1. Open Houses (A lot of them)
If you've been following me for awhile, you should already know how I feel about open houses. If you don't, well open houses have consistently proven to be the #1 method for generating ready-to-go buyers and filling up your pipeline with a ton of leads.
Check out this post for my exact step-by-step strategy on holding open houses that actually work.
2. Tell Everyone (Over & Over)
Now, if open houses are the #1 way to generate new business for Realtors, then being a “secret agent” is the #1 to NOT generate any business.
A “secret agent” is an agent who you would never know is a real estate agent unless you asked because they don't have any mention of their career listed on their social media profiles and never post about anything real estate related.
These days, if it's not on Facebook, it didn't happen.
So make sure to tell your friends and family that you're in real estate and then remind them as often as you can.
3. Post Real Estate Content
The easiest way to have people start associating you with real estate is simply to post about ANYTHING real estate related. You can easily find real estate related content worth sharing by just following some credible news sources and sharing anything people might want to see.
Here are a few ideas on what you can post:
- House Porn (cool, or sexy listings)
- New Listings
- Real Estate News
- Mortgage News
- Success Stories
Just to name a few but you really can't go wrong if you're just posting about anything that will train people to associate you with real estate.
Now, I'm not a huge fan of doorknocking but the ONE time that it's actually GREAT to doorknock is to personally invite the neighbors to your upcoming open houses.
Instead of knocking with the goal of getting a listing or let alone a lead, the goal here is to just say hello and invite them to your open house. That's it.
Doing this will differentiate you from the competition that is NOT door knocking let alone holding open houses.
5. Circle Calling
Again, not a fan of cold-calling but this is different. You have a recently listed or sold property and you're just calling to let them know about it.
This is great not just for talking to potential homeowners but for also building up your confidence and handling objections.
The reason this works so well is because statistics show that neighbors of recently listed/sold homes are up to 30% more likely to be considering making a move themselves.
6. Start a Local FB Group
With Facebook's most recent algorithm change, the value of owning a Facebook Group has shot up and if you don't have one already, it's a great place to start.
The group can be for a local community or neighborhood or really any demographic/niche that you can think of.
One of my most successful groups I started was a local musician's group to help connect musicians looking for people to jam with.
7. Create a Local FB Page
The key to success with Facebook pages is to make them unbranded and VERY niche. So that means for example creating a page around a specific neighborhood or community and calling it something completely unbranded or related to you.
Let's say I want to target a community called Montrose. I would create a page called “Live Love Montrose” or “Montrose Insiders”. Catch my drift?
Making it unbranded, puts more emphasis on the page being about the community FOR the community.
Be sure to only post highly relevant content to that specific area and watch your audience grow. People love to be apart of something, especially in their community.
8. Handwritten Cards
Write one handwritten card per day, minimum and see what happens. Write them to your sphere, new leads, old leads, clients and anyone else who you might want to remind that you're in real estate.
Keep it short, sweet and simple.
Just say thanks, hello, or just thinking about you and watch people start reaching out to thank you and invite you to lunch.
9. Home Buyer/Seller Seminars
Holding home buyer and home seller seminars have always been of the best ways to generate business but it's also a little bit more work and will cost a little more than other forms of lead gen.
The strategy is to attract interested buyers or sellers and educate them on the process of buying and selling. (These should be completely separate seminars. Hold one for buyers and one for sellers.)
And after you've explained everything, these prospects will now look at you as an expert and are instantly in your pipeline.
10. Tour New Listings
One of my favorite things to do is to go check out new listings in my area and share them with my audience. This accomplishes two things:
- People start associating you with real estate and see that you're out there working in the field.
- You'll start getting intimately familiar with listings and the area (making you that much more of an expert)