How can a real estate agent attract clients without cold calling?

Where to begin?

The first steps for a realtor are to find apartments for sale. How can a beginner specialist find clients? You should not try to cover large spheres of influence. People listing apartments for sale prefer to contact agencies in their area. If we are talking about a large city, you will need some surroundings that will allow you to declare the seriousness of your reputation. There is no need to rent an office - the modern coworking format looks attractive, and you can book a meeting room there. In addition, such surroundings will look more respectable for the realtor’s clients.

Another important piece of advice for a novice realtor concerns choosing a market segment. If possible, the search should be conducted in a specific market area. For example, if a realtor has a desire to work with cottage villages, dachas, and country houses, it would be pointless to waste time communicating with apartment owners. But for a beginner, the most promising client is an ordinary homeowner in a multi-story building who wants to profitably sell his apartment.

Always remember: only 30% of the people you interact with in your new profession will become clients in the future. The remaining 70% of meetings will be in vain or with a negative result. To increase the percentage of successful sales, a realtor must:

expand your social circle through useful contacts;
use “word of mouth”;
expand the range of search tools;
maintain relationships with owners and buyers after the transaction.

It is this format of work that will allow a novice broker to achieve significant success in finding clients over time.

Create your own information network

How does an experienced realtor find new clients? Through “knowledgeable” people. There is a whole category of employees who, due to their position, are the first to receive information about the probable or reliable sale (purchase) of housing:

employees of municipal and government services - housing offices, registry offices, passport offices, courts, etc.;
service workers - wedding photographers and presenters, employees of offices providing funeral services.

Just wonder in what cases people move and who is the first to know about such cases. But for informants to work for you, they need to be paid. State the specific amount of intermediary fees that a person will receive if the transaction is completed. By the way, grandmothers on benches and janitors also don’t mind making extra money from valuable information.

Advice. The informant must be chosen correctly. Offer cooperation to those who treat you with sympathy. In addition, such a person must really have access to the necessary information and the ability to transmit it.

All available methods at once

How to find your first properties for sale as a newbie realtor? When giving advice, market professionals always remind that the search for suitable clients should be carried out on all fronts. You can’t count on the activity of the apartment owners themselves. What ways exist and actually work:

Offline methods. Among the owners of potentially sold apartments there may be friends, relatives, and acquaintances. Also, the client can come through business cards at the information stand in a store, beauty salon, or car service center. A novice realtor can also start posting his advertisements in the area where he lives or where his office is located. Also, if you have a collected database, you can call potential clients and send them emails. How to find such contacts? Browse advertisements.
Internet. Here, different channels help the realtor make sales. The main advice from experienced people is that the search should be active. Owners, for the most part, are not interested in offers from private individuals. In order for the client to be confident in the professionalism of the specialist, it is worth creating your own website. Also, city portals and forums, message boards, and social networks will help an ambitious real estate specialist to find the necessary data.
Create a Landing page with your services, reviews and portfolio, then set up contextual advertising

How to find, among all the variety of available ways to gain the trust of the target audience, the one that is most correct and effective? An experienced realtor quickly finds those channels that are interesting and useful to him. But what if the client is the first? Prepare for refusals from apartment owners and act in the most effective ways to sell services.

How to choose the best methods?

There are a lot of methods to attract clients. Of course, it is not advisable to use only one or two methods, since you will have to wait a long time for the effect. But you shouldn’t use all available methods, because it’s your time, money, and effort. How to choose the best sources to attract customers to your website?

We are drawing up a plan to attract clients
. This is an initial but very important step. At this stage, determine what marketing tools and methods you will use. When choosing options for attracting customers, you need to take into account the number of potential consumers, sales volume, and desired profit. Then study and record the interests, pains, and problems of the target audience.
Establishing direct contacts
. At this stage, the main task is to convey information to a potential client. Don't try to tell him why you are good, how you differ from your competitors. You need to convey to the client information about the benefits that he will receive by cooperating with you. At this stage, you can use tools such as email newsletters and cold calling clients.
Cost-benefit analysis
. Now let's work with numbers. Calculate how many regular customers you want to get, calculate the planned monthly volume of sales or services provided, as well as the amount you want to receive for this period.

Next, we calculate how many clients need to be attracted per day and how much revenue needs to be generated. Also determine the amount that the company is willing to spend on marketing tools, that is, on how to attract the attention of customers.

Cold calling

Even an inexperienced realtor can easily find clients among apartment owners if he works properly with the information that is freely available. You will have to study advertisements on free boards and information from the regional press. It is worth writing out and excluding agency contacts in advance and looking only for direct owners as clients. For calls, you should choose the evening time from 19 to 21 o'clock or the daytime from 11 to 14 o'clock.

By making cold calls, a realtor seeks to identify clients who potentially need his services. To make the owners' mood more positive, it is worth hinting about the presence of a potential buyer interested in purchasing an apartment. In the process of personal communication, you can interest the owner in providing services. It is worth paying attention to the fact that many objects sell poorly precisely because of incorrect presentation. A fresh look from a specialist will help you properly advertise the apartment you are selling.

When thinking about how to find potential customers using cold calls, it’s worth thinking through a conversation plan from the very beginning, outlining your lines and phrases so as not to get confused at the decisive moment.

Posting and distribution of advertisements

The effectiveness of modern technologies should not be overestimated. As a rule, they give a rather one-sided result. But there are tools that a realtor can use without spending significant amounts of the initial budget. Every potential client is looking for a meeting with a specialist. You just need to get your advertising in front of the owners as quickly and easily as possible. They distribute leaflets and post classic advertisements with a phone number.

A professional realtor can easily compose an original text that the client will be happy to read and remember. It is worth taking care of a memorable phone number. You can attract owners by offering them a non-standard approach, including an audit of the apartment and issuing free recommendations. Sometimes even wallpaper re-pasted in time instantly transforms an object.

How to find the best places for advertising? It is better to entrust the distribution of leaflets to promoters - it is inexpensive, and the most “active” points will be covered. It is better to post advertisements on special boards without breaking the laws.

Recommendations

The so-called “word of mouth” sometimes gives a greater effect than the most expensive and intrusive advertising.

As soon as you become an insurance agent, notify as many people as possible about this - your relatives, acquaintances, friends, former colleagues, everyone should know who they can now turn to for services. There are many ways to notify everyone, for example, putting a status in the WhatsApp or Viber messenger. On the social network VKontakte or Instagram, you can create stories where there will be a detailed story about your new activities, attractive conditions and discounts.

Ask people to recommend you to their acquaintances and friends, don’t be shy about doing this. Tell about all the discounts, promotions and bonuses, explain to people why they should work with you.

If you have already ordered business cards, don’t waste them, hand them out to everyone, leave them in stores, etc.

Word of mouth will be of great service if you want to have many clients and quickly achieve a high income.

Activity on social networks

A novice realtor must be an active user of the network. Get involved in communication on platforms for professionals, give advice in public pages with questions. A potential client will trust more an expert who is often visible on the Internet. You can start a video blog or a page with tips for owners.

Create your own group on VKontakte and set up targeting

Monitoring social media is where a realtor starts his day. Place your advertisement online. The client trusts more a person whose face and personal data are open. It is also easier to check the trustworthiness of owners online.

How can a novice specialist find his first apartment for sale? Listen to the advice of experienced craftsmen and do not stop searching for owners. In some cases, more than one month passes before the transaction is completed, but everything pays off with an impressive amount of commission payments for a novice broker.

Blogging

Having your own personal professional account on a social network is a good way to attract clients and build a base. Talk about current news, changes in legislation, give advice - this will help attract many users on the network. Write about yourself and your professional activities, about your first steps, you can even brag a little about your first profit.

Tell us about your deals, promotions and bonuses, small but effective life hacks. Posts about the pros and cons of your work will also not be superfluous.

At first, you should post new posts 1-3 times a week. Look for information everywhere and be sure to publish everything related to your work. If you are actively present on social networks, they will not forget about you, subscribers will remember that you are an insurance agent. And if anyone needs your services, they will immediately remember who to contact.

Developing a blog, regular posts and gaining subscribers is not an easy task, it requires huge time and financial investments, so don’t go too deep.

But if you decide to get serious about blogging, you can quickly develop your personal brand and significantly expand your customer base.

In order for all actions to produce high-quality results, you need to quickly master all the nuances of the profession and become a truly experienced insurance agent. You will need:

Become a professional in your field of activity.
Search and present interesting news from the world of insurance.
Improve your qualifications by undergoing training and studying specialized literature.
Learn to understand the client's requirements and give him what he needs.
Constantly upgrade your skills, take everything you can from your profession.

How to behave when a client is found?

A novice realtor who has already found his first client must still work hard for the deal to be successful. When communicating with the owner, you should start by offering free services. This could be assistance in preparing and collecting a package of documents, legal advice, or audit. After this, you can propose a full conclusion of the contract. Next, you will have to find the other side and bring the process to its logical conclusion.

It must be remembered that a realtor with little experience can himself become a victim of deception. It is not uncommon for a client to negotiate with a found buyer behind the back of the specialist accompanying the transaction. To exclude collusion between present and future owners, great attention should be paid to all contacts.

The deal is completed, and the question arises: how to find a new apartment for sale? There is good news - having first experience, it will be much easier to continue working. Advice from experienced real estate sellers recommend searching through channels that have already worked. And only when a novice broker has accumulated a sufficient number of transactions with owners, will he be able to secure a sufficiently strong reputation for himself, which will itself work for him.

How to find a client for a realtor in just 3 days?

Finding your first client in conditions of severe disregard for brokerage services is quite a task! How to find someone who agrees to buy your services for the sale or purchase of an object, transaction support, or at least consultation?

Now you will learn how to do this and remember firmly these basics of selling real estate services. Remember also because someone before you already learned how to find clients for a novice realtor, got away from the start a little faster than you, and while you continue to doubt and use what no longer works, he gets his first clients and sells the service. Therefore, without delay, read the proposed material.

The first thing that gives you a head start is the low quality of the intermediary service. This, however, can also be a disadvantage if you manage to earn a similar reputation in the future.

To prevent this from happening, think carefully about who might be your client. And so that you don’t stress too much, I’ll give you an answer that will help you find a client in the first days of working as a realtor.

You will also find this article useful: how to build a client base for a realtor - effective ways

Remember: not all the people you encounter in one way or another will become your clients. Statistics show that only one in three can buy a service from you. This understanding should be firmly ingrained in your head so that you do not get upset in vain.

To have more clients you need: