The Real Estate Market is HOT and the Competition for New Listings is Fierce!
High-performing realtors all have one thing in common. They maintain a healthy pipeline of leads. During periods of low-interest rates and beautiful weather, you have the luxury of being flooded with clients looking to move. However, there is always a seasonal “winter lull” or if the interest rates increase too much it can slow your momentum and, in turn, your commission checks.
That’s why you should never stop prospecting. Even when business is booming, make it a habit to reach out to new leads on a consistent basis. This way when things are slower, get creative with your sourcing strategies to drum up new leads. COSLR makes it easy to do this.
Here are 6 to help you keep your pipeline full of prospects:
1. Get involved in your community.
There are plenty of ways to get involved in your local community and show your support. From sponsoring a charity event to participating in a neighborhood cleanup, there are plenty of opportunities to get your name out there. And when people know who you are, they’re more likely to think of you when they need to buy or sell a home.
2. Create helpful content.
If you can provide valuable content to your audience, they’ll be more likely to keep you in mind when they need a realtor. Try writing blog posts or a monthly newsletter about the home buying and selling process. Examples of this can be a “state of the market” report you do on a monthly basis. It’s also very helpful for people looking to move from out of town or out of state.
Some things you could talk about:
- The different stages of the home buying/selling process
- How to prepare for buying or selling a home
- What you need to know about the market in your area
- The importance of having a good real estate agent
- Tips for negotiating a home sale or purchase
- What to do if you run into problems during the process
- The benefits of using a real estate agent
- How to find the right home for you-How to prepare your home for sale
- The importance of home inspections
- The importance of having good insurance
- How to find the right lender
- The best ways to market your home to sell quickly
- How to avoid common mistakes made during the home buying/selling process
3. Create a social media presence.
Social media is a great way to connect with potential clients and stay top of mind. Make sure you’re active on all the major platforms and post interesting and helpful content regularly. You can also run contests and giveaways, and provide valuable information to your followers.
Video content is a powerful medium and is typically given higher exposure on social platforms versus image or text content. Best of all, it gives a personal touch and allows you to showcase how knowledgeable and personable you are.
4. Network with other professionals.
Networking is a great way to meet new people and build relationships. Attend local events and meetings, and connect with other professionals in your area. You never know who might need your services someday. As the old saying goes “Your Network is Your Net worth.”
5. Stay up to date on trends.
Keep tabs on the latest real estate trends so you can advise your clients accordingly. Know what’s hot in your area, and be prepared to answer any questions they have. In addition, know what most home buyers are looking for in their respective markets from house style and color, outdoor amenities, as well as commuting options. The world has changed significantly since COVID and people are migrating to different locations – either for work, a change or scenery, or better weather.
6. Stay positive.
No one wants to work with or do business with someone who is negative or pessimistic. Always stay positive and upbeat, and be sure to showcase your happy clients. The happier you are, the more likely others are to want to work with you. This shouldn’t have to be said, but it’s never a good idea to bad-mouth other realtors. Communities are small and word gets around.
COSLR provides the leads, email tools, and resources you need to take your real estate prospecting to the next level. We recommend using B2B Leads for local mortgage companies and home contractors as well as our Email Drip tool for your newsletter and Chatbot for your personal website.