How to Get Clients in Real Estate: Top 10 Tips & Tricks

ByJulija A.
February 17,2022

To stay relevant in a highly competitive industry, realtors need to get up every morning thinking about one thing: how to get clients in real estate. 

In this lucrative market, an agent’s commission depends on a number of factors, but an average realtor fee is around 5%-6% of the sales price. Of course, even when the commission is just 1%-2%, agents stand to make thousands of dollars. 

Whether you’re just starting out or need to breathe fresh life into your real estate business, this guide will help you identify prospects and win contracts.

Getting Real Estate Clients: The Things That Matter  

Like in any other business, realtors are focused on attracting more clients by offering the right deals on different properties. To effectively engage with potential clients, realtors need to have an in-depth understanding of the latest trends in the housing market. But that’s not always enough when dealing with real estate clients with high expectations. Knowing how to get business in real estate requires an evolving strategy.

Some of the latest real estate statistics highlight the importance of developing an effective social media strategy while underscoring the industry’s cutthroat environment where more than two million real estate agents are competing for clients.  

How To Get a Piece of the Action

So how do realtors find clients, and what are the quickest and most cost-effective solutions? Being professional and knowledgeable is important, but you need to do more in today's landscape. To win over clients and ensure success, realtors have to exceed expectations.     

Below are a few critical real estate techniques for wheeling in clients in 2022.

#1. Boost your online visibility

Available data shows that up to 93% of prospective homebuyers research properties online. In fact, the internet is the most popular avenue for accessing brokerage services, with brick-and-mortar offices becoming obsolete. As such, an intuitive website should be the backbone of your real estate marketing strategy.

Outsourcing your website design and related activities can help you better identify the people interested in your properties. Regardless of whether you choose to call an expert or take the in-house approach, the following checklist will ensure you stand out from the crowd and attract more real estate clients:

  • Choose a suitable web host because any kind of downtime will put customers off.
  • Deliver an intuitive design that meets customer expectations of how a realtor website should be laid out.
  • Use a color scheme that matches your branding.
  • Ensure that the website is supported by on-site SEO tools to boost your Google presence and inspire organic traffic.
  • Protect your website with SSL encryption and other suitable cybersecurity tools.

Essentially, you must remember that the website should be built with two things in mind - potential clients and search engines. The design and speed of your website will attract users, while the mechanics pave the way for a strong online presence.

#2. Embrace social media

A strong online presence doesn’t begin and end with the website. Learning to link your social media channels to your website will instantly grow your visibility. 47% of realtors state that social media is the best tool for driving quality leads from real estate customers. You should be using Facebook, Twitter, Instagram, and Pinterest.

People interact with hundreds of brands each week. Even when actively looking for properties, they will probably interact with several agents and realtors. Using social media can help establish your company as the best choice while simultaneously gaining more leads in real estate. Here’s why:

  • Many people happily spend their time looking at properties on social media because it’s very convenient.
  • Viral content can establish your realtor business as an authoritative voice in the field.
  • More than 45% of consumers would rather communicate with businesses through instant messaging services than email.
  • Social media interactions keep your real estate company fresh in their minds and create extra touchpoints.
  • Users can follow the brand for updates while also saving relevant properties with ease.

Social media posts also allow you to look beyond sales and focus on forming long-lasting relationships with customers. Of course, all this increases the chances of converting real estate leads into real estate clients.

#3. Utilize other online channels

Your website and social media channels are controlled by you. However, you should also look to gain a strong online presence through third-party channels. For starters,  85% of consumers trust online reviews as much as personal referrals. So, encouraging existing and past clients to leave a review on verified third-party sources can work wonders.

There are many other ways to utilize the power of social proof and recommendation. Below are some of the most efficient solutions:

  • Look for link-building opportunities through suitable outreach strategies.
  • Get social media influencers to create content recommending your realtor services.
  • Make sure your business is listed on directory websites - both in your city and in the realtor sector.
  • Make your business appear on Google Maps and local searches with Google My Business because 46% of all Google searches are seeking local information.
  • Get press coverage and use a dedicated real estate CRM that allows interactive listings to be shown.

By successfully employing these methods, you’re enabling people to find you online even when they aren’t aware of the company. This can generate leads from people actively looking to buy/sell property while also keeping you in mind for their future needs.

#4. Meet people organically

Although the figures vary based on demographics, statistical data shows that the average person moves once every five years.  So, if you build a network of acquaintances throughout your life, there is a strong chance that at least some of them will be looking to buy or sell property in the near future.

Meeting people organically and building friendships can be achieved in many ways. Some options include:

  • Joining a volunteering scheme in your local area.
  • Supporting a worthy local cause, which also feeds into your bid for increased corporate social responsibility.
  • Attending local events and business networking events. 
  • Being more sociable in your daily life.
  • Ask friends and relatives to introduce you to anyone they know who is looking to move.

Building rapport can boost the sense of trust for your company while your passion for the job shines through. Better still, the path to conversion should be a lot smoother when these real estate clients are ready to act.

#5. Show professionalism

Every realtor understands the significance of a good first impression. These initial vibes have a huge impact on prospective homebuyers and sellers. Therefore, showing a sense of professionalism during those key interactions is vital.

Aside from gaining improved responses from potential leads in real estate, professionalism can also boost your self-confidence. To make the right impression by:

  • Investing in your beauty/grooming routines and fashion sense. Consumers tend to trust attractive and friendly-looking people.
  • Always carry business cards as you never know when a connection could be made. 
  • Always have a printed brochure for the property or a list of the properties currently available.
  • Keep a record of recent sales to show what you can do for a client while also providing insights into current market trends.
  • Consider taking a body language course because nonverbal cues are a critical part of communication.

Clients want professionalism in all business matters. However, it is particularly vital when dealing with clients in real estate because it is a huge decision for a buyer or seller - financially and in terms of their happiness.

#6. Establish yourself as an authoritative voice

Aside from the fact that one-in-three homebuyers are first-time buyers, it should be noted that real estate prices have increased by 73% since 2000. With so much on the line, people are putting a great deal of confidence in your realtor company. Arguably the best way to get clients is to avoid reaching out to them and let them reach out to you.

When conducting their research, people will read up on the real estate industry and take note of the names that appear to be knowledgeable. So, you may want to consider:

  • Creating content such as blogs, podcasts, and vlogs to give valuable insight and educate your future clients
  • Providing a guest column for local newspapers or appearing as a guest on local media
  • Making a clear portfolio of all your clients and celebrating any accolades
  • Being happy to interact with people and answer questions through social media or by creating a FAQ page on your website
  • Organizing networking events or classes for buyers, sellers, and other interested parties

The real estate you try to sell on behalf of clients will sell itself as long as you present and price it correctly. However, human interactions are an important aspect in the client’s decision-making process. Prove your value, and you’ll win more contracts.

#7. Empower your team

The vast majority of consumers believe the way a company treats its employees is a measure of trustworthiness. Furthermore, you’ll find that your employees are responsible for many of the client interactions. So if you want to know how to get business in real estate sectors, establishing a sense of consistency across all teams is vital.

In addition to realtors and salespeople, your team may include mortgage advisors, receptionists, and other valuable staff members. Some of the best ways to build a better team include:

  • Going the extra mile to enhance your recruitment processes
  • Investing in a clear mission statement and vision statement that underlines your purpose as a realtor
  • Investing in valuable staff training practices to ensure all employees deliver consistent experiences for potential buyers and sellers
  • Implementing wardrobe guidelines and using company cars to help your agents make a better first impression
  • Making yourself available as a mentor or simply answer questions your staff may have

Running a successful real estate business cannot be a one-person show. By building the strongest possible team, you’re giving yourself the best chance of winning real estate clients while putting your mind at ease.

#8. Show that you understand them

52% of homebuyers say the main purpose of a real estate agent is to find their desired property. So, in order to provide the best service as a realtor, you need to understand people as well as properties. After all, the assignment isn’t to help them find the perfect property - it is to find the perfect property for the client. When it comes to handling a seller, it’s about getting the right price.

Clients looking for a property will give you a few chances to get it right but will soon look elsewhere if you keep showing them the wrong properties. Get to know them by:

  • Actively listening to what they tell you about their dream home and, more importantly, their priorities.
  • Being honest with them throughout the entire process, especially when it comes to their budget and the fees they can expect to face.
  • Looking into issues that may affect them most, such as commute times or local attractions.
  • Where possible, showing evidence of past examples where you’ve helped clients in similar positions.
  • Staying in regular contact with them throughout the process.

The final point is of particular importance because most people will naturally wrestle with their decision for months before making a commitment. If you want to know how to get clients in real estate, persistence is key. A good CRM software that helps you to follow up is vital.

#9. Look to new avenues

Just under two-thirds of American families own their primary place of residency. So, one of the best ways to win new clients in real estate is to branch out. This allows you to reach new demographics and avoid the threat of hitting a bad patch if the market takes a plunge.

Here are a few ways to secure more leads in real estate:

  • Work with landlords, as over 35% of homes are rented.
  • Look at land and home packages in the fields of agriculture.
  • Work at commercial properties.
  • Branch out to other states or international markets.
  • Add luxury homes or family homes to your existing platform.

In addition to exploring new markets, you should also consider new services. Offering a property management service to landlords or free virtual tour video creation to home sellers may give you the edge and help you get more real estate customers.

#10. Build your network

The real estate SOI or sphere of influence is a powerful tool that allows you to make the most of your contacts as well as word-of-mouth referrals. With this in mind, building your network should be an ongoing process. While organic network building through non-business matters is great, you should not ignore the benefits of direct real estate networking.

You can bolster your network with a range of SOI real estate endeavors, such as:

  • Hosting open houses for experienced agents.
  • Directly working with other agents, especially on bigger contracts.
  • Capturing relevant contact details while working open houses.
  • Handing out business cards to friends, family, and local businesses.
  • Joining a luxury real estate council.

The realtor game isn’t just about properties. It’s also about people, and the sooner you realize this, the better. The best estate agents don’t just sell homes; they sell dreams. A larger network allows you to match the right home to the right person.

Conclusion

Knowing how to get clients in real estate isn’t the only part of making your realtor business work, but it is the most important. To get the desired results, you may have to present yourself in a more effective way, revamp your real estate marketing techniques, or reach out to new audiences in different areas of the market. One way or another, attracting and dealing with clients in real estate is an ongoing process.

The grind never stops. But when you get it right, your business will be as safe as houses.

Frequently Asked Questions
How do you attract real estate clients?

There are many ways to get more real estate clients, but a growing number of realtors are relying on the digital space. Through a combination of paid advertising and organic traffic gained through search engines and social media, you’re bound to see results. Word-of-mouth referrals can be very rewarding too.

Is it hard to get clients as a real estate agent?

There are over two million realtors to compete with, and many sellers will look to real estate marketing from several vendors. However, if you show an understanding of the market and the buyer/seller’s needs, you can win the contract. Of course, reaching out through the right avenues is key.

What is cold calling in real estate?

Cold calling in real estate is when agents look for new clients by making calls and advertising their services. There is an ongoing debate about the efficiency of this method. Some feel that knocking on doors and putting up leaflets with your contact details are more effective methods to gain interest.

Who is the target market for real estate?

The real estate target audience is homebuyers and sellers. You can provide realtor services to either party and gain your commission accordingly. For some companies, landlords and tenants may also be involved.

About the author

Julia A. is a writer at SmallBizGenius.net. With experience in both finance and marketing industries, she enjoys staying up to date with the current economic affairs and writing opinion pieces on the state of small businesses in America. As an avid reader, she spends most of her time poring over history books, fantasy novels, and old classics. Tech, finance, and marketing are her passions, and she’s a frequent contributor at various small business blogs.

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The process of registering a company can be complicated, but if you need additional resources, legal websites can give you insight into each step of the process. Get a Business Bank Account A business bank account is absolutely essential because anybody starting a company in any format needs to separate their personal funds from their business ones. This doesn't just help you organize your finances; it limits the temptation to dip into your personal finances to pay vendors and licensing fees, or use business funds to cover personal expenses. Many small business checking accounts have plenty of incentives for fledgling businesses, so choose the one with the best options. Getting Funding for Your Food Truck  Funding a business is usually one of the biggest hurdles, as most people don't have immediate access to a significant sum of money required to start a food truck. What’s more, most lenders require a solid business plan, so you need to make sure that you have one in place. Of course, don’t borrow over the amount you need, and keep your credit history as clean as possible. Another way to get money is to find investors, or go the crowdfunding route. You’ll need to create a compelling pitch, and get an understanding of how many people would be willing to pay for your service. Some mainstream financial options you could try include: ROBS (Rollover for Business Startups) This option is available to those with retirement savings. Through this program, you can use that money to fund your business without paying any early withdrawal penalties, interest, or taxes on it. You would essentially be buying your own stock, and you’ll have to set your company up as a C-corporation. Personal Loan Personal loans to fund businesses are tricky at best, but might be viable if you have a good credit score and need less than $50,000 to get started. Equipment Loan Financing Program You may be able to acquire finances to purchase the truck via equipment financiers. Again, a good credit score and not overreaching with the borrowing amount would serve you well here. Business Credit Cards Business credit cards might be a good option if you can realistically pay off the debt quickly. You might even make use of cards with a 0% introductory APR period to finance your setup needs and pay things back before any interest accumulates. Investors Finding investors requires a significant amount of preparation, including crafting a solid business plan, compelling story, and comprehensive financial forecast. Small Business Administration (SBA) Microloans The SBA offers microloans for less than $50,000, which could be enough to cover the costs of your food truck startup. However, SBA loans are notoriously difficult to get a hold of, due to their incomparably favorable terms. Acquiring Licenses, Permits, and Insurance  As stated, starting a food truck involves getting a slew of licenses, permits, and insurance. The coverage you need will depend on your location, but you’ll always need a general business license, food service license, and vehicle license. The cost for each permit ranges between $100 and $500. General Business Requirements DBA (Doing Business As) registration Employer Identification Number (EIN) State sales tax permit Resellers license Food Service Licenses Your county or state health department usually issues these: Health permit Food safety managers certification Food handler permits for employees Mobile food facility permit Commercial kitchen contract Food Truck Insurance This would include the following: General auto insurance Workers comp Property insurance General liability Commercial vehicle insurance Purchasing a Food Truck The biggest purchase throughout this process is the food truck itself. You can find a bargain second-hand trailer for as little as $3,000, or you could invest 10 times the amount for a brand new custom-built food truck. When investing in a food truck, you need to make sure it has the appropriate equipment that's up to code, which would include: Working refrigerators and ovens Fire extinguishers and first aid kits Adequate storage for food items Running hot and cold water Other essential equipment that needs professional installation Additionally, you may need to purchase extra upgrades for the truck, like truck wraps (decals for the outside of your vehicle), and supplies such as awnings and tables. Where Can You Buy a Food Truck?  You could go to an individual seller on a website like Craigslist or eBay, or find directory websites listing used food trucks for sale. If you are purchasing a truck online, it's advisable to use an escrow service, which is a service that holds your funds in trust until you receive the truck and are happy with it. This is an extra bit of protection for buyers and sellers. Purchasing Equipment and Supplies With everything in place, you now need to get some extras. Even if the truck is fully outfitted with all of the cooking and refrigeration equipment, you will now need to set up accounts with food suppliers and purchase sales equipment. This is where generators, registers, and even condiments tables come in. A food truck POS system is an investment worth considering to appeal to people who are going cashless. A POS is not just for cashless payments, either: It can help you track inventory and cash transactions, and even remind you if your stock is running low. Opening accounts with wholesale suppliers is another critical aspect to consider. You can always work with big distributors, but local wholesalers might also be a good option: You can build closer relationships with them, to mutual benefit. You also need to factor in the overall amount of admin you would need to do every month. The fewer suppliers you work with, the fewer invoices you need to process. Hiring and Training Staff Starting a food truck usually means doing a lot of the work by yourself. However, you may need extra support, especially if you are operating at a food festival or your business starts snowballing. Most food trucks operate with a skeleton staff of two to four employees. The people you hire should have skills that complement your own, as food trucks operate on a shoestring budget most of the time, so you can’t afford to overextend your payroll. It's important to be honest with yourself, especially at the outset; if you aren't a people person, it may be a good idea to hire someone that can bring more people in with a friendly and welcoming approach. Likewise, if you are excellent at cooking, you need to hire people to act as cashiers. These are some of the key roles you may want to fill: Truck Cook Prep Cook Window attendant Once you have acquired the relevant staff, you need to familiarize them with the menu and how you operate the truck. They will need to adhere to health and safety procedures, and know how to use the safety equipment. It's also essential to give each staff member due attention and teach them about specific food items. For example, if the burgers contain wheat, they cannot be made as a gluten-free option, and they need to know what to tell the customers in this case. Marketing Your Business Even when you’ve got everything else up and running, you’ll constantly need to think about marketing your food truck. A great food truck marketing strategy involves combining traditional and online marketing methods. Some of the essential practices include the following: Starting a Website This is your first port of call. This way, customers can look up who you are, what type of food you provide, and where they can find you. It’s a way to control the framing of your brand. Still, for a successful website, you’ll need to invest in a distinct design and consider the running costs. Many hosting services can let you register a domain name, host and build a site, and get a business email address for an affordable fee. Social Media One of the best ways to connect with your local community and find your target audience is social media marketing. The key is posting professional-looking content regularly and using local hashtags. As tempting as it is to just post food photos, think about your personal story, and give people an insight into your personality. Social media is also the gateway to working with influencers. There are many food accounts and fans on social media, and you can easily send messages to local foodies offering a free meal in exchange for a review. Take Part in Local Events Festivals are a fantastic way to get customers during the spring and summer months. Participating in these events can generate great word-of-mouth about your business. There are also many festivals dedicated purely to food trucks, and booking as many events as possible is the perfect way to build a reputation. Further Reading Opening a Liquor Store: A Short SBG Guide How to Start an Airbnb? 11 Steps for Beginners How to Start a Candle Business: Step-by-Step Guide   Conclusion  Food trucks are a popular way to earn money. While this industry is demanding and time-consuming, it is rewarding, as long as you go into the process with a careful business plan, an understanding of the regulatory processes, adequate capital behind you, and are ready to knuckle down and work hard!
By Julija A. · March 14,2022
When running a modern SME, it’s essential to gain every possible advantage over the competition. Employing the best small-business packaging ideas is one of the most effective ways to make that happen. Whether you’re shipping clothes, toys, electronics, or beauty goods, this guide to packaging design for small businesses will enable you to finally unlock the full potential of your shop. Why Packaging Ideas Matter While exploring packaging ideas for your small business, every SME should keep the primary benefits of having a personal packaging solution in mind. Customer experience statistics show that people are willing to spend more with businesses that deliver excellent services, and personalized packaging for a budding eCommerce platform is a great example of excellence. The right materials and designs can have a massive influence on how your company is seen as a whole. Considering the value of a great first impression, getting this aspect right can be hugely rewarding. Other stats to highlight the importance of mastering the small business packaging aesthetic include: 3 in 10 businesses report increased revenue after improving their product packaging. 81% of consumers have purchased an item because the product packaging caught their attention. 61% of consumers say they are more likely to buy again from a luxury brand if a product arrives in luxury packaging. 4 in 10 consumers will share photos online if the packaging is exciting and unique. 7 in 10 consumers agree that product packaging influences consumer decisions. Suitable packaging can turn a brand from bland to grand while simultaneously making a statement about your USPs, product quality, and company values. At a time where eCommerce is thriving, consumer expectations are growing, even when dealing with local firms, so you shouldn’t waste any time getting in on the action. Top Tips and Packaging Ideas for 2022 and Beyond ECommerce is a complex industry, so there are many factors to consider before embracing new small-business packaging ideas. It’s important to recognize that there is no one right solution for everyone. A number of variables will determine which packaging choices are right for your company: Are you a luxury brand? What’s your sales volume? What industry are you in? Who is your target audience? Where are you located? Do your products need improving first? With consumer demands and habits evolving faster than ever, now is the time to invest in the correct shipping supplies for small-business ventures. Not all of the following ideas will be applicable to your company, but those that are can become an essential part of your strategy for 2022. Tip #1. Adopt Eco-Friendly Packaging Materials Two-thirds of all consumers take eco-friendly packaging into account when choosing products. Therefore, one of the best ways to improve your brand in 2022 is to go green. Aside from impressing customers, your employees can feel good about working for an eco-conscious company. Cute packaging boxes made from cardboard can be customized with logo stickers or prints to make the designs look less bland. Corrugated cardboard, recycled paper, and plant-based materials are also very popular. Compostable and recyclable packaging will make customers feel happier about their reduced carbon impact, and they will associate that happiness with your brand. If you are planning to adopt eco-friendly packaging materials, you should couple them with smarter courier choices, too. Tip #2. Try Cheap Customized Materials for Clothing Shipping clothes can be difficult, as you need to protect them, but unnecessarily large or heavy packaging is not the way to go. As such, you probably think you’ll have to stick to tried and tested options, like cellophane. However, cute packaging ideas for a small business that sells clothes involve switching the plastic for something with a professional and unique vibe. Custom tissue paper and inner packaging are cheap and cheerful ways to wrap individual items. It will protect them while also aiding the personalized brand experience, even more so if you use custom logo tags. These are another inexpensive idea for adding an extra something-something to your products without expensive customized outer packaging. Using cute branded (or at least color-matched) tissue paper may also increase the likelihood of your customer sharing snaps to social media, giving you free exposure. Tip #3. Make Your Words Count They say a picture says a thousand words, but the reality is that the text on your packaging is the first thing people will read when receiving something. They will read the name of your business along with any slogan. You can make a big statement with just a few words. Something like “let the magic begin” or “open for a surprise” works well. Of course, the exact wording will depend on the products you sell. Toy packaging, for example, should display different wording than a beauty box. As well as building excitement, your words can celebrate things like “made from 100% recyclable materials” or “made with love and sustainable materials.” Choose the font size and color, so they feed into your branding, and your packaging will help your small business stand out from the crowd. Tip #4. Opt for User-Friendly Packaging Consumers demand fast results: In fact, 44% of them will wait two days maximum for a delivery, while under 25% will wait four days. As you can probably imagine, they don’t want their patience tested further with fiddly packaging. Even though they might protect the products better, durable plastics may actually distract from the experience of opening your goods. Therefore, it’s wise to choose creative shipping boxes with easy-opening features. Lose unnecessary cable ties or sealed plastics if it can be helped. Corrugated cardboard with flaps that fold and support each other’s weight can work well. You can seal the outer parts with tape if required, but use it sparingly. Thanks to 3D printing, it is also possible to print packaging materials designed specifically for your products. Tip #5. Be Compact Size matters, but bigger isn’t always better. Whether picking a product up from the shelf or receiving it at home, an unnecessarily bulky package can detract from the quality of the product. Moreover, eco-conscious consumers will think it’s a waste. It is, therefore, far wiser to focus on compact packaging. Custom packaging can be made specifically with your products in mind. From jewelry packaging boxes, to art or toy packaging, this will reduce the amount of internal packaging needed. It also helps keep your parcels user-friendly, and the matching of products and wrappers shows a sense of professionalism. As a side note, compact packages are easier for workers to load onto trucks, so if you have bigger shipments, you’ll be able to send more products in one go. Perfect, right? Further Reading The Best eCommerce Platform - Find Customers Globally eCommerce Shipping Best Practices and Solutions Best eCommerce Website Builder: Our Top Picks Conclusion The best packaging designs and materials won’t deliver success on their own. After all, you still need to create the right products and promote your brand. Nevertheless, the best small-business packaging ideas can help your products stand out on the shelf or social media, while building stronger customer connections. The right packaging choices can additionally drive business efficiency, not least from a financial perspective. If there’s only one aspect of product design and branding you need to upgrade in 2022, this is it.
By Julija A. · February 10,2022

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