Successful real estate agents use a variety of marketing strategies to promote themselves and their services. Some rely on the Internet to help increase sales, while others prefer to network in person. By understanding your customer and his needs, you can create effective marketing plans that add value to your business.
Choose a Niche Market
Successful real estate agents concentrate on one or two specific markets or categories. If you market yourself as a first-time home buyer specialist, you may find that people are more comfortable hiring you to help them find their first homes. Positioning yourself as the expert on a particular geographic area can help build incremental sales in that community. In this case, word-of-mouth advertising can be effective as neighbors recommend agents to each other.
Use Social Networking
Successful agents use popular social networking sites to attract new clients and keep up with existing ones. According to the National Association of Realtors, over 50 percent of the agents in the U.S. use social media. By posting new information regularly, agents can keep their contacts updated on industry news and changes in the marketplace. Agents can also create their own personal websites to help build their businesses. They can stay connected with their prospects so even if someone isn’t ready to buy a home, the agent will be readily accessible when that time comes.
Build Your Personal Network
Agents can build personal networks in a variety of ways. Attend meetings at your local chamber of commerce. Speak at community events. Get involved in programs at your child’s school. Become the real estate expert in your town. Connect with other realtors to share ideas. Tell everyone you are a real estate agent. Just by sharing that piece of information, you can help build your business and promote your personal brand. Participating in various events and becoming a high-profile personality in the community can also help you gain credibility in the industry.
Sponsor Local Events
If you concentrate your marketing efforts on a particular geographic area, you can make an impact in that community by sponsoring events there. If you support a local fundraiser or charity event, your name and company information can appear on marketing materials, such as signage, brochures and banners. This is an effective method of advertising that also shows your desire to give back to your community.
Keep in Touch
A successful real estate agent keeps in touch with clients long after the sales transaction is complete. By following up with clients after they’ve bought or sold a home, you may be able to attract more potential customers through referrals. Keep in contact through emails, newsletters or phone calls. Let your clients know you’re available to help them, their families and their friends with their real estate needs. You can also add value by creating a referral network within your client base. Review your client list to see where their skills can help other clients. By putting your clients in touch with each other, you help promote your own business.