How to Build Clientele in Real Estate

Providing a positive experience for current clients helps you get referrals.

A large clientele expands your opportunities to sell homes as either the representative for the buyer or the seller. Whether you just got your real estate license or have sold homes for years, continual expansion of your client base is key to a thriving business. Finding the most effective channels of gaining new clients streamlines your efforts and maximizes your time so you are able to focus on listing and selling homes. The way you treat your current clients is also a factor in building and maintaining your clientele.

Instructions

1. Present yourself as a professional, knowledgeable real estate agent to create a sense of trust and confidence in potential clients. Keep in mind that new clients are everywhere, from the real estate office to the grocery store. Your actions, even when you're not working, can affect whether you get a new client.

2. Talk to your clients and prospects to find out exactly what they want. Avoid making assumptions; instead, show your clients that you listen and work for them.

3. Create a positive buying or selling experience for all of your current clients. The real estate field is one that often relies on referrals for new clients. Impress your current clients, and they are more likely to share your name with their friends and acquaintances.

4. Participate actively in the community to build new connections. Join groups, volunteer, attend community events, sponsor activities and play on recreational teams to meet new people and establish yourself as a professional who cares about the community.

5. Tell all of your current contacts about your real estate services. Even other professionals who provide services for you, such as your dry cleaner or mechanic, are potential sources for real estate referrals.

6. Host seminars on buying or selling homes. Volunteer to give presentations to local organizations.

7. Contact the human resources departments of large, local companies. Present your services as a potential partnership for new employees relocating to the area.

8. Market your real estate services through social networking sites like Twitter and Facebook. Invite your friends and acquaintances to "like" or "follow" your page on the sites. Post helpful information about the real estate industry as well as homes you have listed.

9. Send out quarterly email newsletters to prospects that highlight elements of the home-buying process. Offer information without pushing your services onto the prospects. The regular contact keeps your name on the minds of the recipients.

References

• Microsoft Office: Build Your Real Estate Clientele by Listening
• "Realtor": Prospecting -- How Do You Find Clients?