How Property Consultants Fish For Leads
Property consultants after deciding which broker or organization to join and having possessed knowledge about the competition and market need to know where to hunt for customers. But a question arises, how do you do that? Moreover, all property agents and consultants out there need to figure out which fishing hole is the right one for you. Like always, through our real estate blog we like to disseminate information about the business of real estate consulting for not only our clients but fellow agents too. We believe that not only does this help make our real estate blog an informative resource but also helps us engage with rising stars in the real estate consulting business who find our consultancy an ideal home to further their ambitions in this business!
Consider the following points and you will know how we go fishing for clients and how we approach them. To begin with, one needs to take care of the prospecting part. Primarily, there are two types of prospecting –
Active Prospecting
Where you call the customer and tell him / her about the kind of products you have in your bag. This is called active prospecting. Here one has to approach the clients and keep them informed about what’s new in the market. You can also inform them about any attractive offers that suits what they are looking for.
Passive Prospecting
In the process of active prospecting, it is you who is facilitating the customer about the best deals. But in passive prospecting, the client has to hunt for the properties. As a property agent, you just need to attend to their needs and cater to the products according to their requirements.
Social Media Marketing
This is also a form of passive marketing. But if you come to think about it, it has some elements of active marketing as well. Presently, you cannot build any sort of brand awareness without incorporating social media. A Twitter handle and a Facebook Page is critical for all types of businesses. The bigger brands invest in YouTube marketing. In fact, these platforms are great for advertising your product. You can also interact with your clients on these platforms.
Understand What Is Right For You
You should ask yourself what suits you? Now if you have a limited market, then you do not have any option but to attend to every client who you come across. If it is the other way round, then you can skim it any way you like. Whatever be your method, you need to take care of the following things :
- Make the public aware that you are in the real estate business,
- Build synergy in your marketing communications,
- Engage with potential clients,
- Uncover new business opportunities.
Spreading The Word
Passive marketing starts by getting the word out to all prospective corners, which is extremely essential. Over time, you will get clients. All you need to know is that you do not just expect overnight results.
Building Synergy With Marketing Communication
Most forward thinking real estate consultancies promote their name everywhere: Facebook, Twitter, Pinterest, LinkedIn and every other listing on the web. But the internet is not the only venue where you market your products. Offline marketing is also equally important: Signages, hoardings, flyers, open houses and whatever one can think of. A bit of offline marketing to showcase your prime properties goes a long way. A good online – offline combo is what best works for every real estate marketing strategy.
Flyers, brochures and property fairs are other tools available in the market so that you can make yourself visible to every prospective party. At the end of the day, you need to display your goods to as many eyeballs as possible.
Keeping A Content Management System
You need to have a reasonable database to maintain a real estate consultancy business. If you do not have enough customers, then your business will collapse eventually. You need to maintain enough sales so that you can keep the business running. We keep a record of past clients separately from the new clients. Returning clients are good but newer clients help to make the bulk of the sales. You can use both manual and digital content management systems. There are a number of good cloud based CRM’s in the market. You just need to make an online search and see what type of content management system suits you best.
Telling Everybody – Friends, Family And Known Associates
Working with people whom you know and like is the best way to get leads. At least you can anticipate what they want beforehand. Also, you are well aware of their behaviour, and the level of adjustment you have with a person you know well is simply unmatched. If you try to convert a lead into a party and both of you are practically strangers, then you will have a lot of surprises. Moreover, past clients are the ones who give you the most referrals.
Get Belly-To-Belly
Sales people mix a lot. They are naturally extroverted and socialized long before social media came into existence. They use all that they have in their arsenal. From physical gestures to interaction under a single cause, they use all sorts of socializing tactics to leverage their business.
Network And Volunteer
Big businesses network a lot. They volunteer a lot for social causes as well. In fact, the blue-chip companies use a lot of interactive tactics. What they do is that they get in touch with various local business development councils and extend a gregarious outlook towards those who come in contact. Volunteer for all sorts of causes with local institutions like schools and hospitals and show them that you care for the society. You will notice that you have generated a lot of leads while doing some good work in the process. At Gupta & Sen, we are big on environmental issues and support local environmental issues to the best of our abilities.
Farming
Farming is a technique that is often used in the realty business. What every agent needs to do is that you undertake a neighbourhood and become their local realty expert. This way you gain access to the innards of a neighbourhood or locality. If you visit them during local festivals, or a community congregation, then there will be a lot of guaranteed social interaction. Farming helps to build long term clients as well. Combine it with an effective social media strategy and you can make a lot of sales.
Ranching
Ranching is a bigger and more powerful version of farming. In other words, it is farming on steroids! In Ranching, you undertake bigger neighbourhoods and apply the same micro-level farming techniques.
Using Electronic Marketing
Email marketing is extremely crucial in real estate. Studies have revealed that email marketing is the most successful lead generation technique. But make sure you abide by all the rules in the cyber world. If you are generating too much content for promotion, then you are most likely to be labelled as a spammer. And that is a label that we could easily avoid.
Working Floor Time
Fielding for clients when they walk-in with their queries is what floor time is all about. Gifted agents are exceptional at converting floor calls into a sale. They do more than fielding questions. They slip in the offer when they see the client is not agreeing to a sale owing to a specific reason. By pressing the pain point in their favour, they match a product with the client that is a perfect fit.
Holding Open Houses
These are congregations where a lot of people, both brokers and parties are invited to join under a single roof. Open houses attract a lot of potential buyers and sellers. By having them together on the same venue means you can conduct wonderful business. But one needs to remember that you also need to have your marketing and promotional gear ready. Be warm and welcoming, and surely leads will follow.
If you focus your energies in the right direction the methods enlisted above will pay off gradually! It has for us 🙂
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