GET THOSE LEADS
Let’s be honest, what you need most is leads — leads that turn into happy clients, which turn into referrals for more leads. The best leads come from the best sources — people who already know and trust you: Your sphere of influence (SOI). This can be your friends and family, but it also includes coworkers, service providers and acquaintances. If you’re going to build a reputation as the local expert for your area, you’ll need to start by making the most of your SOI. Consider these suggestions.
Don’t be afraid to ask. Even if they’re not ready to buy or sell, the people in your SOI likely know someone who is. Your contacts are regularly meeting new people, which means your pool of potential clients is always growing. You’ll never know if they have someone to refer to you until you ask.
Aim for the 80/20 rule. Try to send your SOI helpful or entertaining content 80% of the time, and directly ask for business or referrals 20% of the time.
Own your space. Whatever part of the market you cater to, own it. Know your client base and position yourself as the go-to resource for their interests and needs. Promote upcoming events, volunteer opportunities and anything else that’s relevant to your ideal clients. If you can build a reputation as the person who always seems to know what’s going on in your community, your SOI will come to see you as a local expert. And when people trust that you understand and care about your community, they’ll be more likely to trust you with their home-buying journey.
Do your homework. As a local expert, you should be able to recommend high-quality service providers to your clients. Take your time creating and vetting a list of plumbers, electricians, interior designers, daycares, spas, places of worship — whatever your clients may need. The more ways you can provide valuable information to your clients, the better. Plus, as you build relationships with those service providers, they just may become a source of referrals for you as well.
Show up. Another important way to build trust and gain leads is to be physically present in your community. Get started with these ideas:
• Offer to sit at an open house for another agent.
• Attend nonprofit functions, volunteer for organizations you care about, and offer free home valuations.
• Partner with local businesses for deals and referral opportunities.
Show your gratitude. When someone sends you a referral, show your genuine appreciation by giving them a thoughtful gift or treating them to lunch.