the chances of increasing your website traffic.
We have more holiday real estate marketing ideas to share with you, so check back soon!
PLUS: When you have time…below are some marketing tools to help support your success.
1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine
Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct, response-driven articles written by real estate industry experts and engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you. Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here
2.The Free 6-Month Done-For-You Strategic Marketing Plan
The Real Estate Marketing Planner is a powerful 6-Month Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
3. The Free Interactive 6-Month Real Estate Business Review
The Free Interactive 6-Month Real Estate Business Review allows you to enter your business goals for the remainder of the year and get a breakdown of how many prospects, listings, closings, and so on are needed to reach your goals. – Click Here
4. The Become a Listing Legend Free eBook
Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here
Call it something fancy, such as a “Concierge Service,” or for what it is, a vendor referral service, but if you plan on offering this service to your real estate clients, learn how to avoid legal and other problems.
First, however, head on over to part one in this series. You’ll find it here.
RESPA refresher course
The Real Estate Settlement Procedures Act, or RESPA for short, contains several land mines for agents that you’ll want to avoid at all costs.
One goal of the Act was to crack down on kickbacks and other “abusive practices” which were common in the industry.
While the heaviest regulations fall on those in the mortgage and title industries, real estate agents can run afoul of the rules.
It’s a wise agent who will make the following a steadfast practice.
I will not request, require or accept “a payment for the referral of business” from anyone for making a referral.
The word “payment is used synonymously with the giving or receiving of a ‘thing of value,’” according to the experts at the Consumer Financial Protection Bureau (CFPB).
The Content Card Series is shown above. To see more, Click HERE.
It’s a fine line you’re walking
Consider not publishing the list until you have at least two companies in each section. For instance, two landscapers, two electricians, etc.
Then, cover your backside with an additional layer by displaying a disclaimer on the vendor list and anywhere it is published, such as on your website.
“When offering vendor recommendations to clients, include in writing that it is their responsibility to review vendors and select one that best fits their needs. Add language that indicates you’re providing a few recommendations for consideration, but you advise they review additional options to find the right fit,” cautions the pros at cresinsurance.com.
We found several disclaimers online, including “We do not require a fee to be on our preferred vendor list. Instead, we require a proven track record of customer satisfaction.”
Dump the word “preferred” in the title’s list and never refer to a mortgage service provider by that word.
Ken Trepeta, president of the Real Estate Services Providers Council Inc. (RESPRO) told Inman.com that he thinks “… the term ‘preferred’ has become a minefield.”
“Do not designate a settlement service provider as the broker’s or agent’s ‘preferred’ company.”
Continued due diligence is a must
A one-time vetting of vendors isn’t enough. In fact, they should be vetted on an ongoing basis. The last thing you need is to have one go sour and provide crummy customer service to one of your clients or former clients.
These people reflect on your professionalism, so follow up with clients who use them. If in doubt about any vendor’s responsiveness and overall customer service, dump him/her.
While actual closing gifts are still a “thing” in real estate, we believe that brilliant customer service is the best gift you can offer. A vendor referral service is a gift that keeps on giving.
PLUS: When you have time…below are some marketing tools to help support your success.
1. Put Your Real Estate Business a Step Above with Your Own Branded Magazine
Homes & Life Magazine is a customizable magazine with rich, full-color content and a sharp, professional aesthetic. It includes compelling, direct response-driven articles written by real estate industry experts combined with engaging lifestyle content. Send out Homes & Life Magazine in Just Minutes – No Minimums Required. Or we’ll ship it to you.
Homes & Life Magazine is the ultimate “Coffee Table Lingerer”! …and it costs less than sending a greeting card! – Click Here
2.The Free 12-Month Done-For-You Strategic Marketing Plan
The Real Estate Marketing Planner is a powerful 12-Month-Guide that strategically defines what marketing to do and when. Four key market segments include niche Markets, geographic farming, sphere of influence, and past clients. – Click Here
3. The BusinessBase, SOI building system
The most effective thing you can do to build a real estate business is to become more visible, more likable, and remembered more often. The BusinessBASE™ not only checks all of these boxes but is also a business-building machine. In two easy steps, you can begin to build a robust sphere of influence that will provide you a lifetime of repeat business and referrals. –Click Here
4. The Free Interactive Real Estate Business Plan
The Free Interactive Real Estate Business Plan allows you to enter your business goals for this year and get a breakdown of how many prospects, listings, closing, and so on are needed to reach your goals. – Click Here
5. The Become a Listing Legend Free eBook
Ready to take a vertical leap in your real estate career? If you’re looking for inspiration…and the tools and methods to dominate a market and go to the top in real estate…you’ll find them in this free book. – Click Here
6. The Take a Listing Today Podcast
Watch the ProspectsPLUS!, Take a Listing Today Podcast for actionable content to help you get more listings. – Click Here
There seem to be two camps when it comes to using CRM’s the “believers” and the “non-believers”. Even NAR has weighed in with their own statistics on CRM use and success.
Now we want YOUR opinion! Please make sure you’re voice is counted in this nationwide survey by responding below!
