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Ten Ways To Increase Sales

Aug 17, 2007
A real estate career can be difficult for one to get started in. In the beginning, it may feel as though you are working round-the-clock, without any payoff in sight. This is simply how it will work for some. However, while the first few years in real estate may be tough, it is important to remember that whatever you do in the first couple of years will pay off in the end. The following are some tips that will help you to increase your real estate sales.

Follow Up With Leads Immediately

One of the most important things a successful real estate agent will do is to follow up on leads immediately. When someone leaves a voice mail or email to inquire about a particular property, they want answers now. If you don not call them back quickly, they will find someone else to get the answers for them. The result is the loss of a potential sale. When a lead is received, call them back immediately, even if you do not have the answers yet. If you leave them hanging, they will contact another real estate agent. In fact they probably already did contact another agent but will most likely hire the one that follows up!

Take Care of Your Past Clients

The real estate agent who ignores past clients will not get any referrals. Referrals are how a successful real estate agent becomes successful. When you take care of your past clients, they will gladly provide your name to anyone that needs the services of a real estate agent. They will also use your services again should they decide to sell their home or purchase a second home. Sending out a card on holidays or a birthday card to your past clients, as well as information on the real estate happenings in their area, and regular touches will let them know you are still available for them.

Monthly Mailings

Many successful real estate agents take the time to send out monthly mailings in the area where they want to conduct their business. The monthly mailings may consist of nothing more than a postcard offering to do a free market analysis or it may be a more elaborate letter, announcing new listings in the area, as well as offering to do a free market analysis. These monthly mailings will bring new customers. If you are choosing to market a specific area, keep in mind that to get the best results you should farm an area regularly, not just one time and expect the phone to ring off the hook. Make yourself known as the area professional through repeat exposure.

Respond to the Newspapers

If you want to reach as many prospective buyers as possible, you have to make yourself available. Here is a tip read through your local newspapers and look for Wedding and Engagement Announcements. Send to the newlyweds or newly engaged couples a congratulatory note, as well as your contact information and keep them on your list for monthly mailings. They will remember you when they are ready to purchase a home.

Branding Yourself

When you think of McDonalds, you probably first think of their golden arches. This is branding. Your job is to make sure when someone thinks of real estate, they think of you. Choose a market that you really enjoy working with, such as first-time homebuyers. Market yourself to them by choosing a logo or catchy statement. This will be provided on all your marketing materials you send out to your potential clients and first time home buyers.

Provide Testimonials

When you provide marketing material to prospective clients, include testimonials from your former clients. When you close, ask your client if they would be willing to give you a written testimonial. Most will allow you to do this and are happy to help. By providing written testimonials to your prospective clients, you are proving to them that you will provide them with quality service.

Be Organized

Being organized will help you to increase your sales. It allows you to work more efficiently and you will never have to put off a potential client because you are not sure where the information is located. When you are organized, it will show to prospective clients that you care and your abilities will shine through. Staying organized will also help you to manage your time more efficiently.

Involve Yourself in the Community

Becoming involved in the community in which you want to provide your service will allow your prospective clients to see that you care about the community where they live. It will also allow you to expand your sphere of influence and soon you will be known as the community real estate agent to call.

Open Houses

Open Houses will allow you to meet more prospective buyers and will allow the community surrounding your Open House to see how serious you take selling homes. When you do an Open House, provide materials for the potential buyers on financing, as well as information on other listings in the area.

Hold A Class For First-time Homebuyers

Offer a free class on purchasing a home and you will find many prospective buyers. Many are simply not educated in the steps that are involved in home buying. Helping prospective buyers through the process step by step will help them become a homeowner, and feel less intimidated by the process. By offering your services to them, they will follow through and you will have increased your sales.

When you start out in real estate, it is important to set both short-term and long-term goals. Be realistic when you set them and review them often. For example, set a short-term goal that you are going to send out twenty-five new mailings each month. If only one of the twenty-five contacts you and it develops into a sale, it will have all been worth it. Each person that you contact is a potential client in the future. While it may seem at times that it is slow and nothing is happening, as long as you stick to it, you will meet your long-term goals. Being consistent with your marketing and following up with leads will help you to be known in the community as the agent to call. Most importantly, you will want to remember to take time off from real estate, as well. Scheduling family time and time for yourself are important in keeping yourself motivated in real estate. It is an easy career to get caught up in the rat race, so be aware of how much time you take for yourself and your family.
About the Author
Certified Real Estate Virtual Assistants support real estate professionals nationwide with all of their marketing, technical, and, administrative needs.
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