Things to think about when trying to expand your seller clientele.
Where can you find more seller clients? It’s a low inventory market, and many of us are wondering where to find clients, especially sellers. There are a few places you can look, but there are some things you need to consider first.
What kind of business do you envision having? Are you working in a particular area, or do you have some specific expertise? Whatever it is, find a niche and look at the historical data, which will tell you who’s getting the business in your area or expertise. If someone has 25% to 30% of that market, it probably isn’t the best place to farm. However, if there are many agents with smaller market shares, it might be a good space to enter.
Once you’ve found a place to farm, you should take a multi-faceted marketing approach to find clients. Look at absentee owners, FSBOs (For Sale By Owner’s), and expired listings. Old expired listings may not get 10 to 30 calls a day, so they might be more receptive. Just make sure they haven’t been relisted.
You also want to think about how you’ll market to people. If you live in the area, social media is a great way to get your name out. You can dive deep into what’s unique about your area and why people might want to move there.
Another way to get out there is to offer your expertise to your brokerage. Help out with things like open houses, and interview shopkeepers and restaurant owners. The more business you send to them, the more they will send to you.
If you’re using lead services or direct mail, remember that how quickly you respond to them is critical. Reaching out as soon as possible will help you get that client over someone else. If you’re using a lead service, your lead might’ve been sent to multiple people, so it’s even more important to be the first one on the phone with the client.
I would be happy to answer any of your questions and offer some more tips one on one. Just call me at (512) 657-4033 or email me. I would love to help.
