With the spring real estate market in the rearview mirror, now is the time to focus on filling up your sales funnel for the months ahead—setting your sights on new prospects who, with a little effort, will soon become full-fledged customers.
While many other agents are on vacation, you can take advantage of these “slow months” by connecting with new leads and becoming synonymous with your local market.
Keep reading for four rock-solid strategies that will help you garner dozens of new leads before the kids are back in school.
Sponsor a little league team or farmer’s market
If you’re looking to get your name out there in the neighborhoods you serve, a small advertising investment can go a long way.
By sponsoring a little league team or a local farmer’s market, you’re growing awareness of your brand with a wide sampling of your community.
While it’s relatively easy to ignore a single Facebook ad or a postcard, people are far more likely to remember the name of an agent who advertises at community events. Plus, you’re generating publicity for your business by associating your name with local institutions.
Though you might not get a ton of new listings right away, this approach will go a long way in making your business synonymous with the area you serve. That means you’ll be rewarded with plenty of deals down the line.
Network at cookouts and summer parties
Between graduation parties, Fourth of July festivities, and other seasonal events, the odds are high that you’ll be in the company of potential clients at least once this summer.
Take those parties as opportunities to build some new relationships. Learn what’s going on in the lives of people you’re spending time with. Find out what they do for a living. Inevitably, they’ll ask you about your job.
This is great news, because the average person knows five people who are looking to move each year. From there, you’re just an introduction away from meeting a new prospect and picking up a new listing.
If you aren’t invited to any summer parties, try hosting your own. Invite people who already know, like, and trust you (such as past customers, neighbors, and close friends) and ask them to invite people in their circle.
Make sure you have something valuable for your guests to take home with them. Branded items like koozies, coffee mugs, or a personally branded magazine are all great options.
Take to social media
One of the most effective ways to grow your business is by getting your existing clients more invested in your success.
The truth is that your satisfied customers want to see you do well. If you appeal to them for help in growing your business, they’ll be willing to go to bat for you.
On your social media channel of choice, tell your customers about your desire to connect with more great people like them who would benefit from your services. For an extra personal touch, consider recording a video rather than simply making a post. Your clients will appreciate your authenticity and vulnerability, which will make them more likely to reward you with referrals.
Another approach you can try is sending a private message. Thank your client for their business, and ask if they know anyone who might be looking to buy or sell in the near future. Even if they don’t right now, they’ll be more likely to think of you the next time they do.
Call FSBOs and expired listings
When you’re properly leveraging your past clients and sphere of influence, you’ll find yourself with plenty of buyer and seller leads. But if you’re not getting any listings from the people you already know, you can always reach out to sellers who have been struggling to sell their homes.
The upside is that today’s FSBOs and expired listings can become tomorrow’s closed deals—giving rise to new relationships with satisfied clients that can be leveraged to connect with more leads in the future.
If you need a little help cold calling FSBOs and expired listings, click here to download our free e-book.