What's the most effective way for new agents to get a client data base started in this type of market?

Asked by Jeanna Foley, Hartwell, GA Wed Feb 11, 2009

I've tried mail outs twice with little or no response!

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7
Andrew Herren, Agent, Milledgeville, GA
Sat Jun 13, 2009
Preview,preview,preview. When you are out looking at houses you will meet potential clients/customers everywhere. Previewing homes is also the best way to learn values in the market you plan to work. When I coached new agents I had them preview a minimum of 20 houses per week and at least 5 of them had to be occupied. Making the appointment with another agent,talking with the homeowner and basically just going through the motions of being a real estate agent. I have seen too many get a license and just hang around the office until they go broke. I spend a lot of time on the computer, but staying in the office too much will kill your productivity. I always told them "go out and play real estate"
1 vote
Pete Maimone, Agent, North Brunswick, NJ
Tue Jul 21, 2009
Jeanna,

I have much to say on this topic. Most answers below are helpful. I've been in NJ real estate market for well over 20 years. I've consistently closed 8-16Million per year. the past three in down markets I've averaged 13-16million. My business is a combination of primarily mailings, Open Houses, and web prescence, and naturally referrals.
Here's some things to start out with for now:

1) mailings don't usually work until you've built name recognition... no more than six months to develop that but consistency is the key. So keep mailing... every other week or minimum once per month. creativity and consistency is the key. I always try to separate myself from the crowd in my pieces.... always offer a free market analysis in them. Always describe yourself as that neighborhood's specialist... then become it. Find out the story and details on every home for sale in that area. If there's another agent in your office with listings there, offer to do open houses for them. Nosey neighbors wil show up, get their info and database it. Then follow up.... Don't just sit on the info you collect. I use Microsoft Outlook for datbase management. I've used Top producer but found it very time consuming inputing and managing the data, although it has some nice features. I prefer outlook because when I get leads via e-mail (into outlook) I can easily capture all info into a contacts section, and categorize by price range, home type, inquiry date, etc. and then do follow up from there. I run everything from there. New listing e-mail balsts, back on the market, price reductions, open houses etc. There's lots more to it but most important is separate yourself from the crowd, increase name recognition, and be consistent.

2) same principles for website as above

3) Do lots of open houses, get all their info and databse them all and categorize in contacts section. Follow up the following Monday with a thank you e-mail or letter for sellers. My word template thank you letter has my picture on it, as well. I generally only use the letters for sellers leads. I use e-mail and phone for the buyers..remember this, by Wednesday they have forgotten you. Get them to come into the office for a showing appointment is the bottom line. I explain the benefits of working with one agent and ask them to e-mail me any listings that they've seen on interent websites prior to coming into the office. I also send them listings that I think are good matches... then we go out looking and hopefully a short time thereafter get them in a home...
I'm happy to share alot more if you email me or call.

Good luck and don't give up!

Pete Maimone
Gloria Zastko Realtors
1582 Route 130
North Brunswick, NJ 08902
pete@zastko.com
http://www.petemaimone.com
cell: (732) 439-0472
0 votes
Catherine "C…, Agent, Metuchen, NJ
Fri Jun 12, 2009
Hello Jeanna,

With 80-90% of interested folks looking online for their real estate needs, it makes sense to look at this avenue to generate your client database. Developing an online presence is time consuming but very rewarding. It has to be based on insightful and timely information or content. Then you have to be able to capture those prospects and keep on providing useful information/content.
Within a year you should be able to have a few hundreds prospects in your database. I suggest TopProducer8i as a client management system.

I hope it helps,

Cathy Chaudemanche
Web Reference:  http://www.YourHouseFast.com
0 votes
Shan Chitwood, , Hartwell, GA
Thu Jun 11, 2009
Hey Jeanna, The best way to build a client base is consistent, honest, information to the clients you do have. You and I know that Hartwell is a small town and word of mouth travels fast. Hold yourself to a higher standard than others do and always do what you say. Your reputation and client base will increase.
0 votes
Lorie Gould, Agent, Duluth, GA
Wed Feb 11, 2009
Prospect expireds and fsbo's for instant business. Door knock neighborhoods you want to farm to personally meet each home owner so that they know who is calling the next time:)
Web Reference:  http://www.HomesByLorie.com
0 votes
Larry Story, Agent, Greensboro, NC
Wed Feb 11, 2009
Jeanna,
I use to try mailings but, gave it up long ago. I have heard all the hype on mailings, drip campaigns, email campaigns, etc, etc. Anyway besides actually going out and getting face to face with people the internet is the best farm to work. Here on Trulia home buyers and sellers are constantly on here looking for help. Going out and joining social clubs and organizations. There are volunteer organizations your church and everything. You need to make sure you always carry business cards. Everyone you meet is a potential client or a lead to a potential client. It does take time in any market but, I don't believe there is a silver bullet to cure all. Establish yourself as an expert here on the internet for your region.

Hope this helps,
Web Reference:  http://www.storybookhomes.ws
0 votes
Dallas Texas, Agent, Dallas, TN
Wed Feb 11, 2009
Mail outs requires approx. 6 months of continual contact reach any client, based on general marketing stat's. Most home owners are overwhelmed with so much junk mail goes in trash.

Combination of many avenues obtain clients from website SEO, member of community, networking, becoming expert within your personal community.

GOOD LUCK I love real estate hope those suggestions assist.
Web Reference:  http://www.lynn911.com
0 votes
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