How to Sell More Homes as a Realtor

"Sellers, as well, turned to professionals to price their home competitively, help market the home to potential buyers, and sell within a specific timeframe. Eighty-nine percent of sellers used an agent to sell their home..." (NAR Profile of Home Buyers & Sellers, 2023). Buyers and Sellers alike turn to real estate professionals for guidance in the high percentages year over year. Though this industry can be incredibly challenging, the client pool is plentiful. Are you struggling to reach your volume goals as a real estate agent? Want to do more business in 2024? I have some insights that may help you thrive, follow along with me...

How to a Gain Prospective Client's Attention

How do you not only meet the client where they are in their real estate journey but also secure that the client picks you? "Eight-one percent of recent sellers contacted only one agent before finding the right agent they worked with to sell their home" (NAR Profile of Home Buyers & Sellers, 2023). If over 80% of the client base contacts only one agent, when does the opportunity arise for you, as a Realtor, to market yourself and prove your worth to a Buyer or Seller? It doesn't! You need to find creative, strategic ways, to place yourself in front of the client before your competition does. You will not have the luxury of that opportunity after a client has already begun communications with another industry professional. This goes back to the notion of meeting the client where they are. The place in which a client resides is dependent on many factors, which may also coincide nicely with your target audience. If you have a niche for luxury real estate, the prospective Buyer or Seller's journey in the luxury market will look notably different than that of a first-time home buyer. Who are you looking to connect with?

Understanding Your Unique Real Estate Niche

Once you have your target audience in mind based on the real estate in which you specialize and can add the most value, you then must place yourself in the client's shoes. "Sixty-three percent of sellers reported moving within the same state and moved a median of 35 miles... For sellers, the commonly cited reason for selling their home was the desire to move closer to friends and family (23 percent), because the home is too small (13 percent), or a change in the family situation such as a marriage, divorce, or new child (10 percent)... Sellers typically lived in their home for 10 years before selling" (NAR Profile of Home Buyers & Sellers, 2023). Understanding the behaviors of your prospective clients is monumental. This allows you to connect with them on a level far beyond all the industry noise with every Realtor claiming they are "The Best Local Agents", rather, find a way to speak to the client's heart. Typically, real estate journeys are rooted in a large life change, if you can stand before a client and truly understand what circumstances they face, and you offer a solution to meet their goals, you can practically consider that client sold. Clients, customers, and anyone in any market are looking for solutions to problems. An example could be anything from an individual buying a Gatorade because he or she is thirsty, or a buyer searching for a home closer to family, we are a function of the marketplace. To be successful we must provide next-level solutions that overshadow that of the competition.

What Makes You Special?

You could have perfect systems for the client journey that far exceed your competition, but how do you avoid the endless "my cousin is a realtor", "my best friend's niece is a realtor", and so on... "Sixty-five percent of sellers found their agent through a referral from a friend, neighbor, or relative or used an agent they had worked with before to buy or sell a home" (NAR Profile of Home Buyers & Sellers, 2023). We have all heard the joke that everyone knows a Realtor, but here's the thing, Buying or Selling a home is a big step. This is one of the biggest moments in a person's life. So, if the Realtor who is the friend of a friend of a prospective client is not qualified, you, as a far more advanced agent, may have a chance. "Eight-five percent of sellers used an agent who provided a broad range of services and management of most aspects of the home sale" (NAR Profile of Home Buyers & Sellers, 2023). Those embarking on a real estate journey most often want the most qualified Realtor to assist them. This is where investing in strategic marketing to showcase your unique real estate services to potential Buyers and Sellers is critical. The client will find one of the other top-reviewed, easily accessible agents to help them if no one knows what you have to offer. If you are not promoting yourself to your audience... good luck.

Real Estate is a Long Game

"Forty-six percent of sellers used the same agent to purchase a home, as sell their home" (NAR Profile of Home Buyers & Sellers, 2023). If you invest in showcasing your services, meet prospective clients where they are, and offer them a solution, you can almost always guarantee the relationship. Once formed, do what you do best, assist them in their real estate journey. If you meet their goals, you may have a return client down the road, or potential referrals. "The typical seller has recommended their agent once since selling their home" (NAR Profile of Home Buyers & Sellers, 2023). Once a client can trust you and you exceed expectations, there is a pretty decent chance that the deal will drum up more business for you with time. "Eighty-seven percent said that they would definitely (73 percent) or probably (14 percent) recommend their agent for future services" (NAR Profile of Home Buyers & Sellers, 2023). Real estate is a long game, one client at a time. Assisting in real estate transactions is only half the work, the other half is creating a business for yourself. It can be extremely challenging, which is the reason why most individuals in real estate fail, but man if you can see it through, it is incredibly rewarding. Before you know it, with consistency and discipline, you may exceed your volume goals for the year!

Interested in joining our Team?

Tamara Williams and Company is a locally owned independent forward-thinking real estate firm in Bozeman, Montana. Our high-powered firm believes first and foremost in giving back to the community and helping our clients achieve immense real estate success by making smart informed decisions.

Learn from a Top 1% Producing Bozeman Realtor and work alongside several other top industry professionals.

We are always looking to grow our team, connect with us today!

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