I study agent development pretty hard and track many Realtors growth and marketing. One thing is for sure, that the truly busy agents are marketers and are always advertising their services. Some agents choose to be part-time or just take what business may half heartedly fall into their lap but those that make the decision to make large amounts of money and build a team behind them work work work at building their brand and recognition. So What are they doing and how can someone make that jump? Below is a list of ways the Realtors that mean business are marketing themselves and where the wanna be’s are missing out.
- Social Media – Have you ever hear me talk about Social Media? I know its one of my main discussions but its also how I built my company and brand awareness. Think about how many new brokerages you know about since 2008? Very few and I did it with no money, because of social media. With using social media every single day and with purpose, I was able to stand out in a crowded boring space. Any agent that is not posting, sharing or engaging daily on Facebook or any other social media does not understand the power of likes and connections. Its so easy and there is no reason but laziness that a Realtor would not be all in on Social Media.
- Community – We all have friends in our neighborhood and see them occasionally at the bank or local function, but how many Realtors are truly part of the community? Finding a professional organization or non profit to get behind is a double whammy because you are able to be passionate about a local cause and you can also be credible as someone that is not afraid to jump in and make a difference. I am not saying to volunteer for exposure at all. I am saying find a group that means something to you and where you can help out that is seen as a professional organization or local cause that needs your expertise and take a leadership role. Then stay with it. 1 year “helping out” is not what we are talking about. Volunteer, donate, recruit and spread the word for years to come. It makes a difference.
- Reach out – I am blown away by how little Realtors work to getting their next listing or buyer. Every full-time agent should have an ongoing list of dozens of sellers they want to list and buyers they want to help buy a house. Don’t grip when someone sells their house and buys another when you haven’t had a professional meeting in months about their real estate future. Sitting down for a business meeting to discuss where they see you involved is part of business and every other sales person does it. So see them at parties but schedule a quick 30 min meeting with them and secure that business relationship. I won’t even address past clients in any length because lets face it, they are easy money and I assume every agent touches them monthly and asks for referrals……..right?
- Be Trustable – I have gotten calls from sellers that say they won’t list with their best friend because they are slimy or just seem douchie when it comes to Real Estate. Having an ego or a chip on your shoulder can turn all your referrals and clients off. Being humble and confident oozes trust and trust keeps clients. We can all name a salesperson that is a little bit too full of themselves and nobody wants to work with them. Being level with a client and focusing on their needs as apposed to feeding our egos is more important then anything else. They want to trust you so be trustable
I don’t care how nice or well intended you are, if you are not marketing online, with past clients and with a good attitude you will go nowhere. Stop and select 5 agents in your area that are doing well in the time you have been in business. I can promise that the majority are all following most of these points and working their tales off everyday. Get out there and market you and your services, I guarantee you will be amazed at the increase in traffic.
Curt has been in the Indianapolis Real Estate business for over 10 years and spent his first years learning all aspects of commercial management and brokerage. He has had great success in managing existing commercial projects and new retail and office developments. Curt specializes in building owner representation and purchases in the Westfield Indiana market as well throughout the Indianapolis Metro area. Curt is passionate about growing the local Westfield community and in his free time volunteers with Westfield Youth Assistance and raising 2 children with his wife Jennifer.