Getting to Know Your Community: A Guide for Real Estate Agents
Any real estate agent knows that building strong relationships is key to generating new business and acquiring quality leads. However, this can be challenging for new agents or those without a large referral base. Instead of solely relying on open houses and cold-calling or spending a lot of money on print advertising, successful agents invest in networking and volunteer opportunities to cultivate referrals. These agents understand that career development is an ongoing investment rather than a one-time transaction. Read on to learn ways you can get to know your community and local market.
5 Ways to Establish Yourself in the Local Community
Introduce Yourself
Consider selecting three community leaders whom you would like to connect with better. You can request an introduction to them via someone you know or introduce yourself through email. If you are unsure about what to say, you can share a relevant link, acknowledge their recent achievement, or express your appreciation for the significant role they play in the community.
Stay in touch
When’s the last time you made contact with past clients? If you don’t already have a spreadsheet or tracking system in place to remind you about birthdays, holidays, and regular checkpoints, create one today and be strategic about staying in their lives. Here are some ways you can stay in touch:
- Send out a weekly or monthly newsletter to your email base updating them on your business.
- Throw a thank you party by inviting your former clients to a cook-out or cocktail party as a way to say thank you for their business.
- Send Christmas or other holiday cards to update your former clients on your family.
- Send a “Happy Anniversary” gift on the one-year anniversary of when they bought or sold their home.
Show you care
Attending community events is a great way to expand your social circle and establish connections. You don’t have to be present at every event, but it’s recommended to participate in a few throughout the year. If you’re unsure where to start, check out your community’s website or social media pages to find a cause that aligns with your interests and availability. For inspiration, you can read about a Missouri real estate agent’s success story in our Voice of the Real Estate Agent report.
Swap notes
Real estate professionals can enhance their success rate by gaining a better understanding of their market. It’s advisable to collaborate with other agents operating in the same market to exchange notes and ideas. Despite being considered your competition, connecting with them can provide an excellent opportunity to learn from their accomplishments and establish yourself as a competent peer.
Think like a journalist
You can gather valuable information about your target market from a variety of sources. Adopting the approach of an investigative journalist can be helpful. Consider subscribing to community newsletters, identifying local newspapers, and attending town hall meetings to gain insights and build relationships.
Additionally, don’t hesitate to ask satisfied clients for referrals. A single satisfied customer can lead to further business opportunities.
