Making the right moves can help you secure more leads and close more business this year. Sven Andersen, a Hall of Fame and Chairman’s Club member with RE/MAX Leading Edge in Winchester, Mass., offers 12 ideas on things to do right now.
1. Have a business plan
It seems obvious, right? But many agents either don’t create a plan or ignore the one they have. Your plan should be based in measurable metrics-total sales, price points, etc. If you have a plan, stick to it. If you don’t, put one in place before the end of the month.
2. Ask clients for online reviews
Consumers use online reviews to make decisions about everything they buy or services they choose. That includes real estate agents. Create accounts on LinkedIn, Google and Yelp, and ask clients to write positive reviews for you. I create an email signature that includes a client testimonial page link, which lists all of my business profiles. Online reviews are instrumental in driving new business your way, so don’t be shy-ask for ’em!
3. Build your social network
Social media is a free, easy way to generate new leads. Don’t have time to update multiple pages and profiles? With Hootsuite, you can push photos, posts, videos and more to all of your profiles from one place. In addition to having a personal Facebook profile, it’s also smart to have a business page. Keep followers engaged by hosting contests and giveaways, and posting valuable local updates. Avoid making it all about real estate. If you do, you’ll lose fans quickly.
4. Upgrade to an iPad
The iPad is simply amazing! It really is. Use the RE/MAX Presenter app, as well as Keynote, to create stunning buyer and seller presentations. A few other useful apps and programs for iPad: Open Home Pro (for open houses); Sun Seeker (finds sunlight direction); Prompster (creates video scripts); and Docusign (e-sign listing and buyer contracts on the go).
5. Give yourself a total makeover
This might sound odd, but make it a priority to present yourself more professionally – both in your expertise and your appearance. Work with a coach and learn something new by earning a few designations through RE/MAX University. Also, treat yourself to an image makeover. Get a new haircut, spruce up your wardrobe and make your appearance more of a priority. You know what they say about those first impressions.
6. Roll with video
Invest in a decent camera like the Kodak Playtouch with an external mic, and start shooting client testimonials and community tours. Make your tour videos purely informational; don’t push your business. Always sign off with a quick invitation for viewers to contact you for more information. The key to making video work is tagging the places, towns and people in the clips so they appear on Facebook. That way, your videos will have a much wider audience, instantly.
7. Step outside your comfort zone
If you’re an REO specialist, try going after luxury buyers or sellers using The RE/MAX Collection. This is also a great way to elevate your price range if sales volume is down. Also, consider farming different neighborhoods or towns so you get your name known outside of your traditional farm area. The more places people see your marketing and find out who you are, the fuller your pipeline will be.
8. Beef up your marketing
You need to constantly generate new leads to keep the pipeline full. There’s no better way to do that than investing in your marketing. Your web presence has to be huge, and don’t forget that high-end photography, listing brochures and other print materials are still golden with sellers (and they impress prospective buyers). If you’ve cut back on marketing in recent years, 2012 is THE year to step up your game in order to stay competitive.
9. Work with investors
Investors are a major source of business, and will be in the next few years. Get training, such as the Certified Investor Agent Specialist designation offered through RE/MAX University, so you can gain the specialized expertise needed to work with this group of clients. Send out a press release to the media and post it on your social networks to let your sphere and the community know that you’re trained to work with investors. Also, create a page on your website geared specifically toward investors.
10. Create a client loyalty program
Do something for clients every month of the year to accomplish two goals: staying top-of-mind and building long-term client loyalty. For instance, Leslie McDonnell, a RE/MAX agent in Illinois, gave me the idea of giving out Thanksgiving pies to past clients in November. The pies cost me $1,700, but I closed four transactions from that gift program alone last year. In March, I give away lottery scratch tickets for good luck. These types of touches give you a strong return on investment.
11. Become the media expert
You want to be seen as the local real estate expert, right? Get out there and prove it! Take classes on how to give interviews and intelligently pitch stories to reporters. Your RE/MAX region’s public relations team can help you find the right contacts at TV stations and newspapers. They can also assist with press releases. If consumers see you quoted in housing stories and hear your insights enough, they’ll come to see you as the goto expert.
12. Spread some good will
Show your community that you care about more than business. Join church groups, volunteer on community committees, sponsor your kid’s sporting team, or graciously sponsor a charity event or fundraiser. Incorporate the RE/MAX Balloon in every sponsorship and activity you participate in so that people will connect your business back to your good deeds. Giving back to the community that has helped shape your success is always the right thing to do.
Written by RE/MAX News
