Career Development

How Realtors Can Win Over New Prospects

Realtors can win over new prospects in several ways, but it all comes down to making sure people know your name and what you do. If you offer them something of value, they'll remember you.

If you’re a real estate agent, you know that the more satisfied clients you have, the more referrals you’ll receive. It’s a cycle that builds as your business grows. And it works great if you’re a seasoned pro, but what if you’re a realtor who’s just starting out? 

How can realtors win over new prospects when they’re newer to the industry? If you don’t have many referrals yet or need to break into a new market or town, we have a few tips. These three simple methods are tried and true ways to generate new business. 

Reach Out to the Neighborhood

Canvassing neighborhoods through cold calls and letters gets a bad reputation sometimes. People don’t always respond well when a stranger shows up at their house or gives them a call, but there are ways to canvas that yield good results. 

Many realtors find success by sending out paper mailers. Sure, some of them end up in the trash, but the ones that people open often yield results. The key is to offer the potential seller something of value. 

Don’t just say, “Hi, I’m John; I want to sell your home.” Instead, offer compelling facts. What are homes in the area selling for? Is it a buyer’s or seller’s market? And what can you provide as an agent? 

You can save on postage by delivering your mailer by hand. Even if the person isn’t home or doesn’t answer for a stranger, they’re more likely to read your letter if it’s sitting at their front door. That way, it doesn’t get lost in a pile of junk mail.

Don’t do this too often, though, and be respectful of “no soliciting” signs. You don’t want to end up turning off a potential client. 

Develop Your Online Presence

Social media is a great way to find prospective buyers. According to the National Association of Realtors, 97% of potential buyers start their search online. So, showing off your listings virtually is vital for sales. But you can attract potential sellers with your online presence too. 

The best way to do this is to offer value with your online accounts. Show off your market knowledge with informational posts. Offer tips for selling homes and give guidance on real estate laws and financing. 

Building a social media presence is all about consistency. You need to post on a regular schedule, at least weekly, but preferably every day. The more you offer, the more followers you’ll gain, and large followings often develop into new prospects. 

Get Involved in Your Community 

One of the best ways to gain prospects is through community involvement. You want everyone in the neighborhood to know who you are and what you do. When they think of real estate, they should think of you. 

You can do this in various ways, and the more ways you get involved, the better. Maybe you were a college athlete and can volunteer to coach a community youth sports team. You’ll meet all the parents, which will help you build a network of potential buyers and sellers. 

Or maybe, throwing a fundraising event is more your style. Picking a non-profit to get involved with is a great way to build a network and find potential leads. Even simply attending community events can go a long way. 

Community members look favorably on those who get involved, so even if they’re not buying or selling a home right now, they’ll likely recommend you to friends and family when it counts. 

Final Thoughts

Realtors can win over new prospects in several ways, but it all comes down to making sure people know your name and what you do. If you offer them something of value, they’ll remember you. 

That value can come from market knowledge and industry expertise. It can also come from getting involved in the community. 

So whether you’re a new agent or trying to break into a new market, get to know your neighbors, even if it’s virtually. Doing so guarantees new prospects and leads. 

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