The real estate market is hot. There is no doubt about it. In fact, the National Association of REALTORS® (NAR) Chief Economist Lawrence Yun noted in May that there were more NAR members than listings in the market, an extremely rare occurrence.
Yet despite this shortage of inventory, many agents have had their hands full between serving their customers and tracking their ongoing transactions. What is the secret of their success?
The most productive agents in this market are those who prioritize service beyond sales. This is because in a market where everyone competes for leads, agents who have spent years nurturing relationships with their clients are more likely to receive referrals – which are the highest quality leads – than agents who disappeared after signing the contract.
To get ahead in a booming real estate market, you must constantly add value to your database in order to build relationships that lead to referrals. Here are some ideas to get you started:
Send market update
The state of the real estate market is always a hot topic, even for people who aren’t trying to buy or sell right now. Find out what top real estate experts are saying and share them with your database. Remember to include local market data as well. You can choose to distribute this information as an emailed video, print mailing, or Facebook Live broadcast.
Opening mail that isn’t an invoice, credit card offer, or store flyer can be exciting. Create that feeling for your customers by sending them postal mail. Write personal notes to customers to express their gratitude and check on how they are doing. Supplement those notes by sending monthly value-added marketing flyers on topics such as real estate, home improvement, personal finance and productivity to demonstrate your skills and character and give clients a complete picture of who you are. .
Spend with a small gift
Small customer appreciation gifts are a great way to show your customer that you value their business and the relationship. Drop by their house and leave the article on their doorstep – send a photo or video of the article to let them know you’ve passed by. These articles don’t have to be extravagant. Try things like flower seeds, sunscreen, s’mores kits, or whatever goes with the season. Attach a small tag that reminds the recipient that you are never too busy for their referrals.
To be successful in this competitive real estate market, agents must accelerate their own value-added real estate marketing strategy. The Buffini & Company Referral Maker® PRO Real Estate Marketing Kit can help. This monthly kit includes unique and beautifully designed marketing mailings, digital electronic reports, note cards, market reports and more. Learn more about Referral Maker PRO.