We all know more listings will bring in more business, but how exactly do you get more listings? There are a lot of things you can do to connect with home sellers, or potential home sellers, and get your name out there. Let’s talk about it.
Build a database with homeowners
Creating this database with homeowners is the first step in building your foundation. This database will have all the information of past connections, including names, emails, addresses, etc. It should include:
Homeowners you have previously met (for example, at an open house)
Your past buyers
Friends and family who own homes in your area
The more, the better. This will serve for communication and for potential future listings.
Send a monthly e-newsletter to your homeowner database
Emailing your database with some valuable information will keep you top-of-mind. It can include any information from educational, informational, or even entertainment. Pro-tip: include a video of yourself in your email, Connecting via video makes for a more profound impact.
Another idea to feature in your monthly newsletter is some of your favorite local to-do’s. This can be your recommendations for a restaurant, local coffee shop, or happy hour spots. This solidifies your connection with the community while still adding value to the homeowners.
Be a people person - make personalized phone calls
No, not soliciting every weekend or texting them and asking for referrals. Even though you are providing value with email, nothing compares to a personal conversation. Consider calling homeowners every 3-6 months to start that conversation and build trust. People want to work with people they know, like, and trust.
What can you say to bring up the topic of their home?
The last time we talked, you mentioned wanting to move soon due to the weather. I just wanted to check in and see if anything has changed.
It’s been a couple of months since I last spoke to you. Are you still loving your new house?
Send anniversary cards to past buyer clients
Congratulate your previous clients on the anniversaries of their home. It may be their 1st, 5th, or even 10th anniversary! You never know, this might spark the conversation about their home’s current value and that may bring up some curiosity.
Contact expired listings
Expired listings, especially in areas with increased pricing, may be an easy target. Some listings may have expired recently or within the past couple of months but have not re-listed their homes. They may just be waiting on the opportunity to rise again.
People want connection. These are all great ways to get a few extra listings and create trusting relationships with your past clients. Creating that database will keep you organized and have consistent communication.
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Raquel Gutierrez is the Marketing Director for Mint Mortgage and Mortgage Chicks. She focuses on business marketing and development. She has a B.A. in Psychology and Marketing.