Real Estate Agents – How to Get Noticed

What is the key to getting noticed, being remembered, and getting referrals?  It’s simple actually, the answer is building strong, lasting client relationships.  The most effective way to do this is by keeping in constant contact with them and leaving a gift behind to remind them of you later.  A phrase used for this type of self advertising is “Pop By”.  You want to Pop By clients, old and new, on a regular basis.

And it doesn’t matter which market you find yourself in.  If it’s booming, you need to keep in constant contact with all your many clients and hit the pavement to get those FSBOs in your trusted hands.  When it’s a slow, dragging market, you need spend a lot of time building long lasting relationships with the few clients you have at the time so they think of you every time hear of a friend who wants to sell.  And you need to hit the pavement and gobble up those listings that have expired.  After all, who wants to be sitting at the office making cold calls all day?  Every agent’s dream is to be working completely by referral.  And this is done by keeping in constant communication with your clients and building new relationships with their referrals.

So what’s the best way to do this simple key thing? The answer is simple and FUN!  The most effective way to do the above is by quickly stopping by and bringing the client, or prospective client, a small personalized gift that can be left behind to remind them of who you are.   The main point is for this gift to be personalize with your contact information. This doesn’t necessarily mean you have to purchase the minimum of 300 letter openers (as cool as they are) with your logo painted on them.  You can do this much more economically, creatively and with a lot more flexibility by creating your own tags or putting your business card with the gift.

So start a campaign!  Whether it’s gobbling up those expireds, getting the latest FSBOS to trust in you, or keeping your past clients within arms reach, you need to start a campaign that’s all your own. Use gifts that are small, inexpensive and something you can easily personalize by attaching a tag or business card.  Another key point to this style of gift is to add a smart, witty tag line so the client actually remembers what they read. You can make cookies and write “I’ve got the recipe to your success.”  This is a concept  advocated by some major business coaching companies here in the states.  www.harpoonmarketing.com focuses on creating these items for real estate agents who don’t have the time (or creativity) to create their own.

Are you going to focus on gobbling up those expired listings?  Search the MLS every morning to grab that listing that expired at 11:59pm last night.  Be at their door hours after it has expired and represent them before anyone else get’s the opportunity.  For expired you want to bring an item that’s not too pricy – you don’t want to invest too much in someone that might close the door on you.  But is definitely something to break the ice when you randomly show up on their door step.  Something that catches their attention and/or entertains them.  I have a client that gives little miniature flash lights to all her expireds and “Spot Lights” their home to get it sold.  Another clients using little tool shaped candies to say that she has “all the right tools to get the job done.”
Some key points:

  • Have you already branded yourself? Pick gifts that highlight your brand.
  • Use several different “levels” of gifts.  Have smaller, less expensive gifts for lower priority clients and nicer slightly more expensive gifts for your A clients.
  • Bring gifts specifically for your clients children or pets.  When the clients sees that you have paid attention and know about their family and personal life, they are more willing to trust in you and take you in as part of that life.
  • Specify it to the season or holidays.  Halloween, Thanksgiving and Christmas make this type of marketing great fun.
  • Get creative and have fun!

Point being, spend some time building a brand and hitting the pavement to really get to know your clients.  Besides, sitting in the office simply calling to say hi get’s really boring.  So get creative, get out there, and get busy!

Author: Alissa Avolio

256 thoughts on “Real Estate Agents – How to Get Noticed”

  1. Hello,

    Ya its true that every agent requires getting noticed, being remembered, and getting referrals.The way is building strong, lasting client relationships. If you are in constant contact with them and leaving a gift behind to remind them of you later than it will get benefits to you.

    Put your best for your clients, if you are understanding them ,understanding their needs then they will definately appreciate your work for them.The important thing for an agent is to keep focus on what the client is demanding then to analyze the demand and after then is to work for accomplishing them.

  2. Great post. It’s critical that agents adapt and adjust their business principles to the changing real estate market. Either embrace the changes, or get left in the dust.

  3. Great advice about giving a gift to keep on the short term memory of clients. I suspect that some agents may feel that this is a bit cheesy and archaic, and possibly too personal of an approach, but it does work despite these concerns.

  4. For me it is about having the best information. Not really good or interesting but the best information. I am constantly called by the media and was even quoted Saturday. My marketing plan at one point was all media driven and I was quoted 30 out of 36 months, That helps develop credibility and most people recognize my company as the source in town for informatoin.

  5. I see a huge opportunity for more real estate professionals to take advantage of Social Media to build their brand and establish more expertise and credibility in their market. It isn’t kids stuff, it’s a genuine marketing opportunity!

  6. Hello! I’m rather new to real estate and I just want to share something. There is no doubt a huge opportunity for agents in social media. It does not only personalize your marketing methods but it also increases your credibility on-line. You can view a sample of my landing page on FB here: http://www.facebook.com/pages/Home-Buyer/371587122507?v=app_4949752878&ref=ts.

    It’s still in its infancy stage.

    By the way. Great blog! I find it very useful indeed.

  7. Thanks. I needed this advice to keep me going. Sometimes it feels like I’m just in a dying career. But i can use some of your ideas to get rid of this funk and get “back to business.”

  8. Most Realtor s in Boise Idaho would rather place an ad in the local paper which has no ROI than invest 10 minutes a day communicating with past clients. It is amazing that they don’t understand that referrals have the highest ROI.

  9. Gifts are nice yes…and I love the idea of client relationships.
    Remember to be authentic. Birthdays, anniversaries, special occassions are also nice to remember your clients. That will help you to stand out.
    Lynda

  10. Hi David,
    getting your name out can be done in so many ways – especially using the internet and beyond the tradional postcards, birthday reminders…I am a virtual assistant who works with a lot of top agents around the country and many of them studied under Michael Russer and his Online Dominance course – http://www.onlinedominance.com and I have seen these agents get great results on the net – I have learned a lot working with them and see how that along with articles like yours can really elevate the real estate clients on the internet…kudos!

  11. This is something I have always wanted to do. Right now, I just send a Holiday card out each year to touch base with my past clients and primarily use Facebook or e-mail to keep in touch.

    Not only is finding the time to keep in touch more often very difficult, but finding the “right gift” seems to elude me.

    I have also considered doing some direct marketing but I refuse to send news letters with recipes and other random information. I would like to send something that is not only real estate focused, locally relevant and informational but also somehow customized for each individual. The perfect mailer would be a customized valuation report on the client’s home (perhaps even a photo of the property) and a local neighborhood update. The time it would take to construct a quality product like this by hand is just impossible to find.

    It would be nice if there were a service that could connect to our MLS database and produce monthly or quarterly statistical reports for each past client based on their address and provide a turn-key product that a service provider could download, print and mail out each month to each individual I chose to subscribe.

    I believe most people consider there home as an investment, but unlike any other investment, they are not provided a way to monitor it like they do a 401K or IRA. Sending a market overview focused around each past client’s immediate neighborhood/address would not only be valuable, it would reinforce my brand as a neighborhood expert they can turn to for advice.

    Any suggestion of tool and service who can provide a turnkey product like this?

    Thanks,
    Tanya Kulaga

  12. I agree with you there. I am a new agent and experienced agents have told me that staying in front of old clients is important. I also suggest that you let everyone in you community know what you do. So when ever anyone things about real estate they think of you. I hand out cards to everyone I meet.

  13. Being ranked #1 on a search, according to one study, equates to 36% of all click throughs for that search phrase. This is equal to what positions 2 to 4 have and LOA 5-20. Therefor if you are #1 you get a third of the traffic and 3x the business of everyone else combined.

  14. Wonderful article. It’s true that referrals are the best and cheapest way to get customers. However, referred buyers always check your credibility online, so a great website is still required.

  15. Real estate photography and virtual tours can make a big impression on sellers as well, however QUALITY is a MUST. A lot of our clients’ Sellers like to receive photos from their virtual tours, which they keep to help them remember their homes.

  16. Sweet article. I think the point “getting noticed, being remembered, and getting referrals? It’s simple actually, the answer is building strong, lasting client relationships. ” is rite.
    But most critical point is build up your credibility step by step, agents can’t live without this.
    My experiences, I always looking for agents, and I was almost cheated by a dishonest agent called Lauchlan Leishman from Berkeley Capital who are being sued in HK and still investigating by Hong Kong Police Commercial Crime Bureau.
    So now, whenever i need to take service from agents, I MUST check his/her history as much as i can, and if i found any agent who with good credibility, he got noticed and remebered from me already.

  17. I think this article is great. It is becoming harder to get noticed as an agent and harder to separate yourself from everyone else. The newest trend is video tours of your home. There is a lot you can do with the videos, like get them ranked in Google and Youtube, post them on your website, etc. Like the article says, it is about Branding yourself, and with real estate videos you can do just that. We at http://www.soldwithvideo.com make real estate videos and marketing easy for real estate agents.

  18. Strong Last Relationships – I 100% agree with you. This is the most important step to getting remembered as a real estate agent. You can do all the advertising and marketing you want but that is only good to start the relationship its important for you to continue it!

  19. I totally agree that real estate agent has very important role in buying and selling of properties and the most important step to getting remembered as a real estate agent. You can do all the advertising and marketing but that is only good to start the relationship with real estate agents but its important for you to continue it!

  20. Staying in contact is critical but as far as unique gift ideas…..we just recently came across a wood wine box that the top is engraved with the picture of the home they just purchased and then we add out logo and contact info as well. It only takes 3-4 days to get but don’t forget you have to buy the bottle of wine. Curious to see if a QR code works with the engraving or if it junks up the look.

  21. I have a very good friend who owns a real estate agency and he is doing pretty well so far. From what I have seen his approach is really different in comparison to his major competitors. He is definitely a person who thinks outside of the box and this is precisely what makes his company stand out from the competition. His advertising campaings are innovative and creative and for just a few months he managed to become the major real estate agent in the region. Btw I personally don’t like the gift idea. In my opinion it will not win you too many clients.

  22. Having beautiful photos and marketing make huge impression on all aspects of real estate these days. Whether it’s a virtual tour or just photos of a listing, they have to beat the competition every time.

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