It’s finally here: You’re a licensed real estate agent. Yet once reality sinks in, you realize that you have a little work ahead of you. Namely, you need to know how to get your first client in real estate.
Before you assume that you’re the only person who pursued a career in real estate in this boat, rest assured: You’re not. Nearly three-quarters of all real estate agents say their number one challenge is getting client leads. That’s why the first year can be a bit up and down salary-wise. After all, you’re starting from square one.
One of the best pieces of advice for new real estate agents like you is to build a personalized plan to get the clients you need. First, though, you’ll need to get yourself out of your comfort zone. Seeking clients means putting yourself in situations you might not have tried before. But being proactive about prospecting at the beginning of your journey will help you establish the momentum you need to be successful.
How to Get Clients in Real Estate
There are many strategies you’ll want to take to start selling homes on behalf of clients. In fact, you’ve probably already done the most obvious: Talked to your friends and family. It’s fairly standard to alert your inner circle of relatives and loved ones that you’re available as a real estate selling and buying resource.
While it’s great to keep your closest support system in the know, you can’t expect to get decades of business from a handful of people. Even if you have a large family, the statistics won’t pan out. On average, homeowners stay in their homes for around 13 years. Even if your cousin’s brother-in-law becomes a client this month, he isn’t likely to need your services again for a long time.
Keeping this in mind, your plan to bump up your lead generation has to be robust enough to attract strangers. Below are some ways to make this happen methodically and productively.
Make everyone aware you’re a working real estate agent
Are you a member of a gym? Do you volunteer at a nonprofit? Did you pick up a coaching job for your child’s softball team? Tell all the adults you encounter that you’re a real estate agent.
You don’t have to be obnoxious or aggressive. Just mention your availability during conversations and offer to give people physical business cards or send digital business cards through text.
The more connections you make through happenstance, the higher the chance that someone will remember you when in need of a real estate agent. You may even snag a referral or two. If so, show your thanks to the referrer by sending a small token of appreciation.
Attend formal real estate networking events
Many business organizations host events such as workshops and mixers where networking is encouraged. Make yourself available for these opportunities. They may be during the day or evening, so stay flexible schedule-wise.
Remember that formal networking can include new real estate agent training sessions, too. For instance, you may want to upskill your abilities by taking courses above and beyond the general ones necessary to get into different career paths in real estate.
As a side note, you may want to explore the possibility of attending virtual networking sessions as well. Even if you only meet one or two people, you’ll be ahead of the game and have names to add to your potential client or referral list.
Offer to host open houses to find home buyers
What does a real estate agent do? Most host open houses, although sometimes seasoned real estate agents would rather pass this on to newer colleagues. With that in mind, show your enthusiasm and offer to help a coworker by setting up and being present at an upcoming open house.
Ideally, you may want to arrive at the neighborhood an hour or two early. Walk around and introduce yourself to others on the block. Explain that you’re hosting an open house and just wanted to say hello. Who knows? One of those neighbors might be interested in moving sometime soon. If that neighbor doesn’t have a real estate agent in mind, you could get a call.
During the open house, try to get visitors to sign in. Strike up discussions about houses that interest them. It doesn’t matter if the showing you’re at doesn’t appeal to their needs. Your objective is to get on their radar as a recognizable, respected real estate agent.
Expand your social media presence
Is a career in real estate right for you? Only if you’re willing to get lively on social media. The average age of first-time homebuyers hovers around the early 30s mark. In other words, younger Millennials are a crowd to target to start a relationship early with an individual or family. But what you have to understand is that the 30-something crowd is heavily into social networking, especially on Facebook and Instagram. Consequently, you need to be on those digital forums, too.
Consider this as part of your lead generation marketing plan and post regularly. Show your personality, give insider tips, and maybe talk about how to start a career in real estate based on what you’ve discovered so far. Who knows? You might hit a viral vein. Even if you don’t, you’ll build a nice bit of buzz.
Taking the First Steps As a New Real Estate Agent
The first year of any career change involves a lot of learning and tons of trial and error. Before you head out to make your first sale, find a veteran real estate agent or broker who can be a solid mentor. Most of the knowledge you’ll need to be a successful real estate agent comes from years of experience. And since you don’t have that yet, learning the ropes from an experienced agent will help you find your first client (and many more) as a professional realtor.
Ready to take your real estate career to the next level? Get started with our online courses to prepare for your real estate license exams, upgrade your license, or enhance your skill set. Colibri Real Estate has helped hundreds of thousands of real estate agents and brokers throughout the country.
