3 Tips to Find New Clients and Increase Real Estate Sales

In the post-bubble real estate market, it may seem like the cards are stacked against you. Existing homes languish on the market for months while foreclosures and short sales continue to drive down prices. It may seem like a bad time to be a real estate professional, but remember that every economic downturn offers incredible opportunities to those willing to ride out the storm.

As the recession winds down, now is the time to position yourself as the “go-to” person for real estate sales. Use these simple tips to find new clients and market your services. As home prices rebound, you will find that you are ready to capitalize on the market and your real estate sales are sure to increase.

Get LinkedIn and Don’t Forget to Show Your Face

If you aren’t already using social media, you need to start…today! LinkedIn is, of course, a great place to make professional connections and network with others. But for sales leads, facebook is king. By far the most popular social media site, everyone and their mother (and grandmother!) seems to be on facebook today. You need to be too.

Setting up a business page is easy and free. Once your page is established, others can “like” you, and you gain access to their home page newsfeed. When you post a link to your new listing or a tip for sales success, it shows up on their home page. Then, you stay at the top of their minds and become a natural choice when it comes time for them to buy and sell. While posting regularly is good, be mindful that you don’t cross that line into the world of spam.

Create Partnerships with Tradesmen

Take the time to get to know the craftsmen and women working in your area. Introduce yourself to the folks with the stellar reputation for refinishing floors or renovating bathrooms. Drop off a few cards and ask for theirs as well. Explain that you occasionally have clients who need work done, and you would like to be able to refer your clients to them. Often, they will reciprocate without you even having to ask.

Offer a Special Report to Prospects

There is a reason infomercials offer bonuses…everyone loves a freebie. Offering a free special report or white paper to potential clients is a great way to get your foot in the door. Add a box to your website where visitors can enter their email address and instantly receive your free report via email. This marketing method does double-duty when it comes to increasing sales. Not only does it give you an email address to begin online marketing, it also positions you as an expert in the field.

Special reports don’t have to be long, but they should include meaningful information. Examples of great topics include:

• Best home repairs to complete before listing
• How to stage a home to maximize sale potential
• How to negotiate the best deal when buying
• 5 questions to ask before closing on a property

If you are not a wordsmith, you can find writers for hire on freelance sites such as elance.com and guru.com. Be aware that the price and quality can vary greatly from provider to provider. Be sure to review samples before selecting a writer. Depending on the length, you can spend a couple hundred dollars on a special report. However, if it is written on a timeless topic, you will get years of use and countless clients in return.

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Maryalene LaPonsie is an accomplished writer who has extensive experience reporting on education, career advancement and workforce development topics. She specializes in sales and marketing consultation as well as general copywriting services.