When you’re getting started as a new real estate broker, one of the first hurdles you’ll encounter is building your client base. It may seem like a daunting task, but with a good action plan, you’ll start to build up a solid client base in no time. Here are some ideas to get you thinking about what your action plan might look like.
A good first step is to work your friends and family. Some of your best leads will come from your closest friends and relatives, so don’t hesitate to let them know that you’re looking for client referrals. While you might be nervous to ask for help, you’ll likely be surprised about how excited your friends and family are to generate referrals for you. Chances are, at least a few people will know someone who’s looking to buy or sell their property. With a warm introduction from a trusted friend or family member, these prospective clients will likely be eager to meet you.
After you’ve tapped into your network of family and friends, you should look into other opportunities to make connections in your community. Networking events are a fantastic way to meet people and generate referrals. Perhaps you’ll meet a prospective client, or maybe you’ll meet a managing broker who’d be willing to bring you into his or her business. When attending these events, and really at all times, make sure to have plenty of business cards on hand. People you make connections with are much more likely to follow up with you if they have a physical reminder to do so.
Once you have some of your own clients, you’ll want to mobilize them to generate referrals for you. If you’ve had a positive working relationship with a client, thank them for choosing to work with you and ask if they’d be willing to refer you to anyone they know who’s looking to buy or sell their home. You could even give them a few business cards, so they’re ready to hand them out when they hear that someone is entering the real estate market. You should also ask your clients to write a review or testimonial that you can use in your marketing materials. If there are particular platforms where you’re looking to build up a strong base of positive reviews, ask them if they’d be willing to leave a review there and if you could use that review as a testimonial on your website. Having positive reviews and testimonials is a great way to establish trust with future prospective clients.
Lastly, be prompt in responding to all calls and emails from current and prospective clients. Perhaps this goes without saying, but it’s important that your clients feel that you’re on top of things and that they can trust you to follow up with them in a timely manner. If you get started with these action items, we’re sure you’ll be on your way to a rapidly growing client base in no time!
Written By: Dawn Dolan
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