Successful real estate professionals understand the wide array of skills needed to sustain and grow your business. I honestly can’t think of another profession that is as challenging as real estate when it comes to customer acquisition.
To better assist those of you who work tirelessly in this business, I’ve broken down the marketing processes into two groups. One, attracting buyers and two, today’s topic, strategies on how you can acquire more sellers to your client portfolio.
Steps To Building Your Network of Sellers:
There are five core ways beyond referrals and your network that help you to acquire people who are interested in selling their home:
- Direct Mail
- Direct Dial
- Online / Social Media
The fundamental component you want to achieve with your marketing efforts is generating and maintaining top-of-mind awareness with the recipient of your message.
As you know, the need (or desire) to sell your home occurs rather infrequently throughout most people’s lives. Therefore, it’s critical for you to stay top-of-mind with as many people as possible. That way, when their need arises, so does your name. This is accomplished by utilizing all of the aforementioned tactic.
Be The Top-Of-Mind Realtor
As most agents go, you may be more adept at one method of outreach over another but that shouldn’t keep you from utilizing all of them. Each method gives you a different opportunity for your ‘brand’ to resonate with the recipient and to help generate a more solid top-of-mind position with your prospect.
I recommend that you create your own ‘advertising department’ to keep your marketing efforts on track.
As it often works out in our business you will be the one and only employee of this department. Once you have the right mindset for acquiring new sellers, you need to then create a marketing plan to attract them.
Create Your Own Seller Marketing Plan
Think of those things that a seller would want to see from a real estate professional and communicate accordingly. Your prospect will convert to a client if you use the methods we’ve identified while delivering a message that clearly communicates why they should hire you to sell their home.
Go beyond the obvious (top dollar, etc) and communicate your strengths as an agent that others may not have (results, area knowledge, flexible open house times, etc.) and what you will add to the relationship (value, an execution plan, etc).
Also, don’t forget to ask for the business.
Experience Is Everything
As with anything, the more you do it the better you will get at it. Understand that you will not get every prospect, every time. In fact, you will probably have a very low close rate. That’s just how it works. What’s important is that you get good at executing your own strategic marketing plan so that you can perpetuate your own personal brand.
There is additional value in having an affiliation with a strong brokerage with an impeccable reputation. Tru Realty engages in their own brand marketing efforts to support the individual agents who make up the brokerage. As such, we also provide additional training and mentorship that is certain to provide value to you as a real estate professional.
If you have questions or need further assistance on what you should be doing to achieve top-of-mind awareness with your marketing efforts, send a note to firstname.lastname@example.org.
Asher Cohen is a licensed Realtor and Director of Sales at Tru Realty. He specializes in residential real estate in the greater Phoenix area. Asher and his team are committed to professional, reliable, and knowledgeable service to all of their clients—from first time home buyers to seasoned investors. He’s experienced in all facets of the market and takes great pride in listening to his clients’ needs to provide the best possible service.