What have you found are the best ways to market yourself as a new REALTOR?

Asked by Kerri Burwell, Hickory, NC Thu May 22, 2008

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Angie Nishni…, Agent, Virginia Beach, VA
Wed May 28, 2008
I am no longer new, but I use a mix of the old and new. You will hear a lot of agents complain about open houses.
I strongly believe in them. Hold them open for your clients and for other agents. When I was brand new, I was doing 2 open houses every weekend and would get a buyer every week. If you have an outgoing personality, it will show and pay off. 1000s of agents to choose from, you have an advantage because they came to you. You know they are in the market and it's an opportunity for you to impress them.
True, not every person who walks in is looking to buy. However, they may know someone or may be a future client.
I personally never miss an opportunity to market myself.

If you are going to do print advertising and don't have any listings, ask agents in the office if you can borrow their listings to advertise. You pay for advertising, so its free marketing for their seller. They benefit because you can bring a buyer to sell their listing. You benefit because if they don't like their listing you can sell them another one :)

I wish you the best of luck !!!
Web Reference:  http://www.nishnickhomes.com
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Coach Bob Fi…, , Canandaigua, NY
Wed May 28, 2008
Hi Kerri,
I listed 69 homes in my first 6 months as an agent. The majority of them were For Sale by Owners. I called the first week and they didn't need any help. I called the forth week and they had already listed... SO, I became lethal with my lead follow up system. FSBO is a lead follow up game. They will see how aggressive you are in follow up and assume that is what the need when they decide to list their home. You need to preview homes in the areas you have appointment and know some basic market stats so you sound like you know what you are doing. E-mail me and I'll give you some scripts and ideas!
Good luck!
1 vote
Jed Lane, Agent, Petaluma, CA
Sun May 25, 2008
Sphere of influence is very important. I recommend to all agents to read Gary Kellers book "The Millionaire Real Estate Agent". The first third of the book pertains to where you are now.
Every bit of marketing you do will help but first - Get to know your market - Go on tour see every house you can, talk to all the agents, learn stories about what is happening in Hickory. When you then tell your SOI that you are a Realtor you can back that up with market knowledge.
I am also a big fan of open houses. I was trained by a coach, Lorna Hines, that built her whole system on open houses. As she said there is no other place you can stand and have people interested in real estate walk in and give you face time.
But you need to know your market. It helps so much to have something to say. I also would recommend that you get involved with your local association. Developing credibility with your fellow agents will give you a hand up as you become one of the top agents in you area.
1 vote
Scott Wooters, , Dallas, TX
Fri May 23, 2008
Supplementing the answer to leverage your sphere of influence... Not only educate your friends/family/contacts (parents at school, volunteer peers, etc) but then ask them to tell someone (like referrals). And don't forget the free sites to add profiles like Active Rain, Linked In, Zoom Info. You can even try the local Coupon Mailer - very inexpensive. You'll do well!
1 vote
Bruce McKinn…, Agent, Mukilteo, WA
Thu May 22, 2008
I am prejudice Kerri. So you may have to discount my answer. I make a living off of OPEN HOUSES. Here is the logic. There is a marketing / real estate AXIOM I hear from time to time that states as follows: 1/3 of Agent time and money is spent (1) trying to GET a client, (2) trying to find that perfect home / match or get a listing under contract and (3) trying to CLOSE the sale. After 9 years, OK, I could accept that. If one looks at JUST the first 1/3, the money and effort is spent trying to get eye to eye with someone -- to bond. A CLIENT. Flyers, phone calls, good grief. You name it. At an open house, 90% of those who come are buyers (2 months, 6 months, one year). That is true. The Internet has contributed to that statistic which is good is some ways – for me anyway. So, WHAT an opportunity. There they are. Like other approaches in real estate sales that work, the trick is the system you use for engagement and follow up. Use plenty of signs (17% of sales according to NAR) with your name on them. Whatever approach you use, your goal is for your name to become a household word (like coke or Kleenex) in the area in which you work – where YOU are the expert.
1 vote
Debra (Debbi…, Agent, Livingston, NJ
Thu May 22, 2008
Hi Kerri - good luck in the real estate business!!
As a new agent, I'd concentrate on your "sphere of influence". That means, let everyone you know, know you're an agent. One of the first listings I got as a new agent (back in 1985) was from a cashier at the local grocery store. I was always friendly, and always chatted with her, so it was natural that I mentioned I had become an agent. She told me that she was planning to move, and within 2 weeks I had her listing! You never know who you might meet in your daily life that can become a client in the future. I also believe in regular mailings, and I also advertise myself monthly in our local newspaper. People will often "congratulate" me after seeing my ad - they don't know what they read, but they know they saw me!! Perception can become reality, so get your face out there! The more people see you, the more successful you appear to be. Since, as a new agent, you don't have a track record to boast about yet, use your office or company's track record, and let your enthusiasm shine through. Good luck!
1 vote
Pacita Dimac…, Agent, Oakland, CA
Fri May 30, 2008
I'm now a "seasoned" agent...so I feel qualified to give you some of my own thoughts.

When I had no listings, no sphere of influence, no client base ... I literally begged my co-realtors to let me do open houses for them. To me, that was a lot of fun.

Here are some ideas so that folks would remember me. Such as:
1) Got business card stickers that I stuck on everything I gave out --- maps, lists of open houses that weekend, local magazines, etc. The business card sticker had my face, name, number, accreditation and website. You can order these business card stickers from VistaPrint or Color for Real Estate.
2) Got a website. At a time when 86% of buyers look for homes on the internt, it's absolutely necessary to have a website, especially one that is linked to a network (Point2agent.com, for example), and populate it with good ideas. Since you have more time in the beginning of your career, this is a good time to develop your website
3) Continued my education and earned more credits as: e-PRO, SRES, BPO Specialist
4) When doing open houses, I posted them on craigslist (with the permission of the listing agent). Since I was holding open house nearly every weekend, there was the element of familiarity. Remember the adage of advertising: Repetion, repetition, repetition
5) Affixed on my car a sign about what I do for a living, name of my website, etc.
6) On my name rider, include a picture, phone number and website.
7) Developed a system for building, managing and maintaining my database. Wish I did this from the start. Subscribed to a way of doing business. I attended some courses (like Mike Ferry, ByReferralOnly, etc) and settled on Brian Buffini's Working by Referral which suited me best of all.
8) During open house, I always have an open house registry sheet. Our company features a monthly merchant of the month drawing where people who sign up at open houses are entered into the drawing. For some reason, people are more inclined to sign in that way. Then I send them a thank you card for coming to my open house. As appropriate, made follow up calls/appointments.
9) Give something out at open house --- print outs of that weekend's open houses. Local maps and/or local magazines to those new to the area. I allways affix my business card stickers on everything!
10) In the summer, have small bottles of water as give aways (get them at Costco!). And...you guessed it. Affixed my business card stickers on the bottle.

By the way, if you haven't heard of, nor read this book yet, go get your copy of "21 Things I Wish My Broker Told Me". It's an easy read, and chockful of good ideas from top agents. I highly recommend it.

Take care and good luck.
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